3.

9 International Markets

ANDY SIMMONS INTERVIEW: A

Read the nouns and definitions below. Then watch the interview and choose the correct
definitions for the words as they are used in the interview.

1. environment
a. the air, water and land on earth
b. the place, conditions, etc. in which something happens
2. feedback
a. advice, criticism, etc. about how useful something is
b. a very unpleasant high noise caused when a microphone is in the wrong place
3. vehicle
a. something that is used to achieve a particular result
b. a car, bus, truck, etc.
4. format
a. the form in which information, etc. is communicated
b. used to talk about videos, CDs, etc. in relation to the equipment they can be played on
5. workshop
a. a room where tools and machines are used for making or repairing things
b. a meeting of people who try to learn something by practising it
6. habit
a. something that you do regularly, often without thinking
b. a long piece of clothing used by some religious groups
7. degree
a. a course of study at a university, and the related qualification
b. the level or amount of something

Transcript

(I = Interviewer, AS = Andy Simmons)

I: How do you train people to be good negotiators?

AS: There are three things that are important in negotiation training. Number one is to create an
environment where people can do. Using case studies and the use of video, people are able to see
how they behave on video. They can look at what's appropriate and they can look at what is
inappropriate. What I mean by that is, where they're effective and where they are ineffective. Using
feedback, people are then able to change their behaviour – rather than just telling people about
negotiation or reading a book. So the experience is vital. Number two: it's about keeping the
learning fresh. Using different vehicles and different formats, whether that be, er, e-learning,
watching videos online – or recently podcasts – or whether it be through a series of different
activities following on the workshop to keep it live, keep it fresh, and to stop people falling into
those old habits. The third thing that's very important indeed is to look at the feedback from the
negotiations themselves. And at The Gap Partnership, we use a ROI system – which means 'return on
investment'. We measure the effectiveness of those negotiations for many months after the training,
and this enables us to tweak and change the training and make it more customised. But it also allows
the client to see the effects of that training, to measure it, and that provides them with a degree of
investment for the future.
3.9 International Markets

ANDY SIMMONS INTERVIEW: B

Watch part two of the interview and match the adjectives and expressions used as adjectives with
their definitions.

Transcript

(I = Interviewer, AS = Andy Simmons)

I: Do the same techniques work with every type of negotiation?

AS: Yes, this is a good point. Um, there is no one way to negotiate. There are many different ways to
negotiate. The common misnomer is that people find one way of negotiating and they don't change.
In fact, this concept of appropriateness – that's what we teach – says that there is no one way, there
are many different ways, ranging from the very competitive, very high-conflict negotiations that are
generally win–lose, all the way through to the very, very co-operative negotiations, which are
deemed as win–win. And there's no right or wrong, or there's no good or bad, it's just what's
appropriate to the circumstances that you either find yourself in as a negotiator or, better still, the
circumstances that you put yourself in, if you're really in charge of that negotiation and if you're
really well prepared.

ANDY SIMMONS INTERVIEW: C & D

C. Watch this extract from part three of the recording. There are seven mistakes in the transcript
below. Find and select the seven incorrect words.
D. Next, correct the seven errors in the transcript below.

Transcript

…effective negotiators are able to watch for when there is more room for negotiation. What I mean
by that is, the ability to be able to look out and hear what we call 'soft revealing give-aways'. These
are the small bits of language around proposals that will tell you that the person you are dealing
with, the person on the other side of the table, has more negotiation room. And these are words like
'I'm looking for…approximately...in the region of…around about…I'd like…I'm hoping for…currently…
right now…er, probably'. Er, these are words that negotiators spot to help them understand just how
3.9 International Markets

flexible the other side is. And so language itself is very important and the control of that language;
but also the ability to listen. Because the more information you have, the more powerful you
become, because knowledge is power.

VOCABULARY A

Use the clues to complete the crossword puzzle.

Across Down
2. The practice of selling products at a very low 1. To give money to a company or industry to
price in an export market. make a product cheaper to buy or produce.
4. They separate countries and can make trade 2. The removal or reduction of government
more difficult. controls on a particular business activity.
7. Limited numbers or amounts that are officially 3. A situation in which goods come into and out
allowed. of a country without any controls or taxes.
8. Taxes paid on goods coming into or going out 5. Government department responsible for
of a country. collecting taxes on goods.
9. A general word which covers all things which 6. To bring something into a country from
stop people trading freely. abroad, usually in order to sell it.
3.9 International Markets

VOCABULARY + B

Type one word or phrase to complete each set of sentences.

Example:

1. order

We are glad to inform you that your order is being processed.

Considering that delivery is already two weeks overdue, I am afraid we have to cancel our order.

This is the first time we have placed an order with Benson & Kay.

2. _________

Without a wage index system, workers are not _________ against inflation.

Global banking has changed from being a _________ industry to a deregulated one.

In the past, the Mexican government _________ its domestic growers by regulating corn imports.

3. _________

They have _________ us a very good price for the consignment.

The hotel _________ us a special rate because our staff use it on a regular basis.

A number of football clubs are now _________ on the Stock Exchange.

4. _________

It is essential that you comply with government _________ .

Our company is going to introduce tighter health and safety _________ .

Our government has once again breached the _________ governing the sale of weapons.

5. _________

Our usual supplier was unable to _____ the delivery date.

We are sorry to inform you that the programme you propose does not _____ our requirements.

Two of our colleagues have failed to _____ their performance target.

6. _________

Kentoril is trying to break into the Chinese _______ .

We plan to put our new model on the _______ next winter.

They fear that Central Asian countries will flood the _______ with cheap goods.

7. _________

It is useful to _________ a market survey before you make a major investment.

We are very satisfied with our new supplier. They always _________ our instructions in every detail.

We always _________ rigorous tests on our new products.

3.9 International Markets

LANGUAGE REVIEW A

Match these sentence halves. (You will find extra information in the note “9 Conditions”)
3.9 International Markets

LANGUAGE REVIEW B

Complete the sentences with 'll, 'd, won't or wouldn't.

1. We _________ give you a more substantial discount if you paid cash.

2. If they didn't find our terms satisfactory, they _________ continue doing business with us.
3. So if we order 200 units, you _________ give us a 10% discount, is that right?
4. We _________ be able to order more if you can't deliver within a week.
5. If you can't deliver this week, we _________ have to turn to another supplier.
6. We _________ have to look for another supplier if you were able to dispatch immediately.
7. I'm sure we _________ get this contract unless we offer a lower price.
8. If I were you, I _________ look for a more reliable supplier.

LANGUAGE REVIEW C

Choose the correct alternative to complete these sentences.

1. We might be able to increase the size of our order if / unless you agreed to a higher
discount.
2. As long as / In case / Unless you can guarantee prices for the next two years, we'll sign the
contract.
3. Providing that / unless you agree to cover insurance as well, we've got a deal.
4. We'll never be able to solve this problem if / unless / as long as we agree to discuss it right
now.
5. We're looking for an alternative supplier in case / providing our usual one can't deliver next
week.
6. I'm afraid we won't be able to place a firm order if / unless / provided you agree to split the
transport costs.

WRITING A

Complete the letter below with items from the box.

a) a range of mountaineering equipment

b) receiving your acknowledgement.
c) and delivered within the next six weeks.
d) and your invoice direct to us.
e) by letter of credit at 30 days.
f) in the hope of more favourable terms in future.
g) please do not send substitutes instead.

L'ILLIMANI
27 rue des Charmes, 1000 Brussels Tel: +32 (2) 541 1609 Fax: +32 (2) 541 1608

Mr P Canetti
Italmont S.p.A
Via Degli Ausoni 23
3.9 International Markets

11100 Aosta
Italy

26 May

Dear Mr Canetti,

Please find enclosed our order No. TW526 for 1. _________ although we find your trade discount of
10% rather low, we are placing a fairly large order this time 2. _________

As agreed, we would like the goods to be sent by rail freight 3. _________

Payment will be 4. _________

Would you please send the shipping documents 5. _________

If any of the listed items are not available, 6. _________

We look forward to 7. _________

Yours sincerely,
Eric Lambert
Store Manager

WRITING B

Read the passage below about global trade. There are eight extra words which do not fit. The first
one has been found for you. Find and select the seven other incorrect words.

About two decades ago, the supporters of globalisation have promised that free trade would bring a

prosperity to people in both developed and developing countries. As more and more governments

enter the WTO–IMF sphere of influence, however, the economic difficulties they face and lead to the

conclusion that those promises were grossly exaggerated. An increasing number of companies

outsource or relocate to countries where labour is cheaper, environmental laws more weaker and

workers' rights fewer. As a result, millions of people have, especially in developing countries, work in

sweatshop conditions, labouring for all day in unsafe and unhealthy conditions for meagre wages.

On the other hand, a very huge number of manufacturing workers in developed countries have lost

decently paid jobs as companies have moved to overseas in search of lower production costs.