SUMAR

1. Socialising
1. The Impact of Culture on Business
2. Telephoning
2. Telephoning across cultures
3. Presentations
3. Planning and preparation
4. Image, impact and making impression
5. The presentation
. The end of the presentation
4. Meetings
!. Preparation for meetings
". Participating in meetings
#. $nding the meeting
5. Negotiations
1%. &no' 'hat (ou 'ant
11. )etting 'hat (ou can
12. *ot getting 'hat (ou don+t 'ant
6. Management
13. ,hat is management-
14. T(pes of managers
15. The management process
1. .anagement le/el and skills
7. ompanies an! organisations
1!. Compan( structure
1". The e0ternal en/ironment of organisations
". Pro!#ction an! pro!#cts
1#. 1ust2in2time production
2%. Products and 3rands
$. Mar%eting& a!'ertising& promotion
21. The centralit( of marketing
22. 4o' companies ad/ertise
23. The four ma5or promotional tool
1(. Mar%et str#ct#re an! competition
24. .arket leaders, challengers and follo'ers
25.Takeo/ers, mergers and 3u(outs
2. Profits and social responsi3ilit(
11. Mone) an! *inance
2!. 6 histor( of mone( 7 'hat makes the 'orld goes round
2". The profits of la3our
2#. 6ccounting and financial statements
3%. $0change 8ates
12. +an%ing an! ta,ation
31. T(pes of 3anks
32. 9pening an account and means of pa(ment
33. Banking 7 &e( 'ords and sentences
34. Ta0ation and ho' to a/oid it
13. Stoc% mar%et
35. :tocks and shares
3
3. Bonds
3!. ;utures, options and s'aps
)lossar(
Cheia e0erci<iilor
=er3e modale I 7 form> ?i utili@areA $0erci<ii
=er3e modale II 7 form> ?i utili@areA $0erci<ii
Infiniti/ul 7 form> ?i utili@areA $0erci<ii
;ormele Bn Ing 7 utili@areA $0erci<ii
=er3e care primesc infiniti/e sau forma Bn 7IngA $0erci<ii
=er3e comple0e 7 form> ?i utili@areA $0erci<ii
=or3irea indirect> 7 form> ?i utili@areA $0erci<ii
Prepo@i<ii, Con5unc<ii 7 form> ?i utili@areA $0erci<ii
:u3stanti/ul 7 form> ?i utili@areA $0erci<ii
6rticolul 7 form> ?i utili@areA $0erci<ii
6d5ecti/ul 7 form> ?i utili@areA $0erci<ii
Pronumele 7 form> ?i utili@areA $0erci<ii
6d/er3ul 7 form> ?i utili@areA $0erci<ii
+i-liogra*ie
Cotton, Ca/id 7 &e(s to management, Dongman, 1##
Cotton, Ca/idA 8o33ins, :ue 7 Business Class, *elson $nglish Danguage Teaching, Dondon, 1##3
.ac&en@ie, Ian 7 $nglish for Business :tudies, Cam3ridge Eni/ersit( Press, 2%%1
:'eene(, :imon 7 $nglish for Business Communication, Cam3ridge Eni/ersit( Press, 2%%%
Chiriacescu, 6drianaA .ure?an, DauraA Barghiel, =irginiaA 4ollinger, 6le0ander 7 Coresponden<> de
afaceri Bn lim3ile romFn> ?i engle@>, $ditura Teora, Bucure?ti, 1##5
)eoghegan, C.).A )eoghegan, 1.G. 7 $ngle@a pentru negocieri, $ditura Teora, Bucure?ti, 2%%%
8oland, .arie2ClaudeA .ast2)rand, .artha 7 C= Bn lim3a engle@>, un pas spre anga5are, $ditura
Teora, Bucure?ti, 2%%%
Ca(an, 6.A Dindsa(, ,.4.A 1anakie'ic@, 6.A .archeteau, .. 7 $ngle@a pentru marketing ?i
pu3licitate, $ditura Teora, Bucure?ti, 2%%%
Banta?, 6ndreiA Por<eanu, 8odica 7 Dim3a engle@> pentru ?tiin<> ?i tehnic>, $ditura *iculescu,
Bucure?ti, 1##5
Daun, ;la/ia $. 7 Birotics and Telecommunication $0planator( Cictionar(, $ditura Cacia, Clu52
*apoca, 1##
4
.>n>il>, C.A Popa, C.A Popa, C.A Popescu, I...A =lad, =.I. 7 .ic dic<ionar poliglot de fi@ic>, tehnic>
?i matematic>, $ditura 6cora Press, Bucure?ti, 1##5
De Ci/enach, Hloi 7 $ngle@a Bn pres>, $ditura Teora, Bucure?ti, 1###
.archeteau, .ichel 7 Berman, 1ean2Pierre 7 :a/io, .ichel, $ngle@a comercial> Bn 4% de lec<ii,
$ditura *iculescu, Bucure?ti, 2%%1
1. Socialising
Rea!ing
The following text is about cultural diversity. Read it through once and decide which of the three
statements (A, B or C) given below the extract offers the most accurate summary.
1. The Impact of Culture on Business
Take a look at the ne' 3reed of international managers, educated according to the most modern
management philosophies. The( all kno' that in the :BE, TI. should reign, 'ith products deli/ered
1IT, 'here C;T+s distri3ute products 'hile su35ect to .B9.
J:BE K strategic 3usiness unit, TI. K total Lualit( management, 1IT K 5ust2in2time, C;T K customer
first team, .B9 K management 3( o35ecti/es.M
But 5ust ho' uni/ersal are these management solutions- 6re these Ntruths+ a3out 'hat effecti/e
management reall( is, truths that can 3e applied an('here, under an( circumstances-
$/en 'ith e0perienced international companies, man( 'ell2intended Nuni/ersal+ applications of
management theor( ha/e turned out 3adl(. ;or e0ample, pa(2for2performance has in man( instances 3een
a failure on the 6frican continent 3ecause there are particular, though unspoken, rules a3out the seLuence
and timing of re'ard and promotions. :imilarl(, management 3( o35ecti/es schemes ha/e generall(
failed 'ithin su3sidiaries of multinationals in southern $urope, 3ecause managers ha/e not 'anted to
conform to the a3stract nature of preconcei/ed polic( guidelines.
$/en the notion of human2resource management is difficult to translate to other cultures, coming
as it does from a t(picall( 6nglo2:a0on doctrine. It 3orro's from economics the idea that human 3eings
are Nresources+ like ph(sical and monetar( resources. It tends to assume almost unlimited capacities for
indi/idual de/elopment. In countries 'ithout these 3eliefs, this concept is hard to grasp and unpopular
once it is understood. International managers ha/e it tough. The( must operate on a num3er of different
premises at an( one time. These premises arise from their culture of origin, the culture in 'hich the( are
'orking, and the culture of the organi@ation 'hich emplo(s them.
In e/er( culture in the 'orld such phenomena as authorit(, 3ureaucrac(, creati/it(, good
fello'ship, /erification and accounta3ilit( are e0perienced in different 'a(s. That 'e use the same 'ords
to descri3e them tends to make us una'are that our cultural 3iases and our accustomed conduct ma( not
3e appropriate, or shared.
:BE K strategic 3usiness unit K unitate comercial>, economic> strategic>
TI. K total Lualit( management K managementul total al calit><ii
5
1IT K 5ust2in2time K li/rare e0act la momentul potri/it
C;T K customer first team K
.B9 K management 3( o35ecti/es K managementul pe o3iecti/e
pa(2for2performance K plat> pentru munca depus>
human2resource management K managementul resurselor umane
at an( one time K Bn fiecare moment
premises K premise, loca<ii
grasp K a pricepe, a Bn<elege JBn te0tM
accounta3ilit( K r>spundere
3ias K tendin<>, orientare
A. There are certain popular uni/ersal truths a3out management 'hich can successfull( 3e applied in
/arious cultural conte0ts.
+. Cultures are so /aried and so different throughout the 'orld that management has to take account of
differences rather than simpl( assume similarities.
. $ffecti/e management of human resources is the ke( to e/er(one achie/ing their full potential.
.ang#age hec%list
Cultural diversity and socializing
Welcoming visitors
,elcome to O
.( name+s O
Arriving
4ello. .( name+s O from O
I+/e an appointment to see O
:orr( 7 I+m a little late P earl(.
.( plane 'as dela(edO
Introducing someone
This is O 4ePshe+s m( Personal 6ssistant.
Can I introduce (ou to O 4ePshe+s our JPro5ect .anagerM.
I+d like to introduce (ou to O
Meeting someone and small talk
Pleased to meet (ou.
It+s a pleasure.
4o' 'as (our trip- Cid (ou ha/e a good flight P trip P 5ourne(-
4o' are things in JDondonM-
4o' long are (ou sta(ing in J*e' GorkM-
I hope (ou like it.
Is (our hotel comforta3leP
Is this (our first /isit to Jthe Big 6ppleM-
ffering assistance
Can I get (ou an(thing-
Co (ou need an(thing-

,ould (ou like a drink-

If (ou need to use a phone or fa0, please sa(.
Can 'e do an(thing for (ou-
Co (ou need a hotel P a ta0i P an( tra/el information P etc.-
Asking for assistance
There is one thing I need O
Could (ou get me O
Could (ou 3ook me a car P ta0i P hotel P O-
Could (ou help me arrange a flight toO-
Can (ou recommend a good restaurant-
I+d like to 3ook a room for tomorro' night.
Can (ou recommend a hotel-
S%ills hec%list
Cultural diversity and socializing
Before meeting 3usiness partners and fello' professionals from other countries, (ou could find out a3out
their countr(Q
The actual political situation
Cultural and regional differences
8eligionJsM
The role of 'omen in 3usiness and in societ( as a 'hole
Transport and telecommunications s(stems
The econom(
The main companies
The main e0ports and imports
The market for the industrial sector 'hich interests (ou
Competitors
Gou might also 'ant to find outQ
,hich topics are safe for small talk
,hich topics are 3est a/oided
If (ou are going to /isit another countr(, find out a3outQ
The con/ersations regarding sociali@ing
6ttitudes to'ards foreigners
6ttitudes to'ards gifts
The e0tent to 'hich pu3lic, 3usiness and pri/ate li/es are mi0ed or kept separate
Con/entions regarding food and drink.
Gou might also like to find out a3outQ
The 'eather at the rele/ant time of the (ear
Pu3lic holida(s
The con/entions regarding 'orking hours
Deisure interests
Tourism
!
Cress
Bod( language
Danguage.
Practice 1
Ma%e a !ialog#e -ase! on the *ollo/ing *lo/ chart. 0* )o# nee! help& loo% at the .ang#age hec%list
1isitor Receptionist
Introduce (ourself
:a( (ou ha/e an appointment
'ith :andra Bates. ,elcome /isitor.
$0plain that :B 'ill 3e
along shortl(. 9ffer a drink P refreshments.
Cecline 7 ask if (ou can
use a phone.
:a( (es P 9ffer fa0 as 'ell.
Cecline 7 (ou onl( need
the phone.
:ho' /isitor to the phone.
Thank himPher.
!a fe" minutes later#
Thank assistant.
8epl( 7 offer an( other help.
6sk ho' far it is to station.
T'o miles 7 ten minutes
3( ta0i.
9ffer to 3ook one.
6ccept offer 7 suggest a time.
Promise to do that 7 sa( that :B is free no'.
9ffer to take himPher to :B+s office.
A-o#t small tal%
If (ou ask a Luestion (ou should comment on the ans'er or ask a supplementar( Luestion.
2,ercise 1 3irst /or!s
9ften the first 'ords are the most difficult. Belo' are some suggestions for N3reaking the ice+. ,hich of
the sentences could 3e said 3( a /isitor, and 'hich 3( the person recei/ing the /isitor-
a. :orr(, I+m a little earl(. I hope it is not incon/enient.
3. Is the 'eather the same in (our countr(-
c. :orr( to keep (ou 'aiting. I 'as rather tied up 5ust no'.
d. I+m pleased to 3e here, after a trip like thatR
e. Is this (our first /isit- ,hat do (ou think of the cit(-
f. People are /er( helpful here. 9n m( 'a( to meet (ouO
g. Isn+t it cold toda(-
h. Gou found us 'ithout too much difficult(, then-
"
i. It+s good of (ou to spare the time.
5. It+s kind of (ou to come all this 'a(.
k. I like (our offices. 4a/e (ou 3een here long-
l. Cid (ou ha/e a good trip-
m. ,ould (ou like a cup of coffee-
2,ercise 2 2n!ing the small tal%
If the small talk continues too long, (ou ma( 'ant to change the su35ect to 3usiness matters. 4ere are
some 'a(s of doing it.
6. ,ith someone (ou kno' 'ellQ
.et4s get !o/n to -#siness. 9r let4s get starte!.
B. ,ith someone (ou don+t kno' 'ellQ
Perhaps /e co#l! tal% a-o#t the s#-5ect o* o#r meeting.
9r
Perhaps /e co#l! tal% a-o#t the reason 04m here.
,hich e0pressions 'ould (ou use in the follo'ing situations-
a. 9n a sales /isit to a potential customer.
3. 6t a 'eekl( planning meeting 'ith colleagues.
c. 6t (our first meeting 'ith the ne' group auditors.
d. 6t a meeting to o3tain finance from a 3ank.
e. Before making a speech at an office part(.
2. Telephoning
Rea!ing
. Tele!honing across cultures
.an( people are not /er( confident a3out using the telephone in $nglish. 4o'e/er, good
preparation can make telephoning much easier and more effecti/e. Then, once the call 3egins, speak
slo'l( and clearl( and use simple language.
Check that (ou understand 'hat has 3een said. 8epeat the most important information, look for
confirmation. 6sk for repetition if (ou think it is necessar(.
8emem3er too that different cultures ha/e different 'a(s of using language. :ome speak in a
/er( literal 'a( so it is al'a(s Luite clear 'hat the( mean. 9thers are more indirect, using hints,
suggestions and understatement Jfor e0ample Nnot /er( good results+ K Na3solutel( disastrous+M to put o/er
their message. *orth 6merica, :candina/ia, )erman( and ;rance are Ne0plicit+ countries, 'hile the
British ha/e a reputation for not making clear e0actl( 'hat the( mean. 9ne reason for this seems to 3e
that the British use language in a more a3stract 'a( than most 6mericans and continental $uropeans. In
Britain there are also con/entions of politeness and a tendenc( to a/oid sho'ing one+s true feelings. ;or
e0ample if a Cutchman sa(s an idea is Ninteresting+ he means that it is interesting. If an $nglishman sa(s
that an idea is Ninteresting+ (ou ha/e to deduce from the 'a( he sa(s it 'hether he means it is a good idea
or a 3ad idea.
#
.ean'hile, for a similar reason 1apanese, 8ussian and 6ra3s 7 Nsu3tle+ countries 7 sometimes
seem /ague and de/ious to the British. If the( sa( an idea is interesting it ma( 3e out of politeness.
The opposite of this is that plain speakers can seem rude and dominating to su3tle speakers, as 6mericans
can sound to the British 7 or the British to the 1apanese.
The British ha/e the tendenc( to engage in small talk at the 3eginning and end of a telephone
con/ersation. Iuestions a3out the 'eather, health, 3usiness in general and 'hat one has 3een doing
recentl( are all part of telephoning, la(ing a foundation for the true purpose of the call. 6t the end of the
call there ma( 'ell 3e /arious pleasantries, $ice talking to you% &ay hello to the family Jif (ou ha/e met
themM and 'ooking for"ard to seeing you again soon. 6 sharp, 3rief st(le of talking on the phone ma(
appear unfriendl( to a British partner. *ot all nationalities are as keen on small talk as the BritishR
Being a'are of these differences can help in understanding people 'ith different cultural
traditions. The difficult( on the telephone is that (ou cannot see the 3od( language to help (ou.
hoose the closest !e*inition o* the *ollo/ing /or!s *rom the te,t.
1. literal
a. direct and clear 3. full of literar( st(le c. a3stract and
complicated
2. understatement
a. kind 'ords 3. less strong 'a( of talking c. cle/er
speech
3. deduce
a. reduce 3. 'ork out c. disagree
4. /ague
a. unclear 3. unfriendl( c. insincere
5. de/ious
a. rude 3. dishonest c. cle/er
. pleasantries
a. Luestion 3. reLuest c. polite remarks
.ang#age hec%list
Telephoning J1M
Introducing yourself
)ood morning, 6risto.
4ello, this is O from O
4ello, m( name+s O calling from O
&aying "ho you "ant
I+d like to speak to O please.
Could I ha/e the O Cepartment, please-
IsO there, please-
&aying someone is not availa(le
I+m sorr( hePshe+s not a/aila3le O
:orr(, hePshe+s a'a( P not in P in a meeting P in .ilan.
Dea/ing and taking messages
Could (ou gi/e himPher a message-
1%
Can I lea/e himPher a message-
Please tell himPher O
Please ask himPher to ring me onO
Can I take a message-
If (ou gi/e me (our num3er I+ll ask himPher to call (ou later.
ffering to help in other "ays
Can an(one else help (ou-
Can I help (ou perhaps-
,ould (ou like to speak to his assistant-
:hall I ask him to call (ou 3ack-
6sking for repetition
:orr(, I didn+t catch J(our name P (our num3er P (our compan( name M
:orr(, could (ou repeat (our Jname, num3er, etc.M.
:orr(, I didn+t hear that.
:orr(, I didn+t understand that.
Could (ou spell Jthat P (our nameM, please.
Ackno"ledging repetition
9ka(, I+/e got that no'.
J.r. &(otoM I understand.
I see, thank (ou.
S%ill hec%list
Telephoning) *reparation for a call
+eading , (ackground information
-esk preparation
4a/e the follo'ing a/aila3leQ
8ele/ant documentation P notes
Correspondence recei/ed
Computer files on screen
Pen and paper
Ciar(
Check time availa(le
4o' much time do (ou need-
4o' much time do (ou ha/e-
(.ectives
,ho do (ou 'ant to speak to-
In case of nonPa/aila3ilit(, ha/e an alternati/e strateg(Q
Call 3ack P 3e called 3ack 7 'hen-
Dea/e a message
:peak to someone else
,rite or fa0 information
-o you "ant to)
;ind out information-
11
)i/e information-
Introduction
Co (ou need to refer toQ
6 pre/ious call-
6 letter, order, in/oice or fa0-
:omeone else J'ho-M
6n e/ent J'hat- ,hen-M
*rediction
,hat do (ou e0pect the other person to sa( P ask (ou- ho' 'ill (ou respond-
2,ercise 1 Ma%ing a call
A *e/ common e,pressions are eno#gh *or most telephone con'ersations. Practice these telephone
e,pressions -) completing the *ollo/ing !ialog#e #sing the /or!s liste! -elo/.
S/itch-oar! Conglomerate )roupA can I help (ou-
6o# Could I 222222 2222222 .r. Pardee, please-
S/itch-oar! Putting (ou 222222 .
Secretar) 4ello, .r. Pardee+s 222222 . 22222222 I help (ou-
6o# 222222, can (ou hear me- It+s a 222222 line. Could (ou 222 2222 up, please-
Secretar) I: T46T B$TT$8- ,ho+s 22222222, please-
6o# J(our nameM from J(our compan(M.
Secretar) 9h, hello. 4o' nice to hear from (ou again. ,e ha/en+t seen (ou for ages. 4o' are (ou-
6o# ;ine thanks. Could (ou 2222222 me 22222222 to .r. Pardee, please-
Secretar) 22222222 the line a moment. I+ll see if he+s in. I+m sorr(, I+m afraid he+s not in the 2222222 at
the 222222 . Could (ou gi/e me (our 2222222222, and I+ll ask him to 2222222 (ou 2222222222 -
6o# I+m 22222 34! "21. That+s Dondon.
Secretar) ,ould (ou like to lea/e an( 22222222 for him-
6o# *o thanks. 1ust tell him I 222222222 .
Secretar) Certainl(. *ice to hear from (ou again.
6o# I+ll e0pect him to 2222222 me this afternoon, then. Thanks.
Secretar) Gou+re 'elcome. )ood3(e.
n speak to (ack message (ad put num(er call
ring
&ecretary through office speak speaking can hello
+ang hold moment through
Note7 If (ou do not hear or understand the other person, sa(Q 04m sorr)8 or 04m sorr)& 0 !on4t
#n!erstan!. It is not polite to sa(Q Please repeat9
12
:ATA30.27 The Telephone
This datafile gi/es (ou man( of the terms and phrases commonl( used in making telephone calls.
The !irector)
Dook up their num3er in the director(. JE&M.
I+ll look up the num3er in the telephone 3ook. JE:M.
The num3er is e02director(. JE&M.
The num3er is unlisted. JE:M.
I+ll ring Cirector( $nLuiries. JE&M.
I+ll ring information. JE:M.
The recei'er
Can I help (ou-
Putting (ou through.
I+m afraid he+s not a/aila3le at the moment. JE&M.
I+m afraid he+s tided up at the moment.
Gou+re 'elcome. )ood3(e.
The line
4e+s on the other line.
,ould (ou like to hold the line-
The line is engaged. JE&M.
The line is 3us(. JE:M.
The operator Jin the pu3lic telephone s(stemM
Cial 1%% for the operator. JE&M.
Cial % J@eroM for the operator. JE:M.
I+d like to make a re/erse charge call. JE&M.
I+d like to make a collect call. JE:M.
I+d like to make a transfer charge call. JE&M.
The !ial
Cial 123 for the correct time. JE&M.
Disten for the dialling tone.
6ll lines to the countr( (ou ha/e dialled are engaged.
Please tr( later. JE&M.
The co!e-oo%
I+m on a long distance Jor internationalM call.
The :TC code is O JE&M.
The area code is O JE:M.
A message pa!
Can I tell him 'ho called-
Can I gi/e her a message-
Det me take do'n (our num3er.
Remem-er
If (ou do not understand, sa(O S:orr(, I didn+t Luite catch that.T
Practice 1
Use the *ollo/ing *lo/ chart to ma%e a complete telephone con'ersation. 0* )o# nee! to& re*er to the
.ang#age hec%list.
aller Receptionist
13
N)ood morning, )orli@ and Uimmerman.+
Introduce (ourself.
6sk to speak to .r. Conrad Bird.
.r. Bird is not in.
6sk 'hen (ou can contact him.
$0plain that he is a'a( 7 offer to take a message.
Gou 'ant .r. Bird to call (ou.
8epeat (our name.
)i/e (our num3er.
Confirm the information.
$nd call.
$nd call.
Practice 2
0n the *ollo/ing con'ersation& a Singaporean e,porter plans to sen! goo!s *rom Singapore to
;reece. <e /ants to ha'e a meeting /ith a ;ree% shipping compan)& 0ntership.
S#ggest s#ita-le phrases *or each step in the con'ersation& then practice the !ialog#e /ith a
colleag#e.
aller =omp#tech> alle! Person =0ntership>
NIntership, good morning.+
)reeting.
Introduce (ourself.
Check name.
Confirm P correct.
9ffer to help.
6sk for appointment
'ith .r. Cionis.
6sk 'hat it+s a3out.
$0plain that (ou 'ant
to discuss transport of goods
from :ingapore to 6thens.
6ckno'ledge 7 ask 'hen 'ould 3e a good time.
:uggest ne0t 'eek.
8e5ect 7 .r. Cionis is a'a(.
:uggest 3eginning of ne0t
month.
6gree.
:uggest .onda( 3
rd
.
8e5ect 7 9n .onda( .r. Cionis is 3us( all da(.
:uggest Tuesda(.
6gree. :uggest 1%.%% a.m.
6gree 7 ask for fa0 to confirm.
9ffer to 3ook hotel.
14
6gree to fa0 7 hotel 3ooking
is not necessar(.
:ignal end of call.
$nd call P thanks P refer to fa0, etc.
$nd call.
.ang#age hec%list
Telephoning J2M
&tating reason for a call
I+m ringing to O
I+d like to O
I need some information a3out O
Making arrangements
Could 'e meet some time ne0t month-
,hen 'ould 3e a good time-
,ould Thursda( at 5 o+clock suit (ou-
,hat a3out 1ul( 21
st
-
That 'ould 3e fine.
*o, sorr(, I can+t make it then.
:orr( I+m too 3us( ne0t 'eek.
Changing arrangements
,e+/e an appointment for ne0t month, 3ut O
I+m afraid I can+t come on that da(.
Could 'e fi0 an alternati/e-
Confirming information
:oO
Can I check that- Gou said O
To confirm that O
Can (ou P can I confirm that 3( fa0-
/nding a call
8ight. I think that+ all.
Thanks /er( much for (our help.
Co call if (ou need an(thing else.
I look for'ard to O seeing (ou P (our call P (our letter P (our fa0 P our meeting.
)ood3(e and thanks.
B(e for no'.
S%ills hec%list
Telephoning !0#
1oice
:peed
15
Clarit(
=olume
&tructure
Background information
&e( information
8epetition, emphasis and confirmation
Possi3le confirmation 3( fa0
&tyle
;ormal P informal
Cold call P ne' contact P esta3lished contact
In2compan( /s. Customer P :upplier P 9utside agent
Colleague P friend P 3usiness associate P pu3lic
Compan( image
&tructure of a call
Beginning
Introduce (ourself
)et 'ho (ou 'ant
:mall talk
:tate pro3lem P reason for call
"iddle
6sk Luestions
)et P gi/e information
Confirm information
#nd
:ignal end
Thank other person
:mall talk
8efer to ne0t contact
Close call
Check that there+s nothing else to sa(
2,ercise 2 hanging arrangements
It is not al'a(s possi3le to follo' (our original plans. Gou, or (our contact, ma( 'ant to change an
appointment.
.ang#age inp#t To apologi@e, sa(Q 04m a*rai! that ?.
04m sorr) -#t ?
To suggest another time, sa(Q o#l! 0 s#ggest ?8
@hat a-o#t ?8
Perhaps ?8
1
Belo' is the schedule for (our 'eek in :(dne(, 6ustralia. 1ust 3efore (ou lea/e for :(dne( (ou recei/e
/arious telephone calls from the people (ou are going to /isit. The( 'ant to change their appointments.
But (ou do not 'ant to change the order in 'hich (ou /isit them. ;irst apologi@e for not managing the
da( the( suggest, then suggest a different time on the original da(. 4ere (ou ha/e their callsQ
2ello3 Mr. +ossi3 This is the Australian Chemical Bank. I4m Mr. Whitle4s secretary. I understand you
have an appointment for 15 a.m. on Tuesday 16
th
. I4m afraid that Mr. Whitley is rather tied up them.
Could I suggest Monday instead3
7es% I4m sure that "ill (e 8.
2ello% Mr. +ossi3 Tim Bro"n% your agent. &mall pro(lem. ur meeting for 9riday is all right% (ut
Monday afternoon is likely to (e difficult: someone is coming to see us "ho might (e a useful outlet for
some of your range. perhaps "e could change our meeting to Tuesday afternoon3
7es% 8. +ight% that4s fine.
Mr. +ossi3 It4s ;enny 8insella here. 9rom B.I.<. I4m sorry (ut my colleagues can4t all make it on
Thursday afternoon. Could I suggest "e meet on Tuesday instead3
/r= yes= "hy not3 8 = Well% thank you very much.
2ello again% Tim Bro"n here again. I forgot: I have some other customers visiting on 9riday morning.
2o" a(out a meeting on Thursday sometime% if that4s all right "ith you3
+ight. &orry to (e difficult. Thanks a lot% Mr. +ossi. Bye no".
Mr. +ossi3 <ood morning. I4m ringing for Mr. 'und of 'und and 'und Associates. 2e4s very sorry% (ut
he "on4t (e a(le to manage Wednesday afternoon. Could I suggest 9riday afternoon instead3
Well% I think that should (e all right. I4ll give you a cal this afternoon to confirm. Thank you. <ood(ye.
.onda(, 12 *o/em3er
.orning 6rri/e :(dne( airport ".3% a.m.
6fternoon 3 p.m. Tim Bro'n JagentM at hotel
Tuesda(, 13 *o/em3er
.orning 1% a.m. .r. ,hitle(, 6ustralian Chemical Bank
6fternoon
,ednesda(, 14 *o/em3er
.orning
6fternoon 2 p.m. Dund V Dund 6ssociates J.r. ,illiam DundM
Thursda(, 15 *o/em3er
.orning
6fternoon 3 p.m. 1enn( &insella W colleagues JB.I.). Cistri3utionM
1!
;rida(, 1 *o/em3er
.orning 11 a.m. Tim Bro'n
6fternoon flight 3#%, Cepart :(dne( p.m.
Practice 3
Use the *lo/ chart -elo/ as the -asis *or a telephone con'ersation in'ol'ing a complaint. Re*er to
the .ang#age hec%list i* )o# nee! to.
+erraon!o S.A. Tao .oon ompan)
=Sales A**ice>
6ns'er.
)reeting.
Introduce (ourself.
9ffer to help.
$0plain pro3lem.
9rder 4;51" for 2% printers.
9nl( 1! ha/e arri/ed.
$0press surprise.
This is second time (ou ha/e
recei/ed an incomplete deli/er(.
:uggest possi3le error in order administration.
6gree 7 sa( (ou need the
other three printers urgentl(.
Cela(s are costing (ou good'ill 7
unhapp( customers.
$0plain stock pro3lems.
6sk for a promise of deli/er(
date 7 6:6P.
Promise ne0t .onda(.
Complain 7 (ou 'ant despatch no'.
$0press regret 7 not possi3le.
6sk for fa0 to confirm despatch.
6gree 7 apologi@e.
$nd call.
.ang#age hec%list
Telephoning !6#
1"
&tating reason for the call
I+m calling a3out O
Enfortunatel(, there+s a pro3lem 'ith O
I+m ringing to complain a3out O
/>plaining the pro(lem
There seems to 3e O
,e ha/en+t recei/edO
The O doesn+t 'ork.
The Lualit( of the 'ork is 3elo' standard.
The specifications are not in accordance 'ith our order.
+eferring to previous pro(lems
It+s not the first time 'e+/e had this pro3lem.
This is the JthirdM time this has happened.
Three months agoO
,e had a meeting a3out this and (ou assured us thatO
Threatening
If the pro3lem is not resol/edO
,e+ll ha/e to reconsider our position.
,e+ll ha/e to renegotiate the contract.
,e+ll contact other suppliers.
The conseLuences could 3e /er( serious.
$andling com!laints and other !roblems
Asking for details
Could (ou tell me e0actl( 'hat O-
Can (ou tell me O-
,hat+s the O-
Apologizing
I+m sorr( to hear that.
I+m sorr( a3out the pro3lem P dela( P mistakeO
-enying an accusation
*o, I don+t think that can 3e right.
I+m sorr( 3ut I think (ou+re mistaken.
I+m afraid that+s not Luite right.
I+m afraid that can+t 3e true.
S%ills hec%list
Telephoning !6#
If you receive a complaint)
Consider (our compan(+s reputation
1#
$0press surprise
6sk for details
:uggest action
Promise to in/estigate
.ake reasona3le suggestions, offers to help.
Consider your customer and)
:ho' polite understanding
Ese acti/e listening
8eassure customer.
If you make a complaint)
Prepare for the call
Be sure of the facts
4a/e documentation a/aila3le
Cecide 'hat (ou reLuire to resol/e the pro3lem 7 at least partiall( 7 or completel(.
Who is to (lame3
,ho is responsi3le-
6re (ou talking to the right person-
,as (our order or (our specifications correct-
,ere (ou partl( responsi3le for arrangements 'hich 'ent 'rong, e.g. transport-
Coes responsi3ilit( actuall( lie else'here, i.e. 'ith a third part(-
If you do not get "hat you "ant)
&eep control 7 state 'hat (ou need calml(
Co (ou need to continue to do 3usiness 'ith the other side-
If (ou do, keep a good relationship
$0press disappointment 7 not anger
Con+t use threats 7 unless (ou ha/e toR
Rea! the te,t& then mar% the sentences that *ollo/ as Tr#e =T> or 3alse =3>.
In some countries, like Ital( and Britain, con/ersation is a form of entertainment. There is an
endless flo' and if (ou 3reak the flo' for a second someone else 'ill pick it up. In other countries there
is a higher /alue placed on listening 7 it is not onl( impolite to 3reak in 3ut listeners 'ill consider 'hat
has 3een said in silence 3efore responding. ;inland and 1apan are e0amples.
If (ou are talking to people 'ho are also speaking $nglish as a foreign language, the( are likel(
to lea/e gaps and silences 'hile the( search for 'ords or tr( to make sense of 'hat (ou ha/e 5ust said. :o
3e patient and tr( not to interrupt, as (ou 'ould hope the( 'ould 3e patient 'ith (ou.
$/er( countr( has its o'n codes of etiLuette. ;or e0ample it is common for 6nglo2:a0ons to use
first names /er( Luickl(, e/en in a letter of fa0 or telephone call. :uch instant familiarit( is much less
accepta3le in the rest of $urope and 6sia 'here e/en 3usiness partners and colleagues of man( (ears+
acLuaintance address each other 3( the eLui/alent of .r. or .rs. 6nd the last name or 5o3 title.
:o stick to last names unless (ou specificall( agree to do other'ise. Con+t interpret the other
person+s formalit( as stiffness or unfriendliness. 9n the other hand, if 3usiness partners 'ith an 6nglo2
:a0on 3ackground get on to first name terms straighta'a(, don+t 3e surprised.
2%
63o/e all, one should remem3er that people do not usuall( mind if their o'n codes are 3roken 3(
foreigners as long as the( sense consideration and good'ill. This is much more important than a set of
rules of etiLuette.
a. ;or the British and the Italians it is normal to interrupt the other speaker during the con/ersation.
3. 6 special importance is attached to listening in 1apanese and ;innish cultures.
c. 9ne should interrupt and tr( to help speakers 'ho ma( ha/e difficult( in sa(ing 'hat the( 'ant to sa(.
d. It is unusual for 6mericans and British to use first names earl( in a 3usiness relationship.
e. It doesn+t matter if (ou 3reak certain social rules if it is clear that (ou are sensiti/e to other people.
f. $tiLuette is the critical point in telephoning 3et'een different cultures.
3. Presentations
%. &lanning and !re!aration
.ang#age hec%list
&tructure !1# The introduction to a presentation
<reeting
)ood morning P afternoon ladies and gentlemen.
JDadies andM )entlemen O
&u(.ect
I plan to sa( a fe' 'ords a3out O
I+m going to talk a3out O
The su35ect of m( talk is O
The theme of m( presentation is O
I+d like to gi/e (ou an o/er/ie' of O
&tructure
I+/e di/ided m( talk into JthreeM parts.
.( talk 'ill 3e in JthreeM part.
I+m going to di/ide O
;irst O
:econd O
Third O
In the first part O
Then in the second partO
;inall(O
Timing
.( talk 'ill take a3out ten minutes.
The presentation 'ill take a3out t'o hours O 3ut there+ll 3e a t'ent(2minute 3reak in the middle. ,e+ll
stop for lunch at 12 o+clock.
*olicy on ?uestions @ discussion
Please interrupt if (ou ha/e an( Luestion.
6fter m( talk there+ll 3e time for a discussion and an( Luestions.
21
S%ills hec%list
$ffecti/e presentations 7 planning and preparation
Audience
$0pectations
Technical kno'ledge
:i@e
Iuestions and P or discussion
'!ea(er)s com!etence
&no'ledge
Presentation techniLue
Content
,hat to include
Dength P depth Jtechnical detailsM
*um3er of ke( ideas
'tructure
:eLuence
3eginning, middle, end
8epetition, summari@ing
*elivery
:t(le
;ormal P informal
$nthusiasm P confidence
=oice
=ariet( P speed
Pauses
Bod( language
$(e contact
)esture P mo/ement
Posture
+isual aids
T(pe P design P clarit(
8ele/ance
&ractice
Tape recorder
:cript or notes
Room
:i@e P seating
$Luipment Jdoes it 'ork-M
:ound Lualit(
22
,anguage
:imple P clear
:pelling
:entence length
:tructure signals
Practice 1
.oo% at the *ollo/ing sit#ations.
A medical congress in Tokyo "ith papers
on ne" techni?ues in open heart surgery.
The *urchasing and *roduct Manager of
a Tai"anese company interested in (uying
some production e?uipment from your company.
An internal meeting of administrative
staff to discuss a ne" accounting procedure.
A staff meeting to discuss a charity event for
earth?uake victims.
0magine )o# ha'e to gi'e a -rie* presentation in two o* the a-o'e sit#ations. Ma%e -rie* notes on the
*ollo/ing7
a. ,ill (our talk 3e formal or informal-
3. ,hat are the audience+s e0pectations in terms of technical detail, e0pertise, etc.-
c. ,hat is the audience+s pro3a3le le/el of specialist kno'ledge- 6re the( e0perts or non2e0perts-
d. 4o' long 'ill (our talk 3eQ fi/e minutes, t'ent( minutes, half an hour, or longer-
e. ,hat is (our polic( on Luestions- ,ill the audience interrupt or 'ill the( ask Luestions after'ards-
,ill there 3e an( discussion-
f. 4o' 'ill (ou help the audience to remem3er 'hat (ou tell them-
Practice 2
0n an) presentation the -eginning is cr#cial. ertainl) some things are essential in an intro!#ction
an! others are #se*#l. <ere is a list o* /hat co#l! -e incl#!e! in an intro!#ction. Mar% them
accor!ing to ho/ necessar) the) are #sing the *ollo/ing scale7
2ssential Use*#l Not necessar)
1 2 3 4 5
:u35ect P title of talk.
Introduction to oneself, 5o3 title, etc.
8eference to Luestions and P or discussion.
8eference to the programme for the da(.
23
8eference to ho' long (ou are going to speak for.
8eference to the /isual aids (ou plan to use.
The scope of (our talkQ 'hat is and is not included.
6n outline of the structure of (our talk.
6 summar( of the conclusions.
Reading
Rea! the te,t -elo/ an! *in!7
a. eight ad/antages of using /isual aids
3. three 'arnings a3out using /isual aids
-. .mage, im!act and ma(ing an im!ression
Cinckel and Parnham J1#"5M sa( that NThe great danger Jin using /isual aidsM is that presenters
place the ma5or emphasis on /isual aids and relegate themsel/es to the minor role of narrator or
technician. Gou are central to the presentation. The /isual aid needs (ou, (our interpretation, (our
e0planation, (our con/iction and (our 5ustification.+
=isual aids can make information more memora3le and the( help the speaker. 4o'e/er, the(
must literall( support 'hat the speaker sa(s and not simpl( replace the spoken information. It is also not
enough to 5ust read the te0t from a /isual aid.
There are man( ad/antages to the correct use of /isual aids. The( can sho' information 'hich is
not easil( e0pressed in 'ords or the( can highlight information. The( cause the audience to emplo(
another sense to recei/e information, the( 3ring /ariet( and therefore increase the audience+s attention.
The( sa/e time and the( clarif( comple0 information.
8elegate K a retrograda, a degrada
.ang#age hec%list
Asing visuals

Types of visual support
=isualQ film P /ideo P picture P diagram P chart P pie chart P plan P map
Ta3le graph
0 a0is P hori@ontal a0is
( a0is P /ertical a0is
left hand P right hand a0is
Dine graph
solid line
dotted line
3roken line
/?uipment
JslideM pro5ector
slides JB.$.M
diapositi/es J6m.$.M
o/erhead pro5ector J94PM
transparenc( JB.$.M
slide J6m.$.M
flip chart
'hite3oard
metaplan 3oard
24
Introducing a visual
I+d like to sho' (ou O
4a/e a look at this O
This JgraphM sho's P represents O
4ere 'e can see O
Det+s look at this O
4ere (ou see the trend in O
Comparisons
This compares 0 'ith (
Det+s compare the O
4ere (ou see a comparison 3et'een O
Pie chart K diagram> circular> Jrotund>, Spl>cint>TM
;lo' chart K schema procesului tehnologic P organigram>
Ciagram K diagram>
Bar graph K diagram> cu 3are
Ta3le graph K grafic stil ta3el
Dine graph K grafic cu linii
o/erhead pro5ector K proiector
transparenc( P slide K slide2uri
JslideM pro5ector K dia2proiector
slides P diapositi/es K diapo@iti/e
flip chart K panou cu foi de hFrtie deta?a3ile
'hite3oard K panou al3 din material sintetic
-escri(ing the speed of change
6 dramatic dramaticall(
6 marked markedl(
6 significant increase P fall To increase P fall significantl(
6 slight slightl(
-escri(ing trends
To go up
To increase an increase
To rise a rise
To clim3 a clim3
To impro/e an impro/ement
To go do'n
To decrease a decrease
To fall a fall
To decline a decline
To deteriorate a deterioration
To reco/er a reco/er(
To get 3etter an upturn
To get 'orse a do'nturn
To le/el out a le/eling out
To sta3ili@e
To sta( the same
To reach a peak a peak
To reach a ma0imum
To reach a lo' point
To hit 3ottom a trough
25
To peak
To undulate an undulation
To fluctuate a fluctuation
S%ills hec%list
Asing visual supports
1isual must (e)
'ell prepared
'ell chosen
clear
Availa(le media
Ese media 'hich suit the room and audience si@e.
9/erhead pro5ector J94PM
2 Transparencies P 94T+s P slides J6m.$.M
:lide pro5ector
2 :lides P diapositi/es J6m.$.M
=ideo P computer graphics P flip chart P 'hite3oard
Ase of visual aids
Com3ination of 94P and flip chart 'ith pens often good.
;irst /isual should gi/e the title of talk.
:econd sho' structure of talk 7 main headings.
&eep te0t to minimum 7 ne/er 5ust read te0t from /isuals.
Co not use too man( /isuals 7 guide is one per minute.
Ese pauses 7 gi/e audience time to comprehend picture.
*e/er sho' a /isual until (ou 'ant to talk a3out it.
8emo/e /isual once finished talking a3out it.
:'itch off eLuipment not in use.
Ase of colour
;or slides, 'hite 'riting on 3lue P green is good. Ese different colours if colour impro/es clarit( of
message Je.g. pie charts.M.
Ese appropriate colour com3inationQ (ello' and pink are 'eak colours on 'hite 3ackgrounds.
Ase of room and machinery
Check eLuipment in ad/ance.
Check organi@ation of room, eLuipment, seating, microphones, etc.
Ese a pointer on the screen Jnot (our handM.
4a/e a good suppl( of pens.
Check order of (our slides P 94T+s, etc.
7ou in relation to your audience
Cecide appropriate le/el of formalit(, dress accordingl(.
&eep e(e contact at least "%X of the time.
Ese a/aila3le space.
.o/e around, unless restricted 3( a podium.
Ese gesture.
2
Practice 3
:ra/ a line graph *or #se in a presentation. hoose an) sit#ation or s#-5ect& real or imagine!. 0*
possi-le !ra/ the pict#re on an o'erhea! transparenc).
Then present the graph as )o# /o#l! in a presentation. 6o#r !escription sho#l! last no more than
one min#te.
0* possi-le& constr#ct a graph that ma%es comparisons possi-le. Use soli!& !otte! or -ro%en lines =or
colo#rs> to ma%e the pict#re clear.
/. The !resentation
Rea!ing
Rea! the *ollo/ing passage an! i!enti*) at least six recommen!ations a-o#t spea%ing techniB#e
/hich can help to ma%e the message in a presentation clear.
0ou)re lost if you lose your audience
lear o-5ecti'es& clear plan& clear signals7 the secrets o* presentation s#ccess.
6n( presentation reLuires a clear strateg( or plan to help (ou reach (our o35ecti/es. The aim is
not to pass a'a( t'ent( minutes talking non2stop and sho'ing a lot of nice pictures. It is to con/e( a
message that is 'orth hearing to an audience 'ho 'ant to hear it. 4o'e/er, ho' man( speakers reall(
hold an audience+s attention- ,hat is the secret for those 'ho do- ;irst, find out a3out the audience and
'hat the( need to kno'. Plan 'hat (ou+re going to sa( and sa( it clearl( and concisel(.
6 good speaker uses /arious signals to help hold the audience+s attention and make the
information clear. 9ne t(pe of signal is to introduce a list "ith a phrase like There are three things "e
have to consider. The speaker then sa(s 'hat the three things are and talks a3out each one at the reLuired
le/el of detail. ;or e0ampleQ There are three types of price that "e have to think a(out) economic price%
market price and psychological price. 'et4s look at each of these in more detail. 9irst% economic price.
This is (ased on production costs and the need to make a profit O and the speaker goes on to descri3e
this t(pe of price. 6fter that, he goes on to talk a3out the market price and so on.
6nother signaling techniLue is to give a link (et"een parts of the presentation. :a( 'here one
part of the talk finishes and another starts. ;or e0ample, a 'ell organi@ed presentation usuall( contains
different parts and progression from one part to the ne0t must 3e clear, 'ith phrases like That4s all I "ant
to say a(out the development of the product. $o" let4s turn to the actual marketing plan. This techniLue
is /er( helpful to the audience, including those 'ho are mainl( interested in one part onl(.
6nother t(pe of signaling is se?uencing of information. This usuall( follo's a logical order,
perhaps 3ased on time. :o a pro5ect ma( 3e descri3ed in terms of the 3ackground, the present situation
and the future. &e( 'ords in seLuencing information are first, then, ne>t, after that, later, at the end,
finally, etc.
:till another techniLue 'hich helps to emphasi@e ke( points is careful repetition. $0amples are
As I4ve already said% there is no alternative (ut to increase production (y 155 per cent or I4d like to
emphasize the main (enefit of the ne" design , it achieves t"ice as much po"er "ith half as much fuel.
2!
6 final point concerns timing and Luantit( of information. Ps(chologists ha/e suggested that
concentration is reduced after a3out t'ent( minutes 'ithout a 3reak or a change in acti/it(. ;urthermore,
audiences should not 3e o/er3urdened 'ith technical details or gi/en too man( facts to remem3er. It is
claimed that to ask people to remem3er more than three things in a fi/e2minute talk is too much. :ome
sa( that se/en is the ma0imum num3er of an( length of presentation. 6n( such calculations are pro3a3l(
not /er( relia3le, 3ut e/er( speaker needs to think a3out e0actl( ho' much information of a particular
t(pe a specific audience is likel( to a3sor3 and to plan accordingl(.
Rea! the *ollo/ing te,t an! i!enti*) the *ollo/ing7
a. the relationship 3et'een the main 3od( of the presentation and the introduction
3. a recommendation on one 'a( to di/ide the main 3od( of the talk.
The main 3od( of the presentation contains the details of the su35ect or themes descri3ed in the
introduction. 6ll the a3o/e techniLues are especiall( useful in making the main 3od( easil( understood.
The( help the audience to follo' the information and to remem3er it.
The( also help the speaker to keep to the planned structure and to kno' e0actl( 'hat stage has
3een reached at all times during the presentation. Clear structure doesn+t 5ust help the audienceR In man(
presentations the main 3od( can 3e usefull( di/ided into different parts. The main parts, each 'ith a main
heading, are referred to in the Introduction. Clearl( there are man( 'a(s to di/ide the main 3od( of
presentation and often different parts 'ill themsel/es 3e di/ided into smaller sections of informationQ
Introduction .ain 3od( of information
;irst part :econd part Third part
Practice 4
The in*ormation -elo/ is part o* a Pro!#ct Manager4s notes *or a presentation on an a!'ertising
mi, *or a ne/ range o* -ea#t) pro!#cts& /ith the -ran! name Cheri. <e is tal%ing to a mar%eting
team set #p to promote the ne/ range. Use the notes to gi'e a presentation o* a-o#t 5 min#tes #sing
listing& lin%ing an! seB#encing /here necessar).
A!'ertising mi, *or Cheri -ea#t) pro!#cts
Above1the1line advertising Below1the1line advertising
tele'ision commercials
ne/spaper a!'ertising
magaCines
)o#th magaCines inDstore onDpac% targete!
/omen4s magaCines e.g. e.g. mailing
!ispla)s& co#pons&
merchan!ising competitions&
*ree samples 5oint promotions
+egin as *ollo/7
N )ood morning, e/er(one. I+d like to talk a3out the ad/ertising mi0 for the ne' Cheri range of 3eaut(
products. ,e are planning t'o categories of ad/ertising, a3o/e2the2line and 3elo'2the2line. I+ll talk first
a3outO N
2"
1oca-#lar)
MerchandisingQ 6n( direct efforts to encourage sales of a product, increase consumer a'areness, etc.
A(oveBtheBline advertisingQ .ass media ad/ertising, such as tele/ision, radio and ne'spaper.
Belo"BtheBline advertisingQ ;orms of ad/ertising at the point of sale or directl( on the product, such as
packaging, shop displa(s, etc.
.ang#age hec%list
&tructure !0# The main (ody
'ignaling different !arts in a !resentation2
/nding the introduction
:o that concludes the introduction.
That+s all for the introduction.
Beginning the main (ody
*o' let+s mo/e to the first part of m( talk, 'hich is a3out O
:o, first O To 3egin 'ith O
'isting
There are three things to consider. ;irst O :econd O Third O
There are t'o kinds of O The first is O The second is O
,e can see four ad/antages and t'o disad/antages. ;irst, ad/antages.
9ne is O 6nother is O 6 third ad/antage is O ;inall( O
9n the other hand, the t'o disad/antages.
;irst O :econd O
'inking) Beginning a ne" part
Det+s mo/e to Jthe ne0t part 'hich isM O
:o no' 'e come to O
*o' I 'ant to descri3e O
&e?uencing
There are Jse/enM different stages to the process
;irst P then P ne0t P after that P then J0M P after 0 there+s (, last O
There are t'o steps in/ol/ed.
The first step is O The second step is O
There are four stages to pro5ect.
6t the 3eginning, later, then, finall( O
I+ll descri3e the de/elopment of the idea.
;irst the 3ackground, then the present situation, and then the prospects for the future.
S%ills hec%list
&tructure !0# The main (ody
rganization of presentation
Dogical progression of ideas andPor parts of presentation.
Clear de/elopment.
:eLuential description of processes.
2#
Chronological order of e/ents, i.e. 3ackground 22 present 22 future
Topic
Main parts Sections S#-sections
6 i a.
3.
ii.
B i. a.
3.
ii.
iii. a.
3.
c.
C i. a.
3.
ii.
Internal structure of the main (ody of a comple> presentation
&ignaling the structure
Ese listing techniLues.
Dink different parts.
Ese seLuencing language.
&ignaling the structure =
.akes the organi@ation of the talk clear
4elps the audience to follo'
4elps you to follo' the de/elopment of (our talk.
3.The end of the !resentation
Rea!ing
Rea! the *ollo/ing te,t an! i!enti*)7
a. a potential pro3lem at the end of a presentation.
3. three 'a(s to a/oid the pro3lem.
4!en for 5uestions2 The silent disaster
6 nightmare scenario is as follo'sQ the speaker finishes his talk 'ith the 'ords N6n( Luestions-+
This is met 3( total silence. *ot a 'ord. Then an em3arrassed shuffling, a cough O ho' can this 3e
a/oided- 6 possi3le ans'er is that if the presentation has 3een good and the audience is clearl(
interested, someone 'ill ha/e something to sa(.
6nother 'a( to a/oid the nightmare of utter silence is to end 'ith an instruction to the audience.
This should ensure immediate audience response. )i/ing an instruction is often useful in sales
presentations and 'here the audience has special reLuirements.
3%
A sales !resentation
6fter talking a3out his or her products or ser/ices, the speaker 'ants the audience to e0plain their
needs and sa(sQ
Ckay , I4ve told you a(out the "ays &nappo can help companies like yours. $o" for us to do
that% "e need to kno" more a(out the "ay you "ork. 9or e>ample% tell me a(out your particular
situation% tell me "hat in particular may interest you = .4
This places a responsi3ilit( on the audience to respond 7 unless of course the( ha/e a completel(
negati/e /ie' of 3oth the presenter and the messageR 6ssuming the( are 'ell2disposed to'ards the
potential supplier, it is pro3a3l( in their interests to offer some information and 3egin discussion.
A training manager
:peaking to an audience of Cepartment .anagers, /ice2presidents, or potential trainees, the
Training .anager has outlined recommendations and e0plained 'hat is a/aila3le. 4ePshe can end 'ithQ
C+ightD I4ve told you "hat "e can offer. $o" tell me "hat are your impressions% "hat are your
priorities and "hat else do you need to kno" no"3E
6nother option is for the speaker to ha/e a Luestion prepared. 6sk something 'hich (ou kno'
the audience 'ill ha/e to ans'er. This often 3reaks the ice and starts discussion. It ma( 3e possi3le to
single out an indi/idual 'ho is most likel( to ha/e a Luestion to ask (ou or a comment to make, or it ma(
3e apparent from earlier contact perhaps during the reception or coffee 3reak, that a particular indi/idual
has something to sa( or to ask.
<an!ling B#estions is tho#ght -) man) spea%ers to -e the most !i**ic#lt part o* a presentation.
@h) !o )o# thin% this is8
<ere )o# ha'e a list o* the pieces o* a!'ice )o# nee! in han!ling B#estions7
Be polite.
Check understanding if necessar( 3( paraphrasing.
Disten /er( carefull(.
Con+t sa( an(thing (ou+ll regret later.
6sk for repetition or clarification.
6gree partiall( 3efore gi/ing o'n opinionsQ 7es% (ut=
&eep calm.
Tell the truth Jmost of the timeRM
Practice 5
0magine that )o# ha'e gi'en a tal% on "ar(eting in 6a!an at a con*erence on -#siness tren!s. @hat
/o#l! )o# sa) in these sit#ations8 0* )o# nee! to& re*er to the .ang#age hec%list.
1. 6t the end of (our presentation, mo/e to comments P discussion P Luestions.
2. 6 mem3er of the audience suggests that (ou said that many small retail outlets% small shops% had
actually closed do"n in recent years. In fact, (ou said this process has 3een going on for a long time.
Politel( correct the other person.
3. 6sk the audience for comments on 'h( this has happened.
4. 6gree 'ith someone+s suggestions, 3ut suggest other factors. 9ne is the increasing num3er of take2
o/ers of smaller companies.
31
5. 6 mem3er of the audience sa(s the follo'ingQ CI = understand that a report sho"ed that F55 ne"
drinks came out in ;apan in 1GG5 and one year later G5 H had failed. That4s a pretty amazing figure
=4 Paraphrasing this, ask if in the E:6 or $urope that could not happen.
. :omeone suggests that in 1apan there has al'a(s 3een an emphasis on Lualit( and on products. In the
,est market research has 3een more de/eloped. 6gree, 3ut sa( the situation is changing.
!. 6 speaker sa(s something (ou don+t understand. ,hat do (ou sa(-
.ang#age hec%list
The end of presentation
/nding the main (ody of the presentation
8ight, that ends Jthe third part ofM m( talk.
That+s all I 'ant to sa( for no' on O
Beginning the summary and@or conclusion
I+d like to end 3( emphasi@ing the main pointJsM.
I+d like to finish 'ith O
6 summar( of the main points.
:ome o3ser/ations 3ased on 'hat I+/e said.
:ome conclusions P recommendations.
6 3rief conclusion.
Concluding
There are t'o conclusions P recommendations.
,hat 'e need is O
I think 'e ha/e to O
I think 'e ha/e seen that 'e should O
Inviting ?uestions and@or introducing discussion
That concludes Jthe formal part ofM m( talk.
JThanks for listeningM O *o' I+d like to in/ite (our comments.
*o' 'e ha/e Jhalf an hourM for Luestions and discussion.
8ight. *o', an( Luestion or comments-
:o, no' I+d 3e /er( interested to hear (our comments.
<an!ling E#estions
Anderstood (ut difficult or impossi(le to ans"er
That4s a difficult ?uestion to ans"er in a fe" "ords.
it could 3e O
in m( e0perience O
I 'ould sa( O
I don+t think I+m the right person to ans'er that. Perhaps J.r. 4olmesM can help O
I don+t ha/e much e0perience in that field O
Anderstood (ut irrelevant or impossi(le to ans"er in the time availa(le
I+m afraid that+s outside the scope of m( talk P this session. If I 'ere (ou I+d discuss that 'ith O
32
I+ll ha/e to come to that later, perhaps during the 3reak as 'e+re short of time.
$ot understood
:orr(, I+m not sure I+/e understood. Could (ou repeat-
6re (ou asking if O-
Co (ou mean O-
I didn+t catch Jthe last part ofM (our Luestion.
If I understood (ou correctl(, (ou mean O- Is that right-
Checking that your ans"er is sufficient
Coes that ans'er (our Luestion-
Is that oka(-
S%ills hec%list
&tructure !6# /nding the presentation
A summary
8estates main pointJsM.
8estates 'hat the audience must understand and remem3er.
Contains no ne' information.
Is short.
A conclusion
:tates the logical conseLuences of 'hat has 3een said.
9ften contains recommendations.
.a( contain ne' and important information.
Is short.
Iuestions
In/iting Luestions implies that the audience is less e0pert than the speaker.
Be'are of the Nnightmare scenario+ 7 total silenceR 4a/e one or t'o prepared Luestions to ask the
audience.
&eep control of the meeting.
-iscussion
In/iting discussion gi/es the impression that the audience ha/e useful e0perience, so is often more
Ndiplomatic+.
Gou still need to control the discussion.
Inviting discussion and ?uestions
9ffer the 3est solution.
&eep control, limit long contri3utions, 'atch the time.
2andling ?uestions
Disten /er( carefull(.
33
6sk for repetition or clarification if necessar(.
Paraphrase the Luestion to check (ou understand it.
)i/e (ourself time to think 7 perhaps 3( paraphrasing the Luestion.
Check that the Luestion is rele/ant. If not, don+t ans'er if (ou don+t 'ant to.
8efer Luestioner to another person if (ou can+t ans'er.
:uggest (ou+ll ans'er a Luestion later if (ou prefer.
Check that the Luestioner is happ( 'ith (our ans'erQ e(e contact and a pause is often sufficient.
&eep control.
Con+t allo' one or t'o people to dominate.
Be polite.
:ignal 'hen time is running out 7 NTime for one last Luestion+.
6t the end, thank the audience.
2,ercise 1 The ne/ pro!#ct
8ead .r. Dope@+ presentation and tr( to match the titles Jused in his rough planM of the different parts of
his presentation to the right te0t 3od(.
@in!ingD#pF 0ntro!#cing )o#rsel*F :eli'ering the messageF Preparing the a#!ience
<ood morning ladies and gentlemen: "e haven4t all met (efore so I4d (etter introduce myself. I4m Duis
Dope@ from the de/elopment department of Citrus IncorporatedO I should sa( 3efore 'e start that I hope
you4ll e>cuse my /nglish. I4m a little out of practice=
6n('a(, I4m going to (e talking this morning a(out a ne' product 'hich 'e are planning to launch in
t'o months+ timeA it+s called &99D29ET, that+s &29292D dash 92E2T, and it+s a lemon2fla/oured
drinkO
,ell, I4ll start "ith the 3ackground to the product launchA and then move on to a description of the
product itself, I4m going to list some of the main selling points that "e should emphasize in the
ad/ertising and sales campaign. I think if you don4t mind% "e4ll leave ?uestions to the end=
*o' firstly, as (ou all kno', 'e had a gap in our soft2drink product range for the last t'o (earsA 'e ha/e
3een manufacturing mi0ed2fruit drinks and orange drinks for the last ten (ears, 3ut 'e stopped producing
lemonade t'o (ears agoA I think 'e all agreed that there 'as room on the market for a completel( ne'
lemon2fla/oured drink O &econdly, the market research indicated that more and more consumers are
using soft drinks as mi0ers 'ith alcohol, so in other 'ords, the market itself has e0panded.
This (rings me to my ne>t point 'hich is that 'e ha/e rather ne' customer2profile in mindA I must
emphasize that this product is aimed at the (oung2professional, high2income, market and not the
traditional consumer of old2fashioned lemonade. At this point "e must consider the importance of
packaging and design, and if (ou look at the /ideo in a moment, (ou+ll see that 'e ha/e completel( re2
/amped the container itself as 'ell as the la3el and sloganO
$o" to digress for .ust a moment, the more sophisticated packaging means a high unit cost, and this ma(
3e a pro3lem in the selling area, 3ut 'e+ll ha/e a chance to discuss that aspect laterO so O to go (ack to
my earlier point, this is a totall( ne' concept as far as Citrus Incorporated are concernedA as (ou see 'e
are using 3oth the ne'2si@e glass 3ottle and the miniature metal cans.
9inally, let+s look at the ma5or attractions of the product. In spite of the higher price it 'ill compete 'ell
'ith e0isting 3randsA the design is more modern than an( of the current ri/al products, and incidentall(
the fla/our is more realistic and naturalO it+s lo' calorie, too.
9.&., so .ust (efore closing% I4d like to summarize my main points again= ,e ha/e &99D29ET, a ne'
design concept, aimed at a relati/el( ne' age and income groupA it+s designed to 3e consumed on its o'n,
as a soft drink, or to 3e used as a mi0er in alcohol23ased drinks and cocktails. It comes in 3oth 3ottle and
34
can and this 'ill mean a slightl( higher price than 'e are used toA 3ut the impro/ed fla/our and the
package design should gi/e us a real ad/antage in toda(+s marketO 'ell, that4s all I have today for the
moment, thank you for listening, no" if there are any ?uestions% I4ll (e happy to ans"er them=
2,ercise 2 The pro!#ct presentation
Ese the phrases 'ritten 3elo' to construct a similar presentation to 3e gi/en to a client.
a. *o', to change the su35ect for a momentO
3. Before I finish, I+d like to run through the main points againO
c. I+ll 3egin 3( descri3ing 222222222, and then go on to 222222222, and I+ll end 'ith 22222222 .
d. In conclusionO
e. I 'ant to stressO
f. )ood afternoon.
g. That 3rings me to the end of m( presentation.
h. I+d like to talk a3outO
i. To return to the point I made earlierO
5. ;irst, let me introduce m(selfA I+m 2222222 from 2222222222 .
k. ;eel free to interrupt if (ou ha/e an( Luestions.
l. Thank (ou for (our attention.
m. ;irst of all O *e0t O
n. Please e0cuse m( rather poor $nglishR
o. I+d like no' to turn toO
p. If (ou ha/e an( Luestions, I+ll 3e glad to ans'er them.
L. 6t this point 'e ha/e to 3ear in mindO
2,ercise 3 an 0 interr#pt here8
,hile (ou 'ere speaking (our colleague, or (our customer ma( interrupt to make a point. Gou 'ill ha/e
to deal 'ith itR Dook at the interruptions listed 3elo' and some possi3le replies. .atch the repl( to the
interruption.
0nterr#ptions
a. Gou ha/en+t mentioned the price (etR
3. Gour product is more e0pensi/e than (our competitor+sR
c. I+d like the e0act specifications, pleaseR
d. I still don+t understand the difference 3et'een the de2lu0e and econom( modelsR
e. Gour ne' model seems much hea/ier than the old oneR
Replies
1. I take (our pointO 3ut ha/e (ou taken into account the impro/ed dura3ilit(-
2. I+ll 3e coming to that in a moment.
3. Gou+re right, 3ut on the other hand our product has a num3er of uniLue design features.
4. 9ur technical department 'ill 3e a3le to gi/e (ou an ans'er on that.
5. Det me clarif( that for (ou.
35
2,ercise 4 Anticipating B#estions
It is a /er( good polic( to tr( to anticipate Luestions or pro3lems and to deal 'ith them 3efore (our
audience raises them. 4ere are some e0amples of ho' (ou can anticipate.
I can hear (ou sa(Q 'h( is this so costl(-
6nticipates
I 'onder 'h( it+s so e0pensi/e-
*o', (ou ma( 'ell ask, 'hat does the mean 3( Nup2market+-
6nticipates
,hat+s Nup2market+-
Gou 'ill ha/e noticed that I ha/en+t gi/en an( figures.
6nticipates
,here+s the statistical data-
6n o3/ious pro3lem at this stage is the choice of colours.
6nticipates
Coes it onl( come in 3lack-
4o' 'ould (ou anticipate the follo'ing Luestions- $0ampleQ ,h( is it so hea/(- 6n o3/ious pro3lem is
the 'eight.
a. ,h( is the deli/er( period so long-
3. ,hat+s Ntop Lualit(+ specification-
c. Co the accessories ha/e to 3e so e0pensi/e-
d. ,h( doesn+t he mention the price-
e. Can he pro/e 'hat he sa(s 'ith figures-
4. Meetings
7. &re!aration for the meeting
.ang#age hec%list
Chairing and leading discussion
pening the meeting
Thank (ou for coming O
JIt+s ten o+clockM. Det+s start O
,e+/e recei/ed apologies from O
6n( comments on our pre/ious meeting-
Introducing the agenda
Gou+/e all seen the agenda O
9n the agenda, (ou+ll see there are three items.
There is one main item to discuss O
&tating o(.ectives
,e+re here toda( to hear a3out plans for O
9ur o35ecti/e is to discuss different ideas O
,hat 'e 'ant to do toda( is to reach a decision O
3
Introducing discussion
The 3ackground to the pro3lem is O
This issue is a3out O
The point 'e ha/e to understand is O
Calling on a speaker
I+d like to ask .ar( to tell us a3out O
Can 'e hear from .r. Passas on this-
I kno' that (ou+/e prepared a statement on (our Cepartment+s /ie'sO
Controlling the meeting
:orr( 4ans, can 'e let .agda finish-
$r, 4enr(, 'e can+t talk a3out that.
&ummarising
:o, 'hat (ou+re sa(ing is O
Can I summarise that- Gou mean O
:o, the main point is O
Moving the discussion on
Can 'e go to think a3out O
Det+s mo/e on to the ne0t point.
Closing the meeting
I think 'e+/e co/ered e/er(thing.
:o, 'e+/e decided O
I think 'e can close the meeting no'.
That+s it. The ne0t meeting 'ill 3e O
S%ills hec%list
*reparation for meetings
Chair
Cecide o35ecti/es.
,hat t(pe of meeting Jformal or informal, short or long, regular or a None off+, internal P e0ternal
information gi/ing P discussion P decision makingM-
Is a social element reLuired-
Prepare an agenda.
Cecide time P place P participants P 'ho must attend and 'ho can 3e notified of decisions.
:tud( su35ects for discussion.
6nticipate different opinions.
:peak to participants.
&ecretary
93tain agenda and list of participants.
Inform participants and checkQ
8oom, eLuipment, paper, materials.
8efreshments, meals, accommodation, tra/el.
3!
*articipants
:tud( su35ects on agenda, 'ork out preliminar( options.
If necessar(, find out team or department /ie's.
Prepare o'n contri3ution, ideas, /isual supports, etc.
The role of the Chair
:tart and end on time.
Introduce o35ecti/es, agenda.
Introduce speakers.
Cefine time limits for contri3utions.
Control discussion, hear all /ie's.
:ummarise discussion at ke( points.
$nsure that ke( decisions are 'ritten do'n 3( the secretar(.
$nsure that conclusions and decisions are clear and understood.
Cefine actions to 3e taken and indi/idual responsi3ilities.
Practice 1
S#ggest phrases /hich co#l! -e #se! -) a chairperson in the *ollo/ing sit#ations in a meeting.
a. To 'elcome the participants to a meeting.
3. To state the o35ecti/es of the meeting.
c. To introduce the agenda.
d. To introduce the first speaker.
e. To pre/ent an interruption.
f. To thank a speaker for hisPher contri3ution.
g. To introduce another speaker.
h. To keep discussion to the rele/ant issues.
i. To summarise discussion.
5. To ask if an(one has an(thing to add.
k. To suggest mo/ing to the ne0t topic on the agenda.
l. To summarise certain actions that must 3e done follo'ing the meeting Jfor e0ample, do research,
'rite a report, meet again, 'rite a letter, etc.M.
m. To close the meeting.
Practice 2
1. 0n gro#ps& /or% o#t a -rie* agen!a& /ith an appropriate or!er& *or a meeting o* the mar%eting
!epartment o* A,is 3inance .t!.& a me!i#mDsiCe *inancial ser'ices compan). 6o#r agen!a sho#l!
incl#!e the points liste! here7
6n( other 3usiness
*e' products
.inutes of pre/ious meeting
.arketing plans for ne0t (ear
Cate of ne0t meeting
3"
8e/ie' of marketing performance in the current (ear
Personnel changes
Chair+s opening address
6pologies for a3sence.
2. 0n pairs& prepare a -rie* opening statement -) the chair to intro!#ce the meeting a-o'e7
Think a3out 'hat the opening statement from the chair needs to sa(
Ese (our agenda as a guide
8efer to the Danguage Checklist
Practise in pairs
8. &artici!ating in meetings
.ang#age hec%list
-iscussion in meetings
&tating opinion
It seems to me O
I tend to think O
In m( /ie' O
,e think P feel P 3elie/e O
There+s no alternati/e to O
It+s o3/ious that O
Clearl( P o3/iousl( O
Asking for opinion
I+d like to hear from O
Could 'e hear from O -
,hat+s (our /ie'-
,hat do (ou think a3out O-
Co (ou ha/e an( strong /ie's on O -
6n( comments-
Interrupting
$0cuse me, ma( I ask for clarification on this-
If I ma( interrupt, could (ou sa( O -
:orr( to interrupt, 3ut O
Co (ou think so- .( impression is O
,hat- That+s impossi3le. ,e P I think O
2andling interruptions
Ges, go ahead.
:orr(, please let me finish O
If I ma( finish this point O
Can I come to that later-
That+s not reall( rele/ant at this stage O
Can 'e lea/e that to another discussion-
3#
S%ills hec%list
*articipating in meetings
Types of meeting
Cecision making meeting
Information gi/ing meeting
:pontaneous P emergenc( meeting
8outine meeting
Internal meeting
Customer P client P supplier 2 first meeting P esta3lished relationship
&tructure of decision making meetings
:tud( P discuss P anal(se the situation
Cefine the pro3lem
:et an o35ecti/e
:tate imperati/es and desira3les
)enerate alternati/es
$sta3lish e/aluation criteria
$/aluate alternati/es
Choose among alternati/es
The -/&C stage of meeting
C Cescri3e situation
$ $0press feelings
: :uggest solutions
C Conclude 'ith decision
)oal of decision making meetings
935ecti/eQ to get a consensus in a time2efficient and cost effecti/e manner
Importance of communication
T'o2'a( process
Participants must 3e a'are of others+ needs
;ull communication and understanding is essential
;our elements in communicationQ a'areness 7 understanding 7 empath( 7 perception
+eaching a consensus
Ciscussion leads to consensus
Consensus is recognised and /er3alised 3( leader
Cecisions checked and confirmed
Practice 3
Use the s%eleton o#tline -elo/ to recreate the entire !ialog#e /ith a partner. hoose alternati'e
interr#ptions an! /a)s o* han!ling interr#ptions.
4%
NThe fall in sales is mainl( due to
the recession affecting 'orld markets.+
0nterr#ptQ ask for clarification.
Polite response.
Jgeneral fall of 5 X P most product areas
P especiall( oil processing sector
P also due to sale of 6nglo, E& su3sidiar(M
0nterr#ptQ ask 'h( 6nglo 'as sold.
8e5ect interruptionQ
*o time P discussed 3efore.
Tr( to mo/e on to future prospects.
Jthe outlook is 5ust good no'M
0nterr#ptQ disagree.
8espondQ (ou disagree.
;orecast are much 3etter.
0nterr#ptQ (ou 'ant to talk a3out ne' markets.
Promise to discuss this later.
But first O
0nterr#ptQ suggest a 3reak.
8e5ect the idea.
Rea!ing
1. Rea! the *ollo/ing e,tract an! ans/er these B#estions.
a. ,hat kind of meeting is the te0t a3out-
3. ,hat structure does the te0t descri3e-
c. ,hat ke( points is made a3out communication-
2. Rea! the te,t again. :o )o# agree /ith7
a. The first sentence- )i/e reasons for (our ans'er.
3. 4a(ne+s suggestions for the steps in/ol/ed in decision making-
c. The /ie' that communication must 3e a t'o2'a( process-
d. ,hat the 'riter sa(s a3out consensus in the final paragraph-
The reason for ha/ing a meeting is to make a decision. Information ma( 3e gi/en in a
presentation follo'ed 3( Luestions or discussion, 3ut it is to get a consensus that the meeting has 3een
arranged in the first place. 6chie/ing this in the most time2 and cost2 effecti/e manner possi3le is a goal
that e/er(one attending Jthe meetingM must share.
.arion 4a(nes J1#""M maintains that decision2making meetings need to follo' a specific structure.
The rational decision process includes the follo'ing stepsQ
:tud( P discuss P anal(se the situation
Cefine the pro3lem
:et an o35ecti/e
:tate imperati/es and desira3les
)enerate alternati/es
$sta3lish e/aluation criteria
$/aluate alternati/es
41
Choose among alternati/es.
9ne other aspect of decision making is the necessit( for participants in the meeting to 3e a'are of one
another+s needs and perceptions. If these are not effecti/el( communicated, if there is an insufficient
degree of understanding of one another+s reLuirements, then an accepta3le conclusion is unlikel( to 3e
reached. There are four essential elements in decision2makingQ a'areness, understanding, empath( and
perception.
It is onl( 'hen 'e accept that communications are a t'o2'a( process that an( form of
communication, including decision making, 'ill 3ecome genuinel( successful and effecti/e.
Cecision2making is not al'a(s an identifia3le acti/it(. ;reLuentl( the discussion can e/ol/e into a
consensus 'hich can 3e recognised and /er3alised 3( the leader 'ithout the need to Nput things to the
/ote+.
3. 3in! /or!s or phrases in the te,t /hich mean the same as the *ollo/ing7
a. common agreement
3. economical use of resources
c. aim
d. fi0 a goal
e. 'hat one must ha/e
f. 'hat one 'ould like to ha/e
g. consider other options
h. 'a( of seeing things
i. seeing things as others see them
5. de/elop
k. e0press through speaking.
0nterr#ptions can ha'e !i**erent intentions7
To ask for clarification
To add opinion
To ask for more details
To change direction of the discussion
To disagree.
<an!ling interr#ptions7
Promise to come 3ack to a point later
Politel( disagree 'ith an interruption
:a( the interruption is not rele/ant or that time is short
Politel( accept the interruption and respond to it 3efore continuing
8e5ect a suggestion
9. #nding the meeting
Rea!ing
Rea! the *ollo/ing te,t an! i!enti*)7
a. three recommendations on ho' a meeting should end
3. 'hat should happen after a meeting.
42
8egardless of the t(pe of meeting Jinformation or decision makingM, it is important to close 'ith a
restatement of o35ecti/e, a summar( of 'hat 'as accomplished, and a list of agreed action that needs to
3e taken.
6fter the meeting, it is essential to follo' up 'ith action. 6 3rief memorandum of conclusions
should 3e 'ritten and distri3uted. Inform appropriate people 'ho did not attend the meeting a3out
essential decisions made.
;inall(, each meeting should 3e /ie'ed as learning e0perience. ;uture meetings should 3e
impro/ed 3( soliciting e/aluations and deciding 'hat action is reLuired to conduct 3etter meetings.
.ang#age hec%list
/nding the meeting
Asking for clarification
Could (ou 3e more specific-
Can (ou e0plain that Jin more detailM-
,hat do (ou mean 3( O-
Clarifying
This means O
,hat I mean is O
,hat I 'ant to sa( is O
To e0plain this in more detail O
Checking that the clarification is sufficient
Is that oka(- P is that clearer no'-
+eferring to other speakers
6s Peter has alread( told us O
I+m sure .r. &o'ski kno's a3out this O
Dater 'e+ll hear a report from *eil on O
Professor )il3erto is certainl( a'are of O
-elaying decisions
I think 'e need more time to consider this.
I think 'e should postpone a decision O
Can 'e lea/e this until another date-
It 'ould 3e 'rong to make a final decision O
#nding the meeting
&ummarising
I think 'e should end there. 1ust to summarise O
,e+/e co/ered e/er(thing, so I+d like to go o/er the decisions 'e+/e taken O
:o, to conclude O 'e+/e agreed O
Confirming action
,e+ll contact O
1ohn 'ill O
,e+/e got to O
,e need to look at O
43
+eferring to ne>t contact
,e+ll meet again ne0t month O
,e look for'ard to hearing from (ou O
It+s 3een a pleasure to see (ou toda( and I look for'ard to our ne0t meeting O
S%ills hec%list
/nding meetings
T"o general rules
.eeting should end on timeR
Cecision making meetings should end 'ith decisionsR
The Chair should close the meeting "ith)
6 restatement of the o35ecti/es
6 summar( of decisions taken
6 summar( of the action no' reLuired
8eference to an( indi/idual responsi3ilities.
After the meeting
6 memorandum should 3e sent to all participants summarising the decisions taken and the action
reLuired.
The memorandum should 3e sent to an( interested indi/iduals 'ho 'ere una3le to attend.
The Chair should seek feed3ack on the meetings to tr( to impro/e future meetings.
Improving meetings
.oti/ation to change
)ather information on present situation
Identif( specific areas needing impro/ement
Identif( alternati/e courses of action
Practise ne' techniLues
Impro/ement model.
Practice 4
6o# are at an internal meeting to !isc#ss increases in the price o* )o#r pro!#cts. @ith a partner&
#se these prompts to ma%e a !ialog#e. Tr) to #se ne/ lang#age *rom this #nit.
Participant A Participant +
6sk if the meeting can
reach a decision on this.
8espond that 'e need more information.
6sk for clarification.
:a( 'e need to kno' more a3out the effects of a price increase.
:uggest doing market research.
44
6gree. :uggest contacting a friend 'ho kno's a3out market
consultanc( firms.
:uggest first looking at pre/ious
e0perience of price rises 7
then later going to a .arketing Consultanc(.
6sk for general agreement.
.o/e to ne0t item for discussion.
Practice 5
0n pairs #se the o#tline -elo/ to create a chair4s closing remar%s *or a meeting. To ma%e this more
realistic& a!! names an! other !etails as reB#ire!. Practice )o#r closing remar%s together.
Indicate that the meeting is almost o/er.
Check that no one has an(thing else to sa(.
8estate the purpose of the meeting.
Introduce a summar( of the decisions taken.
6sk if e/er(one is happ( 'ith (our summar(.
Indicate that a colleague 'ill organise a presentation ne0t 'eek.
;i0 a date for a ne' meeting.
Thank people for coming.
5. Negotiations
:;. <now what you want
.ang#age hec%list
$egotiations !1#
Making an opening statement
Welcoming
,elcome to O
I+m sure 'e 'ill ha/e a useful and producti/e meeting O
9irst meeting
,e see this as a preparator( meeting O
,e 'ould like to reach agreement on O
ne of a series of meetings
45
;ollo'ing pre/ious meetings 'e ha/e agreed on some important issues. Toda( 'e ha/e to think a3out O
,e ha/e reached an important stage O
&tating your aims and o(.ectives
I+d like to 3egin 'ith a fe' 'ords a3out our general e0pectations O
.a( I outline our principle aims and o35ecti/es toda( O
,e 'ant to clarif( our positions O
,e ha/e a formal agenda O
,e don+t ha/e a formal agenda, 3ut 'e hope to reach agreement on O
There are three specific areas 'e 'ould like to discuss. These are O
,e ha/e to decide O
&tating shared aims and o(.ectives
Together 'e 'ant to de/elop a good relationship O
,e agree that O
It is important for 3oth of us that 'e agree on O
2anding over
I+d like to finish there and gi/e (ou the opportunit( to repl( to this.
I+d like to hand o/er to m( colleague O, 'ho has something to sa( a3out O
S%ills hec%list
$egotiations !1#
Planning an! preparation
Type of negotiation
To'ards agreement
Both teams tr( to suit 5oint interests
Independent ad/antage
$ach team aims to get 3est deal
Conflict
6 team aims to 'in and make the other team lose
*urpose of negotiation
$0plorator( Jpossi3le areas of interestM
Conciliator( Jresol/ing differencesM
Targets
:cale Je.g. 121%M
Cecide realistic ma0imum and minimum accepta3le scores
9acts and figures
Prepare statistical data
&no' facts
Prepare /isuals
&trengths and "eaknesses
Dist (our 3argaining strengths
4
&no' (our possi3le 'eaknesses
Calculate (our 3argaining position
*ossi(le concessions
Plan (our 3argaining strateg(
Dist essential conditions
Impossi3le to concede
Dist possi3le concessions
pening statements
:tate general o35ecti/es
:tate priorities
:tate independent Jnot 5ointM o35ecti/es
Be 3rief
Practice 1
1. S#ggest phrases *or each o* the *ollo/ing at the start o* a negotiation.
,elcome the other side.
Ce/elop small talk Jtrip, 'eatherM.
.ention plans for lunch 7 make (our /isitors feel 'elcome Jsee cit( centre P local restaurantM.
:uggest (ou start talking a3out the main su35ect of (our meeting.
Introduce a colleague.
$0plain general aim or purpose of the meeting. Jpreliminar( P e0plorator(M
:a( 'hat (our side 'ants from the meeting. J$sta3lish 3eginnings of a partnership P learn a3out
suppl( s(stems P price /ariations and suppl( costs.M
2. Tr) to -ring all the phrases a-o'e together in a single opening statement.
T)pes o* negotiation7
Agreement1based negotiation or win1win negotiation
Proposals and counter proposals Jpropuneri contrareM are discussed until agreement is reached. Both
sides hopes for repeat 3usiness. T'o parties ha/e a shared o35ecti/eQ to 'ork together in a 'a( 'hich
is mutuall( 3eneficial.
.nde!endent advantage negotiation
This t(pe of negotiation is less 3ased on mutual 3enefit, 3ut on gaining the 3est deal possi3le for (our
side. $ach team thinks onl( a3out its o'n interests.
=in>lose negotiation
This t(pe is the negotiation to resol/e conflict, for e0ample in a contractual dispute. 4ere, it is
possi3le that each part( regards the other as an opponent and seeks to 'in the argument.
A t)pical str#ct#re o* a negotiation7
4!
S#ggestion
Counter suggestion
Agreement
Confirmation
Practice 2
1. Mar% the se'en points -elo/ =ho/ to prepare a negotiation> in the right or!er. The *irst is
alrea!) mar%e! as an e,ample.
Identif( (our minimum reLuirements.
Prepare (our opening statement.
Cecide 'hat concessions (ou could make.
&no' (our o'n strengths and 'eaknesses.
&no' (our role as part of a team.
Prepare (our negotiation position 7 kno' (our aims and o35ecti/es. 1
Prepare an( figures, an( calculations and an( support materials (ou ma( need.
2.Match each o* the *o#r aspects o* goo! preparation on the le*t /ith why the) are important on the
right.
a. &no'ing (our aims i. means (ou can support (our
and o35ecti/es argument.
3. &no'ing (our o'n strengths and ii. helps clear thinking and 'eaknesses
purpose.
c. Preparing an( figures, calculations iii. creates reasona3le
and other materials e0pectations.
d. Preparing an opening statement i/. helps (ou to kno' the market, the conte0t in 'hich (ou 'ant
to 'ork.
::. ?etting what you can
Rea!ing
1. Rea! the *ollo/ing e,tract. Accor!ing to the /riter& are these statements a-o#t negotiating tr#e
=T> or *alse =3>7
a. Cecide on the most important and less important issues.
3. Tr( to guess 'hat the other side thinks.
c. *ote ans'ers to the Luestions (ou ask.
d. Ceal 'ith issues in isolation, one at a time.
e. .ake concessions and get a concession in return.
f. Tough 3argaining can com3ine 'ith a spirit of cooperation.
g. If there are pro3lems, (ou ha/e to accept or re5ect 'hat is on offer.
#ffective negotiation re5uires clear thin(ing and a constructive a!!roach
It is necessar( to ha/e a clear understanding of 'hat for (ou are the most important issues and at
the same time 'hat for (ou are less important. Tr( to identif( aspects in the second categor( 'here the
other side 'ill 3e /er( happ( to gain concessions. )i/e 'hat is not so important for (ou, 3ut is /alua3le
for the other side.
4"
To do this, (ou ha/e to do the follo'ingQ
Check e/er( item of 'hat the other side 'ants. 6sk ho' important items are and look for fle0i3ilit(.
Co not guess their opinions or moti/es 7 (ou could 3e 'rong, or the( 'on+t like (our speculation.
*ote the other side+s ans'ers, 3ut don+t immediatel( sa( 'hat (ou think.
6/oid 3eing forced into considering one issue alone, consider t'o or three at once 7 aim for an
agreement to a package.
If there are 3ig differences 3et'een the t'o parties, (ou ha/e a choice of these optionsQ to accept, to
re5ect, or to carr( on negotiating. If (ou decide to carr( on, then the options in the ne0t round areQ
To make a ne' offer
To seek a ne' offer from the other part(
To change the shape of the deal J/ar( the Luantit( or the Lualit(, or 3ring in third partiesM
Begin 3argaining.
Gour 3argaining should 3e go/erned 3( three principlesQ 3e prepared, think a3out the 'hole package,
and 3e constructi/e. In preparing, (ou must identif( the issues, and prepare (our 3argaining position. Gou
needQ
6n essential conditions list 7 issues 'here (ou cannot concede an(thing
6 concessions list 7 issues 'here (ou can make concessions
To grade the concessions from the easiest to the most difficult, 'here (ou need most in return.
6s for the package, (ou must look for agreement in principle on a 3road front JzonJ cu elemente
diferiteM. ,hen the time comes for compromise, each part( 'ill concede on one issue if the( 'in a
concession on another.
The final principle is to 3e positi/e and constructi/e. Gou should 3e fair and cooperati/e, e/en during
difficult 3argaining. This approach is mot likel( to mo/e the negotiation to'ards a settlement that 3oth
sides feel is to their ad/antage.
2. Rea! the te,t again. 0!enti*) the *ollo/ing7
a. 4o' to respond to 'hat the other side 'ants.
3. Three 'a(s to change a deal.
c. Three actions to prepare for 3argaining
.ang#age hec%list
$egotiations !0#
Bargaining
,e can agree to that if O
9n condition that O
:o long as O
That+s not accepta3le unless O
,ithout O
4#
Making concessions
It (ou could O 'e could consider O
:o long as O 'e could agree to O
9n condition that 'e agree on O then 'e could O
Det+s think a3out the issue of O
,e could offer (ou O
,ould (ou 3e interested in O-
Could 'e tie this agreement to O-
Accepting
,e agree.
That seems accepta3le.
That+s pro3a3l( all right.
Confirming
Can 'e run through 'hat 'e+/e agreed-
I+d like to check 'hat 'e+/e said P confirm
I think this is a good moment to repeat 'hat 'e+/e agreed so far.
&ummarising
I+d like to run through the main points that 'e+/e talked a3out.
:o. I+ll summarise the important points of our offer.
Can 'e summarise the proposal in a fe' 'ords-
'ooking ahead
:o, the ne0t step is O
,e need to meet again soon.
In our ne0t meeting 'e need to O
:o, can 'e ask (ou to O-
Before the ne0t meeting 'e+ll O
,e need to dra' up a formal contract.
S%ills hec%list
$egotiations !0# , Bargaining in negotiations
Concessions rules
N6 ke( principle in negotiation is to gi/e a little and get a little at the same time.+
6sk for concessions
6ll concessions are conditional
Conditions first NIf O then O+
NIt+s a package+
)i/e 'hat+s cheap to (ou and /alua3le to them.
:#ring the negotiation
Main speaker
Create a 5oint, pu3lic and fle0i3le agenda.
Iuestion needs and preferences.
Con+t talk too much.
Disten.
5%
Con+t fill silences.
Build on common ground.
$0plore alternati/es N,hat if O-+
Be clear, 3rief and firm.
;ollo' concession rules.
&upport speaker
,ait till the Chair or (our main speaker 3rings (ou in.
Be clear, 3rief and firm.
;ollo' the concession rules.
:upport (our main speaker
2 6gree Jnod, NThat+s right O+M
2 $mphasise JNThis point is /er( important+M
2 6dd forgotten points JN6nd 'e must remem3er O+M
2 But don+t make concessions for (our main speaker.
2 Disten.
2 Con+t fill silences.
Practice 3
Ma%e sentences /hich incl#!e concessions -ase! on the prompts -elo/. The *irst is !one *or )o# as
an e,ample.
a. a 3etter 'arrant( P Luicker pa(ment terms
We could offer a (etter "arranty if you "ould agree to ?uicker payment terms.
3. free deli/er( P large order
c. free on2site training P small increase in price
d. 5 X discount P pa(ment on deli/er(
e. e0tra Y 5%, %%% compensation P agreement not to go to la'
f. promise to impro/e safet( for staff P agreement on ne' contracts
g. 3etter 'orking conditions P shorter 3reaks
Practice 4
0ou and a !artner are re!resentatives of Bec( .nstruments and 4@an!era .nc., a machine tool ma(er.
4@an!era is in discussion with Bec( .nstruments to buy a machine, the B. /. Ase the flow chart below
to negotiate some as!ects of an agreement for the sale of the B. /.
A5anpera +ec% 0nstr#ments
9ffer to 3u( the machine if BI
can gi/e a good price.
:a( that (our prices are /er( competiti/e.
6sk for a discount.
:a( a discount could 3e possi3le if 95anpera agrees to pa( for
shipping costs.
6gree, if the discount is attracti/e.
9ffer 4 X discount.
6sk for X discount.
Enfortunatel(, (ou can+t agree, unless 95anpera pa(s for the
installation.
6gree.
51
Confirm (our agreement.
Practice 5
The *ollo/ing letter is *rom ;i-son Tr#st .t!. To the Ministr) o* Ur-an :e'elopment s#mmarising
the points agree! in the negotiation -et/een them an! o#tlining the ne,t steps. omplete the spaces
in the letter /ith appropriate /or!s gi'en -elo/.
/nclosed developed specified e>amined e>cluded signed
Agreed dra"n up confirm included
;0+SAN TRUST .0M0T2:
Enits #212 $ast :ide .onks Cross Industrial $state B8I:T9D B:I4 T8
Telephone %12!2 54!!!! ;a0 %12!2 54!!%1
*eil ;inch
.inistr( of Er3an Ce/elopment
14%2 144 ,hitehall
Dondon ,CI 48;
.a( 2 2%%Z
Cear *eil,
Re7 Meeting in +ristol& April 3( DDD GRail/a) .an! Sale4
I am 'riting to JaM [[[[[[[ points J3M [[[[[[[ in the a3o/e meeting, held to discuss the sale of
go/ernment o'ned rail'a( land to )i3son Trust Dimited.
,e 'ould like to confirm through this letter and the JcM [[[[[[[[ dra'ings that the propert( JdM [[[[[[
in the a3o/e sale consists of the land presentl( occupied 3( the station 3uildings and also the former car
parks to the east of the station, the offices to the 'est and the 'arehouse alongside the traks. The
go/ernment2o'ned housing on the north side of the rail'a( lines is JeM [[[[[[[ .
,e also agree that the station 'ill 3e reno/ated 3( the Transport Cepartment and that the go/ernment
'ill 3e responsi3le for running an e/entual museum and pa(ing a rent of Y 1%%,%%% per (ear to )i3son
Trust. The remaining land 'ill 3e JfM [[[[[[[[[ 3( )i3son Trust and later sold off separatel(. The
de/elopment is intended to 3e for commercial and residential use. The e/entual use of the land should 3e
JgM [[[[[[[ in the contract.
9ur ne0t meeting 'ill 3e on .a( 15 at 1% a.m., at 'hich de/elopment plans 'ill 3e JhM [[[[[[. :oon
after this, contracts 'ill 3e JIM [[[[[[ . Then 'e 'ill need time to consider the contracts 3ut hopefull(
the( 'ill 3e J5M [[[[[[ 3( the end of :eptem3er.
Co contact us if (ou ha/e an( comments or alterations (ou 'ould like to make to this summar(. Thank
(ou once again for a /er( constructi/e meeting and 'e look for'ard to seeing (ou again on .a( 15.
Gour sincerel(,
52
1ill &earne
Chief *egotiator
$ncs. JIM
:. Bot getting what you don)t want
@hat t)pe o* negotiator are )o#8
1. Gour aim in a negotiation is O
aM to find the greatest area of agreement in the 5oint interests of 3oth parties.
3M To 'in and to make the other side lose.
cM To find the 3est deal for (our side.
2. ,hen the other side is talking (ou O
aM use the information (ou are hearing to identif( 'eaknesses in the other part(.
3M Plan 'hat (ou are going to sa( ne0t.
cM Disten 'ith ma0imum attention.
3. Gou think that O
aM part of the a/aila3le time must 3e spent socialising and getting to kno' the other side.
3M )ood'ill is important 3ut the speed of the meeting should 3e Luick and 3usinesslike.
cM The meeting should get do'n to 3usiness as soon as possi3le and reach Luick decisions.
4. ,hen (ou speak in a negotiation (ou O
aM make 3old and forceful statements, possi3l( 3anging the ta3le.
3M .ake carefull( considered statements in a calm, controlled /oice.
cM 6re occasionall( forceful and infle0i3le.
5. If the other side disagree 'ith (ou, (ou O
aM tr( hard to find a creati/e position 3( modif(ing (our position.
3M 8epeat (our demands and 'ill not concede 7 (our o35ecti/e is to make the other side gi/e in.
cM 8eshape (our offer 'ithout fundamental changes.
. If the other side state an opinion (ou disagree 'ith, (ou O
aM tentati/el( suggest an alternati/e.
3M 6sk for clarification and e0planation.
cM 8idicule it 'ith sarcasm.
1 aM3 3M2 cM2 2 aM1 3M2 cM3 3 aM3 3M2 cM1
4 aM1 3M3 cM2 5 aM3 3M1 cM2 6 aM3 3M2 cM1
53
If (ou score 15 or more (ou are a creati'e negotiator. 11214 (ou negotiate to in!epen!ent a!'antage.
!21% (ou are a *ighterR Dess than ! (ou should get a gun licenceR
Rea!ing
Match each o* the *ollo/ing to a phrase in the te,t /ith a similar meaning7
a. highlight the disad/antages of failing to reach a deal
3. think of ne' 3enefits for 3oth sides
c. alter parts of 'hat is on offer
d. take a 3reak to consider positions
e. ha/e the negotiation in a different place
f. change the indi/iduals in/ol/ed
g. ask an independent person to come and help (ou reach agreement
h. ha/e an informal meeting to talk things o/er.
*ealing with conflict
Conflict ma( sometimes 3e an una/oida3le step on the road to'ards agreement. 4o'e/er, in some
cases conflict leads to the 3reak do'n of negotiations as one or 3oth sides realise that agreement is not
possi3le. In man( cases this is 3etter than agreeing to something 'hich 'ould 3e against the interests of
the people concerned.
,hen conflict arises, there are se/eral possi3le actions 'hich ma( help to resol/e conflict in a
negotiationQ
Dea/e the pro3lem, go on to a different topic and return later to the point at issue
:ummarise progress and areas of agreement
$mphasise the 3enefits a/aila3le to 3oth sides
$mphasise the loss to 3oth sides of not reaching agreement
8estate the issue and 'ait for a response
Change the package
In/ent ne' options for mutual gain
9ffer conditional concessions
6d5ourn Ja amKna% a suspendaM to think and reflect
;i0 an off2the2record meeting JLntKlnire neoficialJM
Change location
Change negotiator Jpersonal chemistr(-M
Bring in a third part( Jmediator-M
Consider 'alking a'a(.
Practice 6
0n pairs& #se the gi'en prompts to s#ggest a response to the statements.
&ituation 1
The pro3lem is that 'e ha/e ne/er offered the kind of 'arrant( (ou are looking for.
&uggest leaving the point and returning to it later after discussing other issues% i.e. training for technical
staff.
&ituation 0
There+s a num3er of issues on the ta3le. ,e seem to 3e a long 'a( from an agreement.
54
&uggest changing the package on offer !varia(les include price% shipment costs% payment terms#.
&ituation 6
The price (ou are asking is rather high, Luite a lot higher than 'e 'ere e0pecting.
&end a signal that you could offer (etter payment terms.
&ituation M
There are se/eral pro3lems. ,e think there is Luite a lot of negotiation ahead 3efore 'e can agree on a
common strateg(.
&uggest advantages of reaching agreement) more glo(al influence% (etter prospects for the future.
+elo/ are *i'e strategies in !ealing /ith con*lict. Use them in ma%ing statements.
a. 6d5ourn to think and reflect.
3. :ummarise progress and areas of agreement.
c. Dea/e the pro3lem, discuss something else, come 3ack later to the pro3lem.
d. $mphasise the loss to 3oth sides of not reaching agreement.
e. 9ffer a conditional concession.
Practice 7
+elo/ are *o#r o**ers or reB#est. Re5ect each one& #sing the in*ormation in the prompts.
&ituation 1
Det me make a suggestion. If (ou agree to 3u( 1%% units e/er( month for the ne0t t'el/e months, 'e+ll
agree a 1% X discount.
7ou don4t kno" ho" many units you "ill need in si> and t"elve months. It might (e more or less.
&ituation 0
The price 'e are offering e0cludes installation costs 3ut does include a t'el/e month+s guarantee.
ther suppliers offer free installation and a t"o year parts and la(our "arranty.
&ituation 6
I think the a3solute minimum in/estment in ad/ertising must 3e \4%,%%%, other'ise 'e cannot reach
enough of our market. It+s not much to ask for.
7ou cannot spend more than your (udget.
&ituation M
*o', some e0cellent ne'sQ 'e+d like to increase our order. 8ight no' (ou are sending us 35% 3o0es a
month. ,e need at least 5%%, demand is /er( high O
7our order (ooks are full% the plant is "orking at capacity.
Practice "
S#ggest /hat )o# co#l! sa) in the *ollo/ing sit#ations.
&ituation 1
6fter a long negotiation, (ou ha/e reached agreement and no' plan a meal in a local restaurant 'ith the
other part( in the negotiation.
55
&ituation 0
Gour efforts to reach agreement ha/e 3een unsuccessful. It is late. $nd the negotiation 3ut offer some
hope that in the future (ou might manage some cooperation 'ith the other side.
&ituation 6
6 colleague has asked (ou to cooperate on a pro5ect, 3ut after long discussion (ou feel (ou cannot
participate 3ecause of fundamental disagreement. It is important that (ou continue to 'ork together in the
other areas.
&ituation M
Gou 'ant to repeat an order 'ith a supplier 3ut the( are tr(ing to increase prices 3( 2% X. Gou cannot
agree to this. $nd (our discussion.
&ituation N
6 customer is asking (ou to suppl( goods in a month. This is ph(sicall( impossi3le. $nd the discussion.
.ang#age hec%list
*egotiations J3M
-ealing "ith conflict
I think 'e should look at the points 'e agree on O
,e should focus on the positi/e aspects O
,e should look at the 3enefits for 3oth sides O
It is in (our interests to resol/e the issue O
,hat do (ou think is a fair 'a( to resol/e this pro3lem-
,e hope (ou can see our point of /ie' O
Det us e0plain our position O
Could (ou tell us 'h( (ou feel like that-
I think 'e should look at the 'hole package, not so much at indi/idual areas of difficult(.
Perhaps 'e could ad5ourn for a little 'hile.
I think 'e need to consider some fresh ideas O
+e.ecting
I+m afraid 'e can+t O
Before agreeing to that 'e 'ould need O
Enfortunatel( O
I don+t think it 'ould 3e sensi3le for us to O
I think if (ou consider our position, (ou+ll see that O
/nding negotiations
:o, can 'e summarise the progress 'e+/e made-
Can 'e go through the points 'e+/e agreed-
Perhaps if I can check the main points O
:o, the ne0t step is O
,hat 'e need to do no' is O
It+s 3een a /er( useful and producti/e meeting.
,e look for'ard to a successful partnership.
5
Breaking off negotiations
I think 'e+/e gone as far as 'e can.
I+m sorr(, 3ut I don+t think 'e+re going to agree a deal.
It+s a pit( 'e couldn+t reach agreement this time.
Enfortunatel( 'e appear una3le to settle our differences.
It 'ould 3e 3etter if 'e looked for some independent ar3itrator.
S%ills hec%list
$egotiations !6#
-ealing "ith conflict
:ho' understanding of the other side+s position
4ighlight ad/antages of agreement
-on4t = -o =
Be sarcastic ask Luestions
6ttack listen
Criticise summarise
Threaten 3uild on common ground
Blame e0plain (our feelings
T)pes o* negotiators
2ard
*egotiates to 'in
.akes demands
*rincipled
Dooks for common 3enefits
.akes offers
&oft
Dooks for agreement
6ccepts 'hat+s on offer
9ighter Independent advantage Creative negotiator
,in2lose 'in2'in looks for agreement
+e.ecting
6sk for an ad5ournment.
Ciscuss options.
8emem3er (our limits.
Cecide if (our interests are 3eing metQ if not, re5ect the proposal on offer, or suggest alternati/es.
After the negotiation
Compare the result 'ith (our o35ecti/es, targets and limits.
$0amine the process of the negotiationQ
The planning 7 the strateg( 7 team roles 7 the issues.
Dearn from failureQ
5!
,hat 'ent 'rong and 'h(-
Identif( 'eaknesses and errors
Ciscuss and plan ahead.
Build on successQ
8ecognise success
Praise people
Ce/elop team'ork and partnership.
Negotiating on!itions
on!itions 2,amples
Enit price \".5% per unit
.inimum Luantit( at least 1%,%%% units
Credit period 3% da(s after in/oice
Celi/er( date 2% 1une 2%%3
Bulk discount 22 X if o/er 1%,%%% units
Penalt( clause 5 X for each month of dela(
Cancellation clause 5% X charge if cancelled less than si0 'eeks 3eforehand
$0clusi/it( sole rights o/er all $ast Coast states
8o(alt( on sales under licence 3 X of turno/er on licensed goods
Commission 5 X on sales in the territor(
$arl( settlement discount 22 X if paid 'ithin 2% da(s
9ption period first option for 12 months after contract
.ethod of pa(ment irre/oca3le letter of credit
,arrant( period 1" months 'arrant( from completion
:ATA30.27 Negotiation
Belo' are the stages of negotiation and some e0pressions 'hich (ou ma( find useful at each stageQ
on'ersation =1>
I+m surePconfident 'e can reach agreement. JoptimisticM
I+m sure there+s room for negotiation.
,e ha/e a lot to discuss.
Det+s see ho' 'e get on. JcautiousM
Presenting )o#r position =2>
This is our position.
This is ho' 'e see it.
,e think the follo'ing is reasona3lePappropriate.
9ur approach is this.
E#estioning the other4s position =3>
4o' do (ouP e0plain (our attitude-
P 5ustif( O- 6ccount forO- 6rri/e atO-
,h( do (ou 'antO-
,h( such a P high charge-
P long deli/er( period-
P lo' discount-
5"
Re*#sing to accept =4>
I+m sorr(, I can+t accept 2 X.
Gou+ll ha/e to do 3etter than that, I+m afraid.
I+m afraid it+s not enough.
9ther firms offer more than 2 X.
Re*#sing to mo'e =5>
I+m afraid I can+t agree to P that.
P increase the rate.
P lo'er the price.
P shorten deli/er(.
,e+/e done our 3est for (ou.
,e ha/e maintain a polic(.
I ha/e m( instructions.
S#ggesting a compromise =6>
.a( I make a suggestion-
If (ou O then 'e ma( 3e a3le toO
,e ma( 3e a3le toO 3ut onl( if (ouO
Enless (ou O there is no Luestion of our 3eing a3le toO
Reaching agreement =7>
Det+s 5ust go through the terms.
Det+s summari@e the conditions.
2,ercise 1 6o#r t#rn to negotiate9
*o' (ou ha/e the opportunit( to negotiate. To help (ou 'ith each ans'er (ou are gi/en some
information in the script 3elo' and a num3er 'hich refers 3ack to the Catafile.
'u!!lier ,ell, let+s get started. Gou kno', 'ith this deli/er( pro3lem I+m sure there+s room for
negotiation.
0ou J1Q cautiousM
'u!!lier 8ight, 'ell this is ho' 'e see it. ,e can deli/er the first machine in ten 'eeks, and install it
four 'eeks after that.
0ou J3Q long deli/er( periodM
'u!!lier ,ell, these are in fact the usual periods. It+s prett( normal in this kind of operation. Cid (ou
e0pect 'e could deli/er an( Luicker-
0ou J2Q 'eeks ma0imum deli/er(A 4 'eeks installationM
'u!!lier I see 'hat (ou mean, 3ut that 'ould 3e /er( difficult. Gou see 'e ha/e a lot of orders to handle
at present, and mo/ing 5ust one of these machines is a ma5or operation. Dook, if I can promise (ou
deli/er( in eight 'eeks, does that help-
0ou J4Q too lateM
'u!!lier 6h2haR ,ell, lookO erO Gou 'ant the machine in si0 'eeks. *o' that is reall( a /er( short
deadline in this 3usiness. Gou said that (ou couldn+t take it an( later, 3ut couldn+t (our engineers find a
'a( to re2schedule 5ust a little, sa( another 'eek-
0ou J5Q refuseM
'u!!lier ,ell, (ou reall( are asking us for something that is /er( difficult. I+/e alread( offered (ou
se/en 'eeks. I+ll ha/e to consult 'ith m( colleagues and come 3ack to (ou, 3ut I can+t see 'hat 'e can
do.
0ou JQ if deli/er in 'eeks perhaps talk a3out further orderM
5#
'u!!lier ,ell, on that 3asis I suppose 'e might 3e a3le to look at some kind of arrangement. In fact, if
(ou can promise another order I think 'e could accept (our terms.
0ou J!Q 'eeks deli/er(A 4 'eeks installationA decision on ne0t order 3( 2
th
of this monthM
'u!!lier $0actl(. If (ou could confirm this in 'riting I O
2,ercise 2 Ten r#les *or negotiating
Cr $d Uap is holding a t'o2da( seminar on negotiating techniLues. 6t the end of the first morning he
gi/es the group his ten rules for negotiating. 4ere the( are.
1. ;ind out ho' man( points are to 3e negotiated.
2. :tart from an e0treme position.
3. 6ssume the other person o'es (ou a concession.
4. *e/er concede 'ithout e0change.
5. *e/er gi/e 'hat (ou can sell.
. $0aggerate the /alue of (our concessions, minimi@e the /alue of his.
!. If he insists on Nprinciple+, e0pect a concession in return.
". 9nl( threaten 'hat (ou are prepared to carr( out.
#. Con+t sho' disrespect to (our opponent.
1%. If (ou+re happ( 'ith the result, don+t shout NI+/e 'onR+
8ead Cr Uap+s rules and then look at the remarks in list 6. These remarks are not good for negotiating.
Instead, use phrases from list B. 'hich one 'ould (ou use in each case-
a. Gou see- I kne' I+d 'inR
1. If (ou increase the order, then 'e ma( 3e a3le to reduce the price.
3. I kno' 'hat (ou 'ant to discuss, so let+s start.
2. =er( 'ell, 3ut if (ou can+t gi/e discounts I+m sure (ou can e0tendO
c. I can reduce the price. Coes that help-
3. If (ou can+t accept this, I ma( ha/e to reconsider m( position.
d. Celi/er(- That+s no pro3lemA no e0tra charge.
4. I think 'e can agree on these terms.
f. It+s against (our polic( to gi/e discounts- 9&.
5. I+m afraid that 'ill not 3e possi3le.
g. ,hat a ridiculous ideaR Con+t 3e stupidR
. .a( 'e go through the points to 3e discussed 3efore 'e 3egin-
h. 6nother half per cent- Ges, that+s /er( generous offer (ou+re
making.
!. 4alf per cent is /er( small amount
i. This is m( final offer. If (ou refuse, I+ll cancel e/er(thing.
". Celi/er(- ,ell it ma( 3e possi3le 3ut onl( ifO
2,ercise 3 @hen things get !i**ic#lt
In their negotiation e0ercises the managers on Cr Uap+s seminar sometimes find themsel/es in difficult
situations. 6s the( are all from $nglish2speaking countries the( kno' 'hat to sa(.
Could you give me a moment to do some calculations3
%
CertainlyD Would you e>cuse me a minute3
Would you like me to go through that again3
I4m sorry% could you go through that again3
I don4t think "e4re talking a(out the same thing.
That4s rightD We4re talking at crossBpurposes.
Can "e say it4s agreed% here and no"3
I4ll have to come (ack to you on this.
Where does the ;anuary figure come from3
I4m .ust looking. Could you (ear "ith me a moment3
&o "hat is the (asis of calculation3
I4m sorry% I don4t have the figures to hand.
,hich e0pression 'ould (ou use in the follo'ing cases-
a. The other person does not seem to understand (our e0planation of the pa(ment schedules.
3. 4e 'ants (ou to agree a definite price toda(, 3ut (ou need to consult (our 3oss at the office 3efore
committing (ourself.
c. 4e suddenl( asks (ou 'hat discount (ou 'ould make for a /er( large order indeed. Gou need a
minute to 'ork it out.
d. Gou are rather surprised at the high charge for transport.
e. 4e suddenl( asks the price of similar products in the range. Gou ha/e the price list in (our 3riefcase 7
some'here.
f. Gou think he has 5ust made up the figure for installation costsR
g. 4e has alread( e0plained the commission s(stem t'ice 3ut (ou are still not reall( clear a3out it.
Un!erstan!ing contracts
2,ercise 4 1oca-#lar) *or contracts
The 'ords 3elo' are often used in connection 'ith contracts. Ese some of them to complete the
sentences 'hich follo'. Gou ma( need to put certain 'ords in the plural.
Terminate clause dra" up agreement condition (inding
&ection party provide for ar(itration compromise comply
"ith@a(ide (y
'itigation out of court (reach valid court term
void
a. 6 contract is an 2222222222 3et'een t'o 22222222222 . It is di/ided into 2222222222 , 222222222222 , and
222222222222 .
3. The contract 222222222 2222222222 an( pro3lems 3et'een the t'o parties. The conditions of the contract
are 222222222 on 3oth parties. If one part( does not 22222222222 22222222222 the clauses, this is called a
222222222 of contract.
c. In the case of a dispute, man( contracts pro/ide for 2222222222, 3ut in some cases the dispute results in
2222222222 . .ost parties reach a 222222222 'ithout going to 222222222 , and the dispute is settled 22222222
222222 2222222222 .
d. :ome contracts are for a fi0ed period, or 222222222 A also, there are 'a(s in 'hich the parties can end, or
222222222, the contract.
1
2,ercise 5 .icensing terms
Gou ha/e asked a E: firm if (ou could make one of its products under licence, in (our o'n countr(. 4ere
is part of their ans'er. But 'hat do the legal terms reall( mean- 8eplace the underlined terms 'ith the
phrases listed 3elo'.
We4ve checked "ith our legal department. 7es% "e are the patent holders for the OTF. We are prepared%
in fact% to grant you a licence to make it in your o"n territory on these conditions) there "ould (e a fee
on agreement and then a royalty of N H "ith a minimum annual royalty of PN5%555. The term "ould (e
four years% "ith the possi(ility of rene"al on e>piry. And% of course% in the event of any infringement% as
our licensee you "ould have to apply for an in.unction on the infringer4s production.
Det (ou ha/e (earl( 3ottom limit illegal cop(ing
9fficial manufacturer ha/e the legal rights o/er copier+s
;urther (ears period countr(
6sk for a 3an 'hen it ended permission
6n immediate pa(ment 5 X to pa(
6. Management
13. @hat is management8
:isc#ssion
,hat do (ou think makes a good manager- ,hich four of the follo'ing Lualities do (ou think are the
most important-
6 3eing decisi/eQ a3le to make Luick decisions
B 3eing efficientQ doing things Luickl(, not lea/ing tasks unfinished, ha/ing a tid( desk, and so on
C 3eing friendl( and socia3le
C 3eing a3le to communicate 'ith people
$ 3eing logical, rational and anal(tical
; 3eing a3le to moti/ate and inspire and lead people
) 3eing authoritati/eQ a3le to gi/e orders
4 3eing competentQ kno'ing one+s 5o3 perfectl(, as 'ell as the 'ork of one+s su3ordinates
I 3eing persuasi/eQ a3le to con/ince people to do things
1 ha/ing good ideas
Rea!ing
This te,t s#mmariCes some o* Peter :r#c%er4s 'ie/s on management. As )o# rea! a-o#t his
!escription o* the /or% o* a manger& !eci!e /hether the *i'e !i**erent *#nctions he mentions
reB#ire the *o#r B#alities )o# selecte! in )o#r !isc#ssion& or others )o# !i! not choose.
2
Peter Crucker, the 'ell2kno'n 6merican 3usiness professor and consultant, suggests that the
'ork of a manager can 3e di/ided into planning Jsetting o35ecti/esM, organi@ing, integrating Jmoti/ating
and communicatingM, measuring, and de/eloping people.
;irst of all, managers Jespeciall( senior managers such as compan( chairmen 7 and 'omen 7 and
directorsM set ob@ectives, and decide ho' their organi@ation can achie/e them. This in/ol/es de/eloping
strategies, plans and precise tactics, and allocating resources of people and mone(.
:econdl(, managers organiCe. The( anal(se and classif( the acti/ities of the organi@ation and the
relations among them. The( di/ide the 'ork into managea3le acti/ities and then into indi/idual 5o3s.
The( select people to manage these units and perform the 5o3s.
Thirdl(, managers !ractice the social s(ills of motivation and communication. The( also ha/e to
communicate o35ecti/es to the people responsi3le for attaining them. The( ha/e to make the people 'ho
are responsi3le for performing indi/idual 5o3s form teams. The( make decisions a3out pa( and
promotion. 6s 'ell as organi@ing and super/ising the 'ork of their su3ordinates, the( ha/e to 'ork 'ith
people in other areas and functions.
;ourthl(, managers ha/e to measure the !erformance of their staff, to see 'hether the o35ecti/es
set for the organi@ation as a 'hole and for each indi/idual mem3er of it are 3eing achie/ed.
Dastl(, managers develo! !eo!le 7 3oth their su3ordinates and themsel/es.
93/iousl(, o35ecti/es occasionall( ha/e to 3e modified or changed. It is generall( the 5o3 of a
compan(+s top managers to consider the needs of the future, and to take responsi3ilit( for inno/ation,
'ithout 'hich an( organi@ation can onl( e0pect a limited life. Top managers also ha/e to manage a
3usiness+s relations 'ith customers, suppliers, distri3utors, 3ankers, in/estors, neigh3ouring communities,
pu3lic authorities, and so on, as 'ell as deal 'ith an( ma5or crises 'hich arise. Top managers are
appointed and super/ised and ad/ised Jand dismissedM 3( a compan(+s 3oard of directors.
6lthough the tasks of a manager can 3e anal(@ed and classified in this fashion, management is
not entirel( scientific. It is human skill. Business professors o3/iousl( 3elie/e that intuition and Ninstinct+
are not enoughA there are management skills that ha/e to 3e learnt. Crucker, for e0ample, 'rote o/er 2%
(ears ago that N 6ltogether this entire 3ook is 3ased on the proposition that the da(s of the Sintuiti/eT
manager are num3ered+, meaning that the( 'ere coming to an end. But some people are clearl( good at
management, and others are not. :ome people 'ill 3e una3le to put management techniLues into practice.
9thers 'ill ha/e lots of techniLue, 3ut fe' good ideas. 9utstanding managers are rather rare.
1oca-#lar)
a. omplete the *ollo/ing sentences /ith these /or!s.
Achieved (oard of directors communicate innovations managea(le performance
+esources setting supervise
1 .anagers ha/e to decide ho' 3est to allocate the human, ph(sical and capital OO.. a/aila3le to them.
2 .anagers 7 logicall( 7 ha/e to make sure that the 5o3s and tasks gi/en to their su3ordinates are OO.. .
3 There is no point in OO. o35ecti/es if (ou don+t OOO them to (our staff.
4 .anagers ha/e to OO. their su3ordinates, and to measure, and tr( to impro/e, their OOO .
5 .anagers ha/e to check 'hether o35ecti/es and targets are 3eing OO. .
6 top manager 'hose performance is unsatisfactor( can 3e dismissed 3( the compan(+s OOO. .
! Top managers are responsi3le for the OOO. that 'ill allo' a compan( to adapt to a changing 'orld.
-. The te,t contains a n#m-er o* common 'er-Dno#n partnerships =e.g. achieve ob@ectives, deal with
crises& an! so on>.
3
Match #p these 'er- an! no#ns to ma%e common collocations.
6llocate decisions
Communicate information
Ce/elop 5o3s
.ake o35ecti/es
.easure people
.oti/ate performance
Perform resources
:et strategies
:uper/ise su3ordinates
14. T)pes o* Managers
,e ha/e 3een using the term manager to mean an(one 'ho is responsi3le for su3ordinates and
other organi@ational resources. There are man( different t(pes of managers, 'ith di/erse tasks and
responsi3ilities. .anagers can 3e classified in t'o 'a(sQ 3( their level in the organi@ation 7 so2called
first2line, middle, and top managers 7 and 3( the range of organi@ational acti/ities for 'hich the( are
responsi3le 7 so2called functional and general managers.
Management .e'els
Dirst1,ine "anagers. The lo'est le/el in an organi@ation at 'hich indi/iduals are responsi3le for the
'ork of others is called first2line or first2le/el management. ;irst2line managers direct operating
emplo(ees onl(A the( do not super/ise other managers. $0amples of first2line managers are the SforemanT
JmaistruM or production super/isor JQef de producRieM in a manufacturing plant, the technical super/isor
JQef de echipJM in a research department, and the clerical super/isor JQef de (irouM in a large office. ;irst2
le/el mangers are often called Ssuper/isors.T
"iddle "anagers. The term middle management can include to more than one le/el in an organi@ation.
.iddle managers direct the acti/ities of lo'er2le/el managers and sometimes also those of operating
emplo(ees. .iddle managers+ principal responsi3ilities are to direct the acti/ities that implement their
organi@ations+ policies and to 3alance the demands of their superiors 'ith the capacities of their
su3ordinates.
To! "anagers. Composed of a comparati/el( small group of e0ecuti/es, top management is responsi3le
for the o/erall management of the organi@ation. It esta3lishes operating policies and guides the
organi@ation+s interactions 'ith its en/ironment. T(pical titles of top managers are Schief e0ecuti/e
officerT, SpresidentT and Ssenior /ice2presidentT. 6ctual titles /ar( from one organi@ation to another and
are not al'a(s a relia3le guide to mem3ership in the highest management classification.
3#nctional an! ;eneral Managers
The other ma5or classification of managers depends on the scope of the acti/ities the( manage.
Dunctional "anagers. The *#nctional manager is responsi3le for onl( one organi@ational acti/it(, such
as production, marketing, sales, or finance. The people and acti/ities headed J a conduceM 3( a functional
manager are engaged in a common set of acti/ities.
4
?eneral "anagers. The general manager, on the other hand, o/ersees Ja supravegheaM a comple0 unit,
such as a compan(, a su3sidiar(, or an independent operating di/ision. 4e or she is responsi3le for all the
acti/ities of that unit, such as its production, marketing, sales, and finance.
6 small compan( ma( ha/e onl( one general manager 7 its president or e0ecuti/e /ice2president
7 3ut a large organi@ation ma( ha/e se/eral, each at the head of a relati/el( independent di/ision. In a
large food compan(, for e0ample, there might 3e a grocer(2production di/ision, a refrigerated2products
di/ision, and a fro@en2food2products di/ision, 'ith a different general manager responsi3le for each. Dike
the chief e0ecuti/e of a small compan(, each of these di/isional heads 'ould 3e responsi3le for all the
acti/ities of the unit.
chief e0ecuti/e officer K director e0ecuti/
senior /ice2president K /ice2pre?edinte senior Jmai important decFt cel 1uniorM
president K pre?edinte
e0ecuti/e /ice2president 7 /ice2pre?edinte e0ecuti/
chief e0ecuti/e K director sau administator al unei firme
15. The Management Process
Planning
Plans gi/e the organi@ation its o35ecti/es and set up the 3est procedures for reaching them. In
addition, plans 3ecome the guides 3( 'hich the organi@ation o3tains and commits Ja anga.aM the
resources reLuired to reach its o35ecti/es, mem3ers of the organi@ation carr( on acti/ities consistent 'ith
Jconcordant cuM the chosen o35ecti/es and procedures, and progress to'ard the o35ecti/es is monitored
and measured, so that correcti/e action can 3e taken if progress is unsatisfactor(.
The first step in planning is the selection of goals for the organi@ation. Then o35ecti/es are
esta3lished for the su(units of the organi@ation 7 its di/isions, departments, and so on. 9nce the
o35ecti/es are determined, programs are esta3lished for achie/ing them in a s(stematic manner. 9f
course, in selecting o35ecti/es and de/eloping programs, the manager considers their feasi3ilit( and
'hether 'ill 3e accepta3le to the organi@ation+s managers and emplo(ees.
Plans made 3( top management for the organi@ation as a 'hole ma( co/er periods as long as fi/e
or ten (ears. In a large organi@ation, such as a multinational energ( corporation, those plans ma( in/ol/e
commitments Janga.amenteM of 3illions of dollars. Planning at the lo'er le/els, 3( middle or first2line
managers, co/ers much shorter periods. :uch plans ma( 3e for the ne0t da(+s 'ork, for e0ample, or for a
t'o2hour meeting to take place in a 'eek.
ArganiCing
9nce managers ha/e esta3lished o35ecti/es and de/eloped plans or programs to reach them, the(
must design and staff an organi@ation a3le to carr( out those programs successfull(. Cifferent o35ecti/es
'ill reLuire different kinds of organi@ations. ;or e0ample, an organi@ation that aims to de/elop computer
soft'are 'ill ha/e to 3e far different from one that 'ants to manufacture 3lue 5eans. Producing a
standardi@ed product like 3lue 5eans reLuires efficient assem3l(2line techniLues, 'hereas 'riting
computer programs reLuires teams of professionals 7 s(stems anal(sts, soft'are engineers, and operators.
6lthough the( must interact effecti/el(, such people cannot 3e organi@ed on an assem3l(2line
3asis. It is clear, then, that managers must ha/e the a3ilit( to determine 'hat t(pe of organi@ation 'ill 3e
needed to accomplish a gi/en set of o35ecti/es. 6nd the( must ha/e the a3ilit( to de/elop Jand later to
leadM that t(pe of organi@ation.
.ea!ing
5
6fter plans ha/e 3een made, the structure of the organi@ation has 3een determined, and the staff
has 3een recruited and trained, the ne0t step is to arrange for mo/ement to'ard the organi@ation+s defined
o35ecti/es. This function can 3e called 3( /arious namesQ leading, directing, moti/ating, actuating
Jimpulsionare% stimulareM, and others. But 'hate/er the name used to identif( it, this function in/ol/es
getting the mem3ers of the organi@ation to perform in 'a(s that 'ill help it achie/e its esta3lished
o35ecti/es.
,hereas planning and organi@ing deal 'ith the more a3stract aspects of the management process,
the acti/it( of leading is /er( concreteA it in/ol/es 'orking directl( 'ith people.
ontrolling
;inall(, the manager must ensure that the actions of the organi@ation+s mem3ers do in fact mo/e
the organi@ation to'ard its stated goals. This is the controlling function of management, and it in/ol/es
four main elementsQ
2sta-lishing stan!ar!s o* per*ormance.
.easuring current performance and comparing it against the esta3lished standards.
Cetecting de/iations from standard goals in order to make corrections 3efore a seLuence Jsuccesiune%
QirM of acti/ities is completed.
Taking action to correct performance that does not meet those standards.
Through the controlling function, the manager can keep the organi@ation on its chosen track, keeping
it from stra(ing Ja se depJrata% a se a(ateM from its specified goals.
16. Management .e'el an! S%ills
.anagers at e/er( le/el plan, organi@e, lead, and control. But the( differ in the amount of time
de/oted to each of these acti/ities. :ome of these differences depend on the kind of organi@ation in 'hich
the manager 'orks, some on the t(pe of 5o3 the manager holds.
.anagers of small pri/ate clinics, for e0ample, spend their time Luite differentl( from the 'a(
the heads of large research hospitals spend theirsQ .anagers of clinics spend comparati/el( more time
practicing medicine, and less time actuall( managing, than do directors of large hospitals. The technical
super/isor of research ph(sicists at 6TVT Bell Da3s 'ill ha/e a 5o3 that in some respects is Luite
different from that of a production super/isor on a )eneral .otors assem3l( line. Get 3oth are first2line
managers. 6nd (et there 'ill also 3e important similarities in the 5o3s of all these managers.
9ther differences in the 'a(s managers spend their time depend upon their le/els in the
organi@ational hierarch(. 8o3ert D. &ats, a teacher and 3usiness e0ecuti/e, has identified three 3asic
kinds of skillsQ technical, human, and conceptual. $/er( manager needs all three. Technical skill is the
a3ilit( to use the procedures, techniLues, and kno'ledge of a speciali@ed field. :urgeons, engineers,
musicians, and accountants all ha/e technical skills in their respecti/e fields. 2uman skill is the a3ilit( to
'ork 'ith, understand, and moti/ate other people, as indi/iduals or in groups. Conceptual skill is the
a3ilit( to coordinate and integrate all of an organi@ation+s interests and acti/ities. It in/ol/es the
manager+s a3ilit( to see the organi@ation as a 'hole, to understand ho' its parts depend on one another,
and to anticipate ho' a change in an( of its parts 'ill affect the 'hole.
&ats suggests that although all three of these skills are essential to a manager, their relati/e
importance depends mainl( on the manager+s rank in the organi@ation. Technical skill is most important
in the lo'er le/els. 4uman skill, 3( contrast, is important for managers at e/er( le/elQ 3ecause the( must
get their 'ork done primaril( through others, their a3ilit( to tap Ja capta% a a(ordaM the technical skills of
their su3ordinates is more important than their o'n technical skills. ;inall(, the importance of conceptual

skill increases as one rises through the ranks of a management s(stem 3ased on hierarchical principles of
authorit( and responsi3ilit(. It depends mainl( on the manager+s rank in the organi@ation.
7. ompanies an! ArganiCations
17. ompan) str#ct#re
1oca-#lar)
Match #p the /or!s on the le*t /ith the !e*initions on the right
1 autonomous 6 a s(stem of authorit( 'ith different le/els, one a3o/e the other
2 decentrali@ation B a specific acti/it( in a compan(, e.g. production, marketing, finance
3 function C independent, a3le to take decisions 'ithout consulting a higher authorit(
4 hierarch( C people 'orking under someone else in a hierarch(
5 line authorit( $ di/iding an organi@ation into decision2making units that are not centrall(
controlled
6 report to ; the po'er to gi/e instructions to people at the le/el 3elo' in the chain of
command
7 su3ordinates ) to 3e responsi3le to someone and to take instructions from him or her
Rea!ing
Rea! the te,t -elo/& a-o#t !i**erent /a)s o* organiCing companies& an! then la-el the !iagrams&
accor!ing to /hich o* these the) ill#strate7
,ine structure E functional structure E matrix structure E staff structure
6.OOOOOO B.OOOOOOO.
C.OOOOOO. COOOOOO..
.ost organi@ations ha/e hierarchical or p(ramidal structure, 'ith one person or a group of people
at the top, and an increasing num3er of people 3elo' them at each successi/e le/el. This is a clear line or
chain of command running do'n the p(ramid. 6ll the people in the organi@ation kno' 'hat decisions
the( are a3le to make, 'ho their superior Jor 3ossM is Jto 'hom the( reportM, and 'ho their immediate
su3ordinates are Jto 'hom the( can gi/e instructionsM.
!
:ome people in an organi@ation ha/e colleagues 'ho help themQ for e0ample, there might 3e an
6ssistant to the .arketing .anager. This is kno'n as a staff positionQ its holder has no line authorit(, and
is not integrated into the chain of command, unlike, for e0ample, the 6ssistant .arketing .anager, 'ho
is num3er t'o in the marketing department.
Get, the acti/ities of most companies are too complicated to 3e organi@ed in a single hierarch(.
:hortl( 3efore the ;irst ,orld ,ar, the ;rench industrialist 4enr( ;a(ol organi@ed his coal2mining
3usiness according to the functions that it had to carr( out. 4e is generall( credited 'ith in/enting
functional organi@ation. Toda(, most large manufacturing organi@ations ha/e a functional structure,
including Jamong othersM production, finance, marketing, sales, and personnel or staff departments. This
means, for e0ample, that the production and marketing departments cannot take financial decision 'ithout
consulting the finance department.
;unctional organi@ation is efficient, 3ut there are t'o standard criticisms. ;irstl(, people are
usuall( more concerned 'ith the success of their department than that of the compan(, so there are
permanent 3attles 3et'een, for e0ample, finance and marketing, or marketing and production, 'hich ha/e
incompati3le goals. :econdl(, separating functions is unlikel( to encourage inno/ation.
Get, for a large organi@ation manufacturing a range of products, ha/ing a single production
department is generall( inefficient. ConseLuentl(, most large companies are decentrali@ed, follo'ing the
model of 6lfred :loan, 'ho di/ided )eneral .otors into separate operating di/isions in 1#2%. $ach
di/ision had its o'n engineering, production and sales departments, made a different categor( of car J3ut
'ith some o/erlap Jsuprapunere% LntrepJtrundereM, to encourage internal competitionM, and 'as e0pected
to make a profit.
Business that cannot 3e di/ided into autonomous di/isions 'ith their o'n markets can simulate
decentrali@ation, setting up di/isions that deal 'ith each other using internall( determined transfer prices.
.an( 3anks, for e0ample, ha/e esta3lished commercial, corporate, pri/ate 3anking, international and
in/estment di/isions.
6n inherent pro3lem of hierarchies is that people at lo'er le/els are una3le to make important
decisions, 3ut ha/e to pass on responsi3ilit( to their 3oss. 9ne solution to this is matri0 management, in
'hich people report to more than one superior. ;or e0ample, a product manager 'ith an idea might 3e
a3le to deal directl( 'ith managers responsi3le for a certain market segment and for a geographical
region, as 'ell as the managers responsi3le for the traditional functions of finance, sales and productions.
This is one 'a( of keeping authorit( at lo'er le/els, 3ut it is not necessaril( a /er( efficient one. Thomas
Peters and 8o3ert ,aterman, in their 'ell2kno'n 3ook In &earch of />cellence, insist on the necessit( of
pushing authorit( and autonom( do'n the line, 3ut the( argue that one element 7 pro3a3l( the product 7
must ha/e priorit(A four2dimensional matrices are far too comple0.
6 further possi3ilit( is to ha/e 'holl( autonomous, temporar( groups or teams that are
responsi3le for an entire pro5ect, and are split up Ja se diviza% a se LmpJrRiM as soon as it is successfull(
completed. Teams are often not /er( good for decision2making, and the( run the risk or relational
pro3lems, unless the( are small and ha/e a lot of self2discipline. In fact, the( still reLuire a definite leader,
on 'hom their success pro3a3l( depends.
:escri-ing compan) str#ct#re
The most common 'er-s *or !escri-ing str#ct#re are7
Consists of contains includes
"
Is composed of is made up of is divided into
e.g. The compan( consists of fi/e main departments.
The marketing department is made up of three units.
Ather 'er-s *reB#entl) #se! to !escri-e compan) organiCation incl#!e7
To (e in charge of to (e responsi(le for
To support or to (e supported (y to assist or to (e assisted (y
To (e accounta(le to
e.g. The marketing department is in charge of the sales force.
The fi/e department heads are accounta3le to the .anaging Cirector.
This is an e,ample o* part o* a compan) organiCation chart7
Board of *irectors
with a Chairman (?B)
or &resident (A')
"anaging *irector (?B)
or
Chief #xecutive 4fficer (A')
Production .arketing ;inance 8esearch V Personnel
Ce/elopment
.arket :ales 6d/ertising
8esearch Promotions ;inancial 6ccounting
.anagement
*orthern :outhern
8egion 8egion
*o' 'rite a description of either the organi@ation chart a3o/e, or a compan( (ou kno', in a3out 1%%215%
'ords.
1". The 2,ternal 2n'ironment o* ArganiCations
The man( rapid changes taking place in the e0ternal en/ironment of organi@ation reLuire increasing
attention from managers. The direct1action com!onent of the en/ironment consists of the organi@ation+s
stakeholders 7 that is, the groups 'ith direct impact on the organi@ation+s acti/ities. #xternal
sta(eholders include customers, suppliers, go/ernments, consumer and en/ironmental ad/ocates, special
interest groups, la3or unions, financial institutions, the media, and competitors. .nternal sta(eholders
include emplo(ees, shareholders, and the 3oard of directors.
.anagers must 3alance the interests of the /arious stakeholders for the good of the organi@ation as a
'hole. The( ma( 3e a3le to use the net'ork of relationships among the stakeholders and the organi@ation
to influence stakeholders indi/iduall(. ;or their part, stakeholders ma( unite in coalitions to e0ert o/er J a
e>ercita% a face uz de influenRJM the organi@ation. Indi/idual stakeholders ma( also hold conflicting stakes
Jinteres% participareM in an organi@ation.
#
The indirect1action com!onent of the en/ironment consists of their factors that influence the
organi@ation indirectl(. *ot onl( do these factors create a climate to 'hich the organi@ation must ad5ust,
3ut the( ha/e the potential to mo/e into the direct2action en/ironment. Cemographic and lifest(le
/aria3les mold Ja forma% a modelaMan organi@ation+s la3or suppl( and customer 3ase, and changes in
/alues are at heart of e/er( other social, economic, political, and technological change. .anagers must
distinguish 3et'een and ad5ust to structural and c(clical changes in the econom(. In addition, the( must
contend 'ith Ja lupta cuM the gro'ing influence of special interest groups in politics, and technological
de/elopments also fuel the competition 3et'een organi@ations.
Technological ad/ances in communication and transportation ha/e made the international
en/ironment increasingl( important. )reater international competition has made the E.:. lag Ja LntKrzia%
a rJmKne Ln urmJM in competiti/eness critical, and has also 3lurred Ja Lntuneca% a pune Ln ceaRJM the
distinction 3et'een the pri/ate and pu3lic sectors.
The en/ironment determines the e0tent to 'hich Jgradul Ln careM organi@ations face uncertaint( and
to 'hich the( are dependent on others for /ital resources. In tur3ulent en/ironments, organi@ations must
de/ote more of their resources to monitoring the en/ironment. The natural2selection, resource2
dependence, and industrial2organi@ation models pro/ide alternati/e /ie's of the relationship 3et'een
organi@ations and the en/ironment.
.anagers 7 especiall( at higher le/els 7 must monitor the e0ternal en/ironment and tr( to forecast
changes that 'ill affect the organi@ation. The( ma( use strategic planning and organi@ational design to
ad5ust to the en/ironment.

". Pro!#ction an! pro!#cts
1oca-#lar)
a. Match #p these /or!s /ith the !e*initions /hich *ollo/.
Capacity component inventory lead time plant
'ocation su(contractor outsourcing or contracting out
1. an( compan( that pro/ides goods or ser/ices for another one
2. an( of the pieces or parts that make up a product, machine, etc.
3. 3u(ing products or processed materials from other companies rather than manufacturing them
4. the Jma0imumM rate of output that can 3e achie/ed from a production process
5. the 3uildings, machines, eLuipment and other facilities used in the production process
. the geographical situation of a factor( or other facilit(
!. the stock of an( item or resource used in an organi@ation Jincluding ra' materials, parts, supplies,
'ork in process and finished productsM
". the time needed to perform an acti/it( Ji.e. to manufacture or deli/er somethingM
-. A*ter it has -een !eci!e! /hat to man#*act#re& operations managers ha'e to !eci!e where to
man#*act#re the !i**erent pro!#cts& how much !roductive ca!acity their *actories an! plants sho#l!
ha'e& an! how much inventory to maintain. Rea! the 15 sentences -elo/& an! classi*) them #n!er
the *ollo/ing si, hea!ings. Some sentences ma) *all #n!er t/o hea!ings.
!%
6 The conseLuences of insufficient capacit(
B The conseLuences of e0cess capacit(
C The ad/antages of large facilities
C The disad/antages of large facilities
$ The ad/antages of ha/ing a large in/entor(
; The disad/antages of ha/ing a large in/entor(
1. 6 long lead time ma( allo' competitors to enter the market.
2. 6/erage fi0ed cost per unit drops as /olume increases 3ecause each succeeding unit a3sor3s part of
the fi0ed costs, gi/ing economies of scale.
3. ;inding staff and coordinating material flo' 3ecome e0pensi/e and difficult.
4. If lead time increases, some customers ma( go to other suppliers.
5. Dost sales and market share are usuall( permanent.
. The 'orking en/ironment might 'orsen and industrial relations deteriorate.
!. There are costs of storage, handling, insurance, depreciation, the opportunit( cost of capital, and so
on.
". Gou can 3e more fle0i3le in product scheduling, and ha/e longer lead times and lo'er cost operation
through larger production runs 'ith fe'er set2ups.
#. There is al'a(s a risk of o3solescence, theft, 3reakage, and so on.
1%. Gou can meet /ariation in product demand.
11. Gou ma( 3e under2utili@ing (our 'ork force.
12. Gou ha/e protection against /ariation in ra' material deli/er( time Jdue to shortages, strikes, lost
orders, incorrect or defecti/e shipments, etc.M
13. Gou ma( 3e forced to produce additional less profita3le products.
14. Gou can take ad/antage of Luantit( discounts in purchasing.
15. Gou ma( ha/e to reduce prices to stimulate demand.
1$. H#stDinDtime pro!#ction
Rea! the te,t -elo/& an! insert the eight /or!s !e*ine! in 'oca-#lar) a> in the spaces.
Capacity component inventory lead time
'ocation outsourcing plants su(contractor
.anufacturing companies are faced 'ith a Nmake2or23u( decision+ for e/er( item or J1M OOO. the(
use Jas 'ell as for e/er( process and ser/iceM. Co the( make it themsel/es or do the( outsource J a
contracta lucrJri Ln afara companieiM, and 3u( from a J2M OOO- If a compan( assem3les products
supplied 3( a large num3er of su3contractors Jfurnizor intermediarM, the( face the pro3lem of ho' much
J3M OO. the( reLuire.
In 1ust2In2Time J1ITM production 7 also called lean production, stockless production, and continuous
flo' manufacture 7 nothing is 3ought or produced until it is needed. $ach section of the production
process makes the necessar( Luantit( of the necessar( units at the necessar( time 7 'hich is 'hen it is
reLuired 3( the ne0t stage of the manufacturing process, or 3( distri3utors or customers.
The 1IT s(stem is usuall( credited to Taiichi 9hno, 'ho 'as /ice2president for manufacturing 'ith
To(ota in 1apan in the earl( 1#5%s 7 although he stated that he got the idea from 6merican supermarketsR
1IT is 'holl( contrar( to the $uropean and 6merican logic of encouraging greater producti/it(, and
'elcoming production that e0ceeds the agreed schedule or Luota, and stocking e0tras in case of the future
pro3lems.
1IT minimi@es the cost of holding in/entories, 'hich are regarded negati/el(, as a/oida3le costs,
rather than as assets. The large 1apanese manufacturing companies ha/e long practised J4MOOOO, and
!1
generall( use e0tensi/e net'orks of small su3contractors. 9f course, if a single su3contractor fails to
deli/er a component on time, the 'hole production process is sa3otaged, 3ut the 1apanese industrial
s(stem relies on mutual trust and long2term relationships. :mall suppliers often attempt to situate their
facilities close to the J5M.OOO of a larger compan( 'ith 'hich the( 'ork.
The 1apanese also prefer small, speciali@ed production JMO.OO 'ith a limited J!MOO.. , in 'hich,
'here/er possi3le, all the machines reLuired for a certain 5o3 are grouped together. This a/oids all the
'aiting and mo/ing time in/ol/ed in sending half2finished item from one department to another, although
it often reLuires fle0i3le, multi2skilled emplo(ees.
1IT thus greatl( reduces transportation and in/entor( costs, and should ensure that there is no 'aste
from o/erproduction, or from idle 'orkers 'aiting for parts. It allo's increased producti/it( 3ecause of
shortened throughput time Jtimpul de prelucrare a materialelorM. If factories are eLuipped so that set2up
times are short, /er( small production runs Jetape de producRieM are possi3le. 6n( Lualit( pro3lems or
product defects should 3e noticed more Luickl(, production J"MOOO Jtimpul de conducere a producRieiM
are reduced, and the firm can react more rapidl( to demand changes.
2(. Pro!#cts an! -ran!s
Rea! the *ollo/ing te,t& an! /rite a -rie* hea!ing *or each paragraph.
1 ????????????
.arketing theorists tend to gi/e the 'ord product a /er( 3road meaning, using it to refer to an(thing
capa3le of satisf(ing a need or 'ant. Thus ser/ices, acti/ities, people Jpoliticians, athletes, film starsM,
places Jholida( resortsM, organi@ations Jhospitals, colleges, political partiesM, and ideas, as 'ell as ph(sical
o35ects offered for sale 3( retailers, can 3e considered as products. Ph(sical products can usuall( 3e
augmented Ja spori% a creQteM 3( 3enefits such as customer ad/ice, deli/er(, credit facilities, a 'arrant( or
guarantee, maintenance, after2sales ser/ice, and so on.
2 ????????????
:ome manufactures use their name Jthe Nfamil( name+M for all their products, e.g. Philips, Colgate,
Gamaha. 9thers, including Enile/er and Procter V )am3le, market /arious products under indi/idual
3rand names, 'ith the result that man( customers are unfamiliar 'ith the name of the manufacturing
compan(. The ma5or producers of soap po'ders, for e0ample, are famous for their multi23rand strateg(,
'hich allo's them to compete in /arious market segments, and to fill shelf space in shops, there3(
lea/ing less room for competitors. It also gi/es them a greater chance of getting some of the custom of
3rand2s'itchers Jcei care schim(J mJrcile pe care le cumpJrJM.
3 ????????????
.ost manufactures produce a large num3er of products, often di/ided into product lines. .ost
product lines consist of se/eral products, often distinguished 3( 3rand names, e.g. a range of soap
po'ders, or of tooth2pastes. :e/eral different items Jdifferent si@es or modelsM ma( share the same 3rand
name. Together, a compan(+s items, 3rands and products constitute its product mi0. :ince different
products are al'a(s at different stages of their c(cles, 'ith gro'ing, sta3le or declining sales and
profita3ilit(, and 3ecause markets, opportunities and resources are in constant e/olution, companies are
al'a(s looking to the future, and re2e/aluating their product mi0.
4 ?????????????
Companies 'hose o35ecti/es include market share and market gro'th generall( ha/e long product
lines, i.e. a large num3er of items. Companies 'hose o35ecti/e is high profita3ilit( 'ill ha/e shorter lines,
including onl( profita3le items. Get, most product lines ha/e a tendenc( to lengthen o/er time, as
companies produce /ariations on e0isting items, or add additional items to co/er further market segments.
!2
6dditions to product lines can 3e the result of either upBmarket or do"nBmarket, i.e. making items of
higher or lo'er Lualit(. This can 3e carried out in order to reach ne' customers, to enter gro'ing or more
profita3le market segments, to react to competitors+ initiati/es, and so on. Get, such mo/es ma( cause
image pro3lemsQ mo/ing to the lo'er end of the market dilutes Ja slJ(i% a diluaM a compan(+s image for
Lualit(, 'hile a compan( at the 3ottom of a range ma( not con/ince dealers and customers that it can
produce Lualit( products for the high end. 'ineBfilling 7 adding further items in that part of a products
range 'hich a line alread( co/ers 7 might 3e done in order to compete in competitors+ niches J niQJM, or
simpl( to utili@e e0cess production capacit(.
1oca-#lar)
3in! /or!s or e,pressions in the te,t /hich mean the *ollo/ing.
1 the possi3ilit( of pa(ing for a product o/er an e0tended period
2 a promise 3( a manufacturer or seller to repair or replace defecti/e goods during a certain period of time
3 a surface in a store on 'hich goods are displa(ed
4 consumers 'ho 3u( /arious competing products rather than 3eing lo(al to a particular 3rand
5 the standard pattern of sales of a product o/er the period that is marketed
the e0tend to 'hich an acti/it( pro/ides financial gain
! possi3ilities of filling unsatisfied needs in sectors in 'hich the compan( can produce goods or ser/ices
effecti/el(
" the sales of a compan( e0pressed as a percentage of total sales in a gi/en market
# the set of 3eliefs that the pu3lic at large holds of an organi@ation
1% a small, speciali@ed, 3ut profita3le segment of a market
$. Mar%eting& A!'ertising& Promotion
1oca-#lar)
.atch up the 'ords or e0pressions on the left 'ith the definitions on the right.
1 distri3ution channel 6 all the companies or indi/iduals in/ol/ed in mo/ing a particular good
or ser/ice from the producer to the consumer
2 to launch a product B an idea for a ne' product, 'hich is tested 'ith target consumers 3efore
the actual product is de/eloped
3 market opportunities C attri3utes or characteristics of a productQ Lualit(, price, relia3ilit(, etc.
4 market research C di/iding a market into distinct groups of 3u(ers 'ho ha/e different
reLuirements or 3u(ing ha3its
5 market segmentation $ places 'here goods are sold to the pu3lic 7 shops, stores, kiosks,
market stalls, etc.
packaging ; possi3ilities of filling unsatisfied needs in sectors in 'hich a compan(
can profita3l( produce goods or ser/ices
! points of sale ) someone 'ho contacts e0isting and potential customers, and tries to
persuade them to 3u( goods or ser/ices
" product concept 4 collecting, anal(sing and reporting data rele/ant to a specific
marketing situation Jsuch as a proposed ne' productM
!3
# product features I to introduce a ne' product onto the market
1% sales representati/e 1 'rappers and containers in 'hich products are sold
21. The centralit) o* mar%eting
.oo% B#ic%l) thro#gh the *ollo/ing te,t an! !eci!e /hich paragraphs are a-o#t these s#-5ects7
- compan(2to2compan( marketing
- identif(ing market opportunities
- the marketing mi0
- the selling and marketing concepts
- the importance of market research
.ost management and marketing 'riters no' distinguish 3et'een selling and marketing. The Nselling
concept+ assumes that resisting consumers ha/e to 3e persuaded 3( /igorous hard2selling techniLues to
3u( non2essential goods or ser/ices. Products are sold rather than 3ought. The Nmarketing concept+, on
the contrar(, assumes that the producer+s task is to find 'ants and fill them. In other 'ords, (ou don+t sell
'hat (ou make, (ou make 'hat 'ill 3e 3ought. 6s 'ell as satisf(ing e0isting needs, marketers can also
anticipate and create ne' ones. The markets for the ,alkman, /ideo games, personal computers, and
genetic engineering, to choose some recent e0amples, 'ere largel( created rather than identified.
.arketers are conseLuentl( al'a(s looking for market opportunities 7 profita3le possi3ilities of
filling unsatisfied needs or creating ne' ones in areas in 'hich the compan( is likel( to en5o( a
differential ad/antage, due to its distincti/e competencies Jthe things it does particularl( 'ellM. .arket
opportunities are generall( isolated 3( market segmentation. 9nce a target market has 3een identified, a
compan( has to decide 'hat goods or ser/ice to offer. This means that much of the 'ork of marketing has
3een done 3efore the final product or ser/ice comes into e0istence. It also means that the marketing
concept has to 3e understood throughout the compan(, e.g. in the production department of a
manufacturing compan( as much as in the marketing department itself. The compan( must also take
account of the e0istence of competitors, 'ho al'a(s ha/e to 3e identified, monitored and defeated in the
search for lo(al customers.
8ather than risk launching a product or ser/ice solel( on the 3asis of intuition or guess'ork, most
companies undertake market research J)BM or marketing research JE:M. The( collect and anal(@e
information a3out the si@e of a potential market, a3out consumers+ reactions to particular product or
ser/ice features, and so on. :ales representati/es, 'ho also talk to customers, are another important
source of information.
9nce the 3asic offer, e.g. a product concept, has 3een esta3lished, the compan( has to think a3out the
marketing mi0, i.e. all the /arious elements of a marketing program, their integration, and the amount of
effort that a compan( can e0pend on them in order to influence the target market. The 3est2kno'n
classification of these elements is the N4Ps+Q product, place, promotion and price. 6spects to 3e considered
in marketing products include Lualit(, features Jstandard and optionalM, st(le, 3rand name, si@e,
packaging, ser/ices and guarantee. Place in a marketing mi0 includes such factors as distri3ution
channels, locations of points of sale, transport, in/entor( si@e, etc. Promotion groups together ad/ertising,
pu3licit(, sales promotion, and personal selling, 'hile price includes the 3asic list price, discounts, the
length of the pa(ment period, possi3le credit terms, and so on. It is the 5o3 of a product manager or a
3rand manager to look for 'a(s to increase sales 3( changing the marketing mi0.
It must 3e remem3ered that Luite apart from consumer markets Jin 'hich people 3u( products for
direct consumptionM there e0ists an enormous producer or industrial or 3usiness market, consisting of all
the indi/iduals and organi@ations that acLuire goods and ser/ices that are used in the production of other
goods, or in the suppl( of ser/ices to others. ;e' consumers reali@e that the producer market is actuall(
larger than the consumer market, since it contains all the ra' materials, manufactured parts and
!4
components that go into consumer goods, plus capital eLuipment such as 3uilding and machines, supplies
such as energ( and pens and paper, and ser/ices ranging from cleaning to management consulting, all of
'hich ha/e to 3e marked. There is conseLuentl( more industrial than consumer marketing, e/en though
ordinar( consumers are seldom e0posed to it.
omprehension
.oo% at the *ollo/ing !iagrams *rom "ar(eting "anagement -) Philip Iotler.
1 The first diagram contrasts the selling and the marketing concepts. ;ill in the four spaces 'ith the
follo'ing 'ords or e0pressionsQ
] Coordinated marketing ] .arket
] Customer needs ] Profits through customer satisfaction
'tarting Docus "eans #nds
!oint
;actor( Products :elling V promoting Profits
through sales /olume
a. The selling concept
J1M OOOO.. J2M OOOOO . J3M OOOOO.. J4M OOOOO
3. The marketing concept
22. <o/ companies a!'ertise
6d/ertising informs consumers a3out the e0istence and 3enefits of products and ser/ices, and
attempts to persuade them to 3u( them. The 3est form of ad/ertising is pro3a3l( 'ord2of2'ord
ad/ertising, 'hich occurs 'hen people tell their friends a3out the 3enefits of products or ser/ices that
the( ha/e purchased. Get, /irtuall( no pro/iders of goods or ser/ices rel( on this alone, 3ut use paid
ad/ertising instead. Indeed, man( organi@ations also use institutional or prestige ad/ertising, 'hich is
designed to 3uild up their reputation rather than to sell particular products.
6lthough large companies could easil( set up their o'n ad/ertising departments, 'rite their o'n
ad/ertisements, and 3u( media space themsel/es, the( tend to use the ser/ices of large ad/ertising
agencies. These are likel( to ha/e more resources, and more kno'ledge a3out all aspects of ad/ertising
and ad/ertising media than a single compan(. The most talented ad/ertising people generall( prefer to
'ork for agencies rather then indi/idual companies as this gi/es them the chance to 'ork on a /ariet( of
advertising accounts Jcontracts to ad/ertise products or ser/icesM. It is also easier for a dissatisfied
compan( to gi/e its account to another agenc( than it 'ould 3e to fire its o'n ad/ertising staff.
The client compan( generall( gi/es the ad/ertising agenc( an agreed 3udgetA a statement of the
o35ecti/es of the ad/ertising campaign, kno'n as a 3riefA and an o/erall ad/ertising strateg( concerning
the message to 3e communicated to the target customers. The agenc( creates ad/ertisements Jthe 'ord is
often a33re/iated to ad/erts or adsM, and de/elops a media plan specif(ing 'hich media 7 ne'spapers,
maga@ines, radio, tele/ision, cinema, posters, mail, etc. 7 'ill 3e used and in 'hich proportions. J9n
tele/ision and radio, ads are often kno'n as commercials.M 6gencies often produce alternati/e ads or
commercials that are pre2tested in ne'spapers, tele/ision stations, etc. in different parts of a countr(
3efore a final choice is made prior to a national campaign.
The agenc(+s media planners ha/e to decide 'hat percentage of the target market the( 'ant to
reach Jho' man( people 'ill 3e e0posed to the adsM and the num3er of times the( are likel( to see them.
!5
6d/ertising people talk a3out freLuenc( or N9T:+ Jopportunities to seeM and the threshold effect Jefectul
de pronireM 7 the point at 'hich ad/ertising 3ecomes effecti/e. The choice of ad/ertising media is
generall( strongl( influenced 3( the comparati/e cost of reaching 1,%%% mem3ers of the target audience,
the cost per thousand Joften a33re/iated to CP., using the 8oman numeral for 1,%%%M. The timing of
ad/ertising campaigns depends on factors such as purchasing freLuentl( and 3u(er turno/er Jne' 3u(ers
entering the marketM.
4o' much to spend on ad/ertising is al'a(s pro3lematic. :ome companies use the comparati/e2
parit( method Jmetoda comparativBanalogicJM 7 the( simpl( match their competitors+ spending, there3(
a/oiding ad/ertising 'ars. 9thers set their ad 3udget at a certain percentage of current sales re/enue. But
3oth these methods disregard Ja nu Rine seama% a negli.aM the fact that increased ad spending or counter2
c(clical ad/ertising JreclamJ anticiclicJM can increase current sales. 9n the other hand, e0cessi/e
ad/ertising is counter2producti/e JantiproductivJM 3ecause after too man( e0posures people tend to stop
noticing ads, or 3egin to find them irritating. 6nd once the most promising prospecti/e customers ha/e
3een reached, there are diminishing returns, i.e. an e/er2smaller increase in sales in relation to increased
ad/ertising spending.
1oca-#lar)
3in! the terms in the te,t /hich mean the *ollo/ing.
1 free ad/ertising, 'hen satisfied customers recommend products to their friends.
2 ad/ertising that mentions a compan(+s name 3ut not specific products
3 companies that handle ad/ertising for clients
4 a contract 'ith a compan( to produce its ad/ertising
5 the amount of mone( a compan( plans to spend in de/eloping its ad/ertising and 3u(ing media time or
space
the statement of o35ecti/es of an ad/ertising campaign that a client 'orks out 'ith an ad/ertising
agenc(
! the ad/ertising of a particular product or ser/ice during a particular period of time
" a defined set of customers 'hose needs a compan( plans to satisf(
# the people 'ho choose 'here to ad/ertise, in order to reach the right customers
1% the fact that a certain amount of ad/ertising is necessar( to attract a prospecti/e customer+s attention
11 choosing to spend the same amount on ad/ertising as one+s competitors
12 ad/ertising during periods or seasons 'hen sales are normall( relati/el( poor
:isc#ssion
@hich o* the *ollo/ing claims !o )o# agree /ith8
1. 6d/ertising is essential for 3usiness, especiall( for launching ne' consumer products.
2. 6 large reduction of ad/ertising 'ould decrease sales.
3. 6d/ertising often persuades people to 3u( things the( don+t need.
4. 6d/ertising often persuades people to 3u( things the( don+t 'ant.
5. 6d/ertising lo'ers the pu3lic+s taste.
. 6d/ertising raises prices.
!. 6d/ertising does not present a true picture of products.
". 6d/ertising has a 3ad influence on children.
0n a /ellD%no/n s#r'e)& the $arvard Business Review as%e! 2&7(( senior -#siness managers
/hether the) agree /ith these statements. The s#r'e) pro!#ce! some #ne,pecte! res#lts. @hich o*
the *ollo/ing percentages !o )o# thin% go /ith /hich o* the statements a-o'e8
!
41X 4#X 51X 5!X %X !2X "5X #%X
23The *o#r ma5or promotional tools
0nsert the *ollo/ing /or!s in the te,t -elo/.
Advertising aimed a"areness channel loyalty
Maturity medium tactics target trial
The 3asic idea 3ehind the Nmarketing concept+ 7 that (ou make 'hat (ou can sell rather than sell
'hat (ou make 7 does not mean that (our product 'ill sell all 3( itself. $/en a good, attracti/el(2priced
product that clearl( satisfies a need has to 3e made kno'n to its J1MOOO. Customers. Curing the
introduction and gro'th stages of the standard product life c(cle, the producer Jor importer, and so onM
has to de/elop product or 3rand J2MOOO. , i.e. inform potential customers Jand distri3utors, dealers and
retailersM a3out the product+s e0istence, its features, its ad/antages, and so on.
6ccording to the 'ell2kno'n N;our Ps+ formulation of the marketing mi0 Jproduct, place,
promotion and priceM, this is clearl( a matter of promotion. :ince 3udgets are al'a(s limited, marketers
usuall( ha/e to decide 'hich tools 7 ad/ertising, pu3lic relations, sales promotion, or personal selling 7 to
use, and in 'hat proportion.
&ublic relations Joften a33re/iated to P8M is concerned 'ith maintaining, impro/ing or
protecting the image of a compan( or product. The most important element of P8 is pu(licity 'hich Jas
opposed to ad/ertisingM is an( mention of compan(+s products that is not paid for, in an( J3MOOO. Q
read, /ie'ed or heard 3( a compan(+s customers or potential customers, aimed at assisting sales. .an(
companies attempt to place stories or information in ne's media to attract attention to a product or
ser/ice. Pu3licit( can ha/e a huge impact on pu3lic a'areness that could not 3e achie/ed 3( ad/ertising,
or at least, not 'ithout an enormous cost. 6 lot of research has sho'n that people are more likel( to read
and 3elie/e pu3licit( than ad/ertising.
'ales !romotions such as free samples, coupons, price reductions, competitions, and so on, are
temporar( J4MOOO. Cesigned to stimulate either earlier or stronger sales of a product. ;ree samples, for
e0ample, Jcom3ined 'ith e0tensi/e ad/ertisingM, ma( generate the initial J5MOOO. 9f a ne' product.
But the ma5orit( of products a/aila3le at an( gi/en time are of course in the JMOOOO.. stage of the
life c(cle. This ma( last man( (ears, until the product 3egins to 3e replaced 3( ne' ones and enters the
decline stage. Curing this time, marketers can tr( out a num3er of promotional strategies and tactics.
8educed2price packs in supermarkets, for e0ample, can 3e used to attract price2conscious 3rand2
s'itchers, and, also, to counter Ja contracaraM a promotion 3( a competitor. :tores also often reduce
prices of specific item as loss leader, 'hich 3ring customers into the shop 'here the( 'ill also 3u( other
goods.
:ales promotions can also 3e J!MOOO.. at distri3utors, dealer and retailers, to encourage them
to stock ne' items or larger Luantities, or to encourage off2season 3u(ing, or the stocking of items related
to an e0isting product. The( might eLuall( 3e designed to strengthen 3rand J"MOOO. 6mong retailers,
or to gain entr( to ne' markets. :ales promotions can also 3e aimed at the sales force, encouraging them
to increase their acti/ities in selling a particular product.
Personal selling is the most e0pensi/e promotional tool, and is generall( onl( used sparingl(, e.g.
as a complement to J#MOOO.. . 6s 'ell as prospecting for customers, spreading information a3out a
compan(+s products and ser/ices, selling these products and ser/ices, and assisting customers 'ith
possi3le technical pro3lems, salespeople ha/e another important function. :ince the( are often the onl(
person from a compan( that customers see, the( are an e0tremel( important J1%MOOOO of
information. It has 3een calculated that the ma5orit( of ne' product ideas come from customers /ia sales
representati/es.
!!
S#mmariCing
omplete the *ollo/ing sentences to s#mmariCe the te,t a-o'e.
1 ,hen a ne' product is launched, the producer has to O..
2 Promotion is one of the four O. A sales promotions are one of the four different OO.
3 The ad/antages of pu3licit( include O..
4 The four stages of the standard product life c(cle Je0cluding the pre2launched de/elopment stageM are
O.
5 8easons to offer temporar( price reductions include O.
:ales promotions need not onl( 3e aimed at customersA O.
! 6part from selling a compan(+s products, sales representati/es O.
:isc#ssion
@hat %in! o* sales promotions are )o# recepti'e to8
J coupons gi/ing a price reduction-
J free samples-
J discounts for 3u(ing a large Luantit(-
J price reductions in shops-
J packets offering N2%X $0tra+-
J competitions-
1oca-#lar)
There is a logical connection among three o* the *o#r /or!s in each o* the *ollo/ing gro#ps. @hich
is the o!! one o#t& an! /h)8
1 ad/ertising 7 competitors 7 pu3licit( 7 sales promotion
2 ad/ertising agenc( 7 ad/ertising campaign 7 media plan 7 'ord2of2mouth ad/ertising
3 ad/ertising manager 7 3rand2s'itcher 7 marketing manager 7 sales rep
4 after2sales ser/ice 7 guarantee 7 optional features 7 points of sale
5 3rand a'areness 7 3rand lo(alt( 7 3rand name 7 3rand preference
competitions 7 coupons 7 free samples 7 line2stretching
! credit terms 7 discount 7 list price 7 packaging
" decline 7 gro'th 7 introduction 7 product impro/ement
# focus group inter/ie's 7 internal research 7 media plan 7 Luestionnaire
1% packaging 7 place 7 product 7 promotion
1(. Mar%et str#ct#re an! competition
24. Mar%et lea!ers& challengers an! *ollo/ers
Rea! the *ollo/ing te,t an! /rite short hea!ings *or each paragraph.
1 ?????????????.
In most markets there is a definite market leaderQ the firm 'ith the largest market share. This is
often the first compan( to ha/e entered the field, or at least the first to ha/e succeeded in it. The market
leader is freLuentl( a3le to lead other firms in the introduction of ne' products, in price changes, in the
le/el or intensit( of promotions, and so on.
!"
2 ????????????
.arket leaders usuall( 'ant to increase their market share e/en further, or at least to protect their
current market share. 9ne 'a( to do this is to tr( to find 'a(s to increase the si@e of the entire market.
Contrar( to a common 3elief, 'holl( dominating a market, or ha/ing a monopol(, is seldom an
ad/antageQ competitors e0pand markets and find ne' uses and users for products, 'hich enriches
e/er(one in the field, 3ut the market leader more than its competitors. 6 market can also 3e e0panded 3(
stimulating more usageQ for e0ample, man( households no longer ha/e onl( one radio or cassette pla(er,
3ut perhaps one in each room, one in the car, plus a ,alkman or t'o.
3 ??????????..
In man( markets, there is often also a distinct market challenger, 'ith the second2largest market
share. In the car hire 3usiness, the challenger actuall( ad/ertises this factQ for man( (ears 6/is used the
slogan N,e+re num3er t'o. ,e tr( harder.+ .arket challengers can either attempt to attack the leader, or
to increase their market share 3( attacking /arious market follo'ers.
4 ??????????..
The ma5orit( of companies in an( industr( are merel( market follo'ers, 'hich present no threat
to the leader. .an( market follo'ers concentrate on market segmentationQ finding a profita3le niche in
the market that is not satisfied 3( other goods or ser/ices, and that offers gro'th potential or gi/es the
compan( a differential Jdistinctiv% deose(itM ad/antage 3ecause of its specific competencies.
5 ???????????
6 market follo'er, 'hich does not esta3lish its o'n niche is in a /ulnera3le positionQ if its
product does not ha/e a NuniLue selling proposition+ there is no reason for an(one to 3u( it. In fact, in
most esta3lished industries, there is onl( room for t'o or three ma5or companiesQ think of soft drinks,
soap and 'ashing po'ders, 5eans, sports shoes, and so on. 6lthough small companies are generall(
fle0i3le, and can Luickl( respond to market conditions, their narro' range of customers causes
pro3lematic fluctuations in turno/er and profit. ;urthermore, the( are /ulnera3le in a recession 'hen,
largel( for ps(chological reasons, distri3utors, retailers and customers all prefer to 3u( from 3ig, 'ell2
kno'n suppliers.
1oca-#lar)
3in! /or!s in the te,t /hich mean the *ollo/ing.
1 a compan(+s sales e0pressed as a percentage of the total market
2 short2term tactics designed to stimulate stronger sales of a product
3 the situation in 'hich there is onl( one seller of a product
4 companies offering similar goods or ser/ices to the same set of customers
5 a short and easil( memori@ed phrase used in ad/ertising
the di/ision of a market into su3markets according to the needs or 3u(ing ha3its of different groups of
potential customers
! a small and specific market segment
" a factor 'hich makes (ou superior to competitors in a certain respect
# a 3usiness+s total sales re/enue
1% a period during 'hich an econom( is 'orking 3elo' its potential
25. Ta%eo'ers& mergers an! -#)o#ts
1oca-#lar)
Match #p these /or!s /ith the !e*initions -elo/.
!#
Back"ard integration to diversify !diversification# synergy
9or"ard integration horizontal integration to merge !a merger#
to innovate !innovation# a raid a takeover (id
vertical integration
1 designing ne' products and 3ringing them to the market
2 to e0pand into ne' fields
3 to unite, com3ine, amalgamate, integrate or 5oin together
4 3u(ing another compan(+s shares on the stock e0change, hoping to persuade enough other shareholders
to sell to take control of the compan(
5 a pu3lic offer to a compan(+s shareholders to 3u( their shares, at a particular price during a particular
period, so as to acLuire a compan(
to merge 'ith or take o/er other firms producing the same t(pe of goods or ser/ices
! 5oining 'ith other firms in other stages of the production or sale of a product
" a merger 'ith or the acLuisition of one+s suppliers
# a merger 'ith or the acLuisition of one+s marketing outlets
1% com3ined production that is greater than the sum of the separate parts
Rea!ing
.e'erage! -#)o#ts
9ne indication that the people 'ho 'arn against takeo/ers might 3e right is the e0istence of
le/eraged 3u(outs.
In the 1#%s, a 3ig 'a/e of takeo/ers in the E: created conglomerates 7 collections of unrelated
3usinesses com3ined into a single corporate structure. It later 3ecame clear that man( of these
conglomerates consisted of too man( companies and not enough s(nerg(. 6fter the recession of the earl(
1#"%s, there 'ere man( large companies on the E: stock market 'ith good earnings 3ut lo' stock prices.
Their assets 'ere 'orth more than the companies+ market /alue.
:uch conglomerates 'ere clearl( not ma0imi@ing stockholder /alue. The indi/idual companies
might ha/e 3een more efficient if li3erated from central management. ConseLuentl(, raiders JpersoanJ
agresivJ% acaparatoareM 'ere a3le to 3orro' mone(, 3u( 3adl(2managed, inefficient and under2priced
corporations, and then restructure them, split them up, and resell them at a profit.
Con/entional financial theor( argues that stock markets are efficient, meaning that all rele/ant
information a3out companies is 3uilt into their share prices. 8aiders in the 1#"%s disco/ered that this 'as
Luite simpl( untrue. 6lthough the market could understand data concerning companies+ earnings, it 'as
highl( inefficient in /aluing assets, including land, 3uildings and pension funds. 6sset2stripping 7 selling
off the assets of poorl( performing or under2/alued companies 7 pro/ed to 3e highl( lucrati/e Javanta.os%
profita(ilM.
Theoreticall(, there 'as little risk of making a loss 'ith a 3u(out, as the de3ts incurred J datoriile
fJcuteM 'ere guaranteed 3( the companies+ assets. The ideal targets for such 3u(outs 'ere companies
'ith huge cash reser/es that ena3led the 3u(er to pa( the interest on the de3t, or companies 'ith
successful su3sidiaries that could 3e sold to repa( the principal, or companies in fields that are not
sensiti/e to a recession, such as food and to3acco.
Takeo/ers using 3orro'ed mone( are called Nle/eraged 3u(outs+ or NDB9s+. De/erage Jraportul
dintre creanRe Qi capitalM means ha/ing a large proportion of de3t compared to eLuit( capital. J,here a
compan( is 3ought 3( its e0isting managers, 'e talk of a management buyout or .B9.M .uch of the
mone( for DB9s 'as pro/ided 3( the 6merican in/estment 3ank Cre0el Burnham Dam3ert, 'here
.ichael .illken 'as a3le to con/ince in/estors that the high returns on de3t issued 3( risk( enterprises
more than compensated for their riskiness, as the rate of default Jrata neonorJrii plJRiiM 'as lo'er than
might 3e e0pected. 4e created a huge and liLuid market of up to 3%% 3illion dollars for N5unk 3onds+
Jo(ligaRiuni cu riscM. J.illken 'as later arrested and charged Ja fi acuzatM 'ith #" different felonies
"%
Jcrime% acte penaleM, including a lot of insider dealing JoperaRiuni ale unui iniRiat% a unei persoane
anga.ate Ln respectiva firmJM, and Cre0el Burnham Dam3ert 'ent 3ankrupt Ja da falimentM in 1##%.M
8aiders and their supporters argue that the permanent threat of takeo/ers is a challenge to
compan( managers and directors to do their 5o3s 3etter, and that 'ell2run 3usinesses that are not
under/alues are at little risk. The threat of raids forces companies to put capital to producti/e use. ;at or
la@( companies that fail to do this 'ill 3e taken o/er 3( raiders 'ho 'ill use assets more efficientl(, cut
costs, and increase shareholder /alue. 9n the other hand, the permanent threat of a takeo/er or a 3u(out is
clearl( a disincenti/e Jmi.loc de intimidareM to long2term capital in/estment, as a compan( 'ill lose its
in/estment if a raider tries to 3reak it up as soon as its share price falls 3elo' e0pectations.
DB9s, ho'e/er, seem to 3e largel( an 6merican phenomenon. )erman and 1apanese managers
and financiers, for e0ample, seem to consider companies as places 'here people 'ork, rather than as
assets to 3e 3ought and sold. 4ostile takeo/ers and 3u(outs are almost unkno'n in these t'o countries,
'here 3usiness tends to concentrate on long2term goals rather than seek instant stock market profits.
,orkers in these companies are considered to 3e at least as important as shareholders. The idea of a
1apanese manager restructuring a compan(, la(ing off Ja concedia temporarM a large num3er of 'orkers,
and getting a huge pa( rise Jas freLuentl( happens in Britain and the E:M, is unthinka3le. Da(2offs in
1apan are instead a cause for shame for 'hich managers are e0pected to apologi@e.
S#mmariCing
omplete the *ollo/ing sentences& /hich s#mmariCe the te,t a-o'e.
1 The fact that man( large conglomerates+ assets 'ere 'orth more than their stock market /aluation
demonstrated that O
2 8aiders 3ought conglomerates in order to O
3 8aiders sho'ed that the stock market did not O
4 8aiders 'ere particularl( interested in O
5 In/estors 'ere prepared to lend mone( to finance DB9s 3ecause O
8aiders argue that the possi3ilit( of a 3u(out O
26. Pro*its an! social responsi-ilit)
In the 1#2%s, man( large 6merican corporations 3egan, on a 'ide scale, to esta3lish pension
funds, emplo(ee stock o'nership, life insurance schemes, unemplo(ment compensation funds, limitations
on 'orking hours, and high 'ages. The( 3uilt houses, churches, schools and li3raries, pro/ided medical
and legal ser/ices, and ga/e mone( to charities Jacte filantropiceM. :ince this is fairl( surprising 3eha/ior
for 3usiness corporations, there must 3e a good e0planation.
In the <enerous Corporations, *eil 1. .itchell argues that the reason for man( of these actions,
most of 'hich clearl( did not 3ring immediate cash 3enefits, 'as that large corporations had a legitimac(
pro3lem. The e0istence of large corporations sho'ed the classical economic theor( of perfect competition
to 3e inadeLuate. ConseLuentl( large corporations introduced N'elfare capitalism+ Jcapitalism socialM as a
'a( of creating fa/ora3le pu3lic opinion. 8ational capitalists starting 'ith 4enr( ;ord, also reali@ed that
a 3etter paid 'ork force 'ould 3e more lo(al, and 'ould 3e a3le to 3u( more goods and ser/ices, and that
a 3etter educated 'ork force 'ould 3e a more efficient one.
9f course, pure free market theorists disappro/e of 'elfare capitalism, and all actions inspired 3(
Nsocial responsi3ilit(+ rather than the attempt to ma0imi@e profits. :ince the 3enefits of such initiati/es are
not confined to Ja se limita laM those 'ho 3ear the costs, .ilton ;riedman has critici@ed them for 3eing
un3usinesslike, and for threatening the sur/i/al not onl( of indi/idual corporations 3ut also the general
/italit( of capitalism. In a ne'spaper article titled NThe social responsi3ilit( of 3usiness is to increase its
profits+, he argued thatQ
In a free enterprise, pri/ate2propert( s(stem, a corporate e0ecuti/e is an emplo(ee of the o'ners
of the 3usiness. 4e has direct responsi3ilit( to his emplo(ers. That responsi3ilit( is to conduct the
"1
3usiness in accordance 'ith their desires, 'hich generall( 'ill 3e to make as much mone( as possi3le,
'hile of course confirming to the 3asic rules of the societ(, 3oth those em3odied in la' and those
em3odied in ethical custom.
Thus e0ecuti/es should not make e0penditures on reducing pollution 3e(ond the amount that is
reLuired 3( la' or that is the 3est interest of the firm. *or should the( deli3eratel( hire less2Lualified,
long2term unemplo(ed 'orkers, or 'orkers from ethnic minorities suffering from discrimination. To do
so is to 3e guilt( of spending the stockholders+ Jor the customers+ or the emplo(ees+M mone(. ;riedman
does not consider the possi3ilit( that stockholders might prefer to recei/e lo'er di/idends 3ut li/e in a
societ( 'ith less pollution or less unemplo(ment and fe'er social pro3lems.
6n alternati/e /ie' to the stockholder model e0emplified 3( ;riedman+s article is the
stakeholder Jcei care deRin un interesM model, outlined, for e0ample, in 1ohn &enneth )al3raith+s 3ook,
The $e" Industrial &tate. 6ccording to his approach, 3usiness managers ha/e responsi3ilities to all the
groups of people 'ith a stake in or an interest in or a claim on the firm. These 'ill include suppliers,
customers, emplo(ees, and the local communit(, as 'ell as the stockholders. 6 firm 'hich is managed for
the 3enefit of all its stakeholders, 'ill not, for e0ample, pollute the area around its factories, or close
do'n a factor( emplo(ing se/eral hundred people in a small to'n 'ith no other significant emplo(ers,
and relocate production else'here in order to make small financial sa/ings. Proponents of the stakeholder
approach suggest that suppliers, customers, emplo(ees, and mem3ers of the local communit( should 3e
strongl( represented on a compan(+s 3oard of directors.
1oca-#lar)
3in! /or!s or e,pressions in the te,t /hich mean the *ollo/ing.
1 institutions or organi@ations that pro/ide help for people in need
2 accepta3ilit(, according to la' or pu3lic opinion
3 the situation 'hen there are a large num3er of sellers and 3u(ers, freedom to enter and lea/e markets, a
complete flo' of information, and so on
4 a condition of general 'ell23eing Jand go/ernment spending designed to achie/e thisM
5 menacing, endangering
li/eliness, health, energ(, strength
! an economic s(stem in 'hich an(one can attempt to raise capital, form a 3usiness, and offer goods or
ser/ices
" compl(ing 'ith or follo'ing Jrules, etc.M
# e0pressed, gi/en a material form
1% supporters, people 'ho argue in fa/our of something
11. Mone) an! 3inance
27. A histor) o* mone) K /hat ma%es the /orl! go ro#n!
"2
.one( 7 it @ingles in (our pocket, it rustles in (our 'allet and it clin(s in (our !iggy1ban(.
"oney ma(es the world go round, 3ut 'hat+s it- It+s a store of value or a measure of wealth. .one( is
an(thing that is generall( accepted as !ayment for goods and services. This is a 'ide definition and, o/er
the centuries, mone( has appeared in all shapes and si@esA cowrie shells in ancient China, huge stone
discs on a :outh Pacific Island or beads J=am!umM for the *orth 6merican Indians.
1ingle K a @orn>i
8ustle K a fo?ni
Clink K a @>ng>ni
Pigg(23ank K pu?culi<>
Co'rie K scoic>, ghioc
Beads K m>rgele, m>t>nii
,ampum K colier de scoici
3rom hic%ens to Plastic
6t the end of the da(, of course, it doesn+t reall( matter 'hat shape or si@e the mone( takes, as
long as e/er(one recognises it and acce!ts it in !ayment. But, o/er the course of histor(, mone( has
predominantl( 3een associated 'ith metals, in particular gold, silver and co!!er.
+artering JtrocM
Before metal mone( 3ecome the usual means of e0change, people 'ould swa! Jschim(aM goods
and ser/ices in a process kno'n as 3artering 7 SI+ll s'ap (ou ten chickens for (our goatT. This kind of
e0change does not reall( encourage trade, as all sorts of pro3lems ariseA are all the chickens of the same
si@e- If I+/e onl( got fi/e chickens, can I 3u( half a co'- 93/iousl(, precious metals are a !ractical
alternative to !ayment in (ind JLn naturJM.
3o#r 2ssential E#alities
;or mone( to 3e practical and efficient it should possess these LualitiesQ
*urability 7 in prison, cigarettes ma( 3ecome a medium of e0change 7 3ut the(+re eas( to 3reak and
Luickl( dr( upA in other 'ords, the( don+t last.
&ortability 7 in some parts of 6frica (our 'ealth is measured in cattle. This is fine if (ou+re trading
locall(, 3ut if mone( isn+t eas( to carr(, ho' can trade de/elop-
*ivisibility > small units make life much easier 7 imagine tr(ing to 3u( a hot dog in *e' Gork if the
\1%% 3ill 'as the lo'est unit of currenc(R
.ntrinsic value 7 mone( should ha/e some 'orth in itself, other'ise it 'on+t inspire confidence.
oins
,e first read of coins in the &ingdom of D(dia in the !
th
centur( BC. Their coins 'ere of e5ual
weight and therefore of e5ual value, simplif(ing trade. 'tam!ing a design onto the coins is called
FmintingGA Alexander the ?reat introduced the practice of stamping a picture of the sovereign)s head on
the coins, an idea that 'as soon copied.
Coins ho'e/er, 'ere not al'a(s as /alua3le as the( seemed 7 the( 'ere often cli!!ed or shaved
3( unscrupulous indi/iduals or debased 3( the state. The 8omans, 'ith the economic pressure of the
Punic 'ars, 3egan a long process of debasement, mi0ing more and more copper in 'ith the sil/er, so that
the intrinsic value of the coin 'as far lo'er than the mar(ed face value.
.int K a 3ate moned>
Ce3ase K a de/alori@a
"3
Ce3asement K de/alori@are
Clipped K rete@at, scurtat
:ha/ed K redus
Paper Mone)
Bank notes 'ere first introduced 3( the Chinese in the 1%
th
centur(. The( 'ere later used 3(
go/ernments in dire financial straits JLn dificultJRi mari financiareM 7 caused 3( things like ha/ing to
finance a 'ar, for e0ample. The $nglish colonies in *orth 6merica made important strides in the use of
3ank notes. ;or /arious political and economic reasons, the Colonists often found themsel/es short of
coinage. To get round this pro3lem, the( used first wam!um, then tobacco, rice and whis(y or brandy 7
not e0actl( the most practical solution. The first !a!er money issue 'as 3( the .assachusetts Ba(
Colon( in 1#%. The practice 'as fro'ned upon and e/entuall( 3anned 3( the mother countr(, 3ut the
in/enti/e money1ma(ing instincts of the ne' Enited :tates of 6merica meant that, during the 1#
th
centur(, most of the mone( used 'as in the form of !a!er dollars. The first full( printed note in $ngland
'as issued in 1"55 7 until that time the cashier had to 'rite the name of the pa(ee and sign each note
indi/iduall(.
6t first, 3ank notes 'ere redeemable for gold 7 on Bank of $ngland notes (ou 'ill see 'ritten S.
!romise to !ay the bearer on demand the sum ofHT If (ou took a ten2pound note to the Bank the( used
to ha/e to gi/e (ou ten pounds in gold coin. Britain left the gold standard in 1#31 and thus the notes are
no longer 3acked 3( gold.
:trides K progrese, pa?i
:hort of coinage K lips> de mone@i
Ban K a inter@ice, a scoate Bn afara legii
;ro'n upon K a nu fi de acord cu ce/a
8edeem K a compensa, r>scump>ra
Plastic mone)
*o'ada(s man( transactions are carried out 'ith S!lastic moneyT such as credit cards. The
ne'est are called Ssmart cardsT and carr( small silicon chi!s that can record e/er( transaction on the
card. 8esearch into the cards of the future continues, 3ut the latest de/elopment is e1cash, cash to 3e used
across the .nternet 7 (ou+ll 3e a3le to spend mone( from the comfort of (our armchair. If onl( earning
the damn stuff 'as so eas(R
MAN26 TA.I K the lang#age o* cash
.one( is so central to our li/es that it has spa'ned Ja proliferaM a 'ealth of specific terminolog(,
idioms and sa(ings. )reat thinkers in all ages ha/e had something to sa( a3out itA go/ernments are
elected on the strength of ho' the( plan to manage it, empires rise and fall 3ecause of it.
The Root o* All 2'il
.one( is so important to us 7 people e/en sa( it ma(es the world go round 7 that it has acLuired
man( nicknames, such as bread, dough, dinero, maCuma, s!ondulic(s, rhino, gravy, dosh, lucre or
"4
simpl( the necessary. :mall amounts of it are chic(enfeed or !eanuts. JLn slang) lovele% (iQtari% parale%
(ani% cKQtigM
:o 'hat are (ou thinking a3out no'I A !enny for your thoughtsJ 9h, I see, (ou like the look of that ne'
5acket 7 it)ll cost you an arm and a leg. I+m afraid, or, to put it another 'a(, (ou+ll ha/e to !ay through
the nose for it.
Gou ma( like it so much (ou insist that money)s no ob@ect 7 3ut don+t forgetQ money doesn)t
grow on trees, so don)t live beyond your meansJ If (ou do go ahead and 3u( that 5acket, (our friends 'ill
tell (ou that you might as well flush it Jthe mone(M down the toilet. :o, if (ou can)t afford it, 3u( the
chea!o /ersionQ you can bet your bottom dollar that no3od( 'ill 3e a3le to tell the difference.
9f course (our attitude to mone( depends, to a certain e0tend, on how well off you are. Gou ma(
3e e0periencing a li5uidity !roblem or a cashflow !roblem at the momentA in other 'ords, (ou+re
stra!!ed for cash, bro(e, or e/en flat bro(e. Perhaps you don)t have a dollar to your name, you don)t
have a red cent and you haven)t got a bean, in 'hich case you)re as !oor as a church mouseR
If, on the other hand, (ou+/e got plent( of mone( then (ou+re filthy rich, or stin(ing rich or
rolling in it 7 perhaps (ou had some good 3usiness ideas and !ut your money where your mouth is or
cashed in on a golden business o!!ortunity and managed to get rich 5uic(, so no' (ou+re laughing all
the way to the ban(.
Gou+/e got money to burnA (ou+re earning megabuc(s and, no' that (ou kno' its po'er, (ou
3elie/e 'hat people sa( 7 money tal(sR In spite of this, (ou might 3e so careful 'ith mone( that people
think (ou+re mean or stingy JzgKrcitM. Perhaps the(+ll call (ou a miser 3ehind (our 3ackA in the E: (ou+d
3e called a tightwad Jcalic% avarM.
Gou might repl( that mone( doesn+t gro' on trees 7 3ut then others might sa( that you can)t ta(e
it with you J'hen (ou dieM and so the( s!end money as if it were going out of fashion. In this case,
money burns a hole in their !oc(et, and (ou 'ould 3e the first to remind them that a fool and his money
are soon !arted. If, on the other hand, (ou loo( after the !ennies, then the !ounds will loo( after
themselves.
2". The pro*its o* la-or
Roman soldiers 'ere gi/en part of their !ay in salt, as it 'as so /alua3le 7 at least that+s the
e0cuse the :enate ga/eR
6t the time it 'as called their salario, and it is for this reason that 'e still use the 'ord salary to descri3e
the regular monthly !ayment made to em!loyees 7 especiall( white1collars wor(ers. If (ou recei/e (our
pa( every wee(, then (ou recei/e wages on !ayday, in the form of a !aychec( in the E:, or a !ay!ac(et
in the E&.
Gou ma( find that some of (our mone( is taken from (ou 3efore (ou e/en see it, that is it is
deducted at sourceA in the E: these deductions are kno'n as deduc(s or duc(s. The( ma( 3e for tax and
also, in the E&, Bational .nsurance, 'hich means that (our ta(e1home !ay ma( 3e a lot less than (ou
e0pectedR
Those 'ho are unluck( enough not to ha/e a 5o3 'ill 3e on the dole 7 recei/ing unem!loyment
benefit in the E& or on welfare in the E:. If (ou pa( mone( for (our retirement then (our compan(
runs a !ension scheme. If (ou 'ork more than (our normal hours, then (ou+re paid overtime. If (our
compan( has 3een doing 'ell, (ou ma( get a bonus.
If (ou+re one of the 3osses of a ne'l(2pri/atised monopol(, (our emplo(ees ma( call (ou a fat
cat, and part of (our pa( ma( take the form of share o!tionsA 'hen (ou started to 'ork for the compan(
(ou 'ere gi/en a golden hello and, regardless of the compan(+s performance, (ou 'ill 3e gi/en a golden
handsha(e 'hen (ou lea/e.
Perhaps (ou+re the kind of 3oss that ne/er stops complaining a3out (our emplo(eesA if so remem3erQ if
you !ay !eanuts you get mon(eysJ
"5
Gou and (our fello' top2managers are likel( to en5o( a range of fringe benefits or !er(s 7 like a
free car, house and e/en pri/ate education for (our children. This is in lieu of money, and means that (ou
ha/e a high standard of living 'ithout ha/ing to declare hundreds of thousands of pounds at the end of
the tax year. 6ll the ex!enses the compan( incurs on (our 3ehalf are also tax deductible for the
compan(, so it doesn+t lose out either.
,hen the time comes to retire, sooner rather then later, for the luck( fe' 'ho can choose early
retirement, (ou ma( decide to take (our compan( pension in a lum! sum 7 and finall( (ou can go on that
'orld cruiseR
,hite2collars 'orkers K func<ionari
9n the dole K a5utor de ?oma5, su3/en<ie de la stat
9n 'elfare K a5utor social
:hare options K
;ringe 3enefit P perks K 3eneficiu suplimentar
In lieu of mone( K Bn loc de 3ani
Incur K a face, a crea
Dump sum K sum> glo3al> P unic>, plat> unic>
+orro/ing
.an( of us go to the 3ank at some point to ask for a loan 7 it is often said that a ban( manager
is someone 'ho lends (ou an um3rella 'hen the sun is shining and 'ho asks for it 3ack 'hen it starts to
rain.
The simplest 'a( to 3orro' is 'ith an overdraft, or 3( using the facilities offered 3( a credit
cardA 3ut to 3orro' large sums (ou+ll pro3a3l( negotiate a loan 'ith (our 3ankA (ou can either 3orro' a
fixed amount or agree a credit limit.
If (ou+re 3u(ing a house, then (ou+ll 'ant a mortgage. If the 3ank refuses to lend (ou mone(,
(ou might resort to 3orro'ing from a finance com!any or e/en the local loan shar( to pa( off (our
.4As J. 4we 0ouM. ;or an( loan, (ou should look at the Annual &ercentage Rate 'hich takes into
account the /arious charges 'hich 'ill 3e included in (our re!ayments.
Borro'ing from a loan shar( can in/ol/e e0or3itant interest rates. If (ou+re 3eing gouged in this
'a(, then (ou ma( end up 3eing una3le to make the repa(ments. Gour debt ma( 3e sold to a debt
collector or (ou ma( recei/e a /isit from the bailiffs in the E&. If (ou+/e 3een 3u(ing something in
instalments or on a hire !urchase J$&M scheme, defaulting on the re!ayments 'ill pro3a3l( lead to a
/isit from the dreaded re!o JrepossesssionM man.
)ouged K escrocat, tras pe sfoar>
Bailiff K inspector
Creaded K de temut
3orger)
,ith the in/ention of mone( came forgery. .odern counterfeit notes can 3e e0tremel( difficult
to s!ot and ne' de/elopments in the production of notes are soon co!ied 3( the forgers. 4ere+s a Luick
guide to recogni@ing a counterfeit Ban( of #ngland noteQ
The feel of the !a!erQ it should 3e cris! and slightl( rough in the heavily !rinted areas.
The watermar(Q (ou shouldn+t 3e a3le to notice it until (ou hold the note u! to the lightA then (ou can
see a picture of the Iueen.
The threadQ all genuine notes ha/e a thread embedded in the paper. 8ecent notes ha/e a FwindowedG
thread 'hich does not appear as a continuous line until the note is held up to the light.
Kuality of !rintingQ !ure, clear colours and shar!, well1defined lines.
"
:pot K a identifica, a distinge
Counterfeit notes K 3ancnote contraf>cute
;orgers K falsificatori
Crisp K fragil
$m3edded K introdus
0:0AMS
<ar! Times
If (ou+/e fallen on hard times, (ou might tell people that (ou need to watch your s!ending, (our
money or (our !ennies. In the :tates, (ou might sa( that you have to watch every dime. Perhaps (our
3ank account is in the red, so (ou decide to control your s!ending and (ee! trac( of your ex!enses
more closely. This 'ill certainl( in/ol/e cutting down on ex!enses in general, budgeting your money,
tightening your belt and saving your !ennies.
6lmost certainl( (ou 'ill ha/e to cut the frills Junneccessar( ex!enditureM, trim JreduceM the
budget and go bac( to basics. If an unex!ected ex!ense comes up that (ou ha/e to meet, (ou might
decide to di! into your savings, or scrounge the mone( someho'.
If, on the other hand, (ou s!lash out on something extravagant, (ou might @ustify the ex!ense 3(
telling people that you)ve got enough saved u!, that (ou+/e been saving for a rainy day or that (ou+re
luck( enough to ha/e a nest egg that (ou+/e finall( decided to use.
;rills K fasoane, lucruri care nu sunt necesare
:crounge K a ?aprli, a ?terpeli
:plash out K a se arunca
2$. Acco#nting an! *inancial statements
1oca-#lar)
a. Match #p the terms on the le*t /ith the !e*initions on the right.
1. +oo%%eeping
6 calculating an indi/idual+s or a compan(+s lia3ilit( for ta0 7
2. Acco#nting
B 'riting do'n the details of transactions Jde3its and creditsM 2
3. Managerial acco#nting
C keeping financial records, recording income and e0penditure, /aluing assets and lia3ilities, and so on
4. ost acco#nting
C preparing 3udgets and other financial reports necessar( for management
5. Ta, acco#nting
$ inspection and e/aluation of accounts 3( a second set of accountants 7 audit
6. A#!iting
; using all a/aila3le accounting procedures and tricks to disguise the true financial position of a compan(
7. Gcreati'e acco#nting4
) 'orking out the unit cost of products, including materials, la3our and all other e0penses
-. Match #p these /or!s /ith the !e*initions -elo/
1. Assets
6 a compan(+s o'ners
2. :epreciation
"!
B all the mone( recei/ed 3( a compan( during a gi/en period
3. .ia-ilities
C all the mone( that a compan( 'ill ha/e to pa( to someone else in the future, including ta0es, de3t, and
interest and mortgage pa(ments
4. T#rno'er
C the amount of 3usiness done 3( a compan( o/er a (ear
5. re!itors =;+> acco#nts pa)a-le =US>
$ an(thing o'ned 3( a 3usiness Jcash in/estments, 3uildings, machines, and so onM that can 3e used to
produce goods or pa( lia3ilities
6. :e-tors =;+> acco#nts recei'a-le =US>
; the reduction in /alue of a fi0ed asset during the (ears it is in use Jcharged against profitsM
7. A'erhea!s =;+> o'erhea! =US>
) sums of mone( o'ed 3( customers for goods or ser/ices purchased on credit
". Re'en#e or earnings or income
4 sums of mone( o'ed to suppliers for purchases made on credit
$. Sharehol!ers =;+> stoc%hol!ers =US>
I Jthe /alue ofM ra' materials, 'ork in progress, and finished products stored read( for sale
1(. Stoc% =;+> in'entor) =US>
1 the /arious e0penses of operating a 3usiness that cannot 3e charged to an( one product, process or
department
Rea!ing
0nsert the /or!s in 'oca-#lar) -> in the gaps in the te,t -elo/.
Acco#nting an! *inancial statements
In accounting it is al'a(s assumed that a 3usiness is a Ngoing concern+, i.e. that it 'ill continue
indefinitel( into the future, 'hich means that the current market /alue of its assets is irrele/ant, as the(
are not for sale. ConseLuentl(, the most common accounting s(stem is historical cost accounting, 'hich
records J1M OOOO at their original purchase price, minus accumulated depreciation charges. In times
of inflation, this understates the /alue of appreciating assets such as land, 3ut o/erstates profits as it does
not record the replacement cost of plant or J2M OOO . The /alue of a 3usiness+s assets under historical
cost accounting 7 purchase price minus J3M OO.. 7 is kno'n as its net 3ook /alue. Countries 'ith
persistentl( high inflation often prefer to use current cost or replacement cost accounting, 'hich /alues
assets Jand related e0penses like depreciationM at the price that 'ould ha/e to 3e paid to replace them Jor
to 3u( a more modern eLui/alentM toda(.
Compan( la' specifies that J4M OOO. .ust 3e gi/en certain financial information. Companies
generall( include three financial statements in their annual reports.
The profit and loss account J)BM or income statement JE:M sho's J5M OOO.. and e0penditure. It
usuall( gi/es figures for total sales or JM OOO. 6nd costs and J!M OOO . The first figure should
o3/iousl( 3e higher than the second, i.e. there should 3e a profit. Part of the profit goes to the go/ernment
in ta0ation, part is usuall( distri3uted to shareholders JstockholdersM as di/idend, and part is retained 3(
the compan(.
The (alance sheet sho's a compan(+s financial situation on a particular date, generall( the last da( of
the financial (ear. It lists the compan(+s assets, its J"M OOOO , and shareholders+ JstockholdersM funds.
6 3usiness+s assets include J#M OOO as it is assumed that these 'ill 3e paid. Dia3ilities include J1%M
OOO , as these 'ill ha/e to 3e paid. *egati/e items on financial statements, such as creditors, ta0ation,
and di/idends paid, are usuall( enclosed in 3rackets.
In accordance 'ith the principle of dou3le2entr( 3ookkeeping Jthat all transactions are entered as
credit in one account and as de3it in anotherM, the 3asic accounting eLuation is 6ssets K Dia3ilities W
""
9'ner+s Jor :hares+M $Luit(. This can 3e re'ritten as 6ssets 7 Dia3ilities K 9'ners+ $Luit( or *et
6ssets. This includes share capital Jmone( recei/ed from the issue of sharesM, share premium J)BM or
paid2in surplus JE:M Jan( mone( realised 3( selling shares at a3o/e their nominal /alueM, and the
compan(+s reser/es, including the (ear+s retained profits. :hareholders+ eLuit( or net assets are generall(
less than a compan(+s market capitalisation Jthe total /alue of its shares at an( gi/en moment, i.e. the
num3er of shares times their market priceM, 3ecause net assets do not record items such as good'ill.
The third financial statement has /arious names including the source and application of funds
statement, and the statement of changes in financial position. This sho's the flo' of cash in and out of
the 3usiness 3et'een 3alance sheet dates. :ources of funds include trading profits, depreciation
pro/isions, sales of assets, 3orro'ing, and the issuing of shares.
6pplications of funds include purchases of fi0ed or financial assets, pa(ment of di/idends, repa(ment
of loans, and 7 in a 3ad (ear 7 trading losses.
The pro*it an! loss acco#nt =;+> or income statement =US> 7 calculul re@ultatelor, al pierderilor ?i a
profitului
The -alance sheet 7 3ilan<ul conta3il
Net Assets 7 acti/ul net
Share capital 7 capitalul ac<inilor
Share premi#m =;+> or pai!Din s#rpl#s =US> 7 prim> suplimentar> din ac<iuni
ompan)4s reser'es 7 re@er/ele firmei
The )ear4s retaine! pro*its 7 profitul p>strat dintr2un an
;oo!/ill 7 clientelaA fondurile comercialeA /ad
So#rce an! application o* *#n!s statement L the statement o* changes in *inancial position 7 situa<ia
surselor ?i a aplic>rii fondurilor P situa<ia schim3>rilor din situa<ia financiar>
1oca-#lar)
There are ten gaps in the t/o statements /hich *ollo/. Accor!ing to the in*ormation in the pre'io#s
te,t& !eci!e /here the *ollo/ing hea!ings sho#l! appear7
CalledBup share capital cash in hand and at (ank
Corporation ta> de(tors depreciation turnover
9reehold properties historical cost net assets overheads
The Arsenal 3oot-all l#- P.
Pro*it an! .oss Acco#nt *or the 6ear 2n!e! 31
st
Ma) 1$$4
1##4 1##3
^ ^
M1 ????????.N 21,4!1,"% 15,341,"#
Jincome from foot3all and related
acti/itiesQ gate receipts, 3roadcasting,
ground ad/ertisements, pri@e mone(M
Costs and _2 OOOOOOOOO`, J14,#51,!3!M J12,"%4,53"M
less other income Jcosts include
salaries, _3 OOOOOOO`, auditors+
"#
remuneration, and lease pa(mentsA other
income includes Interest 8ecei/a3leM
Pro*it on Ar!inar) Acti'ities -e*ore
Trans*er 3ees ,51#,#43 2,53!,151
Transfer fees pa(a3le J""#,5""M J54,25#M
Pro*it on Ar!inar) Acti'ities -e*ore
Ta,ation 5,3%,355 2,4"2,"#2
Ta0ation J1,5#,22M J!5%,%%%M
Pro*it a*ter Ta,ation Retaine! *or
The 3inancial 6ear 4,%34,12# 1,!32,"#2
Arsenal 3oot-all l#- P. K +alance Sheet 31
st
Ma) 1$$4
1##4 1##3
^ ^
3i,e! Assets 2",4!",#22 1",#"2,#31
Jincluding _4 OOOOOO.`,
leasehold properties, plant and
eLuipment, and motor /ehiclesA
all recorded at _5 OOOOO`
minus depreciationM
#rrent Assets #,%!,5#2 !,##1,%""
:tocksA Jincluding _ OOOO.`,
Instalments on e0ecuti/e 3o0esMA
and _! OOOOO.`
re!itors J#,"3,45!M J",!55,4#1M
6mounts falling due 'ithin one
(ear Jincluding _" OOOOO.`
and social securit(M
Total Assets less #rrent .ia-ilities 2",223,%5! 1",21",52"
.ong Term .ia-ilities
6mounts falling due after more than
9ne (ear Jincluding de3enture
:u3scriptionsM J1!,"#3,5%%M J11,#23,1%%M
M$ ?????????..N 1%,32#,55! ,2#5,42"
apital an! Reser'es
_1% OOOOOOOOO` 5,%%% 5,%%%
:hare premium account 23!,2%1 23!,2%1
Building reser/e "4,%%% "4,%%%
Profit and loss account #,1#%,35 5,15,22!
J(ear+s profit added to pre/ious 3alanceM
#%
Sharehol!ers4 3#n!s 1%,32#,55! ,2#5,42"
3(. 2,change rates
@hile rea!ing the te,t& !eci!e /hich paragraph co#l! -e gi'en the *ollo/ing hea!ings.
- ;loating e0change rates
- Inter/ention and managed floating e0change rates
- :upporters of fi0ed and floating rates
- The a3olition of e0change controls
- The period of gold con/erti3ilit(
- The po'er of speculators and the collapse of the $.:
- ,h( man( 3usiness people 'ould prefer a single currenc(
The Bretton ,oods agreement of 1#44 esta3lished fi0ed e0change rates, defined in terms of gold
and the E: dollar. Bet'een 1#44 and 1#!1, man( currencies 'ere pegged against Jfi>at% sta(ilizat dupJM
the E: dollar, i.e. their parties 'ith the E: dollar 'ere fi0ed. In this period, a E: dollar 'as a promissor(
note issued 3( the Enited :tates Treasur(. If an(3od( reLuested it, the Treasur( had to e0change the note
for 1P35
th
of an ounce of gold. Ender this s(stem, o/er/alued or under/alued currencies could onl( 3e
ad5usted 'ith the agreement of the International .onetar( ;und. :uch ad5ustments are called
de/aluations and re/aluations. The Bretton ,oods s(stem of gold con/erti3ilit( and pegging against the
dollar 'as a3andoned in 1#!1, 3ecause follo'ing inflation, the ;ederal 8eser/e did not ha/e enough gold
to guarantee the 6merican currenc(.
)old con/erti3ilit( 'as replaced 3( a s(stem of floating e0change rates. JToda(, the E: dollar 7
the unofficial 'orld currenc( 7 is merel( a piece of paper on 'hich is 'ritten NIn )od ,e Trust.+ )od,
not goldRM a freel( Jor cleanM floating e0change rate is determined purel( 3( suppl( and demand.
Theoreticall(, in the a3sence of speculation, e0change rates should reflect purchasing po'er parit( 7 the
cost of a gi/en selection of goods and ser/ices in different countries. Proponents of floating e0change
rates, such as .ilton ;riedman, argued that currencies 'ould automaticall( esta3lish sta3le e0change
rates, 'hich 'ould reflect economic realities more precisel( than calculations 3( central 3ank officials.
Get, the( underestimated the impact of speculation, and the fact that companies and in/estors freLuentl(
follo' short2term mone( market trends e/en if these are contrar( to their o'n long2term interests.
In the late 1#!%s and earl( 1#"%s, the 6merican, British and other go/ernments deregulated their
financial s(stems, and a3olished all e0change controls. 8esidents in these countries are no' a3le to
e0change an( amount of their currenc( for an( other con/erti3le currenc(. This has led to the current
situation in 'hich #5X of the 'orld+s currenc( transactions are unrelated to transactions in goods 3ut are
purel( speculati/e. $normous amounts of mone( mo/e round the 'orld, chasing high interest rates or
capital gains, as in/estors 7 including rich indi/iduals, companies and pension funds 7 seek to ma0imi@e
the /alue of their assets. In Dondon alone, o/er \3%% 3illion 'orth of currenc( is traded on an a/erage da(
7 the eLui/alent of a3out 3%X of the /alue of the goods Britain procedures each year. Banks make a
profit from the spread Jmar.JM 3et'een a currenc(+s 3u(ing and selling prices.
;e' go/ernments, ho'e/er, lea/e e0change rates 'holl( at the merc( of market forces. .ost of
them attempt to influence the le/el of their currenc( 'hen necessar(. .anaged Jor dirt(M floating
e0change rates are more common than freel( floating ones. In 1#!#, most ,estern $uropean
go/ernments 5oined the $.: J$uropean .onetar( :(stemM, 'ith its $8. J$0change 8ate .echanismM.
This esta3lished parties 3et'een mem3er currencies, and a margin of plus or minus 2 a X. If the rate
di/erged 3( more than this amount from the central parit(, go/ernments and central 3anks had to
inter/ene in e0change markets, 3u(ing or selling in order to increase or decrease the /alue of their
currenc(.
#1
Get, go/ernment polic( can easil( 3e defeated 3( the com3ined action of international
speculators. ;or e0ample, on a single da( in :eptem3er 1##2 the Bank of $ngland lost fi/e 3illion pounds
in a hopeless attempt to support the pound sterling. ;or 'eeks, all the 'orld+s financial institutions and
rich indi/iduals had 3een selling their pounds, as e/er(one e0cept the British )o/ernment 3elie/ed that
e/er since it 5oined the $8. in 1##%, the pound had 3een seriousl( o/er/alued. ,hen the British central
3ank ran out of reser/es and could no longer 3u( pounds, the currenc( 'as 'ithdra'n from the $8. and
allo'ed to float, instantl( losing a3out 15X of its /alue against the C2mark. The ne0t (ear, speculators
attacked the ;rench franc, the Belgian franc, the Canish krone and the :panish peseta. In 6ugust 1##3,
the $uropean .onetar( :(stem 'as more or less suspended.
.an( manufacturers are in fa/our of fi0ed e0change rates, or a single currenc(. 6lthough it is
possi3le to some e0tend to hedge against Ja se asigura LmpotrivaM currenc( fluctuations 3( 'a( of futures
contracts, for'ard planning is difficult 'hen the price of ra' materials 3ought from a3road, or the price
of (our products in e0port markets, can rise or fall 3( 5%X in onl( a fe' months. J:ince e0change
controls 'ere a3olished, currencies including the E:\ and the pound sterling ha/e in turn appreciated 3(
up to 1%%X and then depreciated 3( more than 5%X against the currencies of ma5or trading partners.M
9ther supporters of fi0ed e0change rates or a single currenc( include e0treme conser/ati/es 'ho
'ant to return to something like the gold standard, as 'ell as people on the left 'ho 3elie/e that
speculators ha/e too much po'er. :upporters of fle0i3le rates include monetarists 'ho 'ant countries to
follo' strict monetar( rules, as 'ell as &e(nesians 'ho 'ant to 3e free to de/alue in the attempt to
reduce unemplo(ment. These are 3oth rather surprising alliances, 'hich put into dou3t the planned
timeta3le for the introduction of a :ingle $uropean Currenc(.
omprehension
Are the *ollo/ing statements Tr#e or 3alse8
1 )old con/erti3ilit( 'as a3andoned 3ecause there 'as too much gold.
2 It is no' impossi3le to e0change dollars for gold.
3 9nl( a pegged currenc( can 3e de/alued or re/alued.
4 6 floating currenc( can either appreciate or 3e de/alued.
5 Central 3anks sometimes attempt to decrease the /alue of their currenc(.
The $.: 'as designed to sta3ili@e e0change rates.
! To speculate is to take risksA to hedge is to tr( to a/oid risks.
" Ender the s(stem of floating e0change rates, currencies can depreciate 1%%X in a short time.
1oca-#lar)
1. Match #p the hal*Dsentences -elo/.
1. To Npeg+ a currenc( against something means to
6. the amount of a countr(+s mone( that residents 'ere a3le to change into foreign currencies.
2. 6 clean floating e0change rate
B. fi0 its /alue in relation to it.
3. $0change controls used to limit
C. make a profit 3( making capital gains or 3( in/esting at higher interest rates.
4. :peculators 3u( or sell currencies in order to
C. is determined 3( suppl( and demand.
5. N.arket forces+ means
#2
$. tr(ing to insure against unfa/oura3le price mo/ements 3( 'a( of futures contract.
. N4edging+ means
;. the determination of price 3( suppl( and demand Jthe Luantit( a/aila3le and the Luantit( 3ought and
soldM.
2. @hich si, o* these 'er-s are !e*ine! -elo/8
A(olish ad.ust appreciate convert diverge
/sta(lish fluctuate peg suspend revalue
1 to make changes to something
2 to change something into something else
3 to end something permanentl(
4 to end something temporaril(
5 to go up or do'n Jin Luantit(, /alue, etc.M
to mo/e a'a( from 'hat is considered normal
12. +an%ing an! ta,ation
1oca-#lar)
Match #p these terms /ith the !e*initions -elo/.
Cash card cash dispenser credit card home (anking
'oan mortgage overdraft standing order
Current account !<B# or checking account !A&#
-eposit account !<B# or time or notice account !A&#
1 an arrangement 3( 'hich a customer can 'ithdra' more from a 3ank account than has 3een deposited
in it, up to an agreed limitA interest on the de3t is calculated dail(
2 a card 'hich guarantees pa(ment for goods and ser/ices purchased 3( the cardholder, 'ho pa(s 3ack
the 3ank or finance compan( at a later date
3 a computeri@ed machine that allo's 3ank customers to 'ithdra' mone(, check their 3alance, and so on
4 a fi0ed sum of mone( on 'hich interest is paid, lent for a fi0ed period, and usuall( for a specific
purpose
5 an instruction to a 3ank to pa( fi0ed sums of mone( to certain people or organi@ations at stated times
a loan, usuall( to 3u( propert(, 'hich ser/es as a securit( for the loan
! a plastic card issued to 3ank customers for use in cash dispensers
" doing 3anking transactions 3( telephone or from one+s o'n personal computer, linked to the 3ank /ia a
net'ork
# one that generall( pa(s little or no interest, 3ut allo's the holder to 'ithdra' his or her cash 'ithout
an( restrictions
1% one that pa(s interest, 3ut usuall( cannot 3e used for pa(ing cheLues J)BM or checks JE:M, and on
'hich notice is often reLuired to 'ithdra' mone(
31. T)pes o* -an%s
#3
Rea! the te,t -elo/ an! /rite short hea!ings =one or t/o /or!s> *or each paragraph
1???????????..
Commercial or retail 3anks are 3usinesses that trade in mone(. The( recei/e and hold deposits,
pa( mone( according to customers+ instructions, lend mone(, offer in/estment ad/ice, e0change foreign
currencies, and so on. The( make a profit from the difference Jkno'n as a spread or a marginM 3et'een
the interest rates the( pa( to lenders or depositors and those the( charge to 3orro'ers. Banks also create
credit, 3ecause the mone( the( lend, from their deposits, is generall( spent Jeither on goods or ser/ices, or
to settle de3tsM, and in this 'a( transferred to another 3ank account 7 often 3( 'a( of a 3ank transfer or a
cheLue JcheckM rather than the use of notes or coins 7 from 'here it can 3e lent to another 3orro'er, and
so on. ,hen lending mone(, 3ankers ha/e to find a 3alance 3et'een (ield and risk, and 3et'een liLuidit(
and different maturities.
2???????????
.erchant 3ank in Britain raise funds for industr( on the /arious financial markets, finance
international trade, issue and under'rite securities, deal 'ith takeo/ers and mergers, and issue
go/ernment 3onds. The( also generall( offer stock3roking and portfolio management ser/ices to rich
corporate and indi/idual clients. In/estment 3anks in the E:6 are similar, 3ut the( can onl( act as
intermediaries offering ad/isor( ser/ices, and do not offer loans themsel/es. In/estment 3anks make their
profits from the fees and commissions the( charge for their ser/ices.
3???????????..
In the E:6, the )lass2:teagall 6ct of 1#34 enforced a strict separation 3et'een commercial
3anks and in/estment 3anks or stock3roking firms. Get, the distinction 3et'een commercial and
in/estment 3anking has 3ecome less clear in recent (ears. Ceregulation in the E:6 and Britain is leading
to the creation of Nfinancial supermarkets+Q conglomerates com3ining the ser/ices pre/iousl( offered 3(
3anks, stock3rokers, insurance companies, and so on. In some $uropean countries Jnota3l( )erman(,
6ustria and :'it@erlandM there ha/e al'a(s 3een uni/ersal 3anks com3ining deposit and loan 3anking
'ith share and 3ond dealing and in/estment ser/ices.
4????????????
6 countr(+s minimum interest rate is usuall( fi0ed 3( the central 3ank. This is the discount rate,
at 'hich the central 3ank makes secured loans to commercial 3anks. Banks lend to 3lue chip 3orro'ers
J/er( safe large companiesM at the 3ase rate or the prime rateA all other 3orro'ers pa( more, depending on
their credit standing Jor credit rating, or credit'orthinessMQ the lender+s estimation of their present and
future sol/enc(. Borro'ers can usuall( get a lo'er interest rate if the loan is secured or guaranteed 3(
some kind of asset, kno'n as collateral.
4???????????
In most financial centres, there are also 3ranches of lots of foreign 3anks, largel( doing
$urocurrenc( 3usiness. 6 $urocurrenc( is an( currenc( held outside its countr( of origin. The first
significant $urocurrenc( market 'as for E: dollars in $urope, 3ut the name is no' used for foreign
currencies held an('here in the 'orld Je.g. (en in the E:, C. in 1apanM. :ince the E:\ is the 'orld+s
most important trading currenc( 7 and 3ecause the E: has for man( (ears had a huge trade deficit 7 there
is a market of man( 3illions of $urodollars, including the oil2e0porting countries+ Npetrodollars+.
6lthough a central 3ank can determine the minimum lending rate for its national currenc( it has no
control o/er foreign currencies. ;urthermore, 3anks are not o3liged to deposit an( of their $urocurrenc(
assets at %X interest 'ith the central 3ank, 'hich means that the( can usuall( offer 3etter rates to
3orro'ers and depositors than in the home countr(.
ommercial L retail -an% 7 3anc> comerciale P 3anc> de depo@it
Merchant -an% L 0n'estment -an% 7 3anc> comercial> P de in/esti<ii
#4
1oca-#lar)
a. 3in! the /or!s or e,pressions in the te,t /hich mean the *ollo/ing.
1 to place mone( in a 3ankA or mone( placed in a 3ank
2 the mone( used in countries other than one+s o'n
3 ho' much mone( a loan pa(s, e0pressed as percentage
4 a/aila3le cash, and ho' easil( other assets can 3e turned into cash
5 the date 'hen a loan 3ecomes repa(a3le
to guarantee to 3u( all the ne' shares that a compan( issues, if the( cannot 3e sold to the pu3lic
! 'hen a compan( 3u(s or acLuires another one
" 'hen a compan( com3ines 'ith another one
# 3u(ing and selling stocks or shares for clients
1% taking care of all a client+s in/estments
11 the ending or rela0ing of legal restrictions
12 a group of companies, operating in different fields, that ha/e 5oined together
13 a compan( considered to 3e 'ithout risk
14 a3ilit( to pa( lia3ilities 'hen the( 3ecome due
15 an(thing that acts as a securit( or a guarantee for a loan
-.The te,t contains a n#m-er o* common 'er-Dno#n partnerships =e.g. to len! mone)& to *inance
international tra!e>. Match #p the 'er-s an! no#ns -elo/ to ma%e common collocations.
Charge ad/ice
Co 3onds
$0change 3usiness
Issue currencies
.ake deposits
9ffer funds
Pa( interest
8aise loans
8ecei/e profits
Ender'rite securit( issues
32. Apening an acco#nt an! means o* pa)ment
At the +an% K Apening an acco#nt
Mr. O 7 I 'ould like to open an account 'ith (ou.
+an% ler% 7 =er( 'ell, sir. 4ere is a form (ou+ll ha/e to fill in.
Mr. O 7 There ma( 3e a pro3lem. Gou see, I+m a foreign resident.
+an% ler% 7 This is Luite all right, sir. Iuite a large num3er of our clients are foreigners. Co (ou 'ant
to open a current account or a deposit account-
Mr. O 7 ,ell, I+m going to sta( and 'ork here for a 'hile, and I+d like m( salar( to 3e paid into m(
account. But I don+t 'ant to ha/e to gi/e notice 3efore I can 'ithdra' mone(.
+an% ler% 7 It+s o3/iousl( a current account (ou need.
Mr. O 7 4o' long 'ill take to open an account-
+an% ler% 7 Coesn+t take long, sir. Det me seeO Toda( is Thursda(, if (ou can complete this form
toda(, (our cheLue23ook 'ill 3e read( for (ou on Tuesda(.
#5
Mr. O 7 ;ine. :o, m( salar( could 3e paid in at the end of the month.
+an% ler% 7 *o dou3t, sir.
Mr. O 7 There are t'o Luestions I+d like to ask. ,ill this 3e the onl( place 'here I can cash a cheLue-
+an% ler% 7 9h, no, sir. Gou can ha/e them cashed at an( of our 3ranches.
Mr. O 7 )ood. 6nd 'hat a3out statements of account- 4o' freLuentl( does one get them-
+an% ler% 7 *ormall(, once a month. But 'e shall send one out after each transaction if (ou 'ant us to.
;eneral 0n*ormation7
,hen doPare (ou open-
4o' late do (ou sta( open-
,hen do (ou close-
,hat are (our opening hours-
In the E:Q Coes this 3ank ha/e an 6T. J6utomatic Teller .achine 7 (ancomatM
In the E&Q Co (ou ha/e a cash pointPdispenser-
The 6T. atePkept m( card.
The cash dispenser 'on+t gi/e me m( card 3ack.
If (ou 'ant to use 3ank ser/ices (ou ma( ha/e to Lueue JE&M or stand in line JE:M and 'ait for the ne0t
a/aila3le teller JE:M 7 or clerk JE&MQ ,hen their desk is free, a light 'ill come onQ
*e0t, please.
Please step do'n JE:M.
I+m open o/erPdo'n here.
Iueue @ stand in line S a sta la coadJ
Teller @ clerk S funcRionar la ghiQeu
6o# can then tell him or her /hat )o# /ant7
I 'antPneedP'ould like to cash a check.
I+d like to cash these tra/elers checks, please.
Can (ou change a ten2pound note, please-
I+d like ten dollars+ 'orth of Luarters, please.
I need a roll of Luarters.
If (ou ha/e an account thereQ
I+d like to make a deposit.
I+d like to 'ithdra' some mone( from m( account.
I+d like to make a 'ithdra'al.
If (ou 'ant to 'ithdra' some mone( from a3roadQ
I+d like to transfer some mone( from an o/erseas 3ank account.
Before the clerk gi/es (ou an( mone(, shePhe 'ill askQ
4o' 'ould (ou like that-
6n( preference-
Darge or small 3ills JE:M notes JE&M-
Gour repl(Q
It doesn+t matter J'hich denominationM
#
6ll t'enties, please.
1ust tens and t'enties, please.
;i/e, tens and three fi/es, please.
*o small 3illsPnotes, please.
0* )o# /ant to trans*er some mone)& the cler% /ill sa)7
6re (ou a customer here-
;irst of all, I need some IC, please.
.a( I see some identification-
Co (ou ha/e a 3ank card 'ith (ou-
I+d like the name and address of (our 3ank, (our account num3er and (our sorting code, please.
Please fill in this form.
I+m afraid (ou+ll ha/e to go to the enLuiries desk J(iroul de informaRiiM.
Ar& i* )o#4re cashing a chec%7
Could (ou endorse this Jsign it on the 3ackM, please.
Perhaps )o#4re /ith!ra/ing mone) /ith a cre!it car!7
$nter (our PI* num3er, please JPI*Q Personal Identification *um3erM.
0* )o# ha'e *oreign c#rrenc)7
Co (ou handle foreign e0change here-
Is there a foreign e0change desk-
I+d like to changeP3u( some foreign currenc(.
,hat+s the current e0change rate, please-
4o' man( marks to the dollar, please-
An! the repl)7
The e0change rate is 1,5 marks to the dollar.
I+m afraid the rate has gone up toda(.
6o# might /ant to %no/7
Co I ha/e to pa( 3ank charges JcomisionM on top of that-
Is that inclusi/e of commission-
6re there an( additional e0penses-
,hat commission do (ou charge-
Ma)-e )o#4re sta)ing in an Anglophone co#ntr) *or more than a )ear an! )o# /ant to open a -an%
acco#nt there7
I+d like to open a depositPcheckingP sa/ings account, please.
I+d like to appl( for a loan.
I+d like to get a safet( deposit 3o0 Jsafe de depuneriM.
,hat+s the interest rate on this account-
Could (ou e0plain the ser/ice charges on this account-
Could I ha/e a ne' check3ook, please-
I+d like to appl( for a 3ankPcheLuePcreditPcash card, please.
Means o* pa)ment.
#!
I+d 5ust had a phone call from the 3ank. The( couldn+t cash in C+s cheLue. The( 'ere told there 'ere
insufficient funds on his account.
I+m surprised. That 'ould 3e the first time. Can (ou remind me of the amount-
It+s not a large sumQ onl( 135 pounds.
This is all the more surprising. 4e is not the kind of person to o/erdra' his account. ,hat sort of a
cheLue did he make out-
I+m looking into his fileO *o'O It 'as a giro cheLue. Esuall( he pa(s us 3( 3ank cheLue for small
amounts, and 3( draft for large sums.
It makes more sense. 1ust gi/e him a ring, 'ill (ou- I+m sure he+ll settle immediatel(.
I+ll do that. :omething else. I+/e had /er( 3ad information a3out B, (ou kno', the reseller JvKnzJtorM 'ho
'anted immediate deli/er(.
I see 'ho (ou mean. It+s his first order 'ith us-
That+s it. 4e+s alread( had a current account cancelled and has a reputation for 3eing a slo' pa(er.
If so, insist on pa(ment 'ith the order Jplata la comandJM. Celi/er( is out of the Luestion until the sum
has 3een paid into our account.
,ell, I think that+s all. 9h (esR 9ne more thing, the drafts to 3e discountedO
Means o* pa)ment. Ie) sentences.
4is account is o/erdra'n Jin the redM.
Cecul sJu este descoperit.
The settlement is long o/erdue.
*lata ar fi tre(uit sJ fie fJcutJ demult.
,hat+s his current account num3er-
Care este numJrul contului sJu curent3
Charge it to m( account.
&coateRi suma din contul meu.
:ettle the amount 3( mone( order if (ou find it more con/enient.
*lJtiRi suma prin mandat poQtal dacJ consideraRi cJ este mai practic.
The cheLue 'as made out to his order.
Cecul era fJcut la ordinul sJu.
4e intends to open a deposit account at one of our 3ranches.
/l are intenRia sJ deschidJ un cont pentru depuneri la una din sucursalele noastre.
I think I remem3er it 'as a 3earer cheLue.
Cred cJ Lmi amintesc% era un cec la purtJtor.
*ormall(, that pa(ment2in ought to ha/e 3een recorded on m( last statement of account.
$ormal% acea platJ !vJrsJmKnt# ar tre(uie sJ figureze pe ultimul meu e>tras de cont.
;or sight 'ithdra'als, (ou simpl( ha/e to go to counter no.3
*entru retragerile la vedere% a.unge sJ mergeRi la ghiQeul nr.6
:he 'ill pa( us 3( instalments o/er si0 months.
/a ne va plJti Ln rate eQalonate pe Qase luni.
I ha/e kept the stu3 JcounterfoilM of the cheLue 'hich I issued on .arch
th
.
Am pJstrat talonul cecului pe care lBam emis pe T martie.
The holder of the credit card must inform our nearest office in case of loss or theft.
Titularul cJrRii de credit tre(uie sJ informeze imediat (iroul nostru cel mai apropiat Ln caz de pierdere
sau de furt.
Thanks to (our credit card, (ou ma( rent a car 'ithout lea/ing a deposit.
#"
-atoritJ cJrRii dumneavoastrJ de credit veRi putea Lnchiria o maQinJ fJrJ sJ lJsaRi o garanRie.
4o' is it that this cheLue has not 3een endorsed-
Cum se face cJ acest cec nu a fost andosat3
I suppose (ou+d rather 3e paid in cash-
*resupun cJ preferaRi sJ fiRi plJtiRi cu (ani gheaRJ.
The draft 'ill fall due at the end of the month.
Trata a.unge la scadenRJ la sfKrQitul lunii.
,h( ha/en+t (ou presented this draft for acceptance (et-
-e ce nu aRi prezentat LncJ aceastJ tratJ la acceptare3
4o' long 'ill it take to ha/e the sum transferred to m( account-
CKt dureazJ sJ viraRi suma Ln contul meu3
It has 3een re5ected for non2conformit( of the signature J3ecause the signature 'as not trueM.
/l a fost refuzat din cauza nepotrivirii semnJturii !din cauzJ cJ semnJtura nu era cea adevJratJ#.
This is not the first time he has issued 3ad cheLues Jdud checksA cheLues that 3ounceM.
$u este prima datJ cKnd el emite cecuri fJrJ acoperire.
33. +an%ing K Ie) /or!s an! sentences
The 3anks ha/e pla(ed a prominent role in the de/elopment of modern econom( since the /er(
3eginning of commercial acti/ities. Their 3ranches ha/e 3ecome a familiar sight on man( cit( streets, 3ut
also in /illages, as more and more people no' S3ankT 'ith an( one of the national or local 3anks.
Banks offer their ser/ices 3oth to pri/ate indi/iduals and to 3usinesses. 9ne can open a current
account or a deposit account 'ith them. The former 'ill ena3le a person to use a cheLue for pa(ment
instead of hard cash, 'hereas the latter 'ill 3ring a small interest. People can ask their 3ank to pa(
recurring e0penses for them, such as su3scription, rents, telephone, gas or electrical 3ills. =alua3les or
deeds can 3e left in custod( in a 3ank safe on pa(ment of certain charge. The 3ank 'ill o3tain foreign
currencies, issue tra/eller+s cheLues and letter of credit pa(a3le at their 3ranches or at correspondent
3anks.
Besides, 3anks 'ill operate transactions on the stock e0change for (ou and gi/e ad/ice on
in/estments. The( also lend mone(, generall( on a short term 3asisQ thus the( can allo' o/erdraft
facilities or personal loansA if (our credit rating is good and if (ou can offer some sort of securit(, the(
ma( consider longer term credit. .ost of this applies to 3usiness discounting of their 3ills 7 Bills of
$0change JdraftsM, or e/en Promissor( *otes. In the field of foreign trade, the 3anks can help 3(
financing or ad/ising their clients. The( can 3e referred to 3( either part( for status enLuiries in 3usiness
transactions.
8ecurring e0penses K cheltuieli recurente
=alua3les P deeds K acte, /alori
9/erdraft K cont de3itor, descoperire de cont
Be referred to K a fi Bndrumat
Cefinition
A cheB#e is signed 3( the pa(er and pa(a3le to the pa(ee or to his order. A !ra*t Jor -ill o* e,changeM is
dra'n 3( the creditor on the de3tor and pa(a3le to the dra'er or to a third part( after acceptance 3( the
dra'ee.
##
An cec este semnat de plJtitor Qi se plJteQte (eneficiarului sau la ordinul sJu. tratJ este trasJ de
creditor asupra de(itorului Qi se plJteQte trJgJtorului sau unei terRe pJrRi dupJ acceptare de cJtre tras.
+an%. Ie) sentences.
1. 6n interest is charged on all 3anks ser/ices.
&e percepe do(KndJ pentru toate serviciile (ancare.
2. Gou had 3etter ask for an o/erdraft 3efore (our account is o/erdra'n Jin redM.
Ar fi (ine sJ cereRi un descoperit Lnainte de a vi se epuiza contul.
3. I al'a(s deposit m( /alua3les and m( 'ife+s 5e'els in a 3ank safe 3efore lea/ing for a long holida(.
-epun Lntotdeauna o(iectele mele de valoare Qi (i.uteriile soRiei la o (ancJ Lnainte de a pleca LntrBo
vacanRJ de lungJ duratJ.
4. ,here can I cash this cheLue Jcheck 7 E.:.M-
Ande pot Lncasa acest cec3
5. 8emem3er to record all 'ithdra'als on counterfoils JE.:. 7 stu3sM in (our cheLue23ook.
$u uitaRi sJ LnregistraRi toate retragerile pe talonul carnetului dumneavoastrJ de cecuri.
. The( offered me to refund a 2,%%% personal loan o/er a 3%2month period.
/i miBau propus sJ ram(ursez un Lmprumut personal de 0.555 de lire Ln treizeci de rate lunare.
!. ,hen 'riting out or endorsing a cheLue, one must 3e careful to a/oid an( erasure.
CKnd se redacteazJ sau se andoseazJ un cec% tre(uie sJ se evite orice QtersJturJ.
". :he made out so man( dud J3adM cheLues that no 3ank 'ill trust her 'ith a cheLue23ook.
/a a Lntocmit atKtea cecuri fJrJ acoperire% LncKt nici o (ancJ nuBI va mai LncredinRa un carnet de
cecuri.
#. Con+t forget to ha/e these 3ills discounted 3( the end of this month.
$u uitaRi sJ scontaRi aceste efecte la sfKrQitul lunii.
1%. 8ecentl( a trader sued his 3anker after he could no longer ha/e his 3ills discounted.
+ecent% un comerciant a intentat un proces (Jncii sale dupJ ce nBa mai avut posi(ilitatea sJBQi
sconteze efectele de comerR.
11. The clearing2house 'ill centrali@e all the operations dealing 'ith the e0change of 3ills and cheLues
3et'een 3anks.
Camera de decontJri@oficiul de cliring va centraliza toate operaRiunile care se referJ la schim(ul
inter(ancar de efecte de comerR Qi cecuri.
12. The E.:. in/estment 3anks ha/e 5ust raised their prime rate 3( a point to ,!5X.
BJncile de investiRii americane tocmai au crescut rata de (azJ !a do(Knzii# la T%FNH mJrindBo cu un
sfert de punct.
13. The increase in the price of short2term mone( has 3een confirmed 'hereas longer term rates remain
sta3le.
&Ba confirmat creQterea preRului pentru Lmprumuturile pe termen scurt% Ln timp ce ratele !do(Knzii# pe
termen lung rJmKn sta(ile.
14. The Prime 8ate Jfine rate, 3lue2chip rate, _B.$.` 3ase rateM is the rate granted 3( E.:. 3anks to their
clients 'ith the highest rating.
+ata de (azJ reprezintJ rata acordatJ de (Jncile americane clienRilor care prezintJ cel mai mic risc.
15. The spell of monetar( sta3ilit( has lasted since the 3egining of the (ear.
AceastJ perioadJ de sta(ilitate monetarJ dureazJ de la Lnceputul anului.
1. The polic( of e0pensi/e mone( is meant to fight inflation.
*olitica diri.atJ Lmpotriva creQterii preRurilor este destinatJ com(aterii inflaRiei.
1!. O3ut it has immediate repercussions on corporate income statements.
1%%
=dar acest lucru are repercursiuni imediate asupra conturilor de venit Qi pierderi ale
Lntreprinderilor.
1". The Central Bank acts as 3anker to the go/ernment and to other 3anks, and as the central note2issuing
authorit(.
Banca centralJ funcRioneazJ Ln calitate de (ancher pentru guvern Qi alte (Jnci Qi ca autoritate
centralJ de emisiune monetarJ.
+an%ing. Ie) sentences.
1. I+d like to change ;rench francs into pounds.
AQ vrea sJ schim( franci francezi Ln lire.
2. Gour account is in the red Jo/erdra'nM.
Contul -umneavoastrJ este epuizat.
3. :hould I Jmust IM endorse the cheLue-
Tre(uie sJ andosez cecul3
4. 4e has opened a giro account.
/l a deschis un contBcec poQtal.
5. .( salar( is paid into m( account e/er( month.
&alariul meu este vJrsat Ln contul meu Ln fiecare lunJ.
. The holders of such deposit accounts must gi/e se/en da(+s notice 3efore 'ithdra'al.
-eRinJtorii de astfel de conturi de depuneri tre(uie sJ LnQtiinReze !(anca# cu Qapte zile Lnainte pentru
aBQi retrage (anii.
!. :a/ings accounts earn an interest.
Conturile de economii aduc o do(KndJ.
". The last 'ithdra'al dates 3ack to the 2!
th
of last month.
Altima retragere este din 0F luna trecutJ.
#. 4e 'anted me to make out a 3lank cheLue.
/l voia sJ facJ un cec Ln al(.
1%. I+m not sure I kept the stu3.
$u sunt sigur cJ am pJstrat talonul.
11. ,h( not endorse the cheLue to his JherM name-
-e ce sJ nu andosez cecul pe numele lui !ei#3
12. .( 3ank 'ill lend me part of the sum.
Banca mea o sJBmi dea cu Lmprumut o parte din sumJ.
13. 4e 'ill find it hard to repa( his loan.
Ui va fi greu sJ ram(urseze Lmprumutul.
14. ,h( has his JherM o/erdraft 3een discontinued -
-e ce nu i sBa mai dat descoperitul3
15. 4e should not ha/e 3orro'ed so much.
$u ar fi tre(uit ca el sJ Lmprumute atKt.
1. This is the 5
th
3ad cheLue Jdud cheLueM 'e+/e had this month.
/ste al cincilea cec fJrJ acoperire care mi se dJ luna aceasta.
1!. Please go to counter .
1J rog sJ mergeRi la ghiQeul T.
1". Please gi/e me the rest in 52pounds notes.
-aRiBmi restul Ln hKrtii !(ancnote# de N lire.
1#. The statement has still not reached me.
/>trasul !de cont# nu a a.uns LncJ la mine. !nu miBa parvenit LncJ#
2%. I ha/e to JI mustM replenish m( account.
1%1
Tre(uie sJBmi reaprovizionez contul.
21. :he hasn+t dra'n on her account for 3 'eeks.
/a nu a mai scos din contul sJu de trei sJptJmKni.
34. Ta,ation an! ho/ to a'oi! it
1oca-#lar)
@hich terms !o the *ollo/ing sentences !e*ine8
1. The ta0 people pa( on their 'ages and salaries is called
Capital transfer ta0 income ta0 'ealth ta0
2. 6 ta0 on 'ages and salaries or on compan( profits is aPan
Cirect ta0 indirect ta0 /alue2added ta0
3. 6 ta0 le/ied at a higher rate on higher incomes is called a
Progressi/e ta0 regressi/e ta0 'ealth ta0
4. 6 ta0 paid on propert(, sales transactions, imports, and so on is aPan
Cirect ta0 indirect ta0 /alue2added ta0
5. 6 ta0 collected at each stage of production, e0cluding the alread(2ta0ed costs from pre/ious stages, is
called aPan
6dded2/alue ta0 sales ta0 /alue2added ta0
. Profits made 3( selling assets are generall( lia3le to a
Capital gains ta0 capital transfer ta0 'ealth ta0
!. )ifts and inheritances o/er a certain /alue are often lia3le to a
Capital gains ta0 capital transfer ta0 'ealth ta0
". The annual ta0 imposed on people+s fortunes Jin some countriesM is aPan
6dded2/alue ta0 capital gains ta0 'ealth ta0
#. .aking false declarations to the ta0 authorities is called
;iscal polic( ta0 a/oidance ta0 e/asion
1%. 8educing the amount of ta0 (ou pa( to a legal minimum is called
Creati/e accounting ta0 a/oidance ta0 e/asion
0ncome ta, 7 impo@it pe /enit
@ealth ta, 7 impo@it pe a/ere
:irect ta, 7 impo@it direct
0n!irect ta, 7 impo@it indirect
Progressi'e ta, 7 impo@it progresi/
Regressi'e ta, 7 impo@it regresi/
1al#eDa!!e! ta, K T=6
Sales ta, 7 impo@it pe /Fn@>ri
apital gains ta, 7 impo@it pe plusul de capital
apital trans*er ta, 7 impo@it pe transferul de capital
3iscal polic) 7 politic> fiscal>
Ta, a'oi!ance 7 e/itare fiscal>
Ta, e'asion 7 e/a@iune fiscal>
Ta, 7 ta0>, impo@it
Ta,ation 7 impo@it, impo@itare
Ta, shelter 7 protec<ie fiscal>
Ta, ha'en 7 paradis fiscal
Ta,D!e!#cti-le 7 deducti3il fiscal
2,cise !#ties 7 acci@e, impo@it de fa3ricare
1%2
Rea!ing
Rea! the *ollo/ing te,t an! !eci!e /hich paragraphs co#l! -e gi'en the *ollo/ing hea!ings.
- 6d/antages and disad/antages of different ta0 s(stems
- 6/oiding ta0 on profits
- 6/oiding ta0 on salaries
- Ta0 e/asion
- The functions of ta0ation
Ta,ation =an! ho/ to a'oi! it9>
The primar( function of ta0ation is, of course, to raise re/enue to finance go/ernment
e0penditure, 3ut ta0es can also ha/e other purposes. Indirect e0cise duties, for e0ample, can 3e designed
to dissuade Ja preveni% a schim(a pJrereaM people from smoking, drinking alcohol, and so on.
)o/ernments can also encourage capital in/estment 3( permitting /arious methods of accelerated
depreciation accounting that allo' companies to deduct more of the cost of in/estments from their profits,
and conseLuentl( reduce their ta0 3ills.
There is al'a(s a lot of de3ate as to the fairness of ta0 s(stems. Business profits for e0ample, are
generall( ta0ed t'iceQ companies pa( ta0 on their profits Jcorporation ta0 in Britain, income ta0 in the
E:6M, and shareholders pa( income ta0 on di/idends. Income ta0es in most countries are progressi/e,
and are one of the 'a(s in 'hich go/ernments can redistri3ute 'ealth. The pro3lem 'ith progressi/e
ta0es is that the marginal rate 7 the ta0 people pa( on an( additional income 7 is al'a(s high, 'hich is
generall( a disincenti/e to 3oth 'orking and in/esting. 9n the other hand, most sales ta0es are slightl(
regressi/e, 3ecause poorer people need to spend a larger proportion of their income on consumption than
the rich.
The higher the ta0 rates, the more people are tempted to cheat, 3ut there is a su3stantial N3lack+ or
Nunderground+ econom( nearl( e/er('here. In Ital(, for e0ample, self2emplo(ed people 7 'hose income
is more difficult to control than that of compan( emplo(ees 7 account for more than half of national
income. Dots of people also ha/e undeclared, part2time e/ening 5o3s Jsome people call this
Nmoonlighting+M 'ith small and medium2si@ed famil( firms, on 'hich no one pa(s an( ta0 or national
insurance. 6t the end of the 1#", the Cirector of the Italian *ational Institute of :tatistics calculated the
si@e of the underground econom(, and added 1.!X to Ital(+s gross national product J)*PM figure, and
then claimed that Ital( had o/ertaken Britain to 3ecome the 'orld+s fifth largest econom(.
To reduce income ta0 lia3ilit(, some emplo(ers gi/e highl(2paid emplo(ees lots of Nperks+ Jshort
for perLuisitesM instead of ta0a3le mone(, such as compan( cars, free health insurance, and su3sidi@ed
lunches. Degal 'a(s of a/oiding ta0, such as these, are kno'n as loopholes in ta0 lo's. Dife insurance
policies, pension plans and other in/estments 3( 'hich indi/iduals can postpone the pa(ment of ta0, are
kno'n as ta0 shelters. Conations to charities that can 3e su3tracted from the income on 'hich ta0 is
calculated are descri3ed as ta02deducti3le.
Companies ha/e a /ariet( of 'a(s of a/oiding ta0 on profits. The( can 3ring for'ard capital
e0penditure Jon ne' factories, machines, and so onM so that at the end of the (ear all the profits ha/e 3een
used upA this is kno'n as making a ta0 loss. .ultinational companies often set up their head offices in
countries such as Diechtenstein, .onaco, the Ca(man Islands, and the Bahamas, 'here ta0es are lo'A
such countries are kno'n as ta0 ha/ens. Criminal organi@ations, mean'hile, tend to pass mone( through
1%3
a series of companies in /er( complicated transactionsin order to disguise its origin from ta0 inspectors 7
and the policeA this is kno'n as laundering mone(.
omprehension
Accor!ing to the te,t& are the *ollo/ing statements Tr#e or 3alse8
1. Ta0es can 3e designed 3oth to discourage and to encourage spending.
2. The same amount of mone( can 3e ta0ed more than once.
3. Progressi/e ta0es ma( discourage people from 'orking e0tra hours.
4. :ales ta0es are unfair 3ecause poor people spend more than the rich do.
5. The Italian go/ernment kno's that a3out one se/enth of national income escapes ta0ation.
.NDoopholes+ are a common form of ta0 e/asion.
!.If (ou pa( a lot of (our income into a pension fund or a life insurance polic( (ou ne/er ha/e to pa( ta0
on it.
". 6 compan( that makes an unusuall( large profit during a ta0 (ear might Luickl( decide to spend it, for
e0ample, on a ne' factor( or eLuipment.
1oca-#lar)
3in! /or!s in the te,t that mean the *ollo/ing.
1. reducing the /alue of a fi0ed asset, 3( charging it against profits
2. something 'hich discourages an action
3. an ad5ecti/e descri3ing a ta0 that is proportionall( higher for people 'ith less mone(
4. spending mone( to 3u( things, rather than sa/ing it
5. 'orking for (ourself, 3eing (our o'n 3oss
. a ta0 on incomes that pa(s for sickness 3enefit, unemplo(ment 3enefit, and old2age pensions
!. non2financial 3enefits or ad/antages of a 5o3
". a 'a( to dela( the pa(ment of ta0 to a later time
#. an ad5ecti/e descri3ing e0penditure that can 3e taken a'a( from ta0a3le income or profits
1%. a countr( offering /er( lo' ta0 rates to foreign 3usinesses
13. Stoc% Mar%et
35. Stoc%s an! shares
ompanies
Indi/iduals and groups of people doing 3usiness as a partnership, ha/e unlimited lia3ilit( for
de3t, unless the( form a limited compan(. If the 3usiness does 3adl( and cannot pa( its de3ts, an(
creditor can ha/e it declared 3ankrupt. The unsuccessful 3usiness people ma( ha/e to sell nearl( all their
possessions in order to pa( their de3ts. This is 'h( most people doing 3usiness form limited companies.
6 limited compan( is a legal entit( separate from its o'ners, and is onl( lia3le for the amount of capital
that has 3een in/ested in it. If a limited compan( goes 3ankrupt, it is 'ound up and its assets are
1%4
liLuidated Ji.e. soldM to pa( the de3ts. If the assets don+t co/er the lia3ilities or the de3ts, the( remain
unpaid. The creditors simpl( do not get all their mone( 3ack.
.ost companies 3egin as private limited companies. Their o'ners ha/e to put up the capital
themsel/es, or 3orro' from friends or a 3ank, perhaps a 3ank speciali@ing in /enture capital. The
founders ha/e to 'rite a .emorandum of 6ssociation J)BM or a Certificate of Incorporation JE:M, 'hich
states the compan(+s name, its purpose, its registered office or premises, and the amount of authori@ed
share capital. The( also 'rite 6rticles of 6ssociation J)BM or B(la's JE:M, 'hich set out the duties of
directors and the rights of shareholders J)BM or stockholders JE:M. The( send these documents to the
registrar of companies.
6 successful, gro'ing compan( can appl( to a stock e0change to 3ecome a pu(lic limited
compan( J)BM or a listed compan( JE:M. *e'er and smaller companies usuall( 5oin No/er2the2counter+
markets, such as the Enlisted :ecurities .arket in Dondon or *asdaL in *e' Gork. =er( successful
3usinesses can appl( to 3e Luoted or listed Ji.e. to ha/e their shares tradedM on ma5or stock e0changes.
Pu3licl( Luoted companies ha/e to fulfil a large num3er of reLuirements, including sending their
shareholders an independentl(2audited report e/er( (ear, containing the (ear+s trading results and a
statement of their financial position.
The act of issuing shares J)BM or stocks JE:M for the first time is kno'n as floating a compan(
Jmaking a flotationM. Companies generall( use an in/estment 3ank to under'rite the issue i.e. to
guarantee to purchase all the securities at an agreed price on a certain da(, if the( cannot 3e sold to the
pu3lic.
Companies 'ishing to raise more mone( for e0pansion can sometimes issue ne' shares, 'hich
are normall( offered first to the e0isting shareholders at less than their market price. This is kno'n as a
rights issue. Companies sometimes also choose to capitali@e part of their profit, i.e. turn it into capital, 3(
issuing ne' shares to shareholders instead of pa(ing di/idends. This is kno'n as a 3onus issue.
Bu(ing a share gi/es its holder part of the o'nership of a compan(. :hares generall( entitle their
o'ner to /ote at a compan(+s 6nnual )eneral .eeting J)BM or 6nnual .eeting of :tockholders JE:M,
and to recei/e a proportion of distri3uted profits in the form of a di/idend 7 or to recei/e part of the
compan(+s residual /alue if it goes into liLuidation. :hareholders can sell their shares on the secondar(
market at an( time, 3ut the market price of a share 7 the price Luoted at an( gi/en time on the stock
e0change, 'hich reflects Jmore or lessM ho' 'ell or 3adl( the compan( is doing 7 ma( differ radicall(
from its nominal /alue.
1oca-#lar)
3in! /or!s in the te,t /hich mean the *ollo/ing
1 ha/ing a responsi3ilit( or an o3ligation to do something, e.g. to pa( a de3t
2 a person or organi@ation to 'hom mone( is o'ed Jfor goods or ser/ices rendered, or as repa(ment of a
loanM
3 to 3e insol/entQ una3le to pa( de3ts
4 e/er(thing of /alue o'ned 3( a 3usiness that can 3e used to produce goods, pa( lia3ilities, and so on
5 to sell all the possessions of a 3ankrupt 3usiness
mone( that a compan( 'ill ha/e to pa( to someone else J3ills, ta0es, de3ts, interest and mortgage
pa(ments, etc.M
! to pro/ide mone( for a compan( or other pro5ect
" mone( in/ested in a possi3l( risk( ne' 3usiness
# the people 'ho 3egin a ne' compan(
1% the place in 'hich a compan( does 3usinessQ an office, shop, 'orkshop, factor(, 'arehouse, and so on
11 to guarantee to 3u( an entire ne' share issue, if no one else 'ants it
12 a proportion of the annual profits of a limited compan(, paid to shareholders
1%5
Alternati'e terminolog)
6mericans often talk a3out corporations rather than companies and a3out an initial pu(lic offering rather
than a flotation.
6nother name for stocks and shares is e?uities, 3ecause all the stocks or shares of a compan( 7 or at least
all those of a particular categor( 7 ha/e eLual /alue.
T'o terms for nominal value are face value and par value.
9ther names for a (onus issue are a scrip issue Jshort for Nsu3scription certificate+M and a capitalization
issue, and in the E:, a stock dividend or stock split.
1oca-#lar)
Match #p the *ollo/ing /or!s an! !e*initions.
Blue chip -efensive stock <ro"th stock
Insider shareBdealing Institutional investors Mutual fund
MarketBmaker *ortfolio &tock(roker
1. a compan( that spreads in/estors+ capital o/er a /ariet( of securities
2. an in/estor+s selection of securities
3. a person 'ho can ad/ise in/estors and 3u( and sell shares for them
4. a stock in a large compan( or corporation that is considered to 3e a secure in/estment 7
5. a stock 7 in an industr( not much affected 3( c(clical trends 7 that offers a good return 3ut onl( a
limited chance of rise or decline in price
. a stock 7 'hich usuall( has a high purchasing price and a lo' current rate of return 7 that is e0pected
to appreciate in capital /alue
!. a 'holesaler in stocks and shares 'ho deals 'ith 3rokers
". financial organi@ations such as pension funds and insurance companies 'hich o'n most of the shares
of all leading companies Jo/er %X, and risingM
#. the use of information not kno'n to the pu3lic to make a profit out of 3u(ing or selling shares
36. +on!s
Companies finance most of their acti/ities 3( 'a( of internall( generated cash flo's. If the( need
more mone( the( can either sell shares or 3orro', usuall( 3( issuing 3onds. .ore and more companies
no' issue their o'n 3onds rather than 3orro' from 3anks, 3ecause this is often cheaperQ the market ma(
3e a 3etter 5udge of the firm+s credit'orthiness than a 3ank, i.e. it ma( lend mone( at a lo'er interest rate.
This is e/identl( not a good thing for the 3anks, 'hich no' ha/e to lend large amounts of mone( to
3orro'ers that are much less secure than 3lue chip companies.
Bond2issuing companies are rated 3( pri/ate rating companies such as .ood(+s and :tandard V
Poors, and gi/en an Nin/estment grade+ according to their financial situation and performance, 6aa 3eing
the 3est, and C the 'orst, i.e. nearl( 3ankrupt. 93/iousl(, the higher the rating, the lo'er the interest rate
at 'hich a compan( can 3orro'.
.ost 3onds are 3earer certificates, so after 3eing issued Jon the primar( marketM, the( can 3e
traded on the secondar( 3ond market until the( mature. Bonds are therefore liLuid, although of course
their price on the secondar( market fluctuates according to the changes in interest rates. ConseLuentl(, the
ma5orit( of 3onds on the secondar( market are traded either a3o/e or 3elo' par. 6 3ond+s (ield at an(
1%
particular time is thus its coupon Jthe amount of interest it pa(sM e0pressed as a percentage of its price on
the secondar( market.
;or companies, the ad/antage of de3t financing o/er eLuit( financing is that 3ond interest is ta0
deducti3le. In other 'ords, a compan( deducts its interest pa(ments from its profits 3efore pa(ing ta0,
'hereas di/idends are paid out of alread(2ta0ed profits. 6part from this Nta0 shield+, it is generall(
considered to 3e a sign of good health and anticipated higher future profits if a compan( 3orro's. 9n the
other hand, increasing de3t increases financial riskQ 3ond interest has to 3e paid, e/en in a (ear 'ithout
an( profits from 'hich to deduct it, and the principal has to 3e repaid 'hen the de3t matures, 'hereas
companies are not o3liged to pa( di/idends or repa( share capital. Thus companies ha/e a de3t2eLuit(
ratio that is determined 3( 3alancing ta0 sa/ings against the risk of 3eing declared 3ankrupt 3( creditors.
)o/ernments, of course, unlike companies, do not ha/e the option of issuing eLuities.
ConseLuentl( the( issue 3onds 'hen pu3lic spending e0ceeds receipts from income ta0, =6T, and so on.
Dong2term go/ernment 3onds are kno'n as gilt2edged securities, or simpl( gilts, in Britain, and Treasur(
Bonds in the E:. The British and 6merican central 3anks also sell and 3u( short2term Jthree monthsM
Treasur( Bills as a 'a( of regulating the mone( suppl(. To reduce the mone( suppl(, the( sell these 3ills
to commercial 3anks, and 'ithdra' the cash recei/ed from circulationA to increase the mone( suppl( the(
3u( them 3ack, pa(ing 'ith ne'l( created mone( 'hich is put into circulation in this 'a(.
Rating compan) 7 firm> de rating
:e-t *inancing 7 finan<area de3itului
2B#it) *inancing 7 finan<area ac<iunilor
0n'estment gra!e 7 gradul riscului de in/esti<ie
:e-tDeB#it) ratio 7 ra<ia de3it2ac<iuni
P#-lic spen!ing 7 chletuieli pu3lice
Receipts 7 Bncas>ri, /enituri
Treas#r) -on!s 7 certificate de tre@orerie pe termen lung
Treas#r) -ills 7 certificate de tre@orerie pe termen scurt
1oca-#lar)
Match #p the /or!s or phrases on the le*t /ith the correspon!ing ones on the right.
1 in/estors 6 the amount of a loan
2 issuing 3onds B 3orro'ing mone(
3 principal C date at 'hich the mone( 'ill 3e returned
4 maturit( C fall in interest rates
5 pension funds $ keep their 3onds till maturit(
3u(2and2hold in/estors ; default
! non2pa(ment ) profits on the sale assets
" price appreciation 4 pro/iders of funds
# price depreciation I retirement mone(
1% capital gains 1 rise in interest rates
1oca-#lar)
Match #p the e,pressions on the le*t /ith the !e*initions on the right.
1 eLuit( financing 6 a securit( 'hose o'ner is not
registered 'ith the issuer
2 de3t financing B easil( sold Jturned into cashM
1%!
3 3earer certificate C the rate of interest paid 3( a fi0ed interest securit(
4 liLuid C the rate of income an in/estor recei/es taking into account a securit(+s
current price
5 par $ issuing 3onds
coupon ; issuing shares
! (ield ) nominal or face /alue J1%%XM
37. 3#t#res& options an! s/aps
1oca-#lar)
Match #p the *ollo/ing /or!s an! !e*initions.
1 3#t#res
6 contracts gi/ing the right, 3ut not the o3ligation, to 3u( or sell a securit(, a currenc(, or a commodit( at
a fi0ed price during a certain period of time
2 Aptions
B contracts to 3u( or sell fi0ed Luantities of commodit(, currenc(, or financial asset at a future date, at a
price fi0ed at the time of making the contract
3 ommo!ities
C a general name for all financial instruments 'hose price depends on the mo/ement of another price
4 :eri'ati'es
C 3u(ing securities or other assets in the hope of making a capital gain 3( selling them at a higher price
Jor selling them in the hope of 3u(ing them 3ack at a lo'er priceM
5 <e!ging
$ making contracts to 3u( or sell a commodit( or financial asset at a pre2arranged price in the future as a
protection or Ninsurance+ against price changes
6 Spec#lation
; ra' materials or primar( products Jmetals, cereals, coffee, etc.M that are traded on special markets
Rea!ing
Select ten or ele'en o* the *ollo/ing /or!s that )o# /o#l! e,pect to *in! in an intro!#ctor) te,t
a-o#t *#t#res an! options.
Assets (eer (ush call commodities contracts
Copper currencies discount store foodstuffs hedge
'ia(ilities plastic phone ra" materials shout
&pot market supermarket tea
No/ rea! the te,t& an! see i* )o# *in! the /or!s )o# selecte!.
3#t#res
$/er( 'eekda(, enormous amounts of commodities, currencies and financial securities are traded
for immediate deli/er( at their current price on spot markets. Get there are also futures markets on 'hich
contracts can 3e made to 3u( and sell commodities, currencies, and /arious financial assets, at a future
date Je.g. three, si0 or nine months adeadM, 3ut 'ith the price fi0ed at the time of the deal. :tandardi@ed
1%"
deals for fi0ed Luantities and time periods Je.g. 25 tons of copper to 3e deli/ered ne0t 1une 3%M are called
futuresA indi/idual, non2standard, No/er2the+counter+ deals 3et'een t'o parties Je.g. 1.! 3illion (en to 3e
e0changed for dollars on :eptem3er 15, at a rate set toda(M are called forward contracts.
<e!ging an! spec#lating
;utures, options and other deri/ati/es e0ist in order that companies and indi/iduals ma( attempt
to diminish the effects of, or profit from, future changes in commodit( and asset prices, e0change rates,
interest rates, and so on. ;or e0ample, the prices of foodstuffs, such as 'heat, mai@e, coca, coffee, tea and
orange 5uice are freLuentl( affected 3( droughts, floods and other e0treme 'eather conditions.
ConseLuentl( man( producers and 3u(ers of ra' matrials 'ant to hedge, in order to guarantee ne0t
season+s prices. ,hen commodit( prices are e0pected to rise, future prices are o3/iousl( higher than Jat a
premium onM spot pricesA 'hen the( are e0pected to fall the( are at a discount on spot prices.
In recent (ears, especiall( since financial deregulation, e0change rates and interest rates ha/e also
fluctuated 'idl(. .an( 3usinesses, therefore, 'ant to 3u( or sell currencies at a guaranteed future price.
:peculators, anticipating currenc( appreciations or depreciations, or interest rate mo/ements, are also
acti/e in currenc( futures markets, such as the Dondon International ;inancial ;utures $0change JDI;;$,
pronounced Nlife+M.
Aptions
6s 'ell as currencies and commodities, there is no' a huge futures market in stocks and shares.
9ne can 3u( options gi/ing the right 7 3ut not the o3ligation 7 to 3u( and sell securities at a fi0ed price in
the future. 6 call option gi/es the right to 3u( securities Jor a currenc(, or a commodit(M at a certain price
during a certain period of time. 6 put option gi/es the right to sell an asset at a certain price during a
certain period of time. These options allo' organi@ations to hedge their eLuit( in/estments.
;or e0ample, if (ou think a share 'orth 1%% 'ill rise, (ou can 3u( a call option gi/ing the right to
3u( at 1%%, hoping to sell this option, or to 3u( and resell the share at a profit. 6lternati/el(, (ou can
'rite a put option gi/ing someone else the right to sell the shares at 1%%Q if the market price remains
a3o/e 1%%, no one 'ill e0ercise the option, so (ou earn the premium.
9n the contrar(, if (ou e0pect the /alue of a share that (ou o'n to fall 3elo' its current price of
1%%, (ou can 3u( a put option at 1%% Jor higherMQ if the price falls, (ou can still sell (our shares at this
price. 6lternati/el(, (ou could 'rite a call option gi/ing someone else the right to 3u( the share at 1%%Q if
the market price of the underl(ing securit( remains 3elo' the option+s e0ercise price or strike price, no2
one 'ill take up the option, and (ou earn the premium.
S/aps
9ptions are merel( one t(pe of deri/ati/e instrument, 3ased on another underl(ing price. .an(
companies no'ada(s also arrange currenc( s'aps and interest rate s'aps 'ith other companies or
financial institutions. ;or e0ample, a ;rench compan( that can 3orro' francs at a preferential rate, 3ut
'hich also needs (en, can arrange a s'ap 'ith a 1apanese compan( in the opposite position. :uch
currenc( s'aps, designed to achie/e interest rate sa/ings, are of course open to the risk of e0change rate
fluctuations. 6 compan( 'ith a lot of fi0ed interest de3t might choose to e0change some of it for another
compan(+s floating rate loans. ,hether the( sa/e or lose mone( 'ill depend on the mo/ement of interest
rates.
all option 7 op<iune de achi@i<ie
P#t option 7 op<iune de /Fn@are
1%#
2,ercise price L stri%e price 7 pre< de e0erci<iu
S/ap 7 schim3
S#mmariCing
omplete the *ollo/ing sentences
1 The difference 3et'een futures and for'ard contracts is O.
2 Producers and 3u(ers often choose to hedge 3ecause O.
3 :peculators can make mone( on currenc( futures if O
4 If (ou 3elie/e that a share price 'ill rise, possi3le option strategies include O
5 9n the contrar(, if (ou think a share price 'ill fall, possi3le option strategies include O
1. The risk 'ith currenc( and interest rate s'aps is that O
1oca-#lar)
3in! /or!s in the te,t that are in an o-'io#s sense the o!!osite o* the terms -elo/.
Appreciate call discount drought floating
2edging spot market strike price

Acceptance 7 acceptare Jtrat>M

Acceptor 7 tras, acceptor
Allo/ cre!it 7 a acorda un credit
AllDtime high 7 un record de cre?tere a cursului
AllDtime lo/ 7 un record de sc>dere a cursului
Amo#nt 7 o sum>, un total
Amo#nt to 7 a se ridica la, a a5unge la
Arrears 7 datorii, restan<e, arierate
Articles o* Association 7 statutul societ><ii
Assess& to estimate 7 a e/alua, a estima
Assessment& an estimate 7 o e/aluare, o estimare
Assets K acti/ul
A#ction 7 o /Fn@are prin licita<ie
A#sterit) 7 austeritate
11%
+ac% 7 a sus<ine financiar
+a! cheB#e& !#! chec% 7 cec f>r> acoperire
+a! !e-t 7 o crean<> nepl>tit>
+alance o* acco#nt 7un sold de cont
+alance o* Pa)ments 7 3alan<a de pl><i
+alance o* Tra!e 7 3alan<a comercial>
+an% cler%s 7 func<ionari 3ancari
+an% =A.2. !isco#nt> rate 7 rata scontului B>ncii centrale
+an% acco#nt 7 cont 3ancar
+an% tellers 7 casieri Jla 3anc>M
+an% /ic%ets 7 ghi?ee ale 3>ncii
+an%ing reg#lation 7 reglement>ri 3ancare
+an%notes JA.2. -illsM 7 3ancnote
+argain 7 a negocia
+arrier 7 o 3arier>
+arter L co#nterDtra!e 7 troc
+ase rate L prime rate 7 ta0> preferen<ial> L rata de 3a@>
+e in the -lac% 7 a fi creditor
+e in the re! 7 a fi descoperitP Bn deficit
+ear 7 un speculator de 3urs> Jcare mi@ea@> pe sc>derea cursuluiM
+ear an interest 7 a produce o do3Fnd>
+earer 7 un purt>tor
+earer cheB#e 7 cec la purt>tor
+ene*it 7 un a/anta5
+ill& a chec% =US> 7 o not> de plat>
+ills 7 facturi, note de plat>, efecte 3ancare
+ills o* 2,change J+.2.M, !ra*ts 7 cam3ii, poli<e, trate
+ite 7 a a/ea efect
+lan% cheB#e 7 cec Bn al3
+l#e chips 7 ac<iuni ale marilor companii
+oar! o* !irectors 7 consiliul de administra<ie
+on! 7 o o3liga<iune
+on#s iss#e& shares L stoc% !i'i!en!s 7 ac<iuni gratuite, di/idente nominale
+oom 7 un a/Fnt Jperioad> de succesM
+oost 7 a relansa
+orro/ 7 a lua cu Bmprumut
+orro/er 7 cel care ia cu Bmprumut
+ranch 7 sucursal>
+ran! 7 o marc> comercial>
+rea% e'en 7 a echili3ra conturile
+ring !o/n 7 a mic?ora, a diminua
+ris% 7 acti/, animat
+#c% 7 3ancnot> sau 3ancnote de un dolar J6.$. familiar>M
+#il!ing societ) 7 o 3anc> popular> de economii pentru cump>rare de locuin<e
+#ll 7 un speculator de 3urs> Jcare mi@ea@> pe cre?terea cursuluiM
+#llion 7 lingou din metal pre<ios
+#o)ant 7 sus<inut, 3ine orientat
+#) *or/ar! 7 a cump>ra la termen
+)la/ 7 pre/edere regulamentar>
ap ta,es 7 a fi0a un plafon pentru impo@ite
ash a cheB#e 7 a Bncasa un cec
111
ash *lo/ K flu0 de numerar
ash point 7 un aparat distri3uitor de 3ancnote
ashier 7 casier Bn unit><i economice
eiling 7 plafon, ni/el ma0im
entral +an% 7 3anca central>
hange *rancs into po#n!s 7 a schim3a francii Bn lire
harge 7 ta0>, pre<, cheltuieli
heB#eD-oo% 7 carnet de cecuri
heB#eD-oo% JA.2. chec%-oo%M 7 carnet de cecuri
hie* e,ec#ti'e o**icer L managing !irector 7 director general
learance sale 7 o /Fn@are la solduri
learingDho#se 7 camer> de compensarePdecontarePoficiu cliring
lose 7 Bnchidere
lose !o/n 7 a a/ea un curs sc>@ut la Bnchidere
oin mone) 7 a 3ate moned>
oins 7 monede, 3ani metalici
ollapse 7 a se pr>3u?i
ollateral 7 garan<ie, ga5 P garant, girant, gir
ollect 7 a Bncasa, a percepe Jimpo@iteM
ommercial L retail -an% 7 3anc> comerciale P 3anc> de depo@it
ommo!it) 7 o marf> Jde larg consumM
ompete /ith s-. 7 a concura cu cine/a, a face concuren<> cui/a
ompetiti'e 7 competiti/
omposite rate 7 rat> compus>
ontri-#tion 7 coti@a<ie, contri3u<ie
on'ergence criteria 7 criterii de con/ergen<>
ost acco#nting 7 conta3ilitate analitic> P anali@a costurilor
ost e**ecti'e2 renta3il, care B?i merit> pre<ul
ost o* li'ing 7 costul /ie<ii
o#ncil ta, 7 impo@ite locale
o#nter 7 ghi?eu
o#nter*eit 7 a contraface, a falsifica, a face 3ancnote false
re!it a s#m to an acco#nt 7 a /ira o sum> Bntr2un cont
re!it an acco#nt 7 a credita un cont
re!it rating 7 e/aluare a sol/a3ilit><ii clientelei
re!it sB#eeCe 7 restrFngere a creditului
re!it stan!ing 7 situa<ie financiar>, gradul de sol/a3ilitate
re!itor 7 creditor
risis 7 o cri@>
ross o#t 7 a 3ara
r#m-le 7 a se pr>3u?i
#r- 7 a frFna, a st>pFni
#rrencies 7 de/i@e
#rrent L chec%ing acco#nt 7 cont curent
#rrent acco#nt !e*icit 7 un deficit al 3alan<ei de pl><i curente
#rrent acco#ntA acco#nt c#rrent 7 cont curent
#stomDma!e 7 f>cut pePla comand>
#stoms 7 /am>
:a--le on the Stoc% 2,change 7 a 5uca la Burs>
:eal 7 o tran@ac<ie
:ealer 7 un dealer
112
:e-it a s#m *rom an acco#nt 7 a de3ita o sum> dintr2un cont
:e-it an acco#nt -) a s#m 7 a de3ita un cont dintr2o sum>
:e-t 7 o datorie
:e-tor 7 un de3itor
:ecline 7 a dec>dea, o sc>dere
:ee!s 7 acte, contracte
:e*a#lt 7 a nu onora
:e*a#lt on a pa)ment 7 a nu onora o plat>
:e*a#lter 7 r>u platnic
:e*er 7 a amFna, a BntFr@ia
:e*icit 7 un deficit
:e*lation 7 defla<ie
:ela) 7 a amFna, a BntFr@ia
:eman! 7 cerere
:eposit 7 a depune
:eposit L time L notice acco#nt 7 cont de depunere
:eposit acco#nt 7 cont de depunere la scaden<>, de depo@it
:eposit -an% 7 3anc> de depuneri
:epositor 7 depun>tor
:epreciation 7 amorti@are, depreciere
:ereg#lation K dereglementare
:e'al#ate 7 a de/alori@a
:e'al#e 7 a de/alori@a
:ip 7 a sc>dea, a descre?te
:irect !e-it 7 de3itare direct>
:irecti'e 7 o directi/>
:iscontin#e 7 a Bnceta Jde a mai face ce/aM, a Bntrerupe
:isco#nt 7 a sconta Jo poli<>M
:isco#nt a !ra*t 7 a sconta o trat>
:isco#nt -an% 7 3anc> de scont
:i'i!en!s 7 di/idente
:o/nt#rn& a !o/ns/ing 7 un regres
:ra/ on an acco#nt 7 a scoate dintr2un cont, a retrage dintr2un cont
:ra/ on sight 7 a trage la /edere
:ra/ on someone 7 a trage Jo trat>M asupra cui/a
:ra/ee 7 tras
:ra/er 7 tr>g>tor
:rop& to *all& to come !o/n 7 a sc>dea, a se mic?ora
:#ll 7 inacti/
:#t) 7o ta0>
2arn an interest 7 a produce o do3Fnd>
2arnings 7 cF?tiguri, /enituri JsalarialeM
2ase 7 a se rela0a
2ncash 7 a Bncasa un cec Jla 3anc>M
2n!orse 7 a andosa
2n!orse a cheB#e 7 a andosa un cec
2n!orsement 7 andosare
2nB#ir)& inB#ir) 7 cerere de informa<ii
2B#ities 7 ac<iuni ordinare
2ras#re 7 ?tergere, ?ters>tur>
2,cee! 7 a dep>?i
113
2,change 7 schim3
2,change -ro%er 7 agent de schim3
2,change -#rea# 7 3irou de schim3
2,change rate 7 rat> de schim3
2,ec#ti'e 7 administrator
2,penses 7 cheltuieli, pl><i
3ace 'al#e 7 /aloarea nominal>
3all -ac% 7 a se replia
3all !#e 7 a sosi la scaden<>
3all& !rop in prices 7 o sc>dere a pre<urilor
3e!eral Reser'e +an% Jthe 3e!M JA.2.M 7 3anca federal> de re@er/e, 3anca central> a :.E.6.
3ee 7 un onorariu
3ig#re 7 o cifr>
3ile *or -an%r#ptc)& to *ile #n!er chapter 11 =US> 7 a2?i depune 3ilan<ul, a cere falimentul
3ill in a *orm 7 a completa un formular
3inance& to *#n! 7 a finan<a, a acorda fonduri
3inancial -ac%ing =s#pport> 7 sus<inere financiar>, spri5in financiar
3irm 7 ferm
3lat rate 7 rat> uniform>
3loat =a c#rrenc)> 7 a faceP a l>sa s> oscile@e o moned> str>in>
3loat a compan) 7 a lansa o societate
3lo#rish 7 a prospera
3oot the -ill 7 a achita nota de plat>
3orecast& an o#tloo% 7 o pre/i@iune
3oreign L o'erseas tra!e 7 comer< e0terior
3oreign resi!ent 7 re@ident str>in
3orge 7 a falsifica, a contraface J3ancnote, documenteM
3orger) 7 contrafacere, falsificare, falsuri J3ancnote, documenteM
3ree tra!e 7 li3er schim3
3ringe -ene*it 7 3eneficiu suplimentar JBn afara salariuluiM
3#t#res mar%et 7 pia<a tran@ac<iilor la termen
;ain 7 a cF?tiga P un cF?tig, o plus2/aloare
;iltDe!ge! sec#rities 7 /aloriPtitluri f>r> risc Jo3liga<iuni de statM
;iro 7 cecuri po?tale
;iro acco#nt 7 cont2cecuri po?tal
;i'e notice 7 a da un prea/i@
;lo-alise 7 a se e0tinde la scar> mondial>
;o -ell) #p =US> 7 a da faliment
;o into a!ministration 7 a fi supus unei proceduri de lichidare 5uridicar>
;o into liB#i!ation 7 a intra Bn lichidare
;o on a /el*are 7 a se Bnscrie la asisten<> social>
;o p#-lic 7 a intra la Burs>, a fi acceptat la Burs>
;o #p& to rise 7 a cre?te, a urca, a se m>ri
;oo!s& /ares 7 produse, m>rfuri
;rant 7 a acorda, a aloca P o aloca<ie, un a5utor financiar
;rant a loan 7 a acorda un Bmprumut
;rant cre!it 7 a acorda un credit
;reen-ac%s 7 dolari Jamericanism familiarM
;ross :omestic Pro!#ct 7 Produsul Intern Brut
;ross National Pro!#ct 7 Produsul *a<ional Brut
<ar! cash 7 3ani ghea<>
114
<e!ge 7 a se acoperi JriscM
<i%e prices =US> 7 a m>ri, a cre?te pre<uri
<istorical cost acco#nting 7 conta3ilitatea costurilor de achi@i<ie P istorice
<ol!er 7 titular Jcarte de creditM
<ol!er o* an acco#nt& acco#nt hol!er 7 de<in>tor al unui cont
<ome sa'ings plan 7 plan de economii pt. Jconstruc<ia deM locuin<e
<ome tra!e 7 comer< intern
<ot mone) 7 3ani fier3in<i Jcapital atras din str>in>tate de do3Fn@i ridicate sau de un climat politic sigurM
0n cash 7 Bn numerar
0n c#sto!) 7 Bn custodie
0n real terms 7 Bn 3ani constan<i
0n the re!& o'er!ra/n 7 epui@at, descoperit Jun contM
0ncenti'e 7 un stimulent
0ncome statement =A.2.>Loperating statement =+.2.> 7 cont de e0ploatare, cont de profituri ?i pierderi
0ncome ta, 7 impo@it pe /enit
0n!e, 7 a inde0a
0n!e,Dlin%e! 7 inde0at
0n*lation 7 infla<ie
0n*lationar) 7 infla<ionist
0nheritance ta, 7 drepturi de succesiune
0nterest 7 do3Fnd>
0nternational Monetar) 3#n! =0.M.3.> 7 ;ondul .onetar Interna<ional J;...I.M
0n'estment =+.2. merchant> -an% 7 3anc> de in/esti<ii
0n'estments 7 in/esti<ii
0n'oice 7 factur>
0ss#e 7 a emite
Hac% #p 7 a m>ri pre<uri
He/els 7 3i5uterii
Hoint acco#nt 7 cont comun
H#n% -on!s 7 o3liga<iuni f>r> /aloare
Iic%start the econom) 7 a impulsiona economia
.ea'e a !eposit 7 a l>sa o garan<ie
.egal ten!er 7 ofert> legal>, curs legal
.en! 7 a da cu Bmprumut
.en!ing rate 7 rata de Bmprumut
.e'el o** 7 a se rela0a
.e'erage 7 capacitate de influen<> P raportul dintre crean<e ?i capital P cre?terea renta3ilit><ii capitalului
unei societ><i ca urmare a contract>rii de datorii
.e'erage! -#)o#t 7 r>scump>rarea unei societ><i datorit> cre?terii renta3ilit><ii capitalului ca urmare a
contract>rii de datorii
.e') 7 a percepe, a impune Jo ta0>, un impo@itM P o ta0>
.ia-ilities K pasi/ul
.iB#i!ation 7 lichidare
.iste! compan) 7 societate pe ac<iuni
.oan shar% 7 un c>m>tar
.oans 7 Bmprumuturi
.oo% #p& to pic% #p 7 a se redresa
.oss 7 o pierdere
.ossDma%ing& #npro*ita-le 7 nerenta3il
.#mp s#m settlement 7 plat> forfetar>, plat> glo3al>
Ma%e 7 o marc> Jde fa3ric>M, fa3rica<ie
115
Mat#rit) =o* a loan> 7 scaden<a unui Bmprumut
Mercantile 2,change 7 Bursa de m>rfuri
Merchant -an% 7 o 3anc> comercial>
Merchant -an% L 0n'estment -an% 7 3anc> comercial> P de in/esti<ii
Mint 7 institut 3ritanic de emisiune monetar>P .onet>ria :tatului
Monetar) 7 monetar
Monetar) s#ppl) 7 mas> monetar>
Mone) or!er 7 mandat po?tal
Mortgage 7 ipotec>
M#t#al 3#n! 7 societate de in/esti<ii cu capital /aria3il
Note 7 3ancnot> di/i@ionar>
A**set 7 a contra3alansa, a compensa
Apen #p 7 a a/ea un curs ridicat la deschidere
AptDo#t cla#se 7 o clau@> e0cep<ional>
Ar!er 7 o comand>
A#tlet 7 un de3u?eu, un punct de desfacere
A#tstan!ing 7 neachitat, BntFr@iat Jla plat>M
A'er!ra*t 7 descoperire Bn cont, sold de3itor
A'er!ra/ =an acco#nt> 7 a descoperi, a epui@a un cont
A'er!#e 7 e0pirat, BntFr@iat, scadent
A'erhea!s& *i,e! costs K cheltuieli fi0e
A'erheat 7 a supraBnc>l@i
A'erDtheDco#nter mar%et 7 pia<> de titluri f>r> /aloare
Pace 7 3eneficiar
Paper mone) 7 3ani de hFrtie, 3ancnote
Pa/n 7 a ga5a, a amaneta
Pa/n-ro%er 7 c>m>tar
Pa) =in> cash 7 a pl>ti Bn numerar, a pl>ti cu 3ani ghea<>
Pa) as )o# earn =PA62> 7 plata prin prele/are direct de la surs>
Pa) -ac%& to repa) 7 a ram3ursa
Pa) into an acco#nt 7 a />rsa Bntr2un cont
Pa)ee 7 3eneficiar
Pa)Din slip 7 foaie de depunere sau de />rs>mFnt
Pa)ment -) installments K plat> Bn rate
Pa)ment in cash 7 plat> Bn numerar
Pa)mentDin 7 /irament JBntr2un contM
Pic% #p the ta- 7 a achita nota de plat>
Plo#gh -ac% pro*its 7 a rein/esti profiturile
Pl#mmet 7 a merge foarte prost, a a/ea greut><i mari
Polic) 7 o politic>, o strategie
Port*olio 7 un portofoliu Jde /aloriM
Postpone 7a BntFr@ia, a amFna
Premise 7 loca<ie
Price in!e, 7 un indice de pre<
Prime rate =A.2.> 7 rat> de 3a@>
Pri'ate limite! compan) 7 societate cu r>spundere limitat>
Pri'atise 7 a pri/ati@a
Pro!#ction& o#tp#t 7 produc<ie
Pro*it margin 7 o mar5> de profit
Promissor) note 7 3ilet de ordin, cam3ie, titlu de ga5, o3liga<iune
P#n!it 7 un e0pert
11
P#rchase 7 o achi@i<ie, o cump>rare
E#ali*ie! ma5orit) 7 ma5oritatea calificat>
E#i! =+.2.> 7 3ancnot> sau 3ancnote de o lir> JfamiliarM
E#ota 7 o cot>2parte
E#ote 7 a cota
E#ote! or liste! compan) 7 societate cotat> la 3urs>
Rall) 7 a se reface, a se Bnt>ri
Reco'er 7 a se resta3ili, a2?i re/eni, a se reface
Rec#rring 7 care se repet>, periodic, recurent
Rec#rring e,penses 7 cheltuieli recurente
Re!#ce& to c#t -ac% 7 a reduce
Re*#n! 7 a ram3ursa
Registrar o* companies 7 registrul de comer<
Reg#lation 7 regulament, reglementare
Remittance 7 />rs>mFnt
Rents 7 chirii
Repa)& to pa) -ac% 7 a ram3ursa
Resi!#al 'al#e 7 /aloare re@idual>
Restrict 7 a impune o restric<ie
Retail price in!e, 7 indicele pre<urilor cu am>nuntul
Re'al#e 7 a ree/alua
Re'en#e 7 /enituri
Rights iss#e 7 emisiuni re@er/ate ac<ionarilor
Rise in prices 7 o cre?tere a pre<urilor
R#nning costs K cheltuieli /aria3ile
Sa*e 7 cas> de 3ani
Sa'ings 7 economii, 3ani economisi<i
Sa'ings acco#nt 7 cont de economii
Sa'ings +an% 7 cas> de economii
Sec#rit) 7 titlu de /aloare
Sell at a premi#m 7 a /inde su3 pre<ul pie<ei
Sell short 7 a /inde la termen, a su3e/alua
Set-ac% 7 o c>dere, o in/olu<ie, un regres
Settle 7 a echili3ra un cont, a pl>ti
Settlement 7 plat>
Share 7 a Bmp>r<i, a participa Bmpreun>
Share 7 o ac<iune
Shoot #p 7 a cre?te /ertiginos
Short term 7 pe termen scurt
Shortage 7 o penurie
Short*all 7 o lips>, o insuficien<>
Sight /ith!ra/al 7 retragere la /edere
Single mar%et 7 o pia<> unic>
Slac%en& to slo/ !o/n 7 a Bncetini, a frFna
Slash 7 a reduce radical
Sli!e 7 a sc>dea
Slo/ pa)er 7 r>u platnic
Sl#mp 7 a sc>dea masi/
Small amo#nt& small s#m 7 sum> mic>
Sol'enc) 7 sol/a3ilitate
Spen!ing 7 cheltuieli
11!
SpinDo** 7 o schim3are radical>
Spot mar%et 7 pia<a tran@ac<iilor cu plata pe loc
Sprea! L Margin 7 mar5>, margine
SB#eeCe 7 a presa, a constrFnge
Stag*lation 7 stagfla<ie, Jstagnare economic> W infla<ieM
Stagnate 7 a stagna
Sta%e 7 participare, interest
Stan!ar! o* li'ing 7 standardul de /ia<>
Statement o* acco#nt 7 e0tras de cont 3ancar
Stea!) 7 sta3il
Stim#late 7 a sitmula
Stoc% 2,change 7 Bursa de =alori
Stoc% mar%et 7 o pia<> 3ursier>
Stoc%& sec#rities 7 /alori, titluri
Stoc%-ro%er 7 un agent de schim3P3urs>
St#-& co#nterD*oil 7 cotor, talon, matc> Jde chitan<>, cec etc.M
S#-scri-e 7 a su3scrie
S#-scription 7 a3onament
S#-si!e 7a su3/en<iona
S#e 7 a face un proces, a chema Bn instan<>
S#m 7 o sum>
S#mmit 7 o BntFlnire de /Frf
S#ppl) P pro'i!e s-. @ith sth. 7 ofert>, a furni@a ce/a cui/a
S#r'e) 7 un studiu, o anchet>
S/ap 7 s'ap Jopera<ie de schim3 Bntre dou> de/i@e pre/>@ut> pentru o anumit> perioad>M
Target 7 o <int>
Tari** 7 un tarif /amal
Ta, 7 a impune ta0e, a impo@ita
Ta, allo/ance 7 scutire de ta0e
Ta, -rea% 7 o reducereP sc>dere de impo@it
Ta, collector 7 un perceptor
Ta, ha'en 7 un paradis fiscal
Ta, relie* 7 degre/are de impo@it
Ta,pa)er 7 un contri3ua3il
Telegraphic mone) or!er 7 mandat telegrafic
Thri'e& to prosper 7 a prospera
Tighten one4s -elt 7 a strFnge cureaua
Tra!e 7 a face comer<
Tra!e -an% 7 3anc> comercial>
Tra!e gap 7 un deficit comercial
Trans*er 7 a transfera, a /ira
Tra'eller4s cheB#es JA.2. tra'eler4s chec%sM 7 cecuri de c>l>torie
Treas#r) 7 te@aurul pu3lic
Tren! 7 o tendin<>
Tr#st 7 a a/ea Bncredere, a Bncredin<a
T#rno'er 7 /olumul afacerilor
Un!er/rite 7 garantarea su3scrierii unei emisiuni
Upt#rn& an #ps/ing 7 o redresare, o ascensiune
1al#a-les 7 o3iecte de /aloare
1al#a-les L !ee!s 7 acte, /alori
1al#e a!!e! ta, 7 ta0> pe /aloarea ad>ugat>
11"
1ent#re capital 7 capital de risc
1eto sth. 7 a2?i e0prima dreptul de /eto fa<> de ce/a
1olatile 7 ner/os, fe3ril
@in! #p 7 a lichida
@ith!ra/ 7 a retrage
@ith!ra/al 7 pre/elare, retragere
@rite o#t =to ma%e o#t> a cheB#e 7 a trage, a Bntocmi un cec
6iel! 7 a aduce, a produce /enit
6iel! 7 randament
6iel! an interest 7 a produce o do3Fnd>
heia e,erciPiilor
Mo!#le 1
Rea!ing 7 :ummar( B is the 3est. The other t'o are, according to the te0t, 'rong.
Practice 1 K a mo!el 'ersion o* the !ialog#e
+isitor2 4ello, m( name+s 4enrik /an der Dinden from 6mtel. I ha/e an appointment 'ith :andra Bates.
Rece!tionist2 9h, (es, .r =an der Dinden. ,elcome to Catalink. .s Bates 'ill 3e along in a fe'
minutes. :he+s 5ust finishing a meeting. Can I get (ou something to drink-
+isitor2 *o thanks, I+m fine. $r, 3ut I 'onder if I could use the phone-
Rece!tionist2 Ges, of course. 6nd an(thing elseO if (ou need to send a fa0 or an(thingO
+isitor2 *o, it+s oka(, 5ust the phone.
Rece!tionist2 8ight, 'ell (ou can use this one.
+isitor2 Thanks. JdialsM 4allo, JfadeM
Ja fe' minutes laterM
+isitor2 Jfade inM 6u re/oir. JclickM Thank (ou /er( much.
Rece!tionist2 *ot at all. If there+s an(thing else (ou need, please ask. 6n(thingO
+isitor2 Ges, I 'as 'ondering ho' far is it to the station-
Rece!tionist2 It+s a3out t'o miles 7 ten minutes 3( ta0i. :hall I 3ook one-
+isitor2 $r, (es, thank (ou. that 'ould 3e good. Can 'e sa( four o+clock-
Rece!tionist2 8ight, I+ll do that. 9h, I think .s Bates is free no'. :hall I take (ou to her office-
+isitor2 ,ith pleasure. Thanks.
2,ercise 1 K 3irst /or!s
=isitorQ a, d, f, g, i, k PP the person recei/ing the /isitorQ 3, c, e, h, 5, l, m
2,ercise 2 K 2n!ing the small tal%
aM BA 3M 6A cM BA dM BA eM 6
Mo!#le 2
Rea!ing K *in! /or!s
1 literal a. direct and clear
2 understatement 3. less strong 'a( of talking
3 deduce 3. 'ork out
4 /ague a. unclear
5 de/ious 3. dishonest
pleasantries c. polite remarks
2,ercise 1 K Ma%ing a call
11#
Jin orderMQ speak toA throughA officeA canA helloA 3adA speakA speakingA putA throughA holdA officeA momentA
num3erA ringA 3ackA onA messageA rangA call
Practice 1 K a mo!el ans/er
Rece!tion2 )ood morning, )orli@ and Uimmerman.
,ara Camden2 4ello, m( name+s Dara Camden from Bulmer Ca3les Dtd. Please could I speak to .r.
Conrad Bird-
Rece!tion2 I+m sorr(, 3ut .r. Bird is not in at the moment.
,ara Camden2 I see. $rO 'hen do (ou think I could contact him-
Rece!tion2 ,ell, at the moment he+s a'a(. ,ould (ou like to lea/e a message-
,ara Camden2 Ges, perhaps (ou 'ould ask .r. Bird to call me- .( name+s Camden, Dara Camden, on
%1"1 2## 42.
Rece!tion2 8ight, that+s Dara Canden on %1"1 2## 42. 9ka(-
,ara Camden2 Ges, erO Camden. CO6O.OCO$O*.
Rece!tion2 9h (es, sorr(R I+/e got that no'.
,ara Camden2 Thank (ou. I look for'ard to hearing from .r. Bird.
Rece!tion2 It+s a pleasure. Thanks for calling. B(e for no'.
Practice 2 K a mo!el e,ample o* the con'ersation
.ntershi!2 Intership, good morning.
ComputechQ 4ello, m( name+s 6le0 4all from Computech 6rcos in :ingapore.
IntershipQ :orr(, did (ou sa( 6le0 4all from Computech 6rcos-
ComputechQ Ges, that+s right.
IntershipQ 9ka(, ho' can I help (ou, .r. 4all-
ComputechQ ,ell, I+d like an appointment 'ith .r. Cionis.
IntershipQ Can (ou tell me 'hat+s a3out-
ComputechQ Certainl(. I+d like to discuss the transporting of goods from :ingapore to 6thens.
IntershipQ I see. ,hen 'ould 3e a good time for (ou to come here-
ComputechQ .a( I suggest ne0t 'eek-
IntershipQ I+m sorr(, ne0t 'eek+s not possi3le 7 .r. Cionis is a'a( ne0t 'eek. 4o' a3out the 3eginning
of the ne0t month-
ComputechQ Ges, that 'ould 3e oka(. Could 'e sa( .onda( 3
rd
of .a(-
IntershipQ $r, unfortunatel( .r. Cionis is 3us( all da( on that .onda(. 4e could make it Tuesda( 4
th
.
ComputechQ That+s fine. :hall 'e sa( ten a.m.-
IntershipQ Ges, that+s a good time for us. $rmO can I ask (ou to confirm 3( fa0- 6nd 'ould (ou like us
to 3ook (ou a hotel-
ComputechQ I+ll fa0 7 and thank (ou 3ut no, the hotel 3ooking isn+t necessar(. I think that+s e/er(thing,
for no' 7
IntershipQ 8ight, man( thanks, 'e look for'ard to (our fa0 to confirm the meeting. )ood3(e, .r. 4all.
ComputechQ B(e for no'.
A mo!el o* a *a, message o* con*irmation7
omp#tech Arcos
Dorong 9ne Toa Pa(oh
:ingapore 1253
TelephoneQ WW5 35% 5!4
3a,7 QQ65 25( 552
;a0 toQ .r. Cionis JIntership :.6.M
;a0 *um3erQ 3% 1 5!!! Page 1 of 1
;romQ CateQ 1# 6pril 1#Z
12%
8e. Meeting /ith Mr. :ionis
,ith reference to our phone con/ersation of this morning I 'rite to confirm m( appointment 'ith .r.
Cionis ne0t month.
:u35ectQ Transport of goods from :ingapore to 6thens.
Cate of .eetingQ Tuesda( 4
th
.a( at 1% a.m.
I also confirm that I 'ill make m( o'n hotel arrangements.
I look for'ard to meeting .r. Cionis ne0t month.
Best regards
2,ercise 2 K hanging arrangements
:ee language input.
Practice 3
Tao ,oon2 4ello, :ales 9ffice here.
,uisa2 4ello, m( name+s Duisa Comingue@. I+m ringing from :pain 7 from Berraondo Compan(.
Tao ,oon2 4o' can I help (ou, .s Comingue@-
,uisa2 The pro3lem concerns a printer order. Det me gi/e (ou the order num3er 7 it+s 4;51". It+s 7
it+s for t'ent( printers. The pro3lem is that onl( se/enteen ha/e arri/ed.
Tao ,oon2 8eall(- I+m surprised to hear that.
,uisa2 ,ell, I+m afraid it+s the second time 'e ha/e recei/ed and incomplete deli/er( and no3od( told
us there 'ould onl( 3e se/enteen.
Tao ,oon2 ,ell, no, I think it 'as pro3a3l( an administration mistake.
,uisa2 Ges, I+m sure. *o', 'e need the other three printers urgentl(. Cela(s are causing us pro3lem
'ith our customers. The( are rather unhapp(.
Tao ,oon2 9ka(, er, at the moment 'e ha/e some stock pro3lems.
,uisa2 ,ell, can (ou gi/e me a deli/er( date 7 it+s /er( urgent.
Tao ,oon2 8ight 7 let me see. ,e can promise (ou a despatch ne0t .onda(.
,uisa2 *o, I+m sorr(, that+s not good enough. ,e need despatch no'.
Tao ,oon2 I+m sorr( 7 that+s not possi3le. But 'e+ll despatch on .onda(, I assure (ou.
,uisa2 ,ell, 'ill (ou please send a fa0 to confirm that.
Tao ,oon2 9f course. 6nd I do apologi@e for the pro3lem.
,uisa2 8ight, good3(e for no'.
Tao ,oon2 )ood3(e.
Rea!ing
a. TrueA 3. TrueA c. ;alseA d. ;alseA e. TrueA f. ;alse
Mo!#le 3
Practice 1
Tok(o medical congress
a. Pro3a3l( /er( formal.
3. 4igh e0pectations in terms of technical support, a fair amount of detail and clearl( a lot of e0pertise.
c. 4igh le/el of specialist kno'ledge 7 audience are e0perts.
d. Cepends on congress organi@ation 7 pro3a3l( less then an hour.
e. Cepends on congress organi@ation 7 pro3a3l( Luestions follo'.
f. Ese of /isual supports 'ith ke( information, plus later pu3lication of Congress Proceedings
121
Purchasing and Product .anagers of a Tai'anese compan(
a. Pro3a3l( semi2formal.
3. 4igh e0pectations in terms of technical support, a fair amount of detail and clearl( a lot of e0pertise.
c. 4igh le/el of specialist kno'ledge 7 at least the Product .anager 'ill 3e /er( e0pert, the Purchasing
.anager perhaps less so.
d. Cepends on o35ecti/es and on comple0it( of eLuipment. Could 3e a /er( long presentation, e/en a
'hole da( or a one hour presentation might 3e enough.
e. Pro3a3l( interruption are encouraged to make e/er(thing clear as the presenter goes along.
f. Ese of /isual support, photographs, diagrams, or the actual machine itself. ;ollo'2up documentation
'ill also 3e a/aila3le.
Internal meeting P administrati/e staff
a. Informal.
3. 8easona3l( high e0pectations in terms of speaker+s kno'ledge.
c. The audience 'ill pro3a3l( ha/e good 3ackground kno'ledge 3ut ha/e come to learn a3out a ne'
s(stem.
d. Pro3a3l( short 7 thought it might 3e half a da(R
e. Interruptions encouraged.
f. Pro3a3l( illustrations, possi3l( handouts.
6 staff meeting P charit( e/ent
a. Informal.
3. Do' e0pectations.
c. The audience ha/e come to hear ideas.
d. Pro3a3l( short 7 fi/e or ten minutes-
e. Interruptions encouraged.
f. &eep to clear simple structure making one or t'o important points.
Practice 2
:u35ect P title of talk. 1
Introduction to oneself, 5o3 title, etc. 4
8eference to Luestions and P or discussion. 2
8eference to the programme for the da(. 4
8eference to ho' long (ou are going to speak for. 3
8eference to the /isual aids (ou plan to use. 5
The scope of (our talkQ 'hat is and is not included. 4
6n outline of the structure of (our talk. 1
6 summar( of the conclusions. 4
$ote) There are no hard rules a3out 'hat should 3e included. .ost suggestions here are open to
discussion and
/ariation, depending on circumstances.
Rea!ing
a.
=isuals make information more memora3le
4elp the speaker
:ho' information 'hich is not easil( e0pressed in 'ords
4ighlight information
Cause audience to emplo( another sense to recei/e information
Bring /ariet( and therefore increase audience+s attention
:a/e time
Clarif( comple0 information
3.
122
Presenters sometimes place the ma5or emphasis on /isual aids and relegate themsel/es to the minor
role of narrator or technician
=isuals must support 'hat the speaker sa(s
It is not enough 5ust to read 'hat the /isual sa(s
Rea!ing
;ind out a3out the audience.
;ind out 'hat the( need to kno'.
Plan 'hat (ou+re going to sa(.
:a( it clearl( and concisel(.
Introduce information using lists.
)i/e a link 3et'een parts of the presentation.
Pro/ide a logical seLuencing of information.
Ese careful repetition of ke( information.
Con+t gi/e too much information or too man( fact.
Rea!ing
a. The main 3od( of the presentation contains the details of 'hat 'as introduced in the introduction.
3. :ee figure included in the te0t.
Practice 4 K a mo!el o* presentation
)ood morning, e/er(one. I+d like to talk a3out the ad/ertising mi0 for the ne' Cheri range of 3eaut(
products. ,e are planing t'o categories of ad/ertising, a3o/e2the2line and 3elo'2the2line. I+ll talk first
a3out a3o/e2the2line ad/ertising. There are three kindsQ these are tele/ision commercials, secondl(,
ne'spapers 7 ne'spaper ad/ertising. The third kind is maga@ines. There are t'o 3asic t(pes 'e aim atQ
(outh maga@ines and those aimed specificall( at the 'omen+s market. *o', 3elo'2the2line ad/ertisingQ
there are three methods here alsoQ the first is in2store ad/ertising, then there+s on2pack promotions and
finall( targeted mailing. :o, in2store ad/ertisingQ 'hat does it mean- Basicall(, displa(s in the shop,
merchandising, and that sort of thing. The second 3elo'2the2line ad/ertising is on2pack promotions 7
there are man( kinds, most o3/iousl( things like coupons, competitions, 5oint promotions and free
samples. The last kind of 3elo'2the2line ad/ertising is targeted mailing, using a mailing list. That
completes the o/er/ie' of 'hat 'e can do to launch the product, soO
Rea!ing
a. *o response from the audience.
3.
6 trul( successful and interesting talk 'ill a/oid the pro3lem.
The speaker can gi/e an instruction to the audience 7 especiall( in sales presentations.
To ha/e Luestion prepared to ask the audience, or identif( someone 'hom (ou kno' 'ill ha/e
something to sa(.
<an!ling B#estions
Cifficulties ma( arise 3ecauseQ
1.Luestions P discussion is relati/el( unstructured
2. the speaker has less control
3. speaker has to s'itch into listen and ans'er mode
4. it ma( 3e difficult to hear, to understand, to ans'er or to distinguish 3et'een an opinion and a
Luestion.
Practice 5 K mo!el ans/ers
1. :o, that concludes 'hat I 'ant to sa(, so no' I+d like to ask (ou for (our comments, opening up
discussion, or perhaps (ou ha/e a Luestion or t'o-
2. $r, in fact 'hat I said 'as this process has 3een going on for a /er( long time. I+m sorr( if I 'as not
clear on this point.
123
3. I 'onder if an(one can suggest 'h( this has happened or if an@one has an( comments on it-
4. Ges, (ou+re right, 3ut can I suggest one or t'o other factors- 9ne is the increasing num3er of take2
o/ers of smaller companiesO
5. :o are (ou sa(ing that in the E:6 or $urope that could not happen-
. Ges, I agree, 3ut the situation is changing.
!. :orr(, I don+t Luite follo' (ou. Can (ou sa( that again O put it another 'a( O-
2,ercise 1 K The ne/ pro!#ct
0ntro!#cing )o#rsel*
)ood morning ladies and gentlemenA 'e ha/en+t all met 3efore so I+d 3etter introduce m(self. I+m Duis
Dope@ from the de/elopment department of Citrus IncorporatedO I should sa( 3efore 'e start that I hope
(ou+ll e0cuse m( $nglish. I+m a little out of practiceO
Preparing the a#!ience
6n('a(, I+m going to 3e talking this morning a3out a ne' product 'hich 'e are planning to launch in
t'o months+ timeA it+s called &99D29ET, that+s &29292D dash 92E2T, and it+s a lemon2fla/oured
drinkO
,ell, I+ll start 'ith the 3ackground to the product launchA and then mo/e on to a description of the
product itself, I+m going to list some of the main selling points that 'e should emphasi@e in the
ad/ertising and sales campaign. I think if (ou don+t mind, 'e+ll lea/e Luestions to the endO
:eli'ering the message
*o' firstl(, as (ou all kno', 'e had a gap in our soft2drink product range for the last t'o (earsA 'e ha/e
3een manufacturing mi0ed2fruit drinks and orange drinks for the last ten (ears, 3ut 'e stopped producing
lemonade t'o (ears agoA I think 'e all agreed that there 'as room on the market for a completel( ne'
lemon2fla/oured drink O :econdl(, the market research indicated that more and more consumers are
using soft drinks as mi0ers 'ith alcohol, so in other 'ords, the market itself has e0panded.
This 3rings me to m( ne0t point 'hich is that 'e ha/e rather ne' customer2profile in mindA I must
emphasi@e that this product is aimed at the (oung2professional, high2income, market and not the
traditional consumer of old2fashioned lemonade. 6t this point 'e must consider the importance of
packaging and design, and if (ou look at the /ideo in a moment, (ou+ll see that 'e ha/e completel( re2
/amped the container itself as 'ell as the la3el and sloganO
*o' to digress for 5ust a moment, the more sophisticated packaging means a high unit cost, and this ma(
3e a pro3lem in the selling area, 3ut 'e+ll ha/e a chance to discuss that aspect laterO so O to go 3ack to
m( earlier point, this is a totall( ne' concept as far as Citrus Incorporated are concernedA as (ou see 'e
are using 3oth the ne'2si@e glass 3ottle and the miniature metal cans.
;inall(, let+s look at the ma5or attractions of the product. In spite of the higher price it 'ill compete 'ell
'ith e0isting 3randsA the design is more modern than an( of the current ri/al products, and incidentall(
the fla/our is more realistic and naturalO it+s lo' calorie, too.
@in!ingD#p
9.&., so 5ust 3efore closing, I+d like to summari@e m( main points againO ,e ha/e &99D29ET, a ne'
design concept, aimed at a relati/el( ne' age and income groupA it+s designed to 3e consumed on its o'n,
as a soft drink, or to 3e used as a mi0er in alcohol23ased drinks and cocktails. It comes in 3oth 3ottle and
can and this 'ill mean a slightl( higher price than 'e are used toA 3ut the impro/ed fla/our and the
package design should gi/e us a real ad/antage in toda(+s marketO 'ell, that+s all I ha/e toda( for the
moment, thank (ou for listening, no' if there are an( Luestions, I+ll 3e happ( to ans'er themO
2,ercise 2 K The pro!#ct presentation
:ee the model presentation and use the 'ords in italics.
2,ercise 3 K an 0 interr#pt here8
6 2A 3 3A c 4A d 5A e 1
2,ercise 4 K Anticipating B#estions
JsuggestionsM a. I can hear (ou sa(O 3. *o' (ou ma( 'ell ask, 'hat does he mean 3(O c. 6n o3/ious
pro3lem is the cost of the accessories. d. Gou 'ill ha/e noticed thatO e. *o' (ou ma( 'ell askO
124
Mo!#le 4
Practice 1
a. ,elcome, e/er(3od(. Thank (ou for coming.
3. ,e are here toda( to talk a3out O Jand to decide OA to look atM
c. ,e ha/e an agenda 'ith three points. JGou+/e all seen the agenda. I+d like to ask if an(one has an(
comments on it.M
d. I think .r. &ano is read( to tell us something a3out O JCan I ask O to open 'ith his remarks.M
e. If (ou don+t mind, can 'e let .r. &ano finish- J:orr(, O, I can+t allo' us to consider that Luestion
5ust (etOM
f. Thank (ou for that O
g. *o', can I ask .s Pere@ de :anche@ to tell us her /ie'sO
h. $r, can 'e tr( to keep to the topic 7 I think 'e ha/e gone a'a( from it a little.
i. I+d like to sum up the main points. J:o let me summari@e that. Gou sa( that OM
5. ,ould an(one like to sa( an(thing else on this- JCoes an(one ha/e an(thing to add to that-M
k. I think 'e ought to mo/e on to the ne0t topic on the agenda.
l. :o, 3efore the ne0t meeting, I+ll send out a report on this one, .r &ano 'ill prepare JOM and 'ill
then fi0 a ne' date, some time ne0t month.
m. Thank (ou. that+s e/er(thing. That+s it for toda(.
Practice 2
1. A mo!el o* Agen!a
A,is 3inance .imite!
.arketing )roupQ Gear2end meeting
TimeQ ;inishQ
PlaceQ
ParticipantsQ
Agen!a
1. 6pologi@es for a3sence
2. .inutes of pre/ious meeting
3. Chair+s opening address
4. Personnel changes
5. 8e/ie' of marketing performance in the current (ear
. *e' products
!. .arketing plans for ne0t (ear
". 6n( other 3usiness
#. Cate of ne0t meeting
2. The chair4s opening statement7 a mo!el
9ka( I think 'e should 3egin. Thanks for coming 7 and as (ou kno' 7 this is O 'e are here for our
annual meeting. 6s (ou kno' from the agenda there are four main issues to discuss. The first to re/ie' is
the personnel changes. :econdl(, 'e+ll look at the marketing performances in the current year. Then
'e+ll discuss a3out ne" products. 6nd finall(, 'e+ll e0amine the marketing plans for the ne0t (ear. :o 7
an( comments, an( suggestions, or is e/er(one happ( 'ith the agenda- 9ka(, then let+s start 'ith item
one on the agenda. I think .r. :mith has prepared a statement on the personnel changes so I+ll hand o/er
to him.
125
Practice 3 K a mo!el con'ersation
A2 The fall in sales is mainl( due to the recession affecting 'orld markets.
B2 $r, can (ou tell us e0actl( ho' much sales ha/e gone do'n-
A2 ,ell, it+s a general fall of around 5 X in sales for most product areas. 6lso, specificall( in the oil
processing sector, 'e ha/e much lo'er sales, mainl( 3ecause 'e sold our E& su3sidiar(, 6nglo 9ils.
B2 Can 'e talk a3out the decision to sell 6nglo 9ils O
A2 ,ell, no, I+d rather not go into that. ,e discussed that in pre/ious meetings. I+d prefer to talk a3out
future prospects. The outlook is /er( good 5ust no'O
B2 ,hat- I+d sa( things look Luite 3ad.
A2 I+m /er( surprised (ou sa( that. In fact, sales forecasts are much 3etter no'. 6n('a(, let me tell (ou
O
B2 :orr(, I think I+d like to hear more a3out ne' markets.
A2 *e' markets- Ges, 3ut can 'e talk a3out ne' markets later- I ha/e some important information on
that. But firstO
B2 ,ait, don+t (ou think 'e should take a short 3reak 7 ha/e a coffee-
A2 Take a 3reak- ,e+/e onl( 5ust startedR
Rea!ing
1.
a. Cecision making meetings.
3. The structure of decision makingQ see the 3ulleted points in the second paragraph.
c. Communication has to 3e a t'o2'a( process to 3e successful.
2.
a. *ot all meetings are to make decision 7 as implied in the first sentence of the te0t. Cecisions ma(
alread( ha/e 3een made, so a meting is called to tell people a3out the decision Jan information gi/ing
meetingM.
3. 6n alternati/e description of the structure of decision making is the C$:C model, 'hich is included
in the :kills Checklist.
c. In man( instances of communication, a message is gi/en and it is sufficient that it is comprehended,
'ithout e/en an ackno'ledgement Ja recorded message, for e0ampleM. 4o'e/er, this ma( 3e slitting
hairsQ the point is that in meetings at least an ackno'ledgement or agreement is e0pected. It seems
fair to sa( that in most cases, communication is a t'o2'a( process.
d. It is true that often an agreement, or a consensus, can 3e arri/ed at 'ithout a formal /oteQ it is the
leader+s responsi3ilit( to make clear 'hat the consensus is and ask if e/er(one accepts it.
3.
a. consensus
3. time2 and cost2effecti/e manner
c. goal
d. set an o35ecti/e
e. imperati/es
f. desira3les
g. e/aluate alternati/es
h. perception
i. a'areness P empath(
5. e/ol/e
k. /er3ali@e
Rea!ing
a. 7 a restatement of o35ecti/es
2 a summar( of 'hat has 3een accomplished
2 a summar( of 'hat action must 3e taken after meeting
12
3. .eetings should 3e part of a learning e0perience, so future meetings can 3e impro/ed 3( asking
participants to e/aluate meetings.
Practice 4 K a mo!el con'ersation
A2 Can 'e reach a decision on this-
B2 ,ell, I O I think O er, I think 'e need more information.
A2 4mm. Can (ou e0plain 7 sa( e0actl( 'hat sort of detail (ou think 'e need-
B2 ,ell, I feel first of all, 'e need to kno' more a3out the effects of a price increase.
A2 Perhaps 'e should, er, commission some market research-
B2 Ges, I agree. That+s right. ,e could ask 4amid to recommend someone.
A2 ,ell, I think 3efore that 'e could look at our o'n e0perience of price rises. Then later 'e can
perhaps ask a marketing consultanc(. Coes e/er(one agree 'ith that proposal-
All2 Jmurmur of agreementM
A2 9ka(, let+s mo/e to the ne0t item on the agenda.
Practice 5 K a mo!el e,ample
:o, 'e+/e almost finished. Coes an(one ha/e an(thing else to sa(- ,ell, 'e had to decide on action
regarding training courses. To summari@e, to confirm our decision, 'e+/e agreed a \1%,%%% 3udget. 6nd
also that Peter is going to identif( three possi3le training organi@ations. Is e/er(one happ(- Is that oka(-
*o', Peter 'ill organi@e a presentation for ne0t 'eek, on the 14
th
at 2 p.m. until then, thanks e/er(one
for coming. That+s it for toda(.
2,ercise 1 K hairing a meeting
Chairman I+d like us to reach a decision toda( a3out item 1. The issue is falling sales in the Italian
market. 4enr( 'ill e0plain the 3ackground to this, and the present situation.
2enry Thanks. ,ell, as (ou kno', in Ital( 'e+/e al'a(sO so that+s ho' things are at the moment.
Chairman Thank (ou, 4enr(. *o', let+s look at possi3le courses of action.
Bo( Could I 5ust sa( something - The Italian market isn+t as important to us as the 8ussian orders. I 'as
in .osco' last 'eek, and learnt some prett( interesting things a3out the 'a( things are mo/ing out there.
Chairman Det+s keep to the immediate su35ect, 'hich is the Italian market.
Arnold :orr( to interrupt, 3ut if 'e launch a ne' ad/ertising campaign in Ital( it 'ould cost a fortuneR
Gou said (ourself that 'e ha/en+t enough mone( to ad/ertise on e/er( tele/ision in $uropeR
Chairman Det+s not 5ump too far ahead at this stage.
Bo( .( o'n feeling is this Q in (ears of e0perience, in man( different markets throughout the 'orld,
I+/e often found that, 'henO and (ou kno', if I could pass on m( e0perience to the (ounger people here,
I+d sa( that the onl( 'a( to sell in Ital( is to go there and see the market for (ourself, instead of asking
(our agents to do it.
Chairman :orr( to interrupt (ou, Bo3, 3ut I+d like to kno' if the others agree. ,hat do (ou think a3out
this, ,alter-
Walter I+m not too sure a3out this . .( o'n feeling is that ifO
Bo( I don+t kno' 'h( (ou don+t ask me. I+/e 3een to Ital( so man( times recentl(.
Chairman Could (ou let ,alter finish- I+d like to ha/e his /ie' on this .
Walter ,ell, I+d like to sa( that for the last t'o (ears 'e ha/en+t had a stand at the .ilan Trade ;air. I
understand that the ;air has produced lots of contracts in the past.
Chairman That+s an interesting point, ,alter . Det+s summari@e 'hat 'e+/e said so far. Bo3 thinks 'e
depend on the agents too much, and ,alter suggests that the Trade ;air is important.
2,ercise 2 K 3ormal meetings
a. addressA appro/eA mo/eA secondA carriedA castingA on
3. trueQ 1, 2, , !
falseQ 3, 4, to secon! means to gi/e formal support to the motion for presentation to the 3oard, 5 to
a-stain means to decide no to /ote
2,ercise 3 K o#l! 0 as% )o# a B#estion8
GouQ I+m afraid I can+t comment at the moment.
12!
GouQ 6 statement 'ill 3e issued shortl(.
GouQ I+m sorr(, 3ut I can+t comment at this stage.
GouQ Ges, I+m pleased to 3e in (our countr(.
GouQ I can+t tell (ou an(thing 3efore the statement is issued.
GouQ I 'ould rather not ans'er that Luestion at present.
GouQ I did not sa( that at all.
Mo!#le 5
Practice 1 K a mo!el
a. ,ell, 'elcome to O It+s /er( good that (ou could come to see us here.
3. I hope (ou had a good trip- *ot too long O- Cid (ou get a ta0i 'hen (ou arri/es here-
c. 6t lunchtime 'e+ll 3e a3le to sho' (ou a little 3it of the cit( 7 ha/e something to eat in a local
restaurant.
d. ,ell, shall 'e make a start-
e. 9ka(, 'ell, can I ask Duke ;o0, from our .arketing Cepartment, to 3egin our discussion 'ith some
opening remarks. I think (ou+/e met 1ames alread( this morning, and a little 'hile ago too-
f. ;irstl(, 'e see this meeting as an e0plorator( session, I think it+s 3est for 3oth of us that 'e look at
some general Luestions.
g. ,e+d like to esta3lish the 3eginnings of a partnership O It 'ould 3e particularl( interesting for us to
learn a3out (our suppl( s(stems O a3out price /ariations and a3out suppl( costs.
Practice 2
1.
Identif( (our minimum reLuirements. 2
Prepare (our opening statement. !
Cecide 'hat concessions (ou could make. 3
&no' (our o'n strengths and 'eaknesses. 4
&no' (our role as part of a team.
Prepare (our negotiation position 7 kno' (our aims and o35ecti/es.1
Prepare an( figures, an( calculations and an( support materials (ou ma( need. i
2.
a. &no'ing (our aims and o35ecti/es
ii. helps clear thinking and purpose.
3. &no'ing (our o'n strengths and 'eaknesses
i/. helps (ou to kno' the market, the conte0t in 'hich (ou 'ant to 'ork.
c. Preparing an( figures, calculations and other materials
5 means (ou can support (our argument.
d. Preparing an opening statement
iii. creates reasona3le e0pectations.
Rea!ing
1.
a. T
3. ; Better not to guess Jthough pri/atel( (ou might to some e0tendM.
c. T
d. ; Issues are 3est dealt together 'ith other issues, in a package.
e. T 9ne should usuall( 3e prepared to make concessions.
f. T
g. ; *o, one can keep on talking and find a 'a( round the pro3lem.
2.
12"
a. Check 'hat the( sa( 'ithout commenting, at least not immediatel(.
3. =ar( the Luantit( or the Lualit(, or 3ring in third parties.
c. Be prepared, think a3out the 'hole package, 3e constructi/e.
Practice 3
3 ,e can gi/e (ou free deli/er( 'ith a larger order.
c ,e pro/ide free on2site training for onl( a small price increase.
d. ,e can gi/e 5 X discount if (ou agree to pa(ment on deli/er(.
e. ,e can offer (ou an e0tra Y5%,%%% compensation in e0change for (our agreement not to go to la'.
f. ,e promise to impro/e safet( for staff pro/ided that 'e reach agreement on ne' contracts.
g. The compan( 'ill introduce 3etter 'orking conditions if the staff accept shorter 3reaks.
Practice 4
4@an!era2 ,ell, 'e+re happ( to 3u( a machine if (ou can gi/e us a good price.
Bec(2 I+m sure 'e can. 6s (ou kno' our prices are /er( competiti/e.
4@an!era2 $/en so, I+m sure (ou can allo' us a discount-
Bec(2 9ka(, 'ell a discount could 3e possi3le if (ou agree to pa( for the shipping costs.
4@an!era2 That sounds oka(, if the discount is a good one.
Bec(2 4o' a3out 4 X-
4@an!era2 X 'ould 3e 3etter.
Bec(2 I+m sorr(, 'e can+t manage that unless (ou pa( for the installation.
4@an!era2 9ka(, our engineers 'ill take care of that.
Bec(2 9ka( then, so to confirmQ a X discount 3ut (ou pa( all the shipping and installation costs.
4@an!era2 That sounds all right.
Practice 5
;0+SAN TRUST .0M0T2:
Enits #212 $ast :ide .onks Cross Industrial $state B8I:T9D B:I4 T8
Telephone %12!2 54!!!! ;a0 %12!2 54!!%1
*eil ;inch
.inistr( of Er3an Ce/elopment
14%2 144 ,hitehall
Dondon ,CI 48;
.a( 2 2%%Z
Cear *eil,
Re7 Meeting in +ristol& April 3( DDD GRail/a) .an! Sale4
I am 'riting to JaM confirm points J3Magreed in the a3o/e meeting, held to discuss the sale of go/ernment
o'ned rail'a( land to )i3son Trust Dimited.
,e 'ould like to confirm through this letter and the JcM enclosed dra'ings that the propert( JdM included
in the a3o/e sale consists of the land presentl( occupied 3( the station 3uildings and also the former car
parks to the east of the station, the offices to the 'est and the 'arehouse alongside the tracks. The
go/ernment2o'ned housing on the north side of the rail'a( lines is JeM e0cluded .
12#
,e also agree that the station 'ill 3e reno/ated 3( the Transport Cepartment and that the go/ernment
'ill 3e responsi3le for running an e/entual museum and pa(ing a rent of Y 1%%,%%% per (ear to )i3son
Trust. The remaining land 'ill 3e JfM de/eloped 3( )i3son Trust and later sold off separatel(. The
de/elopment is intended to 3e for commercial and residential use. The e/entual use of the land should 3e
JgM specified in the contract.
9ur ne0t meeting 'ill 3e on .a( 15 at 1% a.m., at 'hich de/elopment plans 'ill 3e JhM e0amined. :oon
after this, contracts 'ill 3e JiM dra'n up. Then 'e 'ill need time to consider the contracts 3ut hopefull(
the( 'ill 3e J5M signed 3( the end of :eptem3er.
Co contact us if (ou ha/e an( comments or alterations (ou 'ould like to make to this summar(. Thank
(ou once again for a /er( constructi/e meeting and 'e look for'ard to seeing (ou again on .a( 15.
Gour sincerel(,
1ill &earne
Chief *egotiator
$ncs. JIM
Rea!ing
a. emphasi@e the 3enefits a/aila3le to 3oth sides
3. in/ent ne' options for mutual gain
c. change the package
d. ad5ourn to think and reflect
e. change location
f. change negotiator Jpersonal chemistr(-M
g. 3ring in a third part( Jmediator-M
h. fi0 an off2the2record meeting
Practice 6
&ituation 1
The pro3lem is that 'e ha/e ne/er offered the kind of 'arrant( (ou are looking for.
&ince "e have a difficulty here% may I suggest "e leave the pro(lem of the "arranty and come (ack to it
later3 *erhaps "e could talk a(out training for our technical staff3
&ituation 0
There+s a num3er of issues on the ta3le. ,e seem to 3e a long 'a( from an agreement.
Can I suggest a lo"er price% (ut link this "ith us paying the shipment costs or agreeing to different
payment terms3
&ituation 6
The price (ou are asking is rather high, Luite a lot higher than 'e 'ere e0pecting.
Well% if it "ould help% "e could agree to longer payment terms
&ituation M
There are se/eral pro3lems. ,e think there is Luite a lot of negotiation ahead 3efore 'e can agree on a
common strateg(.
The (enefits of reaching agreement are considera(le. We "ill have more glo(al influence and (etter
prospects for the future.
Strategies in !ealing /ith con*lict
:trateg( 1
13%
I think 'e+re not reall( making much progress. Perhaps it 'ould 3e 3etter to lea/e this point for a 'hile
and come 3ack to it later. Could 'e talk a3out a different aspect to the deal, perhaps the Luestion of
deli/er(-
:trateg( 2
I think it is important to think a3out 'hat could happen if 'e do not reach agreement. The most o3/ious
conseLuence 'ill 3e that 'e 'ill 3oth lose market share. The onl( 'inners 'ill 3e our competitors. It
could 3e serious for 3oth of us.
:trateg( 3
There seem to 3e a num3er of pro3lems, 3ut I+d like to summari@e the positi/e elements 7 issues 'here
'e ha/e made progress. ;irst, 'e agree that 'e ha/e to settle the dispute 3et'een us, 'e understand ho'
important this is. :econd, 'e agree that the terms of our original agreement need to 3e changed. Third, 'e
also agree that the change 'ill depend on the different market conditions 'hich affect our productsO
These are important points of progress.
:trateg( 4
Can I suggest 'e take a short 3reak- I think it 'ill help if 'e look at some of the issues that are di/iding
us. Perhaps 'e 'ill see areas 'here 'e can make a fresh offer.
:trateg( 5
The point at issue, .r. Cinis, is Luite simple. ,e can offer (ou an e0tra 5 X discount, 3ut onl( if the
order is increased 3( 2% X o/er the ne0t three (ears.
Practice 7
&ituation 1
Det me make a suggestion. If (ou agree to 3u( 1%% units e/er( month for the ne0t t'el/e months, 'e+ll
agree a 1% X discount.
Anfortunately% I can4t say ho" many "e4ll need in si> months and certainly not in t"elve. I can4t take the
risk on such a large order at this stage.
&ituation 0
The price 'e are offering e0cludes installation costs 3ut does include a t'el/e month+s guarantee.
I4m afraid that4s not really accepta(le. 7ou kno" that other suppliers offer free installation and t"o year
parts and la(our "arranty3
&ituation 6
I think the a3solute minimum in/estment in ad/ertising must 3e \4%,%%%, other'ise 'e cannot reach
enough of our market. It+s not much to ask for.
It4s a pity (ut it4s still more than our (udget. I can4t go that high.
&ituation M
*o', some e0cellent ne'sQ 'e+d like to increase our order. 8ight no' (ou are sending us 35% 3o0es a
month. ,e need at least 5%%, demand is /er( high O
Well% I4m glad you4re having a lot of success "ith our products% (ut the (ad ne"s is that our order (ooks
are full% and the plant is "orking at full capacity. We4re a (it stuck I4m afraid
Practice "
&ituation 1
It+s 3een a long meeting, 3ut finall( I+m /er( glad 'e+re a3le to reach agreement. I think it 'ould 3e good
if 'e could go on to a restaurant no', 'e+d 3e pleased if (ou can 5oin us.
&ituation 0
I+m sorr( our efforts to reach agreement ha/e not 3een successful. I suggest 'e stop here, 3ut I hope that
in the future 'e might 'ork together on something.
&ituation 6
Enfortunatel( I feel it 'ould 3e 3etter if I don+t 5oin (ou on this pro5ect, 3ut no dou3t there+ll 3e plent( of
other things 'e+ll 'ork on.
&ituation M
131
I+d like to repeat our order, 3ut not on those terms. I+m sorr(, 'e can+t agree to this. I think 'e+ll go
else'here, 3ut thanks an('a(.
&ituation N
I+m sorr(, 3ut it reall( is ph(sicall( impossi3le. ,e cannot suppl( goods in so short time. It+s 5ust
impossi3le. :orr( 'e can+t help (ou.
2,ercise 1 K 6o#r t#rn to negotiate
:uggested repliesQ Det+s see ho' 'e get on. ,h( such a long deli/er( period- This is our position. ,e
need deli/er( of si0 'eeks ma0imum, 'ith four 'eeks for installation. I+m sorr(, 3ut I can+t accept eight
'eeks. Gou+ll ha/e to do 3etter than that, I+m afraid. I+m afraid I can+t increase the deli/er( period an(
further. I ha/e m( instructions. .a( I make a suggestion- If (ou can promise deli/er( in si0 'eeks, then
'e ma( 3e a3le to talk a3out further order. Det+s go through the termsQ si0 'eeks for deli/er( and four
'eeks for installationA and the decision a3out the ne0t order to 3e taken 3( the 2
th
. 6greed-
2,ercise 2 K Ten r#les *or negotiating
a 4A 3 A c 1A d "A e 2A f 5A g !A h 3.
2,ercise 3 K @hen things get !i**ic#lt
6. ,ould (ou like me to go through that again- B. I+ll ha/e to come 3ack to (ou on this. C. Could (ou
gi/e me a moment to do some calculations- C. ,hat is the 3asis of calculation for transport- $. I+m 5ust
looking. Could (ou 3ear 'ith me a moment- ;. The figure for installation costs- ,hat is the 3asis for
calculation- ). I+m sorr(, could (ou go through it again-
2,ercise 4 K 1oca-#lar) *or contracts
a. agreementA partiesA sectionsA clausesA conditions. 3. pro/ides for, 3indingA a3ide 3(Pcompl( 'ithA 3reach
c. ar3itrationA litigationA compromiseA courtA out of court d. termA terminate.
2,ercise 5 K .icensing terms
Jin orderMQ ha/e the legal rights o/erA let (ou ha/eA permissionA countr(A an immediate pa(mentA 5 X to
pa(A (earl( 3ottom limitA periodA further (earsA 'hen it endedA illegal cop(ingA official manufacturerA ask
for a 3anA copier+s.
Mo!#le 6
:isc#ssion
6 personal choice of LualitiesQ C, ;, 4, and 1.
1oca-#lar)
a. 1 resources 2 managea3le 3 setting, communicate
4 super/ise, performance 5 achie/ed 3oard of directors
! inno/ations
-.Common collocations includeQ allocate resources Jor peopleMA communicate information or decisionsA
de/elop strategies Jor people or su3ordinatesMA make decisionsA measure performanceA moti/ate peopleA
perform 5o3sA set o35ecti/esA and super/ise su3ordinates.
Mo!#le 7
1oca-#lar)
1 CA 2 $A 3 BA 4 6A 5 ;A )A ! C
Rea!ing
A functional structure
+ matri0 structure
line structure
: staff position
132
:escri-ing compan) str#ct#re
4ere is a short description of the organi@ation chart illustrated.
The chief $0ecuti/e 9fficer reports to the President and the Board of Cirectors. The compan( is di/ided
into fi/e ma5or departmentsQ Production, .arketing, ;inance, 8esearch V Ce/elopment, and 4uman
8esources. The .arketing Cepartment is su3di/ided into .arket 8esearch, :ales and 6d/ertising V
Promotions. The ;inance Cepartment contains 3oth ;inancial .anagement and 6ccounting. :ales
consists of t'o sections, the *orthern and :outhern 8egions, 'hose heads report to the :ales .anager,
'ho is accounta3le to the .arketing .anager.
Mo!#le "
1oca-#lar)
a. 1 su3contractor 2 component
3 outsourcing or contracting out 4 capacit( 5 plant
location ! in/entor( " lead time
-. 1 6 and $ 2 C 3 C 4 6 and $ 5 6 and $ C
! ; " $ # ; 1% $ 11 B 12 $ 13 B 14 C and $ 15 B and ;
Rea!ing
1 component 2 su3contractor 3 in/entor( 4 outsourcing
5 location plants ! capacit( " lead times
Rea!ing
1. ,hat is a product- P The definition of a product.
2. Brand names.
3. Product lines and product mi0es.
4. Dine2stretching and line2filling.
1oca-#lar)
1 credit facilities 2 'arrant( or guarantee 3 shelf
4 3rand2s'itchers 5 JproductM life c(cle profita3ilit(
! opportunities " market share # image 1% niche
Mo!#le $
1oca-#lar)
1 6 2 I 3 ; 4 4 5 C 1 ! $ " B # C
1% )
Rea!ing
Paragraph 1 7 the selling and marketing concepts
Paragraph 2 7 identif(ing market opportunities
Paragraph 3 7 the importance of market research
Paragraph 4 7 the marketing mi0
Paragraph 5 7 compan(2to2compan( marketing
omprehension
1. Customer needsA 2. .arketA 3. Coordinated marketingA 4. Profits through customer satisfaction
1oca-#lar)
1 'ord2of2mouth ad/ertising 2 institutional or prestige ad/ertising
3 ad/ertising agencies 4 an account 5 an ad/ertising 3udget
a 3rief ! ad/ertising campaign
" target customers or target market # media planners
1% the threshold effect 11 the comparati/e2parit( method
133
12 counter2c(clical ad/ertising
:isc#ssion
The num3ers of respodents 'ho agreed 'ith the statements 'ere as follo'sQ
1. #%X 2. !2X 3. "5X 4. 51X 5. 41X . 4#X !. %X ". 5!X
Rea!ing
1 target 2 a'areness 3 medium 4 tactics
5 trial maturit( ! aimed " lo(alt( # ad/ertising
1% channel
S#mmariCing
1 ,hen a ne' product is launched, the producer has to inform customers a3out its e0istence and de/elop
3rand a'areness.
2 Promotion is one of the four elements of the marketing mi0A sales promotions are one of the four
different promotional tools.
3 The ad/antages of pu3licit( include the fact that it is much cheaper than ad/ertising, and can ha/e a
3etter impact, 3ecause it seems that people are more likel( to read and 3elie/e pu3licit( than ad/ertising.
4 The four stages of the standard product life c(cle Je0cluding the pre2launched de/elopment stageM are
introduction, gro'th, maturit( and decline.
5 8easons to offer temporar( price reductions include attracting price2conscious 3rand2s'itchers,
offsetting a promotion 3( a competitor, and, for stores, attracting customers 3( 'a( of Nloss leaders+.
. :ales promotions need not onl( 3e aimed at customersA the( can also 3e used 'ith distri3utors, dealers
and retailers, and 'ith a compan(+s sales force.
!. 6part from selling a compan(+s products, sales representati/es 3ring information 3ack to a compan(
from its customers, including ideas for ne' products.
1oca-#lar)
1. competitors 2 'ord2of2mouth ad/ertising 3 3rand2s'itchers
4 points of sale 5 3rand name line2stretching ! packaging
" product impro/ement # media plan 1% packaging
Mo!#le 1(
Rea!ing
1 .arket leaders
2 $0panding markets
3 .arket challengers
4 .arket follo'ers
5 $sta3lishing a niche P Cangers faced 3( market follo'ers
1oca-#lar)
1 market share 2 promotions 3 monopol(
4 competitors 5 slogan market segmentation ! niche
" differential ad/antage # turno/er 1% recession
1oca-#lar)
1 to inno/ate Jinno/ationM 2 to di/ersif( Jdi/ersificationM
3 to merge Ja mergerM 4 a raid 5 a takeo/er 3id
hori@ontal integration ! /ertical integration " 3ack'ard
integration # for'ard integration 1% s(nerg(
S#mmariCing
1 The fact that man( large conglomerates+ assets 'ere 'orth more than their stock market /aluation
demonstrated that the( 'ere clearl( not ma0imi@ing stockholder /alue, i.e. gi/ing their stockholders the
ma0imum possi3le return on their in/estment.
134
2 8aiders 3ought conglomerates in order to strip them of their assets, i.e. to restructure them, split them
up, and resell the pieces at a profit.
3 8aiders sho'ed that the stock market did not necessaril( /alue companies+ assets correctl(, especiall(
land, 3uildings and pension funds.
4 8aiders 'ere particularl( interested in companies 'ith large cash reser/es, companies 'ith successful
su3sidiaries that could 3e sold, and companies in fields that are not sensiti/e to a recession.
5 In/estors 'ere prepared to lend mone( to finance DB9s 3ecause the( recei/ed a high rate of interest
'hich more than compensated for the risk that the 3onds 'ould not 3e repaid.
2. 8aiders argue that the possi3ilit( of a 3u(out forces compan( managers and directors to do their 5o3s
'ell, and to use their capital producti/el(.
1oca-#lar)
1 charities 2 legitimac( 3 perfect competition 4 'elfare
5 threatening /italit( ! free enterprise " conforming
# em3odied 1% proponents
Mo!#le 11
1oca-#lar)
1 B 2 C 3 C 4 ) 5 6 $ ! ;
1oca-#lar)
1 shareholders or stockholders 2 earnings or income 3 lia3ilities
4 turno/er 5 assets depreciation or amorti@ation
! de3tors or accounts recei/a3le " creditors or accounts pa(a3le # stock or in/entor(
1% o/erheads or o/erhead
Rea!ing
1 assets 2 stock or in/entor( 3 depreciation or amorti@ation 4 shareholders or stockholders
5 earnings or income
turno/er ! o/erheads or o/erhead " lia3ilities
# de3tors or accounts recei/a3le 1% creditors or accounts pa(a3le
1oca-#lar) K 3inancial statements
1. turno/er 2. o/erheads 3. depreciation 4. freehold properties
5. historical cost . de3tors !. cash in hand at 3ank ". corporation ta0. #. net assets 1%. called 7 up
share capital.
Rea!ing
6 The period of gold con/erti3ilit(.
B ;loating e0changes rates.
C The a3olition of e0change controls.
C Inter/ention and managed floating e0change rates.
$ The po'er of speculators and the collapse of the $.:.
; ,h( man( 3usiness people 'ould prefer a single currenc(.
) The introduction of the single $uropean currenc(.
omprehension
1 ;alse 2 ;alse 3 True 4 ;alse
5 True True ! True " ;alse
1oca-#lar)
1. 1 B 2 C 3 6 4 C 5 ; $
2. 1 ad5ust 2 con/ert 3 a3olish 4 suspend
5 fluctuate di/erge
Mo!#le 12
135
1oca-#lar)
1 o/erdraft 2 credit card 3 cash dispenser or 6T.
4 loan 5 standing order or direct de3it mortgage ! cash card
" home 3anking # current or checking account 1% deposit or time or notice account
Rea!ing
1 Commercial 3anking
2 In/estment 3anking
3 Eni/ersal 3anking
4 Interest rates
5 $urocurrencies
1oca-#lar)
1. 1 deposit 2 foreign currencies 3 (ield 4 liLuidit(
5 maturit( under'rite ! takeo/er " merger
# stock3roking 1% portfolio management 11 deregulation
12 conglomerate 13 3lue chip 14 sol/enc( 15 collateral
2.Common collocation includeQ charge interestA do 3usinessA e0change currenciesA issue 3ondsA make
loansA make profitsA offer ad/iceA offer loansA pa( interestA raise fundsA recei/e depositsA under'rite
securit( issues
1oca-#lar)
1B 2 6 3 6 4 B 5 C 6 ! B " C # C
1% B
Rea!ing
6 The functions of ta0ation.
B 6d/antages and disad/antages of different ta0 s(stems.
C Ta0 e/asion.
C 6/oiding ta0 on salaries.
$ 6/oiding ta0 on profits.
omprehension
1True
2True
3True
4;alse
5;alse
;alse
!True
1oca-#lar)
1 depreciation 2 disincenti/e 3 regressi/e 4 consumption
5 self2emplo(ed national insurance ! perks
" ta0 shelters # ta02deducti3le 1% ta0 ha/ens
Mo!#le 13
1oca-#lar)
1 lia3ilit( 2 creditor 3 3ankrupt 4 assets
5 to liLuidate lia3ilities ! to put up capital
" /enture capital # founders 1% premises
11 under'rite 12 di/idend
1oca-#lar)
1 mutual fund 2 portfolio 3 stock3roker 4 3lue chip
13
5 defensi/e stock gro'th stock ! market2maker
" institutional in/estors # inside share2dealing
1oca-#lar)
1 4 2 B 3 6 4 C 5 I $ ! ; " C # 1
1% )
1oca-#lar)
1 ; 2 $ 3 6 4 B 5 ) C ! C
1oca-#lar)
1 B 2 6 3 ; 4 C 5 $ C
S#mmariCing
1 The difference 3et'een futures and for'ard contracts is that futures are standardi@ed deals and for'ards
are indi/idual No/er2the2counter+ agreements 3et'een t'o parties.
2 Producers and 3u(ers often choose to hedge 3ecause this allo's them to guarantee prices for se/eral
months.
3 :peculators can make mone( on currenc( futures if the( correctl( anticipate e0change rate
appreciations or depreciations or interest rate changes.
4 If (ou 3elie/e that a share price 'ill rise, possi3le option strategies include 3u(ing a call, 'hich (ou
'ill 3e a3le to sell at a profit, and 'riting JsellingM a put, 'hich 'ill ne/er 3e e0ercised, so (ou earn the
premium.
5 9n the contrar(, if (ou think a share price 'ill fall, possi3le option strategies include 3u(ing a put, so
(ou 'ill 3e a3le to sell (our shares at a3o/e the market price, and 'riting a call, 'hich 'ill ne/er 3e
e0ercised, so (ou earn the premium.
The risk 'ith currenc( and interest rate s'aps is that the e0change and interest rates ma( change
unfa/oura3l(.
1oca-#lar)
6ppreciate 7 depreciate
Call 7 put
Ciscount 7 premium
Crought 7 flood
;loating 7 fi0ed
4edging 7 speculation
:pot market 7 futures market
:trike price 7 market price
The 'ord Npremium+ is used t'ice 'ith t'o different meanings in the te0t. N6t a premium+ means a3o/e
the nominal or market priceA premium also means the price of an option contract.
0. 12R+2 MA:A.2 0
MA6 Ri AN
=Permisi#ne& pro-a-ilitate& a-ilitate>
.a( ?i can sunt /er3e modale sau a5ut>toareQ ele sunt /er3e defecti/e, deoareceQ
- au numai 3 timpuriQ indicati/ pre@ent, indicati/ trecut ?i condi<ional pre@ent
- nu primesc s la persoana a III2a singular
- nu primesc !o, !oes, !i! la interogati/ sau negati/
- sunt urmate de in*initi'#l *SrS TA
13!
Timpurile care lipsesc sunt Bnlocuite cuQ
- to (e a(le to 7 Ja3ilitateaM
- to (e allo"ed to
- to (e permitted to 7 JpermisiuneaM
- to (e likely to 7 Jpro3a3ilitateaM
Ma) L Might
May se foloses?te la pre@ent. Might la condi<ional pre@ent. 6m3ele sunt in/aria3ile ?i sunt urmate de un
infiniti/ f>r> To.
3orme contrase7 ma(n+t P mightn+t
UtiliCare7
1. "ay se *oloseRte c# re*erire la e'enimente sa# acPi#ni posi-ile sa# pro-a-ile Tn preCent& a!esea
c# sens !e 'iitor. "ight poate *i *olosit pentr# a s#-linia o *oarte re!#sS posi-ilitate.
There+s a 3lack cloud a3o/e us. It may rain.
6lice may get angr( if (ou tell her.
If (ou tr( hard enough, (ou might con/ince him to come.
NotS
;ormele alternati/e suntQ
Ma)-e it 'ill rain.
It is li%el) to rain.
2. pentr# a cere& a o*eri sa# a re*#Ca permisi#nea politicos
May I open the 'indo'- It+s /er( hot in this office.
Gou may not smoke in m( car.
Might indic> adesea teama /or3itorului de a nu primi un r>spuns negati/, sau faptul c> el cere
prea multQ
Might I 3orro' (our 8olls 8o(ce for the 'eekend-
NotS
;orme alternati/eQ
Am 0 allo/e! to open the 'indo'-
6o# are not permitte! to smoke in m( car.
3. c# well pentr# a in!ica o *oarte mare pro-a-ilitate
I think it may "ell rain toda(, look at those 3lack clouds.
Put some mone( in the 3o0, it might "ell 3e for a good cause.
NotS
13"
;orme alternati/eQ
I think it is 'er) li%el) to rain toda(.
NotS
"ay E might as well are alt sensQ
There is nothing interesting on T= this e/ening, I may @ might as "ell ha/e an earl( night.
4. c# o constr#cPie per*ectS pentr# a *ace re*erire la o pres#p#nere Tn trec#t
Bill isn+t in his office, he may have gone home earl(. JIt+s possi3le that he 'ent home.M
5. c# o constr#cPie per*ectS pentr# a *ace re*erire la ce'a care sDar *i p#t#t petrece Tn trec#t !ar n#
sDa petrec#t& se poate *olosi n#mai might
Gou might have (urnt (our hand 'hile taking that hot tra( out of the o/en J3ut (ou didn+tM.
an L o#l!
Can se folose?te la pre@ent, adesea cu sens de /iitor. Could se folose?te la trecut ?i condi<ional pre@ent.
6m3ele sunt in/aria3ile ?i sunt urmate de infiniti/ f>r> To.
3orme contrase7 can+t P couldn+t
UtiliCare7
1. Can se *oloseRte pentr# a cere& a acor!a sa# a re*#Ca permisi#nea& similar c# may& !ar mai p#Pin
*ormal
Gou can dri/e at se/enteen in the E&.
Can I 3orro' (our pen, please- I+/e left mine at home.
Gou cannot go hunting out of season.
NotS
;orme alternati/eQ
Gou are permitte! to dri/e at se/enteen in E&.
Gou are allo/e! to dri/e at se/enteen in E&.
Gou ma) dri/e at se/enteen in E&.
NotS
Da negati/, co#l! ?i might au sensuri diferite.
&en could not 3e 3uilding the house 3( himself. JIt+s impossi3le. It is too much 'ork.M
&en might not 3e 3uilding the house 3( himself. J4e isn+t 3uilding the house himself. 4e pro3a3l( has
help.M
2. pentr# a *ace re*erire la pro-a-ilitate& posi-ilitate sa# imposi-ilitate Tn preCent& Tn trec#t sa# la
con!iPional
Dook, there+s plent( of sno', 'e can go skiing toda(.
Det+s tr( his officeA he could 3e there.
13#
3. pentr# a *ace re*erire la a-ilitate sa# Tn!emUnare Tn preCent& Tn trec#t sa# la con!iPional
Can (ou la( 3ricks-
.( old car cannot go o/er "% km an hour.
The girl can sing 3ut she can4t dance for the life of her.
Could (ou drink as much-
NotS
Pentru alte timpuri se folose?te to be able to
:he "ill (e a(le to t(pe 1%% 'ords a minute soon.
4. *olosiPi could L infinitiv !erfect pentr# a 'S re*eri la o acPi#ne care n# a a'#t loc
I could have driven (ou to the airport, 3ut I didn+t ha/e m( car.
Sa# cUn! n# Rtim !acS acPi#nea sDa petrec#t sa# n#
4a/e (ou seen m( um3rella- Can could have taken itA it 'as raining 'hen he left.
NotS
;orme alternati/eQ
Gou might ha/e hurt (our 3ack lifting that hea/( ta3le.
Gou /o#l! pro3a3l( ha/e hurt (our 3ack lifting that hea/( ta3le.
NotS
Ma) P might ?i can P co#l! se repet> Bn Bntre3>ri dis5uncti/e ?i r>spunsuri scurte.
4e can4t go, can he-
May :all( come in- Ges, she may.
NotS
To -e a-le to e0prim> a3ilitatea. $ste o alternati/> formal> pentru can P co#l! Bn pre@ent, Bn trecut sau la
condi<ional. Pentru toate celelalte timpuri putem folosi numai to -e a-le to.
2,erciPii7
Tra!#cePi Tn lim-a engleCS #rmStoarele propoCiPii
1. 6ceasta este o mas> /eche, pe care n2o poate ridica nimeni. 2. *u ?tia s> Bnoate, a?a c> atunci cFnd s2a
scufundat /asul, s2a inecat. 3. *u ai dreptul s> Bnainte@i, acest teren e proprietate pri/at>. 4. *u ai dreptul
s> /in@i ce nu2ti apar<ine. 5. *u se poate s> te fi hot>rFt s>2i refu@i orice a5utor tocmai cFnd are mai mare
ne/oie de el. . Idila lui cu ea nu poate s> fi durat mai mult de o lun>. !. $ cu putin<> s> se 5oace cFnd i2
am spus s>2?i fac> mai BntFi temele- ". 6i s>2i po<i face pe plac, ?tiind c> e a?a de sensi3il- #. *iciodat> n2
am fost Bn stare s> <in minte propo@i<ii Bntregi. 1%. :a/antul a spus c> ?tie de mult s> numere. 11. Uise c>2
mi poate da sifon dac> mi2e sete. 12. :peram s> pot merge pe 5os pFn> la gar>, dar m2am oprit la o sta<ie
de auto3u@. 13. D2ai putea a?tepta Bn 3irou dac> ai /rea. 14. 6r fi putut s> se a?e@e pe un scaun gol, dar a
preferat s> stea Bn picioare. 15. Puteai s> te ui<i pe gaura cheii, dac> erai a?a de curios.
14%
1. Pot s> te a5ut cu ce/a- 2. bmi permi<i s> te a5ut- 3. Poate c> se plim3> prin gr>din>, ha3ar n2am unde e.
4. Poate c> spune ade/>rul, mai 3ine ai asculta ce are de spus. 5. Poate c>2mi /oi fi terminat lucrarea pFn>
/ii tu s> m> a5u<i. . Poate c> 3>trFna sufla greu dup> ce a urcat sc>rile acelea, fiindc> liftul era defect. !.
Poate c> /oi fi a5uns la gar> pFn> /a pleca trenul. ". .2am gFndit c> s2ar putea s> plou>, a?a c> mi2am luat
um3rela. #. I2am spus c> n2are nimeni /oie s> intre2n camera mea cFnd dorm. 1%. :2ar putea s> tu?easc>
dac> a r>cit. 11. Da2i putea a5uta s>2?i duc> geanta, dac>2l /e@i gFfFind. 12. Puteai s>2i Bmprumu<i ni?te
3ani, dac> ?tiai c> are greut><i.
heia e,erciPiilor7
1. This is an old ta3le 'hich no one can lift. 2. 4e could not s'im, so 'hen the ship sank he dro'ned. 3.
Gou can+t proceed, this land is pri/ate propert(. 4. Gou can+t sell 'hat does not 3elong to (ou. 5. Gou
can+t ha/e resol/ed to den( him all help 'hen he most needs it. . 4is romance 'ith her can+t ha/e lasted
more than a month. !. Can he 3e pla(ing 'hen I told him to do his home'ork first- ". ,ill (ou 3e a3le to
please him, kno'ing he is so sensiti/e- #. I ha/e ne/er 3een a3le to remem3er long sentences. 1%. The
scholar said he had 3een a3le to count for a /er( long time. 11. 4e said he could gi/e me soda if I 'as
thirst(. 12. I hoped I could 'alk to the station 3ut I stopped at a 3us stop. 13. Gou could 'ait for him in
the stud( if (ou 'ould. 14. 4e could ha/e taken a /acant seat, 3ut he preferred standing. 15. Gou could
ha/e peeped through the ke(hole if (ou 'ere so curious.
1.Can I help (ou- 2. .a( I help (ou- 3. :he ma( 3e 'alking in the garden, I ha/e no idea 'here she is. 4.
:he ma( 3e telling the truth, (ou had 3etter listen to 'hat she has to sa(. 5. I ma( ha/e finished m( paper
3( the time (ou come to help me. . The old lad( ma( ha/e 3een 3reathing hard after she had climed all
those stairs, 3ecause the ele/ator 'as out of order. !. I ma( reached the station 3efore the train lea/es. ". I
thought it might rain, so I ha/e taken m( um3rella. #. I told him no one might enter m( room 'hen I 'as
asleep. 1%. 4e might cough if he has caught cold. 11. Gou might help him carr( his 3ag if (ou see him
gasping for 3reath. 12. Gou might ha/e lent him some mone( if (ou kne' he 'as in need.
00. 12R+2.2 MA:A.2 00
MUST& N22:& <A12 TA& S<AU.:& AU;<T TA
=A-ligaPie Ri necesitate>
M#st, nee!, sho#l! ?i o#ght to sunt /er3e modaleA ele sunt defecti/e, a/FndQ
- timpuri lips>
- persoana a III2a singular f>r> s
- interogati/ul ?i negati/ul pre@entului f>r> !o sau !oes
- sunt urmate de infiniti/ f>r> To
NotS
Toate timpurile care lipsesc sunt Bnlocuite cu /er3e normaleQ
To ha'e to sau to nee! to
141
NotS
To ha'e to e0prim> atFt o3liga<ia cFt ?i necesitatea la timpurile la care el repre@int> sing#ra posi3ilitate
Jinfiniti/, trecut simplu, perfect pre@ent, /iitor, forma Bn 7ing etc.M.
Car la pre@ent, formele alternati/e n# sunt Bntotdeauna Bnlocui3ile reciproc. 9 form> poate e0prima
o3liga<ia, iar cealalt> necesitatea.
1ohn m#st not shout. JK 1ohn are o3liga<ia de a nu striga.M
1ohn !oesn4t ha'e to shout. JK *u e necesar ca 1ohn s> strige.M
To nee! to e0prim> Bntotdeauna necesitatea.
4arr( !i!n4t nee! to go on a diet. JK *u era necesar ca 4arr( s> <in> regim.M
M#st L <a'e to L Nee! to
M#st este in/aria3il pentru toate persoanele, Bn timp ce ha'e to ?i nee! to urmea@> regulile /er3elor
normale.
3orme contrase7 mustn+t
UtiliCare7
1. $ave to se *oloseRte Tntot!ea#na pentr# a *ace re*erire la obligaMie sa# necesitate la preCent
a*irmati' Ri interogati'& a!esea c# sens !e 'iitor. "ust se re*erS la obligaMie.
I must phone m( hus3and 3efore he lea/es the office.
The 3uilders have to finish the 'ork 3efore 'inter sets in.
NotS
M#st se folose?te de o3icei cFnd o3liga<ia /ine din partea /or3itorului care2?i e0prim> propriile
sentimente.
<a'e to se folose?te cFnd o3liga<ia /ine din partea unei a treia persoane.
Gou must tid( up (our room 3efore (ou go out. JK b<i ordonM
Gou have to dri/e on the left in )reat Britain. JK 6?a spune legeaM
2. .a *orma negati'S must Ri have to a# sens#ri complet !i*erite7
"ust not Bnseamn> c> e?ti o3ligat s> nu faci ce/a.
*on)t have to sau haven)t got to Bnseamn> c> nu este necesarQ
Gou mustn4t e0ceed the speed limit on the motor'a(. JK $?ti o3ligat de lege.M
Gou haven4t got to go to that meeting if (ou are too 3us(. JK *u e necesar s> te duci.M
NotS
bn general ha'e to ?i ha'e got to se folosesc la fel numai la pre@ent.
<a'e got to este considerat mai formal.
<a'e to se folose?te pentru ac<iuni repetate, de o3icei Bnt>rit cu un ad/er3 de frec/en<>.
Chris has to /isit her ill mother e/er( da(.
Chirs has got to do some shopping for her ill mother toda(.
3. $ave to poate *i *olosit la toate celelalte timp#ri.
142
I have ne/er had to 'ork so much 3efore.
The police "ould have had to open fire if the criminals hadn+t surrendered.
NotS
Ceduc<ia negati/> se poate e0prima cu can4t sau can4t ha'eQ
It+s onl( ele/en o+clock, Tim can4t 3e hungr(R
The :miths are in China. The( can4t have sent that post2card from Peru.
4. "ust se *oloseRte pentr# !e!#cPii poCiti'e Tn preCent.
"ust L construcMie !erfectN se re*erS la !e!#cPii poCiti'e Tn trec#t.
The 3a3( is cr(ing. :he must 3e hungr(.
There 'as no repl(A he must have (een 'orking in the garden.
UtiliCare7 Nee! este considerat atFt /er3 propriu2@is cFt ?i au0iliar.
1. Beed to& ca 'er- propri#DCis& #rmeaCS *ormele 'er-elor reg#late normale Ri este *olosit pentr# a
se *ace re*erire la necesitate.
Gou "ill need flour and 'ater to make 3read.
I don4t need to see the doctor. I feel fine.
NotS
<a'e to e0prim> necesitatea, poate fi folosit ?i la negati/ ?i interogati/.
,e didn4t have to 3ook the restaurant. There 'as plent( of room.
-o 'e have to rush-
2. Beed ca a#,iliar este #n 'er- mo!al Ri are aceeaRi *ormS pentr# toate persoanele. Poate *i *olosit
n#mai la !reCent =a!esea c# sens !e 'iitor> mai ales Tn constr#cPii negati'e sa# interogati'e.
Construc<ie negati/>Q Nee! not este similar cu !on4t ha'e to. 6m3ele e0prim> a3sen<a unei o3liga<ii
sau necesit><i.
,e need not rush. There+s plent( of time.
Construc<ie interogati/>Q
$eed 'e rush- There+s plent( of time.
3. Beed not L infinitiv !erfect se re*erS la o acPi#ne trec#tS care sDa petrec#t *SrS a *i *ost necesarS.
Gou needn4t have told her a3out the accident. :he 'ill onl( 'orr(.
NotS
Nee! not Q in*initi' per*ect difer> de !i! not nee! to.
1ack need not have gone to the dentist. JK 1ack s2a dus, dar nu era necesar.M
1ack did not need to go to the dentist. JK *u era necesar ca 1ack s> se duc>, dar nu ?tim dac> s2a dus sau
nu.M
A#ght to L Sho#l!
143
A#ght to ?i Sho#l! au sens identic ?i pot fi folosite la fel. $le sunt in/aria3ile pentu toate persoanele ?i
pot fi urmate de infinitiv f>r> To.
3orme contrase7 oughtn+t P shouldn+t
UtiliCare7
1. # re*erire la o o-ligaPie sa# Tn!atorire.
I ought to mo' the la'n this 'eekendA it+s o/ergro'n.
Dittle girls shouldn4t tell lies.
Poate urma ?i forma Bn ,ing.
Tim oughtn4t to (e "atching T=. 4e ought to (e doing his home'ork.
,e should (e standing in that Lueue, not this one.
2. Pentr# a cere Ri a !a s*at#ri.
Co (ou think I should ha/e m( hair cut short-
.ike ought to see a doctor if it hurts so much.
3. # re*erire la ceea ce consi!erS cS este corect sa# incorect !in p#nct !e 'e!ere moral.
,e should all help the poor.
People oughtn4t to treat animals 3adl(. The( 3elong here, too.
4. # re*erire la o TntUmplare pro-a-ilS.
I+ll prepare dinner tonight. I should 3e home Luite earl(.
I told him se/eral times, so he ought to remem3er.
5. # o constr#cPie per*ectS pentr# a *ace re*erire la ce'a ce #rma sS se petreacS Tn trec#t& !ar n#
sDa petrec#t. Sa# c# re*erire la ce'a ce a constit#it o greRealS.
The plane should have arrived at se/en o+clock, 3ut it 'as dela(ed 3ecause of fog.
.ichael 1ackson ought to have started his tour last night, 3ut he 'as taken ill.
2,erciPii7
1. 6 replicat c> tre3uie s> ai3> gri5> de silueta ei. 2. *u ?tiam c> tre3uie s> pl>tesc amend> dac>2mi
parche@ ma?ina aici. 3. *u se poate s> nu stai la mas>R 4. *eap>rat s>2mi ar><i rochia ta cea nou>R 5. $
precis la 3irou, completFnd formulare, cum face @ilnic. . *u2l />d pe aici, tre3uie c> 5oac> 3aschet pe
unde/a. !. *u e acas>, precis colind> str>@ile ?i tFrguie?te cu h>rnicie. ". :e /ede c> cicatricea a fost o
ran> gra/> mai de mult. #. :e /ede c> studia la 3i3liotec> atunci cFnd Bl c>utai. 1%. Copiii nu tre3uie s>
/or3easc> cu primarul cFnd e ocupat. 11. 6 tre3uit s> ascult de dou> ore /or3ele lui sup>r>toare, dar n2am
de gFnd s> mai tolere@ acest lucru. 12. ;unc<ionarul declar> c> a tre3uit s> /or3easc> cu ne/asta lui despre
schim3area slu53ei, fiindc> BntFr@iase de prea multe ori. 13. $ ne/oie s> /in> a@i la 3i3liotec>, ori poate
a?tepta pFn> mFine- 14. *u era ne/oie s> /in> a?a de curFnd, puteam a?tepta. 15. *u era ne/oie s>
cumpere ea p>l>ria, a/ea el de gFnd s> i2o cumpere.
144
1. Dectorul medit> unde s>2?i <in> urm>toarea prelegere. 2. Pianistului i2ar fi pl>cut s> i se spun> ce s>
cFnte. 3. CFnt>rea<a de oper> nu ?tia a cui ofert> s2o accepte. 4. ;otograful /ru s> ?tie dac> s> fac> una sau
dou> fotografii. 5. Ce ce l2ai a5uta, dac> nu te roag>- . Cac> s2ar BntFmpla s> se BntFlneasc> Bntr2o
cafenea, i2ar /edea to<i Bmpreun> ?i oamenii ar Bncepe s> 3Frfeasc>. !. 6r tre3ui s> Bi spun c> era e0act ce
merita. ". 6r fi tre3uit s> se logodeasc> de mult, dar p>rin<ii ei s2au opus c>s>toriei. #. 6r fi tre3uit s>2i
m>rturise?ti Bn cele din urm> c> i2ai furat ceasul, fiindc> nu /roiai s> plece atFt de iute. 1%. :tuden<ii ar fi
tre3uit s> asculte e0punerea asear>.
heia e,erciPiilor7
1. :he retorted she must take care of her figure. 2. I did not kno' I must pa( a fine if I parked m( car her.
3. But (ou must sta( for dinnerR 4. Gou must sho' me (our ne' dressR 5. 4e must 3e at his office, fiiling
in forms, as he does dail(. . I do not see him around, he must 3e pla(ing 3asket3all some'here. !. 4e is
not at home, he must 3e roaming the streets and shopping 'ith industr(. ". That scar must ha/e 3een a
3ad in5ur( a 'hile ago. #. 4e must ha/e 3een stud(ing at the li3rar( 'hen (ou 'ere looking for him. 1%.
Children must not talk to the ma(or 'hen he is 3us(. 11. I ha/e had to listen to his offensi/e 'ords for
t'o hours, 3ut I am not going to put up 'ith it an( longer. 12. The officer stated that he had had to talk to
his 'ife a3out changing his 5o3 3ecause he had 3een late too man( times. 13. *eed he come to the li3rar(
toda( or can he 'ait untill tomorro'- 14. The( needn+t ha/e come so soon, I could ha/e 'ited. 15. :he
needn+t ha/e 3ought that hat, he 'as going to 3u( it for her.
1. The lecturer meditated 'here he should deli/er his ne0t lecture. 2. The pianist 'ould ha/e liked to 3e
told 'hat he should pla(. 3. The opera singer did not kno' 'hose offer she should accept. 4. The
cameraman 'anted to kno' if he should take one or t'o photographs. 5. ,h( should (ou assist him if he
does not ask (ou- . If the( should meet in a cafc, e/er(one 'ould see them together and people 'ould
start gossiping. !. I ought to tell him it 'as e0actl( 'hat he deser/ed. ". The( ought to ha/e 3een engaged
long ago, 3ut her parents o35ected to their marriage. #. Gou ought to ha/e confessed to him e/entuall(
that (ou had stollen his 'atch 3ecause (ou did not 'ant him to lea/e so soon. 1%. The students ought to
ha/e 3een listening to the e0position last night.
000. 0N30N0T01U.
3ormS
;ormele principale de infiniti/ suntQ
0n*initi' preCent to 'ork
0n*initi' preCent contin## to 3e 'orking
0n*initi' per*ect to ha/e 'orked
0n*initi' per*ect contin## to ha/e 3een 'orking
0n*initi' pasi' to 3e 'orked
UtiliCare7 0n*initi'#l c# TA
0n*initi'#l cu to se poate folosi caQ
145
1. S#-iect
To leave the front door unlocked is risk(.
Car este mai folosit> propo@i<ia care Bncepe cu itQ
0t is risk( to lea/e the front door unlocked.
2. complement
principalele /er3e urmate de in*initi' cu toQ
agree% appear% arrange% ask% attempt% (e a(out% care choose% consent% decide% do one4s (est% decline%
demand% e>pect% fail% forget% happen% hate% hope% hurry% learn% like% love% manage% mean@intend% neglect%
offer% plan% prefer% prepare% pretend% promise% prove% refuse% remem(er% seem% tend% try% turn out%
volunteer% "ant% (e a(le to afford% make up one4s mind
The couple appears to (e happ(.
I can4t afford to study a3road.
:he refused to go 'ith him.
NotS
Enele /er3e 7 li%e, lo'e, hate, pre*er, care, mean, inten! 7 pot fi urmate de in*initi'#l cu to ?i de forma
Bn King.
:he likes to skate.
:he likes skating.
9ri condi<ionalul
I4d love to see $/e.
Would you prefer to do it no'-
That? sho#l! =-e> este o construc<ie care poate urma ?i dup> agree, arrange, as%, !eci!e, !eman!.
The girls agreed to organize a part(.
The girls agreed that they should organize a part(.
The girls agreed that a part( should (e organized.
0n*initi'#l contin## urmea@> adesea dup> appear, happen, preten!, seem.
It seems to (e raining.
The children pretended to (e hiding.
3. pentr# a e,prima scop#l7
The dog 3uried the 3one to hide it.
.n order Ri so as pot *i *olosite pentr# a s#-linia scop#l7
.att is memori@ing the rules in order to pass the test.
,e cut the hedge so as to improve the /ie'.
Pentr# a e,prima scop#l sa# *#ncPia #n#i o-iect& *olosiPi infinitivul c# T4 sa# for L 1ing
4e used the scissors to cut the rope.
4e used the scissors for cutting the rope.
NotS
CFnd dou> su3iecte diferite fac necesar> folosirea unei su3ordonate, folosi<i so that pentru a introduce
su3ordonata ?i a e0prima scopul.
I deposited the mone( in the 3ank so that m( son can use it in later (ears.
NotS
Pentru a e0prima negaPia pune<i not Bnaintea in*initi'#l#i cu TA.
4e ran in order not to (e late.
14
NotS
;olosi<i an! JBn loc de TAM pentru a e0prima scopul dup> go sau come.
,e should go and 3u( some milk.
Come and /isit usR
4. !#pS #n 'er- #rmat !e how& what& when& where& why.
Principalele /er3e suntQ ask% decide% discover% find out% forget% kno"% see% learn% remem(er%
understand% think% "onder
,e 'ondered ho" to do it.
I couldn+t decide "hat to "ear.
NotS
@hether Q in*initi' cu to poate fi folositQ
Cup> "onder ?i kno".
6le0 'ondered "hether to knock or 'ait outside.
Cup> formele interogati/e ?i negati/e ale /er3elor decide, kno", remem(er.
Cid (ou finall( decide "hether to go camping or not-
5. !#pS #n 'er- #rmat !e complement
/er3ele principale suntQ advise% allo"% command% ena(le% encourage% for(id% e>pect% force% invite%
o(lige% order% permit% persuade% remind% re?uest% teach% tell% like% help% "ant
Ton( advised me to finish the 5o3 Luickl(.
,e invited our friends to ski 'ith us.
NotS
0n*initi'#l cu to poate Bnlocui o propo@i<ie relati/>Q
Cup> the only, the last, the first, the second etc.
1oe 'as the first to (oard the su3marine. JK 1oe a fost primul care s2a Bm3arcat pe su3marin.M
Cup> su3stanti/e P pronume, pentru a ar>ta care le este utili@area.
I need a pot to make a tea. JK 6m ne/oie de un i3ric Bn care s> pot face ceai.M
NotS
+emind, teach ?i tell pot fi ?i ele urmate de thatQ
4e reminded &ue to come on time.
4e reminded &ue that she had to Pshould come on time.
Car tell B?i schim3> sensul Bn func<ie de construc<ieQ
Tod told her to stop. K Tod ordered her to stop.
Tod told her that the 'ater 'as 3oiling. K Tod informed her that the 'ater 'as 3oiling.
. !#pS pasi'#l 'er-elor assume& believe& consider& feel& (now& understand& su!!ose
The( are assumed to (e fair pla(ers.
6ceste /er3e pot fi urmate de complement Q in*initi' cu TA ?i de thatQ
4e assumes them to (e fair pla(ers.
4e assumes that they are fair pla(ers.
NotS
S#ppose i?i poate schim3a sensul la pasi/Q
14!
Gou are su!!osed toH Bnseamn> /ste datoria ta sJ=
!. !#pS an#mite s#-stanti'e
principalele /er3e suntQ a(ility@ina(ility% am(ition% decision% demand% desire% determination% effort%
failure% offer% plan% promise% refusal% "ish
,e made our "ish to help them Luite o3/ious.
4illar(+s failure to pass the e0am disappointed them.
". !#pS an#mite a!5ecti'e
principalele ad5ecti/e suntQ cruel% good% rude% an>ious% glad% kind% nice% pleased% surprised% easy%
difficult% likely% prepared% ready% late% early
:he 'as pleased to hear from us.
Gou are likely to meet them.
NotS
bn construc<iile cu it, o* Q pron#meLs#-stanti', urmea@> adesea dup> ad5ecti/.
It 'as nice of you to come.
It 'as rude of the man to slam the door.
#. !#pS too L ad@ectivEadverb Ri !#pS ad@ectivEadverb L enough Ri !#pS have L enough L substantiv
The soup 'as too hot to eat.
The 'ater 'asn+t "arm enough to s"im in.
,e didn+t ha/e enough time to finish the test.
NotS
3or Q s#-stanti'Lpron#me pot fi introduse Bn fa<a infiniti/uluiQ
4e ran too fast for us to follo'.
0n*initi'#l *SrS TA
0n*initi'#l f>r> TA poate fi folosit dup>Q
1. 'er-e mo!ale
may% can% must% shall% should% "ill% "ould
,e may come tomorro'.
2. feel& see& hear& watch& let la *orma acti'S
Claire heard him cough.
NotS
;orma Bn , ing se folose?te adesea dup> feel, see, hear, "atch JatFt forme acti/e cFt ?i pasi/eM
Claire heard him coughing. P 4e 'as heard coughing.
3. had better Ri would rather
Can had (etter study harder.
14"
-. ma(e
The teacher made $llen correct her errors.
NotS
Da forma pasi/> make este urmat de infiniti/ cu T9Q
$llen "as made to correct her errors J3( the teacherM.
5. but sa# exce!t
1ack and &aren do nothing (ut argue.
I+/e done it all e>cept do the calculations.
6. why sa# why not
Why "aste (our energ( on such a hopeless cause-
Why not go and ask him no'-
7. *olosiPi in*initi'#l per*ect *SrS to7
Cu m#st pentru a e0prima deduc<ii po@iti/e Bn trecutQ
There+s 6l+s cap. 4e must have come home.
Cu can4tLco#l!n4t pentru a e0prima deduc<ii negati/e Bn trecutQ
I can hear noise. The( can4t have gone to 3ed (et.
2,erciPii7
1. 6 fost />@ut cum fur> 3atista unei 3>trFne. 2. :e ?tie c> a Bm3lFn@it o c>prioar>. 3. :e pare c> i s2a
terminat @ah>rul. 4. :2a do/edit c> ho<ul a spus ade/>rul. 5. *2a? /rea s> fi plecat singur de acas>. . b?i
ordon s> pleci chiar acum. !. Cred c> s2a m>ritat de mult. ". 6?tept s> pleci. #. :e @ice c> s2a Bntors din
str>in>tate. 1%. I s2a ordonat s> uite tot ce a />@ut. 11. Cin BntFmplare Bnc> n2a sosit. 12. Cu cine se @ice c>
seam>n>- 13. Ce ce se @ice c> e ho<-
heia e,erciPiilor7
1. 4e 'as seen to steal an old lad(+s handkerchief. 2. :he is kno'n to ha/e tamed a deer. 3. 4e seems to
ha/e run out of sugar. 4. The thief turned out to ha/e told the truth. 5. I should not like him to ha/e left
alone. . I order (ou to lea/e right no'. !. I think her to ha/e got married long ago. ". I am 'aiting for
(ou to lea/e. #. 4e is said to ha/e returned from a3road. 1%. 4e 'as ordered to forget e/er(thing he had
seen. 11. 4e happens not to ha/e arri/ed (et. 12. ,hom is she said to look like- 13. ,h( is he said to 3e
a thief-
01. 3ARM2.2 VN K 0N; =Participi#l Ri ;er#n!D#l>
Cin punct de /edere gramatical, *orma Tn King poate fi sau un gerund sau un participiu. bn am3ele ca@uri,
forma este aceea?i.
3ormS7 *orma Tn King regulat> se o3<ine ad>ugFnd King in*initi'#l#i f>r> TA. Jgo 7 goingM
14#
;2RUN:
)erund2ul poate fi folosit caQ
1. s#-iect
&moking is dangerous for (our health.
2. complement
$mil( lo/es teaching.
3. inter!icPii sc#rte
*o fishing.
4. !#pS prepoCiPii
1er-ele care #rmeaCS !#pS prepoCiPii tre-#ie sS *ie la forma On >ing
;rancis is interested in learning Polish.
I am sorr( for hurting (our feelings.
1er-ele care #rmeaCS !#pS 'er-ele comple,e c# prepoCiPie s#nt !e o-icei la forma On 1ing
.( father has 5ust gi/en up smoking.
I am looking for"ard to seeing (ou soon.
:ar
#nele 'er-e comple,e c# prepoCiPie pot *i #rmate !e in*initi'
The researcher set out to prove his theor(.
NotS
Cu/Fntul TA este o surs> de confu@ii. Eneori to este o prepo@i<ie urmat> de 7ing. 6lteori to intoduce un
infiniti/ complet.
&e/in looked for'ard to seeing her.
&e/in 'anted to see her.
I am used to stud(ing until late. K I am accustomed to stud(ing late.
I used to stud( until late. K I al'a(s studied until late.
5. !#pS an#mite 'er-e Ri e,presii
Principalele /er3e ?i e0presii suntQ admit% avoid% delay% detest% en.oy% finish% imagine% mind% miss%
postpone% practise% remem(er% resist% stop% can4t stand% can4t help% (e "orth% (e (usy% (e no good% (e no
use% deny% keep% risk
Cid (ou mind selling (our house-
I missed listening to her pla( the piano.
,e stopped studying in the summer.
NotS
*ota<i diferen<a dintreQ
4e remembered writing to us. K b?i amintea c> ne2a scris.
The( remembered to write to us. K *u au uitat s> ne scrie.
4e sto!!ed eating. K $l a terminat de mFncat.
4e sto!!ed to eat. K :2a oprit din alte tre3uri ca s> m>nFnce.
NotS
Admit, deny, remember primesc ?i pe thatQ
The( remem(ered that the( had sent us the 3ill.
NotS
$ate, li(e, love, !refer pot primi in*initi' Q to.
15%
I love dancing. K I love to dance.
Car la condi<ional ele primesc de o3icei in*initi' cu toQ
I+d love to dance.
6. !#pS an#mite 'er-e Q a!5ecti' posesi'L complement pronominal
Principalele /er3e suntQ dislike% dread% mind% remem(er% resent% stop% understand% o(.ect to% appreciate%
e>cuse% forgive% prevent% !dis#approve of
I don+t mind his@him staying 'ith us.
I trul( appreciate their@them (eing so hospita3le.
Etili@area ad5ecti/ului posesi/ este mai formal>Q
The committee resented his 3eing so frank.
Etili@area complementului pronominal este mai r>spFndit> Bn engle@a /or3it>Q
I certainl( understand him getting upset.
NotS
Iat> cFte/a modific>ri ortograficeQ
1. :ispare Ke *inal.
Di/e li/ing
)i/e gi/ing
:ar n# pentr#7
Be 3eing
6ge ageing
C(e d(eing
)lue glueing
2. 3inala Tn Kie se schim-S Tn K).
Cie d(ing
Die l(ing
3. Se !#-leaCS consoana *inalS.
:top stopping
Tra/el tra/elling
Begin 3eginning
:ar n# Ri pentr#7
8ead reading
Peel peeling
:uffer suffering
PART00P0U.
Participiul poate fi folositQ
1. la timp#rile contin#e.
4e is "orking.
Gou "ere singing.
2. ca a!5ecti'e.
annoying% frightening% depressing% em(arrassing% rela>ing% e>citing% shocking% charming% interesting%
(oring
3. Tn s#-stanti'e comp#se.
a "ashing machine% a diving (oard% a se"ing kit% a "alking stick% a fishing rod% a gardening tool
151
4. !#pS s!end Ri waste =timp& -ani& e**ort& energie>.
The( spent a fortune (uilding that house.
4e "asted all his energ( getting that contract.
5. !#pS go Ri come =acti'itate *iCicS>.
I+m coming shopping 'ith (ou.
$ileen and Paul are going s"imming.
6. !#pS see& hear& feel& listen to & notice& watch Q complement.
The entire famil( "atched Tim skating.
NotS
6celea?i /er3e pot fi urmate ?i de com!lement L infinitiv f>r> T4.
4e heard the (a(y cry.
7. !#pS catch& find& leave Q complement.
The 3aker caught the (oy stealing rolls.
". Tn loc#l s#-or!onatelor7
A. Tn loc#l #nei s#-or!onate relati'e
,e 'atched the 3o( "orking. JK ,e 'atched the 3o( "ho "as "orking.M
+. Tn loc#l s#-or!onatelor.
cUn! !o#S acPi#ni se petrec la acelaRi moment Tn timp.
&miling 'arml(, she shook 4ector+s hand. JK :he smiled 'arml( as she shook 4ector+s hand.M
'earning to ski, :am 3roke his leg. JK ,hile :am 'as learning to ski, he 3roke his leg.M
pentr# a Tnloc#i o propoCiPie care Tncepe c# since sa# because.
Thinking 1oan 'as honest, he lent her the mone(. JK Because he thought 1oan 'as honest, he lent her the
mone(.M
Being curious, he looked through the ke(hole. JK :ince he 'as curious, he looked through the ke(hole.M
cUn! acPi#nea #nei s#-or!onate se petrece Tn mo! clar Tnainte !e acPi#nea celeilalte s#-or!onate se
*oloseRte participi#l per*ect.
2aving got divorced once, 6l decided not to marr( again. JK 6fter he had got di/orced once, 6l decided
not to marr( again.M
1. 12R+2 AR2 PR0M2S 0N30N0T012 SAU
3ARMA VN K0N;
3ormS7 =er3ele care urmea@> altor /er3e au una din formeleQ in*initi' Q to sau *orma Tn King.
=er3ele se Bmpart Bn patru categorii principaleQ
1. 1er-e care pot *i #rmate n#mai !e in*initi' Q TA.
,e agreed to meet at noon.
2. 1er-e care pot *i #rmate n#mai !e *orma Tn King.
Gou risk (eing late.
3. 1er-e care pot *i #rmate *ie !e un infinitiv L T4 *ie !e forma On >ing *SrS a Tnregistra o
mo!i*icare !e sens.
152
I see 4arr( has started to play golf again. JK Bn generalM
I see 4arr( has started playing golf again. JK Bn general sau numai Bn momentul de fa<>M
4. 'er-e care pot *i #rmate !e infinitiv L to *ie !e forma On >ing !ar c# o schim-are ma5orS !e sens.
I forgot to go to the 3ank (esterda(. JK *u m2am dusM
I ha/e forgotten going to the 3ank (esterda(. JK *u2mi amintesc s> fi fostM
UtiliCare7
1. 0n*initi'#l Q to se folose?te de o3icei dup>Q afford% agree% appear% arrange% ask% attempt% decide%
e>pect% fail% help% hope% learn% manage% mean% offer% plan% prepare% pretend% promise% refuse% seem%
tend% threaten% "ant% "ish
I can+t afford to (uy a ne' car no'.
I fail to see the point (ou are making.
NotS
;orma negati/> este not to Q in*initi'.
Cli/e ,aston decided not to accept the ne' 5o3 offer.
NotS
Cup> help, TA este op<ional.
$mma+s mother al'a(s helps her JtoM do her home'ork.
Car can4t help Bnseamn> Sa nu putea e/itaT ?i aici se folose?te *orma Tn King.
I can4t help thinking a3out 'hat she said last night.
Seem, appear ?i preten! pot primi ?i un infinitiv continuu Jto 3e doingM sau un infinitiv perfect Jto ha/e
doneM.
Bill seems to (e sleeping a lot latel(.
The criminal pretended to have lost his memor(.
Cup> ask% decide% e>plain% kno"% remem(er% forget% understand urmate de cu/inte interogati/eQ ho/,
/hat, /hen, /hich, /here, /hether etc.
I don+t kno' ho" to get to the cathedral from here.
The teacher 'ill e0plain "hat to do tomorro'.
Cup> ask% ena(le% force% get% invite% order% persuade% remind% teach% tell% "arn Q complement.
Can (ou ask them to leave, please-
I persuaded ;ane to come hiking 'ith me tomorro'.
Cup> ma(e Bn propo@i<ii pasi/e.
,hen I 'as at school, I 'as made to 'ear a uniform.
2. 3orma Tn King este de o3icei folosit> dup>Q admit% avoid% consider% delay% deny% dislike% en.oy% fancy%
feel like% finish% give up% imagine% involve% keep on% mind% miss% postpone% practise% risk% stand
!S(ear#% suggest% mention% recall% regret
4e admitted stealing the 5e'els.
4a/e (ou considered moving a3road-
153
NotS
;orma negati/> esteQ not Q Ding
I en5o( not having to 'ork.
NotS
;orma pasi/> este posi3il> ?i cu -eing Q participi# trec#t.
4elen en5o(s (eing involved in the local comunit(.
=er3e caQ admit% deny% mention% recall% regret pot primiQ ha'ing Q participi# trec#t cu referire la ac<iuni
finali@ate Bn trecut.
Tom no' regrets having moved to Paris.
NotS
Cup>Q admit% deny% regret% suggest se poate folosi ?i that.
:am denied that he had shot his 'ife.
:au
:am denied shooting his 'ife.
Cup> /er3e comple0eQ carry on% end up% give up% go round% keep on% put off% set a(out
Gou carry on thinking 'hile I eat m( lunch.
;rank is al'a(s tr(ing hard to give up smoking.
3. :e pot folosi atFt in*initi'#l Q TA cFt ?i *orma Tn King f>r> diferen<e de sens dup> /er3eleQ (egin%
continue% hate% like% love% prefer% start
I 3egan to play sLuash three (ears ago.
I 3egan playing sLuash three (ears ago.
.orris lo/es to drive fast cars.
.orris lo/es driving fast cars.
4. 0n*initi'#l Q to sau *orma Tn King au sensuri foarte diferite dup>Q remem(er% forget% try% stop% go on%
regret
4a/e (ou forgotten posting that letter- JK 6i trimis2o dar nu2<i aminte?tiM
4a/e (ou forgotten to post that letter- JK *u ai trimis2o-M
I stopped smoking cigarettes 3ecause the( 'ere 3ad for me. JK *u mai fume@M
I stopped to smoke a cigarette. JK .2am oprit ?i am fumat o <igar>M
2,erciPii7
P#nePi 'er-ele !in paranteCS *ie la in*initi' *ie la ger#n!7
1. 4e used JdanceM a lot 3ut he hasn+t had an( opportunit( of JdoM is since he 3egan JprepareM for the
entrance e0amination. 2. The( 'ere used to Jli/eM alone, so the( didn+t reall( mind the lonel( life the( led
on the moon. 3. I like JskateM and JskiM, 3ut it is /er( difficult for me Jsa(M 'hich I like 3etter. 4. ,e got
tired of J'aitM for him JcomeM and e/entuall( decided JgoM out 'ithout Jlea/eM an( notice to him. 5. I
remem3er JhearM her Jsa(M the flo'ers needed J'aterM. . ,e highl( appreciate J(ou, 'antM JhelpM our son,
3ut it+s time he 3egan JdoM his hom'ork 3( himself. !. ,e don+t remem3er J(ou, sa(M 3efore that 1ohn
'anted J3u(M our car. ". I 'onder 'h( he hated JI, smokeM at the office since he often en5o(s JsmokeM a
cigarette himself. #. It is no use J(ou, askM me JinsistM on J.ike, comeM in time as he can+t get rid of his
154
3ad ha3itA he often tried J3eM punctual 3ut he al'a(s failed. 1%. ,here/er I set to 'ork, I recollect Jm(
father, sa(M that if a 5o3 is 'orth JdoM at all it is 'orth JdoM 'ell.
Tra!#cePi Tn lim-a engleCS #rmStoarele propoCiPii *olosin! ;er#n!D#l7
1. =ara florile au ne/oie de ap> Jde a fi udateM Bn fiecare @i. 2. bmi face mult> pl>cere s>2i accept in/ita<ia
deoarece ea Bntotdeauna reu?e?te s> g>teasc> mFnc>ruri foarte gustoase. 3. Ierta<i2m> c> /> deran5e@, a/e<i
cum/a un chi3rit- 4. bmi place s> m>nFnc Bnghe<at> chiar cFnd e frig. 5. => deran5ea@> dac> deschid
fereastra pentru cFte/a minute- $ un aer foarte inchis aici. . *2are nici un rost s> pleci miercuri, se
a?teapt> ca tu s> fii acolo sFm3>t>. !. 6u insistat s> le scriu Bn fiecare @i, dar asta m> e0asperea@> deoarece
mie nu2mi place s> scriu scrisori. ". $i au refu@at s> ne permit> s> intr>m f>r> a cump>ra 3ilete, de?i
fusesem in/ita<i la premier>. #. 6 tre3uit s> ne amFn>m plecarea pentru c> 1ane era 3olna/>. 1%. *u2mi
place ca cine/a s> se uite la mine cFnd Bncerc s> Bn/>< a merge pe 3iciclet>.
heia e,erciPiilor7
1. To dance, doing, to prepare 2. Di/ing 3. :kating, skiing, to sa( 4. ,aiting, to come, to go, lea/ing 5.
4earing, sa( Jsa(ingM, 'atering . Gour P (ou 'anting, to help, doing !. Gour P (ou ha/ing said, to 3u( ".
.( P me smoking, smoking #. Gour P (ou asking, to insist, .ike+s P .ike coming, to 3e 1%. .( father
sa(ing, doing, doing
1. In summer flo'ers need 'atering e/er( da(. 2. I am /er( pleased to accept her in/itation as he al'a(s
succeeds in cooking /er( tast( dishes. 3. ;orgi/e m( 3othering (ou, do (ou happen to ha/e a match- 4. I
en5o( eating ice2cream e/en 'hen it is cold. 5. Co (ou mind m( opening the 'indo' for a fe' minutes-
It+s /er( stuff( in here. . There is no need for (our lea/ing on ,ednesda(, (ou are e0pected there JonM
:aturda(. !. The( insisted on m( 'riting to them e/er( da(, 3ut it puts me 3eside m(self 3ecause I hate
'riting letters. ". The( refused to let us in 'ithout 3u(ing tickets although 'e had 3een in/ited to the first
night. #. ,e had to dela( our departure 3ecause of 1ane+s 3eing ill. 1%. I dislike 3eing looked at 'hile
attempting to learn ho' to ride a 3ic(cle.

10. 12R+2 AMP.2O2
En /er3 comple0 este o com3ina<ie Bntre un /er3 W prepo@i<ie P particul> ad/er3ial>.
:ensul unui /er3 comple0 fie nu are leg>tur> cu elementele componente luate separat, fie este re@ultatul
elementelor componente J/er3 W prepo@i<iePad/er3M luate ca Bntreg.
=er3ele comple0e pot fi Bmp><ite BnQ
1. 1er- Q prepoCiPie
1er( V prepoziRie V complement prepoziRional
,e apologise for an( incon/enience caused 3( the dela(.
1er( V prepoziRie V 1 = ing
The( succeeded in (oosting pre2ta0 profits.
155
NotS
CFnd /er3ele comple0e sunt urmate de un /er3, acest /er3 este de o3icei la forma Ln ,ing.
NotS
*u folosim prepo@i<ii dup> urm>toarele /er3eQ
ans"er% ask% call% phone% ring% discuss% enter% meet% reach% suit% tell
NotS
2,emple !e 'er-e Q prepoCiPie7
agree to something: agree with some(ody@something: allow for something: amount for something:
a!ologise for something: a!!ly for something: a!!rove of some(ody@something: attend to
some(ody@something: com!lain !to some(ody# about some(ody@somethingP conform to something:
consent to something: consist of something: de!end on something: hear about something: hear from
some(ody: ho!e for somethingP insist on something: loo( at some(ody@something: loo( for
some(ody@something: loo( forward to something: !ay !some(ody# for something: refer to something:
rely on some(ody@something: succeed in something: thin( about something !S concentrate on#: thin( of
something !S consider#: wait for some(ody@something
2. 1er- Q complement Q prepoCiPie
+erb L com!lement L !re!oCiMie L com!lement !re!oCiMional
Protect us from unfair competition
+erb L com!lement L !re!oCiMie L +H ing
Pre/ent us from entering the 1apanese market.
NotS
Prepo@i<ia *rom se folose?te dup> /er3e care e0prim> refu@ulQ prohi(it% restrain% for(id% prevent% (an%
veto% stop
The( prevented us from e0porting the goods.
NotS
Cup> /er3e care e0prim> acceptul se folose?te complement Q in*initi'Q allo"% authorise% help% permit%
ena(le% encourage
The( helped us to e>port the goods.
NotS
2,emple !e 'er-e Q complement Q prepoCiPie7
accuse somebody of something: advise somebody ofEabout somethingP com!are somebodyEsomething
with some(ody@something: congratulate somebody on something: convince somebody of something:
describe something to some(ody: divideEcutEs!lit something into something: do something about
some(ody@something: ex!lain something to some(ody: interest somebody in something: !refer
somebodyEsomething to some(ody@something: !revent somebodyEsomething from some(ody@something:
!rotect somebodyEsomething from some(ody@something: !rovide somebody with something: remind
somebody of something: s!end money on something: tell somebody about something
3. 1er- Q a!'er- =phrasal 'er->
+erb L adverb L com!lement L restul !ro!oCiMiei
15
;ill in this form in duplicate
Turn up earl( at the stand
NotS
Cele mai frec/ente ad/er3e folosite suntQ a(out% along% a"ay% (ack% do"n% for"ard% in% off% on% out% over%
round% through% up
NotS
Enele dintre phrasal ver(s B?i p>strea@> sensul indi/idual al /er3ului W cel al ad/er3uluiQ
I+/e (rought (ack the plans. ,ould (ou like to see them-
6lte phrasal ver(s au un sens diferit de cel al elementelor componenteQ
4e made up a 'onderful stor( a3out his ad/entures in 8otaronga. Jmake up K in/entM
NotS
2,emple !e Phrasal 'er-s7
Brea( down !stop "orking#: bring about !cause#: call off !cancel#: call round !visit#: close down !stop
the operations of#: come along !come#: fill in !complete (y "riting in relevant information#: find out
!discover#: loo( over !e>amine ?uickly#: ma(e u! !invent#: move in !take possesssion of ne" premises#:
!ut on !turn on#: send bac( !return#: s!ea( u! !speak louder#: s!eed u! !make faster#: throw away: turn
down !re.ect#: turn u! !arrive#: wal( through: write down
2,erciPii7
Tra!#cePi Tn lim-a engleCS *olosin! get ca phrasal 'er-7
1. Tom promise c> se va apuca serios de trea3> dar numai BncepFnd de lunea /iitoare. 2. dterge2o.
Cegea3a Bncerci sJ mJ cucereQti. 3. Ce cFnd i s2a pu3licat lucrarea nu B?i mai Bncape Bn piele de mFndrie.
4. di2a dat seama c> nu poRi rJmKne nedescoperit cFnd faci o crim>. 5. Ai scJpat ieftinR . dtie cum sBo ia
pe m>tu?a ei ?i s2o fac> s>2i cumpere tot ce2?i dore?te.
Tra!#cePi Tn lim-a engleCS *olosin! give Ri carry ca phrasal 'er-7
1. Talentatul scriitor a luat premiul pentru literatur>. 2. dtie s> /or3easc> f>r> sJ se trJdeze cu nimic. 3. A
fost scos din fire de o3r>@nicia cu care Bi replica pu?tiul. 4. ;usese prea sigur c> norocul nuBl va pJrJsi. 5.
6ceast> fereastr> dJ spre malul m>rii.
Tra!#cePi Tn lim-a engleCS *olosin! loo( ca phrasal 'er-7
1. =a tre3ui s> te descurci f>r> sJ te Lngri.eascJ Mary. 2. AQtept cu nerJ(dare s>2mi spui c> ai e>aminat
chestiunea cu gri5>. 3. 6cum tre3urile lui promit sJ meargJ mai (ine. 4. Treci sJ mJ vezi mFine dup> ora
cinci.
Tra!#cePi Tn lim-a engleCS *olosin! ma(e Ri be ca phrasal 'er-7
1. Cei doi /eri nu se LmpacJ deloc 3ine. 2. dtiu c> nu e perfect, dar calit><ile lui Bi compenseazJ lipsurile.
3. *u B<i pot descrifa scrisul, e prea necite<. 4. 'ucrJm numai cu materialul clientului. 5. ;ilmul acesta
ruleazJ de o lun>, tre3uie s> fie 3un. . 2ai sJ ne LmpJcamR
15!
heia e,erciPiilor7
e 1. Tom promised to get do'n to 'ork 3ut onl( 3eginning 'ith ne0t .onda(. 2. )et along 'ith (ouR
Gou are tr(ing in /ain to get round me. 3. :ince he had his 'ork pu3lished he has simpl( got a3o/e
himself. 4. 4e reali@ed one can+t get a'a( 'ith crime. 5. Gou got off cheapl(R . :he kno's ho' to get
round her aunt and make her 3u( her 'hate/er she 'ishes.
e 1. The gifted 'riter carried off the Pri@e for Diterature. 2. 4e kno's ho' to talk 'ithout gi/ing himself
a'a( at all. 3. 4e 'as carried a'a( 3( the impudence of the urchin+s retorts. 4. 4e had 3een too sure his
luck 'ould not gi/e out. 5. This 'indo' gi/es on JtoM the seashore.
e 1. Gou+ll ha/e to manage 'ithout .ar( looking after (ou. 2. I+m looking for'ard to (our telling me
(ou+/e looked into the matter carefull(. 3. 4is affairs seem to 3e looking up. 4. Dook me up tomorro'
after fi/e o+clock.
e 1. The t'o cousins don+t get on 'ell at all. 2. I kno' he is not perfect 3ut his Lualities make up for his
defects. 3. I cannot make out (our hand 'riting, it is reall( illegi3le. 4. 9nl( customers+ materials made
up here. 5. This film has 3een on for a monthA it must 3e a good one. . Det+s make it upR
100. 1AR+0R2A 0N:0R2TW
=or3irea indirect> se folose?te pentru a relata cu/intele unei alte persoane. Principalele categorii ale
/or3irii indirecte suntQ afirma<ii, interoga<ii, comen@i.
=or3irea indirect> poate a/ea dou> formeQ
1. A propoCiPie principalS c# #n 'er- al relatSrii Q o propoCiPie s#-or!onatS
The( say that "e "ill receive the confirmation ne>t "eek.
2. o propoCiPie principalS c# #n 'er- al relatSrii Q #n in*initi' c# To
The( asked us to send confirmation as soon as possi3le.
8egula de 3a@> pentru a determina timpul /er3al din su3ordonat> este dup> cum urmea@>Q
:acS verbul relatNrii este la7 Vn 'or-irea in!irectS7
Pre@ent
=iitor nici o schim3are
Pre@ent perfect
:acS verbul relatNrii este la7 Vn 1or-irea in!irectS7
Trecut present OO. past
Trecut perfect past OO... past P past perfect
present perfectO.past perfect
'ill OOO.. 'ould
NotS
Condi<ionalele de tipul II ?i III nu se modific> Bn /or3irea indirect>. Condi<ionala de tipul I se modific>
Bntr2una de tipul II.
15"
1o saidQ SIf I listen, I "ill learn.T
1o said that if he listened, he "ould learn.
1er-ele mo!ale se modific> astfelQ
Can 7 couldA ma( 7 mightA 'ill 7 'ouldA shall 7 shouldA must 7 mustPhad toA could 7 couldA might 7
mightA should 7 shouldA ought to 7 ought toA 'ould 7 'ouldA used to 7 used to
Pron#mele Ri a!5ecti'ele se modific> astfelQ
1or-irea !irectS 1or-irea in!irectS
I P (ou he P she
,e P (ou the(
.e P (ou him P her
Es P (ou them
.( P mine his 7 her P his 7 hers
Gour m( 7 his 7 her 7 our 7 their
Gours mine 7 his 7 hers 7 ours 7 theirs
9ur P ours their P theirs
This P these that P those
NotS
CFnd /or3itorul B?i relatea@> propriul discurs, pronumele ?i ad5ecti/ele r>mFn neschim3ate.
I saidQ S0 am angr(.T I said that 0 'as angr(.
A!'er-ele ?i e0presiile ad/er3iale se modific> astfelQ
1or-irea !irectS 1or-irea in!irectS
4ere there, in that place
*o' then, at that time
Toda( that da(
Gesterda( the da( 3efore
The da( 3efore (esterda( t'o da(s 3efore
Tomorro' the da( after
The da( after tomorro' in t'o da(s
6n hourP'eekPmonth ago an hourP'eekPmonth 3efore
*e0t 'eekP(ear the follo'ing 'eekP(ear
Dast 'eekPmonth a 'eekPmonth 3efore
NotS
Principalele /er3e ale /or3irii indirecte sunt sa) ?i tell.
Tell cere persoana cu care se /or3e?te
&ay poate func<iona singur sau poate primi to W persoana cu care se /or3e?teQ
Tom told us that he 'as lea/ing.
Tom said that he 'as lea/ing.
Tom said to us that he 'as lea/ing.
6lte /er3e ale /or3irii indirecte pot fiQ
15#
accept% add% admit% affirm% agree% allege% announce% ans"er% apologieze% argue% assert% claim% comment%
communicate% convey% declare% demonstrate% disclose% divulge% emphasise% e>plain% highlight% imply%
indicate% inform% maintain% notify% o(.ect% offer% promise% protest% prove% recount% refuse% remark% reply%
report% restate% reveal% sho"% state% stress% suggest% transmit
0nterogaPii
Topica /er3elor interogati/e Bn interoga<ia direct> se modific> Bn interoga<ia indirect> de/enind topica
/er3elor afirmati/e
I askedQ T,ho did she go 'ith-T
I asked 'ho she had gone 'ith.
$0ist> dou> tipuri de Bntre3>ri directeQ =h15uestions ?i yesEno 5uestions.
bn /or3irea indirect> se men<in cuvintele interogative cu WhB
When e0actl( 'ill (ou 3e in Poland-
4e asked "hen e0actl( I 'ould 3e in Poland.
Pentru Lntre(Jrile cu yes@no, folosim i* ?i /hetherQ
Coes (our compan( pro/ide in/estment ad/ice-
:he asked if@"hether our compan( pro/ided in/estment ad/ice.
NotS
=er3e ale relat>rii utili@ate pentru Bntre3>riQ ask% demand% e>amine% in?uire% investigate% ?uery% ?uestion
omenCi& cerinPe& s*at#ri
bn /or3irea indirect> /er3ul de la imperati/ se tranform> Bn /er3 urmat de com!lement L infinitivul cu
T4
4e saidQ SClaire, stand upRT
4e told Claire to stand up.
Pentru o comand> negati/>, forma indirect> prime?te pe *9T Bnaintea infiniti/ului
Bar3ara saidQ SCon+t touchRT
Bar3ara asked mePus not to touch.
Chiar dac> Bn comanda direct> nu este men<ionat complementul, la forma indirect> este necesar un
complement pronominalR
4e saidQ S:tand upRT 4e told her@him@us to stand up.
NotS
=er3ele relat>rii folosite pentru comen@i, cerin<e, sfaturi suntQ ask% (eg% (rief% call for% command% direct%
implore% instruct% invite% press% re?uest% re?uire% tell% urge
NotS
1%
6lte /er3e folosite Bn /or3irea indirect>. Enele dintre aceste /er3e cer o propo@i<ie su3ordonat> J1M, altele
un infiniti/ cu To J2M, iar altele cer am3ele /arianteJ1,2MQ
convince !1%0#% encourage !1%0#% entreat !0#% indoctrinate !0#% invite !0#% motivate !0#% persuade !1%0#%
threaten !0#% urge !1%0#% "arn !1%0#
2,erciPii7
UrmStoarele propoCiPii s#nt Tn 'or-irea !irectS7
Con+t 'ait for me if I+m late.
,ill (ou marr( me-
4urr( upR
Can (ou open (our 3ag, please-
Please slo' do'nR
Con+t 'orr(, :ue.
.ind (our o'n 3usiness.
Could (ou repeat 'hat (ou said, please-
Co (ou think (ou could gi/e me a hand, Tom-
AlegePi #na !intre aceste propoCiPii pent# a completa propoCiPiile !e mai 5os. 3olosiPi 'or-irea
in!irectS7
1. Bill 'as talking a long time to get read(, so O.
2. :arah 'as dri/ing too fast, so I asked O.
3. :ue 'as /er( pessimistic a3out the situation. I told O
4. I couldn+t mo/e the piano alone, so I O
5. The customs officer looked at me suspiciousl( and O
. I had difficult( understanding him, so I O
!. I didn+t 'ant to dela( 6nn, so I O
". 1ohn 'as /er( much in lo/e 'ith .ar(, so he O
#. 4e started asking me personal Luestions, so O
heia e,erciPiilor7
:o I told him to hurr( up.
:o I asked her to slo' do'n.
I told her not to 'orr(.
:o I asked Tom to gi/e me a hand.
6nd asked me to open m( 3ag.
:o I asked him to repeat 'hat he had said.
:o I told her not to 'ait for me if I 'as late.
:o he asked her to marr( him.
:o I told him to mind his o'n 3usiness.
1000. PR2PAX0Y00 Z0 ANHUNY00
11
PrepoCiPiile sunt Bn mod normal a?e@ate Bn fa<a su3stanti/elor sau pronumelor ?i dup> /er3e. $le pot de
asemenea preceda /er3ele Bn 7ing.
$0ist> pu<ine reguli referitoare la prepo@i<iile lim3ii engle@e. ;oarte adesea utili@area lor tre3uie Bn/><at>
pe dinafar>. Prepo@i<iile creea@> pro3leme considera3ile celor care Bn/a<> engle@a deoarece o anume
propo@i<ie care Bn propria sa lim3> /a cere o anumit> prepo@i<ie /a a/ea Bn engle@> o alt> prepo@i<ie.
PrepoCiPii !e miRcare
:. "iQcare On susEOn @os
:o/n =to> #p =to> on =to> o**
:o/n7 o mi?care Bn 5os sau sc>dere a respectului statutului.
:am 3roke his arm 'hen he fell do"n the slope.
The Conser/ati/e )o/ernment 'ent do"n at the last elections
:o/n to7 o mi?care c>tre sud.
I 'as sta(ing in Paris 3ut I 'ent do"n to *ice to /isit an old friend of mine.
Up7 o mi?care Bn sus sau a do3Fndi respect social.
*e0t door+s cat al'a(s clim3s up a tree to hide 'hene/er it hears our dog 3ark.
Cr. Barnard 'ent up in people+s estimation 'hen he performed the first heart operation.
Up to7 o mi?care c>tre nord sau o mi?care Bn sus a statutului social.
1ohn 'orks in 8ome no' 3ut he is 3eing mo/ed up to .ilan ne0t 'eek.
1oe has done 'ell in his careerA he+s 3een promoted up to managing director in 5ust four (ears.
An=to>7 o mi?care spre o suprafa<> mai Bnalt>.
I had to mo/e the 3ooks on!to# the top shelf so m( child couldn+t reach them.
A**7 o mi?care spre o suprafa<> mai 5oas>.
,hen the cat sa' a mouse running across the floor it 5umped off the sofa to chase it.
NotS
Etili@are special>. $ste destul de comun> folosirea structurilor2tip, precumQ
UpL!o/n the street
Up toL!o/n to the supermarket
AnLo** a 3us, 3ic(cle, plane, ship, sau orice alt mi5loc de transport. JdarQ intoLo#t o* a carM
. *e!lasare !rintr1un s!aMiu
Across along -) past thro#gh o'er
Across7 o mi?care dintr2o parte spre cealalt>, pe sau aproape de suprafa<>.
It takes a long time to sail across the 6tlantic.
Along7 a parcurge lungimea a ce/a
If (ou 'alk along the Champs $l(sees (ou 'ill e/entuall( reach the $iffel To'er.
+)7 a se mi?ca de2a lungul sau Bn apropierea a ce/a.
If (ou pass (y the shops toda(, 'ill (ou get me a litre of milk-
Past7 a se mi?ca de pe o parte a ce/a pe cealalt>.
I am sure I sa' a thief mo/e past the 'indo'.
12
Thro#gh7 a se mi?ca printre lucruri.
The gate'a( 'as so narro' that the truck dri/er had pro3lems getting through it.
A'er7 a se mi?ca pe deasupra unei suprafe<e dintr2o parte Bn alta a ce/a.
It+s Luicker to fl( over the 6tlantic than to sail across it.
%. *irecMii
Aro#n! at a/a) *rom *or into onto o#t o* to to/ar!s
Aro#n!7 mi?c>ri pe o traiectorie circular>.
I 'ent all around the house to find an open 'indo', 3ut I couldn+t.
At7 c>tre ce/a sau cine/a.
4e looked at me as if I 'ere a criminal.
A/a) *rom7 a p>r>si, a pleca de la cine/a sau ce/a.
,hen I 'as a 3o( I ran a"ay from school 3ecause I didn+t like it.
A/a) *rom poate fi folosit ?i Bn sens a3stractQ K free from e/er(thing.
I can+t 'ait to get a"ay from it all.
3or7 a se mi?ca cu o destina<ie precis>.
:herlock 4olmes left for )lasgo' as soon as he recei/ed the ne's of the murder.
0nto7 a se deplasa c>tre interiorul a ce/a.
The last the( sa' of the e0plorer 'as 'hen he 'ent into the 5ungle to hunt for tigers.
Anto7 a a?e@a ce/a peste altce/a.
The professor put his papers onto the lectern and 3egan his lesson.
A#t o*7 a ie?i din ce/a.
The prisoner 'as let out of prison after a ten (ear sentence.
To7 a se delpasa Bn direc<ia unei anumite persoane sau a unui lucru.
Can (ou gi/e me a lift to 'ork tomorro' morning, please-
To/ar!s7 a se delpasa c>tre ce/a sau cine/a
I think 'e should head to"ards the mountainA it+s much coller there at this time of the (ear.
NotS
Gou shout at some3od( JcFnd e?ti ner/osM
But (ou shout to some3od( JcFnd /rei s> atragi aten<iaM
Gou thro' something to some3od( JcFnd /rei s> prind> ce arunciM
But (ou thro' something at some3od( or something JcFnd /rei s> lo/e?ti pe cine/a sau ce/aM
-. "iQcNri com!arative
13
A*ter ahea! o* L in *ront o* -ehin!
A*ter7 a urma sau urm>ri
The shop2keeper ran after the 3o( 'ho smashed his 'indo'.
Ahea! o* L in *ront o*7 a preceda pe cine/a sau ce/a
I+ll go on ahead of @ in front of (ou and find a place to camp for the night.
+ehin!7 a urm>ri pe cine/a sau ce/a, a urma cui/aO
The old lad( dro/e so close (ehind me that, 'hen I 3raked, she crashed into me.
PrepoCiPii !e poCiPie
:. &oCiMii !e verticalN
A-o'e a*ter -elo/ !o/n in on o'er to #n!er=neath> #p
A-o'e7 mult mai sus decFt altce/a, chiar ?i figurati/
I am a(ove his insults.
A*ter7 ce/a pu<in inferior unui alt lucru
Carl De'is came in second in the 1%% meters after Dinford Christie.
+elo/7 ce/a imediat inferior unui alt lucru, sau mai pu<in important
In a compan( structure a sales representati/e comes (elo" a sales manager.
:o/n7 a fi partea inferioar> a ce/a, ?i a a/ea mai pu<in respect pentru cine/a
:he 'ent do"n in m( estimation 'hen she said those things.
An7 similar cu a-o'e, dar Bn contact cu ce/a
There+s a telephone on the 'all o/er there.
A'er7 similar cu a-o'e, dar o3iectul este mai aproape de ce/a
The horse 5umped over the o3stacles 3eautifull(.
To7 estim>ri relati/e
The .arketing .anager of I.B.E. reports to the )eneral .anager.
Un!er7 similar cu -elo/, dar o3iectul este mai aproape de ce/a
That 3ridge is too lo' for that truck to go under.
Un!erneath7 la fel ca #n!er dar mai formal
The tunnel underneath the $nglish Channel 'as opened in the summer of 1##4.
Up7 contrarul lui !o/n
SIs this the shop-T S*o, it+s further up the street.T
0n7 un spa<iu Bnchis
14
.( little 3o( closed himself in the 3athroom and couldn+t get out.
. &oCiMii relative
Against along alongsi!e aro#n! at -esi!e -) on the right L on the le*t o* near ne,t to
to/ar!s
Against7 Bn contact cu altce/a sau altcine/a
Con+t lean against that post. It+s 5ust 3een painted.
Along7 de2a lungul a ce/a
6n 6/enue usuall( has trees along it.
Alongsi!e7 a?e@at al>turi de ce/a sau cine/a
The ne'l( 'eds 'alked alongside each other do'n the aisle.
Aro#n!7 /ecin>tate
4e must 3e around here some'hereA I can see his footprints.
At7 o po@i<ie precis>
If (ou don+t 'ait at the 3us stop, the 3us 'on+t stop.
+esi!e7 similar cu alongsi!e
The an0ious mother sat (eside her ill 3a3( all night.
+)7 Bn /ecin>tatea
Bill+s /er( luck(A he has a summer house (y the sea.
An the right o* L on the le*t o*7 a?e@at la dreapta P stFnga a ce/a sau a cui/a
There+s a suspicious looking man standing on the left of the president.
Near7 aproape de ce/a sau cine/a
I li/e near m( office, so I can 'alk to 'ork.
Ne,t to7 Bn direc<ia a ce/a sau a cui/a
*ights get darker as 'e get to"ards Christmas.

%. &oCiMii o!use
Across a*ter -e*ore -ehin! *acing in *ront o* opposite o'er
Across7 trecut de o anumit> limit>
If (ou look across the field (ou+ll see the church.
A*ter7 o po@i<ie consecuti/>
.( 3est friend had fi/e children, one after the other.
+e*ore7 a se desf>?ura Bnainte de altce/a
Gou must learn to 'alk (efore (ou run.
6 se desf>?ura Bn pre@en<a cui/a
15
:tand (efore the 1udge and s'ear to tell the truth.
+ehin!7 a?e@at Bn spatele a ce/a sau al cui/a
Con+t turn round, 1ack. There+s a snake (ehind (ou.
3acing7 pri/ind Bn direc<ia a ce/a sau a cui/a
Turn (our seat facing me so I can see (ou properl(.
0n *ront o*7 a?e@at Bnaintea a ce/a sau cui/a
There+s a long Lueue in front of me. I can+t possi3l( 'ait.
Apposite7 similar cu *acing
The( 3uilt a 'arehouse opposite m( house and 3locked out m( /ie' of .onte =ecchia.
A'er7 ce/a aflat de cealalt> parte a altce/a
Co/er is over the Channel from Calais.
PrepoCiPii !e timp
:. Tim!ul !e ceas
A-o#t aro#n! at in on
A-o#t7 un timp apro0imati/
.( appointment at the dentist+s is at 1%.%% o+clock, 3ut he+s al'a(s a(out half an hour late.
Aro#n!7 la fel ca a-o#t
.( dentis is ne/er punctualA he+s al'a(s around half an hour late.
At7 timpul e0act
The film starts at " o+clock.
NotS
At se folose?te ?i pentru a face referiri la perioada din prea5ma s>r3>torilorQ
I al'a(s go skiing for a 'eek at Christmas.
0n7 o parte a @ilei, luni, anotimpuri ?i ani
I like to ha/e a 3ig 3reakfast in the morning.
It doesn+t rain much in )reece in summer.
An7 cu @ile ale s>pt>mFnii P date P @ile anumte
The road 'orks 'ill start on .onda( and finish on ,ednesda(.
I last sa' him on 1ul( 4
th
.
NotS
:e spuneQ
0n the morningP afternoon P e/ening
Car
1
At night
. tim!ul de dinainte Qi de du!NH
a*ter -e*ore -) past to
A*ter7 mai tFr@iu decFt un timp sau e/eniment dat
6s m( first appointment is after nine, I can catch a later train.
+e*ore7 Bnaintea unui timp sau e/eniment dat
Before 'e start, I+d 5ust like to introduce m(self.
+)7 ce/a care se petrece Bnainte sau nu mai tFr@iu de un moment dat
6pplications must 3e sumitted (y 1une 5
th
.
Past7 similar cu a*ter dar mai coloc/ial, folosit ?i pentru a e0prima ora
I+m tired. It+s past m( 3ed time.
To7 folosit de asemenea pentru a e0prima ora
It+s a Luarter to midnightQ onl( 15 minutes to go 3efore the *e' Gear.
%. *urata On tim!
A-o#t -et/een !#ring *or in since #ntil
A-o#t7 durata estimat>
The pla( 'ill pro3a3l( last a(out t'o and a half hours.
+et/een7 de la un punct dat Bn timp la un altul
The period (et"een lea/ing school and going to uni/ersit( 'as a stressful one.
:#ring7 o perioad> sta3ilit> Bn timp
I managed not to do an( 'ork during m( holida(, though I should ha/e.
3or7 durata unei perioada date de timp
,orld ,ar II 'ent on for si0 (ears.
0n7 o anumit> durat>
I+m going to the shops. I+ll 3e 3ack in an hour.
Since7 de la punctul de Bnceput din trecut pFn> Bn pre@ent
Ital( has 3een a repu3lic since 1#45.
Until7 durata pFn> la un punct dat Bn timp
4ong &ong 'ill 3elong to $ngland until 1##!, 'hen it goes 3ack to China.
:i'erse
1!
+eca#se o*7 cau@a
The E& is suffering (ecause of the economic crisis.
3or7 similar cu -eca#se o* dar legat Bn general de credin<e
*adir T(lon li/ed and died for his countr(.
:cop
6 knife is used for cutting things.
0n7 parte a unui proces
*o'ada(s a lot of aluminium is used in the car industr(.
A*7 cau@a unei ac<iuni
Dots of people in India are d(ing of hunger.
@ith7 un sentiment care determin> o ac<iune
:usana cried "ith 5o( 'hen she read her e0am results.
folosirea unui instrument
Con+t put that scre' in "ith a hammer. Co it "ith a scre'dri/er.
+)7 prin ac<iunea sau crea<ia cui/a P a ce/a
1ohn Dennon 'as killed (y an assassin+s 3ullet.
.i%e7 un anumit comportament
.( hus3and acts like a child 'hen he can+t get his o'n 'a(.
pentru a compara fiin<ePlucruri similare
$/en though the( are t'ins the( don+t look like each other.
As7 profesia cui/a
:he 'orks as a nurse in )u(s 4ospital Dondon.
+#t7 cu e0cep<ia a ce/a sau cine/a
4e took e/er(thing (ut the kitchen sink. J$0presieM
At7 a3ilit><i Bntr2o anume acti/itate
.( daughter, $mma, has al'a(s 3een good at dra'ing.
0n7 similar cu at, dar nu se poate folosi cu good sau (ad
.( daughter, $mma, has al'a(s 3een interested in dra'ing.
3rom7 originea
.( famil( come from ,arrington in Cheshire.
@ith7 leg>tur>, ata?ament
The little girl al'a(s goes to sleep "ith her cuddl( tedd(.
@itho#t7 opusul lui /ith
I al'a(s drink coffee "ithout sugar.
3or7 ce/a sau cine/a potri/it sau destinat
This grammar 3ook is for foreign students of $nglish.
1"
on5#ncPiile sau cu/intele de leg>tur> se folosesc pentru a lega propo@i<ii.
6cest capitol se ocup> cu perechi de cu/inte de leg>tur> care ar putea pro/oca anumite confu@ii pentru cei
ce studia@> engle@a.
UtiliCare7
on5#ncPii !e timp
1. as& /hen& /hile se folosesc cu referire la o ac<iune care se petrece Bn acela?i timp cu alta.
When m( alarm clock rings at ! o+clock I get up.
As I 'as looking out of the 'indo', I sa' him arri/ing.
While (ou 'ere out shopping, 1ohn rang.
2. a*ter& as soon as& -e*ore& /hen se folosesc cu referire la o ac<iune care se petrece imediat dup> o
alta.
After I left uni/ersit(, I 'ent to 'ork a3road.
As soon as I heard him speak on T=, I changed the channel.
When I finished t(ping those letters, I posted them.
The client put the phone do'n (efore I could gi/e an e0planation.
3. #ntil L till se refer> la durata Bn timp a unei situa<ii.
I can+t go out until m( mother comes 3ack.
I can+t change m( car till I ha/e finished pa(ing for it.
NotS
H#st poate fi folosit Bn fa<a acestor con5unc<ii pentru a su3linia apropierea Bn timp a acelor dou> ac<iuni
;ust as he noticed he 'as 3eing 'atched, he ran off.
on5#ncPii contrasti'e
1. altho#gh& e'en tho#gh& tho#gh se folosesc cu referire la afirma<ii opuse sau contraste, Bnaintea
su3iectului sau /er3ului.
Although he is a good 'riter, he has ne/er pu3lished a 3ook.
/ven though there+s a speed limit he al'a(s e0ceds it.
NotS
Tho#gh este o alternati/> mai pu<in formal> pentru although ?i even though. bn engle@a /or3it> apare de
o3icei la sfFr?itul propo@i<iei.
)eorge studied hard. 4e didn+t manage to pass his e0am though.
2. in spite o* sau !espite se folosesc cu referire la afirma<ii opuse sau contrastante, Bn fa<a unui
su3stanti/, pronume sau gerun@iu.
In spite of the traffic, he still managed to get here in time.
-espite the "eather, 'e decided to go an('a(.
1#
NotS
0n spite o* ?i !espite pot fi folosite ?i cu the *act that.
In spite of the fact that he 'as /er( 3us(, he took time off 'ork.
3. /hile& /hereas se folosesc cu referire la contrastul dintre dou> afirma<ii.
Brian eats a lot, "hile 4enr( hardl( eats at all.
.( old car 'as /er( slo', "hereas m( ne' one is much faster.
4. ho/e'er se folose?te cu referire la contradic<ia dintre dou> propo@i<ii.
The secret agent 'as told to 3e at the meeting point at o+clock sharp. 2o"ever, 'hen he arri/ed, his
contact 'asn+t there.
on5#ncPii !e ca#CS Ri e*ect
1. -eca#se& -eca#se o*& as& since se folosesc cu referire la moti/ele de a face o ac<iune.
The 3a3( cried (ecause it 'as hungr(.
Cad is not going to 'ork toda( (ecause of the strike.
As it+s raining, (ou had 3etter take an um3rella.
&ince the president is a3road, the /ice2president 'ill take his place toda( at the presentation.
NotS
+eca#se, -eca#se o*, as ?i since au acela?i sens dar folosesc construc<ii diferite.
+eca#se se folose?te Bnainte de su3iect ?i /er3.
+eca#se o* se folose?te Bnainte de su3stanti/.
As ?i since se folosesc amFndou> la Bnceputul propo@i<iei.
2. so, there*ore se refer> la re@ultatul unei ac<iuni.
1oe has e0ams all ne0t 'eek, so he can+t go out in the e/enings.
The .a(or has attend an urgent meeting. Therefore he+ll ha/e to cancel the lunch engagement.
NotS
So ?i there*ore au acela?i sens. So este mai frec/ent Bn engle@a /or3it>.
0O. SU+STANT01U.
:u3stanti/ele au diferite func<ii Bntr2o propo@i<ie.
$le pot fiQ
S#-iect#l sau complement#l !irect sa# in!irect al unui /er3
N#mele pre!icati' al /er3elor (e, (ecome ?i seem
omplement prepoCiPional
1!%
bn caC#l geniti' J)eniti/ul sa0on sau sinteticM
bn engle@> su3stanti/ele au Bn toate aceste ca@uri aceea?i form> 7 cu e0cep<ia geniti/ului sintetic.
NotS
bn engle@> toate propo@i<iile tre3uie s> ai3> su3iect. :u3iectul poate fi un su3stanti/ sau un pronume.
:u3stanti/ele Bn lim3a engle@> se pot Bmp>r<i Bn patru tipuriQ
S#-stanti'e proprii7 6nn, China, Paris, Cr .ood(
S#-stanti'e com#ne7 doll, apple, plate, tree
S#-stanti'e a-stracte7 happiness, lo/e, honest(, fear
S#-stanti'e colecti'e7 famil(, group, herd, staff
NotS
:u3stanti/ele proprii se scriu Bntotdeauna cu ini<ial> ma5uscul>.
:u3stanti/ele lim3ii engle@e pot /aria dup> gen ?i num>r.
;2NU.
1. Cele mai multe su3stanti/e au aceea?i form> pentru toate genurile.
friend child doctor cousin (a(y teenager artist cook
dancer driver teacher
genul poate fi indicat de un pronume Bnso<itor.
.( friend sent her son a present.
The doctor opened his 3ag.
Child ?i (a(y pot fi considerate neutre.
The 3a3( closed its e(es and fell asleep.
*umele de <>ri sunt ?i ele considerate neutre.
Datel(, &en(a has greatl( impro/ed its econom(.
2. .ulte su3stanti/e care denumesc oameni ?i animale au o form> feminin> ?i una masculin>
&on% daughter nephe"% niece uncle% aunt
Actor% actress "aiter% "aitress gentleman% lady
9ather% mother hus(and% "ife man% "oman
Bachelor% spinster heir% heir"ss hero% heroine
Male% female (ull% co" rooster% hen
)enul poate fi indicat com3inFnd su3stanti/e f>r> gen cuQ (oy% girl% male% female% man% "oman
Boyfriend% girlfriend male pilot% female pilot
Man dentist% "oman dentist policeman% police"oman
NotS
1!1
8ecent, Bn Bncercarea de a elimina Sdiscriminarea de genT, e0ist> o tendin<> de a Bnlocui Stermina<iileT
man ?i "oman cu person sau de a le elimina complet. bn alte ca@uri au fost create alte e0presii sau alte
cu/inte lipsite de gen.
1echea *olosire No#a *olosire
:alesman, sales'oman salesperson
Chairman, chair'oman chairperson, chair
:te'ard, ste'ardess flight attendant
NUMWRU.
bn enlge@> su3stanti/ele se Bmpart Bn dou> categoriiQ numJra(ile ?i nenumJra(ile.
S#-stanti'ele n#mSra-ile se pot num>ra, adic> au num>r. Pot a/ea atFt forme de singular cFt ?i de
plural. Da singular pot fi precedate de a=n> sau one.
Pl#ral
3orme reg#late7
1. Da ma5oritatea su3stanti/elor se adaug> Ks formei de singular.
Book, 3ooks da(, da(s house, houses
Conke(, donke(s safe, safes girl, girls
2. :u3stanti/ele terminate Bn o, ch, sh, s sau , primesc Kes.
Potato, potatoes church, churches 3rush, 3rushes
Bus, 3uses 3o0, 3o0es kiss, kisses
3. :u3stanti/ele terminate Bn consoanS Q ) pierd pe ) ?i primesc Kies.
Ba3(, 3a3ies factor(, factories fl(, flies
NotS
$0ist> e0cep<iiQ kilo% kilos photo% photos piano% pianos radio% radios soprano% sopranos
3orme nereg#late
1. Enele su3stanti/e elimin> K* L *e de la final ?i primesc K'es.
Calf% calves "ife% "ives "olf% "olves
'oaf% loaves leaf% leaves life% lives
&helf% shelves thief% thieves knife% knives self% selves
2. Enele su3stanti/e B?i modific> /ocalele.
9oot% feet tooth% teeth goose% geese man% men
Woman% "omen mouse% mice louse% lice
NotS
6ten<ieR Child% children person% people
1!2
3. Enele su3stanti/e au aceea?i form> la singular ?i la pluralQ
&heep%deer% aircraft% trout% series% species% salmon% means% fish% head?uarters
4. Enele su3stanti/e e0ist> numai la forma de plural.
Clothes% pants% py.amas% scissors% glasses% scales% stairs% savings% outskirts% grounds% goods% earnings%
valua(les% surroundings% arms !"eapons#% archives% (elongings% proceeds% "ages% premises% the
Middle Ages% (races% customs% trousers
NotS
*olice este considerat a fi la plural.
The police are inspecting their house.
NotS
6ceste su3stanti/e nu sunt Nicio!atS precedate de numere Jone, t'o, three etc.M. pentru a indica num>rul,
folosi<i some, a little, etc. sau pairLset, gro#p etc. Q o*.
Ten pairs of pants% three sets of archives% a roomful of (elongings etc.
5. Enele su3stanti/e Bmprumutate p>strea@> pluralul greces, italian sau latin.
Crisis% crises cactus% cacti phenomenon% phenomena
-atum% data li(retto% li(retti fungus% fungi
$ucleus% nuclei stimulus% stimuli criterion% criteria
Basis% (ases thesis% theses oasis% oases
A>is% a>es medium% media (acterium% (acteria
NotS
$ngle@a modern> folose?te adesea data, media ?i (acteria cu sens plural dar cu un /er3 la singular
The latest data is highl( encouraging.
. *umele de familie se pot folosi la plural pentru a indica Bntreaga familie. *umelui i se adaug> un Ks.
*u au loc schim3>ri de ortografie.
The 8ennedys are 'orld2famous.
!. :u3stanti/ele colecti/e se refer> la un grup de oameni sau lucruri. :unt Bn mod normal folosite la
singular. bn engle@a 3ritanic> se pot folosi atFt /er3e la singular cFt ?i la plural. bn engle@a american>
au Bntotdeauna un /er3 la singular.
9amily aristocracy enemy company council
$o(ility gouvernment group proletariat press
pposition gang .ury community army pu(lic
Audience cre" navy staff team committee
The .ury are a3out to gi/e their /erdict. Jengle@a 3ritanic>M
The pu(lic is opposed to the ne' ta0.
NotS
:pre deose3ire de su3stanti/ele num>ra3ile normale, su3stanti/ele colecti/e nu pot fi direct precedate de
numere sau SsomeT.
1!3
;i/e 9; T4$ group sta(ed past midnight.
:ome 9; T4$ opposition s'itched sides.
NotS
9ca@ional su3stanti/ele colecti/e sunt folosite la plural ?i sunt num>ra3ile.
8omeo and 1uliet came from t'o feuding families.
9nl( t'o teams can get to the finals.
S#-stanti'ele nen#mSra-ile n# pot fi num>rate, adic> n# au num>r. Ce o3icei au numai form> de
singular. N# pot fi precedate de a=n> sau de numere.
:u3stanti/ele nenum>ra3ile se Bmpart Bn urm>toarele grupuriQ
1. s#-stanti'e concrete
"ater "ood metal paper grass glass oil
silver gold sand sno" rain (read milk
coffee (utter "ine fire food salt
2. s#-stanti'e a-stracte
love (eauty hope relief e>perience advice
purity .oy freedom information courage
design duty capacity education evil
time patience reality intelligence
NotS
@or% este nenum>ra3il dar 5o- este num>ra3ilQ
4arriet is looking for "ork. 1ohn has found t'o .o(s.
@or%s Bnseamn>Q fa3ric>, parte mecanic>, produc<ie literar>, fapte sau acte.
.other Theresa of Calcutta is kno'n for her good "orks.
NotS
Iat> cFte/a su3stanti/e nenum>ra3ile care Bn alte lim3i se pot deseori num>raQ
Advice (aggage luggage furniture
-amage hair shopping home"ork information
8no"ledge money "eather research progress
Business spaghetti ne"s e?uipment
3. :u3stanti/e /er3ale Jgerun@ii sau /er3e Bn 7ingM.
Camping dancing shopping .ogging singing
&moking is 3ad for (our health.
4. *ume de lim3i
<erman /nglish Chinese Italian &panish
5. Enele nume de 3oli, ?tiin<e ?i 5ocuri au form> de plural dar Bn mod normal primesc un /er3 la
singular. :unt considerate nenum>ra3ile.
Measles mumps (illiards dominoes
1!4
*hysics politics ethics acoustics
&tatistics mathematics ne"s electronics
Mathematics is an important su3iect.
NotS
Enele su3stanti/e sunt atFt num>ra3ile cFt ?i nenum>ra3ile. Car sensul lor e diferit Bn fiecare ca@.
n#mSra-ile nen#mSra-ile
a paper paper
a light light
a "ood "ood
a glass glass
an iron iron
a hair hair
4e 3u(s a paper e/er(da(. The student had 'ritten an interesting paper on &eats. *aper is made of 'ood
pulp.
NotS
:u3stanti/ele nenum>ra3ile nu sunt niciodat> precedate de numere Ja, an, one, t'o, three etcM. Iat> cFte/a
e0presii folosite pentru a indica num>rulPcantitateaQ
A piece o* informationPfurniturePad/icePeLuipmentPglassPpaperPne's
A t)pe o* atmosphereP3eha/iourP/iolence
An item o* luggagePne'sP3aggage
A case o* mumpsPmeaslesPflu
A ra) o* hopePsunshine
A lot o* strenghtPsecurit(
A!5ecti'e *olosite ca s#-stanti'e
;olosi<i the Q a!5ecti' pentruQ
1. grupuri de persoane cu acelea?i caracteristici. Ermea@> un /er3 la plural.
The rich are not al'a(s as happ( as 'e imagine.
2. calitate impersonal>. Ermea@> un /er3 la singular.
The impossi(le has strong attraction for some people.
3. na<ionalitate Jdac> e0ist> un cu/Fnt separatM.
The 9rench the Chinese the /nglish the ;apanese
-ar
The *oles the <ermans the &cots the 9inns
S#-stanti'e comp#se
:u3stanti/ele compuse sunt formate din dou> sau mai multe cu/inte care, Bmpreun>, creea@> un nou
su3stanti/ cu un nou sens
Ba(ysitter checBkup s"imming pool motherBinBla"
:u3stanti/ele compuse pot fiQ
1. scrise ca un singur cu/Fnt, cu/inte separate sau cu cratim>. Cac> a/e<i Bndoieli cel mai 3ine e s>
consulta<i Bntotdeauna dic<ionarul.
1!5
Armchair can opener coverBup oneB"ay street
2. n#mSra-ile sau nen#mSra-ile
alarm clock fast food
compact disc human race
tooth(rush drinking "ater
"aiting room "elfare state
yello" pages pocket money
3. compuse din dou> su3stanti/e. Prim#l s#-stanti' este folosit ca ad5ecti/ ?i este la sing#lar.
Chain factory Ja factor( for chainsM
Cotton skirt Ja skirt made of cotonM
A tenByearBold girl Ja girl 'ho is ten (ears oldM
Car accident Jaccident in/ol/ing carsM
A t"oB"eek cruise Ja cruise lasting t'o 'eeksM
4. su3stanti/ele compuse num>ra3ile formea@> pluralul aplicFnd regulile normale de plural ultimului
su3stanti/.
.ail 3o0es dish 'ashers sleeping 3ags T2shirts
NotS
Eneori Jdar rarM su3stanti/ele la plural pot fi folosite ca ad5ecti/eQ
&ports car customs department clothes store
&ales divison savings (ank ne"s item
5. su3stanti/ele compuse formate din /er3e comple0e sau su3stanti/e legate cu o* ?i in au plurale
neregulate.
Passers23( runners2up sisters2in2la'
Dilies of the /alle(

Posesia7 o* Ri geniti'#l sintetic
Posesia se poate e0prima folosindQ
1. A3
bn multe ca@uri folosim o* pentru a e0prima posesia. :u3stanti/ele, folosite ca ad5ecti/e, pot ?i ele
uneori indica posesia.
-oor of the car car door
9rame of the picture picture frame
2ead?uarters of the company company head?uarters
The color of the "all the "all color
$eedles of the pine tree pine tree needles
/ngine of the car car engine
NotS
6d5ecti/ele nu au num>r. :u3stanti/ele care de/in ad5ecti/e sunt la singular.
The tops of the 3o0es. The (o> tops
2. ;eniti'#l sintetic
bn ca@ul persoanelor ?i animalelor folosim geniti/ul sintetic pentru a e0prima posesia.
1!
3ormS7 forma<i geniti/ul sa0on ad>ugFnd Gs sau G su3stanti/elor
Gs G
toate su3stanti/ele singulare su3stanti/ele plurale terminate
su3stanti/ele plurale care Bn 7s
*E se termin> Bn 7s
$ancy4s the teachers4
;ames4s the <allaghers4
2is mother4s the Waleses4
My children4s his sistersE
UtiliCare7 folosi<i geniti/ul sinteticQ
1. pentru a e0prima posesia cu referire la persoane ?i animale
2elen4s mother is ill.
The old horse4s mane is still /er( 3eautiful.
2. Bn e0presii temporale
one "eek4s pay today4s ne"s a year4s leave
t"o hour4s "ait a month4s holiday yesterday4s partythe The plane had an hour4s dela(.
In t'o "eeks4 time I+ll 3e l(ing on the 3each in Bali.
3. cu pronume nehot>rFte caQ every(ody% someone% any(ody% anyone% no(ody% no one 7 mai ales dac>
sunt Bnso<ite de else.
It+s no(ody4s fault.
That must 3e some(ody else4s 3ag.
4. cu anumite institu<ii, grupuri, e0presii geografice
The government4s decision 'ill 3e made pu3lic tomorro'.
The "orld4s lakes and ri/ers are in a disastruous condition.
5. singur, cFnd al doilea su3stanti/ Bnseamn>Q store% shop% studio% office% restaurant% church sau
cathedral.
)o and 3u( a loaf of 3read at the (aker4s JshopM.
Their 'eeding 'as at &t.*atrick4s JcathedralM.
. cu 9; Jposesi/ du3luM.
.and( is a friend of Ann4s. K .and( is one of 6nn+s friends.
NotS
93iectul posedat pierde articolele ?i pronumele care Bl preced cFnd este folosit cu un geniti/ sintetic.
4is child o'ns T46T 3ic(cle. It is 3roken. 4is child+s 3ic(cle is 3roken.
NotS
*E folosim geniti/ul sinteticQ
Cu ad5ecti/e folosite ca su3stanti/eQ
2e intends to improve the condition of the poor.
1!!
CFnd posesorul este determinat de propo@i<ii su3ordonate sau e0presii lungi.
I4d like you to meet the mother of the (oy "ho "on first prize.
2,erciPii7
AlegePi *orma potri'itS a 'er-elor. A-ser'aPi !i*erenPa !e sens a s#-stanti'elor care primesc atUt
'er-e la sing#lar cUt Ri la pl#ral.
1. 4is phonetics isPare much 3etter than hers. 2. .( trousers isPare flared. 3. The scissors isPare lost for
e/er, I guess. 4. :tatistics isPare his fa/ourite stud(. 5. Cod eatsPeat a /ariet( of food. . 6coustics isPare a
3ranch of ph(sics. !. The ne' statistics sho'sPsho' a great increase in manufactured goods. ". Gouth
toda( isPare turning a'a( from the church. #. ,hat isPare the most efficient means of dealing 'ith this
pro3lem- 1%. The pliers isPare on the ta3le. 11. The acoustics of the *ational Theatre 4all isPare e0cellent.
12. Politics isPare the art of the possi3le. 13. Poultr( 'asP'ere e0pensi/e that 'inter. 14. ,hat isPare (our
politics- 15. The people of the countr( li/esPli/e 3e(ond their means. 1. 4e had no time for /isitors
'hile the poultr( 'asP'ere 3eing fed. 1!. $/er(3od(+s means isPare 3eing tested. 1". .athematics isPare
gi/en top priorit( no'ada(s. 1#. ,hat isPare cattle good for- 2%. The police hasPha/e made no arrest (et.
21. ;resh2'ater fish includesPinclude salmon, trout, carp and eels. 22. )(mnastics isPare not gi/en enough
attention in our school. 23. The Italian clerg( 'asP'ere opposed to di/orce. 24. 6d/ice isPare readil(
gi/en on all the technical aspects.
om-inaPi e,presiile partiti'e !in coloana A c# s#-stanti'ele nen#mSra-ile !in coloana +.
Tra!#cePiDle Tn lim-a romUnS.
A +
6n article of sugar
6 3ar of meat
6 cake of 3read
6 grain of paper
6 heap of soap
6n item of chocolate
6 loaf of land
6 lump of rice
6 pice of ru33ish
6 pile of e/idence
6 sheet of information
6 slice of ad/ice
6 strip of luggage
6 'ord of furniture
*e's
heia e,erciPiilor7
1. 6re 2. 6re 3. 6re 4. Is 5. $at . Is !. :ho' ". 6re #. Is 1%. 6re 11. 6re 12. Is 13. ,as 14. 6re 15.
Di/e 1. ,ere 1!. 6re 1". Is 1#. 6re 2%. 4a/e 21. Include 22. 6re 23. ,ere 24. Is
a lump P a piece of sugar Jo 3ucat> de @ah>rM
a piece of meat Jo 3ucat> de carneM
a slice P loaf of 3read Jo felie de pFine P o fran@el>, o pFineM
1!"
a sheet P piece of paper Jo foaie P 3ucat> de hFrtieM
a cake P 3ar of soap Jun s>punM
a 3ar P piece of chocolate Jun 3aton de ciocolat>M
a piece P strip of land Jo 3ucat>, o fB?ie de p>mFntM
a grain of rice Jun 3o3 de ore@M
a pile P heap of ru33ish Jo gr>mad> de gunoiM
a piece of e/idence Jo pro3>M
a piece P an item of information Jo informa<ieM
a piece P 'ord of ad/ice Jun sfatM
a piece of luggage Jun 3aga5M
a piece P an article of furniture Jo pies> de mo3ilierM
a piece P an item of ne's Jo ?tireM
O. ART0A.U.
3ormS7 bn engle@> articolele au dou> formeQ nehot>rFt A sau AN ?i hot>rFt T<2. 6rticolele sunt
in/aria3ile ?i nu au gen.
1. A se folose?te Bn fa<a cu/intelor care Bncep cu un sunet consonantic chiar dac> prima liter> e o /ocal>.
An se folose?te Bn fa<a cu/intelor care Bncep cu /ocal> sau h mut. 6m3ele se pot folosi n#mai cu
s#-stanti'e n#mSra-ile la sing#lar.
6 dog a computer
6 desk a uni/ersit( Jsunet consonanticM
6 man a house
6n orange a son
6n um3rella an hour Jh mutM
6n idea an honour Jh mutM
6 3uilding an e0ample
NotS
The se pronun<> JfgM cFnd st> Bn fa<a unui su3stanti/ care Bncepe cu un sunet consonantic ?i JfiQM Bnaintea
unui su3stanti/ care Bncepe cu un sunet /ocalic.
2. The se folose?te Bn fa<a oric>rui su3stanti/ num>ra3il sau nenum>ra3il, atFt la singular cFt ?i la plural.
The dog the dogs
The atmosphere the 'ine
The house the time
The eggs the information
The rice the apple
NotS
CFnd ne referim la acela?i lucru sau aceea?i persoan> pentru a doua oar>, folosim de o3icei pe the.
There is an apple and an orange for the dessert. I+ll eat the apple.
1!#
UtiliCare7 A sau AN se folosescQ
1. Bnaintea unui su3stanti/ pentru a ne referi la ce/a sau cine/a pentru prima dat>.
I+/e recei/ed a postcard from a friend of mine in the E:.
2. pentru a e0prima ce este ce/a sau cine/a, inclusi/ slu53e sau profesii.
.( ne0t2door neigh3our is a dentist and his 'ife an architect.
1enn( doesn+t eat meatA she+s a vegetarian.
That 'as a kind thing to sa(.
3. dup> /er3ul -e sau /er3e copulati/e urmate de un ad5ecti/ sau su3stanti/ sau cFnd este urmat de
locu<iuni prepo@i<ionale sau propo@i<ii relati/e care ofer> mai mult> informa<ie despre cine/a sau
ce/aQ
1ack+s son is a talented artist.
I 3ought a painting that reminded me of my childhood home.
4. cu unele e0presii numerice BnsemnFnd #n# sau cu e0presii ale pre<ului, /ite@ei, raportului ?i cantit><ii.
A hundred guests 'ere in/ited.
Petrol costs Y 1.5% a litre in $ngland.
4e+s cra@( dri/ing at 1#% kilometres an hour.
NotS
A L An ?i one sunt uneori interschim3a3ile dar n# Bn toate ca@urile.
:punemQ
A hundred pounds sau one hundred pounds
Car
a lot of P a great deal of
5. cu su3stanti/e num>ra3ile la singular pentru a da defini<ii, a face afirma<ii generale, e0clama<ii sau
cFnd e0prim>m dorin<e.
A dog is more compan( than a cat.
I+d like a nice cool glass of 3eer.
An apple a da( keeps the doctor a'a(.
UtiliCare7 T<2 se folose?teQ
1. Bnaintea unui su3stanti/ singular num>ra3il sau nenum>ra3il sau a unui su3stanti/ plural num>ra3il
pentru a face o nou> referire la ce/a ce a fost de5a men<ionat sau la care s2a f>cut de5a alu@ie.
4e 'anted to go to a (ank to change some mone(, 3ut all the (anks 'ere on strike.
Co (ou remem3er the fun 'e had 'hen 'e 'ere at school together-
2. pentru a face referire la cine/a sau ce/a anume.
I like the painting a3o/e the fire place.
The American economy is suffering at the moment.
3. Bn fa<a unui su3stanti/ repre@entFnd o anume persoan> sau un lucru sau un grup de persoane sau
lucruri.
:hall I dri/e the car- Jaceast> ma?in>M
1"%
,ill (ou make the tea, please- Jceaiul pe care ne preg>tim s>2l 3emM
4. cu referire la ce/a unic Bn mod a3solut.
The sun rises in the east and sets in the "est.
The *resident of the Anited &tates /isited the *ope last .a(.
5. Bn fa<a a!5ecti'elor pentru a face referire la un anumit grup sau clas> de oameni. bn acest ca@ n# este
ne/oie de su3stanti/.
9nl( the strong sur/i/e.
8o3in 4ood stole from the rich to gi/e to the poor.
. Bn fa<a unui s#-stanti' la sing#lar pentru a se referi la un anume grup de oameni, animale sau
o3iecte.
The Indian elephant is smaller than the African elephant.
The customer is al'a(s right.
NotS
$0ist> e0cep<ii.
9maha is in $orth America.
The 3ranch manager 'as sent to &outhB/ast Asia on a reconnaissance trip.
!. Bnaintea unor su3stanti/e proprii pentru a denumi @one geografice, nume de m>ri ?i rFuri, lan<uri
muntoase, grupuri de insule, nume la plural de <>ri ?i de?erturi.
The 6tlantic, the Ba( of Bisca(, the .iddle $ast, the north of $ngland, the ,est of Ireland, the I/or(
Coast, the Black Countr(
The .editerranean :ea, the $nglish Channel, the 8i/er thames, the 8hein, the :traits of )i3raltar
The 4imala(as, the Pennines
The Channel Islands, the 4a'aiian Islands, the ;alklands
The Enited :tates of 6merica, the *etherlands
The 6ri@ona Cesert, the )i33on Cesert
NotS
The n# se folose?te cu nume de mun<i i@ola<iQ
Ben $evis is the highest mountain in :cotland.
NotS
N# se folose?te the cu nume de lacuri.
'ake Windermere% 'ake &uperior% 'ake 1ictoria
". Bn fa<a numelor de instrumente mu@icale.
The guitar has al'a(s 3een m( fa/ourite instrument.
Co (ou think (our father 'ill let us pla( the drums in his garage-
#. Bn fa<a unor ad5ecti/e 7 na<ionalit><i cu referire la oameni dintr2o anumit> <ar>2 aici se folose?te un
/er3 la plural.
The ;rench and the British ha/e 'orked together to 3uild the SChannelT.
The Cutch are said to 3e hard 'orkers.
1"1
NotS
bn anumite ca@uri se pot folosi n#mai su3stanti/e la plural.
The )ermans 'ere upset a3out losing the semi2finals.
The 6mericans hosted the 1##4 ,orld ;oot3all Championship.
1%. Bnaintea ad5ecti/elor superlati/e ?i a numeralelor ordinale.
*eil 6rmstrong 'as the first man to 'alk on the moon.
That is the silliest thing I ha/e e/er heard.
NotS
Eneori numeralele ordinale pot fi folosite f>r> the atunci cFnd se face referire la ordinea Bn care se petrec
e/enimentele.
Brendan came first and Collin second in the 1%% meters.
,e 'ent to .anhattan first, then on to Brookl(n.
UtiliCare7 N# se folose?te articol#lQ
1. Bn fa<a su3stanti/elor nenum>ra3ile sau num>ra3ile la plural cFnd se face o afirma<ie general>.
*ollution in 3ig cities is /er( 'orr(ing.
-ogs make good companions.
6ceste cu/inte sunt adesea precedate de determinan<i caQ some% any% a piece of% a lot of
Is there any (read in the kitchen-
6re there any apples in the 3o'l-
NotS
Iat> o list> de su3stanti/e care sunt de o3icei la singular ?i nenum>ra3ile Bn engle@>, dar uneori n# ?i Bn
alte lim3iQ
'uggage% (aggage% furniture% ne"s% information% advice% (ehaviour% damage% permission% traffic% "eather%
"ork% accommodation% (read% luck% progresss% hair
2. Bn fa<a su3stanti/elor a3stracte cFnd sunt folosite Bn mod genericQ (eauty% happiness% fear% hope%
kno"ledge% intelligenceA cu e0cep<ia ca@urilor cFnd sunt folosite cu sens mai 3ine specificat.
8no"ledge comes to us through our senses.
:he got the 5o3 3ecause she has a kno"ledge of $nglish.
Beauty is in the e(e of the 3eholder.
,hat a (eautyR
3. Bn fa<a su3stanti/elor proprii, nume de persoane ?i numele unei companii, cu e0cep<ia situa<iilor cFnd
se /or3e?te de familie ca de un tot.
4e 'orks for Animotor 'td.
2elene and <eoff *arker are coming to dinner tonight.
Car The *arkers are coming to dinner tonight.
4. pentru a /or3i despre sporturi, Bn fa<a numelor de echipe
4e lo/es foot(all 3ut she isn+t keen of golf.
:he supports Manchester Anited.
5. Bnaintea numelor meselor @ileiQ (reakfast% lunch% dinner% supper.
,here did (ou ha/e (reakfast-
1"2
. Bnaintea cu/intelor home% church% university% prison% hospital% market, atunci cFnd ele repre@int> o
institu<ie sau o idee general>. The se folose?te totu?i atunci cFnd se face o referire special> la locul
respecti/.
1ohn Bragg 'as arrested and put into prison for corruption.
4is 'ife can go to the prison once a 'eek to /isit him.
$mma and :am are at school.
Their mother often goes to the school to talk to their teacher.
2,erciPii7
AlegePi articolele7 a& an& the& [
1. *earl( all O furniture had 3een taken out of O dining2room. 2. O 3ig piano 'as put in O corner and
then there came O ro' of flo'er pots and then there came O gold( chairs. 3. That 'as for O concert. 4.
,hen :un looked in O 'hite2faced man sat at O piano 7 not pla(ing, 3ut 3anging at it. 5. 4e had O 3ag
of O tools on O piano and he had stuck his hat on O statue against O 'all. . :o the( 'ent into the
dining2roomA O red ri33ons and O 3unches of O roses tied up O ta3le at O corners. !. In O middle
'as O lake 'ith O rose2petals floating on it. ". NThat+s 'here O ice2pudding is to 3e+ said O Cook. #.
T'o sil/er lions 'ith O 'ings had O fruit on their 3acks. 1%. 6nd all O 'inking glasses and shining
plates, and all O foodR 11. N6re O people going to eat O food-+ asked :un. 12. ,hile the( 'ere 3eing
un3uttoned O .other looked in 'ith O 'hite thing o/er her shouldersA she 'as ru33ing O stuff on her
face. 13. NI+ll ring for them 'hen I 'ant them, O *urse.+
AlegePi articolele7 a& an& the& [
1. 9ut of O ignorance he made O mistake after O mistake. 2. The( sailed through O :traits of
.agellan. 3. O school and O home 'ere far a'a(. 4. I+ll start as O deck 3o( at O pound O month. 5.
O children of O lane used to pla( together in O fieldQ O Bro'ns, O Pages, little Tom O cripple. .
The( 'alked along O *orth :trand 8oad till the( came to O ;inlandia 4ouse and then turned to O right
along O ,harf 8oad. !. I 'ent from O room to O room singing. ". 6t O =ictoria :tation O cro'd of
O people pressed to O carriage doors. #. That+s an order, said O .a5or Cunn. 1%. O police officer Can
Ta(lor stood guard o/er her outside O :t. ;rancis 4otel. 11. O 5udge 1ames Ta(lor 'as not lenient. 12.
O Chinese language is totall( unlike O 1apanese. 13. O 1apanese ha/e transcri3ed their language into O
8oman alpha3et as 'ell. 14. I thought a3out it O da( and O night. 15. The( transmitted tele/ision
pictures 3ack to O earth. 1. O earth shone O 3rilliant 3lue green, cur/ed at O hori@on, against O
3lackness of O space, 3elo' the t'o ships as O :o(u@ trailed O 6pollo. 1!. :he settled do'n to sip O
tea from O paper cup. 1". O crocodiles can 3e 3red commerciall( 5ust like O co's or O pigs. 1#. O
la/a and O ash from O .erapi =olcano, O Central 1a'a ha/e forced 1!% families to flee their homes.
2%. O female crocodile la(s a3out 4% eggs O (ear. 21. O farm life doesn+t agree 'ith them. 22. :he 'as
training for O :'an Dake. 23. O lack of O parking space forces O motorists to dou3le2park reducing
O 'ide streets to O narro' lanes. 24. The( disco/ered O fossils of O 3on( fishes on O field trip to O
$llesmore Island in O 6rtic. 25. The fire 3roke out near O Dake 4emet, south of O mountain resort of
O Id(ll'ild, and 3urned to O southeast.
heia e,erciPiilor7
1"3
1. The, the 2. The, a, a, the 3. The 4. a, the 5. 6, h, the, a, the . h, h, h, the, the !. The, a, h ". The, h
#. h, h 1%. The, the 11. h, the 12. h, a, h 13. h
1. h, h, h 2. The 3. h, h 4.a, a, a 5. The, the, the, the, the, the . The, h, the, the !. h, h ". h, a, h, the #.
h 1%. The, h 11. h 12. The, h 13. The, the 14. h, h 15. h 1. The, a, the, the, h, the, the 1!. h, a 1". h,
h, h 1#. h, h, h, h 2%. 6, a 21. h 22. h 23. The, h, h, h, h 24. h, h, a, h, the 25. h, the, h, the
O0. A:H2T01U.
3ormS7 ad5ecti/ele lim3ii engle@e sunt in'aria-ile. $le nu au gen sau num>r.
NotS
6d5ecti/ele demonstrati/e sunt :I*)E86 e0cep<ie. 6ceste ad5ecti/e sunt 'aria-ile. This% that se
folosesc su su3stanti/e la singular. These% those se folosesc cu su3stanti/e la plural.
This shirt has 3een ironed. That 3louse looks dirt(.
These flo'ers are 3eautiful. Those 3ushes need cutting.
PoCiPie7 ad5ecti/ele sunt a?e@ateQ
1. Bn fa<a su3stanti/elor.
I+m reading an interesting 3ook.
2. dup> /er3eleQ (e% (ecome% seem% appear% feel% sound% taste% make% keep% look !S appear#%
get@turn@gro" !S (ecome#
I feel sad.
The 'eather gre' cool.
4e makes 1anice happy.
3. dup> un complement direct
1ane found the programme (oring.
:he painted her nails (right red.
NotS
Enele dintre aceste /er3e pot a/ea alte sensuri atunci cFnd sunt determinate de ad/er3eQ
)lad(s looked JK appearedM attracti/e.
)lad(s looked JK e0aminedM carefull( the price tag.
Tip#ri7 ad5ecti/ele se Bmpart Bn ?ase tipuriQ cali*icati'e& posesi'e& interogati'e& cantitati'e&
!emonstrati'e ?i !istri-#ti'e.
1. A!5ecti'ele cali*icati'e
3ormS7 e0emple de astfel de ad5ecti/e suntQ young% empty% small% spacious% (lack% elegant% ugly% strong%
lonely% intelligent% round% happy
The old man 'as sitting in the sun.
NotS
6d5ecti/ele pot fi folosite ca su3stanti/e. $le cer un /er3 la plural.
1"4
The young are often impacient.
NotS
;ace<i diferen<a Bntre little JK micM, little JK nu multM ?i a little JK o cantitate mic>M.
:he 3a3(sits for a little girl.
;ish eat little food.
4e lent me a little mone(.
Participiile pre@ente Jformele Bn 7ingM ?i participiile trecute Jformele de tipul 7edM sunt folosite ca
ad5ecti/e calificati/e. Participiile pre@ente au sens acti/, iar participiile trecute au sens pasi/.
Participi# preCent Participi# trec#t
Boring 3ored
6musing amused
Interesting interested
Tiring tired
;rightening frightened
The student gre' (ored during the lecture.
:piel3erg+s ne' film is frightening.
NotS
*retty este atFt ade5ecti/ cFt ?i ad/er3.
$llie is a pretty girl. JK attracti/eM
6rnold is pretty rich. JK ratherM
NotS
6d5ecti/ele sunt determinate de ad/er3e.
Those 3oots are very tight.
I feel totally e>hausted.
UtiliCare7 a!5ecti'ele Ri prepoCiPiile
6d5ecti/ele sunt adesea urmate de prepo@i<ii.
At to a-o#t o*
Bad married sad rude
$0pert cruel sincere stupid
)ood kind sorr( kind
:lo' lo(al sure nice
Iuick polite thrilled polite
$0cited faithful 'orried sure
:hocked sensiti/e curious generous
:urprised rude enthusiastic
6mused an0ious
@ith on in
Celighted dependent interested
Cisgusted e0pert
1"5
Pleased successful
:atisfied
)enerous
NotS
Enele ad5ecti/e B?i schim3> sensul cFnd primesc o alt> prepo@i<ie.
Todd is good at alge3ra. PTodd is good to his sister.
The( are al'a(s kind to us. P It+s kind of 4elen to help.
Topica
CFnd dou> sau mai multe ad5ecti/e sunt folosite Bmpreun>Q
1. ad5ecti/ele su3iecti/e sau de opinie J(oring% lovely% lazyM sunt a?e@ate Bn fa<a ad5ecti/elor o3iecti/e
sau concrete Jold% red% s?uareM.
6nn is an active young lad(.
2. ad5ecti/ele o3iecti/e sau concrete stau Bn umr>toarea ordineQ
!imensi#ne K 'UrstS K *ormS K c#loare K origine K material K scop
a small oval plate P an anti?ue 9rench ta3le P a (lack metal "alking stick P an enormous (lack steel lifting
de/ice
3. dup> un 'er- ultimele dou> ad5ecti/e sunt legate cu 6*C.
:am gre' (itter and aggressive.
The 3read smelled fresh% fragrant% and appetizing.
omparaPia a!5ecti'elor
A. Comparati/ul ?i superlati/ul ad5ecti/elor se formea@>Q
1. ad>ugFnd Ker ?i Kest la sfFr?itulQ
ad5ecti/elor monosila3ice
ad5ecti/elor terminate Bn K)& Der& Dl)
NotS
6d5ecti/ele de o sila3> terminate Bntr2o consoan>, du3lea@> consoanaQ fat% fatter% fattest
6d5ecti/ele terminate Bn consoanS Q )Q transfomr> pe ) Bn iQ pretty% prettier% prettiest
2. ad>ugFnd more ?i most Bnaintea ad5ecti/elor de dou> sau mai multe sila3e
omparaPia reg#latS
A!5ecti' comparati' s#perlati'
Warm "armer the "armest
2appy happier the happiest
Clever cleverer the cleverest
Boring more (oring the most (oring
/>cited more e>cited the most e>cited
omparaPia nereg#latS
1"
A!5ecti' comparati' s#perlati'
<ood% "ell (etter the (est
Bad "orse the "orst
'ittle less the least
Much% many more the most
9ar farther the farthest
further the furthest
old older the oldest
elder the eldest
late later the latest
the last
near nearer the nearest
the ne>t
NotS
;oo! ?i /ell au sensuri diferiteQ
Beth is good. JK 3eha/es 'ellM
Beth is "ell. JK she is in good healthM
3arther ?i *#rther se refer> am3ele la distan<>, dar *#rther mai poate Bnsemna ?i Ln plus @ e>tra
Boston is farther @ further than Pl(mouth.
9urther testing 'ill 3e necessar(.
Al!er ?i el!er se refer> am3ele la /Frst>, dar elder se folose?te pentru rela<ii de familie
The cathedral is the oldest 3uilding in to'n.
1ason is the eldest 3rother.
The latest Bnseamn> cel mai recent, the last Bnseamn> cel final, ultimul
The latest ne's 'as 3roadcast fi/e minutes ago.
The last ne's report is at midnight.
The nearest se refer> la distan<>, the ne,t la timp P cronologie
The nearest hotel is ten miles a'a(.
The ne>t train is lea/ing in half an hour.
+. pentru a face compara<ii, folosi<iQ
1. as Q a!5ecti' Q as Bn propo@i<ii afirmati/e pentru a e0prima egalitatea
asLso Q a!5ecti' Q as Bn propo@i<ii negati/e
Gour e(esight is as good as mine.
Peter isn+t as@so short as his 3rother.
2. a!5ecti'#l la comparati' Q than pentru a e0prima diferen<a
That 'atch is more e>pensive than this Time0.
NotS
Pentru a forma compara<ii cu su3stanti/e, pronume ?i /er3e Bn 7ing, folosi<i prepo@i<ia li%e
4e 'orks like a dog.
Tr( to 3eha/e like him.
It+s like talking to a 3rick 'all.
omparaPi
1"!
Compara<iile pot fi f>cute cu more cFt ?i cu less
Paris is more interesting than 4ouston.
4ouston is less interesting than Paris.
NotS
$0ist> o diferen<> Bntre engle@a formal> ?i cea familiar>.
;ormalQ thanLas Q iLheLsheL/eLthe) Q 'er-
;amiliarQ thanLas Q meLhimLherL#sLthem
3ormal 3amiliar
Gou are as tall as I am. Gou are as tall as me.
Bill is older than she is. Bill is older than her.
NotS
CFnd acela?i /er3 se repet> Bn aceea?i propo@i<ie, folosi<i un au0iliar pentru al doilea /er3.
This CC sounds 3etter than that CC sounds. K This CC sounds 3etter than that CC does.
3. comparati' Q an! Q comparati'
pentru a e0prima cre?terea sau descre?terea gradat> a calit><ii
The 3a3( is gro'ing (igger and (igger.
I+m feeling more and more irritated 'ith $ric.
4. the Q a!5ecti' la s#perlati'? Q o*Lin
pentru a e0prima superioritatea sau inferioritatea
A3 se folose?te pentru a indica un grup de oameni sau o3iecte.
0N se folose?te pentru a indica un loc.
This is the oldest 3ook in the li3rar(.
This 3ook is the (est of@in the series.
3. A!5ecti'ele posesi'e
3ormS7 ad5ecti/ele posesi/e suntQ
My your his@her@its our your their
NotS
0ts este ad5ecti/ posesi/.
0t4s este forma contras> a lui it W is.
UtiliCare7 ad5ecti/ele se folosescQ
1. pentru a face referire la posesor.
I took off my coat.
,e dro/e our car.
2. cu p>r<i ale corpului ?i haine.
The children 'ashed their hands 3efore dinner.
1im puts on his ne' hiking 3oots.
3. cu o"n, pentru a Bnt>ri ideea de posesie.
:he cleaned her o"n room.
1""
NotS
6d5ecti/ele posesi/e sunt in/aria3ile. $le au aceea?i form> pentru su3stanti/e la singular ?i la plural.
My (ook% my (ooks his pen% his pens
3. A!5ecti'ele interogati'e
3ormS7 $0ist> trei ad5ecti/e interogati/eQ "hat% "hich ?i "hose
UtiliCare7 6d5ecti/ele interogati/e se folosesc astfelQ
1. /hat se folose?te pentru lucuriQ
What 3ook are (ou reading-
/hich se folose?te pentru persoane sau lucuri Bn ca@ul unei alegeri limitateQ
Which 3ook do (ou prefer-
/hose se folose?te pentru persoane ?i e0prim> posesiaQ
Whose car ha/e the( 3orro'ed-
NotS
6d5ecti/ele interogati/e sunt in/aria3ile. $le au aceeali form> pentru su3stanti/e la singular ?i la plural.
What photo%"hat photos @ "hich pen%"hich pens @ "hose coat%"hose coats
2. /hose preced> su3stanti/ul pe care Bl determin>.
Whose cat is this-
Whose 3ags are o/er there-
3. cFnd /hatL/hichL/hose Q s#-stanti' 5oac> rolul de s#-iect al unei propo@i<ii, /er3ul este la forma
afirmati/>.
cFnd /hatL/hichL/hose Q s#-stanti' 5oac> rolul de complement al unei propo@i<ii, /er3ul este la
forma interogati/>.
S#-iect omplement
What team 'on- What team did you applaud3
Which train arri/ed late- Which train did .ar( take-
Whose coat lost a 3utton- Whose coat did Ben 3orro'-
4. A!5ecti'e cantitati'e
3ormS7 ad5ecti/ele cantitati/e suntQ much% many% little% fe"% some% any% no ?i toate numerele.
UtiliCare7 A. m#ch& man)& little& *e/
1. man) ?i *e/ se folosesc cu su3stanti/e num>ra3ile.
m#ch ?i little se folosec cu su3stanti/e nenum>ra3ile.
Many maga@ines, fe" inha3itants
Much mone(, little happines
2. m#ch ?i man) se folosesc de o3icei Bn propo@i<ii negati/e ?i interogati/e. bn propo@i<ii afirmati/e
folosi<i a lot o*, plent) o*& a great !eal o*, a large n#m-er o*.
1"#
Neagati' Ri interogati'
There isn+t much ice in the free@er.
Co (ou ha/e many friends-
A*irmati'
The plum tree has pleanty of plums this (ear.
3. m#ch ?i man) se pot com3ina cu ho/.
2o" much mone( do (ou need-
2o" many 3irds li/e in that nest-
NotS
M#ch ?i man) se folosesc uneori Bn propo@i<ii afirmati/e.
Many guests complained.
Much time has 3een 'asted.
NotS
<o/ m#ch L man) Q s#-stanti' poate fi su3iect sau complement. =er3ul din propo@i<ie se modific> Bn
mod corespun@>tor.
2o" much mone( did he take-
2o" much is missing-
+. some& an)& no sunt adesea denumite partiti'e.
1. some ?i an) indic> o anumitJ cantitate
no Bnseamn> nici unele% nici unii% deloc
:e folosesc cuQ su3stanti/e la plural.
su3stanti/e nenum>ra3ile la singular.
There is some 3read 3ut no milk in the kitchen.
4a/e (ou 3ought any 3iscuits-
2. some se folose?te BnQ
propo@i<ii afirmati/e
,e earned some mone( picking stra'3erries.
bntre3>ri, cFnd se a?teapt> un r>spuns afirmati/
4a/en+t (ou lost some 3uttons on that 5acket-
9ferte ?i cereri
,ould (ou like some coffee-
3. an) se folose?te BnQ
propo@i<ii negati/e
I can+t lend (ou any flour.
Propo@i<ii interogati/e
Coes :arah ha/e any talent-
Propo@i<ii su3ordonate cu i*L/hether
,e don+t kno' if there are any sur/i/ors.
Cup> 'ithout
4e left for Dondon 'ithout any 3aggage.
1#%
Propo@i<ii afirmati/e cu un su3stanti/ la singular, cu sensul de tot% oricare% indiferent care
Any ad/ice is 'elcome.
Bu( any 3rand of toothpaste.
4. no se folose?te BnQ
propo@i<ii afirmati/e pentru a e0prima nega<ia
.( hus3and speaks no :panish.
$o drinks 'ere offered during the flight.
Cup> "ith
4e left for Dondon 'ith no 3aggage.
NotS
Some& an)& no se com3in> cu Kone& D-o!)& D thing formFnd cu/intele compuseQ someone% some(ody%
something% anyone% any(ody% anything% no one% no(ody% nothing
6ceste pronume urmea@> acelea?i reguli.
Coes anyone 'ant to accompan( me-
The( sa' something strange that night.
$o one ans'ered the phone.
The test flight took place 'ithout any(ody on 3oard.
5. A!5ecti'ele !emonstrati'e7 this, that, these, those
1. Cemonstrati/ele sunt sing#rele ad5ecti/e /aria3ile din lim3a engle@>. :e acord> Bn num>r cu
su3stanti/ul determinat.
Sing#lar pl#ral
This rug these rugs
That tree those trees
2. This& these se refer> la persoane ?i lucruri din apropierea /or3itorului.
That& those se refer> la persoane ?i lucruri aflate mai departe de /or3itor.
These pastries are delicious.
This chair is rather uncomforta3le.
That airplane is fl(ing too lo'.
Those clouds look fluff(.
6. A!5ecti'e !istri-#ti'e7 each, every, all, both, either, neither
UtiliCare7 A7 each& all& e'er)
1. each Bnseamn> Sconsiderat separat sau indi/idualT. $ urmat de su3stanti/ la singular.
/ach child recei/ed a pri@e.
2. all Bnseamn> Sconsidera<i Bmpreun>T, ca grup. :u3stanti/ele num>ra3ile care urmea@> sunt la plural.
1#1
All men are created eLual.
3. e'er) poate Bnsemna Sconsidera<i Bmpreun>T sau Sconsidera<i separatT. Ermea@> un su3stanti/ la
singular.
/very girl had a red hair ri33on.
. -oth
-oth Bnseamn> SamFndoi, amFndou>T
I+/e read (oth 3ooks.
:. either& neither
either Bnseamn> Soricare din ceiPcele doiPdou>T. Ermea@> un su3stanti/ la singular.
/ither dress is suita3le for the part(.
neither Bnseamn> Snici unulPuna din ceiPcele doiPdou>T. Ermea@> un su3stanti/ la singular. =er3ul
tre3uie s> fie afirmati/.
$either dress is suita3le for the part(.
NotS
2ither ? or implic> o alegereQ
Gou can ha/e either eggs or 3acon for 3reakfast.
Neither ? nor su3linia@> cele dou> nega<iiQ
$either 'omen nor children 'ere admitted.
bn acest timp de e0presie su3stanti/ele num>ra3ile sunt la plural.
NotS
6d5ecti/ele sunt adesea urmate de construc<ii infiniti/ale.
That+s nice to kno"R
It 'as foolish to do thatR
,e found it eas( to memorize.
It is dangerous to ski there.
2,erciPii7
AlegePi *orma corectS a a!5ecti'#l#i !in paranteCS7
1. This is the O 3ook I ha/e read for a long time JgoodM. 2. 4e has one of the O cars on the road JfastM. 3.
The 'ork (ou are doing toda( is O than the 'ork (ou did (esterda( Jeas(M. 4. 6nn often 'ears O
dresses then her mother Je0pensi/eM. 5. ,hich is the O pla( (ou ha/e latel( read- JinterestingM. . The
actress on the stage 'as the O girl I ha/e e/er seen JstrikingM. !. Tom is O than his friend JtallM. ". The(
ha/e a O garden than ours Jlo/el(M. #. 4e said this 'as the O da( in his life JimportantM. 1%. 4e 'as O
than his 'ife 'hen the child 3roke the 'indo' Jangr(M. 11. 4e 'as the O man in the 'orld to do that
JlateM. 12. 6Q N,hich 'as (our O su35ect at school and 'hich 'as (our O Jgood, 3adM-+ BQ NPh(sics 'as
m( O and histor( m( O Jgood, 3adM.+ 13. Is Bucharest or Prague the O from Dondon JfarM- 14. Tom is
1! (ears old, his 3rother 1ack is 1# and his sister 1ane is 15. Therefore 1ane is the O and 1ack is the O
J(oung, oldM.
1#2
AlegePi *orma corectS a a!5ecti'elor !in paranteCS7
1. ,hat is the JlateM information (ou+/e got- 2. 4er JoldM 3rother is called 1im. 3. ,e 'ere in a hurr( to
catch the JlateM 3us. 4. ,hich is JoldM of the t'o- 5. ,ho is the JoldM mem3er of the students+ clu3- .
The( got do'n to 3usiness 'ithout JfarM dela(. !. I+/e got a still JoldM edition of the dictionar(. ". The
JoldM sister 'as t'ent( (ears JoldM then the (oungest. #. The JlateM half of .a( 'as Luite rain(. 1%. I 'as
told to 'ait until JfarM notice. 11. I 'ish I had 3ought it at the JnearM shop. 12. 4e pro/ided them 'ith JfarM
information as agreed. 13. The JnearM station is Calea =ictoriei. 14. 1ohn+s JlateM no/el 'as a JgoodM
seller and for sure it 'on+t 3e his JlateM one. 15. 4e is the JlittleM 'riter of the t'o. 1. I sa' him meet her
at the JfarM end of the street. 1!. I shall need JfarM help 'ith this.
heia e,erciPiilor7
1. Best 2. ;astest 3. $asier 4. .ore e0pensi/e 5. .ost interesting . .ost striking !. Taller ". .ore lo/el(
#. .ost important 1%. 6ngrier 11. Dast 12. Best, 'orst, 3est, 'orst 13. ;arther 14. Goungest, oldest
1. Datest 2. $lder 3. Dast 4. 9lder 5. 9ldest . ;urther !. 9lder ". $ldest, older #. Datter 1%. ;urther 11.
*earest 12. ;urther 13. *e0t 14. Datest, 3est, last 15. Desser 1. ;arthest 1!. ;urther
O00. PRANUM2.2
Pronumele Bnlocuiesc su3stanti/e. Cele ?ase tipuri de ad5ecti/e Jcalitati/, posesi/, interogati/, cantitati/,
demonstrati/, distri3uti/M au forme pronominale. $le urmea@> Bn general reguli identice. $0ist> de
asemenea ?i pronume personale ?i refle>ive.
1. A!5ecti'e ali*icati'e Q oneLones \ Pron#me
1. a!5ecti' cali*icati' Q oneLones Bnlocuie?te un su3stanti/ care a fost men<ionat mai de/reme.
I 'on+t lend (ou m( ne' pen. Gou can 3orro' m( old one.
2. superlati/ele ?i culorile pot fi folosite singure.
:andra is the (est JdancerM.
Con+t 'ear (our 3lue shoes. The (lack JonesM look 3etter.
2. Pron#me Posesi'e
3ormS7 pronumele posesi/e suntQ
Mine ours
7ours yours
2is@hers theirs
UtiliCare7 pronumele posesi/e Bnlocuiesc ad5ecti/ele posesi/e. :u3stanti/ul care lipse?te a fost men<ionat
Bnainte.
This is m( 3ook. This 3ook is mine.
Come to m( house, not his.
NotS
A* )o#rs Bnseamn> one o* )o#r Q s#-stanti'
1#3
A* mine Bnseamn> one o* m) Q s#-stanti'
1ohn is a friend of ours. K 1ohn is one of our friends.
3. Pron#me 0nterogati'e
Pronumele interogati/e suntQ /ho& /hom& /hose& /hat& /hich
UtiliCare7 pronumele interogati/e se folosesc astfelQ
Persoane .#cr#ri
S#-iect 'ho 'hat
,hich 'hich
omplement 'hom, 'ho 'hat
,hich 'hich
Posesi' 'hose
NotS
Pronumele interogati/e sunt in/aria3ile. $le au o singur> form>.
Who is that girl-
Who are those men-
NotS
@hich se folose?te Bntr2un conte0t cu alegere limitat>. bn rest se folose?te /hat.
What do (ou see- Jpo<i /edea oriceM
Which JoneM is singing- Jcare persoan>, din grupul respecti/, este cea care cFnt>-M
1. pron#mele interogati'e ca SU+02T
cFnd "ho% "hat% "hose ?i "hich sunt s#-iect#l unei propo@i<ii, /er3ul este a*irmati'.
Who is calling me-
What happened-
2. pron#mele interogati'e ca Ri AMP.2M2NT
cFnd "ho% "hom% "hat% "hose% "hich sunt complement#l unei propo@i<ii, /er3ul este la interogati'.
Whom did (ou call-
What has he done-
NotS
bn engle@a formal> /hom este folosit ca ?i complement o3iect direct. $ngle@a /or3it> Bl folose?te pe /ho.
;ormalQ Whom did (ou see-
=or3itQ Who did (ou see-
3. pron#me interogati'e ca Ri AMP.2M2NT PR2PAX0Y0ANA.
Whom% "hat% "hich ca ?i complemente prepoCiPionale.
With "hom did .eg speak-
In "hat are (ou interested-
To "hich of the t'o addresses did the( send it-
NotS
1#4
$ngle@a modern> prefer> s> transfere prepo@i<iile la :;i8dITED propo@i<iei. bn acest ca@ /hom de/ine
/ho.
Who did .eg speak "ith3
What are (ou interested in3
Which of the t'o addresses did the( send it to3
NotS
@hat Q -e8 ?i /hat Q -e ? li%e8 :unt Bntre3>ri diferite.
What is .r. Parker- 4e is a la'(er.
What is .r. Parker like- 4e is short and arrogant.
4. Pron#me antitati'e
Pronumele cantitati/e suntQ m#ch& man)& little& *e/& some& an)& none.
UtiliCare7 m#ch& man)& little& *e/
1. man) ?i *e/ Bnlocuiesc su3stanti/e num>ra3ile
m#ch ?i little Bnlocuiesc su3stanti/e nenum>ra3ile
Many are called 3ut fe" are chosen.
4e didn+t spend much mone(. bn fact he spent /er( little.
2. m#ch ?i man) se folosesc Bn mod normal Bn propo@i<ii negati/e ?i interogati/e. bn propo@i<ii
afirmati/e folosi<i a lotLlots sau a great !eal.
The 3a3( isn+t eating much. It usuall( eats a great deal.
Cid (ou 3u( many 3ooks- Ges, I 3ought lots.
NotS
M#ch ?i man) se pot com3ina cu ho/.
2o" much did it cost-
2o" many came-
Some& an)& none
1. some& an) ?i none Bnlocuiesc su3stanti/e la plural sau nenum>ra3ile la singular.
2. some se folose?te BnQ
a. propo@i<ii afirmati/e
3. Bntre3>ri cFnd se a?teapt> ca r>spunsul s> fie afirmati/
c. oferte ?i cereri
There are deer in the park. ,e sa' some toda(.
Gou need some medicine. Cid the doctor prescri3e (ou some-
I+/e 5ust lost all m( mone(. Could (ou lend me some-
3. an) se folose?te BnQ
a. propo@i<ii negati/e
3. propo@i<ii interogati/e
c. su3ordonate cu if@"hether
d. dup> "ithout
I meant to 3u( a do@en eggs 3ut the( hadn+t got any.
6ren+t there any in the fridge-
If (ou see any, let me kno'.
1#5
,hat a3out mone(- 4e left 'ithout any.
4. none se folose?te BnQ
a. propo@i<ii afirmati/e pentru a e0prima nega<ia
3. dup> "ith
If all friends 'ere like 4arr(, I+d rather ha/e none.
:am hates carr(ing suitcases. 4e tra/els 'ith none.
NotS
Pronumele some(ody% someone% something% any(ody% anyone% anything% no one% no(ody% nothing urmea@>
acelea?i reguli.
5. Pron#mele :emonstrati'e
Pronumele demonstrati/e suntQ this& that& these ?i those
UtiliCare7
1. Pronumele demonstrati/e se acord> Bn num>r cu su3stanti/ul pe care Bl Bnlocuiesc.
This Jum3rellaM is mine. That is his.
2. this& these se refer> la o3iecte din prea5ma /or3itorului.
that& those se refer> la o3iecte aflate mai departe de /or3itor.
This JoneM is here, that JoneM is there.
3. this se folose?te pentru a face pre@ent>rile sau la telefon.
.rs 1ones, this is m( friend, 6lison 4ughes.
6. Pron#mele :istri-#ti'e7
2ach& all& e'er)oneLe'er)-o!)& e'er)thing& -oth& either& neither
UtiliCare7 each& all
1. each Bnseamn> Sconsidera<i indi/idualT. Ermea@> un /er3 la singular.
/ach chose the colour he preferred.
2. all Bnseamn> Sconsidera<i Bmpreun>T. Ermea@> un /er3 la plural.
All are 'elcome.
3. each ?i all pot fi urmate de 9; W su3stanti/ P pronume.
/ach of the (oys felt ashamed.
All of the trees are d(ing.
2'er)one& e'er)-o!)& e'er)thing
1. e'er)one ?i e'er)-o!) Bnseamn> Stoat> lumeaT
1#
/very(ody in the room applauded.
2. e'er)thing Bnseamn> Stoate lucrurileT
/verything ended 'ell.
+oth
1. -oth Bnseamn> Scei doiPcele dou>T
Both refused the in/itation.
2. -oth poate fi urmat de 9; W su3stanti/ P pronume
Both of his grandparents are still li/ing.
NotS
All ?i (oth se pot folosi pentru a Bnt>ri su3iectul pronominal. bn acest ca@ ele sunt plasate Bn fa<a /er3ului
principal.
Gou ha/e all 3een /er( kind to me.
,e (oth came.
2ither& neither
1. either Bnseamn> Sunul dintre cei doiT.
neither Bnseamn> Snici unul dintre cei doiT.
2. either, neither pot fi urmate de 9; W su3stanti/ P pronume
/ither of (ou can go.
$either of the men 'anted to do it.
7. Pron#me Personale
3ormS7 s#-iect complement
I me
7ou you
2e him
&he her
It it
We us
They them
UtiliCare7
1. toate /er3ele lim3ii engle@e Jcu e0cep<ia imperati/elorM tre3uie s> ai3> un su3iect pronominal.
They dislike inefficienc(.
dar
Come hereR
2. complementele pronominale Jdirecte sau indirecteM urmea@> o prepo@i<ie sau /er3ul Jcu func<ie de
complemente directe sau indirecte.M
I spoke to her (esterda(.
,e sa" them on the 3each.
1#!
NotS
Ce o3icei complementul indirect preced> complementul direct.
:he sent me a long letter.
:ar
Cup> /er3e caQ e>plain% introduce% translate% descri(e% say% suggest% recommend
:ar
Cac> am3ele complemente sunt pronumeQ
Complementul direct este primul iar complementul indirect e introdus printr2o prepo@i<ie.
:he sent it to me.
I e0plained it to them.
3. )o# ?i one sunt folosite impersonal cu sensul de everyone, no one sau anyone. ne are aspect formal.
7ou este frec/ent folosit Bn engle@a /or3it>.
7ou@one should al'a(s tell the truth.
4. the) este folosit impersonal cu sensul de Slumea spuneT, Sse @iceT
They sa( he+s dishonest. JK People sa( he+s dishonest.M
5. it Q -e se folose?teQ
pentru lucruri sau fiin<e cu genul necunoscut.
,here+s m( 3ook- It is on the shelf.
Cu un su3stanti/ P complement pronominal pentru a se referi la persoane.
,ho+s at the door- It4s 9li/ia.
bn e0presii despre /reme, temperatur>, timp, date, distan<e
It4s cold outside.
,hat time is it- It4s nine o+clock.
It4s the fourth of 1ul(.
4o' far is it to Chicago- It4s ten miles.
Cu un ad5ecti/ pentru a introduce o su3ordonat> infiniti/al>
It is difficult to understand her.
". Pron#me Re*le,i'e
3ormS7 sing#lar pl#ral
Myself ourselves
7ourself yourselves
2imself themselves
2erself
Itself
1#"
NotS
$0ist> o diferen<> Bntre )o#rsel* ?i )o#rsel'es.
Cid (ou en5o( yourself at the part(-
Cid 1ohn and (ou en5o( yourselves at the part(-
UtiliCare7 Pronumele refle0i/e se folosescQ
1. cu /er3e refle0i/e.
Cele mai frec/ente /er3e refle0i/e suntQ
To en.oy oneself% to amuse oneself% to help oneself% to hurt oneself% to trou(le oneself% to cut oneself%
to "ash oneself
The little 3o( hurt himself during the game.
.ulte /er3e care sunt Bn mod normal refle0i/e Bn alte lim3i *E sunt refle0i/e Bn engle@>. 6stfel de
/er3e suntQ to "ash% dress% com(% shave% meet, etc.
:ue and Brian met last (ear.
2. cu func<ie de complemente prepo@i<ionale
:he looked at herself in the mirror.
,h( are (ou so angr( "ith yourself-
3. pentru Bnt>rire
The president himself attended the meeting.
NotS
+) Q pron#me re*le,i' Bnseamn> sing#r
En pronume refle0i/ folosit cu un /er3 nerefle0i/ Bnseamn> Sf>r> a5utorul nim>nuiT.
I li/e (y myself. K I li/e alone.
I fi0ed it myself. K I fi0ed it 'ithout an( help.
NotS
2ach other Bnseamn> reciprocitate Bntre dou> persoane.
2,erciPii7
3olosiPi it sa# there& acolo #n!e e necesar7
1. O is time to go to 3ed. 2. O is three miles to the Uoo. 3. O is a long time since I ga/e up smoking. 4.
O is so much 'ork to do that I ha/en+t time to think a3out m( o'n pro3lems. 5. O is time to finish the
cleaning 3efore 'e go. . O is /er( strange that the( should ha/e arri/ed at the same time. !. O is no
place like home. ". O is t'o (ears since the( married. #. O is onl( a short 'a( no'. 1%. Con+t eat that O
is a poisonous mushroom. O are man( of them in these parts. 11. O is a shame that e/en toda( O are so
man( unkempt gardens around. 12. O is no time to stop and talk. O is a 3us to catch, O is a fair distance
to the stop.
ompletaPi spaPiile c# much, many, (a) little, (a) few7
1##
1. The people in/ol/ed are onl( as O as half a do@en. 2. 6sk O to ha/e O . 3. O ha/e no record at all. 4.
The 'orkers 'ere Luite upsetA O threatened to do'n toolsA O chose to go on 'orking. 5. The( don+t gi/e
(ou O for this kind of 'ork, do the(- . O is 3eing done to la( their suspicions. !. ,hat a3out 3uses- O
are 3roken do'n, O are in good repair. ". :ome go for crisps 3ut Luite O go for popcorn in a 3ig 'a(. #.
6Q N6n(thing to drink- The pineapple sLuash is /er( nice indeed.+ BQ NGes, please, I+ll ha/e O+. 1%. It
'as Luite a shock for all of them, 3ut O 'ere seriousl( in5ured.
3olosiPi either, neither sa# none7
1. a. I like O of the t'o. 3. I don+t like O of the t'o, the( are 3oth too fanciful for m( taste. 2. O 'as
'orth mentioning. 3. 6Q N,hich of the t'o paintings did (ou 3u(-+ BQ+O+. 4. It doesn+t matter 'hich (ou
choose. a. I don+t like O 3. I like O 5. 6Q N,hich of her friends do (ou like 3est-+ BQ NI like O of them.+
. 6Q N4a/e (ou seen m( hus3and or m( son-+ BQ NI+/e seen O of them.+ ". 6Q N4a/e (ou read the
$nglish of the 8omanian /ersion-+ BQ NI ha/en+t read O of them.+
ompletaPi spaPiile goale c# who, whose, whom, which, that7
1. The girl O um3rella (ou took is raging against (ou. 2. The apples O he sa' on the ta3le 'ere not 3ig
at all. 3. The pla( O 'e sa' last 'eek 'as rather dull. 4. The girl 'ith O (ou sa' me (esterda( studies
:panish. 5. The student to O (ou 'ere talking looked /er( cle/er. . The 3o(s O are pla(ing foot3all
under (our 'indo's are 3rothers. !. The raft on O he 'as standing 'as caught in a 'hirl. ". The( ha/e
cut do'n the tree O used to stand here. #. The onl( opponent O can defeat him is 1oe Bugner. 1%. The
onl( opponent O he is afraid of is 1oe Bugner. 11. The most unusual 3ook O has appeared this 'inter is
a 3ook on caterpillars. 12. ;rank is no the man O he 'as. 13. 4ere+s the man O car 'as stolen. 14. Is this
the 3o0 O (ou took it out of- 15. It+s li3rar( O o35ect is to ser/e the neigh3ouring /illages. 1.
$/er(3od( O one asks sa(s he is innocent. 1!. This is the funniest stor( O he has 'ritten. 1". :he is the
sort of girl O 'ill do her 3est to persuade him. 1#. 6ll O the( can do is pacif( him. 2%. Gou+re the onl(
man O I+/e e/er met O can reall( pla( 3ridge.
heia e,erciPiilor7
1. It 2. It 3. It 4. There 5. There . It !. There ". It #. It 1%. It, there 11. It, there 12. There, there, it
1. ;e' 2. .uch, a little 3. .an( 4. .an(, fe' 5. .uch . Dittle !. ;e', man( ". ;e' #. 6 little 1%. ;e'
1. *either, either 2. *one 3. *either 4. $ither, neither 5. *one . *either !. *one ". $ither
1. ,hose 2. ThatP'hich 3. ,hichPthat 4. ,hom 5. ,hom . ,ho !. ,hich ". That #. ,ho 1%.
,homPthat 11. That 12. That 13. ,hose 14. ,hichPthat 15. ,hose 1. JThatM 1!. JThatM 1". That 1#.
JThatM 2%. JThatM, 'ho
O000. A:12R+U.
3ormS7 6d/er3ele se formea@> Bn diferite feluriQ
1. unele ad/er3e sunt cu/inte independenteQ
often% "hen3% no"% very% soon% al"ays
2%%
2. unele ad/er3e au aceea?i form> ca ad5ecti/eleQ daily% early% fast% lo"% straight% "ell% (ack% enough% far%
ill% little% long% pretty% near% "rong% still% short% late% high% left% right% hard
NotS
Cintre aceste ad/er3e, unele au ?i o form> Bn 7DG dar sensul este altulQ
4ardDG K /er( little The( 'ere highl( impatient.
DateDG K recentl( It hasn+t rained latel(.
*earDG K almost Cinner is nearl( read(.
:hortDG K soon, 3riefl( .r. :mith 'ill 3e here shortl(.
PrettiDG K attracti/el( The 3a3( 'as prettil( dressed.
*ot>
Cup> -e& -ecome& *eel& get& loo%& seem& folosi<i un ad5ecti/ Jn# un ad/er3M.
:he felt happ(.
.rs. Poole looks tired.
3. unel ad/er3e JBn special cele de mod ?i gradM se formea@> ad>ugFnd ad5ecti/elor termina<ia K.6Q
kind, kindly automatic, automatically slo', slo'ly
simple, simply happ(, happily careful, carefully
NotS
6d/er3ul corespun@>tor lui ;oo! este @ell.
NotS
Enel cu/inte terminate Bn 7DG sunt ad5ecti/e Jn# ad/er3eMR
'onely% lovely% likely% friendly% ugly% silly
Artogra*ie7
) final se schim3> Bn KiQ merry% merrily Jdar shy% shylyM
De final se p>strea@>Q "ise% "isely Jdar true% trulyM
dac> se termin> Bn consoan>
V Ble, ,e dispare ?i se adaug> ByQ gentle% gently
cu/intelor terminate Bn 7ic scientific% scientifically
li se adaug> 7all(Q Jdar pu(lic% pu(liclyM
Topica7
Topica ad/er3elor /aria@>. $a depinde Bn primul rFnd de tipul de ad/er3e folosit. bnt>rirea poate ?i ea
afecta topica.
$0ist> trei po@i<ii de 3a@> pentru ad/er3eQ
1. la Tncep#t7
2%1
6d/er3ul e plasat Bnainte de su3iect.
Anfortunately, I couldn+t identif( the thief.
2. la s*UrRit7
6d/er3ul este plasat dup> complement sau, dac> nu e0ist> complement, imediat dup> /er3.
That (oung man likes .elanie very much.
NotS
*u plasa<i nicio!atS un ad/er3 Bntre /er3 ?i complementR
I drink coffee slo'l(. JN# I drink slo'l( coffee.M
3. la mi5loc7
6d/er3ul este plasatQ
Bnainte de /er3ul principal.
4e usually comes for tea.
dup> /er3ul -e.
:he is al"ays smiling.
dup> primul /er3 au0iliar sau modal.
The( ha/e rarely come to /isit.
Bnainte de #se! to, ha'e to, o#ght to.
,e certainly ought to 3e more careful.
Tip#ri !e a!'er-e
6d/er3ele se Bmpart Bn ?apte tipuri diferiteQ de mo!& loc& timp& *rec'enPS& opinie& gra! ?i interogati'e.
1. A!'er-e !e mo!
Iin!l)& easil)& /ell& happil)& *ast& care*#ll)& secretl)& -ea#ti*#ll)& rel#ctantl)& *oolishl)& -a!l) etc.
6d/er3ele de mod arat> CE. se petrece o ac<iune.
Po@i<ia lor esteQ
de o3icei la s*UrRit, adic> dup> /er3 ?i complement.
Pa/arotti sang (eautifully.
NotS
bn propo@i<ii cu pasi/ul, ,$DD ?i B6CDG sunt plasate Bnainte de participiul trecutQ
The 3ook 'as "ell 'ritten.
Bnainte de /er3, C6Cj e0ist> un complement lung.
The teacher carefully picked up all the e>am papers scattered over the floor.
2%2
6d/er3ele referitoare la caracter sau inteligen<> Jfoolish% generously% s"eetly% kindly% stupidly etc.M B?i
schim3> sensul Bn func<ie de po@i<ie.
I stupidly replied. JK It 'as stupid of me to repl(.M
I replied stupidl(. JK I ga/e a stupid repl(.M
2. A!'er-e !e loc
<ere& #p& a-roa!& o#t& o#tsi!e& in& a/a)& e'er)/here& some/here& no/here& there etc.
6d/er3ele de loc arat> E*C$ se petrece ac<iunea.
Po@i<ia lor esteQ
de o3icei la sfFr?it, adic> dup> /er3 ?i complement.
The( 'ent every"here.
NotS
6d/er3ele de loc func<ionea@> adesea ?i ca prepo@i<ii.
1oe ran do"n the stairs.
NotS
4$8$ P T4$8$ W 3e P come P go W s#-iect s#-stanti'Q
There+s <enr)R 4ere comes the trainR
Car
4$8$ P T4$8$ W s#-iect pron#me W 3e P come P goQ
There he isR 4ere it comesR
3. A!'er-e !e timp
6ester!a)& no/& a*ter/ar!s& still& soon& e'ent#all)& then& to!a)& at once& till& tomorro/& since
then etc.
6d/er3ele de timp arat> Ci*C se petrece ac<iunea.
Po@i<ia lor esteQ
de o3icei la Tncep#t JBnaintea su3iectuluiM sau la s*UrRit Jdup> /er3 ?i complementM.
Tomorro" 'ill 3egin the ne0t lesson.
cu imperati/eQ la s*UrRit
Co it no"R
Cu G$TQ la s*UrRit
G$T se folose?te mai ales la negati/ ?i interogati/. bnseamn> SpFn> acumT.
.r 1ones hasn+t finished yet.
4a/e (ou asked him yet-
Cu :TIDDQ dup> B$ ?i Bnaintea tuturor celorlalte /er3e.
:TIDD se folose?te la afirmati/, negati/, ?i interogati/. $l su3linia@> continuarea unei situa<ii P st>ri
de fapt.
:tephanie is still un'ell.
Cu 6D8$6CGQ dup> B$ sau primul au0iliar ?i Bnainte de /er3ul principal.
2%3
6D8$6CG se folose?te mai ales la afirmati/. bnseamn> Sde5aT.
4e is already fifteen (ears old.
NotS
Since then se folose?te cu timpurile perfecte.
,e ha/en+t seen the *elsons since then.
NotS
Ce o3icei ad/er3ele au urm>toarea ordineQ
MA: K .A K T0MP
The 3a3( slept "ell yesterday.
.ark 'orked hard at school last year.
4. A!'er-e !e *rec'enPS
Al/a)s& #s#all)& ne'er& e'er& har!l) e'er& o*ten& t/ice& once& contin#all)& sel!om& rarel)&
perio!icall) etc.
6d/er3ele de frec/en<> arat> CiT C$ C$: se petrece o ac<iune.
Po@i<ia lor esteQ
de o3icei la mi5loc, adic>Q
Tnainte de /er3ul principal ?i have to% used to% ought to
!#pS /er3ul B$ ?i primul au0iliar.
Gou can sometimes park o/er there.
The little girls are al"ays pla(ing dolls.
Continually% fre?uently% occasionally% once% t"ice% often% sometimes% normally ?i repeatedly pot fi
plasate ?i la s*UrRit Jdup> /er3 ?i complementM sau la Tncep#t JBnainte de su3iectMQ
4e comes to see us often.
+epeatedly, the pupils made the same mistake.
$0presiile ad/er3iale de frec/en<> Jevery day% once a monthM sunt plasate la sfFr?it sau BnceputQ
9ur children 'alk to school every morning.
NotS
*$=$8 se folose?te cu /er3e afirmati/e. bnseamn> Sniciodat>T.
I ha/e never 3een to 1apan.
$=$8 se folose?te Bn special Bn propo@i<ii interogati/e sau superlati/e. bnseamn> SoricFnd P
/reodat>T.
4as Ted ever studied statistics-
1ack )allagher is the 3est pla(er 'e ha/e ever had.
*9T W $=$8 K *$=$8
I ha/en4t ever read Pinter. K I ha/e ne/er read Pinter.
2%4
5. A!'er-ele !e opinie
Personall)& o-'io#sl)& *ran%l)& certainl)& l#c%il)& act#all)& pro-a-l)& !e*initel)& s#rel) etc.
6d/er3ele de opinie e0prim> opinia /or3itorului.
6ceste ad/er3e se pot Bmp>r<i Bn dou> grupuriQ
a. actually% certainly% apparently% clearly% o(viously% pro(a(ly% definitely% undou(tedly.
Po@i<ia ad/er3elor din grupul 6 este la mi5loc7
The child is actually /er( 3right.
3. perhaps% may(e% possi(ly% frankly% naturally% luckily% unluckily% honestly% fortunately%
unfortunately.
Po@i<ia ad/er3elor din grupul B este !e o-icei la Tncep#tQ
*erhaps 'e can go out tonight.
6. A!'er-e !e gra!
3airl)& B#ite& har!l)& too& almost& prett)& rather& -arel)& completel)& eno#gh& nearl)& reall)& 5#st&
so& e'en& 'er) etc.
6d/er3ele de grad determin> Bn general ad5ecti/e sau ad/er3e care indic> e0tinderea sau intensitatea
JgradulM.
Po@i<ia lor esteQ
Bn mod normal chiar Bnaintea ad5ecti/ului sau ad/er3ului.
4e is entirely right.
The shoes are too 'ide.
$*9E)4 urmea@> dup> ad5ecti/ sau ad/er3.
.( steak isn+t 3ig enough.
NotS
$*9E)4 st> Bnaintea unui su3stanti/Q
,e don+t ha/e enough mone(.
6d/er3ele de grad determin> uneori /er3e. 9 list> par<ial> includeQ almost% (arely% enough% hardly%
.ust% only% much% a lot% nearly% ?uite% rather% really% scarcely.
Po@i<ia lor este Bnainte de /er3ul principal.
.EC4 ?i $*9E)4 sunt e0cep<ii ?i urmea@> dup> /er3.
1E:T ?i 9*DG se afl> e0act Bnaintea /er3ului determinat.
The( could 3arel( hear the speaker.
Car
The pianist hasn+t practiced enough.
I liked him a lot.
I ha/e .ust deposited the mone(. JK I deposited it a little 'hile ago.M
I deposited .ust the mone(. JK I deposited the mone( and nothing else.M
2%5
NotS
=$8G se folose?te cu ad5ecti/e ?i ad/er3e.
=$8G .EC4 se folose?te cu /er3e.
,e are very happ( to 3e here.
Car
Thank (ou very much.
NotS
IEIT$ poate Bnsemna ?i ScompletT.
Gou+re ?uite rightR JK Gou+re completel( right.M
omparaPi sens#rile a cinci a!'er-e !e gra! *olosite c# a!5ecti'e Ri a!'er-e.
:la3 Puternic
*airl) ratherLprett) B#ite 'er)
The 3o0er is fairly strong. JK he is moderatel( strong.M
Gour cake is pretty good. JK it is certainl( not 3ad.M
That music is ?uite loud. JK it is considera3l( loud.M
Gour result is very good. JK it is close to e0cellent.M
7. A!'er-e interogati'e
@hen8& /here8& /h)8& ho/8
6d/er3ele interogati/e se folosesc Bn Bntre3>ri.
Po@i<ia lor este la Tncep#t, Bnaintea au0iliarului, su3iectului ?i /er3ului principal.
Why is Cind( cr(ing-
Where does she teach-
When did the( send the letter-
2o" do (ou spell (our name-
NotS
49, poate fi folosit cuQ
Ad@ectiveQ
2o" tall is he-
"uch E many2
2o" much milk does she drink-
AdverbeQ
2o" often does Chris go dancing-
omparaPia a!'er-elor
3ormS7 comparati'#l ?i s#perlati'#l ad/er3elor se formea@>Q
2%
1. ad>ugFnd Ker ?i Kest ad/er3elor de o sila3>
2. punFnd, more ?i most Bn fa<a ad/er3elor de dou> sau mai multe sila3e
poCiti' comparati' s#perlati'
fast faster the fastest
slo'l( more slo'l( the most slo'l(
NotS
$arl( 7 earlier 7 the earliest
omparati'e nereg#late
,ell 3etter the 3est
Badl( 'orse the 'orst
Dittle less the least
.uch more the most
;ar fartherPfurther the farthestPfurthest
NotS
3arther L *arthest se refer> numai la distan<>
4e ran farther than planned.
3#rther L *#rthest se folose?te mai mult Bn general.
4e inLuired further into the matter.
UtiliCare7 pentru a construi compara<ii ad/er3iale, folosi<iQ
1. 6: W ad/er3 W 6: Bn propo@i<ii afirmati/e pentru a e0prima egalitatea,
6:P:9 W ad/er3 W 6: Bn propo@i<ii negati/e.
Pam 4ard( ran as fast as she could.
The pupp( doesn+t eat as@so "ell as I hopped.
2. ad/er3ul C9.P686TI= W T46* pentru a e0prima diferen<a.
$ric 'rites (etter than Brian.
3. T4$ W ad/er3 :EP$8D6TI= pentru a e0prima superioritatea Jsau inferioritateaM. T4$ este
adesea omis. :uperlati/ul poate fi urmat de 9; W su3stanti/ P pronume.
4e pla(s tennis JtheM (est of all.
Can skied JtheM fastest Jof all the racersM.
NotS
CFnd acela?i /er3 apare Bn am3ele p>r<i ale propo@i<iei, folosi<i un au0iliar pentru cel de2al doilea /er3.
6stfel e/ita<i repeti<ia.
I don+t think as much as (ou do.
0n'ersi#nea
6numite ad/er3e sau e0presii ad/er3iale pot fi plasate la Bnceput pentru Bnt>rire. :u3iectul ?i /er3ul care
umea@> se in/ersea@>.
2%!
Iat> o list> par<ial> a ad/er3elor ?i e0presiilor ad/er3iale care se pot folosi astfelQ in@under no
circumstances% neither@nor% never% no sooner = then% not only% only (y% only in this "ay% only lately% only
then% little% so% seldom% on no account.
9nl( in this 'a( can you master the language.
9n no account is ;ody to turn on the gas.
:eldom ha/e I met such a fascinating 'oman.
2,erciPii7
AlegePi c#'Unt#l potri'it7
1. Gou are an e0cellent cook. The food tastes Jgood, 'ellM. 2. It 'as a lo/el( da( 'ith 3irds singing and
the sun shining J3right, 3rightl(M and girls 'earing J3right, 3rightl(M2 coloured dresses. 3. I hate taking
medicine. It tastes J3itter, 3itterl(M. 4. I don+t think he is ill. 4is /oice sounds Jmerr(, merril(M. 5. It rains
Jhea/(, hea/il(M. . It is Jnear, nearl(M fi/e o+clock. !. Gou must 'ork Jhard, hardl(M for (our e0ams. ".
4e spoke so JLuick, Luickl(M that 'e could Jhard, hardl(M follo' him. #. ,hen did (ou Jlast, lastl(M see
him- 1%. I am Jdirect, directl(M interested in 'hat (ou think. 11. 4e couldn+t mo/e as he 'as Jdead,
deadl(M tired. 12. 4is e(es hurt him J3ad, 3adl(M. 13. .r 1ones held it Jtight, tightl(M. 14. It 'as si0
o+clock as Jnear, nearl(M as he could guess. 15. Jlast, lastl(M I must account for m( sister+s 3eha/iour.
P#nePi a!'er-ele Tn or!inea corectS7
1. Tim and Beck( had 3een 'andering Jfor man( hours, a3out the ca/eM. 2. 1im 'as to recite his poem
Jthat /er( morning, in the centre of the e0amination hallM. 3. Though I 'as /er( 3us( I snatched a minute
to ans'er his letter J(esterda(, at the officeM. 4. Tom, 4uck and 1oe decided to run a'a( Jat da(3reak,
from homeM. 5. I 'ish I 'ere Jno', o/er thereM. . The( returned Jin the e/ening, to the camp, lateM. !. I
had the pleasure of meeting a fine 'oman of a3out fift( Jthe other da(, in *e' Gork, hereM. ". .(
3rothers and m( hus3and 'ill 3e Jsoon, homeM from the shooting. #. Bathing is /er( good, 'hen the sea is
mostl( calm Jhere, in summerM. 1%. The great fire 3roke out, and aided 3( the east 'ind, 3urnt do'n the
'ooden houses of 'hich a large proportion of the to'n 'as 3uilt Jin 1, in Dondon, in a 3aker+s shop,
in :eptem3erM.
heia e,erciPiilor7
1. )ood. 2. Bright, 3rightl(2coloured 3. Bitter 4. .err( 5. 4ea/il( . *earl( !. 4ard ". Iuickl(, hardl( #.
Dast 1%. Cirectl( 11. Cead 12. Badl( 13. Tight P tightl( 14. *ear 15. Dastl(
1. Tim and Beck( had 3een 'andering a3out the ca/e for man( hours 2. 1im 'as to recite a poem in the
centre of the e0amination hall that /er( morning 3. Though I 'as /er( 3us( at the office (esterda(, I
snatched a minute to ans'er his letter 4. Tom, 4uck and 1oe decided to run a'a( from home at da(3reak
5. I 'ish I 'ere o/er there no' . The( returned to the camp late in the e/ening !. The other da(, here in
*e' Gork, I had the pleasure of meeting a fine 'oman of a3out fift(. ". .( 3rothers and m( hus3and
'ill 3e home soon from the shooting. #. Bathing is /er( good here, in summer, 'hen the sea is mostl(
calm. 1%. The great fire 3roke out in a 3aker+s shop in Dondon in :eptem3er 1 and aided 3( the east
'ind, 3urnt do'n the 'ooden houses of 'hich a large proportion of the to'n 'as 3uilt.
2%"