END OF UNIT TEST UNIT 11

There are three types of a business negotiation.. Two other types of negotiation are less founded 6 ………... Read the following passage and answer the questions that follow Article A Nego

END-OF-UNIT TEST 11 Duration: 75 mins Section 1: Language knowledge (40 marks)

Fill in each blank in the passage below with ONE suitable word

There are three types of a business negotiation Firstly, a business negotiation is similar to a (1)

……… between friends arranging a social engagement Two parties have a shared (2)

……… : to work together in a way which is mutually beneficial Proposals and counter proposals (3)

……… discussed until agreement is reached Both sides hope (4) ……… business This is an agreement-based negotiation, sometimes referred (5) ……… as a win-win negotiation

Two other types of negotiation are less founded (6) ……… mutual benefit, but on gaining the best deal possible for your side In the first type, both teams negotiate to independent advantage This means that each team thinks only about (7) ……… own interests In this type, a seller typically seeks to sell a (8) ……… but is less concerned about repeat business

A third type is the negotiation to resolve (9) ……… , for example in a contractual dispute Here, it

is possible that each party regards the other as an (10) ……… and seeks to win the argument This

is a win-lose negotiation

II Choose the best answer

11 If you give us a 10% discount, we our order today

a place b will place c would place d placed

12 If everyone contributed 20% of their salaries to charity, there no poverty

13 If we an assistant, we wouldn’t fall behind schedule

14 We’ll give you a 10% discount, provided that you within 30 days

15 The Board happy as long as our share price remained high

16 Many people working abroad have difficulty adapting new cultures

17 Our supplier have no objection allowing us a discount

18 Which of the following adjectives goes with the prefix in-?

19 Which of the following adjectives does NOT go with the prefix un-?

20 Everybody in Alphaland is very when they wear suits and ties at work

21 A date of time by which you have to do something or complete something is

22 If you have tried to solve a problem without success for a long time, but at last you find a way, you make a

23 ……… he generally explains his ideas clearly, I sometimes find it hard to follow him

24 They increased their competitiveness ……… their market share would increase

25 They are going to be sharing this office, they’d better learn to get on together

26 We hope the discussions with our creditors will have a …………outcome

a satisfy b satisfaction c satisfactory d satisfied

27 The unions have threatened to take industrial…………

28 We are ………… obliged to provide adequate s security for the shipment

29 The people gathered to - the government's new tax increase

30 You’d be………… at how many people pay $5 for a T-shirt without realizing it’s counterfeit

31 The drink's - formula has been patented in 120 countries.

32 - power failure, change the batteries once in six months.

33 Customers have expressed satisfaction - this product, which has lead to an increase in the employees motivation.

34 You should modernize your IT systems for greater -.

35 After moving to another state, the children - wrote to their parents.

36 Our company gives a limited warranty - damage from cargo handling.

37 These lights offer a cheap and effective method - the quality of your residence.

38 Last week, he - a strict warning from his father.

39 His self-confidence, values - sense of responsibility enabled him to achieve success.

40 The weather forecast stated that it would - snow in the evening.

Section 2: Language use (60 marks)

I Read the following passage and answer the questions that follow

Article A

Negotiations are demanding and may become emotional You may find your Russian negotiator banging his or her fist on the table or leaving the room Accept such tactics with patience and calmness They are designed to make it difficult for you to concentrate

Russian negotiating teams are often made up of experienced managers whose style can be like a game of chess, with moves planned in advance Wanting to make compromises may be seen as a sign of weakness Distinguish between your behavior inside and outside the negotiations Impatience, toughness and emotion during the negotiations should be met with calmness, patience and consistency Outside the negotiating process you can show affection and personal sympathy

Article B

As well as being formal, negotiations are direct German managers speak their mind They place great weight on the clarity of the subject matter and get to the point quickly

Excessive enthusiasm or compliments are rare in German business You should give a thorough and detailed presentation, with an emphasis on objective information, such as your company's history, rather than on clever visuals or marketing tricks

Prepare thoroughly before the negotiation and be sure to make your position clear during the opening stage of the talks, as well as during their exploratory phases Avoid interrupting, unless you have an urgent question about the presentation

Article C

Communicating is a natural talent of Americans When negotiating partners meet, the emphasis is on small talk and smiling There is liberal use of a sense of humor that is more direct than it is in the

UK Informality is the rule Business partners do not use their academic titles on their business cards Sandwiches and drinks in plastic or boxes are served during conferences

This pleasant attitude continues in the negotiation itself US negotiators usually attach little importance to status, title, formalities and protocol They communicate in an informal and direct manner on a first-name

basis Their manner is relaxed and casual.

The attitude 'time is money' has more influence on business communication in the US than it does anywhere else Developing a personal relationship with the business partner is not as important as getting results

Article D

At the start of the negotiations you might want to decide whether you need interpreters You should have documentation available in Spanish Business cards should carry details in Spanish and English

During the negotiations your counterparts may interrupt each other, or even you It is quite common in Spain for this to happen in the middle of a sentence For several people to talk at the same time is accepted

in Latin cultures, but is considered rather unusual in Northern Europe

The discussion is likely to be lively In negotiations, Spanish business people rely on quick thinking and spontaneous ideas rather than careful preparation It may appear that everybody is trying to put his or her point across at once That can make negotiations in Spain intense and lengthy, but also enjoyably creative

From the Financial Times

Choose the best answer

1 In which country do negotiators show strong emotions?

2 Which of the following statements is NOT true about a US negotiation?

a Negotiators focus on results rather than developing relationships

b It is usual for the atmosphere to be relaxed and friendly

c Negotiators like to talk about business immediately

d You should start a negotiation with general conversation

3 In a negotiation with German managers, …………

a you should not give the other side too much as they will not respect you

b you should plan your tactics carefully

c you should think of ideas during a negotiation rather than before it starts

d you should not stop someone while they are talking

What does each of the following underlined words / phrases refer to?

4 … during the opening stage of the talks, as well as during their exploratory phases (Article B)

5 They communicate in an informal and direct manner on a first-name basis (Article C)

Which words in the passage mean the following?

6 the methods you use to get what you want ………

7 when you find out what other side wants …………

8 the way things are done on official occasions …………

Fill in each blank with ONE suitable word from the passage Put it in its correct form or tense

9 The sales manager phoned her ……… in another company to renew the exclusive distribution contract

10 An agreement was reached after lengthy ………

II Writing

Recently, your friend Minh Van, who works in another company, has had a problem at work Her colleague, Tam, always gets to work late and leaves off early He never seems to do anything In meetings, he always interrupts people while they are talking Their department manager, Mr Que, does not know the problem Moreover, he is very weak and if he knew, he could not do anything She does not

know whether she should try to talk to other people she works with about Tam so that they can find a way

of persuading him to change his behavior

Write an email (not more than 100 words) to your friend Minh Van, advising her what to do

IV Listen to the talks, and then answer each question about them by marking the correct choice — (A), (B), (C), or (D).

1 Why is the caller unable to speak to anyone?

a It is after business hours

b The representatives are talking to other people

c The airline's phone system is out of order

d The airline has gone out of business

2 What is the caller told to do?

a Stay on the phone

b Use another number

c Call back later

d Answer a question

3 Who is listening to this announcement?

a Passengers on an airplane

b Visitors to an amusement park

c Passagers on a train

d Tourists entering a national park

4 What are listeners told to do in an emergency?

a Wait for assistance

b Pull up the safety bar

c Get away quickly

d Call the park personnel

5 Why is this announcement being given?

a To request assistance

b To warn of an emergency

c To explain a delay

d To provide safety information

V You will hear a telephone conversation between a man and a woman talking about the man’s computer Fill in the missing information The recording will be played twice.

1 The man had a problem with: ………

2 He’s had his computer since: ………

3 The problem with his computer: slow to ………

4 The woman recommends: ………

5 Their technicians are: ………

THE END

KEY TO END-OF-UNIT TEST 10

Section 1 (40m)

I (10m)

II (15m)

Section 2 (60m)

I (20m)

1 A

2 C

3 D

4 (of) German managers

5 US negotiators

6 tactics

7 exploratory phases

8 protocol

9 counterpart

10 negotiations

II Writing (20m)

Van,

The situation sounds terrible _ we had a similar situation in my company once I don’t think that you and your colleagues should try to deal with Tam yourselve That could lead to trouble Could you go and see a manager above Mr Que and tell him/ her about the problem? If you don’t want to talk about Tam directly, you could suggest some regular performance review of employees ‘work The company will find out sooner or later that Keith is not productive and is causing trouble

Yours,

Phuong

IV Listening

1 B 2 A 3 B 4 A 5 D

V

1 his computer

2 2001

3 download anything

4 A & T Computers

5 friendly and helpful

AUDIOSCRIPTS FOR END-OF-UNIT TEST 10

Part 1

[Questions, 1 and 2 are based on the following recorded message:]

[Thank you for calling Alpha Airlines All our customer representatives are busy with other callers at this moment Your call will be answered in the order in which it was received Please hang on, as your call is

[Questions 3 to 5 are based on the following recording:]

[Attention, riders Do not pull down the safety bar The safety bar will engage automatically before the ride begins To avoid injuries, do not attempt to stand up or put your arms outside of the roller coaster car

In case of an emergency, do not leave the car Stay seated, and park personnel will assist you At the end

of the ride, do not attempt to leave your seat until the roller coaster car has come to a complete stop and the safety bar has been automatically disengaged.]

Part 2

M: I really need to get a new computer

W: Why? What's the problem?

M: Well, I've had this computer since 2001 It's so slow to download anything, it drives me crazy And it often freezes completely, and then I have to restart it I really need a faster computer, so I can work more efficiently

W: Why don't you go to A & T Computers? I've used them for years They use quality components, and they really know how to set up systems properly I've always found their technicians friendly and helpful