Read Text 5C to find answers to the given questions.
1. How do the Chinese view agenda and punctuality?
You should arrive at meetings on time or slightly early. The Chinese view punctuality as a virtue. Arriving late is an insult and could negatively affect your relationship. Pay great attention to the agenda as each Chinese participant has his or her own agenda that they will attempt to introduce. Send an agenda before the meeting so your Chinese colleagues have the chance to meet with any technical experts prior to the meeting. Discuss the agenda with your translator/intermediary prior to submission.
2. What should each participant do during the meeting?
Each participant will take an opportunity to dominate the floor for lengthy periods without appearing to say very much of anything that actually contributes to the meeting. Be patient and listen. There could be subtle messages being transmitted that would assist you in allaying fears of on-going association. Meetings require patience. Mobile phones ring frequently and conversations tend to be boisterous. Never ask the Chinese to turn off their mobile phones as this causes you both to lose face.
3. What is it imperative to do prior to the meeting?
Guests are generally escorted to their seats, which are in descending order of rank. Senior people generally sit opposite senior people from the other side. It is imperative that you bring your own interpreter, especially if you plan to discuss legal or extremely technical concepts as you can brief the
interpreter prior to the meeting. Written material should be available in both English and Chinese, using simplified characters. Be very careful about what is written. Make absolutely certain that written translations are accurate and cannot be misinterpreted. Visual aids are useful in large meetings and should only be done with black type on white background.
4. What should one be prepared for during business negotiations?
Only senior members of the negotiating team will speak. Designate the most senior person in your group as your spokesman for the introductory functions. Business negotiations occur at a slow pace. Be prepared for the agenda to become a jumping off point for other discussions. Chinese are non-confrontational. They will not overtly say "no", they will say "they will think about it" or "they will see". Decisions may take a long time, as they require careful review and consideration. Business is hierarchical. Decisions are unlikely to be made during the meetings you attend. The Chinese are shrewd negotiators. Your starting price should leave room for negotiation.
5. When are business cards exchanged and in what way?
Business cards are exchanged after the initial introduction. Have one side of your business card translated into Chinese using simplified Chinese characters that are printed in gold ink since gold is an auspicious colour. Your business card should include your title. If your company is the oldest or largest in your country, that fact should be on your card as well. Hold the card in both hands when offering it, Chinese side facing the recipient. Examine a business card before putting it on the table next to you or in a business card case. Never write on someone's card.
5.12. Give the English equivalents to the following words and phrases from the text. Choose five of them and make up sentences of your own. Read your sentences aloud for other students to translate.
Ценить пунктуальность; влиять на чьи-либо отношения; уделять внимание чему-либо; повестка дня; встречаться до начала переговоров; быть терпеливым; назначать старшего в группе; говорить открыто; быть практичными участниками переговоров; внимательно изучить визитную карточку.
5.13. Match the information in column A with the corresponding information in column B.
A B
| 1) In Chinese business culture gold is | a) to enter a meeting room in hierarchical order. |
| 2) Not reading a business card is | b) on hierarchy in Chinese business culture. |
| 3) In accordance with Chinese business protocol people are expected | c) the colour of prestige, prosperity. |
| 4) There is a strong emphasis | d) a breach of protocol. |
| 5) The Chinese treat “outside” information | e) to extend negotiations. |
| 6) The Chinese tend | f) with caution. |
5.14. Prove that it isn't easy to negotiate with the Chinese.
5.15. SPEAKING
ROLE PLAY.
Situation.
You are Product Manager at one big manufacturing company.
1) You and Export Manager are going on a very important trip to negotiate a large contract with a new customer in China on delivery of your company’s product. Before the trip visit an ethnic Chinese restaurant opened in your city not long ago. It can be a fun resource for you to learn more about China.
Prompts.
Waiter: Have you decided on something? May I take your order, madam/sir? What would you like to drink? What will you have for the main course?
Customer: Will you please bring us the menu? Could you come back in a minute? I’d like to try the cucumber salad. I can’t decide between the Chinese duck and the chicken. Waiter, our bill, please. Keep the change.
2) Chat with the owners or waiters. Try to find a wealth of information about China while learning firsthand about that country’s food.
3) On board a plane discuss with your colleague the way you are going to make presentation of your company’s product. You’ll negotiate with Vice President of Chinese company and Supplies Manager. During negotiations be ready to be pressed for a better deal.
4) Share your impressions with your colleague after the talks.
Work out the scenario.
Plan an itinerary with times, places and people to meet.
Act out the situation.
Use the functional phrases (see p. 77): introducing people, starting a conversation, asking for information, asking to repeat, expressing surprise, showing interest and supporting what someone else has said.
5.16. Cross cultural quiz.
1. Which of these should not you do during a business meeting?
a. Address anyone but the head of the Chinese contingency
b. Show emotion
2. How should one receive business cards?
a. Both hands
b. Right hands
c. With left hand propped by right
3. Gifts within the business context are seen as bribes.
a. True
b. False
4. Which of these methods do the Chinese prefer in business communication?
a. Phone
b. Face to Face
c. Writing
5. Which of these should you try and have on your business cards?
a. Title
b. Age
6. Aggressive negotiation tactics are recommended.
a. True
b. False
7. Which of these should you do when negotiating in China?
a. Inflate your prices
b. Pretend to reject demands
c. Concede easily to demands for concessions
Unit 6
GUIDELINES FOR DOING BUSINESS IN THE USA
PRE-READING
1. What is the capital of the USA and its official language?
2. How do you understand the phrase “time is money” which was coined by Americans?
3. What do you know about conducting business in the USA?
6.1. Read and translate. Guess the meaning of international words.
National; electronics; automobile industry; nation; partner; official; dialect; immigrant; result; cultural; phrase; chocolate; wine; barbecue; picnic; park;
specific; technology; ritual; card; telephone; punctuality; extremely; list; statistics.
6.2. Translate the sentences paying attention to the words and phrases in bold type. Consult a dictionary.
1. As of 2012, the country remains the world's largest manufacturer, representing a fifth of the global manufacturing output.
2. America is ultimately a nation of immigrants and as a result is a cultural mish-mash in every sense of the word.
3. People 'save' time and 'spend' time as if it were money in the bank.
4. It's not at all unusual for social events to be as casual as a backyard barbecue or a picnic in the park.
5. Put your napkin in your lap as soon as you sit down.
6. Executives usually dress formally regardless of which part of the country they are in.
7. Try to get to your point more quickly and don’t be afraid to be more direct and honest than you are used to.
8. The emphasis is on getting a contract signed rather than building a relationship.
Text 6А
6.3. Active word list. Read the words and word combinations and memorize them.
| to estimate- | оценивать |
| nominal - | номинальный |
| wealthy- | богатый, состоятельный |
| moderate- | средний |
| to headquarter- | размещать штаб-квартиру, головной офис |
| mish-mash- | мешанина, смесь, смешение |
| to coin- | выдумывать |
| to ascribe- | приписывать |
| to count on- | рассчитывать на кого-либо |
| elaborate- | улучшенный, усовершенствованный, законченный |
| approximately- | приблизительно |
| to make up- | составлять |
| reliable- | надёжный |
| casual- | повседневный |
| per capita- | на душу населения |
6.4. Read Text 6А. Answer the questions.
1. What industries are highly developed in the States?
2. What are its three largest trading partners?
3. How is most of the US economy classified?
4. What languages are spoken in the USA?
5. What phrase did the country coin?
6. What things are considered to be necessary to be good, reliable people for Americans?
DOING BUSINESS IN THE USA
The economy of the United States is the world's largest national economy. Shipbuilding, electronics, automobile industry, aircraft industry, space research are highly developed in the States. Its nominal GDP was estimated to be over $15 trillion in 2011 approximately a quarter of nominal global GDP. In 2011, it was estimated to have a per capita GDP (PPP) of $48,147, the 7th highest in the world, thus making the country one of the world's wealthiest nations. The United States is the largest trading nation in the world. Its three largest trading partners as of 2010 are Canada, China and Mexico. The economy of the United States is a mixed economy and has maintained a stable overall GDP growth rate, a moderate unemployment rate, and high levels of research and capital investment. Most of the economy is classified as services. As of 2012, the country remains the world's largest manufacturer, representing a fifth of the global manufacturing output. Of the world's 500 largest companies, 133 are headquartered in the United States. The United States does not have an official language, but English is spoken by about 82% of the population as a native language. The variety of English spoken in the United States is known as American English; together with Canadian English it makes up the group of dialects known as North American English. Spanish is the second-most common language in the country, spoken by almost 30 million people (or 12% of the population). America is ultimately a nation of immigrants and as a result is a cultural mish-mash in every sense of the word.
The country that coined the phrase “time is money” obviously lives the phrase. In America, time is a very important commodity. People “save” time and ‘spend’ time as if it were money in the bank. Americans ascribe personality characteristics and values based on how people use time. For example, people who are on-time are considered to be good people, reliable people who others can count on. Greetings are casual. A handshake, a smile, and a “hello” are all that is needed. Smile! Use first names, and be sure to introduce everyone to each other. In general, Americans give gifts for birthdays, anniversaries and major holidays, such as Christmas. A gift can be as simple as a card and personal note to something more elaborate for a person with whom you are close. When invited to someone’s home for dinner, it is polite to bring a small box of good chocolates, a bottle of wine, a potted plant or flowers for the hostess. Gifts are normally opened when received.
6.5. Give either Russian (A) or English (B) equivalents to the following
words or word-combinations.
A B
| 1. approximately | a) торговые партнеры |
| 2. gross domestic product | b) размещать штаб-квартиру |
| 3. per capita | c) составлять группу диалектов |
| 4. the wealthiest nations | d) рассчитывать на кого-либо |
| 5. moderate unemployment rate | e) в общем |
| 6. cultural mish-mash | f) выдумать фразу |
| 7. reliable people | g) приходить вовремя |
| 8. to ascribe personality characteristics | h) дарить подарки |
Text 6В
6.6. Active word list. Read the words and word combinations and memorize them.