Vocabulary: Free trade

in favour of free trade open borders laisser-faire deregulation free port liberalise

against free trade barriers dumping protectionism quotas tariffs strategic industries subsidise infant industries restrictions customs

C

C 1 e) 2 d) 3 f) 4 b) 5 g) 6 c) 7 a)

D to break into a market (exporter)

to carry out a market survey (exporter or importer)

to place an order (importer)

to meet a delivery date (exporter)

to quote a price (exporter)

to arrange insurance cover (exporter or importer)

to comply with regulations (exporter or importer)

Reading: Letters of credit

A

Exporter: Julian Montero Goods: red & white wines

Importer: Connoisseur Quantity: 50o cases

Value: US$50,000

Method of payment: irrevocable letter of credit

Documents required: four clean copies of the Bills of Lading

Contract restriction: no part shipments

B

1 in 30 days

2 brands and quantities

3 Julian Montero

4 a copy of the letter to the correspondent bank in Argentina

C

1 d) 2 a) 3 i) 4 c) 5 j) 6 h) 7 e) 8 b) 9 f) 10 g)

Language review: Conditions

A 6.1

1 we buy

2 you buy

3 I place

4 you get it

5 you can increase

6 we agree

B

Possible answers:
Pierre	If you order 2,000 cases, we'll give you a 10% discount and deliver before the Xmas rush. We will also cover the insurance costs.
Bella	We get less demand for Santa Rita. A 10% discount is OK, but we only want 1,500 cases.
Pierre	I'm sorry. We can't agree to that.
Bella	Well, if we order 2,000, we'll want another 3% discount.
Pierre	We can't increase the discount by 3%, but we can give you another 1% only, plus 30 cases of champagne. That's a pretty fair offer!
Bella	OK. You've got a deal!

Listening: Negotiating techniques

Part 1

A-B 6.2

A L-I-M stands for Like, Intend, Must.

B Like: To win the business there and then.

Intend: To show they were professional and competent and could meet their needs.

Must: Keep the dialogue open and ensure that the competitor didn't win the business.

Part 2

C-D 6.3

1 Identify who the decision maker is.

2 Focus on the buyer's need, not your own need.

3 Leave when you've made the sate - don't keep talking.

E

1 a) 2 b) 3 a) 4 b) 5 a) 6 b) 7 a)

Skills: Negotiating

C

1 Ready yourself.

2 Explore each other's needs.

3 Signal for movement.

4 Probe with proposals.

5 Exchange concessions.

6 Close the deal.

7 Tie up loose ends.

R-E-S-P-E-C-T

UNIT 7 Innovation

Starting up

C

R&D — research and development

Brainwave — a sudden inspirational bright idea

blueprint — a detailed plan or scheme

prototype — a model or initial version of something

setback — something that hinders progress

breakthrough — opposite of setback, a success

patent — legal right protecting an invention

Vocabulary: Describing innovations

A

Verb	Noun (thing)	Noun (person)	Adjective
develop	development	developer	developed/ developmental/ developing
design	design	designer	—
invent	invention	inventor	inventive/ invented
innovate	innovation	innovator	innovative
produce	production	producer	productive
create	creation	creator	creative/created
pioneer	—	pioneer	pioneering
patent	patent	patentee	patent/patented

B

+efficient, +brilliant, +beneficial，- useless,

+revolutionary, - pointless, - ridiculous, - uneconomical,

+marketable, +ground-breaking, +feasible, +viable,

- impractical, +ingenious, +clever

Reading: Innovation and the market

B-C

Innovator	Developer	Product
Berkey Ampex Gablinger Chux Xerox Apple Apple	Casio Matsushita Miller Lite Proctor & Gamble Xerox IBM Microsoft	hand - held calculator video recorder low-alcohol lager disposable nappies photocopiers personal computers windows

C 1 The pioneers of inventions and innovations are often not the ones who develop their ideas into commercial successes; being first in the field is not enough.

2 The depth of their technical expertise, the extent of their marketing skills, the fact that they are large, and that they are established companies.

3 They were all founded by true innovators.

4 The wheel.

D

commercial success

competitive advantage

technical expertise

personal computers

established corporation

marketing skills

Language review: Passives

A

1 passive 2 active 3 passive 4 passive 5 passive

6 active 7 passive 8 active

B

Possible order:

Market research is carried out.

The drug is developed in the labs.

A licence is applied for.

Approval is granted by the authorities.

The trials are approved by the Ethics committee.

The drug is tested on animals

The drug is tested on humans.

The results of the trials are published.

The drug representatives are trained.

C

Possible answer:

First of all, a designer is chosen and a design is produced. From the design, a model of the car is built. Modifications are then made by the R & D department and the engineers. The original design is modified and a prototype is built. An existing engine may be used or a new engine may be developed - this can be very costly.

The new model is now tested on special tracks or roads and any further problems with the design are dealt with. It is very costly if serious problems are discovered at this stage.

If all goes well, journalists are invited to test-drive the model and write reviews of it. The reviews written by these journalists are then published by major newspapers and car magazines.

Finally, the model is displayed at famous motor exhibitions like Geneva or the Earls Court Motor show.

Listening: Presentation techniques

7.1

1,3,4,5,7 are true.

Skills: Presentations

B 7.2

Good morning everyone.

First I'll give you…;After that…;Finally…

If you have any questions, don't hesitate to ask.

Let's start with the background.

As you know…

Right, let's now move on to…

If you look at the graph…

To sum up…

Thanks very much. Any questions?

C-D

PRESENTATION PLANNER
Opening	Introduce yourself. Say what the presentation is about. Explain the structure of the talk. Indicate your policy on questions.
Main section	Give all the facts. Involve the audience as appropriate. Make use of any visuals. Mark changes of topic clearly.
Conclusion	Give a summary or a conclusion. Invite questions and thank the audience.

UNIT 8 Organization