READING COMPREHENSION

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1. Read the article carefully. Then decide whether these statements are True or False
according to the article.

NIZHNY NOVGOROD: Striving for historic city’s dream

Leaders of Nizhny Novgorod have sometimes dreamed of marking their historic city on
the banks of the Volga into the third capital of Russia – after Moscow and St Petersburg.

New hotels, offices and shopping centres are springing up, especially in Nizhny Novgorod
city. The historic centre has been renovated, including a 15th – century castle over-looking
the Volga. The priorities are now to boost the economy and the regional budget.

Agriculture in the Nizhny Novgorod region still employs half the workforce, although it
accounts for only 1 percent of production. The industrial landscape is dominated by the
GAZ vehicle factory, which makes about 230,000 vehicles a year, including lorries, buses,
and Volga cars. GAZ’s main shareholder, Ruspromavto, plans to modernise production
and concentrate on buses and commercial vehicles. Maxim Avdeev, Ruspromavto’s chief
executive, says: “We intend to use Nizhny Novgorod as a development base for our
vehicles. If our strategy is correct, we’re hoping to create work for more than 500,000”.

Foreign investment is playing its part. For example, Japan’s Asahi Glass has bought
control of the Bor Glassworks, and financed a $100m renovation. Valery Tarbeev, the
chief executive, says quality has been improved radically. He says: ‘It was clear in the
transformation from central planning to the market economy, we had to focus on quality
not just for today but for the future”.

Other foreign companies include Coca-cola, the US drinks group, which runs a bottling
plant, Heneiken, the Dutch brewer, which is investing $73m modernising a Volga beer
plant, and Ikea, the Swedish furniture retailer, which is planning to invest $90m in a retail
centre.

Viktor Kolchay, the deputy governor for economic development, argues that business
people will appreciate the governor’s moves to improve bureaucratic efficiency and cut
delay, notably by establishing a one-stop shop for investors. Nizhny Novgorod will focus
on its attractions for investors, including a skilled workforce, good transport links, and its
position at the heart of central Russia. Mr. Kolchay says: “We are at the crossroads of east-
west and north-south trade routes.”
1. Nizhny Novgorod was once the capital of Russia.

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A. True B. False
2. There are fewer people employed in the service industry than in agriculture.

A. True B. False 
3. Maxim Avdeev is not absolutely sure that GAZ will employ at least half a million people.

A. True B. False   
4. Not only European companies have invested in Nizhny Novgorod.

A. True B. False
5. Ikea is planning to have its furniture made in Russia.

A. True B. False
6. According to Viktor Kolchay, there will be less bureaucracy in future.

A. True B. False 
7. Nizhny Novgorod’s geographical location is one of its great assets.

A. True B. False  
2. Read the article carefully. Then decide whether these statements are True or False
according to the article.

Negotiating

There is often a misconception that negotiating is about insisting on our point of view to
get our own way. Conversely, others assume that negotiation is all about compromise and
that we have to be ready to forget 50 per cent of what we want. 

But thinking of negotiating as either insisting or compromising can damage relationships

and leave both sides feeling as if they've lost. According to Fisher and Ury in their best-
selling book Getting to Yes, there is another way. They argue that collaboration is the key
to negotiating successfully, and they illustrate this by telling the story of the Orange
Quarrel. It goes like this:

Joey and Jenny are arguing over an orange. In a win–lose situation, Joey might simply take
the orange from Jenny. Joey would then be satisfied but Jenny would be upset and
frustrated. Alternatively, Joey might find dishonest ways of convincing Jenny that she
didn't want that orange after all. Using this method, Joey might get his way, but he might

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damage their relationship in the long run.

If they focus on compromise, Joey and Jenny might decide to cut the orange in half. Their
effort to share means that each of them now has half of what they wanted but neither of
them is fully satisfied.

However, if Joey and Jenny spent some time talking to each other, they might find out that
Jenny in fact wants the orange peel to make a cake. Joey, on the other hand, loves eating
oranges and doesn't want the peel. In this collaborative scenario, Joey and Jenny are both
able to achieve 100 per cent satisfaction when they realise that Jenny can have all the peel
and Joey all the fruit. Yet, according to Fisher and Ury, too many negotiations end up with
half an orange for each side instead of the whole fruit for one and the whole peel for the
other. Here are four things we can do to collaborate when negotiating.

1. Know your objectives.

What are your interests in this? Make a list of the results you'd like to achieve. What are
your priorities? Remember that maintaining a good relationship might be one of your
objectives.

2. Ask questions and listen.

Some people enter a negotiation prepared with a speech about what they want. But as seen
in the Orange Quarrel, it is important to also understand your negotiation partner's interests
and objectives. So, ask questions, listen and get an overview of everyone's situation.

3. Find shared interests.

How different are your interests from your negotiating partner's? Get to know which
interests clash and which ones are shared. An understanding of shared interests will help
you see this as an opportunity to work together rather than a competitive situation. 

4. Look at creative options.

The first solution you think of, for example, splitting the orange in half, might not always
be the best one. Think creatively and discuss different alternatives that might work for
everyone. 

Most people have positive intentions and they do want to get along, even in potentially
tense situations. By showing that we are professionals capable of collaborating, we can not
only please everyone involved but also set a strong foundation for future negotiations.
1 Negotiating is about how we can insist on our point of view and get what we want.

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A. True B. False
2 If we don’t want to compromise, then we can’t negotiate.

A. True B. False
3 The moral of the Orange Quarrel is that both sides can achieve 100 per cent satisfaction if
they understand each other’s needs and think creatively.

A. True B. False
4 One objective in negotiation could be to keep a good relationship with the negotiation
partner.

A. True B. False
5 We should spend most of our negotiation time telling others about what we want.

A. True B. False
6 It is important to understand which of your objectives are shared with the other party as
well as which objectives could be in conflict.

A. True B. False
7 We might have the same goals and objectives as our negotiation partner.

A. True B. False
3. Read the article carefully. Then decide whether these statements are True or False
according to the article.

Job application
I am interested in this job because I am currently looking for an opportunity to use the
skills I learnt in my college. I have recently completed a 16-week part-time accounting
course (AAT Level 2 Certificate).  The course covered book-keeping, recording income
and receipts and basic costing. We used a wide range of computer packages, and I picked
up the accounting skills easily. I was able to work alone with very little extra help. I passed
the course with merit. I believe my success was due to my thorough work, my numeracy
skills and my attention to detail. During the course, I had experience of working to
deadlines and working under pressure.  Although this was sometimes stressful, I always
completed my work on time.

Unfortunately, the course did not include a work placement, so I have not practiced my
skills in a business setting, and I am now looking for an opportunity to do so.  I am

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particularly looking for a job in a small company such as yours, as I believe I will be able
to interact with a wider range of people, and as a result, learn more skills.  I would like to
progress within a company and gain more responsibilities over the years.

Although I do not have work experience in finance, I have experience in working in an

office environment.  Before starting the accounting course, I worked for 6 months in a
recruitment office as a receptionist. My duties involved meeting and greeting clients and
visitors, taking phone calls, audio and copy typing and checking stock. I also had to keep
the petty cash and mail records.  Through this work, I developed my verbal and written
communication skills. I had to speak confidently to strangers and deliver clear messages.  I
enjoyed working in a team environment.  I believe the office appreciated my friendly
manner and efficient work.
1 The candidate has a university degree in accounting.

A. True B. False
2 The candidate worked with an accounting firm as a receptionist.
A. True B. False
3 The candidate has worked as part of a team in an office environment.
A. True B. False
4 The candidate wants to learn on the job.
A. True B. False
5 The candidate can work by herself.
A. True B. False
6 The candidate believes herself to be a careful worker.
A. True B. False
7 The candidate is applying for a job in a large firm.
A. True B. False
4. Read the article carefully. Then decide whether these statements are True or False
according to the article.

Job application
I am interested in this job because I am currently looking for an opportunity to use the
skills I learnt in my college. I have recently completed a 16-week part-time accounting
course (AAT Level 2 Certificate).  The course covered book-keeping, recording income
and receipts and basic costing. We used a wide range of computer packages, and I picked
up the accounting skills easily. I was able to work alone with very little extra help. I passed
the course with merit. I believe my success was due to my thorough work, my numeracy
skills and my attention to detail. During the course, I had experience of working to
deadlines and working under pressure. Although this was sometimes stressful, I always

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completed my work on time.

Unfortunately, the course did not include a work placement, so I have not practised my
skills in a business setting, and I am now looking for an opportunity to do so.  I am
particularly looking for a job in a small company such as yours, as I believe I will be able
to interact with a wider range of people, and as a result, learn more skills.  I would like to
progress within a company and gain more responsibilities over the years.

Although I do not have work experience in finance, I have experience in working in an

office environment.  Before starting the accounting course, I worked for 6 months in a
recruitment office as a receptionist. My duties involved meeting and greeting clients and
visitors, taking phone calls, audio and copy typing and checking stock. I also had to keep
the petty cash and mail records.  Through this work, I developed my verbal and written
communication skills. I had to speak confidently to strangers and deliver clear messages.  I
enjoyed working in a team environment.  I believe the office appreciated my friendly
manner and efficient work.
1 The candidate has a qualification in accounting.

A. True B. False
2 The candidate has worked as an accountant before.

A. True B. False
3 The candidate is familiar with some accounting software.

A. True B. False
4 The candidate has experience of record-keeping.

A. True B. False
5 The candidate can work by herself.

A. True B. False
6 The candidate believes herself to be a careful worker.

A. True B. False
7 Deadlines do not stress the candidate.

A. True B. False
5. Read the article carefully. Then decide whether these statements are True or False
according to the article.

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HOW TO ADD THE HUMAN TOUCH

When thinking about how you start your business, getting the right team together will be
the most important and the most difficult decision you make.

The reason is simple. No one person has all the skills, experience, contacts or reputation
that are required to get a business up and running. So, in order to succeed, you will have to
form a core team of people.

Before that, however, you can only know who else you need by knowing your strengths
and your weaknesses. Having a great business idea does not mean that you have the skills
to manage others. The hardest of all your decisions may be to let someone else lead the
company you founded.

What, then, does the team need?

First, it needs the ability to sell - and in particular the ability to persuade others to buy into
your vision.

Second the team needs the ability to count. The business is managed by managing the flow
of cash. It may be the accountant's job to do your books, but it is your responsibility to
understand them so well that you use them to drive the business.

Third, the team needs experience. There are three types: customer experience, product
experience and start-up experience. If you are going to sell an Internet service to
restaurants, you need experience in the development of Internet services and the
experience of running restaurants. If your team has only one or the other, you will either
know what product to build or how to build it, but not both.

Fourth, the team needs to have contacts, relationships, and a network. Having people who
can help you informally or formally will help your business succeed.

Finally you and your team must be fully aware that starting a business means giving up
two things- time and money. It frequently means working evenings and weekends, and
being last in line for payment. Succeeding with an innovation-based company takes
everything: all of your time, all your great ideas, lots of personal sacrifices and it may take
all of your money.

There is no magic formula to building a business. It is like putting together the pieces of a
puzzle. But it is worth remembering that the team is the most important piece.

FINANCIAL TIME

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1 When you start your business, it is not very difficult to get the right team together.
A. True B. False
2 If you want your new business to succeed, you yourself first need to gain all the necessary
skills and experience.
A. True B. False
3 New entrepreneurs sometimes rightly decide to let another person lead the company they
started up.
A. True B. False
4 Good cashflow management is a necessary condition for a business to be successful.
A. True B. False
5 An effective team will have experience in three key areas.
A. True B. False
6 Starting a business means you may choose your suitable working hours.
A. True B. False
7 Building the right team is the magic formula to setting up a successful business.
A. True B. False
6. Read the article carefully. Then decide whether these statements are True or False
according to the article.

Building trust

Successful business requires collaboration and teamwork. For team relationships to work
well, we need high levels of trust. But how we build trust can differ from person to person,
culture to culture. Becoming aware of this can help us see how to improve trust with the
people we work with.
When Valeria first met her international clients, she tried to bond with them by telling
them about her family and her parenting style. She showed them photos of her children on
her phone. Her clients felt that her behavior was unprofessional and it was difficult for
them to trust her.  
During a team-building exercise, employees at a British firm were asked to share some
personal facts. Kelly wanted to make a good impression on her new colleagues. She talked
about how she was the top student of her year at high school and how she won a
scholarship to university. The following day her colleagues spoke to each other about how
uncomfortable they felt about her boasting. 
On the first day of a course, trainer David aimed to reassure his new trainees that they were
in good hands. He talked enthusiastically about the big corporations he had previously
worked in and the famous clients he had trained. He mentioned the good feedback he'd
received and showed the results he was able to provide for his clients. The participants on
the training course found this information boring and irrelevant. They wanted him to begin

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the training and not waste time talking about his previous achievements.    
Why did this happen? 
There are many ways of building trust, and the approach we choose might depend on the
relationship we are building, the culture we are used to and our personal preferences.
However, if the methods we choose do not match the expectations of the people around us,
it can lead to misunderstandings and negative assessments.
Let's consider different approaches to building trust. Author and speaker Richard Barrett
suggests that there are two main components of trust: character and competence. One way
of building trust is to show that we are caring, fair, open and honest human beings. In other
words, we can build trust by showing our character. Another way to build trust is by letting
others know that we are capable, experienced and have achieved excellent results. This
way of building trust emphasizes our competence. 
It can be a useful exercise to analyse specific work relationships in terms of the
character/competence model. You might think about the type of trust your relationship has
and the type of trust your relationship lacks, in order to see how you can develop. Many of
us use both approaches, depending on the context. For example, in a job interview, we
might focus on establishing trust by demonstrating our competence through work
experience. When we are working within a team, we might prioritize showing our
character to form close professional relationships. By becoming aware of the context and
how our conversation partners are responding to our trust-building efforts, we can adapt
the way we build trust to better suit them.
When working at new professional relationships, it is important to remember that there is
no one correct way to build trust. Making quick judgements about the speaker, like
Valeria's clients, Kelly's new colleagues and David's trainees did, could stop trust
developing and damage our chances of forming positive relationships. Instead, if we
assume the best intentions behind what is being said and are generous in our judgements of
other people, we create positive conditions for building trust at work.

1 Cultural differences can mean that people try to build trust in different ways.
A. True B. False
2 Valeria hoped that talking about her private life with her clients would help them get to
know her better.
A. True B. False
3 Kelly’s colleagues thought that she was lying about her achievements.
A. True B. False
4 David started talking about his previous experience in order to waste time.
A. True B. False
5 When people are used to different ways of building trust, it can cause problems in

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relationships.
A. True B. False
6 Richard Barrett argues that the only real way to build trust is to show your true character.
A. True B. False
7 We should remember that other people usually want to do good or helpful things.
A. True B. False

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