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Conf. dr. Procopie P.

Clonea
(Universitatea din Piteti)

Asist. drd. Alina A. Miu


(Universitatea din Piteti)

Workbook
in
English Lexicology

Editura Universitii din Piteti


2003

Editura Universitii din Piteti


Str. Trgu din Vale, nr.1
0300, Piteti, jud. Arge
Tel./Fax: 40 48 216448

Copyright 2002 Editura Universitii din Piteti


Toate drepturile asupra acestei ediii sunt rezervate
Editurii Universitii din Piteti. Nici o parte din aceast carte
nu poate fi reprodus prin foto-copiere sau prin orice alte
mijloace, fr permisiunea scris a autorilor.
Ediia a II-a
Editor: Lector univ. dr. Dumitru Chirlean
Bun de tipar: 10.10. 2003; tiraj 100
Descrierea CIP a Bibliotecii Naionale a Romniei
CLONEA, PROCOPIE
Workbook in English Lexicology/ conf. dr. Procopie P. Clonea,
asist. Alina A. Miu Piteti: Editura Universitii din Piteti, 2002.
p.; cm.
Bibliogr.
Index.
ISBN 973-690-070-3
I.
Miu, Alina A.
811.111373

Conf. dr. Procopie P. Clonea


(Universitatea din Piteti)

Asist. drd. Alina A. Miu


(Universitatea din Piteti)

Workbook
in
English Lexicology

Editura Universitii din Piteti


Tehnoredactare computerizat: Alina A. Miu
Revizie final: conf. dr. Procopie P. Clonea
Refereni de specialitate: conf. dr. Ioan A. Popa
lect. dr. Didi I. Cenuer
Bun de tipar: octombrie 2003
I.S.B.N. 973-690-070-3

CONTENTS
Word Formation

Synonymy & Antonymy

23

Useful Vocabulary

40

Phrasal Verbs

73

American and English Idioms

125

Theoretical Topics for Discussion


Further Practice
A. Proper Names
B. Names of Countries and their Adjectival
Derivatives
C. Foreign Origin Nouns
D. Word-Forming Affixes
E. Short Forms and Labels

146
148
148
170

General Bibliography

187

180
181
183

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