UNIT 1. The working Day.

UNIT 2. Corporate Culture.

Active Vocabulary

1. department – департамент (в крупной компании); отдел (в средней и

мелкой компании)
2. to be responsible (for sth) – отвечать, нести ответственность (за что-
либо): e.g. The company’s Finance Director is responsible for money
planning. / responsibility (for sth) – ответственность (за что-либо): e.g.
Don’t worry about booking the tickets – it’s Beverley’s responsibility.
3. to meet deadlines – уложиться в срок, сделать вовремя: e.g. The problem
with Ken is that he is incapable of meeting deadlines.
4. to hold a meeting – проводить собрание, заседание: e.g. Production
meetings are held every month.
5. to aim to do sth – ставить целью сделать что-либо: e.g. The company
aims to develop new products at competitive prices.
6. to rely on (sb/sth) – полагаться на (кого-либо/что-либо): e.g. I rely on you
to do it.
7. to take phone calls – отвечать на телефонные звонки
8. to book a ticket / a flight, etc. – заказать (забронировать) билет, билет на
самолет и т.п.

Exercises

Exercise 1. Match the company posts with their Russian equivalents:

1. Managing Director a. начальник департамента (отдела) НИОКР

2. Assistant Managing Director
3. Sales Director
4. Finance Director
(научно-исследовательские и опытно-
конструкторские разработки)
b. финансовый директор/начальник
финансового департамента (отдела)
c. генеральный/исполнительный директор
d. коммерческий директор/директор по
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 продажам /начальник отдела сбыта
5. Marketing Director e. бухгалтер
6. Research and Development f. начальник отдела кадров/менеджер по
Manager работе с персоналом
7. Human Resources Manager g. директор по маркетингу/начальник
департамента (отдела) маркетинга
8. Production manager h. начальник производственного
отдела/технолог
9. Accountant i. заместитель генерального директора
Exercise 2. Match the company departments with their Russian equivalents:

1. Sales Department a. департамент (отдел) технической

2. Technical Support Department
3. Personnel Department
4. Accounts Department
5. Quality Control Department
6. Marketing Department
7. Production Department
8. Research and Development
Department
поддержки
b. департамент (отдел) технического
контроля (ОТК)/отдел контроля качества
продукции
c. департамент производства/
производственный отдел
d. отдел кадров
e. департамент (отдел) маркетинга
f. бухгалтерия
g. департамент (отдел) исследований и
разработок/НИОКР
h. департамент (отдел) продаж/отдел сбыта

Exercise 3. Translate into English.

1. Максим Зимин работает в отделе кадров. Он – начальник отдела. Он

отвечает за подбор сотрудников для компании. 2. Анна Голубева –
помощник начальника отдела сбыта, да? Что входит в её служебные
обязанности? – Она проверяет электронную почту, отвечает на письма,
принимает посетителей, отвечает на телефонные звонки, бронирует
билеты на самолет, помогает проводить совещания и т.п. Её начальник
полностью полагается на неё. 3. Отдел технической поддержки ставит
целью разработать новую компьютерную программу к октябрю. Самое
сложное – выдержать сроки.

Exercise 4. a) Open the brackets and write the verbs in the appropriate forms.
Many articles and books _________________ (1 – to write) in recent years
about culture in organizations, usually referred to as “Corporate Culture.” Every
organization ________________ (2 – to have) its own unique culture or value set.

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The culture of the organization ______________________ (3 – typically/to base)
on the values of the top management or the founders of an organization. Hewlett-
Packard is a company that, for a long time, _______________ (4 – to be)
conscious of its culture and __________________ (5 – to work) hard to maintain it
over the years. Hewlett-Packard's corporate culture _________________________
_________________ (6 – to develop and maintain) through extensive training of
managers and employees. HP ______________ (7 – to owe) its growth and
success in large part to its culture.
It all _______________ (8 – to start) with hiring. Today many successful
companies _____________________ (9 – to look for) a particular type of person,
regardless of which job category it is. They __________________ (10 – to look
for) attitudes that are positive, who ________________ (11 – to have) a good
sense of humor , who are interested in performing as a team and ______________
(12 – to take) joy in team results instead of individual accomplishments.
Companies _____________________ (13 – to encourage) employees to be more
responsible and act and think like owners.
b) Write 5 questions to the text (general, alternative, disjunctive, special, a
question to the subject).

UNIT 3: Company history

Active Vocabulary

1. background – 1. образование и опыт, происхождение: e.g. Emily has a

background in child psychology. Ann doesn’t know anything about her new
boyfriend’s background. 2. задний план: e.g. The mountains form a
background to this photograph of the family. She has a lot of power but
prefers to remain in the background.
2. to run a company (business, etc.) – руководить компанией (бизнесом и
т.п.): e.g. The Emersons run a small hotel.
3. to found (founded, founded) sth (a business, a company, a university, etc.)
– основать (что-либо): e.g. Who was the company founded by? / (syn.) to
set up sth – создать, организовать, основать (что-либо): e.g. The council
set up a committee to look into unemployment. / (syn.) to launch sth (a
business, a product, a campaign, etc.) – запустить, начать (производство,
бизнес и т.п.): e.g. We are planning to launch a company to make electronic
toys. They held a special party to launch a new book.
4. to inherit sth – унаследовать что-либо: e.g. Linda inherited the business
from her grandfather.
5. to take over sth (duties, command, a post, a business, etc.) – 1. принять
полномочия, вступить в должность: e.g. When will Mr. Major be ready to
take over? 2. встать во главе дела (после кого-то), взять на себя
полномочия: e.g. Henry took over the management of the firm after his
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 uncle’s retirement. 3. захватить, получить контроль над: e.g. Larger
companies are taking over smaller firms by buying their shares.
6. patner – партнер (один из совладельцев бизнеса): e.g. Peter, who works
for Higgins and Briggs, hopes to become partner next year when Mr. Briggs
retires. / partnership – партнёрство: e.g. Their partnership has proved to be
successful. / to go into partnership – стать партнерами: e.g. The two
businessmen went into partnership ten years ago.
7. to ex'pand – расширяться: e.g. The territory of the British Empire greatly
expanded in the 19th century. / expansion – расширение, экспансия: e.g.
Expansion means enlarging the scale of a company. 
8. to win (won, won [wAn]) a prize, an award [R'wO:d] – выиграть
(получить) приз, награду: e.g. Who won first prize in the contest? [NOTE
the absence of the article!]

Exercises

Exercise 1. Match each word or phrase with the correct definition:

1. to inherit a. to begin an activity (an organized course of action)

in order to get a particular result
2. partner b. to increase in size, number, volume, degree; to
grow larger
3. to advertise c. a person’s family, cultural knowledge, education,
experience
4. to expand d. to operate or be in charge of a business
5. background e. to receive property, rank, title from a relation by
legal descent or succession
6. to launch a campaign f. a person associated with others in business of
which he/she shares risks and profits
7. to take over a company g. to establish and start the development of a firm
8. to run a business h. to succeed to management or ownership of a
company
9. to found a firm i. to inform or make generally known

Exercise 2. a) Open the brackets and write the verbs in the appropriate forms.
Nokia Corporation _______ (1 – to be) a Finnish multinational communications
and information technology corporation. Nokia’s history ______________ (2 – to
start) in 1865 when mining engineer Fredrik Idestam ______________ (3 – to
found) a groundwood pulp factory in southwestern Finland to manufacture
paper. In 1868, Idestam _____________ (4 – to build) a second factory near the
town of Nokia, fifteen kilometres west of Tampere. In 1871, Idestam, with the help
of his close friend Leo Mechelin, ______________________________ (5 – to
rename and transform) his firm into a share company, founding the Nokia
Company, the name it is still known by today. Idestam's retirement from the
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management of the company in 1896 ________________ (6 – to allow) Mechelin
to take over presidency of the company. In the 20th century, Nokia
__________________ (7 – to expand) into new fields. Today Nokia’s principal
products _____________ (8 – to be) mobile telephones and portable IT devices.
The company _____________ (9 – to be) the world's largest vendor of mobile
phones from 1998 to 2012. However, over the past five years it
__________________ (10 – to suffer) declining market share because of the
growing use of smartphones. As a result, its share price ________________ (11 –
to fall) from a high of US$40 in 2007 to under US$3 in 2012. Since February
2011, Nokia _______________ (12 – to have) a strategic partnership with
Microsoft, as part of which all Nokia smartphones _____________________ (13 –
to incorporate) Microsoft’s Windows Phone operating system in the near future.
b) Write 5 questions to the text.
Exercise 3. Translate into English.
Знаменитая компания «Кока-Кола» была основана Джоном Пембертоном и
Фрэнком Робинсоном. Опыт работы и образование позволили им создать
новый напиток, который принёс им главную награду – успех в бизнесе.
Доктор Пембертон и Робинсон стали партнерами в 1886 году и руководили
компанией два года. В 1888 году, после смерти Пембертона, его партнер
продал бизнес, и компанию возглавил Аса Кандлер (Asa Candler). Во время
Второй мировой войны «Кока-Кола» развернула кампанию по продаже
напитка (продавая напиток – the drink) американским солдатам всего по пять
центов за бутылку. Со времени своего основания «Кока-Кола» невероятно
расширилась и превратилась в один из символов Америки. Оригинальный
рецепт (recipe), который компания унаследовала от своих основателей,
является коммерческой тайной.

UNIT 4: The Internet.

UNIT 5: Describing equipment

Shapes

triangular square oblong round (circular)

Glossary

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1. hyphen [haIfRn] дефис
2. underscore нижнее подчеркивание
3. @ / at «собака»
4. dot точка
5. memory stick карта памяти
6. switch выключатель
7. cable шнур, кабель
8. to charge a battery зарядить батарейку (аккумулятор)
9. to change the toner поменять картридж (с тонером)
10. the paper keeps jamming бумагу заедает

UNIT 7: Distribution and delivery

Telephoning
Glossary
1. to ring (rang, rung) up sb (по)звонить кому-либо
syn. to (tele)phone (Brit.), to call (Amer.)
2. to ring off (Brit.), to call off (Amer.) / дать отбой, положить трубку
syn. to hang up
3. to ring back перезвонить
4. to cut off прервать разговор, разъединить
5. to hold on не вешать трубку
6. to get through дозвониться
7. to put sb through to sb соединить кого-либо с кем-либо
8. the line is busy линия занята

UNIT 8: Advertising and marketing

Active Vocabulary

1. to 'advertise sth – рекламировать (что-либо); поместить объявление о

чем-либо (в прессе): e.g. The company has announced a contest only to
advertise a new product. Our neighbour has advertised his house in the
“Daily News”. / ad'vertisement – реклама, объявление (в прессе): e.g. The
company spends a lot of money on advertisement. / (syn. – Amer.)
commercial – радио/телереклама: e.g. She made her first appearance in a
dog food commercial. / pop-up ad(vertisement) – «всплывающая»
реклама / word of mouth – (неформальная) устная реклама (сообщения
из уст в уста, «сарафанное радио»): e.g. Most of our customers hear about
us by word of mouth
2. customer – потребитель, покупатель: e.g. The new sugar-free drinks were
produced in response to customer demand. / to serve a customer – обслу-
живать покупателя / customer service – 1. работа с клиентами,
обслуживание покупателей, клиентское обслуживание; 2.
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 (подразделение компании) служба поддержки клиентов; отдел обслужи-
вания клиентов; отдел работы с клиентами
3. flight – 1. полет: e.g. The flight from Heathrow to New York took about
five hours. 2. рейс: e.g. Flight BA 447 to Geneva is now boarding. / local
flight – местный рейс; domestic flight – внутренний рейс; international
flight – международный рейс
4. airline – авиакомпания: e.g. / low cost airline – низкобюджетная
авиакомпания / air route – авиалиния
5. to cause [kO:z] sth – послужить, быть причиной чего-либо: e.g. What
caused the accident? / cause (of sth) – причина (чего-либо) [то, что
вызвало, спровоцировало какое-то последствие]: e.g. Ice on the road was
the cause of the accident. / cause and e'ffect – причина и следствие: e.g. /
(syn.) reason (for sth) – причина [то, что является объяснением или
уважительной причиной чего-то]: e.g. They say the new product will be a
success, and I see no reason to doubt it.
logo – логотип: e.g. The star in the three corners on the Mercedes-Benz
6. logo represents their dominance on land, sea and air.
slogan ['slRugRn] – 1. лозунг: e.g. “Black is beautiful” was the slogan of a
7. cultural movement begun by African Americans in the 1960s. 2. рекламный
слоган: e.g. A good slogan, for example “maximeyes”, is difficult to
translate into another language.
to be targeted ['slRugRn] at (sb/sth) – предназначаться кому-либо, быть
8. нацеленным на кого-либо (о товарах, услугах ): e.g. Television
advertising targeted at children. / target market – целевой рынок (сбыта),
потенциальный круг покупателей (сегменты рынка, на которых фирма
сосредоточивает свои основные усилия)
Exercises

Exercise 1. Match each word or phrase with the correct definition:

1. customer a. a method for giving information

2. airline b. what produces an effect
3. to advertise c. a fact, event or statement that provides an
explanation or excuse for something
4. marketing d. an advertisement on television or radio
5. word of mouth e. the amount of something you want to sell
6. medium f. the ways in which a company encourages people
to buy its products by deciding on price, type of
customer and advertising policy
7. cause g. communication that consists of comments made
by people in an informal way
8. commercial h. to inform or make generally known
9. reason i. a person or organization who buys goods or
services from a shop, business, etc.

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10. sales target j. a company that operates aircraft for public service

Exercise 2. a) Fill in the gaps with the words and phrases from the box.
desire per capita created
luxury an advertising department customers
exciting corporate giants per cent
leading markets sell

Selling dreams
Ferrari, Italy’s maker of sports and racing cars, got its high profile among the
world’s (1) ______________________ practically without the help of (2)
_________________________. The company (3) ___________________ a
marketing department as recently as 1993. “Just parking our (4)
_________________ automobiles is enough to draw crowds,” writes Gian Luigi
Longinotti-Buitoni, the author of the book Selling Dreams. (5)
__________________ are now spending more money on products they (6)
__________________ rather than on products they simply need. All companies
must therefore create and (7)________________ ‘dreams’. Longinotti-Buitoni
gives some interesting statistics about (8) ________________ for luxury goods
worldwide: Switzerland is the largest market (9) ____________________ for the
car maker’s products; on the other hand, Ferrari sells only 2.7 (10)
________________ of its cars to women; Rolex and the highest number of (11)
____________________ watches are sold in Italy, while Japan has been
consistently the (12) ______________ market in the world for leather goods from
Gucci, Ferragamo, Hermès and Louis Vuitton.
b) Write 5 questions to the text.
3. Translate into English.
1. Логотип компании «Кока-Кола» предложил Фрэнк Робинсон, который с
самого начала считал, что две буквы «С» будут хорошо смотреться в
рекламе. 2. Для того чтобы повысить качество обслуживания клиентов,
компания провела исследование целевого рынка. 3. Телевизионная реклама
приносит компаниям огромную прибыль (profit). 4. Устная реклама часто
бывает более эффективной, чем объявление в газете. 5. Для того, чтобы
решить эту проблему, необходимо понять причину и следствие его поступков
(действий). 6. Авиакомпания «Скайлайф» объявила на прошлой неделе, что
они собираются развивать новые авиамаршруты в Юго-восточной Азии. 7.
Как это ни странно, низкобюджетные рейсы весьма прибыльны, поскольку
билеты всегда пользуются спросом (to be in demand). 8. Миссис Лоу не может
подойти к телефону – она обслуживает покупателя.

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Case study

Exercise 4. Study the following advertisements and explain why they failed.

A.

B.

UNIT 13: Developing contacts

Active Vocabulary

1. business – дело, бизнес: 1. to run a business – руководить делом, вести

бизнес: e.g. Steve’s parents run a small family business. 2. to be in business
– быть в бизнесе, заниматься бизнесом: e.g. Mr. Lee has been in the pearl
business for over twenty years. 3. to go into business – заняться бизнесом:
e.g. The two sisters went into business in the 1990s. / business associate
[R'sRuSIRt], business colleague ['kOli:g] – коллега по бизнесу; business
partner – деловой партнер
2. to work for (a company) / to be with (a company) – работать в/на
(компанию, фирму): e.g. Laura has been with Marque Development for
three years. How long have you worked for British Petroleum?
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3. to be based (in) – располагаться, находиться (в): Waratah clothing
company is based in Sydney.
4. trade fair – торговая ярмарка: e.g. They got acquainted at a trade fair in
Austria.
5. training event – тренинг, тренинговое мероприятие
6. ethos ['i:YOs] – этос; характер, дух, нравственная установка: e.g. The
company made environmental awareness part of its business ethos.
7. mailshot – рекламная рассылка: e.g. Mailshots can be “warm”, meaning
that they are more specialized, or “cold”, like ads of local shops that arrive in
mail-boxes once a week.
8. motto ['mOtRu] (pl. mottoes)– девиз, лозунг: e.g. Never give up! That’s my
motto.
9. to wind [waInd] up (wound, wound [waund]) – 1. завершить, закончить,
закруглиться: e.g. I’d like to wind up the meeting soon. 2. (Brit.) закрыть,
завершить бизнес: e.g. The firm was later wound up with debts of
£104,000.
10. week in week out (day in day out, etc.) – неделя за неделей (день за днем
и т.п.), всегда, постоянно: e.g. I don’t know how you can stand doing the
same thing day in day out.
11. to re'fer sb to sb/sth – направить кого-либо к кому-либо (на
консультацию, для получения профессионального совета и т.п.): e.g.
George referred me to his last employer for a recommendation. / referral
[rR'fR:rRl] – 1. направление на работу, к врачу; рекомендация получить
консультацию: e.g. My doctor gave me a referral to an eye specialist. 2.
покупатель/заказчик/клиент/партнер, привлеченный по партнерской
ссылке в рамках партнерской программы; реферал: e.g. It is very
important to thank your referral sources if you want them to keep sending
referrals to you. 3. направленное лицо, пациент: e.g. The patient is a
referral from Dr. Bones.
12. in'solvency – неплатежеспособность, несостоятельность, банкротство:
e.g. Usually used to refer to a business, insolvency refers to the inability of a
company to pay off its debts. / in'solvent – неплатежеспособный,
несостоятельный: e.g. A company which is insolvent may be put into
liquidation (sometimes referred to as winding-up). 

Exercises

Exercise 1. Answer the questions. (Business Network International)

Exercise 2. Match each word or phrase with the correct definition:

1. to clap a. production, commerce and trade in flowers

2. mailshots b. to applaud
3. trade fair c. a reward for victory or for having won a contest
4. referral d. the inability of a company to pay off its debts.
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5. business card e. advertising material sent by post, often to a
a large group of people at one time
6. prize draw f. a measure of trading activity during the
previous year
7. floristry business g. a small card identifying a person in connection
with his/her business, given to a client,
potential customer, etc.
8. turnover h. a recommendation to consult the (professional)
person or group to whom one has been referred
9. insolvency i. a (regular) trade event at which a large number
of manufacturers from a particular industry
present their products

Presentation PPresenting a business

Exercise 3. Give a one-minute speech to introduce your company. Suggested
small businesses: a pets hotel, an Internet shop, a chain of private kindergartens,
dog-breeding, private tutoring, baby-sitting service, bakery: home-made pies,
“Lunch to the Office”.
Exercise 4. a) Fill in the gaps with the words and phrases from the box.
business networking motto marketing method contact methods
get to meet do business gaining new business to get to know
sales opportunities referral business opportunities business capacity
networking referrals business relationships contacts

What Is Business Networking?

Networking is simply ‘word of mouth’ (1) ___________, used to build new
contacts, with the goal of gaining new business. It provides the opportunity to meet
people face to face, which is far more enjoyable than the horrors of cold calling.
Networking is NOT selling, it is about building good (2)
__________________. It provides you with the opportunity to meet new contacts,
(3) ______________, like and trust them, with a view to (4) _________________.
Remember though, new business might not just come from the people you (5)
____________, but from who they know too.
The concept of networking has gone on in every day life for centuries, both
in a personal and (6) _______________. How many times have you recommended
a good restaurant, film or book? That is (7) ______________, our events just apply
this to business and our (8) _________ of 'let's (9) ________________ with a
smile' cannot describe our events any better.

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 Business networking is an effective low-cost (10) ___________________
for developing (11) ___________________ and contacts, based on (12)
___________ and introductions – either face-to-face at meetings and gatherings, or
by other (13) _________________ such as phone, email, and increasingly social
and business networking websites.
A business network of (14) ______________ is both a route to market for
you, and a marketing method. In addition, (15) ________________________
brings with it the added advantage of recommendation and personal introduction,
which are always very helpful for developing (16) ________________________.
b) Make a list of collocations with the word business.
c) Write 5 questions to the text.
Exercise 5. Translate into English.
1. Господин Смит представил своим друзьям коллегу по бизнесу, который
прилетел из США. 2. Он руководил этим бизнесом 10 лет назад. Сейчас
компанией руководит его сын. 3. В Японии есть тенденция всю жизнь
работать в одной и той же компании. 4. Филиал этой компании находится
в Лондоне. 5. Вы сможете ознакомиться с товарами нашей компании на
торговой ярмарке на стенде 21. 6. Этот тренинг оказался очень полезным
для сотрудников нашей компании. 7. Рекламная рассылка была только
частью большой рекламной кампании этой фирмы. 8. У вашей компании есть
девиз? 9. Если вы не выплатите долги в ближайшем будущем, компанию
объявят неплатежеспособной, и вам придется закрыть её. 10. В этом
ресторане всегда одно и то же меню. Давай пойдем в кафе рядом, хорошо?
11. Как правило, рефералами становятся Интернет-пользователи, ищущие
работу и желающие работать. Обычно они приносят больше всего дохода.
12. Мне кажется, что в этой компании принято работать по 12 часов в день
(существует такая установка).

UNIT 14: Cultural issues

Active Vocabulary

1. to be aware [R'wER] of sth – осознавать, понимать что-либо, быть в

курсе событий / awareness [R'wERnRs] – знание, осознание чего-либо:
e.g. Cultural awareness is the ability to understand the culture of the people
you are meeting and hence the ability to behave appropriately.
2. to be similar (to) – быть схожим (с): e.g. Although the two devices are
similar in appearance, they have two basic differences.
3. body language – язык телодвижений: e.g. Body language includes body
movement, body position and facial expressions, as well as dress.
12
4. eye 'contact – зрительный контакт: e.g. direct eye contact, 'minimal eye
contact: e.g. American culture encourages eye contact while the Japanese
consider direct eye contact disrespectful.
5. to wrap [rWp] sth – завернуть, упаковать; to unwrap [An'rWp] sth –
развернуть что-либо, развернуть упаковку: e.g. We’ve just finished
wrapping up Nelly’s birthday present.
6. funeral ['fju:nRrRl] – похороны: e.g. a funeral service, a funeral procession
7. small talk – «светская» беседа: e.g. Small talk is an essential part of
socializing for business people.
8. time-keeping – пунктуальность: e.g. Germans are very particular about
time-keeping, they are considered to be very punctual.

Exercises

Exercise 1. Answer the questions: (Marketing in China)

Exercise 2. Answer the questions: (Doing business in Finland)

Exercise 3. Translate into English:

В 2003 г. один из крупных международных банков разместил в аэропорту
Хитроу рекламу, в которой демонстрировалось знание кросскультурных
особенностей. На плакатах были размещены (to be) цифры, жесты, цвета и
символы, которые в разных странах имеют разное значение. Например,
красный цвет во всем западном мире означает опасность, а в Китае удачу;
белый цвет в Европе – цвет чистоты (purity), а на Востоке – цвет смерти. В
некоторых восточных культурах цифра 4 ассоциируется со смертью, а цифра
8 – с успехом и удачей. О подобных вещах должен знать каждый человек,
поддерживающий деловые контакты с представителями разных культур.
Хотя многие жесты могут быть схожими, существуют различия в языке
телодвижений, в том, как люди приветствуют друг друга, как дарят подарки
и какие подарки выбирают. Есть разница даже в том, как упаковывают и
разворачивают подарки. Например, в России часто дарят хризантемы, как
женщинам, так и мужчинам. А вот во Франции и Италии белые хризантемы
приносят на похороны или на кладбище (cemetery) в День Всех Святых (All
Saints' Day). Во время переговоров или неформальной беседы не следует
смотреть настойчиво в глаза бизнесменам из Японии – они обидятся (to be
hurt). Такое же чувство будет испытывать русский, разговаривая с японцем –
он даже может подумать, что японец невежлив, потому что избегает прямого
зрительного контакта. Дело в том, что представители японской культуры
предпочитают минимальный зрительный контакт. В разных деловых
культурах существует разное отношение к пунктуальности – например,
британцы считают невежливым опаздывать, в то время как мексиканцы,
например, не считают это дурным тоном (дурными манерами).
Exercise 4. Match the words with their definitions:
13
 Non-Verbal Communication

1. body language a. proxemics [prRk'si:mIks]

2. touch b. oculistics [LOkju'lIstIks]
3. body distance c. kinesics [kI'ni:sIks]
4. eye contact d. haptics ['hWptIks]

Cross-cultural commentary

 The same gesture can mean different things to people from

different cultures.
Sometimes foreigners use the “two-fingered salute” without knowing it is
offensive to the natives, for example when ordering two beers in a noisy pub,
or in the case of the United States president George Bush, who, while touring
Australia in 1992, attempted to give a “peace sign” to a group of farmers and
instead gave the insulting V sign.
 Volume of Voice
In Canada and Japan, people generally do not raise their voices in normal
conversation. However, in Latin America, Italy and some other countries you
may frequently hear people talking loudly – what in one culture sounds like a
hysterical argument, in another would be considered to be the norm for a
reasonable discussion.
 Even the way people dress for business differs widely across
cultures.
A businessman from continental Europe, wearing a sports jacket and tie,
arrived for a meeting in London with his British colleague wearing a suit and
was greeted with the words, ‘Did the airline lose your luggage?’

Exercise 5. a) Look at the pictures and say what each of the gestures means to
you.
1) A. B. 2) 3) A. B. 4)

b) Try to guess what the same gestures mean to people from other countries.

Picture 1  victory, peace the UK, the USA,

A (palm facing outwards)  a rude gesture Canada, Germany,
14
B (palm facing inwards)  two Australia, New
Zealand
Picture 2  everything is fine the UK, the USA,
 a rude gesture Russia, Nigeria,
Australia
Picture 3  come here the UK, the USA,
A (palm up)  good bye Russia, Greece, Italy
B (palm down)
Picture 4  everything is fine the UK, the USA,
 money Russia, Japan, France,
 I’ll kill you Tunisia, Brazil
 zero
 a rude gesture

Case study

Exercise 6. Study the following critical incidents and explain what caused a
problem.

1. An Englishman working in Germany complains that people stare at him in the

underground train: “They stare at me straight in the face as if I’ve come from
another planet.”

2. A US manager describes problems with his Japanese staff: “I asked them how
the project was going on and it turned out that not much had been done. I was
suspicious when they didn’t even look me in the eye.”

3. Juan, an Argentinian student is taking a course in Business English and often

stays behind after classes to ask the British lecturer, Jim Ford, some questions.
When Juan approaches, Mr. Ford looks uneasy and moves away. Juan wonders if
Mr. Ford dislikes him, if he is asking too many questions or whether students are
not supposed to ask questions after class.

4. A European manager working in the USA was pleased to find that his secretary
was very efficient. After she had completed yet another piece of work long before
the deadline, he went up to her, tapped her on the shoulder, and said: “Lucy, thanks
again. It really is such a help you are here.” Her response was to complain to the
manager’s boss.

5. A group of German professors were meeting for a seminar. A paper was

presented, after which there was a heated discussion. An American guest professor
had the impression that the professors didn’t like each other at all. She was

15
surprised to see them leave the room after the seminar all in a good mood, wishing
each other a good weekend.

6. A Swedish businessman in Saudi Arabia has a very tight schedule and can’t
afford to waste any time. His becomes nervous as he has to wait for ages for an
appointment with his Saudi partner. Meetings never start on time, and when they
do, they are often interrupted by people coming in to get papers signed.

Exercise 7. Answer the questions.

Cross-cultural commentary

 Mr ['mIstR] – господин, мистер: 1. употребляется перед фамилией или

полным именем мужчины при разговоре с ним или о нем): e.g. Mr Hopkins;
Mr David Hopkins. 2. употребляется перед названием должности мужчины:
e.g. Mr Prime Minister, I have a question about the economy.
 Mrs ['mIsIz] – госпожа, миссис: употребляется перед фамилией или
полным именем замужней женщины: e.g. Mrs. Adams, Mrs. Grace Talbot.
 Miss [mIs] – госпожа, мисс: 1. употребляется перед фамилией или полным
именем незамужней женщины: e.g. Miss Stevens; Miss Jane Smith. 2.
употребляется перед фамилией или полным именем замужней женщины,
сохранившей девичью фамилию: e.g. Let me introduce you to Mr and Mrs
Johnson. Mrs Johnson is an actress better known as Liz Greggs.
 Ms [mIz/mez] – госпожа: употребляется перед фамилией или полным
именем женщины (независимо от её семейного положения) при разговоре с
ней или о ней: e.g. Ms Gloria Johnson; Can I help you, Ms Jones?
 В американском варианте английского языка после слов Mr/Mrs/Ms
ставится точка; в британском варианте точка не ставится.

Exercise 8. Read the following text and put each of the examples from the box
below (A-F) in the correct gap (1-6).

Job Titles

Knowing exactly what a job title means in another country is very important. This
is not just to do with the difficulties of translating it into another language. The
problem also exists between countries where people speak the same language. (1F)

Even in the same country, the significance of a job title can be different from
industry to industry. (2__) Job titles also come with their own expected ways of
behaving which can be different in different countries. (3__) In the same way, titles
in Latin America come automatically with certain social privileges. (4 __) In some
16
countries, job titles and academic qualifications are given a great deal of
importance. (5 __) In Asian countries too, professional titles are very important
and are often used both inside and outside the workplace. (6 __)

Examples: D. In some US companies, there is a

A. In Italy, for example, titles like
avvocato and dottore are often used to
indicate a person’s qualifications and
status. Likewise, in German, if you have
a Ph.D or doctorate, you may be
addressed as Herr Doktor or Frau
Doktor, which may or not be followed
by your surname.
B. In some US areas of business, an
employee can only become vice-
president after working for many years
in an organization, whereas in banking,
all graduates start out as vice-president.
They report to a senior vice-president,
who reports to an executive vice-
president, etc.
C. For example, it is quite common for
a Japanese worker to refer to his
manager as Manager, instead of using
the person’s name.
dress-down culture, which means that
even the chief executive can come to
work in casual clothes. This would
never happen in Latin America, for
example, where a vice-president is
expected to behave and dress in a way
which is suitable for his/her job title.
E. In that part of the world, a senior
executive tends to assume that certain
perks come with the job, such as a
chauffeur or membership of certain
exclusive clubs. This is different from
the USA where such perks often have to
be negotiated.
F. For example, the equivalent of the
UK title Managing Director in the US is
often Vice-President, but people
frequently think that vice-president
sounds like a higher position.

UNIT 16: Entertaining clients

Exercise 1. Answer the questions.

Cross-cultural commentary

 If you do take your host out insist upon paying. The Japanese will refuse but
insist. They will prefer that you choose a Western-style restaurant when
entertain them.

 The word overseas is typically British reflecting the insular (островной)

mentality of Britons. But it would be absurd to speak about Austria’s or
Mongolia’s overseas trade.

Exercise 2. Describe the most typical Russian/Ukranian and other national

dishes. Let the students from different cultures describe theirs.

17
Role-play:
Treating foreign clients to national food

Exercise 3. Work in pairs and each take one of the roles.

Student 1
You are a junior manager of MGIMO-
University Publishers taking a business
partner out for lunch. Ask you guest
what kind of food he/she would like to
eat. Study the menu and offer some
local or national dishes. Explain what
each dish is like and how it is made.
Recommend a particular dish and
explain why you recommend it. Help
the guest to choose the drinks and the
dessert. Insist on paying the bill.
Student 2
You are a representative of Cambridge
University Press (originally from India).
Explain that you have never been to
Russia before and would like to eat
something local, substantial but not very
heavy. Choose the dishes from the menu
asking the host what this or that dish is
made of and how it is cooked. Thank the
host.

Exercise 4. Discuss in pairs what kind of food and drinks should not be offered to the people from
certain cultures? What could be offered instead? Add whatever you consider appropriate.

People Prohibited dishes Permitted dishes

1. Mr. Radj Chandra, Delhi a. “Four Seasons” grilled
Fruit juice, tea,
vegetables cake
2. Mrs. Karimzadeh, Teheran b. Roast beef with spinach
Lamb cutlet fried in
oil
3. Ms. Golda Levin, Tel Aviv c. Fruit in red wine “Flower Bouquet”
fruit plate with pink
gerberas and red
roses
4. Mr. Adel al Ibrahim, Riyadh d. “Flower Bouquet” fruit “The Seasons”
plate with pink gerberas and grilled vegetables
white chrysanthemums
5. Miss Chou Lee, Beijing e. Pork and onion pie Mutton kebab
6. Mrs. Maria Valetta, Milan f. Lamb cutlet fried in butter Chicken with curry

Additional text
Thank You Letters

On the face of it, thanking somebody is such a simple, straightforward thing

to do. It really shouldn’t be hard, but when it actually comes to saying it, or worse
still, writing a few sentences of thanks, for a lot of people it can suddenly seem a
bit of a daunting prospect – not least because we all want to make sure that we get
it just right.

18
 The first thing to make sure you get right is the tone of the letter, so ask
yourself what is your relationship with the person you are thanking? Is this a
thank-you to Granny for looking after your goldfish or a note of gratitude to a high
ranking professional who has performed some service for you? No one wants to
feel they’re getting a ‘one-size-fits-all, delete where not applicable’ type of a thank
you letter, so make yours personal and specific. Share some of yourself with the
recipient – for instance, you might explain why what they gave you, or did for you,
was especially important to you, and how you will benefit from it.

Don’t say: “Thank you for the gift. It was very nice.” – it sounds like you
can’t remember what you were given, and frankly you don’t care. Do say: “Thank
you so much for the …, it’s exactly what I wanted and it is going to be so useful
when I start my course in September.”

The best kinds of thank you letters acknowledge the personal aspect of what
was done, and how much it was appreciated – and if you’ve ever been lucky
enough to receive one yourself, you’ll know that these are the letters that are never
forgotten.

The golden rule to remember is that no matter how they are sent, thank you
letters often end up being shown around by their proud recipients, or put in pride of
place on notice-boards where they may be seen by large numbers of people, so it’s
worth taking a little extra trouble to get everything right.

 Here are several useful hints for writing thank you letters:

 Don't include fewer than three sentences in any note.

 Don't use pre-printed or fill-in-the-blank thank you cards. That's scarcely better
than not sending a note at all.
 Don't talk about yourself. This is about the gift, not your life.
 When writing a farewell note to your company, don't write anything negative,
even as a joke.
 When thanking someone for money, don't name the amount. Say "Thank you
for the generous gift." (Exception: Situations such as charitable donations
where the exact amount is needed for business purposes.)
 Don't print out thank you notes on your computer. Handwrite them whenever
possible. (Exception: Email is becoming more acceptable for job interviews due
to their speed, and email is also ok for more casual thank-yous.)
 Instead of  I appreciate the…, try

I'm thankful for the… I'm obliged for the… I value the…
I'm grateful for the… I really enjoy the…
 Instead of Thank you for..., try:
19
I want to express my gratitude for [the gift] I truly appreciate [the gift]
I want to express my appreciation [for the gift] I want to acknowledge your
generosity
 Instead of saying you had a nice time, you could say:
We really enjoyed ourselves It's always fun to see you
We always look forward to spending time with you We had such fun with you
 Instead of saying the baby gift is cute, say it's:
darling adorable precious charming
 Instead of saying the gift is pretty, use:
elegant tasteful gorgeous
useful exquisite charming
 Instead of saying the food was delicious, use:
tasty flawless divine
scrumptious fabulous

Exercise 4. Study a sample letter (Thank you for dinner).

Dear Mrs. and Mr. Jones,

We are still talking about the wonderful evening we had with you! It was so
thoughtful and generous of you to invite us to dinner in our own town. Dinner was
absolutely delicious and we so enjoyed getting to know you.
We're very excited about the wedding; Heather and Ralph make an outstanding
couple. We look forward to having Ralph as our son-in-law and to many fine years
ahead.
Thank you again for your hospitality.
Warm Regards,
Helen and Jim Green.

Additional text (optional)

Cutting Costs

If you’re like most small business owners, you have to cut unnecessary
spending wherever you can. And although there are many areas where you can cut
back, entertaining your clients and business associates simply isn’t one of them. So
how can you save money without sacrificing your client base? The key is to find
creative ways to show your associates a good time without breaking the bank. Here
are some innovative methods small business owners are using:
20
1. Save money on business meals by taking all business meetings at lunch.
Clients are less likely to order alcohol during the afternoon and you won’t have to
spend as much time away from other work responsibilities. If you must schedule
dinner meetings, negotiate a set discount with a local restaurant in exchange for
conducting all your business there.
2. Conduct a personal tour of your city for out-of-town clients. This is basically
a free (except for the price of gas) activity that can serve as entertainment and
education for clients who may be unfamiliar with the area and the impact your
business has on the community.
3. Get to know your clients to make your entertainment choices count. Spend
money only on activities that you are sure they are interested in and will enjoy.
Although golf has become a standard entertainment activity in the business world,
your client may abhor the sport. Inquire ahead of time to maximize your
investment.
4. Instead of paying for that luxury box or season courtside seats at the local
sporting arena, buy tickets on online auctions for only the most discerning
clientele. Certain sites offer significantly reduced prime seats for a number of
sporting and other events. If you already have a season pass or box, you can also
consider selling unused tickets or renting the box when you don’t need it.
5.  Entertain in groups. If you’re going to rent a yacht or close down an art
gallery to entertain a client, why not combine the activity with a dozen or so
potential or existing clients at once? Bring your best employees to the event to
close deals and maximize your investment. Always have enough staff in
attendance to ensure that you are paying your clients individual attention. Set up a
private lounge area away from the party to discuss business details so that no client
feels lost in the crowd. If you do this biannually, you can save money on dozens of
individual outings throughout the year.

UNIT 20: Starting up

Active Vocabulary

1. to start up – продвигать новую компанию «с нуля», «раскручивать»

новую компанию / start-up (startup) – компания с короткой историей
операционной деятельности, «стартап»
2. to chill – охлаждать, замораживать(в холодильнике) продукты, напитки:
e.g. Chill the dessert in the fridge for about two hours.
3. to crush – давить, дробить, мять: e.g. The front of the car was completely
crushed in the accident.
4. to squeeze – 1. сжимать, сдавливать; 2. выжимать, выдавливать: e.g.
freshly squeezed orange juice.

21
5. to pre'serve – 1. сохранять, оберегать, хранить; 2. заготавливать впрок /
pre'servative – средство для консервирования: e.g. The drink contains no
artificial flavourings or preservatives.
6. 'cabinet – 1. застекленный шкафчик, «горка»: e.g. a medical cabinet, a
display cabinet; 2. кухонный шкафчик
7. pastry ['peIstrI] (собир.) – кондитерские изделия (пирожные, торты,
печенье и т.п.)
8. authentic [O'YentIk] – настоящий, подлинный, аутентичный: e.g.
authentic signature – подлинная подпись
9. entrepreneur [LOntrRprR'nR:] – предприниматель, владелец
предприятия: e.g. Entrepreneurs are catalysts for economic change. 
10. 'software – программное обеспечение; data warehouse software –
программное обеспечение для хранилища данных
11. 'merger – слияние (компаний): e.g. The merger will create the biggest
television company in the country.
12. a pump – насос / to pump (money) into – вкладывать («вкачивать»)
деньги в... : e.g. She wants to pump money into her local football team.
13. to se'cure a loan – предоставить обеспечение по ссуде
14. to store (data) – хранить (данные): e.g. The design can be stored on a flash
card. / storage (of data) – хранилище (данных)
15. venture – рискованное, смелое предприятие / venture capital –
венчурный капитал, «рисковый капитал» (капитал, вложенный в
рискованное коммерческое предприятие, например, в новое
предприятие, в разработку и организацию производства нового
продукта или в ценные бумаги со значительными колебаниями курса)
16. to raise money – собирать, добывать деньги: e.g. We need your help to
raise money for urgent medical research.

Exercises

Exercise 1. Match each word or phrase with the correct definition:

1. merger a. real, not false or copied
2. to preserve b. the programs used by computers for doing
particular jobs
3. entrepreneur c. money invested in a new business that may or
may not be successful
4. to crush d. a chemical substance used for preventing food
from decaying
5. authentic e. to collect money for a particular purpose
6. squeeze f. to keep food fresh for a very long time, for
example by adding salt or chemicals
7. software g. to hit or press something so hard that you
damage it severely or destroy it
8. cabinet h. small cakes, tarts and other sweet baked
22
 products
9. to secure a loan i. to invest a lot of money in something
10. venture capital j. (food or drink) made cold in order to make it
more pleasant or to keep it fresh
11. pastries k. to save information in electronic form
12. to raise money l. to press something such as a liquid out of
something
13. chilled m. the process of combining two companies or
organizations to form a bigger one
14. to pump into n. someone who uses money to start businesses
and make business deals
15. to store (data) o. a piece of furniture with doors and shelves or
drawers that is used for storing things or showing
attractive objects
16. preservative p. to agree to give someone, who has lent you
money, property or goods if you cannot pay the
money back.

Exercise 2. a) Fill in the gaps with the words and phrases from the box.
technology oriented a merger share ownership
entrepreneur referred motivated
rate profitable investors
profit to earn a living team building
a startup huge returns associated
venture shareholders not to expand

1. Startup companies can come in all forms, but the phrase “startup company” is
often ________________ (1) with high growth, ________________________ (2)
companies. Startup companies, particularly those associated with new technology,
sometimes produce ____________________ (3) to their creators and
_________________ (4) – a recent example of such was Google, whose creators
are now billionaires through their ______________________ (5). However, the
failure ________________ (6) of startup companies is very high. A company may
cease to be _________________ (7) as it passes various milestones, such as
becoming ________________ (8), or ceasing to exist as an independent company
as a result of a merger or acquisition. 
2. Management skill and strong ____________________ (10) abilities are essential
leadership qualities of a successful __________________ (11). Many
entrepreneurs may be primarily ___________________ (12) by the intention to
make their business profitable in order to sell to ________________ (13). But a
lifestyle entrepreneur places passion before ______________ (14) when launching
a business in order to combine personal interests and talent with the ability
____________________ (15). A lifestyle entrepreneur may combine a hobby with
23
a profession or they may specifically decide ____________________ (16) their
business in order to remain in control of their ________________ (17). Younger
lifestyle entrepreneurs, typically those between 25 and 40 years old, are sometimes
________________ (18) to as Treps.
b) Write 5 questions to the text.
Exercise 3. Translate into English.
1. Существует несколько причин, по которым люди становятся
предпринимателями: одни хотят избежать дискриминации на рабочем месте,
другие предпочитают сами себе хозяевами. 2. Часто идеи для успешных
стартапов возникали случайно. К примеру, Стив Возняк (Steve Wozniak),
работая на Хьюлетт-Паккард (Hewlett-Packard), хотел создавать компьютеры,
но работодатель не давал ему возможности реализовывать свои идеи. В
результате его сотрудничества со школьным товарищем Стивом Джобсом
появилась компания Apple Computer. 3. Цифровые (digital) данные можно
хранить на CD/DVD диске или флэш-карте. 4. Термин «программное
обеспечение» впервые появился в 1958 году, хотя теория программного
обеспечения была впервые предложена Аланом Тюрингом на 23 года
раньше. 5. Некоторые экономисты считают, что слияния и поглощения
(acquisitions) «убивают» честную конкуренцию. 6. Венчурный капитал, как
правило, ассоциируется с инновационными компаниями. 7. Чтобы собрать
деньги для развития нового проекта, братьям пришлось продать машину, дом
и мебель, в том числе – настоящую австрийскую «горку» XIX века. 8. Для
приготовления необычного блюда надо взять свежевыжатый апельсиновый
сок, добавить размятые абрикосы (apricots), перемешать и охладить десерт
в холодильнике. К сожалению, этот десерт нельзя заготавливать впрок. 9. В
последние годы правительство вложило много денег в развитие
информационных технологий. 10. Многие банки выдают кредит только в том
случае, если клиент может предоставить обеспечение по ссуде.

UNIT 21: Job applications

Active Vocabulary

1. CV = cu'rriculum vitae ['vi:taI] (Brit.E.) / résumé ['resju:LmeI] (Am.E.) –

резюме, рабочая биография: e.g. Your CV should be clear, complete, and
up-to-date with current employment and educational information.
2. to a'pply for sth – подать заявление о чем-либо: e.g. Karen has applied for
the post of personal assistant to the director of the company. / appli'cation –
заявление, заявка: e.g. His application for membership of the club was
rejected. / 'applicant – заявитель; кандидат на пост (подавший заявку),
абитуриент: e.g. Applicants for this job must have a university degree in
management.
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3. 'reference – рекомендация: e.g. Linda has every chance to get the job
because she has excellent references. / referee [LrefR'ri:] (Brit.E.) /
reference (Am.E.) – тот, кто дает рекомендацию: e.g. Mr. Jackson will be
interviewed a second time because his referees could not be contacted.
4. to list – перечислять: e.g. The results are listed in the table on page 31. / a
list – список: e.g. This is a list of students who are willing to work as
volunteers at the Olympic Games. / a shortlist – список кандидатов; to put
(sb) on the shortlist / to be shortlisted – включить / быть включённым в
список кандидатов: e.g. The candidate from Sacramento was put on the
shortlist because the references were excellent.
5. to recruit [rR'kru:t] – набирать штат: e.g. The company won’t be recruiting
again until next year. / recruitment – набор новых сотрудников: e.g. As a
result of the recruitment campaign the company got several promising
engineers.
6. vacancy ['veIkRnsI] – вакантная должность (syn. vacant position): e.g.
There are always plenty of vacancies for bar staff. / position – должность:
e.g. There are three candidates for the position of Sales manager. / post –
ответственная должность, работа: e.g. The Prime Minister appointed her to
the post of ambassador.
7. 'interview (sb) – 1. собеседование (при приёме на работу): e.g. I’ve got an
interview for a job as an interpreter. 2. интервью (журналистское): e.g. This
is her first interview since becoming an Olympic champion. / to interview –
1. провести собеседование (при приёме на работу): e.g. We recently
interviewed three candidates for this position. 2. взять интервью (у кого-
либо): e.g. He was interviewed on the radio yesterday.

Exercises

1. a) Fill in the gaps with the words and phrases from the box.

includes applying research

a team worker on average an interview
a list employment history apply
responsibilities contact information list
backgrounds position work experience
job title a recruitment agency the qualities

1. A CV includes a summary of your educational and academic (1)

________________ as well as teaching and (2) _________________ experience,
publications, presentations, awards, honors and other details. A curriculum vitae
should include your name, (3) _________________________, education, skills
and experience. In addition to the basics, a CV (4) _______________ research and
teaching experience, publications, grants, awards and other information relevant to

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the position you are (5) _______________ for. Start by making (6) ____________
of all your background information, then organize it into categories.
2. Your CV will look far more attractive if you can convince the employers that
you have (7) ________________ they require. Your CV could be your ticket to (8)
________________. (9) ________________ an employer spends two minutes
reading a CV, so avoid long detailed paragraphs. Make your CV clear showing all
the important facts about your skills, (10) ________________________ and
education. You should target your CV at every specific job you (11)
____________ for. However you should send a more general CV to (12)
_______________________ which can be sent to a variety of employers.
3. Write about your (13) ______________________ starting with your current or
most recent job first, then go backwards through your career. State the company
name, (14) ________________ and the period you worked there. Begin by listing
your duties and (15) __________________. Be specific and detail only what is
relevant to the new (16) ______________ (up to 5 or 6 duties). (17) _________
specific achievements such as finishing a job/project ahead of schedule, or learning
a new skill. If you are a graduate, you should list some work experience: this can
show that you have worked for a company and can be (18) __________________.
b) Write 5 questions to the text.

2. Translate into English.

Сегодня многие работодатели получают тысячи резюме прямо в день
публикации вакансии. Поэтому очень важно, чтобы Ваше резюме отличалось
от остальных. Работодатель обычно не затрачивает много времени на
прочтение Вашего заявления и резюме, поэтому лучше начинать с самого
важного, а затем писать то, что менее важно.
В первую очередь необходимо указать ФИО, адрес, телефон, дату
рождения. Для некоторых должностей следует указать семейное положение
(marital status) и национальность, например, если Вы подаете заявление о
приёме на работу в международную компанию, где требуется знание языка,
являющегося для Вас родным, или если должность требует частых
переездов.
Образование – одна из самых важных частей резюме. Указывайте все
обязанности и задачи, которые Вы выполняли на всех работах, особенно если
они имеют отношение к той должности (to be relevant to), на которую Вы
претендуете. В разделе «Профессиональные навыки» Вы можете указать те
практические навыки, которые могут пригодиться в работе, например:
наличие водительского удостоверения, знание иностранных языков, а также
компьютерная грамотность.

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 Рекомендуется указать (перечислить) в резюме имена нескольких
человек, готовых дать Вам рекомендации, например, одну – от Вашего
преподавателя из университета, другую – с прежней работы. Всегда
указывайте полное имя и должность того, кто готов дать рекомендацию.

UNIT 22: Recruitment

Active Vocabulary

1. to impress (sb) – произвести впечатление (на кого-либо): e.g. Experience

I voluntary work will always impress a potential employer. / impression –
впечатление; to make/create an impression on sb – произвести
впечатление (на кого-либо): e.g. As a serious candidate, you want to make
a good impression on everyone you meet. / impressive – впечатляющий:
e.g. The list of their achievements is pretty impressive.
2. to resign [rI'zaIn] – уволиться (по собственному желанию); уйти в
отставку: e.g. He was forced to resign as Finance Minister. / resignation
[LrRzIg'neISn] – увольнение (по собственному желанию); отставка: e.g.
The scandal resulted in Mr. Lawson’s resignation.
3. to dis'miss (sb) – уволить (кого-либо): e.g. Ms. Jackson was dismissed
from her job for gross misconduct. // (syn.) to fire (sb): e.g. She was fired for
refusing to comply with safety regulations. / to sack (sb), to give (sb) the
sack: e.g. Hundreds of workers are to be sacked at the factory. / to make (sb)
redundant – уволить (кого-либо) в связи с сокращением штата,
«сократить»: e.g.
5. academic qualifications – диплом о высшем образовании; ученая
степень: e.g. Employers often judge applicants by their academic
qualifications.
4. 'relevant – важный; имеющий значение, отношение в определенной
ситуации; релевантный: e.g. Ignore that comment. It’s not relevant. /
i'rrelevant – не имеющий значения, отношения к чему-либо;
нерелевантный: e.g. The original date of the translation is irrelevant to its
value as a historical source.
5. human resources department (HR) – отдел кадров: e.g. The Director of
Human Resources (Department) at Michigan Technological University is
Anita Quinn.
6. to 'highlight – выделить, отметить особо: e.g. The case highlights the need
for adequate controls on such experiments.
7. 'arrogant – высокомерный, надменный, заносчивый: e.g. How arrogant of
her to say that! / arrogance (неисч.) – высокомерие, надменность,
заносчивость: e.g. We were shocked by the arrogance of his comments.
8. recruitment company/agency – кадровое агентство

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 Exercises
1. Match each word or phrase with the correct definition:

1. to dismiss a. an insulting way of thinking or behaving that

comes from believing that you are better,
smarter, or more important than other people
2. impressive b. to focus attention on sth, to call attention to sth
3. to resign c. the department that deals with finding new
employees, keeping records of employees, etc.
4. to highlight sth d. to remove from a job, especially when a person
has done something wrong
5. arrogance e. admired for being good, large or for showing
great skill
6. relevant f. no longer employed because there is not
enough work
7. academic qualifications g. important and directly connected to what is
being discussed or considered
8. HR department h. a college/university diploma or a degree
(bachelor's, master's or doctorate)
9. redundant i. to leave a job because you want to
2. a) Complete the sentences matching the beginnings of phrases with the suggested endings.

1. If you are aware of this, you can a. also shows interest and encourages
use body language them to continue.
2. If you sit with your arms folded or b. such as fiddling with your hair.
your legs crossed,
3. When you first meet the interviewer c. to make a positive first impression.
4. Interviewers usually make a d. are signs that you are not telling
decision about the whole truth.
5. Nodding slowly when people are e. is extremely important in an
talking to you interviewing situation.
6. The interviewer will decide f. you will appear defensive.
7. Touching your mouth or biting your g. make eye contact and smile, avoid
lip, however, looking down or away.
8. You should make an effort to h. that you are an annoying person.
control any nervous habits you may
have,
9. Research shows that body language i. will make interviewers question
your honesty.
10. Using either of these signs when j. whether they are going to consider
you are asked why you want to hiring a candidate within the first
change jobs three minutes of an interview.
b) Put the sentences in the logical order and write their numbers in the boxes below.
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 I II III IV V VI VII VII IX X
9

3. a) Fill in the gaps with the words and phrases from the box.
human resource department to raise money interview
to reduce costs recruitment personnel job description
work requirements qualifications team
referrals short-listing graduate recruitment
vacancy network recruitment company
encouraged duties recruiters

Julia Robertson, CEO of Impellam Group, is running the London Marathon this
weekend (1) __________________ for Trinity Hospice in Clapham. Her goal is to
reach £50,000. 2. The main goal of our (2) ________________________ is to
choose for your company the employee who best meets your (3) work
requirements and is able to integrate into the (4) _____________ successfully. 3.
The recruitment and selection is the major function of the (5) _________________
_______________. A general recruitment process is as follows: identifying
vacancy (posts to be filled, number of persons, (6) _____________ to be
performed, (7) ___________________ required); preparing (8)
________________________ and person specification; advertising the (9)
________________; managing the response; (10) ___________________;
arranging interviews; conducting (11) ____________________ and decision
making. 4. Under pressure (12) _____________________, both large- and
medium-sized employers tend to undertake their own in-house recruitment, using
their human resource department and (13) _______________________ personnel.
In-house (14) ________________ may advertise job vacancies on their own
websites, coordinate internal employee (15) ________________, work with
external associations, trade groups and/or focus on campus (16)
__________________________. Often employees are (17) __________________
to source new staff from within their own (18) ________________.
b). Write 5 questions to the text.
4. Translate into English.
В современном мире соискателю становится всё труднее найти
интересующую его работу. Сотни компаний и кадровых агентств ежедневно
публикуют тысячи новых вакансий. Соискателю необходимо знать, как
правильно составить резюме: какая информация является важной в данной
ситуации, как правильно рассказать о себе на собеседовании, т.е. как
произвести благоприятное (favourable) впечатление на представителя
(manager) отдела кадров. Если у соискателя есть диплом университета
и/или ученая степень, это даёт ему больше шансов на получение (искомой)
работы. Рекомендуется особо отметить опыт добровольной работы где-
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либо. 2. Почему Уилл уволился? Разве ему не нравилась его работа? – А он не
уволился, его уволили. Он часто опаздывал на работу, к тому же он был очень
заносчив и отказывался работать в команде. Боюсь, что он не получит
рекомендацию.

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