INTERMEDIATE

Answer key
Unit 1 Making contacts Taboo or not taboo?

1, 2, 3 4 & 5 Students’ own answers 1 Students’ own answers

Conference venues 2
Topics of conversation Do the speakers get on?
1
a Russia, work, drink yes
Venue A  (Disneyland® Paris) = 2
Venue B  (Hilton Hotel in Cancún, Mexico )= 1 b food, astrology no
Venue C  (Burj Al Arab Hotel in Dubai) = 3 speaker’s talk, conference,
c yes
weather
2
d work (the merger), rail strikes no
a Venue C (height of the building in metres)
b Venue B (number of rooms) e watch, hotel, Mexico, food yes
c Venue C (floor with conference facilities)
d Venue A (number of people the convention centre Keep the conversation going
can house)
1
e Venue B (discount available on special value dates)
f Venue A (size of exhibition space in square metres) a Is this your i I really enjoyed
g Venue C (size of deluxe suites in square metres) b What do you j How are you
h Venue A (number of meeting rooms) c Can I get k Isn’t this weather
i Venue B (length of private beach in metres) d What line of l Would you excuse
e Try one of m I must just
3 f Have we met n Do you know  
Venue A: a 2  b 3  c 1  d 6  e 4  f 5 g If you’ll excuse o Can I get
Venue B: a 3  b 1  c 2  d 5  e 6  f 4 h It’s been nice
Venue C: a 2  b 3  c 1  d 6  e 4  f 5
2
4 Students’ own answers a a, c, e, f, i, j, k, n, o
b b, c, d, e, j, k, n, o
Who’s who? c g, h, l, m
1 At a conference party
a by d at g for
b with e to h at 1 Students’ own answers
c in f in i on
2
2 Students’ own answers So, who do you work for?
Is this your first time in Paris?
3 And what do you do there?
1 Siemens; director of R&D; Munich; Hilton; data How are you enjoying the conference?
security; headhunted from Philips at double his Where are you based?
previous salary
Are you giving a presentation?
2 Sony®; head of research; UK; Sheraton; new generation
How’s business?
gaming systems; may lose his job if Sony move their
Do you know many people here?
R&D to Frankfurt and appoint a German instead of him
Can I get you a drink?
3 Warsaw University of Technology; professor; Warsaw;
Marriott; innovation strategies; quite influential and So, where are you staying?
things can go badly for you if you get on the wrong side Where are you from originally?
of her Can I get you anything from the buffet?
4 Cisco; head of technical department; the Netherlands;
Hyatt; new server technology; was the boss of one of 3 Students’ own answers
the speakers, she fired her when they disagreed about
the management of a project

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 INTERMEDIATE

Language links 3
Vocabulary Hello, accounts department. Marius Pot speaking.
a up; plant
b in; distributor 4
c off; workers He hesitates a lot and has not prepared what to say.
d out; product
5
e of; job
This is Ramon Berenguer from Genex Ace Pharmaceuticals.
f to; office
Can I speak to Catherine Mellor, please? It’s about an invoice.
g under; takeover
h with; supplier 6 Students’ own answers
i for; contract
j down; factory 7&8
Suggested answers
Grammar a Can I help you?
1 b Can I ask who’s calling? / Can I have your name, please?
c Can/Could you spell that, please?
a A  Does he work for the BBC?
d Can I give her a message?
B No, he doesn’t work for them anymore. He works
for CNN. e Can you tell him I called?
b A Where do you work? f Can you read that back to me?
B I work for a design company in Frankfurt. g Can you speak up, please?
c At our firm, we don’t work on Friday afternoons. h Can you tell me when she’ll be back?
d On Mondays our CEO usually flies to Oslo. i Can you get back to me within the hour?
j Can you ask him/her to call me back?
2 k Can I get back to you on that?
1 b, f 3 e, g l Can I leave a message?
2 c, h 4 a, d
Voicemail
3
1
1 a, e 2 d 3 b, c
a  4   ​
b  1   ​
c  2   ​
d  6   ​
e  3   ​
f  5
4
2
a do you do f Are you giving
Message 1 About five
b I’m g I only come
Message 2 It was finished on time.
c Do you know h are you staying
Message 3 The quarterly accounts
d are you enjoying i I usually stay
Message 4 This morning
e I guess j you aren’t doing
Message 5 Last week
Phrase bank Message 6 Students’ own ideas
a  9   b  6   c  4   ​
d  2   ​
e  10   f  5   ​
g  11   
h  7 i 1 j 8 k  3 3
/d/: phoned, explained, emailed, delivered, called, tried
/t/: faxed, finished, talked, despatched, discussed, booked
Unit 2 Making calls /ɪd/: corrected, wanted, started, included, expected, waited
1 4
A misunderstood F lost Suggested answers
B sounded G wished See Listening script below.
C had H tried
D kept I wanted
E shouted

2
The caller gets angry because the person who answers the
call is abrupt and doesn’t give full answers, which gives the
impression of rudeness or lack of interest in the caller’s
reason for calling.

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5 2
Message A was/were, came, did, got, gave, went, had, met, said, sent,
Hi, it’s Seiji. Listen, the negotiations here in Nagoya are spoke, took, told, thought
going pretty well, but we seem to be deadlocked on price.
Can you authorize me to offer them a 14% discount on 3
50,000 units? I think that should do it. Extract a is incorrect because the word order is wrong in
Message B both questions.
Hi, it’s Jim. Listen, I’m in a bit of a panic. I’m at the Expo
Finding out
in Dublin and, you won’t believe this, but I’ve lost the
Students’ own answers
memory stick with my entire presentation on it! Could you
email over my PowerPoint slides as attachments as soon as Language links
possible? Thanks!
Vocabulary
Message C a  7   ​
b  5   ​
c  1   ​
d  4   ​
e  2   ​
f  8   ​
g  9   ​
Hi. Tony here. I’m still stuck in a meeting at head office. Are h  3   ​
i  6
you making progress with the conference arrangements?
Please make sure you contact the speakers to confirm their Grammar
attendance. Cheers.
Message D 1
Hi, Kate here. I’m with the people from InfoTag in Seattle A Did Enrique phone about those figures?
and they’re querying our invoice for the third quarter. B No. I waited all morning, but he didn’t phone.
Can you ask someone in accounts to check the figures and A Typical! And I suppose he didn’t do the report either.
reinvoice them if necessary? Thanks. B No. Did he go to the meeting yesterday?
Message E A No, but I didn’t expect him to.
Hello, this is Alicia. This is urgent. I really need a copy of
the Turin report from you by tomorrow afternoon at the 2
latest. Call me straight back if you’re having problems. hurried, occupied, referred, conferred, dropped, flopped,
Message F committed, transmitted, played, enjoyed, offered, suffered,
Hi there, this is Mike. Listen, I’ve got an appointment over developed, visited
at your offices on Friday. Do you want to meet up? Maybe Verbs that change the y to an i to form the Past Simple
go for a coffee or something? Oh, by the way, Ian sends his tend to be multi-syllable verbs with the stress on the first
regards. Catch you later. Bye. syllable. Play is a one-syllable verb and enjoy has the stress
on the second syllable.
Returning a call Single syllable verbs with short vowel sounds before a
1 consonant and multi-syllable verbs with the stress on the
final syllable double the consonant. Offer, suffer and visit
Call 1 have the stress on the first syllable, and develop has the
a Sylvia Wright’s stress on the middle syllable.
b To know how the meeting with the people from Temco
Supermarkets went. 3
c 1 Hello. This is Patterson Meats, a ago c For e During
2 Sylvia Wright’s office. Thank you b before d over f In
3 for calling. I’m afraid
4
4 I’m not able to take
5 your call right now, a wanted j took s got
6 but if you’d like to leave b were k pressed t went
7 a message c decided l showed u closed
8 please do so d asked m worked v came
9 after the tone, and I’ll get back e was n stated w sat
10 to you as soon as I can. f lit o could x leaned
g thought p proved y whispered
Call 2
h said q turned
a 2
i had r put
b 1
c 2
d Sorry about that. I just had to sign something. Where
were we?
e UK customers accepting kangaroo meat

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5 5
a 1 A second biggest G Twice as
b Stefan told him. B third most profitable H Half as
C 3 C least I Four times
D Who did you tell? Who told you? D by far J most; ever
E worse; worse K best-selling; leading
6 F lot; great deal
a Who said so?; So where did he say we’re moving to?
b What happened?; What did I say? Didn’t I say that?
c And what did she think?; So who else came to the
2
meeting?
Suggested answers
Phrase bank a Belgium? Don’t you mean the Netherlands?
b Japanese? Don’t you mean Korean?
1
c 1998? Wasn’t it 1997?
a  C   b  C   c  C   d  R   e  R   f  B   g  C   h  R   
d Hardware? Shouldn’t that be software?
i  B j  B k  B l  R m  C n  C o  C
e Ford™? Don’t you mean Tata Motors?
2 It is more polite because it is more formal and f America? Shouldn’t that be Finland?
less direct. g News? Don’t you mean music?
h Yahoo®? Isn’t that Google?
i The Taipei 101? Shouldn’t that be the Burj Khalifa?
Unit 3 Keeping track
3 Students’ own answers
1 Students’ own answers
4
2
Sentences a, c and d are correct.
a missed; say d ’m; go
b catch; slow e follow; run 5
c understand; explain f see; be b Overall, sales are up by 6.2%.
e Last month was July.
3
f Jim Monroe is head of Northern Europe.
1 a, b 2 c, d, e, f
g Munroe is not in Scotland. He is playing golf.
4 6
a  2   b  3   ​
c 1
a sure
5 Students’ own answers b mistake
c right
Sorry? d sound

1&2 7 Students can find the correct answers on page 126.

a what d who
b when e where 8
c how much f how long Speaker A
a Dublin is in Ireland, not Scotland.
3 Students’ own answers b Citroën is a French car, not a German car.
c Ulrike can’t be one of the speaker’s closest friends if he
4 or she only met her today.
(Part 1) the second and third biggest sportswear d Someone who eats as many as ten chocolates a day
manufacturers, two of the most profitable and globally cannot be said to have nearly given up chocolates.
recognized brands, by far the greatest athlete of his e If the woman is the speaker’s wife, he cannot introduce
day, steadily grew worse and worse, a great deal more someone to her husband as that is himself.
than just professional rivalry; (Part 2) over four times
Speaker B
bigger than Puma, the world’s leading soccer brand, the
fastest man ever, not quite as prominent in soccer as a One of each means one of each gender. There are only
Adidas, considerably greater presence, the number one two genders, male and female, so if the speaker has
producer, bestselling shoes, few family business break up three children, they can’t be one of each gender. Two of
as dramatically as the Dasslers did, even half as successful, them must be the same gender.
twice as many local job opportunities

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 INTERMEDIATE

b Lisbon is the capital of Portugal, so the French 3

negotiating team would not have their headquarters a world’s highest g compared with
there.
b much better h 10% longer
c Dutch is the language of the Netherlands, not
c a lot more i twice as likely
Denmark.
d little safer j significantly happier
d If the managing director is 70, then his grandfather is
e even worse k as famous as
unlikely still to be alive, let alone running the company.
f by far the lowest l a little more
e A company called Network Software is more likely to
make computer software than domestic appliances. Phrase bank
a … didn’t hear?
The briefing meeting
a Daniel Cash b … didn’t understand?
b VP for corporate finance c … understood differently.
c Hall The effect of using the words in brackets is to make the
expressions less direct and therefore more polite.
d in charge of corporate loan department
e White
f mergers and acquisitions specialist Unit 4 Listening
g Sellers
h interpreter 1 & 2 Students’ own answers
i Empire House
3
j leading the negotiations
80%: according to research by Roffey Park, 80% of
k two o’clock tomorrow
managers do not listen well
l 13th
4–5: people can think four to five times faster than they
Language links can speak
Vocabulary 700wpm: 700 words per minute is the speed at which
a on people think
continue = move on; accept = take on; rely = count on; ¾: according to Nichols and Stevens, three-quarters of the
wait = hold on average employee’s working day is spent in conversation
b out ½: approximately half of that time they are required to
listen
say = point out; discover = find out; do = carry out;
solve = sort out 25%: most employees are only 25% effective as listeners
c off $50,000 and $14,000: Nichols and Stevens estimate that
an employee earning $50,000 a year is paid $14,000 of that
fire = lay off; end = break off; cancel = call off;
not to listen
postpone = put off
2:1: the number of ears we have relative to our one mouth!
d up
rise = go up; raise = put up; arrange = fix up; 4
develop = build up
Suggested answers
e down
Extract a
reduce = cut down; relax = calm down; James is a particularly inattentive listener, whose
reject = turn down; decrease = go down mind seems to be on something else throughout the
conversation. Perhaps he believes in multitasking, but it
Grammar
sounds like he’s not very good at it! Perhaps Ingrid should
1 have realized sooner that it would be better to come back
later when James is not so distracted.
clever 1, hot 3, dirty 4, helpful 5, hard 1, heavy 4, high 1,
global 5, bad 6, wealthy 4, easy 4, rich 1, sad 3, thin 3, fat 3, Extract b
late 2, effective 5, reliable 5 Tim and Nicole both seem to want to talk at the same
time! There’s far too much interruption throughout their
One- and two-syllable adjectives tend to take the -er
conversation. Of course, as Tim points, out, this is a
and -est endings, sometimes with changes of spelling.
conversation they’ve had many times before, but the fact
Three-syllable adjectives use more and most to form the
that they’re having it again suggests that they finally need
comparative and superlative.
to listen to each other.
2 Students' own answers

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 INTERMEDIATE

Extract c The escape artist 3 (Anton is left with someone

Mr Hepburn has the unfortunate and irritating habit of he didn’t plan to speak to while his
finishing other people’s sentences for them. Occasionally, contact goes and talks to someone
this can show that you’re paying attention and listening else.)
closely to what the other person is saying. But, more often, The hard seller 1 (Anton successfully makes his
it makes the other speaker feel like they’re an unnecessary escape.)
part of the conversation. And, of course, the danger is that
you assume you know what the other person is going to say 5
when you don’t – as Mr Hepburn finds out to his cost! a Students’ own answers
b Suggested answer
5
Anton clearly needs to be better at politely bringing
a  4   ​
b  1   ​
c  5   ​d  2   ​e  6   ​
f  2
unproductive conversations to a close. He also needs to be
6 more assertive with people who dominate conversations.
With people who don’t give him their full attention, he
Extract 1 Topic: Making training and development more should offer to talk to them at another time.
efficient; Skill: Test understanding
Extract 2 Topic: Using digital business cards at an Expo 6 Students’ own answers
event; Skill: Encourage
Extract 3 Topic: Replacing a project team member; 7
Skill: Inquire Suggested answer
Extract 4 Topic: Implementing change; Skill: Summarize Anton starts the conversation by referring to a talk he saw
Fischer give at a conference the year before and paying him
7 a compliment about it. (Rule number one: Start with small
a  4   ​b  1   ​c  2   ​
d  3 talk.) He listens well and uses what Fischer tells him about
failing to reach a deal with FIS on a previous occasion
8 & 9  Students’ own answers as the basis for setting up another possible meeting. He
reinforces this by offering to introduce Fischer to an ex-
colleague from business school. (Rule number three: Find
Management scenario A: out what you can do for others.) He closes by agreeing to
The networking event meet in a few weeks if Fischer is still interested in FIS’s
new app store. (Rule number four: Keep it short and
1 arrange to meet again.)
a In the OXO2 Events Space at the OXO Tower Wharf in
London on 27 June.
8 & 9  Students’ own answers
b CIO = Chief Information Officer (sometimes referred to
as CTO, Chief Technology Officer), MIS = Management
Information System.
Unit 5 Business travel
c There’s going to be a short talk by Adrian Moore, CIO 1, 2 & 3 Students’ own answers
for Radcliffe Hotels followed by a mix-and-mingle
session with a gourmet breakfast. On the move
d It’s to help delegates to keep in touch and develop
business relationships with the contacts they make
1
(and the ones they didn’t get the opportunity to speak In the taxi: 7, 12, 16
to) after the event. At check-in: 2, 4, 10
In departures: 8, 13, 18
2 Students’ own answers On the plane: 5, 9, 15
At customs: 3, 11, 14
3
At the hotel: 1, 6, 17
a  1   ​
b  3   ​c  4   ​
d  2
2
4
a  2   ​
b  3   ​
c  4   ​
d  1   ​
e  6   ​
f  5   ​
g  8   ​
h  7
The autobiographer 2 (Anton is unable to get a word
in!) 3
The time waster 4 (Anton successfully manages to borrow your mobile?: a
get an appointment, but his contact
buy some stamps?: a, b, e, h
does not yet seem ready to buy.)
hurry or I’ll miss my plane?: b, e
which terminal I need?: d, f
lending me some money until I find a cashpoint?: c
to wait outside for five minutes?: f

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Travel tips 2
a must d how g sends
1
b Let e got h get
a business; pleasure g evening; destination
c booked f okay i meet
b movies; view h children; passengers
c travellers; lines i water; bags 3 Students’ own answers
d thing; problem j receipts; cards
e connections; flights k magazines; newspapers Language links
f work; plane Vocabulary
a flight g movie m arrivals
2 Students’ own answers b the airport h sleep n traffic
c check-in i destination o hotel
The nightmare journey d shopping j control p your things
Students’ own answers
e lounge k bags q a meal
Transatlantic crossing f plane l customs r night

1, 2 & 3 Students’ own answers Grammar

4 1
wealthiest neighbourhood: richest residential area a Could you make some coffee, please?
on a first-name basis: sees them so often that they call each b Would you please remember to use the spell check in
other by their first names as friends would future?
are drawn together by: are connected by c Could I have a word with you in private?
flows: moves d Is there somewhere where I could plug this mobile in?
boom: a period of expansion and prosperity e Would you mind checking these figures again?
real estate: buying and selling land and buildings f Could you tell me how this computer works, please?
trendy: fashionable g Do you happen to know the phone code for Greece?
penthouse: an expensive top-floor apartment/flat (usually h Do you think I could ask you to work overtime this
the best in the building) evening?

Where in the world? 2

a Could I have a window seat, please?
1 b Would you mind helping me with my bags, please?
a NY b NY c NY d NY e L ​f L g NY c Do you know where there is a cashpoint?
​h L i​ L j​ NY k NY ​l L m L n L
d Would you mind changing this £20 note?
o NY p L q NY ​r L
e Could you drive a little slower, please? / Do you mind
2 not driving so fast?
f Would you mind lending me your mobile?
London: 2, 4, 5, 8 (clues: quid, pounds, Underground;
day return, boot, taxi; bill, chemist’s; petrol station, g Is there somewhere where I could recharge my laptop?
roundabout) h Could you give me three separate receipts, please?
New York: 1, 3, 6, 7 (clues: rest room, elevators; shopping i Could you tell me the time, please?
mall, drugstore, parking lot; blocks, cab, subway, bucks; j Do you happen to know how far it is to the airport?
round trip, cart, phone booths, quarters)

In arrivals
1
Conversation 1 Conversation 2 Conversation 3 Conversation 4
Have the no yes no no
speakers met
before?
What topics flight, weather family, promotion business, flight business colleagues,
do they tiredness
discuss?
What plans do go to hotel; meet have lunch; go to meet team this go to hotel; meet in
they make? Mr Hill in a couple office; Greg is staying afternoon; relax in 45 minutes
of hours with Caroline evening

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Phrase bank 3 Students’ own answers

a You must be f Can you
b How g Could I Unexpected phone calls
c Let me h What time do
1
d We’ve booked i Could you tell me
Call 1 d   Call 2 c   Call 3 a   Call 4 b
e Okay, I’ll
2
Unit 6 Handling calls Call 1
a The receiver doesn’t speak English well and thinks the
1 Students’ own answers caller wants a car, rather than that she works for What
Car? magazine.
2 b He gets someone who speaks better English.
Suggested answers Call 2
Business phone calls can reduce productivity because of a He says he is in a meeting and asks the caller to email
the time they take up. Even a modest reduction in calls the figures.
can increase productivity. Most business calls are not Call 3
important enough to justify executives stopping what they a He is unprofessional, informal and casual.
are doing to answer them. b A pension fund.
Devices such as the Blackberry can become so much a part Call 4
of business people’s lives that they think they are receiving
a At the Expo in São Paulo.
calls even when they aren’t. Overuse can also lead to
medical problems. b An introduction to the boss.
Addiction to mobile phones can intrude into your personal 3
life. People are becoming incapable of ignoring ringing
phones no matter what else they are doing at the time. Call 1
a Can you put
3 b I’m afraid I
a busy; ring e important; leave c Can you speak
b disturbed; hold f real; unplug Call 2
c possible; answer g out; divert a I’m calling about
d expecting; pick up b I’m afraid I
c Can you call
4 Students’ own answers Call 3
a What can I
Asking politely
b Do you know
1 c Who am I
a if possible f if you’ve got a minute/ Call 4
b if you can/would time a I’m sorry to
c if you would/can g if it’s not too much b Can I ask
d if you’re not too busy trouble c Can you give
e if you’ve got time/a
minute 4
a Okay, I’ll see what I can do.
2 b Okay, I’ll see if I can reach him on his cellphone.
Could you …? c Okay, I’ll call back later.
email me my flight details d Okay, I’ll do that right away.
let me have a copy of the report e Okay, I’ll speak to you later.
get on to our supplier f Okay, I’ll wait to hear from you then.
get back to me within the hour g Okay, I’ll sort something out.
take a quick look at the proposal h Okay, I’ll get someone who speaks better English.
arrange for somebody to meet them at the station i Okay, I’ll get back to you tomorrow.
set up a meeting with the heads of department
send their accounts department a reminder 5 & 6 Students’ own answers
fix me an appointment
book the conference room for three
fax the figures through to me
organize a tour of the plant for some visitors

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Language links Offering assistance

Vocabulary a see e get i get
1 do 14 listen 27 Get b get f call j get
2 fax 15 put 28 postpone c see g speak
3 Check 16 Meet 29 Finish d sort h do
4 get 17 Crash 30 phone
Ending a call
5 circulate 18 Arrange 31 Leave a have c get; Speak
6 delegate 19 Pick 32 Hit b keep d got; Catch
7 Update 20 Give 33 celebrate
8 running 21 Make 34 blew
9 Hold 22 missed 35 Screwed Unit 7 Making decisions
10 cleared 23 Break 36 Feeling
1 & 2 Students’ own answers
11 Print 24 Contact 37 Draft
12 Grab 25 Fix 38 hand The art of decision-making
13 Cancel 26 can
1, 2 & 3 Students’ own answers
Grammar
The decision-making process
1
a Will you help me? 1
b Stop making personal calls or I’ll charge you for them. a consider the options 3
c I expect the company will do well. b define your objectives 1
d I won’t accept anything less than 2%. c collect information 2
e Don’t worry, he’ll phone you back within the hour. d monitor the effects 6
f I’ll take that call if you like. e implement your decision 5
g I’ll send the figures right away. f choose the best course of action 4

2 1  c    ​2 g    ​3 f    ​4 a    ​5 e    ​6 d    ​7 b 2

1 a, j   2 c, f   3 e, k   ​
4 b, h   ​
5 d, i   6  g, l
3
a A I really need that report today. The language of meetings
B I’ll finish it this morning. 1
A Okay, I’ll look forward to seeing it. a business g point m suggestions
b A My plane gets in at seven. b moment h saying n here
B I’ll come and meet you at the airport. c disagree i on o mean
A Great. I’ll see you there, then. d clear j question p today
c A I’m just off to a meeting. e think k later q afraid
B I’ll phone you later, then. f understand l break
A Fine, I’ll just give you my mobile number. The advice is: Stick to your agenda.
d A Eva’s off sick today.
B I’ll have to speak to her, I’m afraid. 2
A Okay, I’ll see if I can reach her at home. p I think that’s as far as we can go today.
e A She wants to see you – now!
B I’ll be right there. 3
A Good. I’ll tell her you’re on your way. 1  a ​2  e 3  b, n 4  h ​5  l 6  i 7  o
8  c 9  g 10  d, f ​11  k ​
12  m ​13  j ​14  p, q
4
a busy, later e make, know 4
b give, right f wait, details a  4   ​
b 8   ​
c 6   ​
d  7   ​
e  3   ​
f  2   ​
g  5   ​
h  1
c desk, look g leave, okay
The decision-making meeting
d try, time h nothing, away
1
Phrase bank a current turnover f brand awareness
a  P   ​
b  D   ​
c  D   ​
d  E   ​
e  P   ​
f  D   ​
g  E   ​
b profit margins g commercial success
h  P   ​
i  D
c bestselling brand h front-page news
d combined earnings i film series
e key factor

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 INTERMEDIATE

2 2
the 007 brand name, the actors playing Bond, the Bond If-clause: Present Simple, Past Simple, can + infinitive,
character going to + infinitive, Present Continuous
Main clause: will + infinitive, could + infinitive,
3 & 4 Students’ own answers might + infinitive, Present Simple, may + infinitive,
would + infinitive, going to + infinitive, can + infinitive,
Language links Present Continuous
Vocabulary Both: can + infinitive, Present Simple, going to + infinitive
1 3
Verbs: a Supposing they offer you a promotion, what will
a  hike   b raise   c freeze   d cut   e  slash you do?
Adjectives: b Provided that the market research is positive, we’ll go
f  soaring   g rising   h stable   i  falling    j plunging ahead with the new design.
c Unless we lower the price, we’ll lose the contract.
2
d You can go to the conference as long as you give a talk.
a record e crippling
b huge f heavy Phrase bank
c modest g moderate a  5, 9   b  1, 12   c  2, 7   d  4, 10   e  6, 11   f  3, 8
d reasonable h slight

3 Unit 8 Influence
break into (the) market 1 & 2 Students’ own answers
be forced out of (the) market
competitive market 3
declining market Authority is given to you by your employers and is
dominate (the) market connected to your status in the company hierarchy.
enter (the) market Influence is a personal skill which enables you to
flood (the) market communicate more persuasively. It has nothing to do with
growing market status. Some people naturally have it; others don’t. But it
mass market can be developed.
niche market 4 Students’ own answers
market challenger
market forces 5
market leadership Suggested answers
market research Subordinates need to be motivated, given a sense of
market saturation autonomy, praised when they do something well and you
market share need to show a certain amount of empathy with their
market supply situation. A bit of personal warmth can also go a long way.
Peers will be more open to your suggestions if they like
4 you, feel they owe you a favour or have helped you out in
a saturation; flood the past. Flattery can also work well – as long as you sound
b niche; dominate sincere!
c challenger; leadership Superiors will be more convinced by your arguments if
d competitive; been forced out of you address their personal concerns, use the power of
consensus or uniqueness, and back up your proposals with
Grammar some hard facts.

1 6
Extract 1 a The speaker wants Édouard to look at a design brief.
A d   B a   A e   B h   A f   B c   A b   B g b The speaker would like to take some unpaid leave.
Extract 2 c The speaker needs Pam to entertain some Japanese
A g   B c   A f   B e   A b   B a   A h   B d guests.
d The speaker thinks the company should attend the
Moscow trade fair.
e The speaker would like Rafael to run an induction
session for him.
f The speaker would like Heather to lead negotiations
with GMK.
In Company 3.0 Intermediate © Macmillan Publishers Limited 2014 ANSWER KEY 10
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7 you get to go to Paris’ and how Anton will be impressed by

a understand the pressure: the speaker sympathizes with
her willingness to step in at the last minute), emotional
Édouard’s heavy workload. pressure (he tells her the sad story of his grandfather and
implies that, if Heather doesn’t help him, he has no further
b mission-critical: the speaker stresses the importance of
options) and appeals to fairness (pointing out how he did
the task.
some overtime for Heather when she was doing an evening
c motivate: the speaker stresses the change to Édouard’s course). It’s hard to say which strategy works best – maybe
routine. it’s the incentives or the final appeal to fairness.
d non-job-related work: the speaker refers to John’s
attitude to managers doing this. 3
e cost-conscious: the speaker refers to John’s desire to Suggested answer
save money (and also appeals to consistency). Heather is certainly authoritative, bordering on
f consistent: the speaker refers to a previous occasion in aggressive. Of course, she’s under a lot of stress and
which Pam helped. Tony is not proving to be very helpful. Tony is not very
g flattery: the speaker tells Pam that she is better than accommodating. He does have a genuine point about his
him at entertaining guests. training, but his tone is a little disrespectful at times.
h consensus: the speaker emphasizes that the company’s
competitors all think it’s a good idea to attend the 4
Moscow trade fair. Suggested answer
i data from reliable expert sources: the speaker uses Heather ends the conversation with Alan by saying she’ll
an independent report to address Simone’s concern think about it and can’t make any promises. But it’s
about costs. going to be quite difficult for her to say no now. By using
j good working relationship: the speaker stresses the a firm ‘No’, or even asking for more time to think about
friendly relationship he has with Rafael. it, perhaps Heather wouldn’t have raised Alan’s hopes.
k owe a favour: the speaker reminds Rafael of a favour he In her conversation with Tony, she could have been more
did him recently. understanding of his training needs so that they could
l consistent: the speaker points out that the last time come to a compromise that would suit them both.
Rafael did him a similar favour, he enjoyed it (also some
5
motivation here).
m praise: the speaker compliments Heather on earlier work. Suggested answer
n motivate: the speaker refers to the greater All of the speakers seem to be in a rush and so perhaps
responsibility Heather is capable of taking on. they would have done better to fix up meetings with each
other when they had a little more time to discuss things.
o motivate: the speaker challenges Heather and appeals
Heather is probably a bit too direct with Tony and Tony
to her sense of self-worth and ambition.
seems so determined to refuse more work that he fails
8 Students’ own answers to see an opportunity to help Heather out during a very
busy week. Given the high-stress environment in which
they’re all working, getting Heather to appreciate him
Management scenario B: more may be more useful to Tony in the immediate future
than the training he says he needs. Heather does well not
Meetings on the go to agree to stand in for Alan straightaway, but Alan seems
to assume she will now do so. And perhaps she gives too
1 many reasons for why she can’t help him – this gives Alan a
a He can’t give the presentation he’s supposed to give at chance to start negotiating – offering, for example to take
the Infotech conference in Paris next week because his on some of Heather’s workload when he gets back from
grandfather is seriously ill back home in the States and the States.
he wants to fly out to see him.
b He wants Heather to stand in for him at the conference 6
and give the presentation. Suggested answer
c He sounds fairly desperate! He says Heather’s his last Anton’s leadership skills seem to be pretty good in the
hope. conversation with Tony. At first, he has to struggle to
d It’s hard to say no to people who ask you favours, remember Tony’s name, but he recovers quickly from that
especially when they’re in an unfortunate situation. and shows an interest in what Tony’s telling him. He’s firm
However, you do also have to consider your own about the work ethic at the company and is careful not to
situation if doing them the favour is going to make life undermine Heather’s authority, but accepts that Tony has
very difficult for you. a case about not getting the training he was promised. He’s
sensitive to the fact that Tony may be worried about what
2 Heather will say when she finds out he’s been talking to
Suggested answers Anton behind her back and comes up with a sensible plan
Alan uses flattery (telling Heather how brilliant she is at of action.
presentations), incentives (mentioning ‘it’s not every day

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 INTERMEDIATE

7 & 8 Students’ own answers 5

a Have you tried; have; had; was
9 b has come; was
Suggested answer c scored; was; Did you see; did; Wasn’t it; have ever seen
Alan now has a difficult job trying to persuade Heather d stopped; cancelled; didn’t; haven’t seen
to help him prepare for a presentation (which she will e have you been; came
not be going to Paris to give) as well as doing all her own
f copied; ’ve heard; thought; was
work – not to mention the fact that she may have to go
g Haven’t you heard; thought; knew
back to Milan in the next couple of days as well! To get the
outcome he wants, he will probably have to negotiate and Talking about experiences
offer to share some of Heather’s workload when he gets
back. Heather can either say she’s changed her mind about 1 & 2 Students’ own answers
helping him at this point or perhaps use the situation to
her advantage. Maybe she can swap assistants with Alan. 3
Or maybe there are other options. a city e people i car
b weather f movie j holiday
10 Students’ own answers
c economy g news k hotel
d clothes h job l book
Unit 9 Small talk At a conference dinner
1 & 2 Students’ own answers Students’ own answers

Getting down to business Language links

Vocabulary
1
a Germany e France 1
b Finland f Japan a Yes, it was absolutely freezing!
c USA g Spain and Italy b Yes, it’s absolutely fascinating!
d UK c Yes, it’s absolutely enormous!
d Yes, it’s absolutely tiny!
2 e Yes, it’s absolutely gorgeous!
Extract a: Japan (clues: Sakamoto, Mizoguchi Bank, f Yes, it’s absolutely boiling!
Usami-san, green tea)
Extract b: Germany (clues: Berlin, Wolfgang) 2
Extract c: Italy (clues: Juventus, Lazio, Italian football, a Well, it isn’t exactly the most interesting I’ve ever read.
Luigi) b Well, it wasn’t exactly the most amazing I’ve ever had.
Extract d: UK (clue: cricket) c Yes, it wasn’t exactly the most exciting I’ve ever been to.
Extract e: Finland (clue: Finland) d Yes, it hasn’t been the most relaxing I’ve ever had.
Extract f: USA (clue: New York) e Well, it wasn’t the funniest I’ve ever heard.
Extract g: France (clue: president of France) f Yes, it isn’t the safest place I’ve ever been to.

3 Grammar
a Opposite the door, next to Usami-san
1
b A few days
a a point in time: 1; a period of time: 3; both: 2
c Professional footballer
b came to America, started a business; Past Simple
d Chocolate biscuits
c have been extremely successful, have been the market
e She was on holiday.
leader; Present Perfect
f 99%
g The vice-president and the head of finance agree on 2
everything. ago: a week, a couple of days, over an hour, years,
a long time
4 Students’ own answers
for: a week, a couple of days, over an hour, years,
a long time
since: the 1990s, 2001, Christmas, the day before
yesterday, half past four, last month, the oil crisis,
Thursday

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3 Writing emails
a no   d yes  
1 & 2 Students’ own answers
b no   e yes, yes  
c no   f maybe, no 3
a  4   ​
b  8   ​
c  6   ​
d  3   ​
e  1   ​
f  7   ​
g  2   ​
h  5
4
a did … get k haven’t done 4
b was l didn’t … tell Suggested answers
c didn’t mean m didn’t make up The three types of grammar words are pronouns, verbs and
d have noticed n thought articles.
e wasn’t o has already brought Hi Rosa – I’ve been in meetings all day, so I just got
f hoped p have had your message plus the attachment. It sounds great –
g have now decided q haven’t … shown I particularly like your suggestion about the discount
h Have … heard r have ever asked rates. One or two points are a bit unclear, perhaps, but
i said s was basically it’s good stuff. You could add something about the
j wanted packaging.
You’ve done a nice job, anyway.
Phrase bank I’ll see you on Friday. Leo
a enjoying k found
b staying l tried 5
c staying m met A Hi Louisa
d giving n met Got your message on 12th September. Sorry, but I
e going o had can’t make the meeting on the 21st. Could you do me a
f been p have favour and send me a copy of the minutes?
Cheers
g been q meet
Tom Hunt
h made r come/go
B Good news: as of 2 Jan we are offering substantial
i heard s see
discounts on all orders over €1,000. Shall I send you
j seen t read
further details and a copy of our new catalogue?
C Bad news: the board turned down your proposal. Sorry
Unit 10 Email about not getting back to you sooner on this, but I’ve
been in Montreal all week.
1 Students’ own answers D Are we still okay for 3rd May? My flight gets in about
11 am. About my presentation on the 4th, could you
2 make the necessary arrangements? I’m sending you a
L: I’m a big fan of … It’s really cool. The really neat thing list of the equipment I’ll need as an attachment.
is … See you next week.
H: I’m not crazy about … I’m not keen on … It drives me Charlotte De Vere
nuts. That really bugs me. What I can’t stand is … What E Following our telephone conversation this morning,
really annoys me is … please send me a full description of the problem and I’ll
pass it on to our technical department.
3 Students’ own answers
Thanks. If you have any questions, let me know.
4 Speak to you soon.
Loves: instant and efficient; fast; direct; jokes and fun 6
emails; don’t have to deal directly with people; provides
Sample answer
a permanent record; people respond to emails more than
Subject: Quarterly figures
phone calls or voicemails
Otto
Hates: if sent to many people, no one replies; being cced
on emails that are irrelevant to you; spam emails; junk How are you doing? Got the joke you sent me – very funny.
mail, chain emails and jokes; emoticons; people expect Spoke to Cheryl in accounts today. She sends her regards.
an immediate reply; long emails and big attachments; On the subject of accounts, I don’t seem to have your
impersonal nature of emails and tendency to be direct and quarterlies. Did you send them in?
abrupt; bosses can read them I’ve emailed you those statistics you wanted, by the way.
Hope they come in useful for your presentation. Let me
5 Students’ own answers know how the presentation goes. And don’t forget those
figures.

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7 Language links
Sample answer Vocabulary
Dear Mr Nordqvist,
1
Thank you for your hospitality during our stay. Karen and
I felt that the meeting was a great success and we look keyboard; website; search engine; homepage; database;
forward to discussing our ideas in more detail. spreadsheet; desktop; help menu; hard disk; banner ad
I passed on your comments to Diane Lee and she assures
2
me she will contact you over the next couple of weeks.
a surf the Internet
It was a pleasure meeting you and exploring the
possibilities of a joint venture between us. b enter data into a computer
Best wishes c run a program
Sam White d download files off the Net
e click on an icon
8 f transmit a virus
Sample answer g crash a computer
Dear Mr Nordqvist, h install software
First of all, many congratulations on your recent i burn CDs
promotion and also on the birth of your child. Please pass j send an attachment
on my very best wishes to your wife. k empty the trash
Thank you for your hospitality during our stay. Karen and l browse the Web
I felt … m upgrade to a better model
Changing arrangements n cut and paste text

1 3
Message 1: a  On Wednesday. 1 crashed 11 program 21 computer
b  Sarah has to be in Edinburgh on Monday. 2 Net 12 files 22 ROM
Message 2: a  It’s fully booked. 3 emptied 13 data 23 keyboard
b  Find another hotel for them. 4 virus 14 backups 24 spam
Message 3: a  About 45 minutes. 5 emailed 15 helpline 25 shut
b  PowerPoint, projector and screen. 6 attachment 16 upgrade 26 insane
7 error 17 technician 27 Resources
2
8 occurred 18 desktop 28 retrain
a were hoping to e was going to
9 clicked 19 printer
b ’s not going to be f ’re intending to
10 download 20 type
c ’re aiming to g ’re going to
d were planning to h ’re going to Grammar
3 1
1  b, h   2  c, f, g    3  a, d, e a 5   ​
b 2   ​
c  4   ​
d  3   ​
e  8   ​
f  1   ​
g  6   ​
h  7

4 2
Sample answer a  2   ​
b  8   ​
c  7   ​
d  1   ​
e  3   ​
f  5   ​
g ​
4   ​h  6
Subject line: Arrangements for Nagoya trip
3
Hi Sarah
a going to d aiming to
Thanks for letting me know about the change of plan. Have
booked rooms for you and Peter at Nagoya Holiday Inn. No b intending to e hoping to
problem with equipment – have already arranged projector c planning to
and screen. Have a good time in Edinburgh. Looking
forward to seeing you on Wednesday. Let me know flight 4
details and I’ll meet you at the airport. a you’re giving g you’re going to have
Koichi b I will be h I’ll give
c I’ll help i we’re going
You’ve got mail d isn’t j It’ll take
Students’ own answers
e I’ll still have k I’m just going to check
f are going l I’ll be

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 INTERMEDIATE

Phrase bank c … efficient, safe and secure; You can, naturally, choose
a 5   ​
b  8   ​
c  1   ​
d  3   ​
e  7   ​
f  2   ​
g  4 h  6   ​ when, where and how to deal with your money.
i  16 ​
j  14 k  15 ​l  9 m  12 ​n  13 o  10 p  11 d A bank designed around you, which doesn’t expect you
to fit round it.

Unit 11 Presenting 3
1  b   ​
2  c   ​
3  a   ​
4  d
1
a talk e contact i language Structuring a presentation
b knowledge f attitude j preparation
1
c appearance g voice
d humour h visuals a off   ​
b on   ​
c back   ​
d to   ​
e about   ​
f of   ​
g for   ​
h up
2 & 3 Students’ own answers
2
Delivery 1  c   ​
2  h   ​
3  g   ​
4  a   ​
5  e, f   ​
6  b, d

1 Students’ own answers Using visuals

2 1
a C   ​
b P   ​
c P   ​
d C   ​
e C   ​
f P a Have   ​
b see   ​
c point   ​
d show   ​
e give   ​
f mean
3 Students’ own answers
2
4 rise a
The first thing I figured out / and learned / sometimes the level off g
hard way / about entrepreneurship / is that the core / the fluctuate c
essence of entrepreneurship / is about making meaning / peak d
many many people / start companies to make money / recover f
the quick flip / the dotcom phenomenon / and I have
bottom out e
noticed / in both the companies that I have started / and
fall b
funded / and been associated with / that those companies /
that are fundamentally founded to change the world / to A technical problem
make the world a better place / to make meaning / are the
companies that make a difference / they are the companies 1
to succeed / my naïve and romantic belief / is that if you a 1 and 4
make meaning / you’ll probably make money / but if you
b 1 The number of months since they went online.
set out / to make money / you will probably not make
2 The number of hits a day nine months ago.
meaning / and / you won’t / make / money.
3 The number of months Gary Cale has been with
5 the company.
4 The number of hits a day three months ago.
See answers to 4 for the underlined strongly stressed
words. c Slow access speed, website too complicated, poor search
engines.
We tend to pause after stressed words, which are usually
the main ‘content words’, such as nouns and verbs. d To win back customer confidence and to make a profit.
If we pause less often, it sounds more fluent (but not e b
enough pausing can become monotonous and difficult to f 1, 2 and 4
follow).
2
If we pause more often, it can sound powerful and
dramatic (but too much pausing can sound pretentious or at the same time: a, b
aggressive). one after the other: c, d

A team presentation Giving a short presentation

Students’ own answers
1 Students’ own answers

2
a A bank which …
b Funny kind of bank? Unbelievable? Even a little
magical?

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 INTERMEDIATE

Language links Phrase bank

Vocabulary a okay k themselves
b started l earlier
1 c myself m point
make/stress a point d parts n detail
quote/compare figures e overview o perspective
address/raise an issue f minute p little
describe/refer to a graph g us q moment
tell/crack jokes h here r up
field/deal with questions i on s talk
j graph t questions
2
The advice is: Keep it short and simple
a [ ][ ]
b [ ][ ]
c [ ][ ][ ] Unit 12 Impact
d [ ][ ][ ]
1 Students’ own answers
e [ ][ ]
f [ ][ ] 2
g [ ][ ] Suggested answers
h [ ][ ] A lot of presenters overload their visuals with data because
they think this will make them look well-prepared and help
Grammar
them remember what to say. Unfortunately, this often
1 leads to them reading out their slides. Not only does this
create the impression that they don’t know their material,
a 2   ​
b  1   ​
c  4   ​
d  3
it also confuses the audience, who can read a lot faster than
2 the presenter can speak. So they quickly learn to ignore
the presenter and read ahead! A much better idea would
Hello, Inge. Er, sure. I was just going out for lunch, but …
be to learn the key points by heart, have the details on
Well, I saw Dieter the other day … numbered hand-outs in case you need them and prepare
Actually, I decided a month ago, but I didn’t think anybody simple, visually powerful slides to remind you of what to
knew about it yet. say next.
The whole department was talking about it when I came
in … 3
They were still talking about it when I left. Suggested answers
Bravo!  a steady pace with some variation in the voice;
3 good use of pauses; a relaxed posture and conversational
a everyone else’s departure but professional tone; simple, striking visuals; a few well-
b forgetting your passport, getting halfway to the airport, chosen key figures and/or pieces of information; short,
realizing your mistake relevant (perhaps amusing) stories, etc.
Boring!  a hurried pace or over-hesitation; a forced smile;
4 too many ums and ers; fidgeting; little or no eye contact;
a had been l got back overcomplicated visuals; too much jargon; too much data;
b decided m was leaving illogical structure; bad jokes; long pointless stories;
c was just clearing n thought no reference to the audience, etc.
d suddenly remembered o had gone
4 Students’ own answers
e had happened p had set up
f was q proceeded 5
g had come r were enjoying a  4   ​
b  7   ​
c  1   ​
d  6   ​
e  8   ​
f  2   ​
g  3   ​
h  5
h came up s heard
i did t had finally built up 6 Students’ own answers
j set u crashed
k was 7
They don’t tell a story.

8
N = Young people (especially male) who want to be able to
cook, but can’t.

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 INTERMEDIATE

A = A mobile phone app which tells you how to prepare the distinction between a sales rep and a consultant to
meals with the ingredients you already have. show that he takes his team’s expertise seriously and
B = The customer will be able to cook simple, nutritious wants them to start working together more collaboratively
meals easily; the app logs your favourite meals, alerts you and professionally. He focuses on intrinsic motivators
when you’re running out of essential ingredients and also (teamwork, professionalism, matching past performance)
when you’re not getting a balanced diet. rather than extrinsic ones (salaries, bonuses). He also
C = Other apps are just simple checklists and recipes; none closes on a joke to put everyone at ease.
of them is as visual or user-friendly; none of them has the
extra functions of TastePal. 8 & 9 Students’ own answers

9 Students’ own answers

Unit 13 Being heard
1
Management scenario C:
a  exchange   ​
b make   ​
c discuss   ​
d chat   ​
e find   ​
Morale problems f criticize g waste

1 2
a Six a  5   ​
b  3   ​
c  8   ​
d  1   ​
e  2   ​
f  7   ​
g  6   ​
h  4   ​
b The financial climate has affected the performance of all
the sales units. 3 & 4 Students’ own answers
c Anton’s unit has been having morale problems.
d One with Gabrielle and another with his sales team. 5
e She doesn’t sound at all happy! She’s polite but direct a conflict e things
in the first paragraph of her email. And by the second b rubbish f people
paragraph, she’s already become more critical. c silences g conversation
d time h room
2
He blames people (Alan, in particular). 6
He refuses to listen. 1 c (should)
He makes threats (about possible job losses and salary 2 a (shouldn’t)
cuts). 3 b and d (have to and must)
He divides the team (by praising some team members and 4 g (don’t have to)
criticizing others). 5 h (can)
6 e and f (can’t and mustn’t)
3
Suggested answer Cultural differences
Anton should not have let his personal stress make him
lose control and criticize his team so directly. If this is 2 Students’ own answers
supposed to be a motivation session, it’s a terrible one! He
should probably have begun by asking his team to voice 3
their complaints and offer suggestions as to how things Extract 1 = Culture 2
could be improved. Extract 2 = Culture 1
Extract 3 = Culture 3
4, 5 & 6  Students’ own answers
Interruption strategies
7
Anton begins with a sincere apology, but doesn’t overdo 1 Students’ own answers
this. He admits his mistake and moves on. He is, after all,
the boss. He uses the difficult situation everyone is in (and 2
the pressure he is also under from senior management) a just a minute
to unite the team and adds a little bit of humour to keep b let me finish
things light. He knows he was very hard on Alan at the c no, hear me out
previous meeting, so he makes a special effort to praise d hang on a second
him now for his past performance and makes it clear the e sorry to interrupt again
team needs Alan to succeed. He also promises the newer
f if I could just finish …
members of the team that he’ll work harder to support
g Can I just come in here?
them. He uses his long experience at the company to make
it clear that his team were not so long ago the best at FIS. h Can I just say something?
This makes it more understandable that he should be i Could I just finish what I was saying?
disappointed with the performance now. And he makes

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 INTERMEDIATE

3 f 4
interrupting: a, d, e, g, h g Yes
preventing interruption: a, b, c, d, f, i h Yes or No
both: a, d i Yes
j Only b is possible
Hang on a minute!
Phrase bank
1 & 2 Students’ own answers
1
Meeting across culture Interrupting: a, b, k
1 Preventing interruption: c, g, i, j
Both: d, e, f, h, l
a stick to an agenda; hold up the conversation; negotiate
terms; make concessions 2
b get underway; is in progress; haggling; rhetoric
a 1   b  2
c raise objections; allocate time; exchange emails; reach
:b
agreement
:a
d set up; gets going; back up; goes through
e talk business; schedule a meeting; work as a team; press 3
for a decision 1 f   ​
2  a   ​
3  d   ​
4  c   ​
5  g   ​
6  e   ​
7  b
f cuts in; win over; overrun; work something out
g be granted a meeting; follow protocol; clear up a
misunderstanding; quote figures Unit 14 Snail mail
h mystified; chit-chat; courtesy; premature
1 Students’ own answers
2 Students’ own answers
2
Language links a mail f copies; diagrams
Vocabulary b letters g record; receipts
c forms h invoices; figures
1
d trade journals i memos; Post-it®
a the agenda f comments e contracts j questionnaires; report
b ideas g an action plan
c an opinion h details Communication channels
d a point i a decision
1
e agreement
a to e up i for
2 b about f with j for
a If you ask me g Luckily c on g on k off
b Frankly h Overall d for h of l with
c On the other hand i Strangely enough
2 Students’ own answers
d Incidentally j In short
e As a matter of fact k Essentially In a rush
f Clearly l In theory
1&2
Grammar The letter should have Ms Ramalho’s address at the top
left-hand side.
1
22nd February
a 5   ​ b  6   ​c  2   ​
d  3   ​
e  4   ​
f  1   ​
g  11   ​
h  9   ​
Dear Ms Ramalho,
i  7 j  12 ​ k  10 ​ l  8
Thank you for your letter of 9 February and for your interest
2 in the new Xenod digital communication system.
a Yes I’m sorry you were unable to attend our presentation in
b No
São Paulo last month, but I am delighted to tell you we are
planning another one in Brasilia on 30 April.
c 1  I couldn’t talk to you then.
2  I hoped we’d meet again.
In the meantime, I enclose a copy of our latest catalogue and
3  I had to fly to Geneva.
current price list.
d That must be right.
If you have any questions or would like further information
concerning our company and its products, please don’t
e 3
hesitate to contact me again.

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 INTERMEDIATE

I look forward to hearing from you. Language links

Yours sincerely [or Best wishes] Vocabulary
Could I see you a moment? 1
December 3rd Dear Mr Savage,
Dear Mr Barghiel, Thank you for your letter of 12th April. I’m very sorry about
I am/’m writing to confirm our appointment on 7 December. the difficulties you’ve had in getting one of our engineers to
Of course, I have your address, but I wonder if you could come and repair the alarm system we installed in January.
send me instructions on how to get to your office because I Please accept my apologies. I am as concerned about the
will be coming by car. delay as you are.
Many thanks. I am very much looking forward to meeting The manager who is responsible for our after-sales service
you. is new to the department and not yet familiar with all our
Yours sincerely, procedures, but this is no excuse for such a long delay. Rest
assured, he is now aware of the problem and will arrange
7th May
for an engineer to call at whatever time is most convenient
Dear Dr Garland,
for you. Obviously, this will be free of charge. I have also
With reference to your order (ref No. 606-1), I regret to authorized a 10% refund of the purchase price.
inform you that the DCS1 is currently out of stock. May
If you are still not fully satisfied with the system, please
I suggest you consider upgrading to the DCS2? If you are
contact me personally and I shall be happy to supply you
interested, I would be happy to send you details.
with a replacement.
Let me know if I can be of any further help.
My apologies once again for the inconvenience this has
Yours sincerely, caused you.
What’s missing? 2
1 a regard h account
a How are things with you? b agreement i view
b I apologize for not replying sooner. c touch j pressure
c Further to our telephone conversation yesterday, … d addition k terms
d See you at the weekend. Best wishes, Jim. e favour l accordance
e I thought I’d send you a copy of this article. f case m behalf
f Sorry I wasn’t there to meet you when you called. g effect
g Yours sincerely, Brian Green
Grammar
h It was a great pleasure meeting you last week. a put off writing back i advise you not to exceed
i Take care of yourself. b remember to open j avoid using
j How’s it going? c forget to include k consider enclosing
k Thank you for your letter of 6 May. d Forget about spending l can’t trust it to pick up
l Get back to me as soon as you can. e recommend using m regret relying
m I look forward to hearing from you. f suggest you use n can manage to get
n With reference to your fax of/dated 3 June, … g should aim to sound o Imagine receiving
o I am writing with regard to your recent advertisement. h should try to keep p Think about redrafting
p I’ll be in touch in the next couple of weeks or so.
q If I can be of any further assistance, do please contact Phrase bank
me again. a I hope you are well.
r Let me know when you’re next in Zagreb. b Thank you for your letter of 12 January.
s It was nice talking to you the other day. c My apologies for not replying sooner.
t Please pass on my regards to your sales manager, d Further to our conversation last Friday …
Ms Fontaine. e It was a pleasure meeting you last week.
f I am writing with regard to our contract renewal.
2 g Unfortunately, I am unable to increase the discount.
Beginning Formal: b, c, h, k, n, o; Informal: a, e, f, j, s h What we can do is to offer you a higher credit limit.
End Formal: g, m, q, t; Informal: d, i, l, p, r i Perhaps we could meet to discuss this.
Crossed in the post j I’ll be in touch sometime next week.
Students’ own answers k I am enclosing a copy of our new catalogue.
l If you require any further assistance, please do
contact me.
m I look forward to meeting you again at the conference.

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 INTERMEDIATE

n I look forward to hearing from you soon. 1 a, b and c

o Yours sincerely, …
2 d and e

Unit 15 Solving problems Problem-solving techniques

1 1
a morning f bath k sleep a define e break i explore
b night g shower l book b brainstorm f restate j eliminate
c work h music m meetings c review g invite k draw up
d holiday i course n daydreaming d select h criticize l assign
e desk j court
2
2 & 3 Students’ own answers 1  b   ​
2  i   ​
3  d   ​
4  f   ​
5  g   ​
6  a   ​
7  c   ​
8  j   ​
9  k   ​
10  h   ​
11  l   ​
12  e
4
That the company could save money by reducing the bonus Everyday problems
to $50.
1, 2 & 3 Students’ own answers
5 & 6 Students’ own answers
Creativity
Suggestions 1 & 2 Students’ own answers
1 Students’ own answers
A problem-solving meeting
2 1 Students’ own answers
1 What if we offered it on a sale or return basis? (d)
Another option would be to sell it direct online. (b) 2
2 Supposing we bought the company out? (i) Sony® Ericsson
Alternatively, we could just manufacture our own Whilst on a business trip to New York back in 2001, you
components. (j) find yourself walking down the famous Fifth Avenue when
3 How about raising prices? (g) you are approached by an attractive young woman. ‘Excuse
The answer could be to shift production to somewhere me,’ she says. ‘Would you mind taking a picture of me and
like South-East Asia. (a) my boyfriend?’ ‘Sure,’ you reply. ‘Thanks a lot!’ she smiles
4 Why don’t we delay the new product launch? (c) and hands you what looks like an ordinary mobile phone,
although you notice the screen is full colour. ‘But this is a
Couldn’t we just sell it off at a discount? (f)
phone, isn’t it?’ you ask. ‘Yeah,’ she laughs, ‘and a camera!
5 What about encrypting our most confidential
You just press this key here. See? Simple.’ You take a couple
information? (e)
of shots and remark that it’s the first camera-phone you’ve
Maybe it’s time we involved the police. (h) ever seen. ‘Cool, isn’t it?’ says the boyfriend. ‘Latest Sony
Ericsson.’ You’re impressed and decide to check it out next
3
time you’re passing a mobile phone store. The rest, of
Extract 1: To sell it direct online. course, is history and today cameras come as standard on
Extract 2: They will go out of business. every single smartphone.
Extract 3: It’s a very price-sensitive market. But what you didn’t know at the time is that those two
Extract 4: The product development cycle is short so old young tourists were actually actors and were being paid
stock piles up. to approach passers-by like yourself. They were part
Extract 5: They may be able to use the spy to feed false of a special campaign by Sony Ericsson. Called ‘buzz
information to the competition. marketing’, the idea was to create publicity for the phone
by introducing people to the product and, basically, getting
4 Students’ own answers them to want it! In fact, for this particular campaign
Sony Ericsson hired 60 actors to do this every day in ten
5 different cities all over the United States.
a wouldn’t have; ’d priced Buzz, or word-of-mouth, has now been proven to be the
b ’d known; could have most effective form of marketing in an age when there’s
c ’d been; wouldn’t be so much conventional advertising we’ve largely learned
d ’d discounted; wouldn’t have to ignore it. And, while some say buzz marketing raises
ethical questions, the companies who use it stress that the
e would have; ’d thought
strategy is not to sell but simply to inform. Ethical or not,
it’s a technique now employed by many of the world’s most
famous brands. Where product placement places products

In Company 3.0 Intermediate © Macmillan Publishers Limited 2014 ANSWER KEY 20

 INTERMEDIATE

in movies, buzz marketing places products in your life! And 3

if you think you yourself have never met a buzz marketer a unreliable h uninspiring o unsupportive
– in the street, on the train, at the coffee-bar – well, that’s
b inflexible i uncommitted p incompetent
the whole point!
c disorganized j impractical q unassertive
d impatient k inarticulate r unsociable
Tata Steel
e irresponsible l dishonest s inconsiderate
Tata Steel’s managing director, Dr Irani, quickly realized
that, whereas in the West there is more provision for those f uncreative m irrational t uncompetitive
who are made redundant in the form of social security, he g inconsistent n indecisive
had a special responsibility to his own employees. So, he
first spent almost a year convincing his people of the need 4
for rightsizing the company. a creative f disorganized k consistent
Then, working in partnership with the workers’ union, he b inflexible g committed l uncommitted
developed what he called ‘the early separation scheme’ or c supportive h indecisive m competitive
ESS. Within the terms of the ESS, those under 40 years of d incompetent i inspiring n unsociable
age who took voluntary early retirement would get their e inconsiderate j unreliable
full salary for the rest of their working lives. And older
workers would get 20–50% more than their full salary! 5
Furthermore, if they died before reaching retirement age, a go out of c scale down e reintroduce
their families would be paid their salaries for the remaining b halt d withdraw f reduce
years. Irani’s generosity to his employees looked like
madness. And when an Indian industrialist heard about 6
the scheme, he sent him a note saying: ‘You either have too
a launch d halt
much money or not enough brains!’
b step up e withdraw; reintroduce
But Irani knew exactly what he was doing. For the amount
c boost
the workers who voluntarily left the company got paid
remained constant. Had they stayed, it would have gone Grammar
up annually. And by saving on the extra payroll tax and
pension plan contributions, Tata Steel’s labour costs 1
declined immediately. Tata ran 40 ESS schemes over the a Past Perfect d 3 and 6
next decade. As a result, by 2004 the workforce had been
b would, could, might e 1, 2, 4 and 5
reduced by 30,000.
c Present Perfect
But Irani went even further. Instead of offering guaranteed
jobs to the children of loyal employees, he began to offer 2
them training at the newly set-up RD Tata Technical
a done; have d promised; would
Institution. If he could not offer the next generation
b would; could e have; known
employment, he could at least increase their employability.
And for those who left the company, there was free c could; tried f hadn’t; wouldn’t
financial advice and career counselling. Tata is now a Example b does not contain the Past Perfect.
textbook case of humane human resource management
and a model corporate culture. And this, together with Phrase bank
a one billion-dollar investment, has made Tata Steel the a  3, 7   ​b  5, 8   ​c  1, 6   ​d  2, 4
highly efficient, globally competitive firm it is today. a sell it online; sold it online
b to sell it online/selling it online
Language links c sell it online; sold it online
Vocabulary d sell it online
e selling it online
1
f to sell it online
a products e products i staff
g sell it online
b both f staff j staff
h sell it online
c products g products k staff
i selling it online
d staff h products l both
j to sell it online
2 In both cases, sold makes the suggestion more tentative/
a recruit g down tools l resign hypothetical.
b take on h take industrial m motivate
c relocate  action n inspire
d transfer i instruct
e lay off j teach
f dismiss k quit

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 INTERMEDIATE

Unit 16 Collaboration 7
a Go ahead with what’s best, based on what’s been agreed
1, 2 & 3  Students’ own answers at the planning meetings with KNP, and just ask them
to confirm those decisions.
4 b He likes the fact that KNP simply has to say yes or no to
a reliable d supportive g co-operative each decision because this will make replying easier for
b constructive e flexible them. He likes the fact that knowing that the project
c committed f engaged team is going ahead as agreed will make them respond
faster if they’ve changed their minds.
5 c KNP could be given more progress reports to involve
Suggested answers them more in the project. Decisions KNP needs to
a T.E.A.M. = together everyone achieves more; approve could be given a priority-rating to make sure
P.P.R. = positives, possibilities, reservations they notice the important ones. Elaine’s idea could
b Teams obviously don’t always function better than be combined with Kevin’s idea of setting up a client
individuals. extranet where KNP can check on progress at any time
Pros: you can draw on a wider pool of talent; you can be and approve actions simply by clicking on a button.
more innovative; you can delegate more; you can work d Some decisions require such an investment of time and
faster and accomplish more within a timeframe – as the resources that they may need more client involvement
Japanese say, ‘none of us is as smart as all of us’! before action is taken. KNP may sometimes feel that
Cons: there can be personality clashes; some team control is being taken away from them.
members may not do their share of the work; some
8
may not buy into the project as much as others; if the
team is multicultural and/or virtual, there can be Suggested answers
communication problems; some members may not have a Perhaps you could electronically tag the shopping carts
as much support from their line managers as others. so that they set off an alarm or lock the wheels when
c In a good team, synergy is created when people removed from the supermarket car park; provide a
combine their efforts to be more effective than they free service for those (such as the elderly or disabled)
are as individuals – ‘the sum of the parts is greater than who are unable to carry their groceries home; hire
the whole’. contractors to hunt down abandoned shopping carts;
produce a series of posters ridiculing cart-thieves;
d People used to working on their own may find it hard to
petition the government to increase fines for the
adjust to teamwork. This is especially true if they have a
offence of stealing shopping carts.
lot of personal ambition and a drive to compete rather
than collaborate. Put two or more such people together b Perhaps you could make it possible for customers to
and you have a battle of egos! And one way for them upload their photo to your website and superimpose
to do battle is to try to win arguments with each other the jewellery onto their picture; produce high-definition
and score points with the boss. Claiming group ideas videos of all your products, so that customers get a
as your own and saying ‘I told you so’ when things go more three-dimensional feel for what they are buying;
wrong are common ways of scoring points. set up customer feedback blogs for each product,
so people can share views on products they’ve bought;
e Cultures which are described as collectivist (Geert
pre-pay for return of goods and not invoice customers
Hofstede) or communitarian (Fons Trompenaars)
until their product orders have arrived and been
tend to be more accustomed to working in groups
tried on.
and putting group needs first. This needn’t just be a
question of national culture, however. Many Asian c Perhaps you could increase staff salaries in quarterly
cultures are quite strongly collectivist, but their increments to reward loyalty; rotate staff so that they
corporate culture may also be rather hierarchical, with deal with different kinds of enquiry to prevent the
the boss very much in charge. On the other hand, boredom of routine; provide regular (and fun) training
corporate cultures where the hierarchy is flatter may be events; offer fringe benefits to long-term employees
better suited to self-managed teams (SMTs). (health or social club membership, subsidized
mobile phone accounts, a loyalty-points-based gift
f P.P.R. is a good example of a communication technique
programme); give more experienced staff responsibility
that encourages collaboration even when there are
for training more junior members; give staff with the
disagreements and that values contributions from all
best customer feedback each year the opportunity
team members.
to receive a management education and become
6 a manager.
Answer c is correct.

In Company 3.0 Intermediate © Macmillan Publishers Limited 2014 ANSWER KEY 22

 INTERMEDIATE

Management scenario D: Table manners

Tricky conversations 1 Student’s own answers

1 2
Suggested answers the soup is often eaten (Present Simple passive)
a It seems as if Heather agreed with Alan that they would cheese is normally served (Present Simple passive)
both make the case for an increased budget in their you may be asked (modal passive)
meeting with Gabrielle. they can be seen (modal passive)
b Alan obviously didn’t support Heather when she raised need to be offered (infinitive passive)
the issue with Gabrielle. like to be invited (infinitive passive)
c The email looks like a thank-you note, but, in fact, it is usually eaten (Present Simple passive)
appears that Anton may be trying to take all the credit
for an idea which was, at least partly, Heather’s. Sticky situations
d We can’t really be sure. But the fact that he says he Conversation 1
had to revise the figures a bit suggests that maybe he a Fugu can be poisonous.
claimed that all the work was his. b 1 unusual 4 prefer something else
e For one thing, it’s a week overdue. And for another, she 2 exotic 5 try something else
says it would have helped her make a case for a bigger 3 not like it
budget in her meeting with Gabrielle.
c Maybe I’ll have the tempura instead.
f It seems as if Tony has done a lot of work on the report
Conversation 2
and may see it as his project. So bringing someone else
in to help him finish and perhaps take some of the a He doesn’t want to try squid.
credit is not going to make him happy. b 1 like to try the local speciality
2 love it
2 Student’s own answers 3 enjoy this
4 really special
3 5 very good
Conversation 1c c I hope you don’t mind, but could I just have something
Conversation 2a a bit simpler?
Conversation 3b Conversation 3
a She’s on a special diet.
4, 5, 6, 7 & 8 Student’s own answers
b 1 fried 4 grilled
2 boiled 5 baked
Unit 17 Eating out 3 roast
c 1 of
1 Student’s own answers 2 in
3 with
2
a, b, c down the road, round the corner, five minutes The business lunch
from here Student’s own answers
d, e, f specialises in fish, does an excellent lasagne, you
might like Language links
g, h, i you can get fresh oysters, they know me, Vocabulary
I sometimes go
j, k, l a fantastic view of the city, a superb menu, a very 1
pleasant atmosphere a lunch f vegetables k cheese
b steak g dish l dessert
3 & 4 Student’s own answers c salad h food m water
d fish i fruit n coffee
Who said it?
e meat j bread
1&2
a G   ​ b H   ​ c H   ​ d H   ​ e  E (G more likely)   ​
2
f  H   ​
g  H   ​h  G   ​i  H   ​
j  H   ​ l  H   ​ heavy (note: this adjective is the only one in this list not
k  E (G more likely)   ​
m  E (G more likely)   ​n  E (H more likely)   ​o  G   ​ p  E   ​ formed from a noun), juicy, spicy, crusty, chocolatey
q  H   ​r  E   ​
s  E (H more likely)   ​ t  H
3
oily, fruity, tasty, fatty, peppery, nutty

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 INTERMEDIATE

4 Teleconference: a project meeting

a sauce b bottle c fish d tart
1
5 Extract 1
Suggested answers: Does this dish contain nuts? Could a Port Rashid.
I have a glass of water, please? Is the quiche hot or cold? b Peter Kessler wants his input on how to handle the
What is the house special? What would you recommend? changes to the specifications.
Are there any side dishes? Could we have the bill, please? c He is prepared to give them another few weeks to sort
Could I look at the menu, please? out the problems.
Extract 2
Grammar a Some workers speak German and some English.
1 b Two seaports have been closed due to bad weather.
a email c by c He is causing some of the problems by changing his
mind frequently.
b the fax machine d the passive sentence
d He needs to bring the changes to the client’s attention.
2 They need to take a fresh look at the plan and may have
a can be insured j was taken out to renegotiate the contract.
b has been asked k could be heard 2
c to be insured l was estimated
a getting i finished q hear
d was covered m was captured
b waiting j inputs r come
e were written n was dragged
c meeting k minimum s time
f might be injured o being rescued
d agenda l interrupt t leave
g were insured p has not been claimed
e introduce m skip u covered
h is believed
f join n item v finish
i would have been
g started o recap
 destroyed
h objectives p agreed
Phrase bank
a Complimenting your host
3
b Describing dishes 1 Peter Kessler opened the meeting and informed us that
c Recommending dishes 2 Sulaiman had gone to Port Rashid to check on deliveries
and would
d Avoiding disasters
3 join us later. He then introduced
e Being a good host
4 Jarek Gorsky, Ritterman’s new chief engineer in
f Ordering the meal
Warsaw, and emphasized
g Talking shop
5 that the main objective of the meeting was to get the
h Fighting over the bill
Dubai Project back
6 on schedule. Ernst suggested that
Unit 18 Telecommunications 7 we skip item one on the agenda until Sulaiman could
join us and went on
1 Students’ own answers 8 to outline the communication problems the two work
teams had
2 9 been having. Peter recommended onsite training as a
reducing pollution, lowering travel budgets, travelling less, possible solution. Sulaiman
spending more time with family 10 joined the meeting at this point and described
11 the situation at the ports as serious. He explained that
3
12 nothing was moving and that our backup supplies were
Suggested answers
insufficient to cope with
The first report supports the messages because it suggests
13 the present situation. Karim reminded us that
that operating on the Internet will reduce carbon
14 constant changes to the building plan were also a major
emissions. The second report contradicts the messages
problem. Peter promised
because it suggests 80% of business travellers enjoy
spending time away from home on business trips. 15 to bring this to the client’s attention and that the
contract with Al-Fulani
4 & 5 Students’ own answers 16 might have to be renegotiated. Ernst and Jarek
agreed to
17 have another look at overall logistics and to report back
to Peter. Another teleconference
18 was scheduled for next week.

In Company 3.0 Intermediate © Macmillan Publishers Limited 2014 ANSWER KEY 24

 INTERMEDIATE

4 Students’ own answers g He wanted to know what the Romans had ever done
for us.
An urgent matter h He invited him to make his day.

1 5
1 A   ​
2 G   ​
3 F   ​
4 E   ​
5 C   ​
6 B   ​
7 D   ​
8 H a raised i came in
b invited j reminded
2 Students’ own answers
c insisted k explained
3 d doubted l added
a this is just a quick reminder e pointed out m warned
b the report was due yesterday f agreed n assured
c email me if you’re having problems g wondered o recommended
d room to negotiate on fees h suggested
e fully itemized costs Phrase bank
f quote precise figures a opening e managing the discussion
g give a rough estimate b managing the agenda f time-keeping
h set and stick to a budget c interrupting g closing
i sorry for the delay in getting back to you d handling the technology
j send a first draft of the report as an attachment
k a detailed breakdown of costs for the project
l be under pressure from head office Unit 19 Negotiating
m get a proposal in on schedule 1, 2 & 3 Students’ own answers
n let me know what the position is asap
4
Dealing with messages
a 1 create rapport
1–7 Students’ own answers 2 agree on a procedure
3 set out proposals
Language links 4 listen and take notes
Vocabulary 5 have lunch
a, i   ​b, f   ​c, e   ​d, k   ​g, j   ​h, l 6 make counter-proposals
Grammar 7 bargain
8 agree terms
1 9 close
a 1   ​
b  3   ​
c  4   ​
d  2 10 celebrate
b opening position, target position, walk-away position,
2 fall-back position, best alternative to a negotiated
a Fritz said he was ready. agreement
b Akio said he was going to wait and see. c Most people have an ‘I win – you lose’ mentality.
c Claire said she had had enough. d 1 Don’t get personal.
d Philippe said he had to be going. 2 Don’t agree to anything until you’ve discussed
e Maria said she would be in touch. everything.
f Sergio said he just couldn’t face it. 3 Don’t make any concessions without asking for
something in return.
3 4 Ask lots of questions.
a 5   ​
b  9   ​
c  7   ​
d  8   ​
e  1   ​
f  10   ​
g  6   ​
h  3   ​ 5 Don’t give in to pressure.
i  2 j  4
Directness
4
Suggested answers: 1, 2 & 3 Students’ own answers
a He said his name was James Bond.
4
b He asked Sam to play it.
a Unfortunately, that would not be possible.
c He asked me if I was talking to him.
b We would find it quite difficult to go higher than seven
d He informed her that he didn’t give a damn.
per cent.
e She invited me to go up and see her some time.
c I’m afraid we’re not in a position to accept less than $5
f He told us to hang on because he’d got a great idea. a unit at this stage.
d You may have to pay slightly more if you want that.

In Company 3.0 Intermediate © Macmillan Publishers Limited 2014 ANSWER KEY 25

 INTERMEDIATE

e We would need some kind of commitment from you The transfer

now.
f Shouldn’t we spend a little more time looking for a 1
compromise here? a current market value f merchandising outlets
g Wouldn’t it be better to agree on a price before we go b corporate image g blue-chip company
any further? c money-making industry h sponsorship deal
h We were hoping you’d be able to pay a deposit today. d stock market flotation i strong brand
i It might not be very easy to get my boss to agree to e media coverage
this.
j I think that’s about as far as we can go at the moment. 2
Suggested answers
5 1 Lost tribe
They use less direct language. 2 Multinational corporation
3 Money-making industry
The language of negotiations
4 Merchandise
1 5 Sponsorship deals
Client counter-offer: 7 million euros
3 & 4 Students’ own answers
Project to be completed within 18 months
Plant to be operational by next September Language links
Our revised bid: Vocabulary
2 million euros in advance
2 million euros mid-contract 1
3.2 million euros on completion a a deadlock d terms
Total: 7.2 million euros b a breakthrough e pressure
Schedule overrun penalty: 25,000 euros per week c time out f options

2 Students’ own answers 2

a B   ​
b S   ​
c B   ​
d S   ​
e B   ​
f S   ​
g S   ​
h B   ​
3 i E j E k B ​ l S ​ m S n B o B ​ p E
No. seminars: 8 over 6-month period q E
No. trainers: 3
Materials to be approved
3
Max. no. participants per seminar: 16 a order g price
Full fee: £24,000 b immediate h hidden
Discount: 15% = £3,600 c a discount i payment
Final fee: £20,400 d give j sort out
25% non-refundable deposit = £5,100 e times k price
f meet l trial
4
Yes, it is a win–win negotiation. Both sides make
Grammar
Suggested answers:
concessions but both gain something in return and they
end up happy. a Unfortunately we would need something cheaper.
b We would be less interested in your economy model.
5 c Unfortunately, it may not be very easy to sell the idea
a position h stage o price to my boss.
b suggestion i acceptable p more d Shouldn’t we be a bit nearer a decision by now?
c alternative j correctly q option e I’m afraid we might not be able to pay straight away.
d clear k condition r agreement f I’m not in a position to make any promises at this stage.
e compromise l about s drink g We would find this a little difficult to accept at the
f problem m for moment.
g offer n at h I understood that you wanted immediate delivery.
The advice is: Never lose your temper i To be honest, we were hoping you would provide after-
sales service.
j Our discussions haven’t been very productive so far.
k Wouldn’t a fixed interest rate be better?
l We were aiming to get slightly further than this this
morning.

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 INTERMEDIATE

Phrase bank 6
a create rapport 2, 11 The Bulldozer
b agree a procedure 6, 9 Pros: You may get what you want from more passive
c put forward proposals 8, 10 communicators in the short-term.
d check the facts 1, 12 Cons: You’ll get into a lot of fights with other aggressive
e enter the bargaining phase 3, 5 communicators; very few people will want to deal with
f work out the details 4, 7 you in the future as you’ll get a reputation for being
selfish and inflexible.
The Doormat
Unit 20 Assertiveness Pros: If it’s a quiet life you want, you’ll avoid quite a lot of
1 Students’ own answers conflict at work this way.
Cons: You’ll be pushed around and overloaded with work,
2 which may create conflict at home; you’ll never be a leader
if you can’t stand up for yourself.
a down; on
The Prima Donna
b Under; down
Pros: Depending on how good you are at being
c in; in
manipulative, you may get your own way for a while.
d on; off
Cons: If other people think they are being manipulated,
3 they will begin to feel used and this may cause them to
become aggressive; once you have a reputation as a prima
Suggested answer
donna, your emotional outbursts and flattery will never
The author says that both corporate and national cultures work again.
can affect how assertive employees feel they can be.
The Rock
But the two cultures can also be different, especially in
multinational companies, where the corporate culture Pros: You will generally get what you want without
often reflects the cultural attitudes of the parent company damaging your relationship with those you work with;
rather than those of the country where the offices and you’ll get a reputation for being strong but reasonable –
plants are located. just the sort of person to get promoted!
Cons: There are no real cons as long as you never let your
4 assertiveness degenerate into aggression in difficult
Austria (11) New Zealand (22) Germany (35) conversations.
USA (40) Argentina (49) Japan (54) France (68)
7
UAE (80) Malaysia (104)
Version 1
5 a Carmen is rather aggressive and bulldozes through
is open and honest 4 Lars’s weak objections. Lars is fairly passive throughout
stands firm 4  their conversation. He does try to make his excuses, but
is mostly ineffectual.
uses sarcasm 1
b At first, Carmen doesn’t really listen to Lars at all.
avoids conflict at all costs 2
When she finally realizes he has a social engagement,
gives in too easily 2 she’s totally unsympathetic and even ridicules the local
hides their true feelings 2 custom of eating dinner earlier than she’s used to.
uses emotional blackmail 3 Culturally, she doesn’t seem to be very sensitive!
plays the victim 3 c The apologies and the constant buts make Lars sound
disregards your feelings 1 too defensive. He’s the one doing Carmen a favour. He
loses their cool 1 shouldn’t need to defend himself.
pulls rank 1 d Carmen doesn’t seem to see the favour she’s asking for
tries to get you on their side 3 as a favour at all. She sees it more as an obligation. This
keeps their cool 4 is reflected in the language she uses: ‘You should put
your job before partying with your friends’, ‘You have
is respectful 4
to help me with this presentation’. The effect is quite
shows empathy 4
threatening. It works this time because Lars is behaving
so passively. But it wouldn’t be surprising if he
eventually starts looking for another job!

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 INTERMEDIATE

Version 2 8
a This time Carmen’s style is mostly manipulative. a Don’t b  Do c  Do d  Don’t e  Don’t f  Do
Her strategy seems to be to present herself as the g  Do ​ h  Do ​ i  Don’t j  Do k  Do ​ l  Do
overworked victim, whom only Lars can help. For his
part, Lars is much too aggressive in his response to her 9 Students’ own answers
– at times almost insubordinate!
b Carmen doesn’t directly bully Lars, but she does use
a combination of flattery (telling him he’s the best in Management scenario E:
the office at what she needs him for) and blackmail
(suggesting that he might be replaced at the Rio
The difficult customer
conference by a junior member of staff with a better 1
attitude).
a Definitely not! Anton is presumably trying to be funny.
c Sarcasm is rarely an effective tactic in a conversation
It seems that Heather has had experience of dealing
as it makes the other person look stupid – not a with Lagrange before and he has a reputation for being
great idea when the other person is the boss, even a tough negotiator who pushes for fast delivery.
in an egalitarian work environment! Sweeping
b The KKM bid is for a new management information
generalizations (‘You’re always doing this me’, ‘Why
system. Winning the KKM order would help FIS out of
don’t you ever give me any notice?’) are also ineffective
its current cash flow difficulties.
as it’s easy to contradict them by giving an example of
when the thing you’re being accused of didn’t happen. c Heather knows more about KKM’s business than
To be assertive you need to be specific not vague. anyone else at FIS.
d Considering all the emotions flying around, the d He gave her the authority to be flexible on price to win
outcome of the conversation is at least partly the order, but to insist on at least 6–8 weeks’ lead-time
successful. But it’s really just a compromise where to design and set up the system for KKM.
neither person gets exactly what they want. And how e Anton thought Heather might like some support from
likely is it that Carmen’s presentation will be finished in Alan at the meeting with Lagrange. As the KKM order
an hour? is so important to FIS, perhaps he also wants someone
Version 3 to keep an eye on things and make sure Heather doesn’t
have any personal issues with Lagrange.
a This time both Carmen and Lars are assertive. Both
stand their ground, but there’s no bullying or emotional 2
blackmail, no sarcasm or sweeping generalizations. And
Model answer
both clearly express how they feel.
b Both speakers use plenty of expressions to show they
are listening and understand the other’s position:
‘I realize it’s rather short notice’, ‘Normally, I’d be Hi Anton,
happy to help out’, ‘I appreciate that you’ve got plans’, It’s good news about the KKM bid! As you say,
‘I understand that, yes’, ‘It’s sounds like you have a busy winning this order would help us out of our current
evening ahead’, ‘I understand this is very inconvenient cash flow difficulties. I’ll study the list of KKM basic
for you’. This keeps the tone neutral and avoids self- requirements you sent me and start drafting a
justifications. preliminary proposal right away.
c Both techniques work well. Clearly stating how you feel Thanks for the offer of taking Alan along to the
using I-statements is very effective because how you meeting, but I think I can handle Lagrange myself.
feel can’t be questioned. Only facts can be questioned. He is quite a tough negotiator, but I’m very familiar
If I say ‘You’re pressuring me’, you can say ‘No, I’m with his business needs and having some room to
not!’ But if say ‘I feel like you’re pressuring me’, you can be flexible on price should make things easier. And
only say ‘Well, that’s not my intention’. Repeating your don’t worry, I won’t let him push me around on
assertion (‘I can’t this evening’) if said non-aggressively delivery times!
and without apology is also difficult to argue against. I’ll email you a copy of the proposal for approval
Some people call this technique the ‘Broken Record’ before I meet Lagrange next week. If there’s
because you keep saying the same thing. anything you’d like me to change or add to it, just
d The conversation ends quite well. Lars doesn’t give let me know.
in to pressure and ruin his social plans, but he does Heather
offer to help Carmen in three other ways – by asking
Joanna to assist her instead, by looking at some of her
slides before going to bed and by coming in early in the
morning to start work on her presentation. Carmen
closes by validating their working relationship – ‘I’m
glad we managed to sort this out’ – and saying she
hopes he enjoys his party. She hasn’t got exactly what
she wanted, but things might even work out better this
way overall.

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 INTERMEDIATE

3 6
Suggested answers a No, he’s as aggressive and inflexible as he was the first
a If FIS’s competitors have genuinely said they can deliver time.
in three weeks, then Lagrange’s demand that FIS match b Heather makes a little more effort to build some
that is reasonable enough. But Heather is under strict rapport at the beginning (e.g. by accepting a coffee she
instructions from Anton not to promise delivery in less doesn’t really want and making a positive comment
than six weeks, so she cannot be flexible there. about Lagrange’s office). She also stresses that KKM
b Lagrange certainly has an aggressive negotiation style is a valued client and that she might be able to reduce
which is unhelpful. It is perhaps unlikely that all (if any) the lead time from eight to six weeks (of course, she
of FIS’s competitors claimed they could deliver in three already knew she could manage six weeks!). But,
weeks when Anton has emphasized the impossibility of more importantly, she resists the temptation to
this. Lagrange may well be bluffing to put pressure on react negatively to the news that her competitors are
FIS to speed up delivery. However, calling his bluff and apparently offering to deliver KKM’s system in three
breaking off the negotiation is unlikely to be effective. weeks and concentrates instead on trying to find out
c If Heather had compromised with Lagrange and agreed why Lagrange is in such a hurry.
to deliver the system in less time, she would have made c By separating Lagrange’s need to quickly implement
herself very unpopular with Anton and the technical his board’s decision from his need to have a top quality
department at FIS. Lagrange seems determined to get management information system, she is able to get
delivery in three weeks so a compromise wouldn’t have round the problem of the three week delivery time.
satisfied him either. d Being a good negotiator, Lagrange remembers not to
d At first glance, it seems like no deal could be done agree to anything without asking for a concession in
here as Lagrange’s demand (delivery in three weeks) return – he asks for the same 5% discount he received
and Heather’s offer (delivery in six weeks) are so far last time he did business with FIS. Heather, also a good
apart. But perhaps Heather has not really explored the negotiator, suggests that for such a rush job a 3.5%
reasons for Lagrange’s demand enough. discount would be more appropriate, but she indicates
that this is negotiable.
4
a In a negotiation, positions are what you want, whereas 7 & 8 Students’ own answers
interests are why you want them.
b Taking up positions often leads to a compromise, which
satisfies nobody.
c Uncovering interests, on the other hand, can lead to
finding a solution which satisfies both parties.
d The best way to uncover interests is to ask a lot of
questions – good negotiators ask twice as many as
average ones.
e On hearing your counterpart’s position in a
negotiation, the most important question to ask is:
why?

5
Suggested answer
She might have asked more questions to find out the real
reason why Lagrange was so insistent that delivery must be
in three weeks. There may have been another way she could
satisfy his interest.

In Company 3.0 Intermediate © Macmillan Publishers Limited 2014 ANSWER KEY 29