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Section 1: Language knowledge (40 marks)
Fill in each blank in the passage below with ONE suitable word.
There are three types of a business negotiation. Firstly, a business negotiation is similar to a (1) ……………
between friends arranging a social engagement. Two parties have a shared (2) …………… to work together in a
way which is mutually beneficial. Proposals and counter proposals (3) …………… discussed until agreement is
reached. Both sides hope (4) …………… repeat business. This is an agreement-based negotiation, sometimes
referred (5) …………… as a win-win negotiation.
Two other types of negotiation are less founded (6) …………… mutual benefit, but on gaining the best deal
possible for your side. In the first type, both teams negotiate to independent advantage. This means that each team
thinks only about (7) …………… own interests. In this type, a seller typically seeks to sell a (8) …………… but is
less concerned about repeat business.
A third type is the negotiation to resolve (9) …………… , for example in a contractual dispute. Here, it is possible
that each party regards the other as an (10) …………… and seeks to win the argument. This is a win-lose negotiation. 1 A. discussing B. discussion C. discussed D. discuss 2 A. cause B. effect C. objective D. plan 3 A. are B. is C. was D. were 4 A. on B. for C. in D. over 5 A. with B. to C. from D. into 6 A. on B. for C. in D. about 7 A. their B. his C. its D. her 8 A. goods B. label C. brand D. product 9 A. fighting B. conflicts C. solutions D. questions 10 A. enemy B. partners C. opponent D. stakeholder
II. Choose the best answer
11. If you give us a 10% discount, we …………… our order today. A. place B. will place C. would place D. placed
12. If everyone contributed 20% of their salaries to charity, there …………… no poverty. A. is B. will be C. would be D. were
13. If we …………… an assistant, we wouldn’t fall behind schedule. A. employ B. will employ C. employed D. had employed
14. We’ll give you a 10% discount, provided that you …………… within 30 days. A. pay B. will pay C. paid D. would pay
15. The Board …………… happy as long as our share price remained high. A. will be B. is C. would be D. was
16. Many people working abroad have difficulty adapting …………… new cultures. A. to B. with C. in D. at
17. Our supplier have no objection …………… allowing us a discount. A. on B. in C. of D. to
18. Which of the following adjectives goes with the prefix in-? A. emotional B. consistent C. responsive D. patient
19. Which of the following adjectives does NOT go with the prefix un-? A. cooperative B. sympathetic C. critical D. polite
20. Everybody in Alphaland is very …………… when they wear suits and ties at work. A. informal B. formal C. cooperative D. critical
21. A date of time by which you have to do something or complete something is …………… . A. deadline B. due course C. last time D. initial tine
22. If you have tried to solve a problem without success for a long time, but at last you find a way, you make a …………… . A. break-up B. breakthrough C. breakdown D. break-out
23. …………… he generally explains his ideas clearly, I sometimes find it hard to follow him. A. Although B. Because C. If D. When
24. They increased their competitiveness …………… their market share would increase. A. even if B. so that C. because D. despite EOU Test.M2.U.11.PreInter 1 lOMoARcPSD|453 155 97
25. They are going to be sharing this office, …………… they’d better learn to get on together. A. For B. since C. in order to D. so
26. We hope the discussions with our creditors will have a …………… outcome. A. satisfy B. satisfaction C. satisfactory D. satisfied
27. The unions have threatened to take industrial …………… . A. act B. active C. action D. actively
28. We are …………… obliged to provide adequate s security for the shipment. A. contractual B. contraction C. contractive D. contractually
29. The people gathered to …………… the government's new tax increase. A. protest B. detest C. demonstrate D. riot
30. You’d be …………… at how many people pay $5 for a T-shirt without realizing it’s counterfeit. A. amaze B. amazing C. amazed D. to amaze
31. The drink's …………… formula has been patented in 120 countries. A. special B. especial C. specially D. especially
32. …………… power failure, change the batteries once in six months. A. Having avoided B. Avoiding C. To avoid D. Avoid
33. Customers have expressed satisfaction …………… this product, which has lead to an increase in the employees motivation. A. to B. with C. from D. of
34. You should modernize your IT systems for greater …………… . A. efficient B. efficiency C. efficacious D. efficiently
35. One of the less obvious types of dispute is taking …………… for other people’s work or ideas. A. responsibility B. award C. credit D. control
36. Our company gives a limited warranty …………… damage from cargo handling. A. to B. against C. with D. from
37. These lights offer a cheap and effective method …………… the quality of your residence. A. improving B. to improve C. improvement D. for improvement
38. I’ve done really well in the last two years. I’ve …………… my target by almost 40%. A. passed B. exceeded C. gone over D. missed
39. His self-confidence, values …………… sense of responsibility enabled him to achieve success. A. or B. and C. also D. but
40. We had problems attracting top-class executives to …………… management positions. A. complete B. fill C. fulfil D. make
Section 2: Language use (60 marks)
I. Read the following passage and answer the questions that follow Article A
Negotiations are demanding and may become emotional. You may find your Russian negotiator banging his or her
fist on the table or leaving the room. Accept such tactics with patience and calmness. They are designed to make it
difficult for you to concentrate.
Russian negotiating teams are often made up of experienced managers whose style can be like a game of chess,
with moves planned in advance. Wanting to make compromises may be seen as a sign of weakness.
Distinguish between your behavior inside and outside the negotiations. Impatience, toughness and emotion during
the negotiations should be met with calmness, patience and consistency. Outside the negotiating process you can
show affection and personal sympathy. Article B
As well as being formal, negotiations are direct. German managers speak their mind. They place great weight on
the clarity of the subject matter and get to the point quickly.
Excessive enthusiasm or compliments are rare in German business. You should give a thorough and detailed
presentation, with an emphasis on objective information, such as your company's history, rather than on clever visuals or marketing tricks.
Prepare thoroughly before the negotiation and be sure to make your position clear during the opening stage of the EOU Test.M2.U.11.PreInter 2 lOMoARcPSD|453 155 97
talks, as well as during their exploratory phases. Avoid interrupting, unless you have an urgent question about the presentation. Article C
Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and
smiling. There is liberal use of a sense of humor that is more direct than it is in the UK. Informality is the rule.
Business partners do not use their academic titles on their business cards. Sandwiches and drinks in plastic or
boxes are served during conferences.
This pleasant attitude continues in the negotiation itself. US negotiators usually attach little importance to status,
title, formalities and protocol. They communicate in an informal and direct manner on a first-name basis. Their manner is relaxed and casual.
The attitude 'time is money' has more influence on business communication in the US than it does anywhere else.
Developing a personal relationship with the business partner is not as important as getting results. Article D
At the start of the negotiations you might want to decide whether you need interpreters. You should have
documentation available in Spanish. Business cards should carry details in Spanish and English.
During the negotiations your counterparts may interrupt each other, or even you. It is quite common in Spain for
this to happen in the middle of a sentence. For several people to talk at the same time is accepted in Latin cultures,
but is considered rather unusual in Northern Europe.
The discussion is likely to be lively. In negotiations, Spanish business people rely on quick thinking and
spontaneous ideas rather than careful preparation. It may appear that everybody is trying to put his or her point
across at once. That can make negotiations in Spain intense and lengthy, but also enjoyably creative.
From the Financial Times Choose the best answer
1. In which country do negotiators show strong emotions? A. Russia B. Germany C. The US D. Spain
2. Which of the following statements is NOT true about a US negotiation?
A. Negotiators focus on results rather than developing relationships.
B. It is usual for the atmosphere to be relaxed and friendly.
C. Negotiators like to talk about business immediately.
D. You should start a negotiation with general conversation.
3. In a negotiation with German managers, …………
A. you should not give the other side too much as they will not respect you.
B. you should plan your tactics carefully.
C. you should think of ideas during a negotiation rather than before it starts.
D. you should not stop someone while they are talking. Answer the question.
4. What don’t you like about negotiations in Spain?
What does each of the following underlined words / phrases refer to?
5. … during the opening stage of the talks, as well as during their exploratory phases. (Article B)
6. They communicate in an informal and direct manner on a first-name basis. (Article C)
Which words in the passage mean the following?
7. the methods you use to get what you want …………….
8. the way things are done on official occasions …………
Fill in each blank with ONE suitable word from the passage. Put it in its correct form or tense.
9. The sales manager phoned her ……………. in another company to renew the exclusive distribution contract.
10. An agreement was reached after lengthy ……………… II. Writing
You ordered a copy machine on Friday, March 16, 20XX. It arrived a day early with some damage. From the notes
below, write a letter of complaint to the store manager. Dear Sir or Madam EOU Test.M2.U.11.PreInter 3 lOMoARcPSD|453 155 97
I am writing ……………………………………………………………………………………… .
I appreciate your …………………………………………………………………………………
…………………………………………………………………………………………………….. .
I trust you will ……………………………………………………………………………. .
I look forward ……………………………………… . Yours ……………… (Name) Notes: + paragraph 1: opening
+ paragraph 2: mentioning: appreciation for early delivery & the reason of complaint: damage to the front door
(the machine works, but the door doesn't close) enclosing a Polaroid photo of the door
+ paragraph 3: the demand: replacing the door as soon as possible
+ paragraph 4: closing the letter III. Listening
PART ONE: Listen to the conversations twice and choose the appropriate answer to each question
Conversation1: Questions 1 – 2 1. What is broken? A. The air conditioner C. The telephone B. The photocopier D. The light
2. When will the repairperson arrive? A. At noon B. Next week C. Right away D. This afternoon
Conversation2: Questions 3 – 5
3. Why can’t the man meet with the woman this week?
A. He has to meet with another person. C. He’ll be away on a trip.
B. He needs to rest this week.
D. His office won’t be open.
4. What does the woman want to discuss? A. Conference plans B. A letter C. Money D. A class
5. What time will the woman be at the man’s office? A. 9:00 B. 10:00 C. 11:00 D. 1:00
PART TWO: Listen to a talk twice and complete the notes.
Silicon Software Solutions – unveiling newest (6) .................... .................... software
+ program: allowing customers to (7) .................... their .................... advertising spending automatically
+ user-friendly interface: designed to be easy to learn for new buyers & providing some more
(8) .................... .................... requested by long-term clients
+ free trial offer available exclusively to (9) .................... ....................
+ showing entrance tickets to representatives at our (10) .................... .................... THE END EOU Test.M2.U.11.PreInter 4 lOMoARcPSD|453 155 97
KEYS – EOU TEST – M2 – Unit 11 Section 1 (40 marks) I. (10 marks) 1. discussion 2. objective 3. are 4. for 5. to 6. on 7. its 8. product 9. conflicts 10. opponent II. (30 marks) 11. B 12. C 13. C 14. A 15. C 16. A 17. D 18. B 19. D 20. B 21. A 22. B 23. A 24. B 25. D 26. C 27. C 28. D 29. A 30. C 31. A 32. C 33. B 34. B 35. C 36. B 37. B 38. B 39. B 40. B Section 2 (60 marks) I. (20 marks) lOMoARcPSD|453 155 97 1. A 6. US negotiators 2. C 7. tactics 3. D 8. protocol
4. They are intense and lengthy. 9. counterpart 5. (of) German managers 10. negotiations II. Writing (20 marks) Dear Sir or Madam
I am writing in connection with the copy machine I ordered last Friday, March 16, 20XX.
I appreciate your willingness to deliver our new copy machine a day early. Unfortunately, it arrived
with some damage to the front door. The machine works, but the door doesn't close all the way. I
have enclosed a Polaroid photo of the door so that you can see the problem.
I trust you will send someone to replace the door as soon as possible.
I look forward to receiving a prompt reply. Yours faithfully (Name) III. Listening Part 1 Part 2 1. B 6. marketing management 2. A 7. track ... online 3. C 8. advanced features 4. A 9. conference attendees 5. C 10. exhibition stand lOMoARcPSD|453 155 97 SCRIPT - UNIT 11 PART 1
1. Woman: I’m so tired of this old photocopier. Did you realize it’s broken again?
Man: I’m going to report this right away. I have to get these copies made.
Woman: I already called the company. A repair person will be here at noon.
Man: Great. Well, I guess I’ll read my e-mail while I’m waiting.
2. Woman: We have to discuss the conference plans soon. Can we meet this week?
Man: Sorry, I’ll be away on a business trip for the rest of this week.
Woman: How about next Monday then? I’ll see you in your office at 11.
Man: Monday’s fine, but let’s make it at one. I have a morning class. PART 2
We’re very proud here at Silicon Software Solutions to unveil our newest marketing management
software. This program allows our customers to track their online advertising spending automatically.
With a user-friendly interface, it’s designed to be quick and easy to learn for new buyers while also
providing some of the more advanced features requested by our long-term clients. We hope you take
advantage of the free trial offer available exclusively to conference attendees. Simply show your entrance
ticket to one of our representatives at our exhibition stand.