2

ББК Ш 143.21

X 12

Linguaphone Business English : учеб. пособие по английскому языку для студентов III курса специальностей МЭ, МКД, УАВД, ММ, ММА, ЭУПТ дневной формы обучения ХГАЭП. Ч. 2 / сост. Н. И. Эмерель, Н. Ю. Павлова, И. И. Бакалдина. – Хабаровск : РИЦ ХГАЭП, 2008. – 112 с.

Рецензенты : Т. Н. Лобанова, доцент каф. лингвистики и межкультурной коммуникации ДВИИЯ, канд. пед. наук Н. В. Барсукова, завкафедрой ин. языков ДВИМБ, доцент, канд. пед. наук

Утверждено издательско-библиотечным советом в качестве учебного

пособия

Учебное издание

Н. И. Эмерель, Н. Ю. Павлова, И. И. Бакалдина

Linguaphone Business English

Учебное пособие по английскому языку

для студентов III курса специальностей МЭ, МКД, УАВД, ММ, ММА, ЭУПТ дневной формы обучения ХГАЭП

Часть 2

Редактор Г.С. Одинцова

680042, Хабаровск, ул. Тихоокеанская, 134, ХГАЭП, РИЦ

© Хабаровская государственная академия экономики и права, 2008

3

ПРЕДИСЛОВИЕ

Данное пособие является продолжением курса Linguaphone Business English.

Во второй части пособия для изучения предлагаются 3 кейса, представляющие 3 компании. Структура кейсов сохранена. Каждый кейс содержит 3 файла и иллюстрирует деятельность компании в определенной сфере бизнеса, ее проблемы и способы решения проблемы.

Поскольку все семь кейсов, включенные в обе части пособия, не связаны тематически, принципиально не важно, с какой ситуации можно начинать изучение данного курса. Тем не менее, мы рекомендуем рассматривать предложенные ситуации в том порядке, в котором они расположены в пособии, т.к. такая последовательность кейсов предполагает изучение от простого к сложному, постепенное накопление и расширение терминологической информации и выполнение более сложных коммуникативных задач.

5

Read the report.

PROFILE

The Menhar Corporation is one of America’s leading hospitality companies. Founded in 1929 by the late Walter W. Menon and his fiancee, Miss Amy Harris, the company started as a hotdog and coffee stand in downtown Manhattan. When the couple married, the bride’s father financed the purchase of a small lodging house on 42nd Street which became the first Menhar Hotel.

Today the company manages operating units and franchises in 43 states and 22 countries. It employs 160000 people, serves over 4,5 million meals per day, and develops real estate to the value of $1 billion each year.

Principal businesses include:

LODGING

Menhar is the fastest growing operator of hotel accommodation in the United States. The company is the market leader in quality, and was rated first in 10 of 11 categories by US travel agents and corporate travel planners last year.

Menhar’s traditional full-service operations are being expanded to include moderately priced all-suite hotels. These hotels offer customers high quality rooms and important services without higher priced luxuries.

Menhar’s international presence continues to grow. As a large hotel developer which designs, constructs and manages substantial numbers of hotels, the company is an attractive partner for investors in the international field.

CONTRACT FOOD SERVICES

The company is the US leader in food service management for clients in business, health care and education. Menhar is also a leading provider of airline catering services, and an operator of food, beverage and merchandise outlets in airports world-wide.

RESTAURANTS

The company operates over 1500 restaurants under various trade names in the US and Canada. This operation is in a period of transition. The company is moving out of full-service restaurants and is concentrating on popularly-priced fast food. This remodeling program is half completed, and will be finished in eighteen months.

Θ Now listen to recorded extracts from the Annual Report.

6

Exercise 1. Answer the questions.

1.Why does Minister of Leisure and Tourism, Madame Yang Li Ying invite tenders from the major international hotel chains?

2.What kind of company is Menhar? How did it start? How has it been developed?

3.What can you say about the size of the company today?

4.What are the principal businesses of Menhar?

5.Why is Menhar an attractive partner for investors in the international field?

Exercise 2. Match the terms to the definitions.

Θ Menhar’s President and Chairman of the Board, Hamilton Menon, passes the tender documents received from the Chinese Government to Madge Glickman, Executive Vice President International Development, for assessment. A week later, the Banqueting Department of the Menhar, New York, receives the following letter from the Chinese Embassy in Washington.

Read the letter.

8

Exercise 3. Which of these points are covered in the Social Secretary’s letter?

Type of event

Date

Starting time

Ending time

Number of guests/delegates

Special requirements/guests

Budget limits

Θ Banqueting Manager, Blain Harden, sends Mr Wang Wei Qun Menhar’s conference and banqueting information pack. It contains sample menus and wine lists, room plans, and full details of Menhar’s fees. It also contains the checklists below. After studying the checklist, the Social secretary calls the Menhar, New York. Listen to the recording and tick the facilities he needs.

Conference and banqueting Checklist

9

Exercise 4. The expressions in each of these pairs have the same meaning. Which one is used in the phone call between the Social Secretary, Wang Wei Qun, and Blain Harden?

1)(a) I’ve been going through the checklist.

(b)I’ve been studying the checklist.

2)(a) I’m listening.

(b)Fire away.

3)(a) Can you do that?

(b)Can you handle that?

4)(a) I’ll have to come back to you on that.

(b)I’ll have to find out and call you.

5)(a) That’s fine – no problem.

(b)I’m sure it’ll be fine.

6)(a) What does he have in mind?

(b)What does he propose?

7)(a) I’ll do it.

(b)Leave it to me.

Exercise 5. Answer the questions.

1.Why did Social Secretary of Chinese Embassy send a letter to the Banqueting Manager of Menhar?

2.What did Social secretary and Banqueting Manager, Blain Harden discuss over the telephone?

During January, the Chinese Embassy in Washington sends the following invitation to a carefully selected cross-section of travel agents and corporate tour planners.

10

Read the invitation sent to Dwight Rudebeck.

The Embassy of the People’s Republic of China

4075 Hobart Drive NW

Washington D.C. 20002

Telephone: 202-555-1212 Fax: 202-555-2222

January 19, 20…

Mr. Dwight Rudebeck

Rudebeck Travel

730 Lee Avenue

Atlanta, Georgia 40370

Dear Mr Rudebeck:

We would like to invite you to attend a one-day conference on travel and vacation opportunities in China, followed by a gala banquet in the presence of the Chinese Minister of Leisure and Tourism, Madame Yang Li Ying.

The conference and banquet will be held at the Menhar Hotel, New York, on April 17,

20...

The conference program includes slide and video presentations, and a discussion of the new opportunities and special concessions available to visitors from the US in the coming year.

We hope you will be able to accept this invitation and look forward to seeing you on April 17.

Yours truly,

Wang Wei Qun

Social Secretary

ΘNow listen to recorded extracts from the letter.

ΘExercise 6. Mr Rudebeck dictates a reply to the invitation. Listen to the recording and write it down.

11

Exercise 7. Expand these notes into a letter refusing the invitation.

like / thank / kind / invitation / attend / conference / followed / banquet / presence / Minister / Madame / Yang Li Ying / Menhar Hotel / April 17 / Regret / however / unable / attend / account of / prior engagement. Please / accept / apologies / best wishes

Yours truly

Revision of the file

Exercise1. Give English equivalents for the following Russian words and phrases.

Престижный район, меблированные комнаты, недвижимость, умеренные цены, застройщик, услуги по предоставлению питания, назначить торги.

Exercise 2. Insert prepositions where necessary.

1.The Chinese government invited tenders … the building and management … six hotels … prime tourist locations.

2.The company was rated … first … 10 of 11 categories by US travel agents.

3.Menhar is an attractive partner … investors … the international field.

4.Menhar is the US leader … food service management … clients … business.

5.The company is concentrating … popularly-priced fast food.

6.The president of the company passed the tender documents … executive Vice President … assessment.

Exercise 3. Give the summary of the file.

File 2

Glossary

Make sure that you know these words. Find their Russian equivalents.

to tender – to make a formal offer to do smth at a particular price

fixture – smth necessary, such as a bath, that’s fixed into a building and sold with it

12

fitting (usu. pl.) – smth necessary that is fixed into a building but able to be moved (e.g. electric light fittings)

venture – a new activity, usually in business, which involves risk or uncertainty to minimize – to lessen to the smallest possible amount or degree

repatriation of profits – sending profits back to your own country

feasibility study – an examination of a situation to decide whether a suggested method, plan, or piece of work is possible or reasonable

assumption – something that you accept as true without question or proof

operating expenses – the expenses of running a business, such as salaries and wages, rent, rates, telephones, etc. but not including direct costs of factory labour, materials. Syn. overheads

operating income – income made by a company as a result of its principal trading activity return(s) – the amount of money produced as a profit

rate of return – annual amount of income from an investment, expressed as a percentage of the original relative merits of different investments

to drive a hard bargain – to expect a lot in exchange for what you pay or do

to get/gain a foothold on the market – to get a strong position on the market from which it is possible to make progress and achieve success

land acquisition costs – costs of acquiring land

angle –a way of considering, judging or dealing with something

to keep out – to not go in a place, or to stop someone or something from going into a place

in (the strictest) confidence – If you tell something to someone in confidence, you do not want them to tell anyone else

to do smb justice – to get the best result from within/below budget – for less than the planned cost

offset – compensation, consideration or amount diminishing or neutralizing the effect of a contrary one

to test the water – to find out what the situation is before doing smith or making a decision

to constitute – to form, to make up

to stick around/about – to not go away, stay or wait in a place, esp. in the hope of some advantage

13

to hang around – to wait or stay near (a place) without doing anything or with no clear purpose

overworked – having to work too much

to ease up – to start to work less or do things with less energy

to delegate (work) – to give a particular job, duty, right, etc. to someone else so that they do it for you

workload – the amount of work that a person is expected to do in a particular period of time the ball is in your/ smb’s court – it is your/smb’s responsibility to take action next

As part of the Chinese Government’s efforts to expand US tourism in China, the Chinese

Embassy in Washington has booked facilities at the Menhar, New York, for a one-day conference for travel agents and tour operators. Menhar’s head office has also received an invitation to tender for the New Horizons Project in China. Executive Vice President International Development, Madge Glickman, has been asked to assess the tender document.

Θ When Executive Vice President International Development, Madge Glickman, completes the assessment of the Invitation toT received from the Chinese Government, she prepares a short report and sends it to Hamilton Menon. The following is an extract from the central section.

Read the extract.

An overview of the tender document and guideline terms and conditions.

In the New Horizons Project, The Chinese Government has the following requirements:

a)Six, 500-room operations in prime tourist locations – Beijing, Xian, Shanghai, Wuhan, Guangzhou, Kunming

b)A moderate room-rate policy, between $ 60 and $ 1000 per room per night

c)A 25-year management contract based on 5% of sales and 25% of profits

d)External funding of all capital costs

e)Import duties of 20% on all imported fixtures and fittings

f)Federal taxes of 35% on all profits (exemption is granted from all provincial and local taxes)

g)Real estate sales at market prices

h)Repatriation of profits limited to a maximum of 75%. The balance of 25% subject to agreement.

14

Feasibility study

Estimated capital cost per hotel unit

Allowing for the cost benefits available in the labour and raw material markets in China, we can expect capital costs in the region of $60000 per room.

Pro forma Profit and Loss Accounts for one unit.

Assumptions – an average room rate of $ 80 per night

Minimum return requirement for the project, 12% of capital employed, estimated actual rate of return, 6.15%.

Θ Exercise 1. Hamilton Menon meets with Madge Glickman to discuss her report. Listen to the recording and use the information there and on the opposite page to match the topics (a-g) with the information given about each one (1-8).

15

Exercise 2. Read the summary of the meeting and use the terms to fill the gaps.

The …………(a) study looks at year four of trading, when a hotel unit will be at full …………(b) and occupancy will be up to ………. (c) levels. It is an accurate

…………(d) to the returns that can be expected. Seen in this light, the ………..(e) rate of return on capital ………. (f) of 6.15% is very low. It is lower than the return interest the company would receive if it put the money in a deposit in a bank, and it is well below

Menhar’s minimum return requirement for the project.

Even if the capital cost per hotel unit is reduced from $30 million to $22.68 million by obtaining ………. (g) at zero costs to the ………… (h) and all imports free of ……….

(i) in the first three years, the estimated rate of return would still be only 8.13%.

In this case, it is difficult to see who is going to ………(j) for the New Horizons contract. However, it is possible that the Chinese feel they can drive a hard …………(k)

because they know that western companies are extremely anxious to get a ……….(l) in the Chinese market.

Exercise 3. Answer the questions.

1.Why didn’t Hamilton Menon consider the figures in the feasibility study encouraging?

2.What is the figure on capital costs based on?

3.Why can the Chinese drive a hard bargain?

16

Θ Five months later, the one-day conference and gala banquet for travel agents and corporate tour planners, organized by the Chinese Embassy, takes place in the Menhar, New York. Hamilton Menon welcomes the Ambassador and his party to the banquet.

Exercise 4. Read the dialogue, and then complete the gaps in the conversation using one of these words.

welcome regard on behalf present quality tender compliment

Menon Good evening, your Excellency.

Ambassodor Good evening, Mr Menon. May I ………. (a) our Minister for Leisure and Tourism, Madame Yang Li Ying?

Menon How do you do, Minister? Minister How do you do, Mr Menon?

Menon ……….(b) of the management and staff, may I say that it is an honour and a privilege to ……….(c) you and your party to the Menhar, New York.

Minister Thank you. May I return the ……….. (d) and say on behalf of all of us, it is a pleasure to be here? My Government has a high ……….. (e) for the standards and

………..(f) of service you provide in your many hotels.

Menon Thank you for your kind words. I will pass them on to my staff.

Minister The praise is well deserved. In fact, Mr Menon, may I tell you in confidence, that my Government was disappointed that you decided not to ………. (g) for our New Horizons Project?

Menon Yes…er, … we were very interested in the project. We recognize that China is an important market.

But ….

ΘNow listen to the recorded conversation.

ΘExercise 5. Listen to the rest of the conversation between Hamilton Menon and Madame Yang Li Ying. Decide whether these statements are true or false.

17

1.Menon said that the guideline terms and conditions of the Chinese proposal were not favorable to Menhar.

2.The Minister said the return on the venture would be high to potential partners.

3.Menhar like to test a market first.

4.Menhar are only interested in large projects, not one medium-sized hotel.

5.Menon is persuaded by the Minister to reconsider his decision.

Exercise 6. In the dialogue there are a number of examples of polite ways of expressing requests:

May I present our Minister …? May I say that it is an honour…?

Fill in the gaps in the sentences below with phrases of this kind from the dialogue.

1._____________________ you and your husband to our home?

2._____________________ a close friend of mine, David Roberts?

3.“You’re looking very attractive.” “______________________the compliment?”

4.____________________ how pleased we all are to be here tonight?

Exercise 7. Answer the questions.

1.Was Menhar interested in the Chinese project?

2.Why are not conditions and terms proposed by Chinese Government favourable for Menhar?

3.When does Menhar usually invest in a market?

4.What agreement did Mr Menon and Madame Yang Li Ying come to at the meeting?

ΘLater the same evening, Hamilton Menon meets Executive Vice President International Development, Madge Glickman, in the hotel. The next day, Madge Glickman writes the following memo by hand and dispatches it herself.

ΘExercise 8. Listen to the recording of their meeting in the hotel, and the exercise which follows, and then fill the gaps in the memo with one of the words below.

18

The Menhar Corporation

MEMORANDUM

TO: Arnold Hayes, Head of Personnel

FROM: Madge Glickman, Executive Vice President International Development

SCRICTLY CONFIDENTIAL

I am writing to you in the strictest confidence because I am concerned about Hamilton

Menon’s ……….. (a).

As we all know, he is a ……….. (b) and often operates best under ……….. (c). Recently, however, he has looked tired and more ……….(d) than usual. He, of course, refuses to take a vacation or to reduce his …………(e) .

In my opinion, for his own good and for the good of the company, he must be persuaded to ……….(f), and take life more slowly. Could you speak to him – perhaps encourage him to seek professional medical help?

Θ Exercise 9. Madge Glickman adds a final paragraph to the memo. Listen to the recording and write it down.

Exercise 10. Answer the questions:

1.Why did Mr Menon stick around?

2.Why was Madge Glickman concerned about Menon’s condition?

3.Who and why did M.Glickman write the memo to?

Revision of the file

Exercise 1. Give English equivalents for the following Russian words and phrases.

Оценить тендерные документы, делать заявку на торгах, основные условия, внешнее финансирование, возвращение прибыли, технико-экономическое обоснование, эксплуатационные расходы, доход от основной деятельности, резерв для уплаты налогов, чистый доход, коэффициент окупаемости (капиталовложений),

19

сопровождающие лица, от имени, (строго) конфиденциально, стоимость приобретения земли, остаться позади, много запрашивать (торговаться), утвердиться на рынке, оставаться в стороне, показать себя с лучшей стороны, возмещение (компенсация), слоняться поблизости, переутомлённый, расслабиться, надоесть до смерти, поручить работу кому-либо.

Exercise2. Give the summary of the file.

File 3

Glossary

Make sure that you know these words. Find their Russian equivalents.

to submit the tender for – to present for consideration

in terms of – used to show what aspect of a subject you are talking about or how you are thinking about it

in line with – straight or level compared with

the long-term (view) – continuing a long time into the future

joint venture – belonging to or shared between two or more people split – a division or sharing out

package deal – an offer or agreement that includes a number of things all of which must be accepted together

to keep smith down – to control; prevent from increasing

a hike – an increase in the cost of something, especially a large or unwanted increase hard currency – money from particular countries which can be exchanged freely

to add up – to make sense; form a likely or believable explanation

tax holiday – a stated period of years during which, in some countries, a producer who sets up a new industrial unit enjoys the advantage of paying no tax on part or the whole of his profits

on top of – in addition

to put smb off – to discourage smb from smth

to outline – to give the main facts about something

20

near miss – an attempt to do or achieve something which fails although it almost succeeds

to bid – to offer to pay (a price) for goods or to charge (a price) for one’s work or services

to pull smth off – to succeed in

Resident Manager – a manager who lives in a hotel

to set back – to delay the progress of someone or something

loophole – a way of escaping or avoiding smth, esp. one provided by a rule or agreement written without enough care

binding – having the power to demand obedience (e.g. to a law) or fulfillment (e.g. of a promise)

force majeure – an unexpected event that stops you doing smth that you promised to do in a contract

Following a critical assessment of the tender document by Vice President International Development, Madge Glickman, the Menhar management decides not to submit a tender for the New Horizons Project in China.

This decision is reversed when Chief Executive, Hamilton Menon, meets a delegation from China led by Minister of Leisure and Tourism, Madame Yang Li Ying.

Θ Hamilton Menon travels to Hong Kong to discuss the New Horizons tender with Linda Ong, Resident Manager of Menhar, Hong Kong. Mrs Ong is acting as interpreter and advisor to head office in its dealings with the Chinese Government.

Read the dialogue.

Menon Our tender is now ready in draft form, and I’d like to go through it with you. Ong I’d be glad to.

Menon We haven’t followed the tender guidelines precisely and I’d like to know how the Chinese are going to react to that.

Ong Sure. Do you mind if I ask a question? Menon No, not at all. Go ahead.

Ong Why didn’t you follow the conditions specified?

Menon That’s a very good question. The short answer is that we didn’t follow them because there’s no way we can run a luxury hotel at a profit under those conditions.

21

Ong I guess you know that nobody expects to make a profit in China during the first seven years of trading.

Menon I know that, and I’ve said all along that we should think in terms of low return spread over twenty years. But my colleagues on the Board see this as just another overseas hotel that must perform in line with our usual requirements for return on capital employed.

Ong The companies that are making it in China generally take the long-term view. The Chinese like these joint ventures to generate their own foreign currency.

Menon So, what are our chances?

Ong Well, with tourists and visitors from abroad, this project would satisfy that criterion. So, if you know exactly what you want, if you’re prepared to negotiate for it patiently, and if you’re prepared to enter a joint venture agreement with a 75-25 split in favour of your Chinese partners, then your chances are better than even.

Menon OK, let’s go through this draft…

ΘNow listen to the recorded conversation.

ΘExercise 1. Hamilton Menon goes on to explain how Menhar changed some of the terms and conditions in the tender document. Listen to the recording and amend the statements below.

An overview of the tender document and guideline terms and conditions. The Chinese Government is looking for:

Six, 500-room operation in prime tourist locations (Beijing, Xian, Shanghai, Wuhan, Guangzhou, Kunming), known as the New Horizons Project.

Menhar is tendering for one 500-room hotel.

a)A moderate room rate policy, between $60 and $100 per room per night

________________________________________________________________

b)External funding of all capital costs

________________________________________________________________

c)Import duties of 20% on all imported fixtures and fittings

________________________________________________________________

d)Real estate sales at market prices

________________________________________________________________

e)A 25-year management contract based on 5% of sales and 25% of profits

________________________________________________________________

22

Θ Exercise 2. Menhar includes pro forma Profit and Loss Accounts in its tender. Prepare the questions you need to ask to complete these accounts. Then listen to the recording and put the questions. Write the answers into the accounts.

(lodging sales) What is the figure for lodging sales?

a)(related activities) _________________________________________________

b)(operating expenses) _______________________________________________

c)(corporate costs) __________________________________________________

d)(interest costs) ____________________________________________________

Exercise 3. Answer the questions.

1.Has Menhar decided to submit a tender for a New Horizons Project in China?

2.Why has their decision been reversed?

23

3.Why does Hamilton Menon travel to Hong Kong?

4.Why didn’t Menhar follow the conditions specified?

5.How did Menhar change the Chinese conditions?

6.Why did Menhar cut the percentage of external funding from 100% to 60%?

7.How can China make its contribution to the venture?

8.What did Linda Ong think about Menhar’s conditions?

ΘWork on a major Menhar development in Turkey is set back several months by damage caused by earth tremors. The company is saved from substantial penalties by the “force majeure” clause in the contract.

Executive Vice President, Madge Glickman, checks the “force majeure” clause in all Menhar’s current contracts. She discovered that it has been omitted from the New

Horizons tender.

Read the dialogue.

Glickman Hamilton, did you know that our New Horizons tender has no “force majeure” clause in it?

Menon What! Are you sure? Glickman Positive.

Menon But it was checked before it was submitted.

Glickman Who by?

Menon Our legal department.

Glickman Well, they didn’t pick up the error. And the implications are serious. If our tender is successful, we’ll be committed to the contract without the protection of the “force majeure” clause.

Menon Aren’t there any loopholes?

Glickman Apparently not. Once a tender is submitted, it’s binding. Didn’t you check the document personally?

Menon Yes, but not in detail.

Glickman Hamilton, why don’t you take a break? You’ve been overworking for months. And in my opinion the pressure is beginning to show.

Menon What’s that supposed to mean?

Glickman You’re making mistakes. You never used to do that.

24

Menon It’s not my job to check the small print in legal documents. I pay lawyers to do that.

Glickman The mistake was to tender for this project in the first place.

Menon I don’t agree.

Glickman Hamilton, if we win that contract and, for example, an earthquake causes huge losses – you will be held responsible.

Menon I know that…

Θ Now listen to the recorded conversation.

Exercise 4. Answer the questions.

1.What does Madge Glickman worry about?

2.How could such mistake be made? Who is responsible for it?

Notice: Expressions connected with tendering. the tender – proposal submitted

the tenderer – the company that submits the tender the client – the company that invites the tender

the tender document – the briefing document sent out by the client the announcement – the publication of the client’s decision

Notice: “You’ve been overworking for months.”

Now do the exercise.

I bought two. I paid for three. – You were overcharged.

1.I worked for five hours. I was paid for three hours. __________________________

2.The company needs a workforce of 60. It employs 48. ______________________

3.I have to work 12 hours a day. _______________________________________

4.We had a budget of $3000. We spent twice that amount. _____________________

5.It was bought for $1 million. The figure in the accounts is $ 1.2. ________________

25

Θ Now listen to the recording to find out how the case ends.

Has the Chinese Government accepted Menhar’s tender? Why or why not?

Revision of the file

Exercise 1. Give English equivalents for the following Russian words and phrases.

Управлять роскошным отелем с прибылью, точно следовать основным направлениям, с точки зрения чего-либо, в соответствии с требованиями, совместное предприятие, подземные толчки, лазейка, свободно конвертируемая валюта, временное освобождение от уплаты налогов, оттолкнуть кого-либо.

Exercise 3. Give the summary of the file.

Exercise 4. Make up the report according to a position occupied:

1.Madge Glickman

2.Hamilton Mennon

3.Madam Yang Li Ying

4.Linda Ong

26

REVISION

Exercise 1. Find the second part of the sentences.

1.Menhar is the fastest growing operator

2.I’ll have to come back to you on that

3.I regret I will be unable

4.We hope you will be able to accept this invitation

5.Seen in this light the rate of return

6.On behalf of the management

a.and we look forward to seeing you on May 2.

b.of the hotel accommodations in the United States.

c.to attend on account of a prior engagement.

d.as I don’t have the information with me.

e.may I say it is an honor to have you with us?

f.on capital employed is very low.

Exercise 2. Fill in the gaps in the sentences using one of the words given below.

1.The Menhar corporation is one of America’s leading ………… companies.

2.Menhar develops …………. to the value of $1 billion each year.

3.We are holding a one-day conference for travel agents and tour …………. .

4.The company is an attractive ………… for investors in the international field.

5.The Chinese Government is looking for a ………….. room-rate policy.

6.Land ………….. costs are over $6 m.

7.A copy of ………. was sent to the Menhar Corporation.

8.Menhar is a leading …………… of airline ………… services.

9.The tender documents were sent to Madge Glickman for …………. .

10.He needs to reduce his ………. .

27

Exercise 3. Insert prepositions where necessary.

1.The capital costs are based … a cost … room of $60 000. That’s down … the figure we use in the States.

2.This sum includes import duties … fixtures and fittings.

3.We expect real estate to be provided … zero cost … the venture.

4.We’re hoping that potential partners … the venture will realize that the low unit return is offset … the scale of the project and the potential of the Chinese market.

5.We normally begin … one medium-sized hotel.

6.That puts the deal … a very different light.

7.I thought I’d stick … and see that everything was okay.

8.They bore me … to death.

9.The feasibility study looks at the position … year four of trading, when the sample hotel unit will be … full capacity and occupancy will be … … average levels.

10.They’d do better to leave their money … deposit … the bank.

11.The company is the US leader … food service management … clients in business, healthcare and education.

12.The company is moving … … full-service restaurants and is concentrating … popularly-priced fast food.

13.Menhar’s head office has received an invitation to tender … the New Horizons Project

…China.

14.Repatriation of profits is limited … a maximum of 75%. The balance of 25% is subject

…agreement.

15.Our tender is ready … draft form.

16.There’s no way we can run a luxury hotel … a profit … those conditions.

17.We should think … terms … low return spread over twenty years.

18.My colleagues on the Board see this as just another overseas hotel that must perform … line … our usual requirements … return … capital employed.

19.If you’re prepared to negotiate … the project patiently, and if you’re prepared to enter

…a joint venture agreement … a 75-25 split … favour … your Chinese partners, then your chances are better than even.

20.Our legal department didn’t pick … the error.

28

Exercise 4. Paraphrase the underlined parts of the sentences.

1.The Chinese government is trying to attract tourists so it’s keen to prevent room-rates from increasing.

2.If we have to buy the land at commercial rates, the figures don’t make sense.

3.We can’t afford 20% duty on the top of all that.

4.Do you think this will discourage them?

5.My Government thanks the Menhar Corporation for the time and trouble it has taken in submitting its tender, Formal warning follows.

6.You’ve succeeded again.

7.What would form an adequate market test in this case?

8.We don’t believe we can get the best result within the budget.

9.The Chinese tend to make agreement that is very much in their favour, because western companies are eager to strengthen their position in the Chinese market.

10.Now it is your turn to take action.

11.It’s crazy for you to be staying here without any purpose at this time of night.

12.If our competitors chose to lessen to the smallest possible amount their profits, that’s their business.

13.I have considered every point of view.

14.You should become less active and take life more slowly.

15.You look tired and exhausted.

Exercise 5. Translate the sentences from Russian into English.

1.Чтобы расширить туристические возможности, министр по туризму и отдыху Китая пригласил тендеров из основных гостиничных цепей для строительства и управления шести отелей.

2.Исполнительного вице-президента компании попросили оценить тендерную документацию.

3.Мы бы хотели, чтобы нам было предоставлено освобождение от уплаты налогов

втечение первых трёх лет.

4.Предположительный уровень дохода от используемого капитала составляет 6%.

5.В этом случае, трудно сказать, кто сделает заявку на торгах на этот контракт.

29

6.Правительство Китая понимает, что они могут много запрашивать при заключении сделки, т.к. они знают, что западные компании чрезвычайно озабочены тем, чтобы пробиться на китайский рынок.

7.Я полагаю, мы не можем инвестировать проект, не испытав сначала рынка.

8.Мы согласились с основными условиями контракта.

9.Мы точно следовали политике нашей компании.

10.Мы не можем управлять роскошным отелем с прибылью на таких условиях.

11.Вы переоценили свои возможности и поэтому переплатили значительную сумму.

12.Новый отель строится в одном из престижных районов города. Это будет 3- звёздный отель, предоставляющий своим клиентам высококачественное обслуживание по умеренным ценам.

13.Я пишу вам строго конфиденциально потому, что я обеспокоена состоянием здоровья Гамильтона Менона. Я считаю, что для его блага и для блага компании его нужно убедить расслабиться и вести более спокойный образ жизни.

14.Вы обязаны выполнить все работы в соответствии с нашими обычными требованиями о возвращении вложенного капитала.

15.Необходимо включить в контракт пункт о форс-мажорных обстоятельствах, иначе мы можем потерпеть убытки, как это могло бы случиться во время подземных толчков в Турции, если бы этот пункт не был включён в контракт.

16.Не мне вас учить. Вы знаете много лазеек.

17.Я высказал свою точку зрения. Теперь очередь за Вами.

18.Китайцы хотят привлечь твёрдую валюту, поэтому предлагают 100%-ное внешнее финансирование, но это не соответствует политике нашей компании.

19.Мы ожидаем две налоговые льготы, одна из них – трёхлетнее освобождение от уплаты налогов, чтобы покрыть затраты начального периода.

20.Я думаю, что такое предложение оттолкнёт их.

21.Несмотря на все трудности, ты опять выиграл.

22.Это ваша сфера ответственности и я принимаю Вашу точку зрения. Если Вы уверены, что мы должны оставаться в стороне, я поддержу Вас.

23.Мы не сможем показать себя с лучшей стороны в рамках этого бюджета.

24.Это глупо с твоей стороны слоняться здесь в такое время.

25.Эта работа мне до смерти надоела.

30

Exercise 6. Translate the dialogue.

Mr. Jacobs: Ladies and gentlemen! We have gathered here today to discuss the possibilities of expanding our lodging house into the all-suite hotel. You are all aware that presently we’re situated in the prime location of the city and it gives us an edge over our competitors.

Ms. White: Мы изучили цены на недвижимость и нашли их достаточно умеренными. Мы в состоянии купить дополнительные помещения от имени нашей компании.

Mr. Jacobs: Have you been invited to tender yet?

Ms. White: Да конечною Мы сделали заявку на торгах и узнали стоимость приобретения земли. Однако, большинство продавцов запрашивает слишком высокую цену.

Mr. Jacobs: But we can’t keep out otherwise all the premises will be sold and we can’t afford to get left behind. Have you found out their guideline terms?

Ms. White: Как я уже говорила, цены на недвижимость – умеренные. Проблема лишь в стоимости земли. Наш доход от основной деятельности достаточно высок и он компенсирует расходы на приобретение дополнительной земли.

Mr. Jacobs: You mean we have no way to keep the prices down?

Ms. White: Существует несколько лазеек. Во-первых, имеет смысл воспользоваться внешним финансированием, например, взять заем в банке. Во-вторых, мы могли бы получить временное освобождение от налогов и воспользоваться налоговых резервом. В-третьих, нам необходимо нанять представителя для проведения конфиденциальной оценке стоимости предлагаемой на торгах земли.

Mr. Jacobs: Your ideas seem quite reasonable to me. It can give us possibility to pull off the necessary price and get a foothold in the market. So, Ms. White, I delegate you to arrange all the measures you’ve mentioned. As for me, I do need to ease up before we get down to converting our lodging house to all-suite hotel. I hope all our attempts will be rewarded by the increased net income.

Ms. White: Я уверена, что чистый доход будет превышать эксплуатационные расходы в два раза и возвращение прибыли не заставит себя ждать.

31

HANSON

File 1

GLOSSARY

Make sure that you know these words. Find their Russian equivalents.

to practice – to do something regularly, often according to a custom, religion or set of rules, or as a habit

ageing – an ageing person who is becoming old

appointee – someone who has been chosen officially for a job or responsibility successor – someone or something that succeeds another person or thing extraction – origin of a person’s family; be of French/German/Chinese, etc. extraction – to be from a family that originally came from another country

brief – official instruction to do a job, saying how it should be done

to assess – to judge or decide the amount, value, quality or importance of something issue – important topic for discussion

static – not moving, changing or developing, esp. in a way that is undesirable

to frustrate – 1. to make someone feel annoyed or discouraged because they cannot achieve want they want

2. to prevent the plans or efforts of someone or something from being achieved

loyalties – strong supporters of a party, group or plan

track record – all the achievements or failures that someone or something has had in the past to be relevant – to be correct or suitable for a particular purpose

to put it bluntly – to speak roughly and plainly, without trying to be polite or to hide the unpleasant facts

to be honoured – to be in great respect; to keep an agreement crack – skillful; expert in smth

to outweigh – to be greater or more important than something else in real terms – taking inflation into account

alien – coming from a different country, race, or group; foreign; strange and not familiar

32

to take up – 1. to start doing a particular job or activity

2. to discuss something or deal with something

to enter (a boat) – to be included in a competition, race or exam, or to arrange for someone else to do this

to run the idea past – to suggest an idea

implication – the effect that an action or decision will have on something else in the future; suggestion not expressed but understood

breakdown – a division of something into smaller parts to get exposure – to get the possibility to show

TV coverage – the reporting of a particular important event or subject on TV to be out of smb’s hands – smth which is difficult to control or deal with

to fill with alarm – to become worried about

give smb a try – to let smb make an attempt to do smth

to recoup the outlay – to get back money that you have spent or invested non-starter – an idea, plan or person with no chance of success to come up with – to suggest or think of an idea or plan

whizzkid – a young person who is very clever and successful petty squabble – a quarrel over smth unimportant

to undermine – to make someone less confident, less powerful or less likely to succeed, or to make something weaker, often gradually

to be/get carried away – to become so excited about something that you do not control what you say or do

capital outlay – an amount of money spent for a particular purpose, especially as a first investment in something

resignation – a formal written statement that you are leaving your job (position)

to resign – to give up a job or position by telling your employer that you are leaving in due course – at a suitable time in the future

to take serious view of – to be concerned about smth

to approach smb – to speak, write or visit someone in order to make an offer or request untenable (position) – describes a situation that cannot continue as it is

merchant bank – a bank which does business with companies rather than with people in round figures – not expressed exactly, but to the nearest 10, 100, 1000, etc. without paying attention to small amounts

33

Θ Hanson Yachts, one of the oldest and the most famous names in British boat building, is a medium sized family concern with an annual turnover in the region of £ 8 million. The company specializes in the production of traditional craft of the highest quality. It is one of the few surviving boat yards that still practices many of the traditional boat building crafts. Five years ago, the family sold 20 % of the share capital to a merchant bank, the Commercial and Industrial Reconstruction Bank (CIRB) to pay inheritance tax arising from the death of Piers Hanson, who was Managing Director at the time. The managing Directorship passed to his elder brother, Gervase Hanson, a retired army officer. Under his management, the company has continued to trade profitably, but turnover has remained static in real terms. The bank is concerned that Hanson’s ageing management and workforce will find it increasingly difficult to compete with the new production techniques and technological developments that are sweeping the industry.

Θ Listen to the introduction and answer the questions:

1.What type of company is Hanson?

2.What is the company’s business?

3.What is the company’s position on the market?

4.What is CIRB and how is it associated with Hanson?

5.What is the bank’s main concern?

Θ In view of the Managing Director’s advancing age, the bank’s appointee to the board,

Anita Sherman, recommends that Hanson recruit a future successor to Gervase Hanson.

This successor should be young enough and able enough to guarantee the company’s future. In due course, Barry Coutant, an Australian of French extraction, is headhunted from Argonaute SA, one of the biggest and most modern French boat manufacturers.

Eighteen months later, Mr. Coutant submits the following letter of resignation to the Hanson Board.

34

Read the letter

Greystones Cottage

Shore Road

Warsash

Nr Southampton

SO8 4HP

1 August 20 ..

Sir Jasper Hanson

Chairman of the Board

Hanson Yachts Ltd

Port Hamble

Hampshire SO3 7ZL

Private and confidential

Dear Chairman

I am writing to you submit my resignation. I regret that this is necessary, but it has become increasingly clear that my position in the company is untenable.

On my appointment as Production Manager, I was asked to carry out a review of the company’s systems of production. Specifically, my brief was to explore ways of

increasing the use of production-line techniques and automated processes incorporating a higher proportion of bought-in components

substituting low-cost, man-made materials for natural materials on a wider scale and to assess the cost and time benefits in each case.

I understood that I had been appointed and given this assignment because of my extensive experience of up-to-date production methods and of using recent technological developments in boat construction. I naturally assumed that I was expected to apply this experience in my work.

However, during my 18 months with the company my efforts to follow this brief have been frustrated. My initiatives and proposals have been consistently blocked or rejected.

The problem began as an understandable resistance on the part of certain directors to ideas and attitudes which they regard as alien to Hanson’s traditions and work practices.

Far from improving with time, the problem has intensified. Relations with several members of the senior management team are now very difficult. Faced with a divided

35

management team and conflicting loyalties, the workforce under my control is confused and demoralized.

The seriousness of the present situation and the implication for my future are confirmed by a letter received from the Managing Director today. You will remember that I joined the company on the understanding that my appointment to the Board would be made in eighteen months. I am now informed that this matter has been postponed indefinitely.

In the light of these circumstances, I feel I have no alternative but to give you three months’ notice as required by my contract, effective as of today’s date.

I remain yours sincerely

Barry Coutant

Production Manager

Now listen to recorded extracts from the letter.

Answer the questions:

1.What are the bank’s recommendations to improve the situation?

2.Who was recommended as successor to Gervase Hanson and what position was he offered?

3.How long has he been working? What were his responsibilities?

4.What were there the reasons to write the letter of resignation?

Exercise 1. Match the expressions (a-s) with the definitions (1-19).

Exercise 2.

Notice: Expressions associated with letters of resignation:

a)Are relations between Gervase Hanson and Barry Coutant friendly? (relations between them are very difficult)

..................................................................................................................

b)Do the Directors want Barry Coutant on the Board?

37

(postponed the matter indefinitely)

....................................................................................................................

c)Does Barry Coutant want to stay? (submitted his resignation)

....................................................................................................................

Θ Now work through the recorded exercise.

Exercise 4. Translate the following sentences into English:

1.При моём назначении меня попросили сделать обзор новых технологий в судостроении.

2.К сожалению, мои усилия убедить руководство сменить методы управления провалились.

3.Со временем все поняли, что мои действия были чуждыми традициям компании.

4.Мне часто намекали о моём положении в компании.

5.Наконец вопрос о моём назначении отложили на неопределённый срок.

6.В свете сложившихся обстоятельств, мне ничего не остается, как подать заявление об отставке.

Θ Production Manager, Barry Coutant, sends his letter of resignation to the Chairman of the Board, Sir Jasper Hanson, the eldest of the three Hanson brothers and the senior member of the family. Copies of the letter are also sent to individual Board members.

When the bank’s appointee to the Board, Anita Sherman, receives her copy, she immediately arranges a meeting between the Chairman, the Managing Director and herself.

Read the dialogue

Sherman: Gentlemen, I must stress that the bank takes a very serious view of this development. In our view, Mr. Coutant must be persuaded to withdraw his resignation. Jasper Hanson: We understand your concern. But we feel that it would be in the interests of the company to find someone else.

Sherman: But why? He came to us with an excellent track record. He has extensive experience in the areas where the existing management is weak ...

Gervase Hanson: You’re referring, I take it, to his experience in mass production and

38

mass marketing?

Sherman: And to his knowledge of modern technology, its commercial applications in boat building, and so on.

Jasper Hanson: The truth is that the management no longer believes that his experience is relevant to Hanson’s situation.

Gervase Hanson: To put it bluntly, Mrs Sherman, we’ve come to the conclusion that what our young whiz kid can teach us, we don’t need to know.

Sherman: Forgive me, but the Board agreed that the company needs to make changes .

Gervase Hanson: Yes, but in our opinion, Mr Coutant isn’t the right man for the job.

Jasper Hanson: Anita, we are an old company, and we are proud of our traditions. We have survived because of our high standards, and the excellence of our products. Mr Coutant wants us to throw away these strengths.

Gervase Hanson: His proposals would radically change our image.

Sherman Perhaps it’s time to change it.

Jasper Hanson: But we’d lose our traditional markets.

Sherman: Not necessarily. But in any case, your traditional markets are not where the growth is. Popularly-priced, low cost boats are the growth market.

Gervase Hanson: But we’re not equipped to compete in that market.

Sherman: Which was one of the reasons for employing Mr. Coutant.

Gervase Hanson: I still don’t believe we need him. He isn’t really interested in Hanson.

He’s a whizkid. He works for whoever pays most.

Sherman: So this really comes down to a personality conflict between you and Mr. Coutant.

Gervase Hanson: It’s true. I don’t find him easy to work with. But that’s only part of it. Sherman Look, we really can’t allow petty squabbles to undermine the company’s ability to make profits.

Gervase Hanson: With all due respect, I wouldn’t describe the issues involved here as ‘petty’!

Sherman: That may be so, but in the bank’s view, Mr. Coutant has an important part to play in the future of this company, and a suitable role must be found for his talents ...

Now listen to the recorded final part of the dialogue and do exercises 5, 6, 7.

39

Θ Exercise 5. The meeting goes on to discuss a suitable role for Barry Coutant in the company. Listen to the recording and then decide which statement in each of these pairs in true.

a.If the bank is not satisfied with the way the company is being run,

1)it will sell its Hanson shares to one of Hanson’s competitors.

2)it might sell its Hanson shares to one of Hanson’s competitors.

b.Barry Coutant will

1)stay where he is.

2)broaden his area responsibility.

d.The proposed compromise is

1)acceptable to everyone at the meeting.

2)acceptable to everyone except the Managing Director.

Exercise 6. Label these phrases from the dialogue using the adjectives below:

Now fill the gaps below, and then number points in order of importance from your point of view.

An ideal employee is someone:

who will work late whenever it is necessary.

Θ Barry Coutant accepts the proposed compromise on the condition that the promise of a seat on the Board is now honoured. This condition is accepted. He withdraws his resignation and takes up his new position. Some months later, Barry Coutant is approached by the crack Australian ocean racer, Kerry O’Connor. Mr. O’Connor wants

Hanson to supply him with a boat for the next Three Ks Lager Round the World Race. Barry Coutant is interested in the marketing and promotional possibilities provided by the scheme. He prepared a proposal for the Hanson Board.

Read the text of the discussion at the Board meeting.

Sir Jasper Hanson (Chairman)

Mr. Gervase Hanson (Managing Director)

Mr. Veronica Lee (Company Secretary)

Mr. Guy Blundell (Finance Director)

Mr. Barry Coutant (Marketing Director)

Mr. Nigel Gosse (Production Director)

41

Mrs. Anita Sherman (Non-executive Director)

Jasper Hanson: We now come to item three on the agenda: a proposal from marketing that we enter a boat for the next Three Ks Lager Round the World Race. Barry, could you talk us through your proposal?

Coutant: Thank you, Mr. Chairman. We sent a copy of our proposal document to each member of the Board. Did everyone get one ...? Good, good. So I’ll just summarize the main points.

Briefly, we’ve been approached by Kerry O’Connor. As you probably know, Kerry is one of the best ocean racing skippers around. He’s looking for a boat for the next Round the World Race, which takes place in three years’ time, and he wants us to build it. In my view, if we back him, he could well win the race for us and prove and publicize our designs at the same time.

Now, the cost of designing, building, testing, and racing an 80 foot maxi would be about £3 ½ million, in round figures. That’s the production budget. In addition, we’d need a campaign budget of around £1 ½ million. So we’re talking about an overall budget in the region of £ 5 million. There is a detailed breakdown of these figures in the proposal ... It’s summarized on page three, and detailed in Appendices 2 to 5. And what would we get for our money? As you know, this is a high visibility, quality event which attracts widespread media interest and international television coverage. Analysis, based on previous years, shows that we could expect to reach a potential audience of 200 million people across sixteen countries through the seven-month period of the race. Audience research indicates that of this total, sixteen percent are prime target ABC1 viewers, between the ages of thirty-five and fifty-five. That, ladies and gentlemen, represents thirty-two million people!

I don’t have to tell you that to get exposure of this quality and this quantity in a TV, press or poster campaign would cost a lot more than £ 5 million.

As a guide and basis for comparison, I can tell you that £ 5 million would buy us a good quality, four week TV and newspaper campaign in the UK and one other market. And in any case a company of this size could never begin to think of spending that sort of money on advertising. Thank you, Mr. Chairman.

Jasper Hanson: Thank you, Barry. Would anyone like to comment? Blundell: Yes, can I come in here, Sir Jasper?

Jasper Hanson: Guy, please do ...

42

Now listen to the recorded conversation.

Notice: “ABC viewers”

Market researchers divide the market into six socio-economic groups: A, B, C1, C2, D and E. The top three categories are often put together and expressed as ‘ABC1’.

Exercise 8. Read the following section of the draft minutes of the Board meeting. Is it accurate ? How many errors does it contain?

Draft minutes

Item 3

Marketing Director, Mr. Coutant, proposed that the company enter a boat for the next Three Ks Lager Round the World Race. He had approached Kerry O’Connor, who was prepared to skipper the boat. The overall cost of entering an 80 foot maxi would be in the region of £ 5 million. Analysis based on previous races, indicated that during the seven months of the race, TV coverage would reach 32 million prime target viewers between the ages of 32 and 55 on a daily basis. The Marketing Director pointed out that the costs involved in this form of promotion compared favorably with other forms of advertising.

Θ Exercise 9. The meeting goes on to discuss Barry Coutant’s proposal. Listen to the recording and rewrite these notes as minutes.

Financial Director, Mr. Blundell / objected / proposal / represented / major capital investment / risks far outweighed / potential return / no way of knowing whether / profit / extra boats sold / recoup / outlay / pointed out company expected / internal rate of return of 35% / claimed / no way of knowing if / achievable.

Managing Director stressed / company did not have / production capacity / meet / extra orders / gain from / promotion of this kind / also / pointed out / company did not have / necessary funding.

43

Mrs. Sherman / CIRB / argued / production capacity / expanded / time available before ‘ race ‘ Bank ‘ support / move / this kind / as / looking for ways / increase marine credit and finance business / talk to / Sales Manager / view to getting assistance / funding / project.

Exercise 10. Summarize Mr. Coutant’s proposals regarding Kerry O’Connor’s offer.

Does he think it is reasonable to accept the offer?

Revision of the file

Exercise 1. Give English equivalents for the following words and use them in the sentences (short situations) of your own.

Семейный концерн среднего размера; ежегодный оборот; верфь; заплатить налог на наследство; стареющее руководство; назначенный банком советник; будущий приемник менеджера; принять отставку; несостоятельное положение; в свете этих обстоятельств; прямо говоря; мелкие ссоры; в своё время; округлённо; перевешивать; компенсировать; идея, не имеющая шансов на успех.

Exercise 2. Translate the following sentences into English, using the vocabulary of the file.

1.Hanson – среднего размера семейный концерн с ежегодным товарооборотом в 8 млн фунтов, специализирующийся на строительстве судов высочайшего качества.

2.Под руководством Джервеза Хэнсона деятельность компании продолжала быть прибыльной, но ежегодный товарооборот оставался на прежнем уровне по реальным показателям.

3.Руководство компании было озабочено тем, что компания будет не в состоянии конкурировать с новыми современными технологиями.

4.Стареющее руководство компании было не в состоянии обеспечить прочное положение на рынке.

5.Акционеры потребовали отставки президента и назначения его преемника.

6.Все усилия, направленные на выполнение задачи, были тщетными, так как совет директоров считал все цели этого выскочки чуждыми их традициям.

7.В этом случае недостатки перевешивают преимущества.

44

8.Мы хотели купить дом, но эта идея не имела шансов на успех, так как у нас не было достаточно денег.

Exercise 3. Give the summary of the file.

File 2

GLOSSARY

Make sure that you know these words. Find their Russian equivalents.

liaison – communication between people or groups who work with each other

to raise the matter/the question – to mention or introduce (a subject) for consideration to be tied up – to be busy or prevented from doing something, such as speaking to someone or going somewhere, because of being involved in another event or activity premium – an amount of money paid to obtain insurance

good account customers – the best customers

to reckon – to consider or have the opinion that something is as stated to think along the same lines – to think in similar way

crate – a box made of wood, plastic or metal, especially one divided into parts to hold bottles

prompt reply –done quickly and without delay

trial – a test, usually over a limited period of time, to discover how effective or suitable something or someone is

Θ Anita Sherman mentions the Hanson proposal to CIRB’s Marketing Manager. He expresses interest and asks to meet Barry Coutant. The meeting goes well and they decide to move to the next stage. The Hanson marketing people, in liaison with skipper, Kerry O’Connor, prepare a detailed proposal for the bank. In early March, this is put before

CIRB’s Marketing Director. He decided to raise the matter at Board level.

The Hanson proposal is considered by the CIRB Board on 22 March. As soon as she hears their decision, Anita Sherman, the bank’s appointee to the Hanson Board, tries to

45

contact Barry Coutant. He is tied up and cannot come to the phone. She leaves a message asking him to call her back.

Exercise 1. Read the text of the phone conversation. Fill in the gaps, using these expressions.

Coutant: I think we’ve got a ... (i) line.

Sherman: Oh, that’s better. Can you hear me now?

Coutant: Yes, that’s much clearer.

Sherman: Good. Yes, I called to give you the news ...

Now listen to the recorded conversation.

46

ΘAnita Sherman goes on to give the news that the bank has agreed to sponsor Barry

Coutant’s scheme. However, they impose conditions.

Listen to the recording. What are the conditions?

ΘThe company agrees that the boat will be called ‘CIRB Australia”, and have an allAustralian crew. When this news is announced, it becomes easy to satisfy the bank’s third condition of sponsorship.

Several Australian TV stations show keen interest in broadcasting on-voyage reports. Eventually a deal is signed with Austral-Vision. Work begins on the design of the boat. Fifteen months later, the boat is launched. In September of that year, sea trials begin. Three months before the race, Barry Coutant organizes the transportation of equipment and spares to the ports where the competing boats will stop over during the race. He writes to a shipping company.

Hanson

______________YACHTS LTD_____________

PORT HAMBLE, HAMPSHIRE S03 7ZL

TEL: 048 953 3111 TELEX: 763771 HANYAT L FACSIMILE: 048 953 2248

We have packed and ready for dispatch three consignments of mixed boat spares and equipment, which would like to ship to Punto del Este (Uruguay), Fremantle (Australia), and Auckland (New Zealand).

47

Each consignment consists of 5 wooden crates marked HY1 – HY5. They have the following measurements.

Would you let us know by return of post the earliest vessels leaving Southampton for the above destinations, and let us have your charges and the necessary shipping documents to complete?

Yours sincerely

B.J. Coutant

Marketing Director

Exercise 2. Look at the terms associated with transportation and find their Russian equivalents.

The Shipping Company prepares the following draft reply to Barry Coutant’s letter.

Dear Mr. Coutant

In reply to your letter of 4 June, the earliest vessel leaving Southampton for Punto del Este, Uruguay, is the SS Clear Star, which will be loading at No. 5 Dock, from 24 June. The vessel will accept cargo until 4 July when it sails, and is due in Uruguay on 20th July.

Our freight rate for cased or crated cargo to Uruguay is £ 42 per tonne or 10 cubic metres.

I enclose our shipping forms* and bills of lading for you to complete and return to us.

(* A shipping form or note is filled in by the consignor. It instructs the shipper.)

Exercise 3. The letter does not mention the consignments for Fremantle or Aukland. The sender dictates an extra section dealing with these points. Listen to the recording and write down the section.

Θ When Barry Coutant has the shipping details for the three consignments, he writes to P& R Insurance asking them to quote a rate for insuring the shipments.

49

Read the letter

HANSON

________________YACHTS LTD________________

PORT HAMBLE, HAMPSHIRE SO3 7ZL

TEL: 048 953 3111 TELEX: 763771 HANYAT L FACSIMILE: 048 953 2248

We intend to send consignments of mixed boat spares and equipment to Punto del Este (Uruguay), Fremantle (Australia), and Auckland (New Zealand). We would be grateful if you would quote a rate covering all risks from port to port for each shipment.

The shipping details are as follows:

a)the consignment for Punto del Este is to be loaded on to the SS Clear Star which sails from Southampton on 4 July and is due in Uruguay on 20 July.

b)The consignments for Fremantle and Auckland are to be loaded on to the SS Utopia which sails from Southampton on 28 June. The vessel is due in Fremantle on 23 July, and in Auckland on 5 August.

Details with regard to the packing specifications and values are attached.

We would appreciate a prompt reply.

Yours sincerely

B.J. Coutant

Marketing Director

Encl: 3

50

Exercise 4. Which of these statements about the letter are correct? Tick the correct statements. (√).

1.Mr. Coutant wants quotations for an all-risks insurance policy.

2.The consignments are to go to two parts.

3.The consignment for Punto del Este is due to reach Uruguay on 20th July.

4.The consignments for Fremantle and Auckland sail on the SS Clear Star.

5.There are other enclosures with the letter.

Exercise 5. Look at the terms associated with insurance and find their Russian equivalents

Exercise 6. Susan Cronin of P&R Insurance prepares a reply to Barry Coutant’s letter in note form. Write the notes as a letter.

Thank you / letter (date) / enquiring / cover for shipment / mixed boat spares / equipment / Punto / del Estel / Fremantle / Auckland.

I note from / details attached / your letter / goods / for / own / use / many / values / estimated / therefore suggest / unvalued / policy against all risks / we can quote 48 % in respect of / shipment / Punto del Este / 68 % in respect of / other two shipments/ We / issue / cover note as soon as / complete and return / enclosed declaration form.

51

Revision of the file

Exercise 1. Translate the following sentences into Russian.

1.He is tied up and cannot come to the phone.

2.Several TV stations show keen interest in broadcasting on-voyage reports.

3.Some months later the boat is launched.

4.He asked to quote a rate for insuring the shipments.

5.Mind you, it was a close thing.

6.The marketing Director made all the important points about this being a cost-effective way of reaching prime target customers, about boat owners being good account customers, and nobody was interested.

7.We’ve tried campaign after campaign and they’ve been a disaster.

8. But the overseas Director reckons that a boat with an Australian skipper ... would be headline news down there.

9.I was thinking along the same lines.

10.So, satisfy those conditions and you are in business.

11.But are you sure you can deliver on this deal?

Exercise 2. Translate the following short dialogues into English:

I.

-Есть ещё один вопрос, который мы хотели бы обсудить – это упаковка.

-О, вопрос важный, но об этом не стоит беспокоиться. Мы поставляем оборудование в упаковке, которая выдерживает перевозку и по морю и по суше.

-Это нас устраивает.

II.

-Мы не знакомы с вашим порядком прохождения таможенной очистки. Не можете ли вы сказать, какие документы необходимы для этого?

-Конечно. Для этой цели нам потребуется коносамент, грузовой манифест, отгрузочная спецификация и сертификат качества.

-Спасибо.

52

III.

-Я надеюсь, что наша договорённость в отношении транспортировки яхт остаётся в силе.

-Несомненно. Мы вышлем вам погрузочно-разгрузочные чертежи и инструкции за 3 месяца до отправки оборудования.

-Хорошо. На сегодня других вопросов нет,

-Нет.

-Тогда сегодня можно закончить.

Exercise 3. Reproduce the above short conversations in English.

Exercise 4. Give the summary of the file.

File 3

GLOSSARY

Make sure that you know these words. Find their Russian equivalents.

to set sail – to begin a journey by ship

to allow for sth – to take something into consideration when you are planning something handicap – something which makes it difficult for you to do something

(sales) return – income or profit from an investment, undertaking cost-effective – able to achieve a goal with the minimum of expenditure

mortgage – a contract by which the owner of land borrows money, giving the lender an interest in the land as security for the loan

awareness – knowledge or understanding

statistical sample – a group of people or things that is chosen out of a larger number and is questioned or tested in order to obtain information about the larger group

to to deserve credit – to have earned by one’s actions or character public approval or praise

to overspend – to (cause to) spend more money than you should

53

to underestimate – to fail to guess or understand the real cost, size, difficulty, etc. of something

estimate – a guess of what the size, value, amount, cost, etc. of something might be to keep up-to-date with – to remain modern

to be under pressure – the condition of work or style of living which cause anxiety and difficulty

to authorize – to give official permission for something to happen, or to give someone official permission to do something

to meet overspend – to pay overspend

to receive good value (for money) –to receive a lot for the amount of money paid peanuts – something so small that it is not worth considering, especially a sum of money severance – 1. money paid by an employer to an employee whose job the employer

has had to bring to an end

2. the act of ending a connection, relationship, etc. or of being separated from a person, place, etc.

ex gratia payment – not necessary, especially legally, but is made to show good intentions

grounds for – reasons; the facts or conditions that provide a base for an action or feelings to defraud – to take something illegally from a person, company, etc., or to protect someone from having something that is legally theirs by deceiving them

second-hand value – value of smth that is not new, having been used in the past by someone else

market research finding – a piece of information that is discovered during a market research

to account for – to give an explanation or reason for

to vote (for/against) – to express your choice or opinion, especially by officially marking a paper or by raising your hand or speaking in a meeting

market value – value of an asset if it were to be sold on the open market at its current market price

sort smth out – to deal satisfactorily or successfully with a problem, a situation, or a person who is having difficulties

to be valid – to have legal force

to be worth –having a particular value, especially in money

54

purely – only

fair price – reasonable price

to take a vote – to vote on something

casting vote – a single vote given by the person in charge of a meeting if the number of votes about something is equal, and which therefore decides the matter

to take a dim/poor view of smth (infml) – to think unfavorably about smth.

ΘOn 11 September, the 18 competing boats set sail from Southampton. The course takes them to Punto del Este, Fremantle, Auckland, back to Punto del Este, and then home to

Southmpton. ‘CIRB Australia’ leads the race from the start and seven months later finishes two days ahead of the next boat.

Allowing for handicap, ‘CIRB Australia’ wins the Three Ks Lager Round the World Race by 39 hours.

ΘSales returns and market research findings indicate that the bank’s sponsorship of ‘CIRB Australia’ is also a business success.

Read the following memo.

Sponsorship of ‘CIRB Australia’

The bank’s sponsorship of ‘CIRB Australia’ in the Three Ks Lager Round the World

Race is one of the most successful and cost effective promotions the bank has undertaken.

Demand for our marine credit and mortgage services increased:

56

“All the indicators suggest that” “During the seven months of the race” “In the next day or two” “Significantly, as these figures show:” “It goes without saying that ...”

And for this, ...” “in recent years.”

Θ Managing Director, Gervase Hanson, receives a copy of the sponsorship accounts from Finance Director, Guy Blundell. After going through them, he calls Barry Coutant into his office.

Listen to the dialogue

Gervase Hanson: These account indicate that you have overspent your sponsorship budget by £ 180 000.

Coutant: Yes, I’m afraid we underestimated one or two major items. As you know, it’s very easy to miscalculate a racing budget such as this.

Gervase Hanson: Guy tells me that adequate records have not been kept, and that control procedures have in many cases been ignored.

Coutant: It was difficult to keep up-to-date with the paperwork. We were all under a lot of pressure.

Gervase Hanson: Pressure is the result, not the cause of bad management! May I remind you that thousands of pounds of your budget are unaccounted for? This puts Hanson in a very difficult position. In many cases, we don’t know where the money has gone.

Repeatedly you have authorized expenditure beyond your budgetary limits. In these circumstances it will not be easy to ask bank for more money. And if they decline to meet the overspend, I’m not sure where that leaves us ... or you.

Coutant: The bank won’t decline. It is delighted with its investment. It feels that it has received very good value for money. I’m sure it’ll pay the difference. £ 180000 is peanuts to the bank.

57

Gervase Hanson: That is not the point.

Coutant: But surely, it is the point. Giving satisfaction is exactly the point, isn’t it?

Gervase Hanson: Barry, you are guilty of gross mismanagement and unprofessional conduct. We have old-fashioned standards in this company. Standards which you have never understood. I’m sorry, but I have no alternative but to terminate your contract.

Coutant: I beg your pardon ... !

Gervase Hanson: I am terminating your employment with this company.

Coutant: You can’t be serious.

Gervase Hanson: I am very serious indeed.

Coutant: In that case I must remind you that under the severance terms in my contract of employment, I am entitled to three months notice, and an ex gratia payment of one year’s salary.

Gervase Hanson: Such benefits are not valid in cases of improper conduct.

Coutant: Gervase, do you have the Board’s support for this course of action?

Gervase Hanson: The Board will support my decision when they know the facts, and I intend to make sure that they do know them.

Coutant: But this is ridiculous. The ‘facts’, as you call them, aren’t so terrible. Yes, we overspent. Yes, our budget control could have been tighter. Yes, we underestimated certain key expenses. But we did win the race. In the circumstances, your grounds for dismissing me seem trivial. And I’m pretty sure the Board, not to mention the bank, will share my view.

Gervase Hanson: That is very unlikely, because the last and most important ‘fact’ that I intend to put before the Board is that you have defrauded the sponsorship fund of at least

£ 100 000.

Coutant: What on earth do you mean!

Gervase Hanson: I mean that you sold ‘CIRB Australia’ for £ 900 000. As you well know, the true secondhand value of a craft of this kind is well over £ 1 million. As you also know very well, - and as do I - , the company that bought the boat on such advantageous terms is owned by your family ...

58

Now read the final part of the Board meeting

Blundell: I have studied the figures, and I have to say that they fill me with alarm. This is a major capital outlay, and it seems to me that the risks far outweigh the potential return. We would need to be confident that the profit we’d make in extra boats sold would at least recoup the investment. I might add that we normally require an internal rate of return of 35% on capital expenditure. There’s no way of assessing whether we would get it in this case.

Gervase Hanson: Jasper…? Jasper Hanson: Yes, Gervase.

Gervase Hanson: I agree entirely with Guy’s arguments. But I’d also like to make two further points. Firstly, even if the venture succeeds and we get enough orders to recoup our outlay, we don’t have the production capacity to meet an increase in demand of this order. And where would the funding come from? No, no – this idea is a non-starter. It’s out of the question.

Sherman: May I?

Jasper Hanson: Of course, Anita.

Sherman: Let’s not forget that the race takes place in three years’ time. If production capacity needs to be expanded, there is plenty of time to make the arrangements. As you know, the bank would be in favour of a move to update and expand the company’s system of production. We have discussed this in the past. As for the funding, well this may not be as big problem as it seems. I happen to know that our marketing people are looking for ways of expending our marine credit and finance business…

Jasper Hanson: Are you talking about some form of sponsorship?

Sherman: May be,… I’m not sure. I’d like to run the idea past the bank’s Marketing

Manager and see what he comes up with.

Coutant: That’s a good idea, Anita. I’ll be interested to hear what he says.

Jasper Hanson: Hmm… Well, I don’t think we can take this any further at this point. Let’s move on to the next item of our agenda, shall we?

60

You know I have three cars. I also have a Rolls Royce.

I have three other cars, not to mention a Rolls Royce.

a. I have four appointments this morning, in addition to the meeting with the bank which you already know about.

............................................................................................................................

b.You already know that the company owns the bank. It also owns several shops and two hotels.

............................................................................................................................

c.My secretary speaks three European languages. In addition she speaks Chinese.

..........................................................................................................................

d.You know we have a very large debt at the bank. We also owe money to the landlord and the taxman.

............................................................................................................................

Exercise 5. Translate the sentences from Russian into English using the active vocabulary of the dialogue:

1.Аннулируйте все бумаги, связанные с контрактом на поставку яхт нового поколения.

2.Мне ничего не оставалось, кроме как найти и извиниться за вчерашний спор.

3.Вы разделяете мою точку зрения?

4.Вы не шутите? Такие добротные вещи за бесценок?

5.Вероятно, у него есть все основания не доверять этому банку.

6.Я внимательно изучил все цифры, и, надо сказать, они встревожили меня, не говоря уже о показателях за квартал.

7.«На повестке дня два вопроса, – сказал председатель. – Кто “за”? Кто “против”? Кто “воздержался”?»

8.У меня смутное представление относительно испытаний новой субмарины.

9.Мы выдвинули наши предложения совету директоров, и им решать, заключим ли мы в этот контракт.

10.Выносить решение вне моей компетенции.

61

Exercise 6. Make up some business situations using the following phrases:

1.To be in favour of a move to update systems of production.

2.To be in question.

3.To get carried away.

4.To give it a try.

5.To be in agreement.

6.There’s no way of assessing.

7.To run the idea past...

8.To be headline news.

9.To think along the same lines.

10.To satisfy some conditions.

11.Deliver on the deal.

You can find out how this case ends by listening to the recording. Before you listen give your own ideas about the end of the case.

REVISION

Exercise 1. Fill in the gaps in these sentences using one of the words below.

In view of the candidate’s long experience, he was offered the post of Marketing Director.

1.The Managing Director will be.......... a difficult decision at the end of the financial year.

2.The bank is concerned that the company's turnover has remained static................

62

6.Barry Coutant, an Australian of French ………… , was ………. from Argonaute SA.

7.Eighteen months later he ………. a letter of resignation.

8.It became clear that his position in the company was ………. .

9.The bank’s ………. to the Board received a copy of Mr. Coutant’s letter of resignation.

10.Anita Sherman insisted on the fact that he should ………. his resignation.

11.She reminded the board members of his excellent ………. and ………. experience in the area.

12.On the condition that a seat on the Board was …….. Mr. Coutant accepted the proposed compromise.

13.In Mr. Coutant’s proposal there was a detailed …….. of all figures in the budget.

14.The risks should not ……….. the potential return.

15.The Marketing Director pointed out that the costs involved in this form of promotion compared ……….. with other forms of advertising.

Exercise 2. Find the second part of these sentences.

1)to pay inheritance tax on the death of Piers Hanson.

2)who keeps calm whatever the situation is.

3)in the areas where the management is weak.

4)was acceptable to everyone at the meeting.

5)but to terminate your contract of employment.

6)because we had a crossed line.

63

Exercise 3. Give English equivalents.

Верфь; в реальном выражении; охватывать (распространяться); преемник; происхождение; несостоятельное (нетерпимое) положение; задача, цель; закупать; сводить на нет (срывать); чуждый; сторонник; намёк, скрытый смысл; проявлять серьёзную озабоченность; прямо говоря; выскочка; мелочные ссоры; обратиться с предложением; освещение в прессе; планируемая прибыль; грузополучатель; грузоотправитель; коносамент; авианакладная; учитывать, принимать во внимание; закладная (ипотека); ожидаемый; выборка; заслуживать высокой оценки, похвалы; эффективность затрат; важный клиент, покупатель; полагать; испытания; превысить расходы; недооценить; переоценить; иметь право; выйти за рамки бюджета; мелочь, гроши; условия увольнения; основания для увольнения; мелкий, несущественный; мошенничать, обмануть; стоимость подержанной вещи; не говоря уже об…

Exercise 4. Insert prepositions where necessary.

1.The family sold 20% of the share capital … a merchant bank to pay inheritance tax arising … the death of Piers Hanson.

2.The company has continued to trade profitably … his management.

3.Turnover has remained static … real terms.

4.… view of the Managing Director’s advancing age, the bank recommended that Hanson recruit a future successor … Gervase Hanson.

5.Mr. Coutant must be persuaded to withdraw … his resignation.

6.… our opinion Mr. Coutant isn’t the right man … the job.

7.Barry Coutant accepted the proposed compromise … the condition that the promise of a seat … the Board was honoured.

8.He took … the new position.

9.Mr. O’Connor wanted Hanson to supply him … a boat … the next Round the

World Race.

10.… my view, if we back him …, he could well win the race … us and prove and publicize our design … the same time.

64

11.The cost of designing, building, testing and racing a boat would be about £ 3½ mln, … round figures.

12.The company entered … a boat … the next Three Ks Lager Round the World

Race.

13.The Marketing Director pointed … that the costs involved … this form of promotion compared favourably … other forms of advertising.

14.The Hanson marketing people, … liason … skipper, prepared a detailed proposal … the bank.

15.He decided to raise the matter … Board level.

16.He is tied … and cannot come … the phone.

17.Allowing … handicap, “CIRB Australia” won the Three Ks Lager Round the World Race … 39 hours.

18.We were … a lot of pressure.

19.The bank has received very good value … money.

20.You are guilty … gross mismanagement and unprofessional conduct.

21.I am entitled … three months’ notice … the severance terms … my contract.

22.Your grounds … dismissing me seem trivial.

23.Now please, let’s not get carried … .

24.I was … the impression that decision was … … my hands.

25.I suggest you get together to sort … your differences.

Exercise 5. Give synonyms.

Boat, strange, eventually, origin, instructions (aims), because of, to confront, sender, receiver.

Exercise 6. Translate the sentences from Russian into English.

1.Компания продала пять лет назад 20% акционерного капитала коммерческому банку, чтобы заплатить налог на наследство.

2.Это одна из нескольких уцелевших (выживших) верфей.

3.Банк озабочен тем, что стареющее руководство не сможет конкурировать с новыми технологическими разработками, которые охватывают промышленность.

65

4.Я прошу Вас принять мою отставку, так как считаю моё положение в компании нетерпимым.

5.Все мои попытки применить мой опыт современных методов производства были отвергнуты.

6.Мои предложения и инициативы постоянно блокировались и отвергались.

7.В свете этих обстоятельств у меня нет другого выбора, как подать в отставку.

8.Компания столкнулась с рядом трудностей, связанных с разделением управленческой команды на поддерживающих традиции и практику компании, и тех, кто является сторонниками современных методов производства и технологических разработок.

9.Прямо говоря, мы не можем позволить мелким ссорам подрывать (разрушать) возможность компании приносить прибыль.

10.Он принял предложенный компромисс на некоторых условиях.

11.Если мы поддержим его, он сможет выиграть гонку для нас и в то же время сделать хорошую рекламу нашей продукции.

12.Цена проектирования, строительства и испытания яхты составляет примерно 3 млн фунтов.

13.Яхта была спущена на воду через 18 месяцев.

14.Я хотел бы узнать котировку на страховой полис, включающий все риски.

15.Вы виновны в явно плохом руководстве и непрофессиональном поведении.

16.Компания, которая купила яхту на таких выгодных условиях, является собственностью вашей семьи.

17.Ваши основания для моего увольнения кажутся незначительными.

18.Мы намереваемся отправить партию оборудования и запчастей в Сидней.

19.Управляющий подчеркнул, что компания не имеет производственных мощностей, чтобы выполнить дополнительные заказы, полученные в результате такой рекламы.

20.Эти лодки стоят как раз столько, сколько люди готовы за них заплатить.

21.В этом случае мы должны голосовать. Итак, у нас трое – «против», трое – «за» и двое – «воздержавшихся».

22.Как председатель, я имею право решающего голоса.

23.Я уверен, если бы ему дали больше ответственности в компании, проблема бы исчезла.

66

24.У меня такое впечатление, что решение от меня не зависит..

25.Я изучил цифры и должен сказать, что они встревожили меня. Это основное капиталовложение, и мне кажется, что риск намного превышает возможную прибыль (возврат вложенного капитала).

26.Мы должны быть уверены, что прибыль от продажи дополнительных лодок по крайней мере окупит затраты.

Exercise 7. Translate the dialogue.

B. Coutant: Good morning, gentlemen. I’m sorry, but I’d like to know if you’ve got the letter of my resignation.

G.Hanson: Ещё нет. А в чём дело?

B. Coutant: I regret that this is necessary but it has become increasingly clear that my position in the company is untenable. The problem began as a resistance on the part of certain directors to ideas and attitudes which they regard as alien to Hanson’s traditions.

G. Hanson: Дело в том, что руководство больше не верит в то, что вы достаточно опытны и разбираетесь в ситуации компании Hanson.

Anita Sherman: Gentlemen, I must stress that the bank takes a very serious view of this development. In our view Mr. Coutant must be persuaded to withdraw his resignation.

G.Hanson: Говоря откровенно, Миссис Шерман, мы пришли к выводу, что мы больше не нуждаемся в том, чему может научить нас наша «восходящая звезда».

Anita Sherman: But why? He came to us with an excellent track record. He has extensive experience in the areas where the existing management is weak.

G.Hanson: Анита, мы старая компания и гордимся нашими традициями. Мы выжили благодаря нашим высоким стандартам и отличному качеству нашей продукции. А мистер Кутан не хочет принимать во внимание сильные позиции нашей компании.

Anita Sherman: Perhaps it is time to change your image. The problem seemed to arise from his restricted role as Production Manager. I’m sure that if he were given broader responsibilities in the company, the problem would disappear.

B. Coutant: Да, вы правы. Как вы помните, я был принят в компанию на условиях, что моё назначение в правление произойдёт через 11 месяцев. А сейчас мне сообщили, что это откладывается на неопределенное время.

67

G.Hanson: I still don’t believe we need him. He isn’t really interested in Hanson. He’s a whizzkid. But I’m prepared to give him a try.

Anita Sherman: Я считаю, что нам нужно ещё раз встретиться и решить сообща все проблемы, предварительно обговорив каждый пункт повестки дня нашего следующего собрания. Тем более что я изучила цифры полученного договора, и они встревожили меня.

Anita Sherman: Другого выхода нет, как оценить, вернём ли мы затраты в этом случае. До свидания, джентльмены. До встречи.

Assignment 1

Render the case for the following people according to a position occupied in the company:

1.Gervase Hanson 2.Jasper Hanson 3.Sherman 4.Countant 5.Kerry O`Connor 6.Mr. Blundel

Assignment 2

Role-play a press conference after the race.

EXTRA ACTIVITIES

Meetings

All business people spend a lot of time attending meetings. They must have special skills that are required when participating in meetings of different kinds and sizes.

A group of people meeting together can often produce better ideas and decisions than a single person working alone. The original idea is challenged, tested and modified by argument and discussion until it is improved and sometimes transformed. Here the most important role belongs to the chairperson. The chairperson’s role is to guide, stimulate and summarize this debate – and stop it becoming heated and turning into clash of

68

personalities. It is up to the chairperson to encourage members of the meeting to turn suggestions into practical ideas. The chairperson must know and follow the procedure of conducting meetings.

Read the text presenting a short account of the procedure of a meeting. Translate the text paying special attention to the underlined words. What are the main steps of a meeting?

The chairman opened the meeting by reading out apologies received from those unable to attend. The minutes of the previous meeting were read out and it was agreed that they were a true and accurate account.

The chairman then invited discussion of the first item of the agenda. The matter was straightforward and a decision was soon reached. A motion was proposed and seconded and a vote was taken. The vote was unanimous and the motion was carried.

The second item on the agenda brought heated discussion. Finally, a motion was proposed and seconded and the chairman asked foe a vote:

“All those in favor?”… four. Those against?.... four. Does anybody abstain?... Yes?....

One abstention.”

Since the meeting was equally divided, the chairman used his casting vote. He voted against, and the motion was defeated.

There were no other items on the agenda, so the chairman asked if there was any other business. There was not, so he closed the meeting. The secretary who has been taking the minutes was asked to provide the chairman with a copy by the following day.

Some useful language for participating in meetings:

Agenda and minutes of a meeting

When you plan a meeting put the items on the agenda (list of the business or subjects to be considered at a meeting) in logical order. After the meeting the secretary prepares the minutes (written record of business done, suggestions made, decisions taken at a meeting).

Here you can read the agenda and minutes of a board meeting in Jayal Motors, a company producing cars. Notice that many statements in the minutes are written in reported speech and many of the sentences are written formally in the passive voice.

Board meeting to be held in the Managing Director’s office at 11 am on Monday 23

March 2006. AGENGA

1.Minutes of last meeting

2.Feasibility study on exporting

3.Report on home market

4.Any other business

73

MINUTES of board meeting held in Managing Director’s office on Monday 23 March

2006.

Present: Mr. Tom Jayal, Managing Director, in the chair

Mr. Paul Osman, Sales Manager

Mr. Jack Lom, Production Manager

Mr. Taki Kamal, Bank Manager

Mr. Tim Hasram, Sales Assistant

The meeting was opened at 11.05 am by Mr. Jayal.

Apologies for absence

Apologies for absence had been received from Mr. Christopher Mayo of the Export Development Office.

Minutes of last meeting

The minutes of last meeting were read, confirmed and signed.

Feasibility study on exporting

The feasibility study on exporting was presented by Mr. Osman. He recommended that Jayal Motors should go into exporting and asked Mr. Lom to present reports to support his recommendation.

Mr. Lom presented an estimate of costs of increasing production by 20%.He also presented a report on shipping and packing costs compared with forwarding agent’s fees. He recommended using a forwarding agent in Ziritania. He recommended that Jayal Motors should go into exporting.

A report by Christopher Mayo of the EDO was read to the meeting It recommended that Jayal Motors should exhibit at the Trade Fair in Industria in April. It was noted that EDO would contribute to the cost of exhibiting at the Trade Fair

Mr. Kamal agreed that Jayal Motors should go into exporting. He said that the bank would give export credit.

Mr. Jayal was originally against the idea of exporting, but finally agree that Mr.

74

Osman should attend the Trade Fair in Industria.

Report on home market.

A report on home market was presented by Mr. Hasram. It showed that Jayal Motors were in a strong position and that Barrat & Sons were their main rivals. Mr. Osman warned that there was a strong probability of larger firms moving out to the provinces, in which case Jayal Motors would be threatened by takeover. He stressed the need for Jayal Motors to expand.

There being no further business, Mr. Jayal closed the meeting at 1.05 pm.

EXERCISES

1. Look at the notes about another meeting in the office of Mr. Jayal, Managing Director of Jayal Motors. Write the agenda and minutes. Check with the sample agenda and minutes in the answer key. You can use some of the following verbs.

Say; raise; report; show; suggest; propose; offer; insist; deny; decline; express; agree; accept; recommend; present; note; stress; point out; warn; announce.

Notes

Friday 30 March

1.present: Tom Jayal, chair; P. Osman, J. Lom, T. Hasram

2.open 10.36

3.apologies: T. Kamal

4.minutes last meeting

5.office security: Tom raised problem of of. sec. & suggested all important papers kept in locked file cabinet.

Agreed – only three people have key: TJ, PO, JL

6.TJ announced firm’s holidays: 8-23 August inclusive

Christmas 25 Dec – 3 Jan incl.

7.TH suggested updating of promotional literature to include new model MP03. Pointed out many small changes made to other models. These need to be changed in prom. lit.

Agreed - Hasram update prom. lit. and submit drafts at next meeting.

8.no further business. Close 11.40

75

2. Write in English the agenda and minutes of the following meeting.

Мистер Грант созвал собрание комитета, ведающего вопросами нового строительства, чтобы обсудить, как продвигается строительство нового корпуса завода (new extension). Мистер Грант (Г.Г.) председательствует на собрании. Присутствуют также Питер Уайлс (П.У.) – управляющий производством, Джон Мартин (Д.М.) – менеджер по сбыту, Вильям Бакхерст (В.Б.) – секретарь компании и менеджер по кадрам Ян Хемпден (Я.Х.). На собрание приглашён Норман Филлипсон (Н.Ф.) – архитектор, руководитель проекта.

Собрание проводится в кабинете м-ра Гранта.

Г.Г.: Господа, думаю, нет необходимости зачитывать протокол последнего собрания, т.к. копии вам уже розданы. Протокол предыдущего собрания считается заслушанным. Мистер Уайлс, доложите нам, пожалуйста, результаты переговоров с инспектором по строительству.

П.У.: Пожалуйста. Отсрочка с получением разрешения на строительство произошла потому, что архитектором не был представлен подробный план строительства.

Н.Ф.: Теперь я уже представил план инспектору.

П.У.: Как вы ужe знаете, с учётом быстрого расширения производства, нам необходимы новые производственные помещения.

Д.М.: А мне в новом помещении хотелось бы иметь контору по сбыту продукции. П.У.: Если там и будут свободные помещения, они мне понадобятся для производственных целей и складов.

Г.Г.: Так, время идёт. Следующий вопрос повестки – сообщение управляющего по кадрам о том, сколько дополнительно нам понадобится рабочих. До сих пор, Ян, у нас не было проблем с наймом квалифицированных рабочих. Как долго будет продолжаться такая ситуация?

Я.Х.: Ситуация следующая: всё труднее становится найти квалифицированных рабочих. Неквалифицированных рабочих много. Поэтому, я думаю, нам следует организовать курсы профессиональной подготовки рабочих.

76

Г.Г.: Давайте думать. Сколько времени будет строиться новый корпус с момента получения разрешения?

Н.Ф.: Месяцев пять, может быть и меньше.

Г.Г.: Итак, принимаем решение. Первое: завершить строительство за пять месяцев; второе: открыть курсы по профессиональной подготовке прямо сейчас. Кто против? Воздержавшиеся? Единогласно. Мистер Бакхерст, запишите это в протокол собрания. Есть другие вопросы? Нет. Тогда собрание закончено. Спасибо, господа.

3. Role play a meeting.

Situation 1. “Company Policy”: You are the board of directors of a new company and are going to hold a meeting to decide on some aspects of company policy (dress code, time tables/hours of work, relations with clients, conduct at work, holidays, and employees’ participation in decision making). Appoint the chairperson, draw up the agenda and let the chairperson open the meeting. After you finish write the minutes of the meeting.

Situation 2. Read about four people and hold the meeting to decide which one is the best choice to set up a new operation in Poland.

H&I (Harris and Ives) Investment Service is a British company which provides ethical portfolio management to private investors. For example, some investors wish to avoid companies which pollute the environment or which operate in oppressive states. H&I creates and manages individualized portfolios to suit the ethical concerns of their clients.

H&I have decided to set up an office in Poland. One employee is to go to Warsaw for six months to organize this. There are basically four tasks:

1.To select a trustworthy partner in Poland with sufficient capital.

2.To find and rent suitable premises.

3.To find ways to publicize H&I’s service.

4.To supervise operations in the first three months.

If the employee is successful she or he will be made a partner of H&I. Four names have been put forward, for very different reasons.

77

JOHN SIEMIRADZKI is 24 years old. He is of mixed Polish-British parentage and bilingual in English and Polish. He grew up in Britain, but he has visited Poland many times. He has been working for H&I for two years and is a Junior Economist. He joined the company straight from university; he has never had any other job. He holds a bachelor’s degree in Economics and has just begun studying for an MBA in his own time

– the company is helping to pay his fees. His immediate superior says he is intelligent and well-informed but volatile. He has lost his temper with colleagues more than once.

JAQUI DUBOIS is 26 years old and French. She has lived in the UK since she was 11 years old. She has been working for H&I for three years. She is currently a Researcher – a post she has held for one year. Previously she was an Assistant Researcher. She joined H&I direct from university and has never worked in any other company. She has a bachelor’s degree in Eastern European Studies and a master’s degree in Economics. She speaks Polish and French fluently, and has good Russian. During her bachelor’s degree she lived in Warsaw for one year. Her immediate superior says she is calm and mature for her years and a rapid learner, through sometimes over-cautious.

DAVE GLADE is 36 years old and British. He has been working for H&I for ten years. During this time he has become a key person. For the last two years he has been in charge of marketing and public relations. He has dealt with a number of new ventures on behalf of the company, most with great success. He started work as an Office Junior in an insurance company after leaving school at 16. He how has a bachelor’s degree in Economics, which he took as a mature student at 30. He speaks a little Russian and no other foreign languages. He has visited Eastern Europe numerous times on business. His colleagues describe him as pragmatic, hard working and imaginative, but sometimes inclined to steamroller over other people.

ART LEEWARD is American born. He is 35 years old. He has been in the UK working for H&I for eight years – previously he worked for the Bank of America in Chicago. He is a Senior Economist, and has a great deal of experience of joint ventures in Latin America.

He has a bachelor’s degree in Economics, an MBA and a PhD in Political Science. He is the author of ‘Economics and culture: How Multinationals Operate in the Developing World’. He speaks fluent Spanish, but no other foreign languages. He has never previously visited Eastern Europe. His immediate superior says he is exceptionally able.

78

SAMEX

File 1

Glossary

Make sure that you know these words. Find their Russian equivalents.

onshore – on land

pioneering work – work introducing new ways of doing things which others later follow semi-submersible – a structure that is half under water

to contribute to smth – to help in bringing about; have a share in: Plenty of fresh air contributes to good health.

development (of an oil field) – the process of using a natural substance or product in order to make a profit

offshore– in or on the sea

oil field – area where oil has been found

marginal oil field – field having small amount of oil search – exploration

to estimate – to calculate (amount, costs, etc.) viable – able to succeed in operation; feasible savings – sums of money saved for future use

to be scheduled – to be planned for a certain future time peak – the highest point, level

barrel amounts, quantities of oil

to sub-contract – to sign, enter into a sub-contract, either as the party giving it or accepting to perform it

sub-contract (n.) – a contract in which one party, the subcontractor, agrees to provide materials or services needed by the other party to perform another contract, to which the subcontractor is not the party

penalty – agreed sum of money to be paid as a punishment by the party who is guilty of breaking a contract

well (n) – a hole through which oil is drawn from underground appraisal well (n) – a well which is drilled to estimate the reserves of oil