Professional Documents
Culture Documents
Engleza Comerciala Si de Afaceri
Engleza Comerciala Si de Afaceri
Engleza Comerciala Si de Afaceri
1. Socialising
1. The Impact of Culture on Business
2. Telephoning
2. Telephoning across cultures
3. Presentations
3. Planning and preparation
4. Image, impact and making impression
5. The presentation
6. The end of the presentation
4. Meetings
7. Preparation for meetings
8. Participating in meetings
9. Ending the meeting
5. Negotiations
10. Know what you want
11. Getting what you can
12. Not getting what you dont want
6. Management
13. What is management?
14. Types of managers
15. The management process
16. Management level and skills
7. Companies and organisations
17. Company structure
18. The external environment of organisations
8. Production and products
19. Just-in-time production
20. Products and brands
9. Marketing, advertising, promotion
21. The centrality of marketing
22. How companies advertise
23. The four major promotional tool
10. Market structure and competition
24. Market leaders, challengers and followers
25.Takeovers, mergers and buyouts
26. Profits and social responsibility
11. Money and finance
3
Bibliografie
1. Socialising
Reading
The following text is about cultural diversity. Read it through once
and decide which of the three statements (A, B or C) given below the
extract offers the most accurate summary.
Language Checklist
Cultural diversity and socializing
Welcoming visitors
Welcome to
My names
7
Arriving
Hello. My names from
Ive an appointment to see
Sorry Im a little late / early.
My plane was delayed
Introducing someone
This is He/shes my Personal Assistant.
Can I introduce you to He/shes our (Project Manager).
Id like to introduce you to
Meeting someone and small talk
Pleased to meet you.
Its a pleasure.
How was your trip? Did you have a good flight / trip / journey?
How are things in (London)?
How long are you staying in (New York)?
I hope you like it.
Is your hotel comfortable/
Is this your first visit to (the Big Apple)?
Offering assistance
Can I get you anything?
Do you need anything?
Would you like a drink?
If you need to use a phone or fax, please say.
Can we do anything for you?
Do you need a hotel / a taxi / any travel information / etc.?
Asking for assistance
There is one thing I need
Could you get me
Could you book me a car / taxi / hotel / ?
Could you help me arrange a flight to?
Can you recommend a good restaurant?
Id like to book a room for tomorrow night.
Can you recommend a hotel?
Skills Checklist
Cultural diversity and socializing
Before meeting business partners and fellow professionals from other
countries, you could find out about their country:
The actual political situation
Cultural and regional differences
Religion(s)
The role of women in business and in society as a whole
Transport and telecommunications systems
The economy
The main companies
The main exports and imports
The market for the industrial sector which interests you
Competitors
You might also want to find out:
Which topics are safe for small talk
Which topics are best avoided
If you are going to visit another country, find out about:
The conversations regarding socializing
Attitudes towards foreigners
Attitudes towards gifts
The extent to which public, business and private lives are mixed
or kept separate
Conventions regarding food and drink.
You might also like to find out about:
The weather at the relevant time of the year
Public holidays
The conventions regarding working hours
Leisure interests
Tourism
Dress
Body language
Language.
9
Practice 1
Make a dialogue based on the following flow chart. If you need
help, look at the Language Checklist
Visitor
Receptionist
Introduce yourself
Say you have an appointment
with Sandra Bates.
Welcome visitor.
Explain that SB will be
along shortly.
Offer a drink / refreshments.
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2. Telephoning
Reading
met them) and Looking forward to seeing you again soon. A sharp,
brief style of talking on the phone may appear unfriendly to a British
partner. Not all nationalities are as keen on small talk as the British!
Being aware of these differences can help in understanding
people with different cultural traditions. The difficulty on the
telephone is that you cannot see the body language to help you.
Choose the closest definition of the following words from the text.
1. literal
a. direct and clear b. full of literary style c. abstract and
complicated
2. understatement
a. kind words
b. less strong way of talking
c. clever
speech
3. deduce
a. reduce b. work out
c. disagree
4. vague
a. unclear b. unfriendly c. insincere
5. devious
a. rude
b. dishonest
c. clever
6. pleasantries
a. question b. request
c. polite remarks
Language Checklist
Telephoning (1)
Introducing yourself
Good morning, Aristo.
Hello, this is from
Hello, my names calling from
Saying who you want
Id like to speak to please.
Could I have the Department, please?
Is there, please?
13
Skill Checklist
Telephoning: Preparation for a call
Reading background information
Desk preparation
Have the following available:
Relevant documentation / notes
Correspondence received
Computer files on screen
Pen and paper
Diary
14
You
Secretary
You
Secretary
You
Secretary
You
Secretary
You
Secretary
You
Secretary
On
Secretary
Rang
------, can you hear me? Its a ------ line. Could you ------ up, please?
IS THAT BETTER? Whos --------, please?
(your name) from (your company).
Oh, hello. How nice to hear from you again. We
havent seen you for ages. How are you?
Fine thanks. Could you ------- me -------- to Mr.
Pardee, please?
-------- the line a moment. Ill see if hes in. Im sorry,
Im afraid hes not in the ------- at the ------ . Could
you give me your ----------, and Ill ask him to ------you ---------- ?
Im ----- 347 8621. Thats London.
Would you like to leave any -------- for him?
No thanks. Just tell him I --------- .
Certainly. Nice to hear from you again.
Ill expect him to ------- me this afternoon, then.
Thanks.
Youre welcome. Goodbye.
speak to
back
number
through
office
can
hold
message
call
speak
hello
moment
bad
put
ring
speaking
through
This datafile gives you many of the terms and phrases commonly used
in making telephone calls.
16
The directory
Look up their number in the directory. (UK).
Ill look up the number in the telephone book. (US).
The number is ex-directory. (UK).
The number is unlisted. (US).
Ill ring Directory Enquiries. (UK).
Ill ring information. (US).
The receiver
Can I help you?
Putting you through.
Im afraid hes not available at the moment. (UK).
Im afraid hes tided up at the moment.
Youre welcome. Goodbye.
The line
Hes on the other line.
Would you like to hold the line?
The line is engaged. (UK).
The line is busy. (US).
The operator (in the public telephone system)
Dial 100 for the operator. (UK).
Dial 0 (zero) for the operator. (US).
Id like to make a reverse charge call. (UK).
Id like to make a collect call. (US).
Id like to make a transfer charge call. (UK).
The dial
Dial 123 for the correct time. (UK).
Listen for the dialling tone.
All lines to the country you have dialled are engaged.
Please try later. (UK).
The codebook
Im on a long distance (or international) call.
The STD code is (UK).
The area code is (US).
A message pad
Can I tell him who called?
Can I give her a message?
Let me take down your number.
Remember
If you do not understand, say Sorry, I didnt quite catch that.
17
Practice 1
Use the following flow chart to make a complete telephone
conversation. If you need to, refer to the Language Checklist.
Caller
Receptionist
Good morning, Gorliz and
Zimmerman.
Introduce yourself.
Ask to speak to Mr. Conrad Bird.
Mr. Bird is not in.
Ask when you can contact him.
Explain that he is away
offer to take a message.
You want Mr. Bird to call you.
Repeat your name.
Give your number.
Confirm the information.
End call.
End call.
Practice 2
In the following conversation, a Singaporean exporter plans to
send goods from Singapore to Greece. He wants to have a meeting
with a Greek shipping company, Intership.
Suggest suitable phrases for each step in the conversation, then
practice the dialogue with a colleague.
Caller (Computech)
Greeting.
Introduce yourself.
Check name.
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Confirm / correct.
Offer to help.
Ask for appointment
with Mr. Dionis.
Ask what its about.
Explain that you want
to discuss transport of goods
from Singapore to Athens.
Acknowledge ask when
would be a good time.
Suggest next week.
Reject Mr. Dionis is away.
Suggest beginning of next
month.
Agree.
Suggest Monday 3rd.
Reject On Monday Mr.
Dionis is busy all day.
Suggest Tuesday.
Agree. Suggest 10.00 a.m.
Agree ask for fax to
confirm.
Offer to book hotel.
Agree to fax hotel booking
is not necessary.
Signal end of call.
End call / thanks / refer to
fax, etc.
End call.
Language Checklist
Telephoning (2)
Stating reason for a call
Im ringing to
Id like to
I need some information about
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Making arrangements
Could we meet some time next month?
When would be a good time?
Would Thursday at 5 oclock suit you?
What about July 21st?
That would be fine.
No, sorry, I cant make it then.
Sorry Im too busy next week.
Changing arrangements
Weve an appointment for next month, but
Im afraid I cant come on that day.
Could we fix an alternative?
Confirming information
So
Can I check that? You said
To confirm that
Can you / can I confirm that by fax?
Ending a call
Right. I think that all.
Thanks very much for your help.
Do call if you need anything else.
I look forward to seeing you / your call / your letter / your fax / our
meeting.
Goodbye and thanks.
Bye for now.
Skills Checklist
Telephoning (2)
Voice
Speed
Clarity
Volume
20
Structure
Background information
Key information
Repetition, emphasis and confirmation
Possible confirmation by fax
Style
Formal / informal
Cold call / new contact / established contact
In-company vs. Customer / Supplier / Outside agent
Colleague / friend / business associate / public
Company image
Structure of a call
Beginning
Introduce yourself
Get who you want
Small talk
State problem / reason for call
Middle
Ask questions
Get / give information
Confirm information
End
Signal end
Thank other person
Small talk
Refer to next contact
Close call
Check that theres nothing else to say
Language input
22
Monday, 12 November
Morning
Arrive Sydney airport 8.30 a.m.
Afternoon
3 p.m. Tim Brown (agent) at hotel
Tuesday, 13 November
Morning
10 a.m. Mr. Whitley, Australian Chemical Bank
Afternoon
Wednesday, 14 November
Morning
Afternoon
2 p.m. Lund & Lund Associates (Mr. William Lund)
Thursday, 15 November
Morning
Afternoon
3 p.m.
Distribution)
Jenny
Kinsella
Friday, 16 November
Morning
11 a.m. Tim Brown
Afternoon
flight 390, Depart Sydney 6 p.m.
23
colleagues
(B.I.G.
Practice 3
Use the flow chart below as the basis for a telephone conversation
involving a complaint. Refer to the Language Checklist if you
need to.
Berraondo S.A.
Greeting.
Introduce yourself.
Offer to help.
Explain problem.
Order HF5618 for 20 printers.
Only 17 have arrived.
Express surprise.
This is second time you have
received an incomplete delivery.
Suggest possible error in
order administration.
Agree say you need the
other three printers urgently.
Delays are costing you goodwill
unhappy customers.
Explain stock problems.
Ask for a promise of delivery
date ASAP.
Promise next Monday.
Complain you want despatch now.
Express regret not possible.
Ask for fax to confirm despatch.
Agree apologize.
End call.
24
Language Checklist
Telephoning (3)
Stating reason for the call
Im calling about
Unfortunately, theres a problem with
Im ringing to complain about
Explaining the problem
There seems to be
We havent received
The doesnt work.
The quality of the work is below standard.
The specifications are not in accordance with our order.
Referring to previous problems
Its not the first time weve had this problem.
This is the (third) time this has happened.
Three months ago
We had a meeting about this and you assured us that
Threatening
If the problem is not resolved
Well have to reconsider our position.
Well have to renegotiate the contract.
Well contact other suppliers.
The consequences could be very serious.
Denying an accusation
No, I dont think that can be right.
Im sorry but I think youre mistaken.
Im afraid thats not quite right.
Im afraid that cant be true.
Skills Checklist
Telephoning (3)
If you receive a complaint:
Consider your companys reputation
Express surprise
Ask for details
Suggest action
Promise to investigate
Make reasonable suggestions, offers to help.
Consider your customer and:
Show polite understanding
Use active listening
Reassure customer.
If you make a complaint:
Prepare for the call
Be sure of the facts
Have documentation available
Decide what you require to resolve the problem at least partially
or completely.
Who is to blame?
Who is responsible?
Are you talking to the right person?
Was your order or your specifications correct?
Were you partly responsible for arrangements which went wrong, e.g.
transport?
Does responsibility actually lie elsewhere, i.e. with a third party?
26
Read the text, then mark the sentences that follow as True (T)
or False (F).
27
a. For the British and the Italians it is normal to interrupt the other
speaker during the conversation.
b. A special importance is attached to listening in Japanese and
Finnish cultures.
c. One should interrupt and try to help speakers who may have
difficulty in saying what they want to say.
d. It is unusual for Americans and British to use first names early in a
business relationship.
e. It doesnt matter if you break certain social rules if it is clear that
you are sensitive to other people.
f. Etiquette is the critical point in telephoning between different
cultures.
3. Presentations
3. Planning and preparation
Language Checklist
Structure (1) The introduction to a presentation
Greeting
Good morning / afternoon ladies and gentlemen.
(Ladies and) Gentlemen
Subject
I plan to say a few words about
Im going to talk about
The subject of my talk is
The theme of my presentation is
Id like to give you an overview of
Structure
Ive divided my talk into (three) parts.
My talk will be in (three) part.
Im going to divide
First
Second
Third
In the first part
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Voice
Variety / speed
Pauses
Body language
Eye contact
Gesture / movement
Posture
Visual aids
Type / design / clarity
Relevance
Practice
Tape recorder
Script or notes
Room
Size / seating
Equipment (does it work?)
Sound quality
Language
Simple / clear
Spelling
Sentence length
Structure signals
Practice 1
Look at the following situations.
A medical congress in Tokyo with papers
on new techniques in open heart surgery.
The Purchasing and Product Manager of
a Taiwanese company interested in buying
some production equipment from your company.
30
Practice 2
In any presentation the beginning is crucial. Certainly some things
are essential in an introduction and others are useful. Here is a list
of what could be included in an introduction. Mark them
according to how necessary they are using the following scale:
Essential
1
Useful
3
Not necessary
5
Reading
Read the text below and find:
a. eight advantages of using visual aids
b. three warnings about using visual aids
4. Image, impact and making an impression
Dinckel and Parnham (1985) say that The great danger (in
using visual aids) is that presenters place the major emphasis on visual
aids and relegate themselves to the minor role of narrator or
technician. You are central to the presentation. The visual aid needs
you, your interpretation, your explanation, your conviction and your
justification.
Visual aids can make information more memorable and they
help the speaker. However, they must literally support what the
speaker says and not simply replace the spoken information. It is also
not enough to just read the text from a visual aid.
There are many advantages to the correct use of visual aids.
They can show information which is not easily expressed in words or
they can highlight information. They cause the audience to employ
another sense to receive information, they bring variety and therefore
increase the audiences attention. They save time and they clarify
complex information.
Relegate = a retrograda, a degrada
Language Checklist
Using visuals
Types of visual support
Visual: film / video / picture / diagram / chart / pie chart / plan / map
Table graph
x axis / horizontal axis
y axis / vertical axis
left hand / right hand axis
Line graph
solid line
dotted line
broken line
32
Equipment
(slide) projector
slides (B.E.)
diapositives (Am.E.)
overhead projector (OHP)
transparency (B.E.)
slide (Am.E.)
flip chart
whiteboard
metaplan board
Introducing a visual
Id like to show you
Have a look at this
This (graph) shows / represents
Here we can see
Lets look at this
Here you see the trend in
Comparisons
This compares x with y
Lets compare the
Here you see a comparison between
increase / fall
To increase / fall
dramatically
markedly
significantly
slightly
Describing trends
To go up
To increase
an increase
To rise
a rise
To climb
a climb
To improve
an improvement
To recover
a recovery
To get better
an upturn
To level out a leveling out
To stabilize
To stay the same
To reach a peak
a peak
To reach a maximum
To peak
To undulate
an undulation
To fluctuate
a fluctuation
To go down
To decrease
To fall
To decline
To deteriorate
To get worse
a decrease
a fall
a decline
a deterioration
a downturn
Skills Checklist
Using visual supports
Visual must be:
well prepared
well chosen
clear
Available media
Use media which suit the room and audience size.
Overhead projector (OHP)
- Transparencies / OHTs / slides (Am.E.)
34
Slide projector
- Slides / diapositives (Am.E.)
Video / computer graphics / flip chart / whiteboard
Use of visual aids
Combination of OHP and flip chart with pens often good.
First visual should give the title of talk.
Second show structure of talk main headings.
Keep text to minimum never just read text from visuals.
Do not use too many visuals guide is one per minute.
Use pauses give audience time to comprehend picture.
Never show a visual until you want to talk about it.
Remove visual once finished talking about it.
Switch off equipment not in use.
Use of colour
For slides, white writing on blue / green is good. Use different colours
if colour improves clarity of message (e.g. pie charts.).
Use appropriate colour combination: yellow and pink are weak
colours on white backgrounds.
Use of room and machinery
Check equipment in advance.
Check organization of room, equipment, seating, microphones, etc.
Use a pointer on the screen (not your hand).
Have a good supply of pens.
Check order of your slides / OHTs, etc.
You in relation to your audience
Decide appropriate level of formality, dress accordingly.
Keep eye contact at least 80% of the time.
Use available space.
Move around, unless restricted by a podium.
Use gesture.
35
Practice 3
Draw a line graph for use in a presentation. Choose any situation
or subject, real or imagined. If possible draw the picture on an
overhead transparency.
Then present the graph as you would in a presentation. Your
description should last no more than one minute.
If possible, construct a graph that makes comparisons possible.
Use solid, dotted or broken lines (or colours) to make the picture
clear.
5. The presentation
Reading
Read the following passage and identify at least six
recommendations about speaking technique which can help to
make the message in a presentation clear.
production costs and the need to make a profit and the speaker
goes on to describe this type of price. After that, he goes on to talk
about the market price and so on.
Another signaling technique is to give a link between parts of
the presentation. Say where one part of the talk finishes and another
starts. For example, a well organized presentation usually contains
different parts and progression from one part to the next must be clear,
with phrases like Thats all I want to say about the development of the
product. Now lets turn to the actual marketing plan. This technique is
very helpful to the audience, including those who are mainly
interested in one part only.
Another type of signaling is sequencing of information. This
usually follows a logical order, perhaps based on time. So a project
may be described in terms of the background, the present situation and
the future. Key words in sequencing information are first, then, next,
after that, later, at the end, finally, etc.
Still another technique which helps to emphasize key points is
careful repetition. Examples are As Ive already said, there is no
alternative but to increase production by 100 per cent or Id like to
emphasize the main benefit of the new design it achieves twice as
much power with half as much fuel.
A final point concerns timing and quantity of information.
Psychologists have suggested that concentration is reduced after about
twenty minutes without a break or a change in activity. Furthermore,
audiences should not be overburdened with technical details or given
too many facts to remember. It is claimed that to ask people to
remember more than three things in a five-minute talk is too much.
Some say that seven is the maximum number of any length of
presentation. Any such calculations are probably not very reliable, but
every speaker needs to think about exactly how much information of a
particular type a specific audience is likely to absorb and to plan
accordingly.
37
Introduction
Second part
Third part
Practice 4
The information below is part of a Product Managers notes for a
presentation on an advertising mix for a new range of beauty
products, with the brand name Cheri. He is talking to a marketing
team set up to promote the new range. Use the notes to give a
presentation of about 5 minutes using listing, linking and
sequencing where necessary.
Advertising mix for Cheri beauty products
Above-the-line advertising
television commercials
newspaper advertising
magazines
youth magazines
womens magazines
Below-the-line advertising
in-store
e.g.
displays,
merchandising
free samples
38
on-pack
targeted
e.g.
mailing
coupons,
competitions,
joint promotions
Begin as follow:
Good morning, everyone. Id like to talk about the advertising mix
for the new Cheri range of beauty products. We are planning two
categories of advertising, above-the-line and below-the-line. Ill talk
first about
Vocabulary
Merchandising: Any direct efforts to encourage sales of a product,
increase consumer awareness, etc.
Above-the-line advertising: Mass media advertising, such as
television, radio and newspaper.
Below-the-line advertising: Forms of advertising at the point of sale or
directly on the product, such as packaging, shop displays, etc.
Language Checklist
Structure (2) The main body
Signaling different parts in a presentation:
Ending the introduction
So that concludes the introduction.
Thats all for the introduction.
Beginning the main body
Now lets move to the first part of my talk, which is about
So, first To begin with
Listing
There are three things to consider. First Second Third
There are two kinds of The first is The second is
We can see four advantages and two disadvantages. First, advantages.
One is Another is A third advantage is Finally
On the other hand, the two disadvantages.
First Second
Linking: Beginning a new part
Lets move to (the next part which is)
So now we come to
Now I want to describe
39
Sequencing
There are (seven) different stages to the process
First / then / next / after that / then (x) / after x theres y, last
There are two steps involved.
The first step is The second step is
There are four stages to project.
At the beginning, later, then, finally
Ill describe the development of the idea.
First the background, then the present situation, and then the prospects
for the future.
Skills Checklist
Structure (2) The main body
Organization of presentation
Logical progression of ideas and/or parts of presentation.
Clear development.
Sequential description of processes.
Chronological order of events, i.e. background -- present -- future
Topic
Main parts
Sections
Subsections
a.
b.
ii.
i.
a.
b.
ii.
iii.
a.
b.
c.
a.
b.
i.
ii.
40
41
about the way you work. For example, tell me about your particular
situation, tell me what in particular may interest you .
This places a responsibility on the audience to respond
unless of course they have a completely negative view of both the
presenter and the message! Assuming they are well-disposed towards
the potential supplier, it is probably in their interests to offer some
information and begin discussion.
A training manager
Speaking to an audience of Department Managers, vicepresidents, or potential trainees, the Training Manager has outlined
recommendations and explained what is available. He/she can end
with:
Right! Ive told you what we can offer. Now tell me what are
your impressions, what are your priorities and what else do you need
to know now?'
Another option is for the speaker to have a question prepared.
Ask something which you know the audience will have to answer.
This often breaks the ice and starts discussion. It may be possible to
single out an individual who is most likely to have a question to ask
you or a comment to make, or it may be apparent from earlier contact
perhaps during the reception or coffee break, that a particular
individual has something to say or to ask.
Be polite.
Check understanding if necessary by paraphrasing.
Listen very carefully.
Dont say anything youll regret later.
Ask for repetition or clarification.
Agree partially before giving own opinions: Yes, but
Keep calm.
Tell the truth (most of the time!)
42
Practice 5
Imagine that you have given a talk on Marketing in Japan at a
conference on business trends. What would you say in these
situations? If you need to, refer to the Language Checklist.
1. At the end of your presentation, move to comments / discussion /
questions.
2. A member of the audience suggests that you said that many small
retail outlets, small shops, had actually closed down in recent
years. In fact, you said this process has been going on for a long
time. Politely correct the other person.
3. Ask the audience for comments on why this has happened.
4. Agree with someones suggestions, but suggest other factors. One
is the increasing number of take-overs of smaller companies.
5. A member of the audience says the following: I understand
that a report showed that 700 new drinks came out in Japan in
1990 and one year later 90 % had failed. Thats a pretty amazing
figure Paraphrasing this, ask if in the USA or Europe that
could not happen.
6. Someone suggests that in Japan there has always been an
emphasis on quality and on products. In the West market research
has been more developed. Agree, but say the situation is changing.
7. A speaker says something you dont understand. What do you
say?
Language Checklist
The end of presentation
Ending the main body of the presentation
Right, that ends (the third part of) my talk.
Thats all I want to say for now on
Beginning the summary and/or conclusion
Id like to end by emphasizing the main point(s).
Id like to finish with
A summary of the main points.
Some observations based on what Ive said.
Some conclusions / recommendations.
A brief conclusion.
43
Concluding
There are two conclusions / recommendations.
What we need is
I think we have to
I think we have seen that we should
Handling Questions
Understood but difficult or impossible to answer
Thats a difficult question to answer in a few words.
it could be
in my experience
I would say
I dont think Im the right person to answer that. Perhaps (Mr.
Holmes) can help
I dont have much experience in that field
Understood but irrelevant or impossible to answer in the time
available
Im afraid thats outside the scope of my talk / this session. If I were
you Id discuss that with
Ill have to come to that later, perhaps during the break as were short
of time.
Not understood
Sorry, Im not sure Ive understood. Could you repeat?
Are you asking if ?
Do you mean ?
I didnt catch (the last part of) your question.
If I understood you correctly, you mean ? Is that right?
44
Skills Checklist
Structure (3) Ending the presentation
A summary
Restates main point(s).
Restates what the audience must understand and remember.
Contains no new information.
Is short.
A conclusion
States the logical consequences of what has been said.
Often contains recommendations.
May contain new and important information.
Is short.
Questions
Inviting questions implies that the audience is less expert than the
speaker.
Beware of the nightmare scenario total silence! Have one or
two prepared questions to ask the audience.
Keep control of the meeting.
Discussion
Inviting discussion gives the impression that the audience have
useful experience, so is often more diplomatic.
You still need to control the discussion.
Inviting discussion and questions
Offer the best solution.
Keep control, limit long contributions, watch the time.
45
Handling questions
Listen very carefully.
Ask for repetition or clarification if necessary.
Paraphrase the question to check you understand it.
Give yourself time to think perhaps by paraphrasing the
question.
Check that the question is relevant. If not, dont answer if you
dont want to.
Refer questioner to another person if you cant answer.
Suggest youll answer a question later if you prefer.
Check that the questioner is happy with your answer: eye contact
and a pause is often sufficient.
Keep control.
Dont allow one or two people to dominate.
Be polite.
Signal when time is running out Time for one last question.
At the end, thank the audience.
Exercise 1 The new product
Read Mr. Lopez presentation and try to match the titles (used in his
rough plan) of the different parts of his presentation to the right text
body.
Winding-up; Introducing yourself; Delivering the message;
Preparing the audience
Good morning ladies and gentlemen; we havent all met before so Id
better introduce myself. Im Luis Lopez from the development
department of Citrus Incorporated I should say before we start that I
hope youll excuse my English. Im a little out of practice
Anyway, Im going to be talking this morning about a new product
which we are planning to launch in two months time; its called
KOOL-OUT, thats K-O-O-L dash O-U-T, and its a lemon-flavoured
drink
Well, Ill start with the background to the product launch; and then
move on to a description of the product itself, Im going to list some of
the main selling points that we should emphasize in the advertising
46
and sales campaign. I think if you dont mind, well leave questions to
the end
Now firstly, as you all know, we had a gap in our soft-drink product
range for the last two years; we have been manufacturing mixed-fruit
drinks and orange drinks for the last ten years, but we stopped
producing lemonade two years ago; I think we all agreed that there
was room on the market for a completely new lemon-flavoured drink
Secondly, the market research indicated that more and more
consumers are using soft drinks as mixers with alcohol, so in other
words, the market itself has expanded.
This brings me to my next point which is that we have rather new
customer-profile in mind; I must emphasize that this product is aimed
at the young-professional, high-income, market and not the traditional
consumer of old-fashioned lemonade. At this point we must consider
the importance of packaging and design, and if you look at the video
in a moment, youll see that we have completely re-vamped the
container itself as well as the label and slogan
Now to digress for just a moment, the more sophisticated packaging
means a high unit cost, and this may be a problem in the selling area,
but well have a chance to discuss that aspect later so to go back
to my earlier point, this is a totally new concept as far as Citrus
Incorporated are concerned; as you see we are using both the new-size
glass bottle and the miniature metal cans.
Finally, lets look at the major attractions of the product. In spite of
the higher price it will compete well with existing brands; the design
is more modern than any of the current rival products, and incidentally
the flavour is more realistic and natural its low calorie, too.
O.K., so just before closing, Id like to summarize my main points
again We have KOOL-OUT, a new design concept, aimed at a
relatively new age and income group; its designed to be consumed on
its own, as a soft drink, or to be used as a mixer in alcohol-based
drinks and cocktails. It comes in both bottle and can and this will
mean a slightly higher price than we are used to; but the improved
flavour and the package design should give us a real advantage in
todays market well, thats all I have today for the moment, thank
you for listening, now if there are any questions, Ill be happy to
answer them
47
48
Replies
1. I take your point but have you taken into account the improved
durability?
2. Ill be coming to that in a moment.
3. Youre right, but on the other hand our product has a number of
unique design features.
4. Our technical department will be able to give you an answer on
that.
5. Let me clarify that for you.
Exercise 4 Anticipating questions
It is a very good policy to try to anticipate questions or problems and
to deal with them before your audience raises them. Here are some
examples of how you can anticipate.
I can hear you say: why is this so costly?
Anticipates
I wonder why its so expensive?
Now, you may well ask, what does the mean by up-market?
Anticipates
Whats up-market?
You will have noticed that I havent given any figures.
Anticipates
Wheres the statistical data?
An obvious problem at this stage is the choice of colours.
Anticipates
Does it only come in black?
How would you anticipate the following questions? Example: Why is
it so heavy? An obvious problem is the weight.
a.
b.
c.
d.
e.
4. Meetings
7. Preparation for the meeting
Language Checklist
Chairing and leading discussion
Opening the meeting
Thank you for coming
(Its ten oclock). Lets start
Weve received apologies from
Any comments on our previous meeting?
Introducing the agenda
Youve all seen the agenda
On the agenda, youll see there are three items.
There is one main item to discuss
Stating objectives
Were here today to hear about plans for
Our objective is to discuss different ideas
What we want to do today is to reach a decision
Introducing discussion
The background to the problem is
This issue is about
The point we have to understand is
Calling on a speaker
Id like to ask Mary to tell us about
Can we hear from Mr. Passas on this?
I know that youve prepared a statement on your Departments
views
Controlling the meeting
Sorry Hans, can we let Magda finish?
Er, Henry, we cant talk about that.
Summarising
So, what youre saying is
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Practice 1
Suggest phrases which could be used by a chairperson in the
following situations in a meeting.
a. To welcome the participants to a meeting.
b. To state the objectives of the meeting.
c. To introduce the agenda.
d. To introduce the first speaker.
e. To prevent an interruption.
f. To thank a speaker for his/her contribution.
g. To introduce another speaker.
h. To keep discussion to the relevant issues.
i. To summarise discussion.
j. To ask if anyone has anything to add.
k. To suggest moving to the next topic on the agenda.
l. To summarise certain actions that must be done following the
meeting (for example, do research, write a report, meet again,
write a letter, etc.).
m. To close the meeting.
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Practice 2
1. In groups, work out a brief agenda, with an appropriate order,
for a meeting of the marketing department of Axis Finance Ltd., a
medium-size financial services company. Your agenda should
include the points listed here:
Any other business
New products
Minutes of previous meeting
Marketing plans for next year
Date of next meeting
Review of marketing performance in the current year
Personnel changes
Chairs opening address
Apologies for absence.
8. Participating in meetings
Language Checklist
Discussion in meetings
Stating opinion
It seems to me
I tend to think
In my view
We think / feel / believe
Theres no alternative to
Its obvious that
Clearly / obviously
53
Skills Checklist
Participating in meetings
Types of meeting
Decision making meeting
Information giving meeting
Spontaneous / emergency meeting
Routine meeting
Internal meeting
Customer / client / supplier - first meeting / established
relationship
Structure of decision making meetings
Study / discuss / analyse the situation
Define the problem
54
Set an objective
State imperatives and desirables
Generate alternatives
Establish evaluation criteria
Evaluate alternatives
Choose among alternatives
Practice 3
Use the skeleton outline below to recreate the entire dialogue with
a partner. Choose alternative interruptions and ways of handling
interruptions.
Polite response.
(general fall of 5 % / most product areas
/ especially oil processing sector
/ also due to sale of Anglo, UK subsidiary)
Interrupt: ask why Anglo was sold.
Reject interruption:
No time / discussed before.
Try to move on to future prospects.
(the outlook is just good now)
Interrupt: disagree.
Respond: you disagree.
Forecast are much better.
Interrupt: you want to talk about
new markets.
Promise to discuss this later.
But first
Interrupt: suggest a break.
Reject the idea.
Reading
1.
a.
b.
c.
2.
a.
b.
c.
d.
3. Find words or phrases in the text which mean the same as the
following:
a. common agreement
b. economical use of resources
c. aim
d. fix a goal
e. what one must have
f. what one would like to have
g. consider other options
h. way of seeing things
i. seeing things as others see them
j. develop
k. express through speaking.
57
Handling interruptions:
Promise to come back to a point later
Politely disagree with an interruption
Say the interruption is not relevant or that time is short
Politely accept the interruption and respond to it before continuing
Reject a suggestion
58
Language Checklist
Ending the meeting
Asking for clarification
Could you be more specific?
Can you explain that (in more detail)?
What do you mean by ?
Clarifying
This means
What I mean is
What I want to say is
To explain this in more detail
Checking that the clarification is sufficient
Is that okay? / is that clearer now?
Referring to other speakers
As Peter has already told us
Im sure Mr. Kowski knows about this
Later well hear a report from Neil on
Professor Gilberto is certainly aware of
Delaying decisions
I think we need more time to consider this.
I think we should postpone a decision
Can we leave this until another date?
It would be wrong to make a final decision
Ending the meeting
Summarising
I think we should end there. Just to summarise
Weve covered everything, so Id like to go over the decisions weve
taken
So, to conclude weve agreed
Confirming action
Well contact
John will
Weve got to
We need to look at
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Skills Checklist
Ending meetings
Two general rules
Meeting should end on time!
Decision making meetings should end with decisions!
The Chair should close the meeting with:
A restatement of the objectives
A summary of decisions taken
A summary of the action now required
Reference to any individual responsibilities.
After the meeting
A memorandum should be sent to all participants summarising the
decisions taken and the action required.
The memorandum should be sent to any interested individuals
who were unable to attend.
The Chair should seek feedback on the meetings to try to improve
future meetings.
Improving meetings
Motivation to change
Gather information on present situation
Identify specific areas needing improvement
Identify alternative courses of action
Practise new techniques
Improvement model.
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Practice 4
You are at an internal meeting to discuss increases in the price of
your products. With a partner, use these prompts to make a
dialogue. Try to use new language from this unit.
Participant A
Participant B
Practice 5
In pairs use the outline below to create a chairs closing remarks
for a meeting. To make this more realistic, add names and other
details as required. Practice your closing remarks together.
Indicate that the meeting is almost over.
Check that no one has anything else to say.
Restate the purpose of the meeting.
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5. Negotiations
10. Know what you want
Language Checklist
Negotiations (1)
Making an opening statement
Welcoming
Welcome to
Im sure we will have a useful and productive meeting
First meeting
We see this as a preparatory meeting
We would like to reach agreement on
One of a series of meetings
Following previous meetings we have agreed on some important
issues. Today we have to think about
We have reached an important stage
Stating your aims and objectives
Id like to begin with a few words about our general expectations
May I outline our principle aims and objectives today
We want to clarify our positions
We have a formal agenda
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64
Practice 2
1. Mark the seven points below (how to prepare a negotiation) in
the right order. The first is already marked as an example.
Identify your minimum requirements.
Prepare your opening statement.
Decide what concessions you could make.
Know your own strengths and weaknesses.
Know your role as part of a team.
Prepare your negotiation position know your aims and objectives. 1
Prepare any figures, any calculations and any support materials you
may need.
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66
If there are big differences between the two parties, you have a
choice of these options: to accept, to reject, or to carry on negotiating.
If you decide to carry on, then the options in the next round are:
To make a new offer
To seek a new offer from the other party
To change the shape of the deal (vary the quantity or the quality,
or bring in third parties)
Begin bargaining.
Your bargaining should be governed by three principles: be
prepared, think about the whole package, and be constructive. In
preparing, you must identify the issues, and prepare your bargaining
position. You need:
An essential conditions list issues where you cannot concede
anything
A concessions list issues where you can make concessions
To grade the concessions from the easiest to the most difficult,
where you need most in return.
As for the package, you must look for agreement in principle on a
broad front (zon cu elemente diferite). When the time comes for
compromise, each party will concede on one issue if they win a
concession on another.
The final principle is to be positive and constructive. You should
be fair and cooperative, even during difficult bargaining. This
approach is mot likely to move the negotiation towards a settlement
that both sides feel is to their advantage.
67
Language Checklist
Negotiations (2)
Bargaining
We can agree to that if
On condition that
So long as
Thats not acceptable unless
Without
Making concessions
It you could we could consider
So long as we could agree to
On condition that we agree on then we could
Lets think about the issue of
We could offer you
Would you be interested in ?
Could we tie this agreement to ?
Accepting
We agree.
That seems acceptable.
Thats probably all right.
Confirming
Can we run through what weve agreed?
Id like to check what weve said / confirm
I think this is a good moment to repeat what weve agreed so far.
Summarising
Id like to run through the main points that weve talked about.
So. Ill summarise the important points of our offer.
Can we summarise the proposal in a few words?
68
Looking ahead
So, the next step is
We need to meet again soon.
In our next meeting we need to
So, can we ask you to ?
Before the next meeting well
We need to draw up a formal contract.
Skills Checklist
Negotiations (2) Bargaining in negotiations
Concessions rules
A key principle in negotiation is to give a little and get a little at the
same time.
Ask for concessions
All concessions are conditional
Conditions first If then
Its a package
Give whats cheap to you and valuable to them.
During the negotiation
Main speaker
Create a joint, public and flexible agenda.
Question needs and preferences.
Dont talk too much.
Listen.
Dont fill silences.
Build on common ground.
Explore alternatives What if ?
Be clear, brief and firm.
Follow concession rules.
Support speaker
Wait till the Chair or your main speaker brings you in.
Be clear, brief and firm.
Follow the concession rules.
Support your main speaker
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Practice 4
You and a partner are representatives of Beck Instruments and
Ojanpera Inc., a machine tool maker. Ojanpera is in discussion with
Beck Instruments to buy a machine, the BI 25. Use the flow chart
below to negotiate some aspects of an agreement for the sale of the
BI 25.
Ojanpera
Offer to buy the machine if BI
can give a good price.
Beck Instruments
Neil Finch
Ministry of Urban Development
140- 144 Whitehall
London WCI 4RF
May 2 200
Dear Neil,
Re: Meeting in Bristol, April 30 --- Railway Land Sale
I am writing to (a) _______ points (b) _______ in the above meeting,
held to discuss the sale of government owned railway land to Gibson
Trust Limited.
71
We would like to confirm through this letter and the (c) ________
drawings that the property (d) ______ in the above sale consists of the
land presently occupied by the station buildings and also the former
car parks to the east of the station, the offices to the west and the
warehouse alongside the traks. The government-owned housing on the
north side of the railway lines is (e) _______ .
We also agree that the station will be renovated by the Transport
Department and that the government will be responsible for running
an eventual museum and paying a rent of 100,000 per year to
Gibson Trust. The remaining land will be (f) _________ by Gibson
Trust and later sold off separately. The development is intended to be
for commercial and residential use. The eventual use of the land
should be (g) _______ in the contract.
Our next meeting will be on May 15 at 10 a.m., at which development
plans will be (h) ______. Soon after this, contracts will be (I) ______ .
Then we will need time to consider the contracts but hopefully they
will be (j) ______ by the end of September.
Do contact us if you have any comments or alterations you would like
to make to this summary. Thank you once again for a very
constructive meeting and we look forward to seeing you again on May
15.
Your sincerely,
Jill Kearne
Chief Negotiator
Encs. (I)
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Practice 6
In pairs, use the given prompts to suggest a response to the
statements.
Situation 1
The problem is that we have never offered the kind of warranty you
are looking for.
Suggest leaving the point and returning to it later after discussing
other issues, i.e. training for technical staff.
Situation 2
Theres a number of issues on the table. We seem to be a long way
from an agreement.
Suggest changing the package on offer (variables include price,
shipment costs, payment terms).
Situation 3
The price you are asking is rather high, quite a lot higher than we were
expecting.
Send a signal that you could offer better payment terms.
Situation 4
There are several problems. We think there is quite a lot of negotiation
ahead before we can agree on a common strategy.
Suggest advantages of reaching agreement: more global influence,
better prospects for the future.
75
a.
b.
c.
d.
e.
Practice 7
Below are four offers or request. Reject each one, using the
information in the prompts.
Situation 1
Let me make a suggestion. If you agree to buy 100 units every month
for the next twelve months, well agree a 10 % discount.
You dont know how many units you will need in six and twelve
months. It might be more or less.
Situation 2
The price we are offering excludes installation costs but does include
a twelve months guarantee.
Other suppliers offer free installation and a two year parts and labour
warranty.
Situation 3
I think the absolute minimum investment in advertising must be
$40,000, otherwise we cannot reach enough of our market. Its not
much to ask for.
You cannot spend more than your budget.
Situation 4
Now, some excellent news: wed like to increase our order. Right now
you are sending us 350 boxes a month. We need at least 500, demand
is very high
Your order books are full, the plant is working at capacity.
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Practice 8
Suggest what you could say in the following situations.
Situation 1
After a long negotiation, you have reached agreement and now plan a
meal in a local restaurant with the other party in the negotiation.
Situation 2
Your efforts to reach agreement have been unsuccessful. It is late. End
the negotiation but offer some hope that in the future you might
manage some cooperation with the other side.
Situation 3
A colleague has asked you to cooperate on a project, but after long
discussion you feel you cannot participate because of fundamental
disagreement. It is important that you continue to work together in the
other areas.
Situation 4
You want to repeat an order with a supplier but they are trying to
increase prices by 20 %. You cannot agree to this. End your
discussion.
Situation 5
A customer is asking you to supply goods in a month. This is
physically impossible. End the discussion.
Language Checklist
Negotiations (3)
Dealing with conflict
I think we should look at the points we agree on
We should focus on the positive aspects
We should look at the benefits for both sides
It is in your interests to resolve the issue
What do you think is a fair way to resolve this problem?
We hope you can see our point of view
Let us explain our position
Could you tell us why you feel like that?
77
Do
ask questions
listen
summarise
78
Threaten
Blame
Types of negotiators
Hard
Negotiates to win
Makes demands
Principled
Looks for common benefits
Makes offers
Soft
Looks for agreement
Accepts whats on offer
Fighter
Win-lose
Independent advantage
win-win
Creative negotiator
looks for agreement
Rejecting
Ask for an adjournment.
Discuss options.
Remember your limits.
Decide if your interests are being met: if not, reject the proposal
on offer, or suggest alternatives.
After the negotiation
Compare the result with your objectives, targets and limits.
Examine the process of the negotiation:
The planning the strategy team roles the issues.
Learn from failure:
What went wrong and why?
Identify weaknesses and errors
Discuss and plan ahead.
Build on success:
Recognise success
Praise people
Develop teamwork and partnership.
79
Negotiating Conditions
Conditions
Unit price
Minimum quantity
Credit period
Delivery date
Bulk discount
Penalty clause
Cancellation clause
Examples
$8.50 per unit
at least 10,000 units
30 days after invoice
20 June 2003
-2 % if over 10,000 units
5 % for each month of delay
50 % charge if cancelled less
than six weeks beforehand
sole rights over all East Coast
states
3 % of turnover on licensed
goods
5 % on sales in the territory
-2 % if paid within 20 days
first option for 12 months
after contract
irrevocable letter of credit
18 months warranty from
completion
Exclusivity
Royalty on sales under licence
Commission
Early settlement discount
Option period
Method of payment
Warranty period
DATAFILE: Negotiation
Below are the stages of negotiation and some expressions which you
may find useful at each stage:
Conversation (1)
Im sure/confident we can reach agreement. (optimistic)
Im sure theres room for negotiation.
We have a lot to discuss.
Lets see how we get on. (cautious)
Presenting your position (2)
This is our position.
This is how we see it.
We think the following is reasonable/appropriate.
Our approach is this.
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Supplier
Well, lets get started. You know, with this delivery
problem Im sure theres room for negotiation.
You (1: cautious)
Supplier Right, well this is how we see it. We can deliver the first
machine in ten weeks, and install it four weeks after that.
You (3: long delivery period)
Supplier Well, these are in fact the usual periods. Its pretty normal
in this kind of operation. Did you expect we could deliver any
quicker?
You (2: 6 weeks maximum delivery; 4 weeks installation)
Supplier I see what you mean, but that would be very difficult. You
see we have a lot of orders to handle at present, and moving just one
of these machines is a major operation. Look, if I can promise you
delivery in eight weeks, does that help?
You (4: too late)
Supplier Ah-ha! Well, look er You want the machine in six
weeks. Now that is really a very short deadline in this business. You
said that you couldnt take it any later, but couldnt your engineers
find a way to re-schedule just a little, say another week?
You (5: refuse)
Supplier Well, you really are asking us for something that is very
difficult. Ive already offered you seven weeks. Ill have to consult
with my colleagues and come back to you, but I cant see what we can
do.
You (6: if deliver in 6 weeks perhaps talk about further order)
Supplier Well, on that basis I suppose we might be able to look at
some kind of arrangement. In fact, if you can promise another order I
think we could accept your terms.
You (7: 6 weeks delivery; 4 weeks installation; decision on next
order by 26th of this month)
Supplier Exactly. If you could confirm this in writing I
3.
4.
5.
6.
7.
8.
9.
10.
Read Dr Zaps rules and then look at the remarks in list A. These
remarks are not good for negotiating. Instead, use phrases from list B.
which one would you use in each case?
Understanding contracts
84
Terminate
clause
draw up
condition
binding
Section
party
provide for
compromise
comply with/abide by
Litigation
out of court
breach
court
term
void
agreement
arbitration
valid
Weve checked with our legal department. Yes, we are the patent
holders for the XT7. We are prepared, in fact, to grant you a licence
to make it in your own territory on these conditions: there would be a
fee on agreement and then a royalty of 5 % with a minimum annual
royalty of $50,000. The term would be four years, with the possibility
of renewal on expiry. And, of course, in the event of any infringement,
as our licensee you would have to apply for an injunction on the
infringers production.
85
6. Management
13. What is management?
Discussion
86
this entire book is based on the proposition that the days of the
intuitive manager are numbered, meaning that they were coming to
an end. But some people are clearly good at management, and others
are not. Some people will be unable to put management techniques
into practice. Others will have lots of technique, but few good ideas.
Outstanding managers are rather rare.
Vocabulary
a. Complete the following sentences with these words.
Achieved
board of directors
communicate
manageable
performance
Resources
setting
supervise
innovations
Make
Measure
Motivate
Perform
Set
Supervise
objectives
people
performance
resources
strategies
subordinates
Management Levels
First-Line Managers. The lowest level in an organization at which
individuals are responsible for the work of others is called first-line or
first-level management. First-line managers direct operating
employees only; they do not supervise other managers. Examples of
first-line managers are the foreman (maistru) or production
supervisor (ef de producie) in a manufacturing plant, the technical
supervisor (ef de echip) in a research department, and the clerical
supervisor (ef de birou) in a large office. First-level mangers are
often called supervisors.
Middle Managers. The term middle management can include to more
than one level in an organization. Middle managers direct the
activities of lower-level managers and sometimes also those of
operating employees. Middle managers principal responsibilities are
to direct the activities that implement their organizations policies and
to balance the demands of their superiors with the capacities of their
subordinates.
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92
Reading
Read the text below, about different ways of organizing
companies, and then label the diagrams, according to which of
these they illustrate:
Line structure / functional structure / matrix structure / staff
structure
A.
B..
94
C..
D..
96
Production Marketing
Market
Sales
Research
Northern
Region
Finance
Advertising
Promotions
Research &
Development
Personnel
Financial
Management
Accounting
Southern
Region
component
inventory
lead time
plant
subcontractor outsourcing or contracting out
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100
Read the text below, and insert the eight words defined in
vocabulary a) in the spaces.
Capacity
Location
component
outsourcing
inventory
plants
lead time
subcontractor
all the waiting and moving time involved in sending half-finished item
from one department to another, although it often requires flexible,
multi-skilled employees.
JIT thus greatly reduces transportation and inventory costs, and
should ensure that there is no waste from overproduction, or from idle
workers waiting for parts. It allows increased productivity because of
shortened throughput time (timpul de prelucrare a materialelor). If
factories are equipped so that set-up times are short, very small
production runs (etape de producie) are possible. Any quality
problems or product defects should be noticed more quickly,
production (8) (timpul de conducere a produciei) are reduced,
and the firm can react more rapidly to demand changes.
103
Vocabulary
Find words or expressions in the text which mean the following.
1 the possibility of paying for a product over an extended period
2 a promise by a manufacturer or seller to repair or replace defective
goods during a certain period of time
3 a surface in a store on which goods are displayed
4 consumers who buy various competing products rather than being
loyal to a particular brand
5 the standard pattern of sales of a product over the period that is
marketed
6 the extend to which an activity provides financial gain
7 possibilities of filling unsatisfied needs in sectors in which the
company can produce goods or services effectively
8 the sales of a company expressed as a percentage of total sales in a
given market
9 the set of beliefs that the public at large holds of an organization
10 a small, specialized, but profitable segment of a market
2 to launch a product
3 market opportunities
4 market research
104
5 market segmentation
6 packaging
7 points of sale
8 product concept
9 product features
10 sales representative
Starting
point
Factory
Focus
Means
Ends
Products
Discussion
Which of the following claims do you agree with?
1. Advertising is essential for business, especially for launching new
consumer products.
2. A large reduction of advertising would decrease sales.
3. Advertising often persuades people to buy things they dont need.
4. Advertising often persuades people to buy things they dont want.
5. Advertising lowers the publics taste.
6. Advertising raises prices.
7. Advertising does not present a true picture of products.
8. Advertising has a bad influence on children.
In a well-known survey, the Harvard Business Review asked 2,700
senior business managers whether they agree with these
statements. The survey produced some unexpected results. Which
of the following percentages do you think go with which of the
statements above?
41%
49%
51%
57%
60%
72%
85%
90%
aimed awareness
channel
loyalty
medium
tactics
target
trial
114
Reading
Leveraged buyouts
One indication that the people who warn against takeovers
might be right is the existence of leveraged buyouts.
In the 1960s, a big wave of takeovers in the US created
conglomerates collections of unrelated businesses combined into a
single corporate structure. It later became clear that many of these
conglomerates consisted of too many companies and not enough
synergy. After the recession of the early 1980s, there were many large
companies on the US stock market with good earnings but low stock
prices. Their assets were worth more than the companies market
value.
115
productive use. Fat or lazy companies that fail to do this will be taken
over by raiders who will use assets more efficiently, cut costs, and
increase shareholder value. On the other hand, the permanent threat of
a takeover or a buyout is clearly a disincentive (mijloc de intimidare)
to long-term capital investment, as a company will lose its investment
if a raider tries to break it up as soon as its share price falls below
expectations.
LBOs, however, seem to be largely an American
phenomenon. German and Japanese managers and financiers, for
example, seem to consider companies as places where people work,
rather than as assets to be bought and sold. Hostile takeovers and
buyouts are almost unknown in these two countries, where business
tends to concentrate on long-term goals rather than seek instant stock
market profits. Workers in these companies are considered to be at
least as important as shareholders. The idea of a Japanese manager
restructuring a company, laying off (a concedia temporar) a large
number of workers, and getting a huge pay rise (as frequently happens
in Britain and the US), is unthinkable. Lay-offs in Japan are instead a
cause for shame for which managers are expected to apologize.
Summarizing
Complete the following sentences, which summarize the text
above.
1 The fact that many large conglomerates assets were worth more
than their stock market valuation demonstrated that
2 Raiders bought conglomerates in order to
3 Raiders showed that the stock market did not
4 Raiders were particularly interested in
5 Investors were prepared to lend money to finance LBOs because
6 Raiders argue that the possibility of a buyout
119
Jingle = a zorni
Rustle = a foni
Clink = a zngni
Piggy-bank = puculi
Cowrie = scoic, ghioc
Beads = mrgele, mtnii
Wampum = colier de scoici
Plastic money
Nowadays many transactions are carried out with plastic
money such as credit cards. The newest are called smart cards and
carry small silicon chips that can record every transaction on the card.
Research into the cards of the future continues, but the latest
development is e-cash, cash to be used across the Internet youll be
able to spend money from the comfort of your armchair. If only
earning the damn stuff was so easy!
122
think youre mean or stingy (zgrcit). Perhaps theyll call you a miser
behind your back; in the US youd be called a tightwad (calic, avar).
You might reply that money doesnt grow on trees but then
others might say that you cant take it with you (when you die) and so
they spend money as if it were going out of fashion. In this case,
money burns a hole in their pocket, and you would be the first to
remind them that a fool and his money are soon parted. If, on the
other hand, you look after the pennies, then the pounds will look
after themselves.
Borrowing
Many of us go to the bank at some point to ask for a loan it
is often said that a bank manager is someone who lends you an
umbrella when the sun is shining and who asks for it back when it
starts to rain.
The simplest way to borrow is with an overdraft, or by using
the facilities offered by a credit card; but to borrow large sums youll
probably negotiate a loan with your bank; you can either borrow a
fixed amount or agree a credit limit.
If youre buying a house, then youll want a mortgage. If the
bank refuses to lend you money, you might resort to borrowing from a
finance company or even the local loan shark to pay off your IOUs (I
Owe You). For any loan, you should look at the Annual Percentage
Rate which takes into account the various charges which will be
included in your repayments.
Borrowing from a loan shark can involve exorbitant interest
rates. If youre being gouged in this way, then you may end up being
unable to make the repayments. Your debt may be sold to a debt
125
collector or you may receive a visit from the bailiffs in the UK. If
youve been buying something in instalments or on a hire purchase
(HP) scheme, defaulting on the repayments will probably lead to a
visit from the dreaded repo (repossesssion) man.
Gouged = escrocat, tras pe sfoar
Bailiff = inspector
Dreaded = de temut
Forgery
With the invention of money came forgery. Modern
counterfeit notes can be extremely difficult to spot and new
developments in the production of notes are soon copied by the
forgers. Heres a quick guide to recognizing a counterfeit Bank of
England note:
The feel of the paper: it should be crisp and slightly rough in the
heavily printed areas.
The watermark: you shouldnt be able to notice it until you hold the
note up to the light; then you can see a picture of the Queen.
The thread: all genuine notes have a thread embedded in the paper.
Recent notes have a windowed thread which does not appear as a
continuous line until the note is held up to the light.
Quality of printing: pure, clear colours and sharp, well-defined lines.
Spot = a identifica, a distinge
Counterfeit notes = bancnote contrafcute
Forgers = falsificatori
Crisp = fragil
Embedded = introdus
IDIOMS
Hard Times
If youve fallen on hard times, you might tell people that you
need to watch your spending, your money or your pennies. In the
States, you might say that you have to watch every dime. Perhaps
your bank account is in the red, so you decide to control your
spending and keep track of your expenses more closely. This will
certainly involve cutting down on expenses in general, budgeting
your money, tightening your belt and saving your pennies.
126
are not for sale. Consequently, the most common accounting system is
historical cost accounting, which records (1) at their
original purchase price, minus accumulated depreciation charges. In
times of inflation, this understates the value of appreciating assets
such as land, but overstates profits as it does not record the
replacement cost of plant or (2) . The value of a businesss
assets under historical cost accounting purchase price minus (3)
.. is known as its net book value. Countries with persistently
high inflation often prefer to use current cost or replacement cost
accounting, which values assets (and related expenses like
depreciation) at the price that would have to be paid to replace them
(or to buy a more modern equivalent) today.
Company law specifies that (4) . Must be given certain
financial information. Companies generally include three financial
statements in their annual reports.
The profit and loss account (GB) or income statement (US) shows
(5) .. and expenditure. It usually gives figures for total sales or
(6) . And costs and (7) . The first figure should
obviously be higher than the second, i.e. there should be a profit. Part
of the profit goes to the government in taxation, part is usually
distributed to shareholders (stockholders) as dividend, and part is
retained by the company.
The balance sheet shows a companys financial situation on a
particular date, generally the last day of the financial year. It lists the
companys assets, its (8) , and shareholders (stockholders)
funds. A businesss assets include (9) as it is assumed that
these will be paid. Liabilities include (10) , as these will have
to be paid. Negative items on financial statements, such as creditors,
taxation, and dividends paid, are usually enclosed in brackets.
In accordance with the principle of double-entry bookkeeping
(that all transactions are entered as credit in one account and as debit
in another), the basic accounting equation is Assets = Liabilities +
Owners (or Shares) Equity. This can be rewritten as Assets
Liabilities = Owners Equity or Net Assets. This includes share capital
(money received from the issue of shares), share premium (GB) or
paid-in surplus (US) (any money realised by selling shares at above
their nominal value), and the companys reserves, including the years
retained profits. Shareholders equity or net assets are generally less
than a companys market capitalisation (the total value of its shares at
129
any given moment, i.e. the number of shares times their market price),
because net assets do not record items such as goodwill.
The third financial statement has various names including the
source and application of funds statement, and the statement of
changes in financial position. This shows the flow of cash in and out
of the business between balance sheet dates. Sources of funds include
trading profits, depreciation provisions, sales of assets, borrowing, and
the issuing of shares.
Applications of funds include purchases of fixed or financial
assets, payment of dividends, repayment of loans, and in a bad year
trading losses.
130
1993
[1 .]
(income from football and related
activities: gate receipts, broadcasting,
ground advertisements, prize money)
21,471,680
15,341,689
Costs and [2 ],
less other income (costs include
salaries, [3 ], auditors
remuneration, and lease payments; other
income includes Interest Receivable)
(14,951,737)
(12,804,538)
6,519,943
2,537,151
(889,588)
(54,259)
5,630,355
2,482,892
Taxation
(1,596,226)
(750,000)
4,034,129
1,732,892
1994
28,478,922
Fixed Assets
(including [4 .],
leasehold properties, plant and
equipment, and motor vehicles;
all recorded at [5 ]
minus depreciation)
131
1993
18,982,931
Current Assets
Stocks; (including [6 .],
Instalments on executive boxes);
and [7 .]
9,607,592
7,991,088
Creditors
Amounts falling due within one
year (including [8 .]
and social security)
(9,863,457)
(8,755,491)
28,223,057
18,218,528
(17,893,500) (11,923,100)
6,295,428
[9 ..]
10,329,557
56,000
237,201
846,000
9,190,356
56,000
237,201
846,000
5,156,227
10,329,557
6,295,428
Shareholders Funds
Vocabulary
Abolish
Establish
adjust appreciate
fluctuate
peg
convert
suspend
diverge
revalue
interest with the central bank, which means that they can usually offer
better rates to borrowers and depositors than in the home country.
Commercial / retail bank banc comerciale / banc de depozit
Merchant bank / Investment bank banc comercial / de investiii
Vocabulary
a. Find the words or expressions in the text which mean the
following.
1 to place money in a bank; or money placed in a bank
2 the money used in countries other than ones own
3 how much money a loan pays, expressed as percentage
4 available cash, and how easily other assets can be turned into cash
5 the date when a loan becomes repayable
6 to guarantee to buy all the new shares that a company issues, if they
cannot be sold to the public
7 when a company buys or acquires another one
8 when a company combines with another one
9 buying and selling stocks or shares for clients
10 taking care of all a clients investments
11 the ending or relaxing of legal restrictions
12 a group of companies, operating in different fields, that have joined
together
13 a company considered to be without risk
14 ability to pay liabilities when they become due
15 anything that acts as a security or a guarantee for a loan
b.The text contains a number of common verb-noun partnerships
(e.g. to lend money, to finance international trade). Match up the
verbs and nouns below to make common collocations.
Charge
Do
Exchange
Issue
Make
Offer
Pay
advice
bonds
business
currencies
deposits
funds
interest
139
Raise
Receive
Underwrite
loans
profits
security issues
140
General Information:
When do/are you open?
How late do you stay open?
When do you close?
What are your opening hours?
In the US: Does this bank have an ATM (Automatic Teller Machine
bancomat)
In the UK: Do you have a cash point/dispenser?
The ATM ate/kept my card.
The cash dispenser wont give me my card back.
If you want to use bank services you may have to queue (UK) or stand
in line (US) and wait for the next available teller (US) or clerk (UK):
When their desk is free, a light will come on:
Next, please.
Please step down (US).
Im open over/down here.
Queue / stand in line = a sta la coad
Teller / clerk = funcionar la ghieu
You can then tell him or her what you want:
I want/need/would like to cash a check.
Id like to cash these travelers checks, please.
Can you change a ten-pound note, please?
Id like ten dollars worth of quarters, please.
I need a roll of quarters.
If you have an account there:
Id like to make a deposit.
Id like to withdraw some money from my account.
Id like to make a withdrawal.
If you want to withdraw some money from abroad:
Id like to transfer some money from an overseas bank account.
Before the clerk gives you any money, she/he will ask:
How would you like that?
Any preference?
Large or small bills (US) notes (UK)?
141
Your reply:
It doesnt matter (which denomination)
All twenties, please.
Just tens and twenties, please.
Five, tens and three fives, please.
No small bills/notes, please.
If you want to transfer some money, the clerk will say:
Are you a customer here?
First of all, I need some ID, please.
May I see some identification?
Do you have a bank card with you?
Id like the name and address of your bank, your account number and
your sorting code, please.
Please fill in this form.
Im afraid youll have to go to the enquiries desk (biroul de
informaii).
Or, if youre cashing a check:
Could you endorse this (sign it on the back), please.
Perhaps youre withdrawing money with a credit card:
Enter your PIN number, please (PIN: Personal Identification Number).
If you have foreign currency:
Do you handle foreign exchange here?
Is there a foreign exchange desk?
Id like to change/buy some foreign currency.
Whats the current exchange rate, please?
How many marks to the dollar, please?
And the reply:
The exchange rate is 1,5 marks to the dollar.
Im afraid the rate has gone up today.
You might want to know:
Do I have to pay bank charges (comision) on top of that?
Is that inclusive of commission?
Are there any additional expenses?
What commission do you charge?
142
Means of payment.
Id just had a phone call from the bank. They couldnt cash in Ds
cheque. They were told there were insufficient funds on his account.
Im surprised. That would be the first time. Can you remind me of the
amount?
Its not a large sum: only 135 pounds.
This is all the more surprising. He is not the kind of person to
overdraw his account. What sort of a cheque did he make out?
Im looking into his file Now It was a giro cheque. Usually he
pays us by bank cheque for small amounts, and by draft for large
sums.
It makes more sense. Just give him a ring, will you? Im sure hell
settle immediately.
Ill do that. Something else. Ive had very bad information about B,
you know, the reseller (vnztor) who wanted immediate delivery.
I see who you mean. Its his first order with us?
Thats it. Hes already had a current account cancelled and has a
reputation for being a slow payer.
If so, insist on payment with the order (plata la comand). Delivery is
out of the question until the sum has been paid into our account.
Well, I think thats all. Oh yes! One more thing, the drafts to be
discounted
143
some sort of security, they may consider longer term credit. Most of
this applies to business discounting of their bills Bills of Exchange
(drafts), or even Promissory Notes. In the field of foreign trade, the
banks can help by financing or advising their clients. They can be
referred to by either party for status enquiries in business transactions.
Definition
A cheque is signed by the payer and payable to the payee or to his
order. A draft (or bill of exchange) is drawn by the creditor on the
debtor and payable to the drawer or to a third party after acceptance by
the drawee.
Un cec este semnat de pltitor i se pltete beneficiarului sau la
ordinul su. O trat este tras de creditor asupra debitorului i se
pltete trgtorului sau unei tere pri dup acceptare de ctre tras.
15. The spell of monetary stability has lasted since the begining of the
year.
Aceast perioad de stabilitate monetar dureaz de la nceputul
anului.
16. The policy of expensive money is meant to fight inflation.
Politica dirijat mpotriva creterii preurilor este destinat
combaterii inflaiei.
17. but it has immediate repercussions on corporate income
statements.
dar acest lucru are repercursiuni imediate asupra conturilor de
venit i pierderi ale ntreprinderilor.
18. The Central Bank acts as banker to the government and to other
banks, and as the central note-issuing authority.
Banca central funcioneaz n calitate de bancher pentru guvern
i alte bnci i ca autoritate central de emisiune monetar.
5. A tax collected at each stage of production, excluding the alreadytaxed costs from previous stages, is called a/an
Added-value tax
sales tax
value-added tax
6. Profits made by selling assets are generally liable to a
Capital gains tax
capital transfer tax
wealth tax
7. Gifts and inheritances over a certain value are often liable to a
Capital gains tax
capital transfer tax
wealth tax
8. The annual tax imposed on peoples fortunes (in some countries)
is a/an
Added-value tax
capital gains tax
wealth tax
9. Making false declarations to the tax authorities is called
Fiscal policy
tax avoidance
tax evasion
10. Reducing the amount of tax you pay to a legal minimum is called
Creative accounting
tax avoidance
tax evasion
150
Reading
Alternative terminology
Two terms for nominal value are face value and par value.
Other names for a bonus issue are a scrip issue (short for subscription
certificate) and a capitalization issue, and in the US, a stock dividend
or stock split.
Vocabulary
Match up the following words and definitions.
Blue chip
Defensive stock
Growth stock
Insider share-dealing Institutional investors Mutual fund
Market-maker Portfolio
Stockbroker
1. a company that spreads investors capital over a variety of
securities
2. an investors selection of securities
3. a person who can advise investors and buy and sell shares for
them
4. a stock in a large company or corporation that is considered to be
a secure investment
5. a stock in an industry not much affected by cyclical trends that
offers a good return but only a limited chance of rise or decline in
price
6. a stock which usually has a high purchasing price and a low
current rate of return that is expected to appreciate in capital
value
7. a wholesaler in stocks and shares who deals with brokers
8. financial organizations such as pension funds and insurance
companies which own most of the shares of all leading companies
(over 60%, and rising)
9. the use of information not known to the public to make a profit
out of buying or selling shares
36. Bonds
Companies finance most of their activities by way of
internally generated cash flows. If they need more money they can
either sell shares or borrow, usually by issuing bonds. More and more
companies now issue their own bonds rather than borrow from banks,
156
because this is often cheaper: the market may be a better judge of the
firms creditworthiness than a bank, i.e. it may lend money at a lower
interest rate. This is evidently not a good thing for the banks, which
now have to lend large amounts of money to borrowers that are much
less secure than blue chip companies.
Bond-issuing companies are rated by private rating companies
such as Moodys and Standard & Poors, and given an investment
grade according to their financial situation and performance, Aaa
being the best, and C the worst, i.e. nearly bankrupt. Obviously, the
higher the rating, the lower the interest rate at which a company can
borrow.
Most bonds are bearer certificates, so after being issued (on
the primary market), they can be traded on the secondary bond market
until they mature. Bonds are therefore liquid, although of course their
price on the secondary market fluctuates according to the changes in
interest rates. Consequently, the majority of bonds on the secondary
market are traded either above or below par. A bonds yield at any
particular time is thus its coupon (the amount of interest it pays)
expressed as a percentage of its price on the secondary market.
For companies, the advantage of debt financing over equity
financing is that bond interest is tax deductible. In other words, a
company deducts its interest payments from its profits before paying
tax, whereas dividends are paid out of already-taxed profits. Apart
from this tax shield, it is generally considered to be a sign of good
health and anticipated higher future profits if a company borrows. On
the other hand, increasing debt increases financial risk: bond interest
has to be paid, even in a year without any profits from which to deduct
it, and the principal has to be repaid when the debt matures, whereas
companies are not obliged to pay dividends or repay share capital.
Thus companies have a debt-equity ratio that is determined by
balancing tax savings against the risk of being declared bankrupt by
creditors.
Governments, of course, unlike companies, do not have the
option of issuing equities. Consequently they issue bonds when public
spending exceeds receipts from income tax, VAT, and so on. Longterm government bonds are known as gilt-edged securities, or simply
gilts, in Britain, and Treasury Bonds in the US. The British and
American central banks also sell and buy short-term (three months)
Treasury Bills as a way of regulating the money supply. To reduce the
money supply, they sell these bills to commercial banks, and withdraw
157
the cash received from circulation; to increase the money supply they
buy them back, paying with newly created money which is put into
circulation in this way.
Rating company firm de rating
Debt financing finanarea debitului
Equity financing finanarea aciunilor
Investment grade gradul riscului de investiie
Debt-equity ratio raia debit-aciuni
Public spending chletuieli publice
Receipts ncasri, venituri
Treasury bonds certificate de trezorerie pe termen lung
Treasury bills certificate de trezorerie pe termen scurt
Vocabulary
Match up the words or phrases on the left with the corresponding
ones on the right.
1 investors
2 issuing bonds
3 principal
4 maturity
5 pension funds
6 buy-and-hold investors
7 non-payment
8 price appreciation
9 price depreciation
10 capital gains
Vocabulary
Match up the expressions on the left with the definitions on the
right.
1 equity financing
2 debt financing
3 bearer certificate
4 liquid
5 par
6 coupon
7 yield
Reading
Select ten or eleven of the following words that you would expect
to find in an introductory text about futures and options.
Assets beer bush call
commodities contracts
Copper currencies
discount store foodstuffs
hedge
Liabilities
plastic
phone
raw materials shout
Spot market
supermarket
tea
Now read the text, and see if you find the words you selected.
Futures
Every weekday, enormous amounts of commodities,
currencies and financial securities are traded for immediate delivery at
their current price on spot markets. Yet there are also futures markets
on which contracts can be made to buy and sell commodities,
currencies, and various financial assets, at a future date (e.g. three, six
or nine months adead), but with the price fixed at the time of the deal.
Standardized deals for fixed quantities and time periods (e.g. 25 tons
of copper to be delivered next June 30) are called futures; individual,
non-standard, over-thecounter deals between two parties (e.g. 1.7
billion yen to be exchanged for dollars on September 15, at a rate set
today) are called forward contracts.
call
discount
drought
spot market
strike price
Glossary
floating
Collapse a se prbui
Collateral garanie, gaj / garant, girant, gir
Collect a ncasa, a percepe (impozite)
Commercial / retail bank banc comerciale / banc de depozit
Commodity o marf (de larg consum)
Compete with sb. a concura cu cineva, a face concuren cuiva
Competitive competitiv
Composite rate rat compus
Contribution cotizaie, contribuie
Convergence criteria criterii de convergen
Cost accounting contabilitate analitic / analiza costurilor
Cost effective- rentabil, care i merit preul
Cost of living costul vieii
Council tax impozite locale
Counter ghieu
Counterfeit a contraface, a falsifica, a face bancnote false
Credit a sum to an account a vira o sum ntr-un cont
Credit an account a credita un cont
Credit rating evaluare a solvabilitii clientelei
Credit squeeze restrngere a creditului
Credit standing situaie financiar, gradul de solvabilitate
Creditor creditor
Crisis o criz
Cross out a bara
Crumble a se prbui
Curb a frna, a stpni
Currencies devize
Current / checking account cont curent
Current account deficit un deficit al balanei de pli curente
Current account; account current cont curent
Custom-made fcut pe/la comand
Customs vam
Dabble on the Stock Exchange a juca la Burs
Deal o tranzacie
Dealer un dealer
Debit a sum from an account a debita o sum dintr-un cont
Debit an account by a sum a debita un cont dintr-o sum
Debt o datorie
Debtor un debitor
Decline a decdea, o scdere
165
Inflation inflaie
Inflationary inflaionist
Inheritance tax drepturi de succesiune
Interest dobnd
International Monetary Fund (I.M.F.) Fondul Monetar
Internaional (F.M.I.)
Investment (B.E. merchant) bank banc de investiii
Investments investiii
Invoice factur
Issue a emite
Jack up a mri preuri
Jewels bijuterii
Joint account cont comun
Junk bonds obligaiuni fr valoare
Kickstart the economy a impulsiona economia
Leave a deposit a lsa o garanie
Legal tender ofert legal, curs legal
Lend a da cu mprumut
Lending rate rata de mprumut
Level off a se relaxa
Leverage capacitate de influen / raportul dintre creane i capital /
creterea rentabilitii capitalului unei societi ca urmare a
contractrii de datorii
Leveraged buyout rscumprarea unei societi datorit creterii
rentabilitii capitalului ca urmare a contractrii de datorii
Levy a percepe, a impune (o tax, un impozit) / o tax
Liabilities pasivul
Liquidation lichidare
Listed company societate pe aciuni
Loan shark un cmtar
Loans mprumuturi
Look up, to pick up a se redresa
Loss o pierdere
Loss-making, unprofitable nerentabil
Lump sum settlement plat forfetar, plat global
Make o marc (de fabric), fabricaie
Maturity (of a loan) scadena unui mprumut
Mercantile Exchange Bursa de mrfuri
Merchant bank o banc comercial
Merchant bank / Investment bank banc comercial / de investiii
169
Cheia exerciiilor
Module 1
174
Module 2
Reading find words
1 literal
a. direct and clear
2 understatement
b. less strong way of talking
3 deduce
b. work out
4 vague
a. unclear
5 devious
b. dishonest
6 pleasantries
c. polite remarks
Exercise 1 Making a call
(in order): speak to; through; office; can; hello; bad; speak; speaking;
put; through; hold; office; moment; number; ring; back; on; message;
rang; call
Practice 1 a model answer
Reception: Good morning, Gorliz and Zimmerman.
Lara Camden: Hello, my names Lara Camden from Bulmer Cables
Ltd. Please could I speak to Mr. Conrad Bird?
Reception: Im sorry, but Mr. Bird is not in at the moment.
Lara Camden: I see. Er when do you think I could contact him?
Reception: Well, at the moment hes away. Would you like to leave
a message?
Lara Camden: Yes, perhaps you would ask Mr. Bird to call me? My
names Camden, Lara Camden, on 0181 299 462.
Reception: Right, thats Lara Canden on 0181 299 462. Okay?
Lara Camden: Yes, er Camden. CAMDEN.
Reception: Oh yes, sorry! Ive got that now.
Lara Camden: Thank you. I look forward to hearing from Mr. Bird.
Reception: Its a pleasure. Thanks for calling. Bye for now.
Practice 2 a model example of the conversation
Intership: Intership, good morning.
Computech: Hello, my names Alex Hall from Computech Arcos in
Singapore.
Intership: Sorry, did you say Alex Hall from Computech Arcos?
Computech: Yes, thats right.
Intership: Okay, how can I help you, Mr. Hall?
Computech: Well, Id like an appointment with Mr. Dionis.
Intership: Can you tell me whats about?
Computech: Certainly. Id like to discuss the transporting of goods
from Singapore to Athens.
Intership: I see. When would be a good time for you to come here?
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Page 1 of 1
Date: 19 April 19
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Module 3
Practice 1
Tokyo medical congress
a. Probably very formal.
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Module 4
Practice 1
a. Welcome, everybody. Thank you for coming.
b. We are here today to talk about (and to decide ; to look at)
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c. We have an agenda with three points. (Youve all seen the agenda.
Id like to ask if anyone has any comments on it.)
d. I think Mr. Kano is ready to tell us something about (Can I ask
to open with his remarks.)
e. If you dont mind, can we let Mr. Kano finish? (Sorry, , I cant
allow us to consider that question just yet)
f. Thank you for that
g. Now, can I ask Ms Perez de Sanchez to tell us her views
h. Er, can we try to keep to the topic I think we have gone away
from it a little.
i. Id like to sum up the main points. (So let me summarize that.
You say that )
j. Would anyone like to say anything else on this? (Does anyone
have anything to add to that?)
k. I think we ought to move on to the next topic on the agenda.
l. So, before the next meeting, Ill send out a report on this one, Mr
Kano will prepare () and will then fix a new date, some time
next month.
m. Thank you. thats everything. Thats it for today.
Practice 2
1. A model of Agenda
Axis Finance Limited
Marketing Group: Year-end meeting
Time:
Place:
Finish:
Participants:
1.
2.
3.
4.
5.
6.
7.
8.
9.
Agenda
Apologizes for absence
Minutes of previous meeting
Chairs opening address
Personnel changes
Review of marketing performance in the current year
New products
Marketing plans for next year
Any other business
Date of next meeting
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Module 5
Practice 1 a model
a. Well, welcome to Its very good that you could come to see us
here.
b. I hope you had a good trip? Not too long ? Did you get a taxi
when you arrives here?
c. At lunchtime well be able to show you a little bit of the city
have something to eat in a local restaurant.
d. Well, shall we make a start?
e. Okay, well, can I ask Luke Fox, from our Marketing Department,
to begin our discussion with some opening remarks. I think
youve met James already this morning, and a little while ago too?
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f.
b
c
d.
e.
Practice 3
We can give you free delivery with a larger order.
We provide free on-site training for only a small price increase.
We can give 5 % discount if you agree to payment on delivery.
We can offer you an extra 50,000 compensation in exchange for
your agreement not to go to law.
f. We promise to improve safety for staff provided that we reach
agreement on new contracts.
g. The company will introduce better working conditions if the staff
accept shorter breaks.
Practice 4
Ojanpera: Well, were happy to buy a machine if you can give us a
good price.
Beck: Im sure we can. As you know our prices are very competitive.
Ojanpera: Even so, Im sure you can allow us a discount?
Beck: Okay, well a discount could be possible if you agree to pay for
the shipping costs.
Ojanpera: That sounds okay, if the discount is a good one.
Beck: How about 4 %?
Ojanpera: 6 % would be better.
Beck:
Im sorry, we cant manage that unless you pay for the
installation.
Ojanpera: Okay, our engineers will take care of that.
Beck: Okay then, so to confirm: a 6 % discount but you pay all the
shipping and installation costs.
Ojanpera: That sounds all right.
Practice 5
GIBSON TRUST LIMITED
Units 9-12 East Side Monks Cross Industrial Estate BRISTOL BSI4
6TR
Telephone 01272 547777 Fax 01272 547701
Neil Finch
Ministry of Urban Development
140- 144 Whitehall
London WCI 4RF
189
May 2 200
Dear Neil,
Re: Meeting in Bristol, April 30 --- Railway Land Sale
I am writing to (a) confirm points (b)agreed in the above meeting,
held to discuss the sale of government owned railway land to Gibson
Trust Limited.
We would like to confirm through this letter and the (c) enclosed
drawings that the property (d) included in the above sale consists of
the land presently occupied by the station buildings and also the
former car parks to the east of the station, the offices to the west and
the warehouse alongside the tracks. The government-owned housing
on the north side of the railway lines is (e) excluded .
We also agree that the station will be renovated by the Transport
Department and that the government will be responsible for running
an eventual museum and paying a rent of 100,000 per year to
Gibson Trust. The remaining land will be (f) developed by Gibson
Trust and later sold off separately. The development is intended to be
for commercial and residential use. The eventual use of the land
should be (g) specified in the contract.
Our next meeting will be on May 15 at 10 a.m., at which development
plans will be (h) examined. Soon after this, contracts will be (i) drawn
up. Then we will need time to consider the contracts but hopefully
they will be (j) signed by the end of September.
Do contact us if you have any comments or alterations you would like
to make to this summary. Thank you once again for a very
constructive meeting and we look forward to seeing you again on May
15.
Your sincerely,
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Jill Kearne
Chief Negotiator
Encs. (I)
Reading
a. emphasize the benefits available to both sides
b. invent new options for mutual gain
c. change the package
d. adjourn to think and reflect
e. change location
f. change negotiator (personal chemistry?)
g. bring in a third party (mediator?)
h. fix an off-the-record meeting
Practice 6
Situation 1
The problem is that we have never offered the kind of warranty you
are looking for.
Since we have a difficulty here, may I suggest we leave the problem of
the warranty and come back to it later? Perhaps we could talk about
training for our technical staff?
Situation 2
Theres a number of issues on the table. We seem to be a long way
from an agreement.
Can I suggest a lower price, but link this with us paying the shipment
costs or agreeing to different payment terms?
Situation 3
The price you are asking is rather high, quite a lot higher than we were
expecting.
Well, if it would help, we could agree to longer payment terms
Situation 4
There are several problems. We think there is quite a lot of negotiation
ahead before we can agree on a common strategy.
The benefits of reaching agreement are considerable. We will have
more global influence and better prospects for the future.
Strategies in dealing with conflict
Strategy 1
I think were not really making much progress. Perhaps it would be
better to leave this point for a while and come back to it later. Could
we talk about a different aspect to the deal, perhaps the question of
delivery?
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Strategy 2
I think it is important to think about what could happen if we do not
reach agreement. The most obvious consequence will be that we will
both lose market share. The only winners will be our competitors. It
could be serious for both of us.
Strategy 3
There seem to be a number of problems, but Id like to summarize the
positive elements issues where we have made progress. First, we
agree that we have to settle the dispute between us, we understand
how important this is. Second, we agree that the terms of our original
agreement need to be changed. Third, we also agree that the change
will depend on the different market conditions which affect our
products These are important points of progress.
Strategy 4
Can I suggest we take a short break? I think it will help if we look at
some of the issues that are dividing us. Perhaps we will see areas
where we can make a fresh offer.
Strategy 5
The point at issue, Mr. Cinis, is quite simple. We can offer you an
extra 5 % discount, but only if the order is increased by 20 % over the
next three years.
Practice 7
Situation 1
Let me make a suggestion. If you agree to buy 100 units every month
for the next twelve months, well agree a 10 % discount.
Unfortunately, I cant say how many well need in six months and
certainly not in twelve. I cant take the risk on such a large order at
this stage.
Situation 2
The price we are offering excludes installation costs but does include
a twelve months guarantee.
Im afraid thats not really acceptable. You know that other suppliers
offer free installation and two year parts and labour warranty?
Situation 3
I think the absolute minimum investment in advertising must be
$40,000, otherwise we cannot reach enough of our market. Its not
much to ask for.
Its a pity but its still more than our budget. I cant go that high.
Situation 4
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Now, some excellent news: wed like to increase our order. Right now
you are sending us 350 boxes a month. We need at least 500, demand
is very high
Well, Im glad youre having a lot of success with our products, but
the bad news is that our order books are full, and the plant is working
at full capacity. Were a bit stuck Im afraid
Practice 8
Situation 1
Its been a long meeting, but finally Im very glad were able to reach
agreement. I think it would be good if we could go on to a restaurant
now, wed be pleased if you can join us.
Situation 2
Im sorry our efforts to reach agreement have not been successful. I
suggest we stop here, but I hope that in the future we might work
together on something.
Situation 3
Unfortunately I feel it would be better if I dont join you on this
project, but no doubt therell be plenty of other things well work on.
Situation 4
Id like to repeat our order, but not on those terms. Im sorry, we cant
agree to this. I think well go elsewhere, but thanks anyway.
Situation 5
Im sorry, but it really is physically impossible. We cannot supply
goods in so short time. Its just impossible. Sorry we cant help you.
Exercise 1 Your turn to negotiate
Suggested replies: Lets see how we get on. Why such a long delivery
period? This is our position. We need delivery of six weeks
maximum, with four weeks for installation. Im sorry, but I cant
accept eight weeks. Youll have to do better than that, Im afraid. Im
afraid I cant increase the delivery period any further. I have my
instructions. May I make a suggestion? If you can promise delivery in
six weeks, then we may be able to talk about further order. Lets go
through the terms: six weeks for delivery and four weeks for
installation; and the decision about the next order to be taken by the
26th. Agreed?
Exercise 2 Ten rules for negotiating
a 4; b 6; c 1; d 8; e 2; f 5; g 7; h 3.
Exercise 3 When things get difficult
A. Would you like me to go through that again? B. Ill have to come
back to you on this. C. Could you give me a moment to do some
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Module 6
Discussion
A personal choice of qualities: D, F, H, and J.
Vocabulary
a. 1 resources 2 manageable 3 setting, communicate
4 supervise, performance
5 achieved
6 board of directors
7 innovations
b.Common collocations include: allocate resources (or people);
communicate information or decisions; develop strategies (or people
or subordinates); make decisions; measure performance; motivate
people; perform jobs; set objectives; and supervise subordinates.
Module 7
Vocabulary
1 C; 2 E; 3 B; 4 A; 5 F; 6 G; 7 D
Reading
A functional structure
B matrix structure
C line structure
D staff position
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4H
5D
195
6J
7E
8B
9C
Reading
Paragraph 1 the selling and marketing concepts
Paragraph 2 identifying market opportunities
Paragraph 3 the importance of market research
Paragraph 4 the marketing mix
Paragraph 5 company-to-company marketing
Comprehension
1. Customer needs; 2. Market; 3. Coordinated marketing; 4. Profits
through customer satisfaction
Vocabulary
1 word-of-mouth advertising
2 institutional or prestige advertising
3 advertising agencies 4 an account 5 an advertising budget
6 a brief
7 advertising campaign
8 target customers or target market
9 media planners
10 the threshold effect 11 the comparative-parity method
12 counter-cyclical advertising
Discussion
The numbers of respodents who agreed with the statements were as
follows:
1. 90% 2. 72% 3. 85% 4. 51% 5. 41% 6. 49% 7. 60% 8. 57%
Reading
1 target
2 awareness
3 medium
4 tactics
5 trial 6 maturity
7 aimed
8 loyalty
9 advertising
10 channel
Summarizing
1 When a new product is launched, the producer has to inform
customers about its existence and develop brand awareness.
2 Promotion is one of the four elements of the marketing mix; sales
promotions are one of the four different promotional tools.
3 The advantages of publicity include the fact that it is much cheaper
than advertising, and can have a better impact, because it seems that
people are more likely to read and believe publicity than advertising.
4 The four stages of the standard product life cycle (excluding the prelaunched development stage) are introduction, growth, maturity and
decline.
5 Reasons to offer temporary price reductions include attracting priceconscious brand-switchers, offsetting a promotion by a competitor,
and, for stores, attracting customers by way of loss leaders.
196
197
200
I.
VERBE MODALE I
MAY i CAN
(Permisiune, probabilitate, abilitate)
May i can sunt verbe modale sau ajuttoare: ele sunt verbe defective,
deoarece:
- au numai 3 timpuri: indicativ prezent, indicativ trecut i
condiional prezent
- nu primesc s la persoana a III-a singular
- nu primesc do, does, did la interogativ sau negativ
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May / Might
May se foloseste la prezent. Might la condiional prezent. Ambele
sunt invariabile i sunt urmate de un infinitiv fr To.
Forme contrase: maynt / mightnt
Utilizare:
1. May se folosete cu referire la evenimente sau aciuni posibile
sau probabile n prezent, adesea cu sens de viitor. Might poate
fi folosit pentru a sublinia o foarte redus posibilitate.
Theres a black cloud above us. It may rain.
Alice may get angry if you tell her.
If you try hard enough, you might convince him to come.
Not
Formele alternative sunt:
Maybe it will rain.
It is likely to rain.
2. pentru a cere, a oferi sau a refuza permisiunea politicos
May I open the window? Its very hot in this office.
You may not smoke in my car.
Might indic adesea teama vorbitorului de a nu primi un
rspuns negativ, sau faptul c el cere prea mult:
Might I borrow your Rolls Royce for the weekend?
202
Not
Forme alternative:
Am I allowed to open the window?
You are not permitted to smoke in my car.
Can / Could
Can se folosete la prezent, adesea cu sens de viitor. Could se
folosete la trecut i condiional prezent. Ambele sunt invariabile i
sunt urmate de infinitiv fr To.
Utilizare:
1. Can se folosete pentru a cere, a acorda sau a refuza
permisiunea, similar cu may, dar mai puin formal
You can drive at seventeen in the UK.
Can I borrow your pen, please? Ive left mine at home.
You cannot go hunting out of season.
Not
Forme alternative:
You are permitted to drive at seventeen in UK.
You are allowed to drive at seventeen in UK.
You may drive at seventeen in UK.
Not
La negativ, could i might au sensuri diferite.
Ken could not be building the house by himself. (Its impossible. It is
too much work.)
Ken might not be building the house by himself. (He isnt building the
house himself. He probably has help.)
2. pentru a face referire la probabilitate, posibilitate sau
imposibilitate n prezent, n trecut sau la condiional
Look, theres plenty of snow, we can go skiing today.
Lets try his office; he could be there.
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Not
Pentru alte timpuri se folosete to be able to
She will be able to type 100 words a minute soon.
4. folosii could + infinitiv perfect pentru a v referi la o aciune
care nu a avut loc
I could have driven you to the airport, but I didnt have my car.
Sau cnd nu tim dac aciunea s-a petrecut sau nu
Have you seen my umbrella? Dan could have taken it; it was
raining when he left.
Not
Forme alternative:
You might have hurt your back lifting that heavy table.
You would probably have hurt your back lifting that heavy table.
Not
May / might i can / could se repet n ntrebri disjunctive i
rspunsuri scurte.
He cant go, can he?
May Sally come in? Yes, she may.
Not
To be able to exprim abilitatea. Este o alternativ formal pentru can
/ could n prezent, n trecut sau la condiional. Pentru toate celelalte
timpuri putem folosi numai to be able to.
Exerciii:
Traducei n limba englez urmtoarele propoziii
1. Aceasta este o mas veche, pe care n-o poate ridica nimeni. 2. Nu
tia s noate, aa c atunci cnd s-a scufundat vasul, s-a inecat. 3. Nu
ai dreptul s naintezi, acest teren e proprietate privat. 4. Nu ai
dreptul s vinzi ce nu-ti aparine. 5. Nu se poate s te fi hotrt s-i
refuzi orice ajutor tocmai cnd are mai mare nevoie de el. 6. Idila lui
cu ea nu poate s fi durat mai mult de o lun. 7. E cu putin s se
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joace cnd i-am spus s-i fac mai nti temele? 8. Ai s-i poi face pe
plac, tiind c e aa de sensibil? 9. Niciodat n-am fost n stare s in
minte propoziii ntregi. 10. Savantul a spus c tie de mult s numere.
11. Zise c-mi poate da sifon dac mi-e sete. 12. Speram s pot merge
pe jos pn la gar, dar m-am oprit la o staie de autobuz. 13. L-ai
putea atepta n birou dac ai vrea. 14. Ar fi putut s se aeze pe un
scaun gol, dar a preferat s stea n picioare. 15. Puteai s te uii pe
gaura cheii, dac erai aa de curios.
Cheia exerciiilor:
1. This is an old table which no one can lift. 2. He could not swim, so
when the ship sank he drowned. 3. You cant proceed, this land is
private property. 4. You cant sell what does not belong to you. 5. You
cant have resolved to deny him all help when he most needs it. 6. His
romance with her cant have lasted more than a month. 7. Can he be
playing when I told him to do his homework first? 8. Will you be able
to please him, knowing he is so sensitive? 9. I have never been able to
remember long sentences. 10. The scholar said he had been able to
count for a very long time. 11. He said he could give me soda if I was
thirsty. 12. I hoped I could walk to the station but I stopped at a bus
stop. 13. You could wait for him in the study if you would. 14. He
could have taken a vacant seat, but he preferred standing. 15. You
could have peeped through the keyhole if you were so curious.
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1.Can I help you? 2. May I help you? 3. She may be walking in the
garden, I have no idea where she is. 4. She may be telling the truth,
you had better listen to what she has to say. 5. I may have finished my
paper by the time you come to help me. 6. The old lady may have
been breathing hard after she had climed all those stairs, because the
elevator was out of order. 7. I may reached the station before the train
leaves. 8. I thought it might rain, so I have taken my umbrella. 9. I told
him no one might enter my room when I was asleep. 10. He might
cough if he has caught cold. 11. You might help him carry his bag if
you see him gasping for breath. 12. You might have lent him some
money if you knew he was in need.
II.
VERBELE MODALE II
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209
Not
Have to exprim necesitatea, poate fi folosit i la negativ i
interogativ.
We didnt have to book the restaurant. There was plenty of room.
Do we have to rush?
2. Need ca auxiliar este un verb modal i are aceeai form
pentru toate persoanele. Poate fi folosit numai la prezent
(adesea cu sens de viitor) mai ales n construcii negative sau
interogative.
Construcie negativ: Need not este similar cu dont have to.
Ambele exprim absena unei obligaii sau necesiti.
We need not rush. Theres plenty of time.
Construcie interogativ:
Need we rush? Theres plenty of time.
3. Need not + infinitiv perfect se refer la o aciune trecut care sa petrecut fr a fi fost necesar.
You neednt have told her about the accident. She will only worry.
Not
Need not + infinitiv perfect difer de did not need to.
Jack need not have gone to the dentist. (= Jack s-a dus, dar nu era
necesar.)
Jack did not need to go to the dentist. (= Nu era necesar ca Jack s se
duc, dar nu tim dac s-a dus sau nu.)
Ought to / Should
Ought to i Should au sens identic i pot fi folosite la fel. Ele sunt
invariabile pentu toate persoanele i pot fi urmate de infinitiv fr To.
Forme contrase: oughtnt / shouldnt
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Utilizare:
1. Cu referire la o obligaie sau ndatorire.
I ought to mow the lawn this weekend; its overgrown.
Little girls shouldnt tell lies.
Poate urma i forma n ing.
Tim oughtnt to be watching TV. He ought to be doing his
homework.
We should be standing in that queue, not this one.
2. Pentru a cere i a da sfaturi.
Do you think I should have my hair cut short?
Mike ought to see a doctor if it hurts so much.
3. Cu referire la ceea ce consider c este corect sau incorect din
punct de vedere moral.
We should all help the poor.
People oughtnt to treat animals badly. They belong here, too.
4. Cu referire la o ntmplare probabil.
Ill prepare dinner tonight. I should be home quite early.
I told him several times, so he ought to remember.
5. Cu o construcie perfect pentru a face referire la ceva ce
urma s se petreac n trecut, dar nu s-a petrecut. Sau cu
referire la ceva ce a constituit o greeal.
The plane should have arrived at seven oclock, but it was
delayed because of fog.
Michael Jackson ought to have started his tour last night, but he
was taken ill.
Exerciii:
1. A replicat c trebuie s aib grij de silueta ei. 2. Nu tiam c
trebuie s pltesc amend dac-mi parchez maina aici. 3. Nu se poate
s nu stai la mas! 4. Neaprat s-mi ari rochia ta cea nou! 5. E
precis la birou, completnd formulare, cum face zilnic. 6. Nu-l vd pe
aici, trebuie c joac baschet pe undeva. 7. Nu e acas, precis colind
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Cheia exerciiilor:
1. She retorted she must take care of her figure. 2. I did not know I
must pay a fine if I parked my car her. 3. But you must stay for
dinner! 4. You must show me your new dress! 5. He must be at his
office, fiiling in forms, as he does daily. 6. I do not see him around, he
must be playing basketball somewhere. 7. He is not at home, he must
be roaming the streets and shopping with industry. 8. That scar must
have been a bad injury a while ago. 9. He must have been studying at
the library when you were looking for him. 10. Children must not talk
to the mayor when he is busy. 11. I have had to listen to his offensive
words for two hours, but I am not going to put up with it any longer.
12. The officer stated that he had had to talk to his wife about
changing his job because he had been late too many times. 13. Need
he come to the library today or can he wait untill tomorrow? 14. They
neednt have come so soon, I could have wited. 15. She neednt have
bought that hat, he was going to buy it for her.
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III.
INFINITIVUL
Form
Formele principale de infinitiv sunt:
Infinitiv prezent
to work
Infinitiv prezent continuu
to be working
Infinitiv perfect
to have worked
Infinitiv perfect continuu
to have been working
Infinitiv pasiv
to be worked
Utilizare: Infinitivul cu TO
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Not
Cnd dou subiecte diferite fac necesar folosirea unei subordonate,
folosii so that pentru a introduce subordonata i a exprima scopul.
I deposited the money in the bank so that my son can use it in later
years.
Not
Pentru a exprima negaia punei not naintea infinitivului cu TO.
He ran in order not to be late.
Not
Folosii and (n loc de TO) pentru a exprima scopul dup go sau
come.
We should go and buy some milk.
Come and visit us!
4. dup un verb urmat de how, what, when, where, why.
Principalele verbe sunt: ask, decide, discover, find out, forget,
know, see, learn, remember, understand, think, wonder
We wondered how to do it.
I couldnt decide what to wear.
Not
Whether + infinitiv cu to poate fi folosit:
Dup wonder i know.
Alex wondered whether to knock or wait outside.
Dup formele interogative i negative ale verbelor decide, know,
remember.
Did you finally decide whether to go camping or not?
5. dup un verb urmat de complement
verbele principale sunt: advise, allow, command, enable,
encourage, forbid, expect, force, invite, oblige, order, permit,
persuade, remind, request, teach, tell, like, help, want
Tony advised me to finish the job quickly.
We invited our friends to ski with us.
Not
Infinitivul cu to poate nlocui o propoziie relativ:
Dup the only, the last, the first, the second etc.
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Joe was the first to board the submarine. (= Joe a fost primul care s-a
mbarcat pe submarin.)
Dup substantive / pronume, pentru a arta care le este utilizarea.
I need a pot to make a tea. (= Am nevoie de un ibric n care s pot face
ceai.)
Not
Remind, teach i tell pot fi i ele urmate de that:
He reminded Sue to come on time.
He reminded Sue that she had to /should come on time.
Dar tell i schimb sensul n funcie de construcie:
Tod told her to stop. = Tod ordered her to stop.
Tod told her that the water was boiling. = Tod informed her that the
water was boiling.
6. dup pasivul verbelor assume, believe, consider, feel, know,
understand, suppose
They are assumed to be fair players.
Aceste verbe pot fi urmate de complement + infinitiv cu TO i
de that:
He assumes them to be fair players.
He assumes that they are fair players.
Not
Suppose ii poate schimba sensul la pasiv:
You are supposed to nseamn Este datoria ta s
7. dup anumite substantive
principalele verbe sunt: ability/inability, ambition, decision,
demand, desire, determination, effort, failure, offer, plan, promise,
refusal, wish
We made our wish to help them quite obvious.
Hillarys failure to pass the exam disappointed them.
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Infinitivul fr TO
Infinitivul fr TO poate fi folosit dup:
1. verbe modale
may, can, must, shall, should, will, would
We may come tomorrow.
2. feel, see, hear, watch, let la forma activ
Claire heard him cough.
Not
Forma n ing se folosete adesea dup feel, see, hear, watch (att
forme active ct i pasive)
Claire heard him coughing. / He was heard coughing.
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alone. 6. I order you to leave right now. 7. I think her to have got
married long ago. 8. I am waiting for you to leave. 9. He is said to
have returned from abroad. 10. He was ordered to forget everything he
had seen. 11. He happens not to have arrived yet. 12. Whom is she
said to look like? 13. Why is he said to be a thief?
IV.
Not
Cuvntul TO este o surs de confuzii. Uneori to este o prepoziie
urmat de ing. Alteori to intoduce un infinitiv complet.
Kevin looked forward to seeing her.
Kevin wanted to see her.
I am used to studying until late. = I am accustomed to studying late.
I used to study until late. = I always studied until late.
PARTICIPIUL
Participiul poate fi folosit:
1. la timpurile continue.
He is working.
You were singing.
221
2. ca adjective.
annoying, frightening, depressing, embarrassing, relaxing,
exciting, shocking, charming, interesting, boring
3. n substantive compuse.
a washing machine, a diving board, a sewing kit, a walking stick,
a fishing rod, a gardening tool
4. dup spend i waste (timp, bani, effort, energie).
They spent a fortune building that house.
He wasted all his energy getting that contract.
5. dup go i come (activitate fizic).
Im coming shopping with you.
Eileen and Paul are going swimming.
6. dup see, hear, feel, listen to , notice, watch + complement.
The entire family watched Tim skating.
Not
Aceleai verbe pot fi urmate i de complement + infinitiv fr TO.
He heard the baby cry.
7. dup catch, find, leave + complement.
The baker caught the boy stealing rolls.
8. n locul subordonatelor:
A. n locul unei subordonate relative
We watched the boy working. (= We watched the boy who was
working.)
B. n locul subordonatelor.
cnd dou aciuni se petrec la acelai moment n timp.
Smiling warmly, she shook Hectors hand. (= She smiled warmly as
she shook Hectors hand.)
Learning to ski, Sam broke his leg. (= While Sam was learning to ski,
he broke his leg.)
pentru a nlocui o propoziie care ncepe cu since sau because.
Thinking Joan was honest, he lent her the money. (= Because he
thought Joan was honest, he lent her the money.)
Being curious, he looked through the keyhole. (= Since he was
curious, he looked through the keyhole.)
222
V.
Utilizare:
1. Infinitivul + to se folosete de obicei dup: afford, agree, appear,
arrange, ask, attempt, decide, expect, fail, help, hope, learn,
manage, mean, offer, plan, prepare, pretend, promise, refuse,
seem, tend, threaten, want, wish
I cant afford to buy a new car now.
I fail to see the point you are making.
223
Not
Forma negativ este not to + infinitiv.
Clive Waston decided not to accept the new job offer.
Not
Dup help, TO este opional.
Emmas mother always helps her (to) do her homework.
Dar cant help nseamn a nu putea evita i aici se folosete forma
n ing.
I cant help thinking about what she said last night.
Seem, appear i pretend pot primi i un infinitiv continuu (to be
doing) sau un infinitiv perfect (to have done).
Bill seems to be sleeping a lot lately.
The criminal pretended to have lost his memory.
Dup ask, decide, explain, know, remember, forget, understand
urmate de cuvinte interogative: how, what, when, which, where,
whether etc.
I dont know how to get to the cathedral from here.
The teacher will explain what to do tomorrow.
Dup ask, enable, force, get, invite, order, persuade, remind, teach,
tell, warn + complement.
Can you ask them to leave, please?
I persuaded Jane to come hiking with me tomorrow.
Dup make n propoziii pasive.
When I was at school, I was made to wear a uniform.
224
Not
Forma negativ este: not + -ing
I enjoy not having to work.
Not
Forma pasiv este posibil i cu being + participiu trecut.
Helen enjoys being involved in the local comunity.
Verbe ca: admit, deny, mention, recall, regret pot primi: having +
participiu trecut cu referire la aciuni finalizate n trecut.
Tom now regrets having moved to Paris.
Not
Dup: admit, deny, regret, suggest se poate folosi i that.
Sam denied that he had shot his wife.
Sau
Sam denied shooting his wife.
Dup verbe complexe: carry on, end up, give up, go round, keep on,
put off, set about
You carry on thinking while I eat my lunch.
Frank is always trying hard to give up smoking.
3. Se pot folosi att infinitivul + TO ct i forma n ing fr
diferene de sens dup verbele: begin, continue, hate, like, love,
prefer, start
I began to play squash three years ago.
I began playing squash three years ago.
Morris loves to drive fast cars.
Morris loves driving fast cars.
4. Infinitivul + to sau forma n ing au sensuri foarte diferite dup:
remember, forget, try, stop, go on, regret
Have you forgotten posting that letter? (= Ai trimis-o dar nu-i
aminteti)
Have you forgotten to post that letter? (= Nu ai trimis-o?)
I stopped smoking cigarettes because they were bad for me. (= Nu
mai fumez)
I stopped to smoke a cigarette. (= M-am oprit i am fumat o igar)
225
Exerciii:
Punei verbele din parantez fie la infinitiv fie la gerund:
1. He used (dance) a lot but he hasnt had any opportunity of (do) is
since he began (prepare) for the entrance examination. 2. They were
used to (live) alone, so they didnt really mind the lonely life they led
on the moon. 3. I like (skate) and (ski), but it is very difficult for me
(say) which I like better. 4. We got tired of (wait) for him (come) and
eventually decided (go) out without (leave) any notice to him. 5. I
remember (hear) her (say) the flowers needed (water). 6. We highly
appreciate (you, want) (help) our son, but its time he began (do) his
homwork by himself. 7. We dont remember (you, say) before that
John wanted (buy) our car. 8. I wonder why he hated (I, smoke) at the
office since he often enjoys (smoke) a cigarette himself. 9. It is no use
(you, ask) me (insist) on (Mike, come) in time as he cant get rid of
his bad habit; he often tried (be) punctual but he always failed. 10.
Wherever I set to work, I recollect (my father, say) that if a job is
worth (do) at all it is worth (do) well.
Cheia exerciiilor:
1. To dance, doing, to prepare 2. Living 3. Skating, skiing, to say 4.
Waiting, to come, to go, leaving 5. Hearing, say (saying), watering 6.
Your / you wanting, to help, doing 7. Your / you having said, to buy 8.
My / me smoking, smoking 9. Your / you asking, to insist, Mikes /
Mike coming, to be 10. My father saying, doing, doing
1. In summer flowers need watering every day. 2. I am very pleased to
accept her invitation as he always succeeds in cooking very tasty
dishes. 3. Forgive my bothering you, do you happen to have a match?
4. I enjoy eating ice-cream even when it is cold. 5. Do you mind my
opening the window for a few minutes? Its very stuffy in here. 6.
There is no need for your leaving on Wednesday, you are expected
there (on) Saturday. 7. They insisted on my writing to them every day,
but it puts me beside myself because I hate writing letters. 8. They
refused to let us in without buying tickets although we had been
invited to the first night. 9. We had to delay our departure because of
Janes being ill. 10. I dislike being looked at while attempting to learn
how to ride a bicycle.
VI.
VERBE COMPLEXE
Not
Cnd verbele complexe sunt urmate de un verb, acest verb este de
obicei la forma n ing.
Not
Nu folosim prepoziii dup urmtoarele verbe:
answer, ask, call, phone, ring, discuss, enter, meet, reach, suit, tell
Not
Exemple de verbe + prepoziie:
agree to something; agree with somebody/something; allow for
something; amount for something; apologise for something; apply for
something;
approve
of
somebody/something;
attend
to
somebody/something;
complain
(to
somebody)
about
somebody/something; conform to something; consent to something;
consist of something; depend on something; hear about something;
hear from somebody; hope for something; insist on something; look
at somebody/something; look for somebody/something; look forward
to something; pay (somebody) for something; refer to something; rely
on somebody/something; succeed in something; think about
something (= concentrate on); think of something (= consider); wait
for somebody/something
2. Verb + complement + prepoziie
Verb + complement + prepoziie + complement prepoziional
Protect
us
from
unfair competition
Verb + complement + prepoziie + V ing
Prevent
us
from
entering the Japanese market.
Not
Prepoziia from se folosete dup verbe care exprim refuzul:
prohibit, restrain, forbid, prevent, ban, veto, stop
They prevented us from exporting the goods.
Not
Dup verbe care exprim acceptul se folosete complement +
infinitiv: allow, authorise, help, permit, enable, encourage
They helped us to export the goods.
228
Not
Exemple de verbe + complement + prepoziie:
accuse somebody of something; advise somebody of/about
something; compare somebody/something with somebody/something;
congratulate somebody on something; convince somebody of
something; describe something to somebody; divide/cut/split
something into something; do something about somebody/something;
explain something to somebody; interest somebody in something;
prefer somebody/something to somebody/something; prevent
somebody/something
from
somebody/something;
protect
somebody/something from somebody/something; provide somebody
with something; remind somebody of something; spend money on
something; tell somebody about something
229
Not
Exemple de Phrasal verbs:
Break down (stop working); bring about (cause); call off (cancel);
call round (visit); close down (stop the operations of); come along
(come); fill in (complete by writing in relevant information); find out
(discover); look over (examine quickly); make up (invent); move in
(take possesssion of new premises); put on (turn on); send back
(return); speak up (speak louder); speed up (make faster); throw
away; turn down (reject); turn up (arrive); walk through; write
down
Exerciii:
Traducei n limba englez folosind get ca phrasal verb:
1. Tom promise c se va apuca serios de treab dar numai ncepnd de
lunea viitoare. 2. terge-o. Degeaba ncerci s m cucereti. 3. De
cnd i s-a publicat lucrarea nu i mai ncape n piele de mndrie. 4.
i-a dat seama c nu poi rmne nedescoperit cnd faci o crim. 5. Ai
scpat ieftin! 6. tie cum s-o ia pe mtua ei i s-o fac s-i cumpere
tot ce-i dorete.
Traducei n limba englez folosind give i carry ca phrasal verb:
1. Talentatul scriitor a luat premiul pentru literatur. 2. tie s
vorbeasc fr s se trdeze cu nimic. 3. A fost scos din fire de
obrznicia cu care i replica putiul. 4. Fusese prea sigur c norocul
nu-l va prsi. 5. Aceast fereastr d spre malul mrii.
Traducei n limba englez folosind look ca phrasal verb:
1. Va trebui s te descurci fr s te ngrijeasc Mary. 2. Atept cu
nerbdare s-mi spui c ai examinat chestiunea cu grij. 3. Acum
treburile lui promit s mearg mai bine. 4. Treci s m vezi mine
dup ora cinci.
Traducei n limba englez folosind make i be ca phrasal verb:
1. Cei doi veri nu se mpac deloc bine. 2. tiu c nu e perfect, dar
calitile lui i compenseaz lipsurile. 3. Nu i pot descrifa scrisul, e
prea necite. 4. Lucrm numai cu materialul clientului. 5. Filmul
acesta ruleaz de o lun, trebuie s fie bun. 6. Hai s ne mpcam!
230
Cheia exerciiilor:
* 1. Tom promised to get down to work but only beginning with next
Monday. 2. Get along with you! You are trying in vain to get round
me. 3. Since he had his work published he has simply got above
himself. 4. He realized one cant get away with crime. 5. You got off
cheaply! 6. She knows how to get round her aunt and make her buy
her whatever she wishes.
* 1. The gifted writer carried off the Prize for Literature. 2. He knows
how to talk without giving himself away at all. 3. He was carried away
by the impudence of the urchins retorts. 4. He had been too sure his
luck would not give out. 5. This window gives on (to) the seashore.
* 1. Youll have to manage without Mary looking after you. 2. Im
looking forward to your telling me youve looked into the matter
carefully. 3. His affairs seem to be looking up. 4. Look me up
tomorrow after five oclock.
* 1. The two cousins dont get on well at all. 2. I know he is not
perfect but his qualities make up for his defects. 3. I cannot make out
your hand writing, it is really illegible. 4. Only customers materials
made up here. 5. This film has been on for a month; it must be a good
one. 6. Lets make it up!
VII.
VORBIREA INDIRECT
n vorbirea indirect:
nici o schimbare
n Vorbirea indirect:
present . past
past ... past / past perfect
present perfect.past perfect
will .. would
Not
Condiionalele de tipul II i III nu se modific n vorbirea indirect.
Condiionala de tipul I se modific ntr-una de tipul II.
Jo said: If I listen, I will learn.
Jo said that if he listened, he would learn.
Verbele modale se modific astfel:
Can could; may might; will would; shall should; must
must/had to; could could; might might; should should; ought to
ought to; would would; used to used to
Pronumele i adjectivele se modific astfel:
Vorbirea direct
I / you
We / you
Me / you
Us / you
My / mine
Your
Yours
Our / ours
This / these
Vorbirea indirect
he / she
they
him / her
them
his her / his hers
my his her our their
mine his hers ours theirs
their / theirs
that / those
232
Not
Cnd vorbitorul i relateaz propriul discurs, pronumele i adjectivele
rmn neschimbate.
I said: I am angry.
I said that I was angry.
Vorbirea indirect
there, in that place
then, at that time
that day
the day before
two days before
the day after
in two days
an hour/week/month before
the following week/year
a week/month before
Not
Principalele verbe ale vorbirii indirecte sunt say i tell.
Tell cere persoana cu care se vorbete
Say poate funciona singur sau poate primi to + persoana cu care se
vorbete:
Tom told us that he was leaving.
Tom said that he was leaving.
Tom said to us that he was leaving.
Alte verbe ale vorbirii indirecte pot fi:
accept, add, admit, affirm, agree, allege, announce, answer,
apologieze, argue, assert, claim, comment, communicate, convey,
declare, demonstrate, disclose, divulge, emphasise, explain, highlight,
imply, indicate, inform, maintain, notify, object, offer, promise,
protest, prove, recount, refuse, remark, reply, report, restate, reveal,
show, state, stress, suggest, transmit
233
Interogaii
Topica verbelor interogative n interogaia direct se modific n
interogaia indirect devenind topica verbelor afirmative
I asked: Who did she go with?
I asked who she had gone with.
Exist dou tipuri de ntrebri directe: Wh-questions i yes/no
questions.
n vorbirea indirect se menin cuvintele interogative cu WhWhen exactly will you be in Poland?
He asked when exactly I would be in Poland.
Pentru ntrebrile cu yes/no, folosim if i whether:
Does your company provide investment advice?
She asked if/whether our company provided investment advice.
Not
Verbe ale relatrii utilizate pentru ntrebri: ask, demand, examine,
inquire, investigate, query, question
234
Not
Verbele relatrii folosite pentru comenzi, cerine, sfaturi sunt: ask,
beg, brief, call for, command, direct, implore, instruct, invite, press,
request, require, tell, urge
Not
Alte verbe folosite n vorbirea indirect. Unele dintre aceste verbe cer
o propoziie subordonat (1), altele un infinitiv cu To (2), iar altele cer
ambele variante(1,2):
convince (1,2), encourage (1,2), entreat (2), indoctrinate (2), invite
(2), motivate (2), persuade (1,2), threaten (2), urge (1,2), warn (1,2)
Exerciii:
Urmtoarele propoziii sunt n vorbirea direct:
Dont wait for me if Im late.
Will you marry me?
Hurry up!
Can you open your bag, please?
Please slow down!
Dont worry, Sue.
Mind your own business.
Could you repeat what you said, please?
Do you think you could give me a hand, Tom?
Alegei una dintre aceste propoziii pentu a completa propoziiile
de mai jos. Folosii vorbirea indirect:
1. Bill was talking a long time to get ready, so .
2. Sarah was driving too fast, so I asked .
3. Sue was very pessimistic about the situation. I told
4. I couldnt move the piano alone, so I
5. The customs officer looked at me suspiciously and
6. I had difficulty understanding him, so I
7. I didnt want to delay Ann, so I
8. John was very much in love with Mary, so he
9. He started asking me personal questions, so
235
Cheia exerciiilor:
So I told him to hurry up.
So I asked her to slow down.
I told her not to worry.
So I asked Tom to give me a hand.
And asked me to open my bag.
So I asked him to repeat what he had said.
So I told her not to wait for me if I was late.
So he asked her to marry him.
So I told him to mind his own business.
VIII.
PREPOZIII I CONJUNCII
3. Direcii
Around at away from for into onto out of to towards
Around: micri pe o traiectorie circular.
I went all around the house to find an open window, but I
couldnt.
At: ctre ceva sau cineva.
He looked at me as if I were a criminal.
Away from: a prsi, a pleca de la cineva sau ceva.
When I was a boy I ran away from school because I didnt like
it.
Away from poate fi folosit i n sens abstract: = free from everything.
I cant wait to get away from it all.
For: a se mica cu o destinaie precis.
Sherlock Holmes left for Glasgow as soon as he received the
news of the murder.
Into: a se deplasa ctre interiorul a ceva.
The last they saw of the explorer was when he went into the
jungle to hunt for tigers.
238
4. Micri comparative
After ahead of / in front of
behind
239
Prepoziii de poziie
1. Poziii pe vertical
Above after below down in on over to under(neath)
up
240
2. Poziii relative
Against along alongside around at beside
right / on the left of near next to towards
by
on the
241
3. Poziii opuse
Across after before behind facing in front of opposite over
Across: trecut de o anumit limit
If you look across the field youll see the church.
After: o poziie consecutiv
My best friend had five children, one after the other.
Before: a se desfura nainte de altceva
You must learn to walk before you run.
A se desfura n prezena cuiva
Stand before the Judge and swear to tell the truth.
Behind: aezat n spatele a ceva sau al cuiva
Dont turn round, Jack. Theres a snake behind you.
Facing: privind n direcia a ceva sau a cuiva
Turn your seat facing me so I can see you properly.
In front of: aezat naintea a ceva sau cuiva
Theres a long queue in front of me. I cant possibly wait.
Opposite: similar cu facing
They built a warehouse opposite my house and blocked out
my view of Monte Vecchia.
Over: ceva aflat de cealalt parte a altceva
Dover is over the Channel from Calais.
Prepoziii de timp
1. Timpul pe ceas
About around at in on
242
3. Durata n timp
About between during for in since until
Diverse
Because of: cauza
The UK is suffering because of the economic crisis.
For: similar cu because of dar legat n general de credine
Nadir Tylon lived and died for his country.
Scop
A knife is used for cutting things.
In: parte a unui proces
Nowadays a lot of aluminium is used in the car industry.
Of: cauza unei aciuni
Lots of people in India are dying of hunger.
With: un sentiment care determin o aciune
Susana cried with joy when she read her exam results.
folosirea unui instrument
Dont put that screw in with a hammer. Do it with a
screwdriver.
By: prin aciunea sau creaia cuiva / a ceva
John Lennon was killed by an assassins bullet.
Like: un anumit comportament
My husband acts like a child when he cant get his own way.
pentru a compara fiine/lucruri similare
Even though they are twins they dont look like each other.
As: profesia cuiva
She works as a nurse in Guys Hospital London.
But: cu excepia a ceva sau cineva
He took everything but the kitchen sink. (Expresie)
245
Conjuncii contrastive
1. although, even though, though se folosesc cu referire la afirmaii
opuse sau contraste, naintea subiectului sau verbului.
Although he is a good writer, he has never published a book.
Even though theres a speed limit he always exceds it.
Not
Though este o alternativ mai puin formal pentru although i even
though. n engleza vorbit apare de obicei la sfritul propoziiei.
George studied hard. He didnt manage to pass his exam though.
2. in spite of sau despite se folosesc cu referire la afirmaii opuse
sau contrastante, n faa unui substantiv, pronume sau gerunziu.
In spite of the traffic, he still managed to get here in time.
Despite the weather, we decided to go anyway.
Not
In spite of i despite pot fi folosite i cu the fact that.
In spite of the fact that he was very busy, he took time off work.
248
IX.
SUBSTANTIVUL
i animale au o form
uncle, aunt
gentleman, lady
man, woman
hero, heroine
rooster, hen
Not
Recent, n ncercarea de a elimina discriminarea de gen, exist o
tendin de a nlocui terminaiile man i woman cu person sau
de a le elimina complet. n alte cazuri au fost create alte expresii
sau alte cuvinte lipsite de gen.
Vechea folosire
Noua folosire
Salesman, saleswoman
Chairman, chairwoman
Steward, stewardess
salesperson
chairperson, chair
flight attendant
NUMRUL
n enlgez substantivele se mpart n dou categorii: numrabile i
nenumrabile.
250
Plural
Forme regulate:
1. La majoritatea substantivelor se adaug s formei de singular.
Book, books
day, days
house, houses
Donkey, donkeys safe, safes
girl, girls
2. Substantivele terminate n o, ch, sh, s sau x primesc es.
Potato, potatoes
church, churches
brush, brushes
Bus, buses
box, boxes
kiss, kisses
3. Substantivele terminate n consoan + y pierd pe y i primesc
ies.
Baby, babies
factory, factories
fly, flies
Not
Exist excepii: kilo, kilos
radios soprano, sopranos
photo, photos
piano, pianos
radio,
Forme neregulate
1. Unele substantive elimin f / fe de la final i primesc ves.
Calf, calves
wife, wives
wolf, wolves
Loaf, loaves
leaf, leaves
life, lives
Shelf, shelves
thief, thieves knife, knives
self, selves
2. Unele substantive i modific vocalele.
Foot, feet tooth, teeth
goose, geese man, men
Woman, women
mouse, mice
louse, lice
Not
Atenie! Child, children
person, people
251
Not
Engleza modern folosete adesea data, media i bacteria cu sens
plural dar cu un verb la singular
The latest data is highly encouraging.
6. Numele de familie se pot folosi la plural pentru a indica ntreaga
familie. Numelui i se adaug un s. Nu au loc schimbri de
ortografie.
The Kennedys are world-famous.
252
paper grass
snow rain
fire
food
2. substantive abstracte
love
beauty hope relief
purity
joy
freedom
253
glass oil
bread milk
salt
experience
information
advice
courage
design
time
duty
capacity
education
evil
patience
reality
intelligence
Not
Work este nenumrabil dar job este numrabil:
Harriet is looking for work. John has found two jobs.
Works nseamn: fabric, parte mecanic, producie literar, fapte sau
acte.
Mother Theresa of Calcutta is known for her good works.
Not
Iat cteva substantive nenumrabile care n alte limbi se pot deseori
numra:
Advice
baggage
luggage
furniture
Damage
hair
shopping
homework
information
Knowledge
money weather
research
progress
Business
spaghetti
news equipment
3. Substantive verbale (gerunzii sau verbe n ing).
Camping dancing shopping
jogging
Smoking is bad for your health.
4. Nume de limbi
German
English
Chinese
singing
Italian Spanish
a wood
wood
a glass
glass
an iron
iron
a hair
hair
He buys a paper everyday. The student had written an interesting
paper on Keats. Paper is made of wood pulp.
Not
Substantivele nenumrabile nu sunt niciodat precedate de numere (a,
an, one, two, three etc). Iat cteva expresii folosite pentru a indica
numrul/cantitatea:
A piece of information/furniture/advice/equipment/glass/paper/news
A type of atmosphere/behaviour/violence
An item of luggage/news/baggage
A case of mumps/measles/flu
A ray of hope/sunshine
A lot of strenght/security
Adjective folosite ca substantive
Folosii the + adjectiv pentru:
1. grupuri de persoane cu aceleai caracteristici. Urmeaz un verb la
plural.
The rich are not always as happy as we imagine.
2. calitate impersonal. Urmeaz un verb la singular.
The impossible has strong attraction for some people.
3. naionalitate (dac exist un cuvnt separat).
The French
the Chinese
the English
the Japanese
Dar
The Poles
the Germans the Scots
the Finns
Substantive compuse
Substantivele compuse sunt formate din dou sau mai multe cuvinte
care, mpreun, creeaz un nou substantiv cu un nou sens
Babysitter
chec-kup
swimming pool
mother-in-law
Substantivele compuse pot fi:
255
sau
car door
picture frame
company headquarters
the wall color
pine tree needles
car engine
Not
Adjectivele nu au numr. Substantivele care devin adjective sunt la
singular.
The tops of the boxes.
The box tops
2. Genitivul sintetic
n cazul persoanelor i animalelor folosim genitivul sintetic pentru
a exprima posesia.
a years leave
yesterdays partythe
258
Exerciii:
Alegei forma potrivit a verbelor. Observai diferena de sens a
substantivelor care primesc att verbe la singular ct i la plural.
1. His phonetics is/are much better than hers. 2. My trousers is/are
flared. 3. The scissors is/are lost for ever, I guess. 4. Statistics is/are
his favourite study. 5. Cod eats/eat a variety of food. 6. Acoustics
is/are a branch of physics. 7. The new statistics shows/show a great
increase in manufactured goods. 8. Youth today is/are turning away
from the church. 9. What is/are the most efficient means of dealing
with this problem? 10. The pliers is/are on the table. 11. The acoustics
of the National Theatre Hall is/are excellent. 12. Politics is/are the art
of the possible. 13. Poultry was/were expensive that winter. 14. What
is/are your politics? 15. The people of the country lives/live beyond
their means. 16. He had no time for visitors while the poultry
was/were being fed. 17. Everybodys means is/are being tested. 18.
Mathematics is/are given top priority nowadays. 19. What is/are cattle
good for? 20. The police has/have made no arrest yet. 21. Fresh-water
fish includes/include salmon, trout, carp and eels. 22. Gymnastics
is/are not given enough attention in our school. 23. The Italian clergy
was/were opposed to divorce. 24. Advice is/are readily given on all
the technical aspects.
Combinai expresiile partitive din coloana A cu substantivele
nenumrabile din coloana B. Traducei-le n limba romn.
A
B
An article of
sugar
A bar of
meat
A cake of
bread
A grain of
paper
A heap of
soap
An item of
chocolate
A loaf of
land
A lump of
rice
A pice of
rubbish
A pile of
evidence
A sheet of
information
A slice of
advice
A strip of
luggage
A word of
furniture
News
259
Cheia exerciiilor:
X.
ARTICOLUL
a computer
a university (sunet consonantic)
a house
260
An orange
An umbrella
An idea
A building
a son
an hour (h mut)
an honour (h mut)
an example
Not
The se pronun () cnd st n faa unui substantiv care ncepe cu
un sunet consonantic i (i:) naintea unui substantiv care ncepe cu un
sunet vocalic.
the dogs
the wine
the time
the information
the apple
Not
Cnd ne referim la acelai lucru sau aceeai persoan pentru a doua
oar, folosim de obicei pe the.
There is an apple and an orange for the dessert. Ill eat the apple.
Utilizare: A sau AN se folosesc:
1. naintea unui substantiv pentru a ne referi la ceva sau cineva
pentru prima dat.
Ive received a postcard from a friend of mine in the US.
2. pentru a exprima ce este ceva sau cineva, inclusiv slujbe sau
profesii.
My next-door neighbour is a dentist and his wife an architect.
Jenny doesnt eat meat; shes a vegetarian.
That was a kind thing to say.
3. dup verbul be sau verbe copulative urmate de un adjectiv sau
substantiv sau cnd este urmat de locuiuni prepoziionale sau
261
263
Not
The nu se folosete cu nume de muni izolai:
Ben Nevis is the highest mountain in Scotland.
Not
Nu se folosete the cu nume de lacuri.
Lake Windermere, Lake Superior, Lake Victoria
8. n faa numelor de instrumente muzicale.
The guitar has always been my favourite instrument.
Do you think your father will let us play the drums in his garage?
9. n faa unor adjective naionaliti cu referire la oameni dintr-o
anumit ar- aici se folosete un verb la plural.
The French and the British have worked together to build the
Channel.
The Dutch are said to be hard workers.
Not
n anumite cazuri se pot folosi numai substantive la plural.
The Germans were upset about losing the semi-finals.
The Americans hosted the 1994 World Football Championship.
10. naintea adjectivelor superlative i a numeralelor ordinale.
Neil Armstrong was the first man to walk on the moon.
That is the silliest thing I have ever heard.
Not
Uneori numeralele ordinale pot fi folosite fr the atunci cnd se face
referire la ordinea n care se petrec evenimentele.
Brendan came first and Collin second in the 100 meters.
We went to Manhattan first, then on to Brooklyn.
Exerciii:
Alegei articolele: a, an, the,
1. Nearly all furniture had been taken out of dining-room. 2.
big piano was put in corner and then there came row of flower
pots and then there came goldy chairs. 3. That was for concert.
4. When Sun looked in white-faced man sat at piano not
playing, but banging at it. 5. He had bag of tools on piano
and he had stuck his hat on statue against wall. 6. So they went
into the dining-room; red ribbons and bunches of roses tied
up table at corners. 7. In middle was lake with rosepetals floating on it. 8. Thats where ice-pudding is to be said
Cook. 9. Two silver lions with wings had fruit on their backs.
10. And all winking glasses and shining plates, and all food! 11.
Are people going to eat food? asked Sun. 12. While they were
being unbuttoned Mother looked in with white thing over her
shoulders; she was rubbing stuff on her face. 13. Ill ring for them
when I want them, Nurse.
Cheia exerciiilor:
1. The, the 2. The, a, a, the 3. The 4. a, the 5. A, , the, a, the 6. , ,
, the, the 7. The, a, 8. The, 9. , 10. The, the 11. , the 12. ,
a, 13.
1. , , 2. The 3. , 4.a, a, a 5. The, the, the, the, the, the 6. The,
, the, the 7. , 8. , a, , the 9. 10. The, 11. 12. The, 13.
The, the 14. , 15. 16. The, a, the, the, , the, the 17. , a 18. ,
, 19. , , , 20. A, a 21. 22. 23. The, , , , 24. ,
, a, , the 25. , the, , the
XI.
ADJECTIVUL
1. Adjectivele calificative
Form: exemple de astfel de adjective sunt: young, empty, small,
spacious, black, elegant, ugly, strong, lonely, intelligent, round, happy
The old man was sitting in the sun.
Not
Adjectivele pot fi folosite ca substantive. Ele cer un verb la plural.
The young are often impacient.
Not
Facei diferena ntre little (= mic), little (= nu mult) i a little (= o
cantitate mic).
She babysits for a little girl.
268
Participiu trecut
bored
amused
interested
tired
frightened
to
married
cruel
kind
loyal
polite
faithful
sensitive
about
sad
sincere
sorry
sure
thrilled
worried
curious
269
of
rude
stupid
kind
nice
polite
sure
generous
Surprised
Amused
With
Delighted
Disgusted
Pleased
Satisfied
Generous
rude
anxious
enthusiastic
on
dependent
in
interested
expert
successful
Not
Unele adjective i schimb sensul cnd primesc o alt prepoziie.
Todd is good at algebra. /Todd is good to his sister.
They are always kind to us. / Its kind of Helen to help.
Topica
Cnd dou sau mai multe adjective sunt folosite mpreun:
1. adjectivele subiective sau de opinie (boring, lovely, lazy) sunt
aezate n faa adjectivelor obiective sau concrete (old, red,
square).
Ann is an active young lady.
2. adjectivele obiective sau concrete stau n umrtoarea ordine:
dimensiune vrst form culoare origine material scop
a small oval plate / an antique French table / a black metal walking
stick / an enormous black steel lifting device
3. dup un verb ultimele dou adjective sunt legate cu AND.
Sam grew bitter and aggressive.
The bread smelled fresh, fragrant, and appetizing.
Comparaia adjectivelor
A. Comparativul i superlativul adjectivelor se formeaz:
1. adugnd er i est la sfritul:
adjectivelor monosilabice
adjectivelor terminate n y, -er, -ly
270
Not
Adjectivele de o silab terminate ntr-o consoan, dubleaz consoana:
fat, fatter, fattest
Adjectivele terminate n consoan + y: transfomr pe y n i: pretty,
prettier, prettiest
2. adugnd more i most naintea adjectivelor de dou sau mai
multe silabe
Comparaia regulat
Adjectiv
Warm
Happy
Clever
Boring
Excited
comparativ
warmer
happier
cleverer
more boring
more excited
Comparaia neregulat
Adjectiv
comparativ
Good, well
better
Bad
worse
Little
less
Much, many
more
Far
farther
further
old
older
elder
late
later
near
nearer
superlativ
the warmest
the happiest
the cleverest
the most boring
the most excited
superlativ
the best
the worst
the least
the most
the farthest
the furthest
the oldest
the eldest
the latest
the last
the nearest
the next
Not
Good i well au sensuri diferite:
Beth is good. (= behaves well)
Beth is well. (= she is in good health)
Farther i further se refer ambele la distan, dar further mai poate
nsemna i n plus / extra
271
Comparai
Comparaiile pot fi fcute cu more ct i cu less
Paris is more interesting than Houston.
Houston is less interesting than Paris.
272
Not
Exist o diferen ntre engleza formal i cea familiar.
Formal: than/as + i/he/she/we/they + verb
Familiar: than/as + me/him/her/us/them
Formal
You are as tall as I am.
Bill is older than she is.
Familiar
You are as tall as me.
Bill is older than her.
Not
Cnd acelai verb se repet n aceeai propoziie, folosii un auxiliar
pentru al doilea verb.
This CD sounds better than that CD sounds. = This CD sounds better
than that CD does.
3. comparativ + and + comparativ
pentru a exprima creterea sau descreterea gradat a calitii
The baby is growing bigger and bigger.
Im feeling more and more irritated with Eric.
4. the + adjectiv la superlativ + of/in
pentru a exprima superioritatea sau inferioritatea
OF se folosete pentru a indica un grup de oameni sau obiecte.
IN se folosete pentru a indica un loc.
This is the oldest book in the library.
This book is the best of/in the series.
3. Adjectivele posesive
Form: adjectivele posesive sunt:
My
your his/her/its
our
Not
Its este adjectiv posesiv.
Its este forma contras a lui it + is.
your
their
3. Adjectivele interogative
Form: Exist trei adjective interogative: what, which i whose
Utilizare: Adjectivele interogative se folosesc astfel:
1. what se folosete pentru lucuri:
What book are you reading?
which se folosete pentru persoane sau lucuri n cazul unei alegeri
limitate:
Which book do you prefer?
whose se folosete pentru persoane i exprim posesia:
Whose car have they borrowed?
Not
Adjectivele interogative sunt invariabile. Ele au aceeali form pentru
substantive la singular i la plural.
What photo,what photos / which pen,which pens / whose coat,whose
coats
2. whose preced substantivul pe care l determin.
Whose cat is this?
Whose bags are over there?
3. cnd what/which/whose + substantiv joac rolul de subiect al
unei propoziii, verbul este la forma afirmativ.
274
Complement
What team did you applaud?
Which train did Mary take?
Whose coat did Ben borrow?
4. Adjective cantitative
Form: adjectivele cantitative sunt: much, many, little, few, some,
any, no i toate numerele.
Utilizare: A. much, many, little, few
1. many i few se folosesc cu substantive numrabile.
much i little se folosec cu substantive nenumrabile.
Many magazines, few inhabitants
Much money, little happines
2. much i many se folosesc de obicei n propoziii negative i
interogative. n propoziii afirmative folosii a lot of, plenty of, a
great deal of, a large number of.
Neagativ i interogativ
There isnt much ice in the freezer.
Do you have many friends?
Afirmativ
The plum tree has pleanty of plums this year.
3. much i many se pot combina cu how.
How much money do you need?
How many birds live in that nest?
Not
Much i many se folosesc uneori n propoziii afirmative.
Many guests complained.
Much time has been wasted.
Not
How much / many + substantiv poate fi subiect sau complement.
Verbul din propoziie se modific n mod corespunztor.
275
276
4. no se folosete n:
propoziii afirmative pentru a exprima negaia
My husband speaks no Spanish.
No drinks were offered during the flight.
Dup with
He left for London with no baggage.
Not
Some, any, no se combin cu one, -body, - thing formnd cuvintele
compuse: someone, somebody, something, anyone, anybody, anything,
no one, nobody, nothing
Aceste pronume urmeaz aceleai reguli.
Does anyone want to accompany me?
They saw something strange that night.
No one answered the phone.
The test flight took place without anybody on board.
277
Exerciii:
Alegei forma corect a adjectivului din parantez:
1. This is the book I have read for a long time (good). 2. He has
one of the cars on the road (fast). 3. The work you are doing today
is than the work you did yesterday (easy). 4. Ann often wears
dresses then her mother (expensive). 5. Which is the play you have
lately read? (interesting). 6. The actress on the stage was the girl I
have ever seen (striking). 7. Tom is than his friend (tall). 8. They
have a garden than ours (lovely). 9. He said this was the day in
his life (important). 10. He was than his wife when the child broke
the window (angry). 11. He was the man in the world to do that
(late). 12. A: Which was your subject at school and which was
your (good, bad)? B: Physics was my and history my
(good, bad). 13. Is Bucharest or Prague the from London (far)? 14.
Tom is 17 years old, his brother Jack is 19 and his sister Jane is 15.
Therefore Jane is the and Jack is the (young, old).
Alegei forma corect a adjectivelor din parantez:
1. What is the (late) information youve got? 2. Her (old) brother is
called Jim. 3. We were in a hurry to catch the (late) bus. 4. Which is
(old) of the two? 5. Who is the (old) member of the students club? 6.
They got down to business without (far) delay. 7. Ive got a still (old)
edition of the dictionary. 8. The (old) sister was twenty years (old)
then the youngest. 9. The (late) half of May was quite rainy. 10. I was
told to wait until (far) notice. 11. I wish I had bought it at the (near)
shop. 12. He provided them with (far) information as agreed. 13. The
(near) station is Calea Victoriei. 14. Johns (late) novel was a (good)
seller and for sure it wont be his (late) one. 15. He is the (little) writer
of the two. 16. I saw him meet her at the (far) end of the street. 17. I
shall need (far) help with this.
279
Cheia exerciiilor:
1. Best 2. Fastest 3. Easier 4. More expensive 5. Most interesting 6.
Most striking 7. Taller 8. More lovely 9. Most important 10. Angrier
11. Last 12. Best, worst, best, worst 13. Farther 14. Youngest, oldest
1. Latest 2. Elder 3. Last 4. Older 5. Oldest 6. Further 7. Older 8.
Eldest, older 9. Latter 10. Further 11. Nearest 12. Further 13. Next 14.
Latest, best, last 15. Lesser 16. Farthest 17. Further
XII.
PRONUMELE
2. Pronume Posesive
Form: pronumele posesive sunt:
Mine
ours
Yours
yours
His/hers
theirs
Utilizare: pronumele posesive nlocuiesc adjectivele posesive.
Substantivul care lipsete a fost menionat nainte.
This is my book. This book is mine.
Come to my house, not his.
280
Not
Of yours nseamn one of your + substantiv
Of mine nseamn one of my + substantiv
John is a friend of ours. = John is one of our friends.
3. Pronume Interogative
Pronumele interogative sunt: who, whom, whose, what, which
Utilizare: pronumele interogative se folosesc astfel:
Persoane
Lucruri
Subiect
who
what
Which
which
Complement
whom, who
what
Which
which
Posesiv
whose
Not
Pronumele interogative sunt invariabile. Ele au o singur form.
Who is that girl?
Who are those men?
Not
Which se folosete ntr-un context cu alegere limitat. n rest se
folosete what.
What do you see? (poi vedea orice)
Which (one) is singing? (care persoan, din grupul respectiv, este cea
care cnt?)
1. pronumele interogative ca SUBIECT
cnd who, what, whose i which sunt subiectul unei propoziii,
verbul este afirmativ.
Who is calling me?
What happened?
2. pronumele interogative ca i COMPLEMENT
cnd who, whom, what, whose, which sunt complementul unei
propoziii, verbul este la interogativ.
281
Not
Pronumele somebody, someone, something, anybody, anyone,
anything, no one, nobody, nothing urmeaz aceleai reguli.
5. Pronumele Demonstrative
Pronumele demonstrative sunt: this, that, these i those
Utilizare:
1. Pronumele demonstrative se acord n numr cu substantivul pe
care l nlocuiesc.
This (umbrella) is mine. That is his.
2. this, these se refer la obiecte din preajma vorbitorului.
that, those se refer la obiecte aflate mai departe de vorbitor.
This (one) is here, that (one) is there.
3. this se folosete pentru a face prezentrile sau la telefon.
Mrs Jones, this is my friend, Alison Hughes.
6. Pronumele Distributive:
Each, all, everyone/everybody, everything, both, either, neither
Utilizare: each, all
1. each nseamn considerai individual. Urmeaz un verb la
singular.
Each chose the colour he preferred.
2. all nseamn considerai mpreun. Urmeaz un verb la plural.
All are welcome.
3. each i all pot fi urmate de OF + substantiv / pronume.
Each of the boys felt ashamed.
All of the trees are dying.
284
Both
1. both nseamn cei doi/cele dou
Both refused the invitation.
2. both poate fi urmat de OF + substantiv / pronume
Both of his grandparents are still living.
Not
All i both se pot folosi pentru a ntri subiectul pronominal. n acest
caz ele sunt plasate n faa verbului principal.
You have all been very kind to me.
We both came.
Either, neither
1. either nseamn unul dintre cei doi.
neither nseamn nici unul dintre cei doi.
2. either, neither pot fi urmate de OF + substantiv / pronume
Either of you can go.
Neither of the men wanted to do it.
7. Pronume Personale
Form:
subiect
I
You
He
complement
me
you
him
285
She
It
We
They
her
it
us
them
Utilizare:
1. toate verbele limbii engleze (cu excepia imperativelor) trebuie s
aib un subiect pronominal.
They dislike inefficiency.
dar
Come here!
2. complementele pronominale (directe sau indirecte) urmeaz o
prepoziie sau verbul (cu funcie de complemente directe sau
indirecte.)
I spoke to her yesterday.
We saw them on the beach.
Not
De obicei complementul indirect preced complementul direct.
She sent me a long letter.
Dar
Dup verbe ca: explain, introduce, translate, describe, say, suggest,
recommend
Dar
Dac ambele complemente sunt pronume:
Complementul direct este primul iar complementul indirect e introdus
printr-o prepoziie.
She sent it to me.
I explained it to them.
286
8. Pronume Reflexive
Form:
singular
Myself
Yourself
Himself
Herself
Itself
plural
ourselves
yourselves
themselves
Not
Exist o diferen ntre yourself i yourselves.
Did you enjoy yourself at the party?
Did John and you enjoy yourselves at the party?
287
Exerciii:
Folosii it sau there, acolo unde e necesar:
1. is time to go to bed. 2. is three miles to the Zoo. 3. is a
long time since I gave up smoking. 4. is so much work to do that I
havent time to think about my own problems. 5. is time to finish
the cleaning before we go. 6. is very strange that they should have
288
Cheia exerciiilor:
1. It 2. It 3. It 4. There 5. There 6. It 7. There 8. It 9. It 10. It, there 11.
It, there 12. There, there, it
1. Few 2. Much, a little 3. Many 4. Many, few 5. Much 6. Little 7.
Few, many 8. Few 9. A little 10. Few
1. Neither, either 2. None 3. Neither 4. Either, neither 5. None 6.
Neither 7. None 8. Either
1. Whose 2. That/which 3. Which/that 4. Whom 5. Whom 6. Who 7.
Which 8. That 9. Who 10. Whom/that 11. That 12. That 13. Whose
14. Which/that 15. Whose 16. (That) 17. (That) 18. That 19. (That) 20.
(That), who
XIII.
ADVERBUL
290
Not
Dintre aceste adverbe, unele au i o form n LY dar sensul este altul:
HardLY = very little
They were highly impatient.
LateLY = recently
It hasnt rained lately.
NearLY = almost
Dinner is nearly ready.
ShortLY = soon, briefly
Mr. Smith will be here shortly.
PrettiLY = attractively
The baby was prettily dressed.
Not
Dup be, become, feel, get, look, seem, folosii un adjectiv (nu un
adverb).
She felt happy.
Mrs. Poole looks tired.
3. unel adverbe (n special cele de mod i grad) se formeaz
adugnd adjectivelor terminaia LY:
kind, kindly
automatic, automatically
slow, slowly
simple, simply
happy, happily
careful, carefully
Not
Adverbul corespunztor lui Good este Well.
Not
Unel cuvinte terminate n LY sunt adjective (nu adverbe)!
Lonely, lovely, likely, friendly, ugly, silly
Ortografie:
y final se schimb n i:
-e final se pstreaz:
dac se termin n consoan
+ -le, e dispare i se adaug -y:
cuvintelor terminate n ic
li se adaug ally:
Topica:
291
Tipuri de adverbe
Adverbele se mpart n apte tipuri diferite: de mod, loc, timp,
frecven, opinie, grad i interogative.
292
1. Adverbe de mod
Kindly, easily, well, happily, fast, carefully,
beautifully, reluctantly, foolishly, badly etc.
Adverbele de mod arat CUM se petrece o aciune.
Poziia lor este:
de obicei la sfrit, adic dup verb i complement.
Pavarotti sang beautifully.
secretly,
Not
n propoziii cu pasivul, WELL i BADLY sunt plasate nainte de
participiul trecut:
The book was well written.
2. Adverbe de loc
Here, up, abroad, out, outside, in, away, everywhere,
somewhere, nowhere, there etc.
Adverbele de loc arat UNDE se petrece aciunea.
Poziia lor este:
de obicei la sfrit, adic dup verb i complement.
They went everywhere.
Not
Adverbele de loc funcioneaz adesea i ca prepoziii.
Joe ran down the stairs.
293
Not
HERE / THERE + be / come / go + subiect substantiv:
Theres Henry! Here comes the train!
Dar
HERE / THERE + subiect pronume + be / come / go:
There he is! Here it comes!
3. Adverbe de timp
Yesterday, now, afterwards, still, soon, eventually, then, today,
at once, till, tomorrow, since then etc.
Adverbele de timp arat CND se petrece aciunea.
Poziia lor este:
de obicei la nceput (naintea subiectului) sau la sfrit (dup
verb i complement).
Tomorrow will begin the next lesson.
cu imperative: la sfrit
Do it now!
Cu YET: la sfrit
YET se folosete mai ales la negativ i interogativ. nseamn
pn acum.
Mr Jones hasnt finished yet.
Have you asked him yet?
Cu STILL: dup BE i naintea tuturor celorlalte verbe.
STILL se folosete la afirmativ, negativ, i interogativ. El
subliniaz continuarea unei situaii / stri de fapt.
Stephanie is still unwell.
Cu ALREADY: dup BE sau primul auxiliar i nainte de verbul
principal.
ALREADY se folosete mai ales la afirmativ. nseamn deja.
He is already fifteen years old.
294
Not
Since then se folosete cu timpurile perfecte.
We havent seen the Nelsons since then.
Not
De obicei adverbele au urmtoarea ordine:
MOD LOC TIMP
The baby slept well yesterday.
Mark worked hard at school last year.
4. Adverbe de frecven
Always, usually, never, ever, hardly ever, often, twice, once,
continually, seldom, rarely, periodically etc.
Adverbele de frecven arat CT DE DES se petrece o aciune.
Poziia lor este:
de obicei la mijloc, adic:
nainte de verbul principal i have to, used to, ought to
dup verbul BE i primul auxiliar.
You can sometimes park over there.
The little girls are always playing dolls.
Continually, frequently, occasionally, once, twice, often,
sometimes, normally i repeatedly pot fi plasate i la sfrit (dup
verb i complement) sau la nceput (nainte de subiect):
He comes to see us often.
Repeatedly, the pupils made the same mistake.
Expresiile adverbiale de frecven (every day, once a month) sunt
plasate la sfrit sau nceput:
Our children walk to school every morning.
Not
NEVER se folosete cu verbe afirmative. nseamn niciodat.
I have never been to Japan.
295
5. Adverbele de opinie
Personally, obviously, frankly, certainly, luckily, actually,
probably, definitely, surely etc.
Adverbele de opinie exprim opinia vorbitorului.
Aceste adverbe se pot mpri n dou grupuri:
a. actually, certainly, apparently, clearly, obviously, probably,
definitely, undoubtedly.
Poziia adverbelor din grupul A este la mijloc:
The child is actually very bright.
b. perhaps, maybe, possibly, frankly, naturally,
unluckily, honestly, fortunately, unfortunately.
luckily,
Not
ENOUGH st naintea unui substantiv:
We dont have enough money.
Adverbele de grad determin uneori verbe. O list parial
include: almost, barely, enough, hardly, just, only, much, a lot,
nearly, quite, rather, really, scarcely.
Poziia lor este nainte de verbul principal.
MUCH i ENOUGH sunt excepii i urmeaz dup verb.
JUST i ONLY se afl exact naintea verbului determinat.
They could barely hear the speaker.
Dar
The pianist hasnt practiced enough.
I liked him a lot.
I have just deposited the money. (= I deposited it a little while
ago.)
I deposited just the money. (= I deposited the money and nothing
else.)
Not
VERY se folosete cu adjective i adverbe.
VERY MUCH se folosete cu verbe.
We are very happy to be here.
Dar
Thank you very much.
Not
QUITE poate nsemna i complet.
Youre quite right! (= Youre completely right.)
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Slab
fairly
rather/pretty
quite
Puternic
very
7. Adverbe interogative
When?, where?, why?, how?
Adverbele interogative se folosesc n ntrebri.
Poziia lor este la nceput, naintea auxiliarului, subiectului i
verbului principal.
Why is Cindy crying?
Where does she teach?
When did they send the letter?
How do you spell your name?
Not
HOW poate fi folosit cu:
Adjective:
How tall is he?
Much / many:
How much milk does she drink?
Adverbe:
How often does Chris go dancing?
Comparaia adverbelor
Form: comparativul i superlativul adverbelor se formeaz:
1. adugnd er i est adverbelor de o silab
2. punnd, more i most n faa adverbelor de dou sau mai
multe silabe
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pozitiv
fast
slowly
comparativ
faster
more slowly
Not
Early earlier the earliest
Comparative neregulate
Well
better
Badly
worse
Little
less
Much
more
Far
farther/further
superlativ
the fastest
the most slowly
the best
the worst
the least
the most
the farthest/furthest
Not
Farther / farthest se refer numai la distan
He ran farther than planned.
Further / furthest se folosete mai mult n general.
He inquired further into the matter.
Utilizare: pentru a construi comparaii adverbiale, folosii:
1. AS + adverb + AS n propoziii afirmative pentru a exprima
egalitatea,
AS/SO + adverb + AS n propoziii negative.
Pam Hardy ran as fast as she could.
The puppy doesnt eat as/so well as I hopped.
2. adverbul COMPARATIV + THAN pentru a exprima
diferena.
Eric writes better than Brian.
3. THE + adverb SUPERLATIV pentru a exprima superioritatea
(sau inferioritatea). THE este adesea omis. Superlativul poate
fi urmat de OF + substantiv / pronume.
He plays tennis (the) best of all.
Dan skied (the) fastest (of all the racers).
Not
Cnd acelai verb apare n ambele pri ale propoziiei, folosii un
auxiliar pentru cel de-al doilea verb. Astfel evitai repetiia.
I dont think as much as you do.
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Inversiunea
Anumite adverbe sau expresii adverbiale pot fi plasate la nceput
pentru ntrire. Subiectul i verbul care umeaz se inverseaz.
Iat o list parial a adverbelor i expresiilor adverbiale care se pot
folosi astfel: in/under no circumstances, neither/nor, never, no sooner
then, not only, only by, only in this way, only lately, only then, little,
so, seldom, on no account.
Only in this way can you master the language.
On no account is Jody to turn on the gas.
Seldom have I met such a fascinating woman.
Exerciii:
Alegei cuvntul potrivit:
1. You are an excellent cook. The food tastes (good, well). 2. It was a
lovely day with birds singing and the sun shining (bright, brightly) and
girls wearing (bright, brightly)- coloured dresses. 3. I hate taking
medicine. It tastes (bitter, bitterly). 4. I dont think he is ill. His voice
sounds (merry, merrily). 5. It rains (heavy, heavily). 6. It is (near,
nearly) five oclock. 7. You must work (hard, hardly) for your exams.
8. He spoke so (quick, quickly) that we could (hard, hardly) follow
him. 9. When did you (last, lastly) see him? 10. I am (direct, directly)
interested in what you think. 11. He couldnt move as he was (dead,
deadly) tired. 12. His eyes hurt him (bad, badly). 13. Mr Jones held it
(tight, tightly). 14. It was six oclock as (near, nearly) as he could
guess. 15. (last, lastly) I must account for my sisters behaviour.
Punei adverbele n ordinea corect:
1. Tim and Becky had been wandering (for many hours, about the
cave). 2. Jim was to recite his poem (that very morning, in the centre
of the examination hall). 3. Though I was very busy I snatched a
minute to answer his letter (yesterday, at the office). 4. Tom, Huck
and Joe decided to run away (at daybreak, from home). 5. I wish I
were (now, over there). 6. They returned (in the evening, to the camp,
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late). 7. I had the pleasure of meeting a fine woman of about fifty (the
other day, in New York, here). 8. My brothers and my husband will be
(soon, home) from the shooting. 9. Bathing is very good, when the sea
is mostly calm (here, in summer). 10. The great fire broke out, and
aided by the east wind, burnt down the wooden houses of which a
large proportion of the town was built (in 1666, in London, in a
bakers shop, in September).
Cheia exerciiilor:
1. Good. 2. Bright, brightly-coloured 3. Bitter 4. Merry 5. Heavily 6.
Nearly 7. Hard 8. Quickly, hardly 9. Last 10. Directly 11. Dead 12.
Badly 13. Tight / tightly 14. Near 15. Lastly
1. Tim and Becky had been wandering about the cave for many hours
2. Jim was to recite a poem in the centre of the examination hall that
very morning 3. Though I was very busy at the office yesterday, I
snatched a minute to answer his letter 4. Tom, Huck and Joe decided
to run away from home at daybreak 5. I wish I were over there now 6.
They returned to the camp late in the evening 7. The other day, here
in New York, I had the pleasure of meeting a fine woman of about
fifty. 8. My brothers and my husband will be home soon from the
shooting. 9. Bathing is very good here, in summer, when the sea is
mostly calm. 10. The great fire broke out in a bakers shop in London
in September 1666 and aided by the east wind, burnt down the
wooden houses of which a large proportion of the town was built.
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