PRESENTATIONS

Good morning, ladies and gentlemen! Im Georgios McLean and I am a global villager. I would like to say, first of all, thank you for coming. A wise man once said that to travel is to live. I would like to tell you today what living has been like before e-travelling was invented. The purpose of my presentation is to make you reinvent yourselves as well as to reconsider your status as global villagers. To start with Ill talk about the meaning of travelling. Then Ill draw your attention on what travelling meant for non-global villagers. After that, Ill describe some of the most impressive and remarkable travelling experiences in the past. Finally, Ill summarize my presentation (before concluding with some recommendations). I shall take about 15 minutes of your time. If you have any questions, Ill be glad to try to answer them at the end of my talk. First of all, Id like you to take a look at the definition we can find in any dictionary: to travel is to cover a distance by making a journey through and around an area. Light travels faster than sound. I love travelling. The Dalai Lama doesnt love travelling, I guess, as much as I do, but he has travelled the world drawing attention to Tibetan grievances. You travel to work by train and we all get travelling expenses for our business trips. News travels quickly these days. I bet your mind often travels back to your childhood. Sometimes we get travel-sick. And you all agree with me that lighter wines often travel badly. At the Bank of External Trade, visitors can exchange foreign currency and travellers cheques. We are all widely-travelled global villagers. We no longer book our holidays through our local travel agent. We simply e-travel. And as I see it by the way you are all starring at me, Im sure you think Im selling you Travellers Tales which I am not. Thats all I have to say about what travelling strictly means. Now, lets turn to something different. I want you all to realise the complexity of any travelling experience. They say that when you travel from one place to another, your inner self splits and you leave bits of your self behind. That is why once you travelled to a place, you never stop thinking about it and you are already planning your return. As I said at the beginning, travelling about the world is such a normal part of the modern life that we can easily forget what it meant before modern technology changed our lives completely. Ill return to this point in a few minutes. Until well into the 19th century, anyone who left home needed considerable funds, time and spirit. Such an arduous undertaking would have called for noble purposes. Why did they do it in the first place? To go on pilgrimages? To plunder? To find themselves? To explore? To write books? To serve empires? Or they travelled just to find a place where they could become somebody else? I am not interested in finding any answers since perhaps they are not for us to find. I

am just raising some questions for you to ask yourselves later. Now in the first part of my talk I said I would focus on several past travelling experiences. One of the most famous travellers in European history, Marco Polo, the 14th century Italian explorer, has left behind fascinating puzzles: did he really go where he said he went? What is believable and what is make-believe? The experts tend to think that Marco Polo did go to China while Frances Wood, Head of the Chinese Department at the British library, argues that it is unlikely. Maybe well never know the truth The man who almost single-handedly changed the whole concept of travel in the modern world was Thomas Cook. Taking advantage of the technical innovations, the railway in particular, Cook made it possible for the very first time in the history of the working-class and middle-class travellers, including women, to move cheaply and safely across Europe and eventually the world. He actually developed the leisure travel, although at first Cooks dream for the masses was self-improvement. One of the most extraordinary 19th century adventurers was the explorer, scholar, linguist and diplomat Richard Burton. He became famous for his visit to Mecca, although he was not a Muslim. Together with Speke, he searched for the source of the Nile. He made a name for himself for his ethnographic descriptions of West African tribal life and his unsurpassed translation of the Thousand and One Nights. The lands of the old Ottoman Empire, the Orient as they called it, were for almost a century the ultimate destination for many European travellers who went to lose their European selves and find paradise. Isabelle Eberhardt, of Russian-Swiss origin, went to Algeria at the end of 19th century. She joined a Muslim brotherhood and travelled alone dressed as a man across the desserts and became an Arab, identifying completely with the land and the culture. Now to sum up, modern technology has indeed brought e-travelling to us and we are grateful for that but we should always remember these wonderful past travelling experiences in the absence of which we wouldnt be here today. In fact I think we should all go back to the basics and forget about e-travelling benefits for a while and travel exactly the way they did so many years ago. Thats all I have to say for now. May I thank you all for being such an attentive audience. Now Ill try to answer any questions you may have. I 1. Here are some steps which Georgios has used in planning his presentation above. Choose the five steps which you think are the most important for the making of a successful presentation in their order of importance. a. Set the objectives of the presentation. b. Collect your material. c. Research the topic.

d. Select the points which you think are the most relevant for the situation you have defined. e. Group the points which have some common thread, each group having a rough heading at this stage, such as historical background / features of the project / practical problems. f. Analyse the needs of the audience. g. Sequence these groups (e) into an order which will make most sense for the audience. h. Consider ways of linking the groups together to make advantages clear. i. Review the advantages and finish with a clear closing statement. j. Provide time for audience questions. k. Prepare visual aids. l. Practise the entire presentation. A presentation is a prepared talk given by a speaker to one or more listeners. Most presentations are divided into three parts (+ questions): 1. INTRODUCTION 2. BODY 3. CONCLUSION Questions As a general rule in communication, repetition is the key to a successful presentation. The golden rule about repetition or the three S rule is: SAY WHAT YOU ARE GOING TO SAY SAY IT THEN SAY WHAT YOU HAVE JUST SAID In other words, in the introduction we let our listeners know what we are going to say. In the body we say what we have announced before. In the conclusion we summarize what we have said so far. 2. Identify the introduction, the body and the conclusion of the presentation above. Has the speaker applied the three S rule? Before describing each part of the presentation, it is important to know how to get prepared for the presentation. Objectives What will be the change you wish to bring about in your audience? Do you want to amuse them? Do you want to inform them?

Do you want to persuade them? Do you want to train them? Or do you want to do them all? Audience structure What type of people are they? How many will there be? What mood will they be in? What is their level of knowledge on the subject? What is their level of English? Time limit How much time do you need for your presentation? How much time does the audience have for your presentation? How long can they concentrate? Budget How much do you need to spend on preparing your talk and visual aids? Location Will you be on a platform, in an office or in a conference room? How far will you be from the audience? Will you need to raise your voice? Do you plan to use visual aids? Will al the equipment be there? Who will operate it? They say that the most important piece of equipment in any presentation is the speaker himself. They suggest that the speaker or the presenter should make sure if he / she is in full working order. He / she should also check his / her personal presentation carefully before others will. 3. a. What equipment do you think Georgios McLean makes use of in his presentation ? b. What equipment do you think you need for a successful presentation ? Here is a list with the most useful technical devices that could be of great help to any speaker. The OHP or the overhead projector displays overhead transparencies (OHTs or OHPTs). It has several advantages over the 35mm slide projector: it can be used in daylight ; the user can face the audience ; the user can write or draw directly on the transparency while in use. The whiteboard (more rarely blackboard or greenboard) is a useful device for spontaneous writing - as in brainstorming, for example. For prepared material, the OHP might be more suitable. The duster is used for cleaning the whiteboard. It is essential that the duster be clean to start with. Markers are used for writing on the whiteboard (ink can be removed) or flipchart (ink cannot be removed). They are usually available in blue, red, black and green.

The flipchart consists of several leaves of paper that can be turned over. Some people prefer the flipchart to the whiteboard, but its use is limited to smaller presentations. The slide projector - which must be used in a darkened room - adds a certain drama. Some slide projectors can be synchronised with audio for audio-visual (AV) presentations. These projectors are typically used for larger presentations. The majority take 35mm slides or transparencies (as seen here), but projectors for 6x6cm slides are also available. Transparencies are projected by an overhead projector or a slide projector onto a screen - in this case a folding screen which can be packed up and transported The notebook computer is increasingly being used to display graphics during presentations. It is often used in conjunction with an overhead projector, which actually projects the image from the computer screen onto the wall screen. Handouts are any documents or samples that can be handed out or distributed to the audience. It is not usually a good idea to distribute handouts before the presentation. The audience will read the handouts instead of listening to the presenter.

They argue that the most important part in any presentations is the introduction. It is, of course, the first impression that the audience have of you. And although first impressions are not necessarily correct, it is vital for the speaker to concentrate on getting the introduction right. There are four easy steps which make the presentations successful: Welcome the audience Introduce the subject Outline the structure of the presentation Give instructions about questions

The body is in fact the real presentation. It should be well structured, divided up logically, with plenty of carefully spaced visuals. Signposting plays a major part at this stage of the presentation. What is signposting ? Well, when you drive on the roads, you know where you are on those roads. Each road has a name or number. Each town has a name. And each house has a number. In other words, it is easy to navigate the roads. You cannot get lost. When a presentation is performed, the audience should not get lost either. They should always know where they are and what is coming next. The presenter should put up signposts for his / her audience at the beginning and all around the route. This presentation technique is called signposting or signalling. There are some key recommendations to highlight during the presentation of the body including: do not hurry be enthusiastic give time on visuals maintain eye contact modulate voice look friendly

keep to the structure use notes signpost throughout remain polite when dealing with difficult questions

Before the speaker concludes his / her presentation, he /she should not forget to: sum up (give recommendations if appropriate) thank the audience invite questions

Language is extremely important. Using the right words makes the difference between a successful presentation and a disastrous speech. In the table below there are the most useful phrases for a successful presentation. Good morning / afternoon / evening, ladies and gentlemen. Good morning, everybody. I am ./ My name is . and I am (marketing director etc) of I am going to talk today about Id like to say a few words about Id like to explain you today The purpose of my presentation is I shall take about of your time. I aim to talk to you for about This will take about To start with Ill Then Ill After that Ill Finally Ill summarize my presentation (before concluding with some recommendations) Ive divided my talk into parts. The subject can be looked at under main headings. During my talk Ill be looking at main areas. Do feel free to interrupt me if you have any questions. Ill try to answer all your questions after the presentation. If you have any questions, Ill be glad to answer them at the end of my talk. I plan to keep some time for questions after the presentation. WELCOME THE AUDIENCE

INTRODUCE THE SUBJECT AND TIME LIMIT

OUTLINE THE STRUCTURE

GIVE INSTRUCTIONS

Id like to start by... Lets begin by First of all IllTo start with, then, Id like to consider Starting with Ill begin byFirst of all, Id like to look at Well, I've told you about... That's all I have to say about... We've looked at... So much for... So that, then, is Now weve looked at Now we'll move on to... Let me turn now toNext... Turning to... I'd like now to discuss... Let's look now The next point Id like to make is Where does that lead us? Let's consider this in more detail... What does this mean for ? Translated into real terms For example,... A good example of this is...As an illustration,... To give you an example,... To illustrate this point We'll be examining this point in more detail later on... I'd like to deal with this question later, if I may... I'll come back to this question later in my talk... Perhaps you'd like to raise this point at the end... I won't comment on this now... To conclude,... In conclusion,... Now, to sum up... So let me summarise/recap what I've said. Finally, may I remind you of some of the main points we've considered. In brief, we have looked at Thats all I have to say for now. (I think) that covers most of the points. That concludes my talk. Many thanks for your attention. May I thank you all for being such an attentive audience. Now I'll try to answer any questions you may have. Can I answer any questions? Are there any questions ? Do you have any questions? Are there any final questions ? Any questions ?

SIGNPOSTING I: INTRODUCE THE FIRST POINT SIGNPOSTING II: FINISH ONE SUBJECT SIGNPOSTING III: START ANOTHER SUBJECT SIGNPOSTING IV: ANALYSE A POINT AND GIVE RECOMMENDATIONS SIGNPOSTING V: GIVE AN EXAMPLE SIGNPOSTING VI: DEAL WITH QUESTIONS

SUMMARISE

CONCLUDE THANK THE AUDIENCE INVITE QUESTIONS

4. Identify the phrases Georgios MacLean uses in his presentation - welcome the audience - introduce the subject and time limit - outline the structure

give instructions signpost summarise conclude thank the audience invite questions

5. Do you think the presentation you have analysed is successful? Give reasons for your answer. 5. In his presentation, Georgios McLean has raised questions on the benefits of etravelling. Try your hand at a presentation of your own. Choose your subject from the other e- concepts you have learnt about in UNIT 5 (U5:IV). II They say that when you travel from one place to another, your inner self splits and you leave bits of your self behind. Now in the first part of my talk I said I would focus on several past travelling experiences. LANGUAGE NOTE There are two ways of relating to what another person said: direct speech and indirect or reported speech. In direct speech we repeat exactly what the other person said. Example: She said, Go for it! Dont wait for the confirmation letter! The statement of another person which is thus repeated is placed between quotation marks, and a comma or a colon is placed immediately before the statement. We use indirect or reported speech when we are telling someone what another person said, wrote or thought on a previous occasion. We can report both statements and questions. The reporting verb say / tell may be in the present or past. Most reporting verbs are, however, in the past. Quotation marks are not used in reported speech. There is no comma after the reporting verb say / tell. Tense changes occur when we report on what another person said. The reporting verb is in the present when the reference is general or to the present time in situations such as circulating rumours ( e. g. a little birdie tells me youre talking to a head hunter), passing on messages sometimes over the phone (e.g. He says you must come in now. Hes ready to talk to you // Mr Babel is on the line. He says he is eager to talk to you.), reading a newspaper (e. g. The article says e-travelling is changing our live completely), generally reporting on statements with no specific time reference (e.g. The instructions say that red means out of order and green switched on), reporting something

someone says very often (e. g. Shes always complaining about her son. Shes always asking how I have managed so well with my own). 1. Here are some of the statements you have overheard this morning in conversation between a female colleague and a male colleague.. Arrange them to make sense. Repeat exactly what you have heard. Apply direct speech rules. Yesterday he gave me one of those looks. I hate the marketing director. I really do. Yes, I know what you mean. I should have slapped him when I got the chance. He is really disgusting. I think I know what you should do: Sue him! One day he called me to his office. When I got there, he didnt have his shirt on. What a perverse! There is nothing I can do. I am just a subordinate. I report directly to him. Why? What happened? Have you noticed the way he dresses? Yes, indeed. Why didnt you do it? 2. Complete the following phone conversation. Apply the reported speech rules for the reporting verbs in the present. Be careful with the tenses. The verbs in the brackets are in the infinitive. The first reporting verb has been completed for you. Mr Babel: Secretary: Mr Babel: Could I speak to Ayanna Chavez, please? Whos calling, please? This is Bart Babel from R&D. I havent been able to locate her all morning. I know she is flying to Bucharest late this evening but I thought I could still catch her before she leaves. I hope you will manage to locate her. It is rather urgent and I need to talk to her today. Secretary: Could you hold on a moment? (to Mrs Chavez who has just entered the room) Mr Babel is on the line. He says he ________(not be able to) locate you all morning. He also _______ (say) he ________ (know) you ________ (fly) to Bucharest late this evening but he _______ (think) he _______ (can) still catch you before you _________ (leave). He ________ (hope) I _________ (manage) to locate you. He ________ (claim) it ________ (be) rather urgent and he ________ (need) to talk to you today. Mrs Chavez: OK. Put him through. 3. Report indirectly on the following rumours or general statements with no specific time reference: a. Taxes are rocketing. b. The President suffers from a terrible disease. c. To turn it on, press the blue button. d. Many of Britains company chiefs are overpaid.

e. Global markets call for global brands from global companies managed globally. f. If you work for a multinational in Romania, you can afford to go on holidays abroad once a year. g. The government is trying to create jobs by easing of taxes and regulations. h. There will be 5 working days of 6 hours each a week and the rest will be leisure time. 4. Report indirectly on the following complaints your colleagues often make. Fill the gaps by using the verbs in brackets. Be careful with the tenses (the verbs in brackets are in the infinitive). LANUGUAGE NOTE We use the present continuous tense to refer to repeated actions, especially when making complaints. Adverbs such as constantly, continually, forever, always, repeatedly can be used with the present continuous in such situations. b. They _______ always ________ (talk) about money. c. From the moment they enter the office building they ______ continually _____ (ask) what time it is. d. They _________ (complain) they _________ (work) too much. e. They _________ (call) friends and relatives from the office and they ________ (spend) hours talking about everything they did at the weekend. f. If they run short of paper at home, they __________ (take) some from the office. g. They ________ (think) they ________ (work) too hard. h. They ________ (complain) the company _________ (pay) them too small wages. i. They ________ (say) that everything _______ (be) very expensive and they _______ forever _______ (tell) each other how much they paid for one thing or another. j. They ________ always_______ (surf) the net in search of other jobs. k. When they leave the office, they _______ always ________ (forget) to turn off their PCs.

LANUGUAGE NOTE Tense changes often occur in reported speech or indirect speech because there is an interval between the original spoken words and the time when they are reported. In reported or indirect speech we do not usually repeat the speakers exact words. Reporting usually takes place in the past, so the reporting verb is in the past. As a result, the tenses in the reported statement are usually moved back. The golden rule for the reporting verb in the past is present becomes past and past becomes past perfect. Past modals and past perfect are not changed when reported since they cannot be moved

far back than they already are. The golden rule also applies for pronouns and time adverbials. The most significant changes are included in the table below. DIRECT SPEECH INDIRECT / REPORTED SPEECH Statements He says, We invest more in advertising. He said (that) they invested more advertising. He says, We are investing more in He said (that) they were investing more advertising. advertising. He says, We have invested more in He said (that) they had invested more advertising. advertising. He says, We invested more in He said (that) they had invested more advertising. advertising. He says, Well invest more in He said (that) they would invest more advertising if we can. advertising if we could.

in in in in in

He says, We may be able to invest more He said (that) they might be able to invest in advertising. more in advertising. He says, We will invest more in He said (that) they would invest more in advertising. advertising. He says, We could / might / should / He said (that) they could / might/ should / must invest more in advertising. must invest more in advertising. Pronouns I / you He / she We / you They Me / you Him / her Us / you Them Time Adverbials yesterday the day before / the previous day today that day tomorrow the day after / the following day last the previous next the following this that In a reported statement such as She said she is 28 years old, the reporting verb is indeed in the past. However, the verb in the reported statement is in the present. It means there is no tense change because things reported are still true at the moment of speaking. 5. Report indirectly on the presentation Georgios McLean made on e-travelling. 6. When writing the minutes of a meeting, a presentation or a report, we use a variety of reporting verbs. Underline the reporting verbs used in the following minutes. Make up sentences of your own with all the reporting verbs you can find.

Minutes of the meeting at the Head Office of GTC (global travel company) on July 11, 2004. Present Claude Leland (Chairman) Bart Babel (R&D) Dawn Kioshi (Accounts) Ayanna Chavez (Sales) Subject Hotel facilities plans. The minutes of the last meeting were confirmed. I CL opened the meeting and underlined the importance of reaching a decision on the restaurant facilities plans. Each person in attendance was invited to state his / her position concerning the feasibility study which was presented by the chairman. II BB (the initiator of the project) pointed out that it would be a major contract and explained that the restaurant facilities plans had a major influence on the whole project for the following reasons: - the company would be able to expand into new profitable areas - it could globally attract netizens - it would enhance the companys reputation III DK agreed that the project was viable for the following reasons: - the Global Bank were favourable and ready to finance - the level of risk was within acceptable limits - prices in construction raw materials were plunging - local labour in exotic places is cheap She claimed that estimates from local sub-contractors indicated that profit margins would be high. IV AC stated that the market survey that her department conducted showed that the colour therapy lamps would make huge profits for GTC and she suggested that they should include them in all the restaurants, shops or in the spa centre. She also mentioned that she had implemented the same marketing strategy before and it worked amazingly well. She made it clear for everybody that breaking into a market with two products at the same time would be the best solution. V CL emphasized the importance of the market survey conducted by Ayannas department. He closed the meeting and announced that he would call another meeting to discuss all the plans in detail.

7. Read the following conversation which occurred during a meeting. Report indirectly on the statements of each participant. Dont forget to apply indirect speech rules. Mr Leland: Good afternoon, ladies and gentlemen. I would like to thank you for being able to attend the meeting at such short notice. Unfortunately, Georgios McLean couldnt make it because he is still in Bucharest to make a presentation on e-travelling and to meet some of our Romanian agents and clients. Im sure we all appreciate that we need to come to an agreement as soon as possible. Im also positive that we wont be able to cover all the issues today but at least we should be able to decide on the importance of the restaurant facilities plans for the project as a whole. We have already decided on the entrance lobby design and I think you all agree with me that it was the best choice. Perhaps, you could start, Bart, by reminding us of the options. Mr Babel: Yes, weve investigated more types of restaurant facilities and weve narrowed down the number of alternatives to six, a seafood restaurant, a chicken U-like restaurant, a baked potato restaurant and a cocktail bar, a tea room and a coffee lounge. All the other options were not globally appropriate for our project. Mrs Kioshi: Well, I think you have narrowed down too much if you ask me. In my opinion a seafood restaurant is too ambiguous to start with. Of course it is obvious that all the dishes are based on seafood ingredients but it must have a style, for example seafood in Japanese cuisine, seafood in French cuisine etc. Mr Babel: Im afraid you are missing the point here, Dawn. We are the global villagers, arent we? We no longer make the difference between Japanese and French seafood delicacies. All the global villagers who are our customers will not be interested in knowing the difference either. Mrs Chavez: Bart is right. We have been already part of the system for so many years. I dont see why you havent acknowledged that, Dawn. As far as I am concerned, Barts proposal is excellent. However, dont you think there are too many bars? Mr Babel: Well, I thought of separating the types of bar facility into three because the market research we did showed that global villagers wouldnt like to have their cakes and eat them too. They would like to enjoy coffee together with other people who do the same. They would hate seeing anybody there who is having a nice cocktail while he / she is just having a tea. Mr Leland: I see. Well, I think we could all agree that Barts choice is the best we could come up with. I would like to draw your attention on the fact that all this will globally attract netizens not to mention that this will mean huge profits for GTC and, of course, an improvement of our reputation as market leaders. Now perhaps we could move on to the financial issues and ask Dawn to fill us all in

8. Say or tell? Complete the sentences by using either say or tell. Be careful with the tenses the verbs in brackets are in the infinitive. She ______ nothing to me at the meeting yesterday. I could ______ you a thing or two about him. He ______ me the news: congratulations! She _______ that the CEOs wife was having an affair with the marketing director. They _______ he is very fond of her. I cant _______ you how excited I am! Promise you wont _______ ! Who ______ I cant swim? Of course, I can. I am the best swimmer in the whole company! Its hard to _______ if they went on the business trip together. Be quiet! I have to _______ something to all of you. The only way to _______ if you got the promotion is to ask the head of the department. Ill _______ what lets forget about it. It was just a misunderstanding. I know why no one has talked to me the whole week. Someone ________ tales about me. Never _______ die: you might still be called for the job interview. I havent seen anyone like him before: he wouldnt _______ boo to a goose. Could you _______ me the time? To ________ the truth, I havent finished the report. Just _______ the word and Ill call him right away. He seems to be extremely generous but you can never ________ . I want a ________ in the management of the hotel. What is the journalist trying to ________ in his column? I saw a notice which _________ Keep out! I cant ________ I blame them for the damage. You could convene the meeting in , ________ , two weeks. ______ I save your life. How would you repay me? He left the building before you could ________ Jack Robinson. I wouldnt ________ no to a promotion. My boss _______ me I am not efficient. What do you _______ ? He _______ me, If you dont invest more, you _______ no to fortune! He _______ that he would bring me a book that _______ me all I needed to know about presentations. Mothers love to ______ I ______ you so! The police should stop searching for any evidence. You know what they ______, dead men _______ no tales. You _________ you are apending the weekend on the Mediterranean coast of Tunis. ________ that to the marines!

 LANGUAGE NOTE SAY and TELL are both used to report information. They can be followed by that but it is not necessary. Say reports the actual words used. Tell is followed by a word which indicates the person receiving the information. In other words, we use tell to make it clear who received the information. Tell is also used for orders, commands or strong advice. If tell is followed by a negative, we use tell + NOT + TO + main verb and not * tell + TO + NOT + main verb, e. g. They told me not to confirm the order and not * They told me to not confirm the order. III I would like to tell you today what living has been like before e-travelling was invented. LANGUAGE NOTE If we deconstruct the reporting question raised in the statement above, we shall come up with the following: He asks. What has living been like before? The golden rule from the reported or indirect speech also applies for the reporting or indirect questions. There are no questions marks in reporting questions. QUESTION What is living like? How much can you remember? Why wont you get into details? REPORTED / INDIRECT QUESTION He asked me what living was like. He wanted to know how much I could remember. He wanted to know why I wouldnt get into details.

The word order is important. In English inversion occurs in questions and subjects come always first in sentences. Question (Subject) Auxiliary Subject Main Question w Verb Verb m o (1) 2a 1 2b a r r d k s REPORTING How does a cost ? QUES much colour TION therapy lamp He asked/ how a colour cost ed. wanted to much therapy QUESTION Reportin g verb phrase

know

lamp

We must always use if and whether when reporting YES / NO questions. Compare with that in reported statements which can be omitted. Whether is preferred when there are alternatives, e. g. The manager asked if / whether his secretary was in the office and The secretary asked the visitor whether he wanted tea or coffee. 1. Write reporting / indirect questions. Be careful with word order and verb forms. Where is the nearest exchange office? When is he coming back home? How long does it take me to get there? How much is the taxi fare from the airport to the centre? How often did he make complaints about our products? Who is in charge of marketing and sales? Did he finish the report on time? Have they conducted similar market surveys? Are there any questions? I would like to describe the stages of the design process. Could you tell the difference? Does your supervisor always tell you what to do? Has anyone confirmed yet? Will you open the box? Could you fill us in? Do you know your colleagues well? What is the time difference between Bucharest and Tokyo? Can you type? How many employees do you have now? How much did you win at the lottery last month? What happened? What went wrong? Whose car burnt last night in the car park? Which of them is the richest? What kind of graphic representation is it? Who did you go with? What country do you come from? What will you have to drink? What size do you take in shoes? Why was she late? How did you find me?

LANGUAGE NOTE We use some with both countable and uncountable nouns. It means a number of / an amount of.

We commonly use any in negative sentences and in questions. Sometimes we use any to indicate that all examples of the noun are to be included. We often use any in sentences beginning with if. We use many with countable nouns. It means a large number of. We use much with uncountable nouns. It means a large quantity of .Both many and much can be substituted by a lot of. No and none mean not one / not any. None is used with the verb in the singular. No is much stronger than not + any which is neutral in force. Both can be followed by at all for emphasis. IV Use some, any, much, more, no or none to complete the following text. Before you enter a negotiation, you should take ______ time to develop your deal-making skills. I know you havent had _____ time lately but you know what they say ______ pains, _____gains. ______ manager will tell you it is so. _______ theorists agree that one of the cardinal rules of successful negotiations is to get to know ______ of those connected with the other party. _______ of us would spare _______ time to develop close relationships with the family, _______ friends or business associates of the individuals with whom we negotiate. ______ of them is forgotten. We make ______ exception at all because _______ people are influenced by those around them. ________ time could be saved and ________ results achieved faster if we take a slower approach in order to understand the basic elements of a successful negotiation. ________ may argue that _______ manager should know how to employ the right negotiating tactics. After all there arent ________ who would enter into litigation happily.

V In many companies, it is necessary to acquire knowledge of legal or semi-legal language since trading relations are usually confirmed through contractual arrangements. Legal language has its own jargon which requires translation. Contracts often contain words formed of an adverb + prepositions such as hereafter, herein, hereto, hereunder, hereof, thereby. Legal English can be difficult to read because the sentences are extremely long and contain many bits of information. Many of the legal English statements involve a condition If A then B because from a legal point of view, every action depends on one or more conditions which must be fulfilled before anything can happen. Many of the words and phrases which are used are archaic or, if in current use, are very formal in their effect. Here is a selected list with some useful legal English phrases.

Upon receipt of The said person It shall To transmit To execute As deemed appropriate by the court Duly completed in copies In compliance with Notwithstanding The above-mentioned Null and void To set forth To terminate If such

When is received The person just referred to It must To send / to communicate To deal with / to carry out As judged / considered by the court Completed as expected, in the correct way In agreement with Despite just referred to Invalid To describe To finish If this

1. In the following extracts from a bill of lading, underline all the legal English phrases you can find. Translate the text into everyday English. 1. In accepting this bill of lading, the shipper, consignee, holder hereof and owner of the shipment agree to be bound by all its terms, conditions and limitations, whether printed, stamped or written on the front or back hereof, as well as the provisions of carriers lawfully filed freight, tariffs, rates and rules, as fully as if they were all specifically accepted in writing by such shipper, consignee, holder or owner, any local customs or practice to the contrary notwithstanding. The terms of this bill of lading constitute the contract of carriage, which is between the shipper, consignee, owner of the goods and the owner and/or demise charterer of any carrying vessel. The name of the owner and / or demise charterer of the vessel named on reverse side may be obtained from the above agents or from Lloyds Register. The carrier shall have the right to ship goods in containers and to stow containers on deck or under deck. 2. In the bill of lading, the word carrier includes the ship owner and of its employees, agents, contractors, operators or non vessel operator common carrier. In the event that cargo subject to the bill of lading is transported aboard a vessel which is chartered, not owned by the operator, the word carrier shall include the operator charterer of the ship and any of its employees, agents or contractors. The words underlying carrier shall include any water, rail, motor, air or other carrier utilised by the carrier, for any part of the transportation of the shipment. The words water carrier shall include any ship barge lighter, her owner, master, operator or charterer. The word vessel shall include any substituted vessel, feeder ship, or other water craft. The word merchant includes the shipper, the consignee, the holder of the bill of lading and the owner of the goods. The words on board means onboard any mode of transportation used by the carrier.

3. Notice of Loss. Unless notice of loss of or damage the goods and general nature of it be given in writing by the carrier at the place of delivery before or at the time of the removal of the goods into the custody of the person entitled to delivery thereof under this B/L or if the loss or damage be not apparent within three consecutive days thereafter, such removal shall be prima facie evidence of the delivery by the carrier of the goods as descripted in this B/L. 4. Time bar. All liability whatsoever of the carrier shall cease unless suit is brought within 12 months after delivery of the goods or the date when the goods should have been delivered. 5. In the event that cargo subject to the bill of lading in transported aboard a vessel which is chartered, not owned by the operator or by an underlying carrier, the operator may invoke all exonerations and limits of liability of which the ones profit. VI Offshore English is a variety of the English language which has recently emerged. It is the language of the non-native speakers of English who use offshore English on a regular daily basis to communicate with one another. Offshore English is frequently used in international business situations. Although it is not perfectly accurate from the point of view of the native English speaker, offshore English is widely understood by speakers and listeners alike. Why offshore? To refer to the language spoken largely by non-native speakers of English off the shores of Britain or the United States or Canada, Australia, South Africa or any other country where English is the mother tongue. In such non- English speaking environments, offshore English is largely influenced by the mother tongue. For example, in a French hotel, we may find the following sign at the reception: Please leave your values at the front desk. What they meant is in fact Please leave your valuables at the front desk. In a Swiss restaurant we could read in the menu Our wines leave you nothing to hope for meaning in fact We serve only the best quality wines. Many non-native English speakers do not speak the most accurate language. Actually, sometimes, they dont have to. In actual business practice when they deal with other non-native English speakers, effective communication could be reached even without the highest level of accuracy. 1. Translate the following offshore English statements into accurate English. (in a hotel lobby in Bucharest) The lift is being fixed for the next day. During that time we regret that you will be unbearable. (in a laundry in Rome) Ladies, leave your clothes here and spend the afternoon having a good time. (in an airline tickets office in Copenhagen) We take your bags and send them in all directions. (at the zoo in Budapest) Please do not feed the animals. If you have any suitable food, give it to the guard on duty. (in a hotel in Athens) Visitors are expected to complain at the office between the hours 9 and 11 a.m. daily. (in a hotel room in Japan) You are invited to take advantage of the chambermaid.

(in a supermarket in Hong Kong) For your convenience, we recommend courteous, efficient self-service (in a hotel in Zurich) Because of the impropriety of entertaining guests of the opposite sex in the bedroom, it is suggested that the lobby by used for this purpose. (in a shop in Sweden) Fur coats made for ladies from their own skin. (in a temple in Bangkok) It is forbidden to enter a woman even a foreigner dressed as man.

VII Good negotiating skills are particularly important in todays business environment and almost a prerequisite for meetings. There are different types of negotiation: customer supplier negotiation wage negotiation merger / takeover negotiation trade negotiation Negotiations also take place to settle disputes such as contract or labour or trade disputes. There are three fundament rules to apply in order to win at the negotiating table. Rule Number One or the 3-Ts Rule

TAKE TIME
and

TRAINING
Not everyone is born a good negotiator. It takes time to become one. In fact, most people dont have a clue how to get what they want. They must learn the basics. Signing up for a training session is highly recommended at this stage. Rule Number Two or the 3-Ds Rule

DETERMINE DIG UP
and

DOMINATE
It is essential for a successful negotiation to determine the bottom-goal line because most people get confused over the number of issues introduced in a negotiation and lose sight of the bottom line. This is called determining priorities and it is advisable to accomplish not only in negotiating. The more we know about the person we are negotiating with, the better off we shall be. Digging up useful information about the other party paves the way

for domination. Collecting brochures, annual reports, trade journals and newspapers that cover local business news enable us to know everything about the people / company we are negotiating with. Domination could be also reached at the personal level if we manage to establish a close relationship before the negotiation begins.

Rule Number Three or the 3-Fs Rule

FEEL FELT FOUND

During the negotiation, when the other party raises an objection, we must convince them that we do understand them, that we know how they must feel like. Then we must make sure that they remember that there have been other before who have felt the same, sometimes including ourselves, following the pattern of been there, felt that too. Finally, we let them know that fortunately, we have found the solution to all their problems and our solutions really work. 1. Do you think Georgios McLean is a good negotiator? Refer to his presentation to support your arguments. OPINION BOX They say the women are better negotiators than men. Do you agree? Its been also argued that men are presumed competent and women are presumed incompetent until proven otherwise. What do you think? Are women negotiators too nice to be taken seriously? Comment on the following statement: Negotiation is all about power. VOCABULARY NOTE

An idiom is an expression which means something different from the individual meanings of the words which make up the expression. For example, The speaker kept beating around the bush until all participants left his presentation has nothing to do with bushes or with beating. It simply means that the speaker kept talking about things without giving a clear answer to the questions raised. 2. Use the following negotiation idioms to complete the sentences:

bone of contention at stake card up in ones sleeve off the record to the letter under the wire

common ground hard-nosed in the bag square one raw deal reach a stalemate

a. When good negotiators __________ , they will eventually find the underlying cause which often involves fear and uncertainty. b. The environmental issues have always been a major _________ between local authorities and entrepreneurs. c. During a negotiation, emotions run high especially when there is a lot ________. d. _________ is usually difficult to reach when both parties negotiate from solid, _________ positions. e. Before deciding to go back to ________ , experts suggest to take a timeout to think about what has been said. f. The contract negotiated by the assistant manager was _________ but right ________ the other party refused to sign the last clause. g. He was given a _________ when they didnt acknowledge his contribution to the success of the negotiation but he had another _____________ that nobody knew anything about it. h. The contract agreements were indeed followed __________ but the chief negotiator told his colleague off the record that it only appeared so to the public eye. 4.Match the negotiation idioms in the left-hand column with their meanings in the righthand column. Use them all in sentences of your own. Back to the drawing board Ball is someones court Come to terms Draw the line Fifty-fifty Force ones hand Get down to business Get to the bottom of Horse trade Lay ones cards on the table Meet someone half-way Understand the meaning of something by guessing at what is left unsaid Start an activity or action / begin Find the most important facts A business agreement or bargain arrived at after hard bargaining Be someone elses move or turn Let someone know ones position openly Compromise Reach an agreement Get as if by magic Back to start something from the beginning Make someone do something or tell what one will do sooner

Pull out of a hat Read between the lines Start the ball rolling

than planned Set a limit to what will be done Equally, evenly Start working

5. Do you think it is important for a successful negotiation to understand the cultural background of the other party you are negotiating with ? 6. Read the following texts on different negotiating styles and decide on the American negotiating style, the British negotiating style, the French negotiating style, the German negotiating style, the Italian negotiating style, the Asian negotiating style and Latin American negotiating style A. They are open about their opinions, but they will present them in a less direct manner, emphasizing courtesy, formality, and tact. They will be less likely than Americans to show their true emotions, so it can be difficult to read their responses. Everything is very reserved and understated in their country; people there try to conduct business in a proper manner without offence or imposition, and will use humour to ease any tensions that may arise in a business discussion. Americans will tend to focus on getting the job done quickly, and tend to be much more blunt and straightforward, putting everything on the table at once. On the contrary, they are risk-averse and will therefore be more cautious in negotiations, favouring security and status quo. Decisions are also made differently in the two cultures. Americans tend to use concrete data while they will use concrete experiences. They will avoid engaged in debates or bargaining in negotiation sessions. A clear and reasonable approach is the best one for them. Because the negotiation process is very delicate, Americans are often cautioned against playing all their cards at once. They wont need any warning since they will play one card at a time and keep the negotiation in balance. B. Interpersonal relationships are very important in their country. Their executives need to feel that they can get along with you in order to do business with you. At the same time, it is important to note the businesspeople in their country are confident, shrewd, and competent negotiators. Initial negotiations with them can include a lot of casual talk and positioning tactics. These initial getting-to-knowyou tactics will last until they feel comfortable; then the negotiation process will start. It is important to realise that these negotiators are different from other negotiators coming from other European countries, although the specific manner in which the negotiation is conducted depends on the persons individual style. These executives may take a long time to get to the point, interrupt each other and maintain multiple conversations at once. If you are planning to give a presentation during a negotiation, make sure it is organized, clear, and to the point, but with polish and dramatic appeal to your audience coming from this country. They enjoy spending a lot of time building an emotional appeal so they would expect the same from you.

C. They tend to question and challenge points presented at business meetings. They are quick to jump into a presentation or business discussion and stay with it long into dinner and afterward. They tend to be direct and to focus their efforts on completing the task at hand. They use a competitive and confrontational communication style. They usually operate under time pressure, which sometimes leads to betray their impatience during protracted business meetings. In general, they approach a meeting with target deadlines for signatures and closure. They tend to assume that one individual, with the approval of upper management, can have full control of the decision-making process. When they make an agreement, it is usually the value of the deal that makes it attractive to them. They are less concerned about from whom they buy their products and services, and more concerned with cost, features and value for the money. They tend to approach a product or sale from a marketing standpoint, trying to weigh the value and opportunities the products offer their customers. When buying product packages, they will keep trying to improve the deal with features or enhancements before making their final offer. They believe in contracts and adhere to their terms. D. They are viewed as prepared, serious, and well-organized about negotiations and are seen as the toughest of the Europeans in their negotiating styles, and the least influenced by interpersonal issues. They try not to allow relationships to interfere with the job. For this reason, in the preliminary stages of negotiations, these managers may appear to be cold and impassive. They will be very well-prepared and will focus on the technical aspects of the discussion, expecting fully-detailed data responses. Because of this, sessions might become quite long. Negotiations with them will be formal and will follow an agenda. They will select negotiators who are knowledgeable on the subject under discussion and will frequently include technical staff. They will expect proposals that are technical in nature, with details spelled out. They will expect you to have researched their products and their markets thoroughly. They are not known as risk-takers and so will be more cautious and slower than Americans in business sessions. Despite this, decisions do tend to be made in the meetings. They want to invest in sound projects that have a good chance to show a profit. In addition to high quality, they will expect solid warranties and excellent delivery dates. Conflict during negotiation is viewed as inadequate preparation, which leads to confusion. Emotional outbursts and frequent interruptions are not appreciated. They prefer discussions to be direct, detailed, and precise. They will tell you exactly what they want and will have planned counter arguments and back-up arguments. However they will, more than other European cultures, look for common ground on which to make progress. Decision-making with them will take more time than Americans are used to, since they will want to analyse all the details of the presentations and discussions. It is a good idea to have copies of all materials, brochures, technical data, etc., as well as the minutes of the meetings, available for review. Top management must approve decisions, but once approved they will tend to stick to the final agreement and not reopen the closed deal for renegotiation later.

E. They generally prefer to conduct business negotiations face to face. The personal aspects of business (developing and maintaining relationships) are very important here, and the hard, direct approach frequently associated with the U.S. negotiating style does not work well in their countries. .Most of their business people prefer to work with people they consider friends, rather than people with whom they have not established close relationships even if the strangers have a good deal to offer. In this scenario, the person who is viewed as most trustworthy, or even just better known, will get the business. Negotiating in their countries generally takes longer than in the U.S. and will include many more dialogues and interactions. It is important to position yourself as a trustworthy, sincere businessperson. Sensitive situations such as disagreements should be dealt with delicately as they are less direct than Americans and they would not put you nor expect you to put them in an embarrassing situation. F. They use the business meeting for information gathering, for presenting ideas, and for developing consensus. While the American concept of privacy is growing in their countries, it still does not meet Americans expectations. For example, you may be asked very personal questions, such as your age or your salary. Business privacy is of even more concern. Most firms know everything about their competitors activities within the region. Accordingly, they may ask you questions about competitors that you do not wish to answer. These questions are actually efforts the associates in their countries to get to know you and their competition better. It is important for them to trust the people they work with first, before the quality and reliability of the products are taken into consideration. However, they may also want to understand your competition, so you must be tactful in how much information you share. Their cultures do not resolve issues or make decisions at the negotiating table. This is done in between or after meetings. It is customary for them to informally and unofficially drop hints and make inquiries outside of the meeting rooms during breaks and in the evening. When things are not going well, they may deliberately delay proceedings through a variety of tactics rather than admit that something is not working out, and may even report that things are going well when they are not. When negotiations with them caution must therefore be exercised before accepting anything at face value. They do not look upon a contract as the end of the negotiations. To them it is just the beginning of a relationship that will change continuously as it is re-evaluated and renegotiated. Frequently, it is after the agreement is signed that problems arise. Business people coming from other countries use business meetings to brainstorm, throwing out ideas and examining them on the spot. They use business meetings to share information on issues that have already been resolved. Working with them can accordingly be frustrating if you work on short deadlines or rewarding if you have patience and endurance. If you are negotiating with them, try to have the patience to listen to the other party and watch their body language as they speak. Often a yes is used simply to acknowledge your statement. Business people coming from other countries often misinterpret this as solid agreement and become confused later when they find they have not closed the deal.

G. They have been described as less team-oriented than the other "big four" European cultures, so negotiating at the individual level may be preferred. Most people who deal with them tend to agree that they are more argumentative than Americans in every aspect of business, including the negotiation. Although business people from other countries will participate in debate if it is rational and necessary to clear up differing opinions, they prefer to strive for cooperation. They, however, view debate as a stimulating part of a negotiation. They will be always prepared to negotiate. It is expected that parties at the negotiation session have power to make decisions. A negotiation must be dealt with at an intellectual level an in abstract terms. They tend to be more risk-averse than other negotiators so more time will be spent on assessing the pros and cons of an outcome. Important negotiations will be treated as formal meetings in their country. This may mean more elaborate openings. However, creative ideas that are wellpresented and well-researched are still positively received. Preliminary steps of a negotiation may include some intellectual debate and discussion to get a feel for your capabilities. They tend to be stubborn, and they may push points to an extreme. Details are important, but tend to be dealt with at the end of the negotiation. 7. Describe the typical Romanian negotiating style. VIII The rule of the 3-Ds of negotiation is based on the following principles: D-etermine, D-ig up, D-ominate. The 3-Ds of management styles are D-irect, D-iscuss, D-elegate. To D-irect means to tell employees what to do, how to do it, and when to have it completed. Directing style managers assign roles and responsibilities, set standards and define expectations The directing style is appropriate for situations in which employees have limited experience or lack the skills needed to complete the assignment. Employees rely on directing style managers provide the structure, action steps and controls necessary to complete the task. To D-iscuss means to take time to discuss relevant business issues with the employees. Ideas are presented, questions are asked, feedback is provided, assumptions are challenged. It is important for discussing style managers to make sure ideas are fully discussed and debated. The discussion style is appropriate for situations in which there are opportunities to influence answers to questions such as: What are our goals? What quality standards are needed? What work process should be used? Who should do the work? What type of controls and feedback are needed? The discussion style is effective when employees have ideas and confidence to speak up. To D-elegate means to explain or get agreement on what has to be accomplished and when it must be completed. The how-to-do-it part of the equation is left up to the employee. Responsibility and authority are given to employees to get the job done. The delegating style is appropriate when people have the knowledge, skills and motivation to get the job done. Experienced people don't need a manager telling them what to do. They want the freedom to choose how to get the work done

1. Have you employed any of the management styles above ? 2. Decide what management style to employ in the following situations : a. An employee gives frequent reports and does not need to be checked on progress. b. An employee asks to be checked on progress frequently and provided feedback on how he was proceeding. c. A highly qualified employee who does not need input from his superior but who doesnt communicate well with customers. 3.Which of the three management styles above is used more frequently by Romanian managers ? IX Read the following report of Petru Kurt on his business trip to England. Put the reported statements into direct speech, using dialogue form. Example: Who do you work for? - I work for a travel company in Romania. Petru Kurt said he works for a Romanian travel company. He informed us that he was sent by the senior manager to London to study the English travel companies, their traditions, their marketing and management. When we met, he was still in London. He announced us that his business trip was coming to the end on the following day and he wanted to share with us his impressions of the English business world. First of all, he argued that English business people are well known all over the world for their honesty and decency. If an English business person gave you his / her word, he / she would keep it in any case. Besides that, nothing could prevent him / her from refusing the once taken decision. There were, of course, exceptions but too rare to count. During the previous two weeks his working days had been approximately the same. He pointed out that early in the morning he took a taxi to his hosts main office which is situated in the City. He reminded us that London is divided into three parts: the West End, The East End and the City. The West End is a fashionable shopping and entertaining centre. The East End is a thickly populated district inhabited by the working class. The City is the historical, financial and business centre of London. He told us that the first thing he did when he got to the office was to ask his secretary if there were any letters or messages for him. Then she gave him the correspondence and fresh newspapers. He said that then he studied all the documents that had been sent to him and after that he wrote a short report about the previous business day and faxed it to his office in Bucharest. He suggested that he had a very close relationship with his supervisor whom he met on daily basis to get tasks for the following day and also ask some questions about the company, its history, traditions and clients. His usual job included meeting with potential clients, discussing their holidays plans and offering the services of his host English company. He pointed out that he also met ten or twelve people a day. They were representatives of different social groups and communicating with them helped him improve not only the language but also his negotiating skills. He also mentioned that during his stay in England he found out more about English customs and traditions. He already knew that Great Britain is a

constitutional monarchy headed by Queen Elizabeth II who acts on the advice of Ministers reigning not ruling. He reminded us that the English are traditional about their meals. They have eggs and bacon with toast for breakfast, pudding and apple pie for dessert. He told us that if you were staying in London for a few days, you would have no difficulty in finding somewhere to spend an enjoyable evening. Most theatres and musichalls have good orchestras with popular conductors. He also suggested that you could go to a pub and enjoy a glass or two or more of beer with some friends.