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Market Leader Intermediate – Unit 9: International Markets – Listening

A. Andy Simmons is a partner at The Gap Partnership and is an expert on negotiating. Listen to the first part of the interview. What three things does Andy say are important in negotiating?

Đáp án:

Create an environment where people can do; keep the learning fresh; look at the feedback from negotiations

B. Listen to the second part and complete the gaps.

In fact, this concept of ………… (1) – that’s what we teach – says that there is no one way, there are many ………… (2) ways, ranging from the very ………… (3), very high……….. (4) negotiations that are generally win-lose, all the way through to the very, very …………… (5) negotiations, which are deemed as ……….. (6). And there’s no right or ……….. (7), or there’s no good or bad, it’s just what’s appropriate to the ……… (8).

Đáp án:

1. appropriateness

2. different

3. competitive

4. conflict

5. co-operative

6. win-win

7. wrong

8. circumstances

C. Listen to the final part and answer the questions.

1. What behaviours are appropriate for being a good negotiator?

2. How do you tell if there is more scope for negotiation?

Đáp án:

1. Be versatile, be adaptable, be able to change behaviour according to circumstances, be able to manage conflict and the pressure of face-to-face negotiation, be able to plan effectively, be analytical, be open-minded and creative, have self-discipline

2. Listen for certain language cues – soft exposing give-aways.

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Vocabulary Market Leader Intermediate – Unit 9: International Markets – HocHay

A. Listen to the first part of a radio interview with Ian McPherson, an expert on international trade. Complete the definition of free trade he gives.

It’s a situation in which goods come into and out of a country without any ………….. (1) or ………… (2). Countries which truly believe in free trade try to ………… (3) their trade, that’s to say, they take away ………… (4), to trade. […]. They have open ………… (5) and few controls of goods at …………. (6)

Đáp án:

1. controls

2. taxes

3. liberalise

4. barriers

5. borders

6. customs

B. Listen to the second part of the interview. Note down five things which stop people trading freely. Explain briefly the meaning of each one.

Đáp án:

1. Tariffs – these are taxes on imported goods (they raise the price of goods and make them more expensive)

2. Subsidies to domestic producers – money given to them by the government

3. Quotas – limits on the number of goods that can be imported

4. Expensive import licences – special permission to import goods

5. Complicated regulations for documents – make trade slower and less attractive

C. Listen to the third part of the interview and do these exercises.

1. Choose the best answer.

When there is a policy of deregulation, …

a) companies compete freely.

b) there are a lot of government controls.

c) companies must follow regulations.

2. Which benefits of free trade does Ian McPherson mention? Tick the ones you hear.

a) greater choice of goods

b) better-made products

c) lower taxes

d) better pay

e) a wider choice of jobs

3. Complete the gaps.

Some countries do not practise free trade because they wish to:

• fight against ……….. (a) competition, for example, dumping;

• protect their ……….. (b) industries, which are important to their economy;

• be less reliant on ………… (c), because their own economies need developing.

4. Answer the questions.

a) What trend in international trade does Ian McPherson mention?

b) Why does he think the trend is a good one?

Đáp án:

1. a

2. a, b, d

a) unfair

b) strategic

c) imports

a) The trend towards liberalising trade and removing trade barriers

b) Because the most successful economies tend to have open markets and most of their industries have been deregulated.

D. Use the words and phrases in the box to complete the table below. Use a good dictionary to help you.

barriers open borders free port developing industries dumping tariffs strategic industries restrictions quotas laissez-faire liberalise customs deregulation subsidise regulations

Open markets Protected markets

(Trade without restrictions on the movement of goods) (Trade with restrictions on the movement of goods, for example, import taxes)

Đáp án:

Open markets Protected markets

open borders, free port, laissez-faire, liberalise, deregulation barriers, developing industries, dumping, tariffs, strategic industries, restrictions, quotas, customs, subsidise, regulations

E. Match the sentence halves.

1. We’re trying to break into a) all regulations if you want the delivery to go through without problems.

2. You should carry out b) the delivery date, let us know as soon as possible.

3. If you would like to place c) insurance cover for the shipment.

4. If you can’t meet d) a market survey before you make a major investment.

5. They’ve quoted e) the Japanese market.

6. let us know if you want us to arrange f) an order, press one now.

7. It’s essential to comply with g) us a very good price for the consignment.

Đáp án:

1. e

2. d

3. f

4. b

5. g

6. c

7. a

F. Find verb + noun partnerships in the sentences in Exercise E.

Which of them is normally done by:

a) the supplier?

b) the buyer?

c) both the supplier and the buyer?

Đáp án:

1. to break into a market

2. to carry out a survey

3. to place an order

4. to meet a delivery date

5. to quote a price

6. to arrange insurance cover

7. to comply with regulations

a) 1, 4, 5

b) 2 , 3

c) 6, 7

Language Review Market Leader Intermediate – Unit 9: International Markets – HocHay

A. Choose the correct verbs to complete the sentences.

1. If you give us / ‘II give us a discount of 5%, we’ll place / place a firm order.

2. Will you deliver / Do you deliver by November if we pay / ‘II pay the transport costs?

3. If you will lower / lower your price by 5%, we buy / ‘II buy at least 4,000 units.

4. Would / Does it help you if we sent / ore sending the goods by air?

5. If you aren’t improving / don’t improve your delivery times, we ‘ll have / had to find a new supplier.

6. If we will join / joined an association of producers, we would get / will get a better price for our coffee.

Đáp án:

1. give us; ‘II place

2. Will you deliver; pay

3. lower; ‘II buy

4. Would; sent

5. don’t improve; ‘II have

6. joined; would get

B. Naoko Nakamura, a buyer for a large Japanese department store, is negotiating with li Bai, Sales Director for a clothing company in Hong Kong. Listen and complete the conversation.

Naoko: If I ………… (1) 30,000 silk scarves, what discount will you offer us?

Li: On 30,000, nothing. But if you buy 50,000 scarves, then ………… (2) offer you 10%.

Naoko: OK, I’ll think about that. And tell me, if we placed a very large order, say 80,000 units, ……………………………………….. (3) to despatch immediately?

Li: We can normally guarantee to despatch a large order within three weeks. But if you ………… (4) at a peak time, like just before Chinese New Year, it will be impossible to deliver that quickly.

Naoko: I take it your price includes insurance?

Li: Actually, no. Usually, you’d be responsible for that. But if the order …………. (5) really large, that would be negotiable, I’m sure.

Naoko: What about payment?

Li: To be honest, we’d prefer cash on delivery, as this is our first contact with you. If you ………… (6) a regular customer, ……………………………… (7) you 30 days’ credit, maybe even a little more.

Naoko: That’s all right. I quite understand.

Li: Look, how about having some lunch now, and continuing later this afternoon? Then we could meet for an evening meal. I know an excellent restaurant in Wanchai.

Naoko: Yes, let’s continue after lunch. If I had more time, ……………………………. (8) to have dinner with you, but unfortunately, my flight for Tokyo leaves at eight tonight, and I need to be at the airport by six.

Đáp án:

1. order

2. we’ll

3. would you be able

4. order

5. was

6. were

7. we would offer

8. I would love

C. Make a list of the conditional sentences in the dialogue in Exercise B. For each sentence, decide if the events are:

a) very likely

b) less certain or imaginary.

Đáp án:

a) If I order 30,000 silk scarves, what discount will you offer us? If you buy 50,000 scarves, then we’ll offer you 10%. If you order at a peak time, like just before Chinese New Year, it will be impossible to deliver that quickly.

b) If we placed a very large order, would you be able to despatch immediately? If the order was really large, that would be negotiable. If you were a regular customer, we would offer you 30 days’ credit. If I had more time, I would love to have dinner with you.

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Bài Giải Market Leader Intermediate

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Sách Market Leader Upper Intermediate

Market Leader Upper Intermediate – Unit 4: Success – Skills

A. Listen to a negotiation between an exporter of Turkish rugs and the Head Buyer of a chain of department stores. Answer these questions.

1. What agreement do the exporter and buyer reach concerning a) quantity, and b) discount?

2. What delivery date does the buyer want? Is she sure to get what she wants?

Đáp án:

2. She wants the goods by the end of the month; it is not certain that she will get what she wants.

B. Listen again and complete these sentences.

1. If you place an order for only 50 rugs, we can offer you a ………… of 5% …

2. ‘Supposing we increased our order for your ………… rugs, what discount would you give us?’

‘Well, what sort of quantity do you have …………………… ?’

3. ‘OK, if we ordered 100 rugs, made in Esme, would you ………… the discount?’

‘No, not double it, but we’d be ………… to increase it to 7%. That’s pretty generous I’d say.’

‘That sounds fairly ………….’

4. ‘Could you get the rugs to us by the end of this month?’

‘Mmm, that’s ……………………………… – I honestly don’t know.’

5. I’d like to make a …………. I’d be ………… to place an order for 150 standard rugs if you could give us a discount of 10% …

6. OK, if I’m certain we can supply you that quantity by the end of the month, you’ve got ……………………. We’ll give you 10% off ……………………………… for that amount.

2. standard; in mind

3. double; willing; reasonable

4. asking a lot

5. proposal; prepared

6. a deal; the list price

A. Read the article on the opposite page and correct the six mistakes in this paragraph about Carlos Slim.

Carlos Slim is probably the richest man you have ever heard of. The major influences on his life were his father, Julian, who was born in Mexico, and Jean Paul Getty. He studied finance at Harvard University and on graduating set up as a stockbroker. He made a lot of money in the Mexican recession of 1982, selling his assets in the middle of the crisis. In 1990, Slim gained control of Telmex, which owns 90% of Mexican telephone lines and is the largest part of Slim’s empire. Slim is also involved in charity through his Carso Foundation.

Đáp án:

Carlos Slim is probably the richest man you have never heard of. The major influences on his life were his father, Julian, who was born in Lebanon, and Jean Paul chúng tôi studied civil engineering at university in Mexico City and on graduating set up as a stockbroker. He made a lot of money in the Mexican recession of 1982, buying his assets in the middle of the crisis. In 1990 Slim gained control of Telmex, which owns 90% of Mexican telephonelines and is one of the largest parts of Slim’s empire. Slim is also involved in charity through his Carso Foundation

B. Match the words on the left with words on the right to form word partnerships. Then check your answers in the article.

c) recession

Đáp án:

1. b

2. g

3. e

4. f

5. d

6. a

7. c

C. Complete this text with the word partnerships from Exercise B.

In 2008, influenced by China’s success and its appetite for commodities, shipowners went on a ………… (1), and ………… (2) of vessels reached an all-time high. The ………… (3) came the following year with the housing crisis, credit crunch and …………(4) in the United States, which led to a ………… (5). Orders for ships dried up, and department stores and ………… (6) throughout the world had empty shelves. However, business is recovering and there has been a transformation of the industry from one that relied almost exclusively on a shipowner’s innate …………(7) to today’s highly sophisticated finance-based industry.

Đáp án:

1. buying spree

2. annual sales

3. turning point

4. economic crisis

5. global recession

6. retail outlets

7. business acumen

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Reading Market Leader Intermediate – Unit 4: Organisation

Market Leader Intermediate – Unit 4: Organisation – Skills

A. Listen to the three conversations. Choose the correct description for each one.

a) Greeting someone and talking about the weather

b) Introducing another person

c) Introducing yourself and giving information about your company

d) Greeting someone and talking about the past / changes

Đáp án:

B. Listen to the first conversation again and answer the questions.

1. Which of these expressions do you hear?

a) Nice to see you again.

b) Fine. thanks.

c) Excellent!

d) How about you?

e) I changed my job last year.

f) I’m in banking now.

2. Who is Head of Marketing?

3. Who now works in finance?

Đáp án:

b,d,e

Alex

Maria

C. Listen to the second conversation again and complete the chart.

Name Company Activity

Bob Danvers

Karin Schmidt

Đáp án:

Name Company Activity

Bob Danvers Clear View outsourcing business; supplied companies and organisations with various services including IT, office equipment, travel and cleaning services

Karin Schmidt MCB market research

D. Listen to the second conversation again and complete this extract.

Bob: Well, we’re basically an …………(1) business. We supply companies and organisations with various services including IT, …………………..(2), travel and even cleaning services.

Karin: I see. And is it a new company?

Bob: No, we’re well established. The company was ………… (3) in the mid-1980s, and we’ve been growing rapidly ever since. It’s organised into four …………. (4). We have over 7,000 …………(5); we’ve got our …………(6) in London and …………. (7) in New York, Cape Town and Sydney – so we’re pretty big.

Đáp án:

outsourcing

office equipment

founded

divisions

employees

headquarters

offices

E. Listen to the third conversation again and answer the questions.

What expression does Frank use to introduce Nathalie?

Why could Nathalie be helpful to Christoph in his work?

What interest do they share?

Đáp án:

Christoph, I’d like you to meet Nathalie.

She speaks fluent Spanish, so could help him deal with South American customers.

Sailing

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Reading Market Leader Intermediate – Unit 4: Organisation– HocHay

A. Read paragraph 1 of the article and choose the best definition for perks.

a) happiness and confidence in the workplace

b) something your employer gives you in addition to your pay

c) high-quality food and drink

Đáp án: b

B. Read the article. Look at these key phrases that summarise paragraphs 1-3. Then write similar phrases for paragraphs 4-7

Philosophy behind the perks

Competitions and celebratory funds

Celebrating special events / friendly place to work

Đáp án:

Making offices interesting places to be

Intellectuallychallengingwork

A culture of autonomy and empowerment

Learning and development programme

C. Decide if the statements are true (T) or false (F). Correct the false ones.

Google promotes the idea of staff getting together.

Every month, managers get money to build teamwork or reward staff.

Ninety percent of Google Italy workers thought it was a friendly place to work.

The furniture in Google offices is different to that in most offices.

The work is challenging, and you need a university degree to work there.

Employees know what their objectives are and have the freedom to achieve them.

Employees have the opportunity to listen to well-known or important authors.

Đáp án:

F. One hundred per cent of Google Italy workers thought it was a friendly place to work.

F. There is no mention of the qualifications needed to work there.

D. Match these nouns from the article (1-5) to their meanings (a-e)

accomplishments (paragraph 2)

initiatives (paragraph 3)

autonomy (paragraph 6)

empowerment (paragraph 6)

faculty (paragraph 7)

a) important new plans to achieve an aim

b) success in doing something

c) giving people the power to do something

d) teaching staff

e) independence/freedom to make your own decisions

Đáp án:

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