Unit 8 ­ CONSULTANTS
Coursebook, page 73, exercise READING AND LANGUAGE
In the text, find words or expressions corresponding to the following
definitions:
1.
__________ ________
______ ___________=
easily gained or earned finances (paragraph 1)
2. to __________ _____ = to abandon or finish something (slang) (par 1)
3. _________________ =
position relative to that of others; high standing; prestige
(par 1)
4. _________________ = having or showing great excitement and interest (par 1)
5. to __________ _____ = to produce, yield, or earn (profits or income) (par 2)
6. _________________ = an amount represented in numbers (par 2)
7. ________ ________ =
a project that generates a continuous flow of money; a
business or product that makes a lot of money for someone
(par 2)
8. ________ ________ =
the internal operations of an organization that are not
accessible or visible to the general public (par 2)
9. _________________ =
the ratio of the quantity and quality of units produced to
the labor per unit of time; efficiency (par 2)
10. _________________ =
having or fostering a warm or friendly and informal
atmosphere; marked by friendly intimacy (par 3)
11. _________________ = in an extremely severe or violent way; terribly (par 3)
12. _________________ = having someone as an employee (par 3)
13. _________________ =
a person who has reached high positions or has performed
extraordinarily well (par 3)
14. _________________ = having a great need or desire (par 3)
15. to __________ _____ =
to put forward or recommend (a person or thing) as a good
or suitable example or candidate (par 3)
16. _________________ = intentionally (par 3)
17. to __________ _____ =
to restrain (someone) or refrain from doing something
(par 3)
18. to _______________ = to force (par 4)
19. _________________ = prepared to act in a dishonest or immoral manner (par 4)
20. to _______________ =
to confess or acknowledge (a crime or mistake); to concede
(the truth of something) (par 4)
21. _________________ =
the ability to understand, after something has happened,
what should have been done or what caused the event;
wisdom or knowledge got only after something (usually
bad) has happened (par 4)
22. to _______________ = to damage; to destroy; to ruin (par 4)
23. to __________ _____ = to found; to establish (par 5)
24. to _______________ = to seek or request, esp. formally (par 5)
25. _________________ = below an established or required level (par 5)
26. to _______ ________ = to be under legal or moral obligation; to be limited (par 5)
27.
__________ _______
_________________=
a set of conventional principles and expectations that are
considered binding on any person who is a member of a
particular group (par 5)
28. _________________ = a task; a duty someone has to carry out (par 5)
29. to __________ _____ = to hire; engage (par 5)
30. _________________ = adequate or acceptable (par 6)
31. _________________ = the result or consequence of something (par 6)
32. _________________ =
something considered expensive and enjoyable rather than
a necessity (par 6)
33. _________________ = free for other use; unoccupied (par 6)
34. to ________ _______ = here: to gradually reduce the size or amount (par 6)
35. to __________ _____ = to extract; remove (par 6)
36. _________________ =
more than is needed, desired, or required; not necessary
(par 6)
37. to _______________ = to register formally as a participant or member (par 7)
38. _________________ = difficult, complicated, problematic (par 7)
39. _________________ =
(of machines or methods) complex and using advanced
technology (par 7)
40. to _______________ = to assign officially to a job or position (par 7)
41. _________________ = secured against failures (par 8)
42. _________________ =
a store of information in a form that can be easily handled
by a computer (par 8)
43. _________________ =
the part of a bank's business that involves providing
services to members of the public (par 8)
44. _________________ =
conducted within, coming from, or being within an
organization or group (par 8)
45. ______ __________ =
within the allocated amount of finances; costing not more
than originally expected (par 8)
46. _________________ = plentiful; abundant; having a lot of something (par 9)
47.
to __________ ______
________ _________=
to get started or set in motion (par 9)
48. _________________ = formed or united into a whole; incorporated (par 9)
49.
to __________ ______
________ _________=
a metaphor meaning that something is unused or not
exploited (par 9)
Coursebook, page 74, exercise BUSINESS SKILLS B
Fill in the missing words in their correct form in the speech summary:
The speakers want to focus on some strategies (1) _____________ used among buyers
and (2) _______________ ­ the limited (3) _______________ in negotiating, making
(4) _______________, the importance of a (5) _____________ (6) _____________
and others.
If potential (7) _______________ know you have the power to concede on your own,
they may get (8) _____________. However, if you tell them you have to check something
with your boss and then if you (9) ______________ the (10) ______________, some
(11) ____________ authority will be (12) ____________. You should (13) _________
a good (14) _____________ so that you can continue to (15) _____________ or come
back to them later. You should avoid (16) _____________ negotiations where you keep
going back and (17) _____________. (18) _____________ (19) _____________ will
start with for example a one-per-cent (20) ____________, and then (21) ____________
to large ones. But this makes the buyer feel that that there was more they (22) __________
(23) _____________ (24) _____________.
However, professional (25) _____________ start the other way round. As the process
goes on, the (26) _____________ they (27) _____________ are getting smaller. In the
end, the buyer feels they have got you down to the (28) ___________ (29) __________.
In (30) _____________ negotiations the customer should feel as a winner too.
Then there is the negotiation (31) _____________ (32) _____________. What do
you know about (33) _____________ needs? What is your original (34) ____________
price? What is your (35) _____________ (36) ____________ or (37) ____________
number?
Now, what exactly the term `(38) _____________ (39) _____________' mean? It
refers to the (40) ________________ amount you were (41) ________________. It is
sometimes called (42) ____________ ­ the (43) ____________ (44) ____________
(45) ____________ a (46) ____________ (47) ____________. It represents the
point where (48) _____________ (49) _____________ makes more sense than making
a (50) _____________. The real (51) _____________ of good negotiations is to have
decided (52) ___________ (53) ___________ what you can ask for (54) ___________
(55) _____________ for a price (56) _____________. Buyers, like everyone else,
(57) _____________ not to (58) _____________ anything they get for free or easily.