Ex.11. Read the dialogue and answer the questions given below.

Ex.10. Translate the following sentences into English.

1.Мы только что провели большое исследование относительно улучшения данного продукта. 2. Наши партнеры были недовольны результатамипереговоров и мы не пришли к соглашению. 3. Мы не согласны на Ваши условия. 4. Господин Браун попытался сразу перейти к делу, но господин Смит не хотел обсуждать ключевой вопрос переговоров и партнеры потратили много времени. 5. Почему цена неприемлема для Вас? 6. Если Вы хотите получить прибыль, откройте свое дело. 7. Выясните, пожалуйста, кто возглавляет это предприятие. 8. Мы не урегулировали конфликт и разорвали соглашение. 9. Как Вы объясняете низкий уровень продаж в этом месяце? 10. Сейчас наш управляющий директор находится на ежегодном собрании. 11. Наши партнеры тщательно изучают новую дилерскую сеть. 12. Заказчики с нетерпением ждут открытия нашего завода за рубежом. 13. Он не справился с заданием и это объясняет низкий объем продаж. 14. На что Вы хотите обменять свой товар?

Announcer: Hello, everybody and welcome to our weekly radio program “Business People”. Today we have invited a person who has headed the European division of the successful international company Maggate for many years, - Mr. Spencer.

Spencer: It is my pleasure to be here today, Nick. I guess, I will answer some of the questions concerning my business experience and my company business activities. But, please, call me Jason if you don’t mind.

A: OK, Jason. Our listeners are ready for your advice to young businesspeople who have just set up their businesses. As we know, your division brings 40% of the total sales of computer software.

S: Exactly. But to achieve these figures we have done a lot of work.

A: What is crucial if a company wants to make an effort to go global?

S: First of all, you set up research centers to investigate closely your potential market and plan your annual budget: it’s rather expensive to run foreign subsidiaries.

A: Jason, I know that your German subsidiary has done very well this year again. Could you share the secret of your success on the German market?

S: Certainly. We are very pleased with the efficiency of this subsidiary, but it is the result of joint efforts of our company and our German partners. When we started ten years ago, we agreed to hold regular meetings with regional managers and our German partners to exchange information on the new developments in computer industry. We also agreed on arrangements to plan and monitor project management.

A: You visit Germany quite often, don’t you?

S: My mission is to maintain efficient feedback with our German partners. So, I visit Germany every month. It allows me to get to know the staff, to find out all about their working style and to help them settle the strategic problems.

A: One last question, Jason. Do you think business gains a lot from good personal relations between partners from different cultural groups?

S: By all means! You get down to business only after you have established friendly relations and trust. I think learning about a foreign culture is not a waste of time. It makes or breaks your deal.

A: Thank you very much, Jason and we hope to see you again on our program “Business People”.

Notes:

1. to investigate – исследовать

2. joint – совместный

3. to maintain - поддерживать

1. What is the radio program about?

2. Why have they invited J. Spencer?

3. What is important when a company goes global?

4. What accounts for the success of the German subsidiary of Maggate?

5. Why does Mr. Spencer visit Germany?

6. Do you agree that it’s crucial to learn about the local culture of the country you are doing business with? Why? Why not?

7. Why are good personal relations important in business?

8. Why did Mr. Spencer agree to take part in this program, in your opinion?

9. What kind of person is Jason Spencer, from your point of view?

Ex.12. Work with your partner. Make up a dialogue on the following assignment:

A: You are Mr. Brown, Mr. Spencer’s business partner from Germany. You have prepared a plan to advertise and promote sales of the new language learning computer program. Discuss your ideas with your colleague and ask him for advice.

B: You are Mr. Spencer. You have come to Düsseldorf to attend a regular meeting with your German partner. Discuss his new promotion campaign and the ways to increase sales.

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