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Part B
Text 1
Welcoming Visitors
Kenneth: Hello, my name is Kenneth Johnson. I have an appointment with Mr. Andrew Song.
Laura: Oh hello, Mr. Johnson, I'm Laura Lee. We've spoken on the phone a couple of times. Nice to meet you.
Kenneth: It's nice to be here.
Laura: Oh -- let me take your coat.
Kenneth: Thanks.
Laura: Let me get you a drink, Mr. Johnson.
Kenneth: Yes, I'd like a tea, if possible, thanks.
Laura: Sure. With milk, or lemon?
Kenneth: With lemon, please-and sugar. Two spoons.
Laura: Right.
(Laura brings tea to Mr. Johnson.)
Laura: Did you have a good trip?
Kenneth: Absolutely no problems.
Laura: That's good. You flew, didn't you?
Kenneth: Yes, that's right, and then I took a taxi down here from the airport.
Laura: Oh, that's good. Kunming can be a little wet at this time of the year...you'll have to come back in summer.
Kenneth: Oh, I'd like that. I always like coming to China. Well, Miss Lee, can I send a fax from here? It's rather urgent.
Laura: Yes, of course. Shall I show you to the machine or shall I take it?
Kenneth: Oh, it would be better if you could take it -- here's the number.
Laura: Fine. Would you like a newspaper to read -- or The Economist?
Kenneth: No, it's okay -- I can prepare some work while I'm waiting.
Laura: Right, I'll get this off for you.
Kenneth: Thanks. Oh -- one other thing, I need to send some flowers to my wife. Today is the fifth anniversary of our marriage. I think some flowers from your beautiful city would be rather appropriate, don't you?
Laura: Er, perhaps! Right, I'll get you a number of a florist. Maybe you have a special message you'd like to send with the flowers?
Kenneth: Yes, I'll think of one.
Laura: Oh, here's Mr. Song. Andrew, this is Mr. Johnson, he's just arrived.
Andrew: Hello, Mr. Johnson. Pleased to meet you and welcome here.
Kenneth: Thanks.
Andrew: Now shall we go inside and let me explain the program to you?
Kenneth: Sure.
Andrew: I think we've sent you an outline for the day -- if you agree, we could start with a video which explains some of our services and then we could have a look at a few reports on campaigns.
Kenneth: That'll be good.
Questions:
1. Where are the speakers?
2. What is the probable relationship between Andrew Song and Laura Lee?
3. What is the purpose of Mr. Johnson's visit to Kunming?
Text 2
At a Business Meeting
Chairman: Okay, I think we should start now. It's ten o'clock.
Voices: Okay / right / yeah.
Chairman: Well, we're here today to look at some of the reasons for the decline in profits which has affected this subsidiary. You've all seen the agenda. I'd like to ask if anyone has any comments on it before we start?
Voices: No / it's fine / no.
Chairman: Right, well, can I ask Sam Canning, Chief Sales Executive, to open up with his remarks?
Sam: Thank you, Bernard. Well, I think we have to face up to several realities and what I have to say is in three parts and will take about twenty minutes.
Chairman: Er, Sam... we don't have much time-- it's really your main points we're most interested in.
Jane: Yes, can I ask one thing, Mr. Chairman? Isn't this a global problem in our market?
Chairman: Sorry, Jane, I can't allow us to consider that question just yet. We'll look at the global question later. Sam, sorry, please carry on.
Sam: Well, the three points I want to make can be made in three sentences. First, sales are down, but only by 5% more than for the group as a whole. Secondly, our budget for sales has been kept static -- it hasn't increased -- not even with inflation so we're trying to do better than last year on less money. Thirdly --
Jane: That's not exactly true...
Chairman: Jane, please. Let Sam finish.
Sam: Thirdly, the products are getting old -- we need a new generation.
Chairman: So let me summarize that. You say that sales are down but not by so much, that you've had less money to promote sales and that the products are old? Is that right?
Sam: In a nutshell.
Chairman: Does anyone have anything to add to that?
Jane: Well, on the question of funding I have to disagree...
Questions:
1. What is the purpose of the meeting?
2. How many people are there at the meeting who spoke?
3. What is the global problem mentioned at the meeting?
4. What can be inferred from the discussion at the meeting?
Part C
Making a Business Decision
Alex: Well, first of all, I'll talk about the technical features of the two systems, just in terms of their capabilities...
George: No details, Alex. Please.
Alex: No, in fact it couldn't be easier ... the two systems are practically identical.
George: So?
Alex: There's no real difference between them -- not in terms of use or of performance.
George: Mary, any thoughts?
Mary: No, I agree, technically they are almost the same.
Alex: So the next consideration is price. A is certainly more expensive. All A products are quite a lot dearer; we're talking about 10 to 15%.
George: And what do you think about that?
Alex: Price isn't everything.
George: Hmm...
Alex: A has a technical lead in research and a growing market share.
Mary: But a smaller share right now.
Alex: Yes, but I'm fairly sure A looks a stronger company in the long term.
George: So, what about B, then?
Mary: Well, a larger market share, a lot cheaper, we know that, but if our market analysis is right, this will change.
George: But to summarize, you think that A will do better, er... has more potential to survive future commercial pressures?
Alex: I'm sure the company has an excellent future, good design, and good marketing strategy.
Mary: Yes, absolutely. Everything we found out leads us to the same conclusion, even though the price is higher, the name less well known, we're confident that A is a better solution.
George: Alex?
Alex: That's right, we have to look ahead.
George: OK. We'll place our investment in A products then.
Statements:
1. People at the meeting are discussing the technical features of their products.
2. "A" products are 10 to 15% more expensive than "B" products.
3. Right now "A" company has a larger market share, but "B" looks a stronger company in the long term.
4. "A" products are less well known than "B" products, but "A" has a technical lead in research.
5. "A" company has an excellent future, good design, and good marketing strategy.
6. A decision was made at the end of the meeting that they would invest in "A" products.
Part D
Preparing for a Negotiation
I think first of all one needs to be prepared. I mean to know what you want from a negotiation, what your aims and objectives are. Without clear aims, you can't have clear thinking, so aims are vital. What do you want? A contract? A firm agreement? Or just to find out a few things?
Then, you have to know what's the minimum deal. Decide what is the lowest offer you can accept for a deal.
Then you have to know where you can give way, or make concessions. So fixing concessions and targets is important. Without that you end up agreeing to something and later you think "Oh no, that's a bad deal!" Or you miss out on what seemed a bad deal at the time but was in fact okay, not bad anyway.
Another area is to know your strengths and your weaknesses. This is as important as being aware of the opportunities and threats -- or dangers -- that exist outside, from competitors for example. So, know the market, know your strengths, and know about prices and other possibilities. If you do this, you can see the negotiation in its proper context. Then you need to prepare all supporting information. Figures, numbers, pictures, whatever. It could be anything, but the most important thing is that you can support what you say. It helps you to be clear.
Next, the team has to be well prepared, well managed. If it's a team you have, everyone needs a clear role, clear responsibilities.
Finally, your opening remarks. Prepare what to say. Begin in general terms what you hope to achieve -- the general intention, what you're looking for. The opening statement sets up the right atmosphere, the right expectations, it helps things to be clear between the two sides.
Questions:
1. What does the speaker mean by "be prepared" at the beginning of the talk?
2. What does the speaker say about the minimum deal?
3. According to the speaker, how can figures, numbers and pictures be used in negotiations?
4. Which of the following is not mentioned as necessary in the preparations for a negotiation?
5. What can be inferred about the speaker?
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