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UNIT 4 H SUCCESS Present and past tenses Complete the rules with the words present simple, present continuous, present perfect, past perfect or past simple. 1 We use the ............ to describe actions and situations which are generally true. Carlos Slim is worth about $67bn. 2 We use the ............ to describe completed actions or events which took place at a particular time or over a period of time in the past. Slim bought Telmex in 1990. 3 We use the ............ to describe current or temporary situations. Petrol is getting more expensive by the week. At the moment, Slim is writing a book about his family. 4 We use the ............ to describe life experiences, the present results of past actions or to announce news. The company hos done well recently. In recent years, Slim hos devolved power to his family. 5 We use the ............ to describe an action which is completed before a time in the past. The office hod closed by the time we got there. Cl Grammar reference page 147 Ill Label the tenses in these sentences based on the article on page 39 and say why those tenses are used. 1 In recent years, Slim has begun to stretch his tentacles north. 2 Aged 11, he invested in government saving bonds. 3 He remains frugal in his tastes. 4 By 15, he had bought a very small shareholding in Banco Nacional de Mexico. 5 Slim is currently looking at investing in distressed assets. a Write an article about Apple for a business magazine. Use these notes, putting the verbs in brackets into appropriate tenses. THE COMPANY • (reinvent) the personal computer with the Macintosh in 1980s • (have) highest brand loyalty of any computer manufacturer • (operate) more than 250 retail stores • (have) informal culture HISTORY • (start) in Cupertino, California, April 1, 1976 • October 23, 2001 : (introduce) the iPod digital music player • Since it was formed 1976, (employ) over 75,000 people worldwide RECENT EVENTS • Recently (rank) first as most admired company overall in Fortune survey • People in survey by CoolBrands recently (vote) the iPhone as world's coolest brand • September 28, 2009 downloads from App Store (surpass) 2 billion WHAT IT IS DOING NOW • Currently (experience) the greatest expansion in its history • Now (focus) on its software more than ever • At time of writing, (offer) students a free iPod Touch with the purchase of a MacBook D Research Carlos Slim on the Internet and write a final paragraph for the article on page 39 saying what he is doing now. 40
UNIT 4 H SUCCESS Three key skills in negotiating are: 1 bargaining 2 checking understanding 3 signalling (drawing attention to what you're about to say). Study the examples of each in the Useful language box below. [I >» CDl.29 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? II >l) co1.29 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. liJ Look at the audio script on page 157 and find an example each of checking understanding and signalling language. D Role-play this situation. A Spanish manufacturer has produced a new range of expensive leather briefcases. A Swiss retailer is considering placing an order for 300 of each design. The Sales Manager and Chief Buyer negotiate the contract. Student A: Turn to page 133. Student B: Turn to page 142. USEFUL LANGUAGE BARGAINING If you increase your order, we'll give you a bigger discount. We can deliver by that date, providing we have the goods in stock. lfwe lowered the price, would you be prepared to increase your order? CHECKING UNDERSTANDING Sorry, could you repeat that? Are you saying you don't have that quantity in stock? So what you're saying is you'll ... SIGNALLING I'd like to make a suggestion. I think we should leave this point and come back to it later. I want to ask a question. How are we going to pay for this? 41
Page 1 and 2: 3rd Edition Upper Intermediate Davi
Page 3 and 4: CONTENTS DISCUSSION TEXTS LANGUAGE
Page 5 and 6: INTRODUCTION What is in the units?
Page 7 and 8: UNIT 1 •• COMMUNICATION m Which
Page 9 and 10: UNIT 1 COMMUNICATION . . . . . . .
Page 11 and 12: UNIT 1 H COMMUNICATION SKILLS Deali
Page 13 and 14: The new Communications Director Bet
Page 15 and 16: UNIT 2 H INTERNATIONAL MARKETING Ma
Page 17 and 18: UNIT 2 .... INTERNATIONAL MARKETING
Page 19 and 20: UNIT 2 INTERNATIONAL MARKETING Bra
Page 21 and 22: UNIT 2 •• INTERNATIONAL MARl
Page 23 and 24: UNIT 3 H BUILDING RELATIONSHIPS Des
Page 25 and 26: UNIT 3 ... BUILDING RELATIONSHIPS I
Page 27 and 28: UNIT 3 ... BUILDING RELATIONSHIPS >
Page 29 and 30: UNIT 3 H BUILDING RELATIONSHIPS Van
Page 31 and 32: WORKING ACROSS CULTURES H DOING BUS
Page 33 and 34: UNIT A H REVISION SKILLS Match the
Page 35 and 36: UNIT A .... REVISION WRITING Read t
Page 37 and 38: UNIT 4 H SUCCESS Read this news rep
Page 39: II Complete this text with the word
Page 43 and 44: You are members of the negotiating
Page 45 and 46: UNIT 5 .... JOB SATISFACTION Synony
Page 47 and 48: UNIT 5 .... JOB SATISFACTION Articl
Page 49 and 50: UNIT 5 H JOB SATISFACTION A headhun
Page 51 and 52: UNIT 5 • JOB SATISFACTION To: Fro
Page 53 and 54: I] B Match these sentence halves fr
Page 55 and 56: AGENCY I\. lEAlA1t1JI ;, -- ,q"' I
Page 57 and 58: UNIT 6 •• RISK l!I Match these
Page 59 and 60: You are directors of WCM. Work in g
Page 61 and 62: WORKING ACROSS CULTURES H WORKING I
Page 63 and 64: UNIT B ,.,. REVISION WRITING Imagin
Page 65 and 66: UNIT B .... REVISION SKILLS Match t
Page 67 and 68: Management qualities B UNIT 7 n- MA
Page 69 and 70: UNIT 7 .... MANAGEMENT STYLES Stude
Page 71 and 72: UNIT 7 •• MANAGEMENT STYLES l!I
Page 73 and 74: UNIT? •• MANAGEMENTSTYLES Manag
Page 75 and 76: fJ Match the prefixes of the words
Page 77 and 78: UNIT 8 ...... TEAM BUILDING Recipes
Page 79 and 80: UNIT 8 .,. TEAM BUILDING Resolving
Page 81 and 82: Area: South-East/West • • • *
Page 83 and 84: UNIT 9 H RAISING FINANCE Financial
Page 85 and 86: UNIT 9 H RAISING FINANCE II Complet
Page 87 and 88: UNIT9 H RAISING FINANCE l!I Researc
Page 89 and 90: Target audience 20-40-year-olds. Fr
Page 91 and 92:
WORKING ACROSS CULTURES .... MANAGI
Page 93 and 94:
UNIT C H REVISION SKILLS Match the
Page 95 and 96:
UNIT C H REVISION SKILLS Complete t
Page 97 and 98:
UNIT 10 •• CUSTOMER SERVICE Com
Page 99 and 100:
UNIT 10 CUSTOMER SERVICE Customer
Page 101 and 102:
UNIT 10 .... CUSTOMER SERVICE El Ho
Page 103 and 104:
4) .. To : I Customer Services Depa
Page 105 and 106:
UNIT 11 H CRISIS MANAGEMENT Handlin
Page 107 and 108:
UNIT 11 •• CRISIS MANAGEMENT by
Page 109 and 110:
UNIT 11 .... CRISIS MANAGEMENT SKIL
Page 111 and 112:
UNIT 11 •• CRISIS MANAGEMENT Sa
Page 113 and 114:
UNIT 12 .... MERGERS AND ACQUISITIO
Page 115 and 116:
UNIT 12 H MERGERS AND ACQU ISITIONS
Page 117 and 118:
UNIT 12 H MERGERS AND ACQUISITIONS
Page 119 and 120:
UNIT 12 •• MERGERS AND ACQUISIT
Page 121 and 122:
WORKING ACROSS CULTURES INTERNATIO
Page 123 and 124:
UNIT D REVISION SKILLS Complete th
Page 125 and 126:
UNIT D .... REVISION PREDICTION AND
Page 127 and 128:
WRITING FILE E-mails E-mails have t
Page 129 and 130:
WRITING FILE Summaries Hispanics ar
Page 131 and 132:
WRITING FILE Reports Parry, Parry &
Page 133 and 134:
ACTIVITY Fl LE 3 Building relations
Page 135 and 136:
ACTIVITY Fl LE 6 Risk, Case study,
Page 137 and 138:
ACTIVITY FILE Working across cultur
Page 139 and 140:
ACTIVITY FILE 9 Raising finance, Sk
Page 141 and 142:
ACTIVITY Fl LE 5 Job satisfaction,
Page 143 and 144:
ACTIVITY FILE 5 Job satisfaction, S
Page 145 and 146:
ACTIVITY FILE 11 Crisis management,
Page 147 and 148:
GRAMMAR REFERENCE IJ Multiword verb
Page 149 and 150:
GRAMMAR REFERENCE IJ Text reference
Page 151 and 152:
GRAMMAR REFERENCE m Conditionals m
Page 153 and 154:
AUDIO SCRIPTS SOO each for Spain an
Page 155 and 156:
AUDIO SCRIPTS AW Well, we're really
Page 157 and 158:
AUDIO SCRIPTS out one from that lis
Page 159 and 160:
AUDIO SCRIPTS operational risks, fi
Page 161 and 162:
AUDIO SCRIPTS Another key feature o
Page 163 and 164:
AUDIO SCRIPTS a short-term relation
Page 165 and 166:
AUDIO SCRIPTS CD3TRACK 18 Hi, my na
Page 167 and 168:
Each side put their cards on the ta
Page 169 and 170:
GLOSSARY boost 1 v. [T] to increase
Page 171 and 172:
GLOSSARY equity n. (U] the capital
Page 173 and 174:
GLOSSARY premium 1 n. [CJ an additi
Page 175 and 176:
GLOSSARY webinar n. [CJ a talk, les
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