Ex. 2. Match the words with their definitions
| _____ subsidiary | a. a company which extends its activities beyond the boundaries, interests, etc., of a single nation |
| _____ to promote | b. a particular type of treatment received, especially as the result of an agreement |
| _____ objective | c. a high position or standing; prestige |
| _____ intuition | d. to raise to a higher rank, status, degree, |
| _____ status | e. the object of one's endeavours; aim |
| _____ a deal | f. to work or talk (with others) to achieve (a transaction, an agreement) |
| _____ culture | g. instinctive knowledge or belief |
| _____ transnational company | h. a company with at least half of its capital stock owned by another company |
| _____ to negotiate | i. the total range of activities and ideas of a group of people with shared traditions |
Ex. 3. Find words in the text which mean the following.
1 the use of reasoning rather than emotions or beliefs __________________________
2 understanding or knowing without consciously using reason ___________________
3 respect, prestige or importance given to someone ____________________________
4 having a higher rank because one is older __________________________________
5 to have hurt feelings because someone is being disrespectful ___________________
6 money or something else given in recognition of good work _____________________
7 additional money given for better work or increased productivity__________________
8 a feeling of shame and loss of dignity or self-esteem ____________________________
9 to give up a job or position_________________________________________________
10 according to accepted moral standards________________________________________
Ex. 4. Replace the words in italics by synonyms from the text.
1. and would not and would not value highlyan aggressive American___________________
2. to sign a transaction _____________________
3. one set of corporate goals ___________________
4. only those bosses automatically achieve position ___________________
5. emotion and sensitivity are of much greater significance _____________________
6. but quite simply unjustand ethically wrong. __________________
7. also wantmake the acquaintance of the person ________________________________
8. by having to talk with an aggressive. . . _____________________________
9. so as not to reveal their inadequacies insufficiency ___________________________
10. which he thought would be anunimaginable shame ___________________________
Ex. 5. Find in the text English equivalents for the following words and word-combinations.
иностранный рынок ________________________________________________
с одной стороны___________________________________________________
личные взаимоотношения ___________________________________________
хорошо образованный но неопытный _________________________________
большие премиальные______________________________________________
оказывать давление на клиентов______________________________________
подняться по служебной лестнице____________________________________
торговый представитель____________________________________________
долгосрочные деловые отношения____________________________________
COMPREHENSION
Ex. 6. Say if these sentences true or false. Correct the false ones.
1. In the countries of North America and north-west Europe management is largely based on
personal relations, intuition, emotion and sensitivity.
2. In Japan companies traditionally have a policy of promotion by seniority.
3. A 50-year-old Japanese manager, would be pleased to negotiate with, well-educated, but
inexperienced American 20 years his junior.
4. In most Asian cultures only those bosses automatically achieve status, who is more likely to be
in his thirties or forties than in his fifties.
5. In northern cultures, the principle of pay-for-performance often successfully motivates sales
people.
Ex.7. Answer the questions.
1. What do companies have to be aware of if they want to be successful in foreign markets?
2. What is management largely based on in the countries of North America and north-west
Europe?
3. What countries are individualist?
4. Who automatically achieves status in most Latin and Asian cultures?
5. Why might a well-educated but inexperienced 30-year-old American have no respect in
Japan or Italy?
6. What principle does often successfully motivate people in northern cultures?
7. Why was the American concept of pay-for-performance unpopular in Italy, and in Asia?
Discussion
1. Would you like to work for a company that had a pay-for-performance policy? Does this only
work for salespeople, or could it be extended to all jobs?
2. Would you say that you, personally, were individualist or collectivist?
3. What about the majority of people in your country?
4. Do you believe that it is possible to sum up national characteristics in a few words? Is there
usually some (or a lot of) truth in such stereotypes? Or, on the contrary, do you find such
stereotyping dangerous?
Text 2
International differences
DISCUSSION
1. Is it important for a firm to be international?
2. What factors can cause cultural misunderstanding?
3. What should manager know in order to avoid mistakes in international business?
Here are some other areas of potential cultural misunderstanding:
a. distance when talking to people: what is comfortable?
b. eye contact: how much of the time do people look directly at each other?
c. gesture: do people make lots of facial gestures? How much do they move their arms and hands?
d. greetings /goodbyes: do people shake hands every time? Are there fixed phrases to say?
e. humour: is this a good way of relaxing people? Or is it out of place in some contexts?
f. physical contact: how much do people touch each other?
g. presents: when should you give them? When should you open them? What should you say when you receive one?
h. rules of conversation and the role of silence: how long can people be silent before they feel uncomfortable? Is it acceptable to interrupt when others are speaking?
COMPREHENSION
Ex. 8. Which points above are referred to in this story?
Sally, a student, is working for a company abroad for work experience. The company has employees from all over the world. The head of the company, Henrik, invites Sally to a barbecue for hisemployees at his home, at 3 pm on Saturday.
She is the first to arrive, at exactly 3 o'clock. When the others arrive, some shake hands with each other. Some kiss on one cheek, others on both cheeks. Others arrive and say hello without kissing or shaking hands. (1___) Some bring wine or flowers, which the host does not open and puts to one side. Others bring nothing. (2___)
In conversations, some people move their arms around a lot and seem to make signs with their hands, others keep their hands by their sides. (3___) Some people do not let others finish what they are saying, and others say almost nothing; the people with them seem upset and move away when they can. (4___) Some people look directly at the person they are talking to. Others look away more. (5___) Some touch the arm of the other person whenever they are speaking to them. (6___) She notices that some people seem to be slowly moving backwards across the garden as the conversation goes on, while the person with them is moving forward. (7___)
Later, somebody makes a joke but nobody laughs. Everyone goes quiet. (8___). People start saying goodbye and leaving.