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. 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 highly an 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 unjust and ethically wrong. __________________

7. also want make 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 an unimaginable 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 are 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 often successfully motivates 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. 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

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