Commerce department international trade

(AVTMQT 3-4)

Chapter 1: Exporting and the Management of Risk.

Chapter 2: Negotiating Delivery

Chapter 3: Negotiating Price & Payment

Translate Import & Export Contracts

Listening: “Business English” CD 8

(AVTMQT 5-6)

1. 
   Negotiating Inspection & Defects liability.
   
2. 
   Legal framework
   
3. 
   Export Contract
   

Dr. Dr. James R. Pinnells

Compiled by Mr. Nguyen Thanh Nghiem

(For Internal Use Only)

September 2011

4. 
   Exporting and the Management of Risk
   
5. 
   Negotiating Delivery
   
6. 
   Negotiating Price & payment
   
7. 
   Negotiating Inspection & Defects liability.
   
8. 
   Legal framework
   
9. 
   Export Contract
   

8.1.1 COMPREHENSION QUESTIONS

1) What does Anthony have to do if he wants some coffee?

a. He has to pay 50 cents for each cup.

b. He has to help himself to it in the kitchen.

c. He has to ask Kara to make some coffee for him.

2) If you run out of pencils and paper at work, where can you get more?

a. from the kitchen

b. from the CEO’s office.

c. from the storeroom.

3) When Ellen says, “We have flex-time here, “what does it mean?

a. Workers are not all on the same schedule.

b. There are no clocks at this company.

c. There is time for exercise at the office every day.

4) Using Tiffany as an example, what should you when introduced to a new co-worker?

a. Extend your hand for a handshake.

b. Ask the new employee to make some coffee.

c. Smile and look at your feet.

5) Does Anthony speak a second language?

a. Yes, he speaks French very well.

b. Yes, he speaks a little French.

c. No, he only speaks English.

6) Where is Kara’s cubicle?

b. Her cubicle is on the shelf in the storeroom.

c. It’s free.

7) If something is difficult for you at work, which phrase could you use to express this?

a. “It’s quiet down here.”

b. “I’m having trouble.”

c. “Things are certainly flexible here.”

8) What is Anthony having trouble with today?

a. He’s having trouble remembering people’s names.

b. He doesn’t remember how to speak French.

c. Anthony’s having trouble dealing with international accounts.

9) Suppose your boss wants you to visit Mr. Harmon in advance of the design meeting. What do you need to do?

a. Call Mr. Harmon and invite him to talk with you during the design meeting.

b. Go to the design meeting so you can tell Mr. Harmon about it when you visit him.

c. Meet with Mr. Harmon first, before attending the design meeting.

10) Where is Anthony’s workspace going to be at AdRad?

b. His cubicle is the first one on the left as you come in.

c. He’ll be working in Ellen’s office for a couple of weeks.
-Perk: Use of a company car is a common perk.

Free coffee is just one of the small perks of working here.

This job has a lot of great perks, including a lot of free travel and membership at a nearby gym.

-Storeroom: Did you look in the storeroom?

I stocked the shelves in the storeroom just yesterday.

Almost everything you need is already on your desk, but the extra supplies are stored in the storeroom.

-What I need: What I need is a cup of strong coffee.

I’m making a list of what I need for my trip to Venezuela.

As soon as I find what I need, I’ll get to work.

-Cubicle: Stop by my cubicle later, and we can talk about that.

The worst thing about cubicles is that they have no windows.

I don’t have an office of my own, but I have a comfortable little cubicle all to myself.

-As you come in: As you come in, you’ll see the secretary’s desk just inside the door.

Please stop and sign the registry as you come in.

Our office is on the right as you come into the building, it’s on the left, of course.
Have trouble

I always have trouble finding my way around downtown.

No, we didn’t have trouble finding your place- you gave us excellent directions.

She’s having a lot of trouble with her computer today. She’s lost several files already.

Do you think you can keep all the names straight.

Kara’s very good at keeping names straight.

When I saw Ted, I called him Tim. I just can’t seem to keep these names straight.

Share

I’m going to find a roommate to share expenses, that way, I can get a better apartment.

There’s only one piece of cake left. Get two forks, and we’ll share it.

My workspace is usually pretty messy.

It’s a small workspace, but you should find everything you need here.

His workspace used to be a small cube, but now he has a big office with a wooden desk.

Is the doctor in?

Mr. Burns is out right now, but I’ll let you know when he gets in.

I guess nobody’s in yet. The office is completely empty.

When the game ended in defeat, the fans went straggling home.

On Monday mornings, the workers come straggling in to the office.

Stop straggling, boys! Stay together and move a little faster!

I’m looking for a job with flex-time opportunities.

Do you have flex-time here?

She needs a job with flex-time because her children often need her at home.

She didn’t schedule an appointment in advance, so she couldn’t see the dentist.

You’ll need to cancel your reservation 24 hours in advance in order to get a refund.

If you had explained the problem in advance, then I would have been prepared to solve it.

Oh, come on! Be flexible!

You can come anytime. We’re flexible.

She’s not flexible enough for this job. Things are always changing here, and she hates change.

She has total fluency not only in Spanish, but also in Portuguese and Italian.

His fluency in Japanese often surprises our clients.

Susan studied German for years, but never achieved fluency until she went to live in Germany.

This knowledge will be very useful to our company.

Does anybody have any useful ideas?

Yor umbrella is beautiful, but it can’t be very useful here in the desert.

Will the job involve international travel?

The International Food Court at the mall has ethnic food from many different countries.

Our international accounts are much more profitable

ELLEN The kitchen is down there. You’ll find coffee there and a refrigerator, if you want to bring your lunch.

ANTHONY Do you have to pay for the coffee?

ELLEN No, it's free, but you might have to make it yourself sometimes.

ANTHONY That's OK. It's a nice perk.

ELLEN Yes, it is. And down past the kitchen is the storeroom. If you need supplies like pads or pens, you can get them from here. §2

ANTHONY What if I can’t find what I need?

ELLEN You can ask Kara. She knows where everything is.

ANTHONY Have I met her?

ELLEN She's the woman who sits in the first cubicle on the left as you come in.

ANTHONY Oh, yes. I’m having trouble keeping all the names straight.

ELLEN And this is where you'll be working. You'll be sharing a workspace with Tiffany McGuire until we can get you one of your own.

ANTHONY That's fine. It's quiet down here. Isn’t anybody in yet?

ELLEN Oh, they'll come straggling in.

ANTHONY So everyone isn't required to work the same hours?

ELLEN Oh, no, we have flex-time here. So everyone puts in at least 40 hours, but when they do is pretty much up to them.

ANTHONY How does that work for meetings?

ELLEN We try to schedule them well enough in advance so that everyone can plan to be there.

ANTHONY Things are certainly more flexible here than at my last job.

ELLEN That was in France?

ANTHONY Yes, it was.

ELLEN Your fluency in French will be very useful when dealing with some of our international accounts.

TIFFANY Good morning, Ellen. Hello.

ELLEN Tiffany, this is Anthony Brown, our new writer. Today's his first day.

TIFFANY Nice to meet you, Anthony. Welcome.

ANTHONY Thank you. It's nice to meet you, too.

ELLEN Tiffany just started working here a few months ago, so she'll be a good one to ask for help.

TIFFANY Sure. I know what it's like to be new and not know anyone or where things are.

ANTHONY Thank you. I'm sure I'll have lots of questions.

ELLEN Well, I've got to get Anthony over to see Mr. Scott in Human Resources so we can take care of his paperwork.

ANTHONY Nice to meet you. Tiffany.

TIFFANY See you later, Anthony.
8.1.1 COMPREHENSION QUESTIONS

1) What does Anthony have to do if he wants some coffee?

a. He has to pay 50 cents for each cup.

b. He has to help himself to it in the kitchen.

c. He has to ask Kara to make some coffee for him.

2) If you run out of pencils and paper at work, where can you get more?

a. from the kitchen

b. from the CEO’s office.

c. from the storeroom.

3) When Ellen says, “We have flex-time here, “what does it mean?

a. Workers are not all on the same schedule.

b. There are no clocks at this company.

c. There is time for exercise at the office every day.

4) Using Tiffany as an example, what should you do when introduced to a new co-worker?

a. Extend your hand for a handshake.

b. Ask the new employee to make some coffee.

c. Smile and look at your feet.

5) Does Anthony speak a second language?

a. Yes, he speaks French very well.

b. Yes, he speaks a little French.

c. No, he only speaks English.

6) Where is Kara’s cubicle?

a. It’s to the left of the entrance door.

b. Her cubicle is on the shelf in the storeroom.

c. It’s free.

7) If something is difficult for you at work, which phrase could you use to express this?

a. “It’s quiet down here.”

b. “I’m having trouble.”

c. “Things are certainly flexible here.”

8) What is Anthony having trouble with today?

a. He’s having trouble remembering people’s names.

b. He doesn’t remember how to speak French.

c. Anthony’s having trouble dealing with international accounts.

9) Suppose your boss wants you to visit Mr. Harmon in advance of the design meeting. What do you need to do?

a. Call Mr. Harmon and invite him to talk with you during the design meeting.

b. Go to the design meeting so you can tell Mr. Harmon about it when you visit him.

c. Meet with Mr. Harmon first, before attending the design meeting.

10) Where is Anthony’s workspace going to be at AdRad?

a. Anthony will share Tiffany’s cube until his is ready.

b. His cubicle is the first one on the left as you come in.

c. He’ll be working in Ellen’s office for a couple of weeks.
8.2 LISTEN TO DIRECTORS

8.3 TEAMWORK

… Excuse me. Tiffany, could I bother you for a second?

… Yes?

… Just click on the new accounts icon.

… Thanks, Tiffany. Sorry to interrupt you.

… No problem.

… Hey, Anthony, do you have a minute to talk about this new project?

… Sure. You're Rick, right?

… Righto, pal. Now, I've got an idea for this project that I think will really blow them away.

… Would you guys mind discussing this somewhere else? I've got a deadline.

… Sorry, Tiff.

…Why don't I meet you in your office? I’ll be there in five minutes.

… Perfect. I'll see you there.

… Look, Anthony, I'm sorry to blow up like that.

… Don't worry about it. It's understandable.

… It's just that I have a lot of work to do, and having to share the workspace and the computer makes it harder.

… Is there anything I can do to make it easier?

… You could pick stuff up when you're done with it.

… I guess I have been bad about leaving papers all over the desk.

… It isn't that you've been bad. It's just that with two of us in this small space, we have to think about the other person all the time.

… I’ll get these out of your way now.

… This must be even harder for you, being new and all.

… Well, it isn't ideal, that's for sure. But I suppose it'll make me appreciate it more when I have my own space.

…That's for sure.

… I’d better go see what Rick wants. See you later.

TIFFANY Bye.

a. Anthony interrupts her. b. Rick interrupts Tiffany by asking her a question. c. Ellen does.

2) In this scene, how does Tiffany feel about being interrupted while she's working?

a. She feels that Anthony and Rick need her help, and she's going to help them right away.

b. She's annoyed.

c. She's happy to have someone to talk to.

3) Anthony says that he's supposed to review some documents. What does he mean?

a. He's volunteering to review the documents. b. It's part of his job to review the documents.

c. He doesn't want to review the documents.

4) What problem does Tiffany help Anthony with?

a. Tiffany shows him how to review documents.

b. She tells him where to find highlighters and floppies.

c. She helps Anthony locate folder in his computer.

5) Rick says that his idea "will blow them away." What does informal expression mean?

a. that nobody will understand his idea b. that everybody will leave him alone in the future

c. that people will be very impressed with his idea

6) What is the main topic of conversation between Anthony and Tiffany in this scene?

a. They're discussing a new project.

b. Their conversation is about computers and how difficult they can be to work with.

c. They talk about how hard it is to share a small workspace.

7) Why is Tiffany in a hurry?

a. She has a deadline b. She always goes home at 5:00 o'clock, and it's already 4:50 .

c. She has a lunch appointment and she's running late.

8) When Tiffany says that she is sorry to "blowup like that," how else could she express her feelings?

a. "I'm sorry to hear you had flat tire." b. “I'm sorry to interrupt you.” c. "I'm sorry that I got angry."

9) Suppose that a co-worker is eating lunch in your cube, and this bothers you. What phrase could you use to politely ask your co-worker to leave?

a. "Do you think you could crunch those chips a little louder?"

b. "Would you mind eating in the kitchen?'

c. "Are you going to leave mustard stains on my chair again?"

10) Where do Rick and Anthony decide to meet?

a. They're going to meet in the kitchen.

b. Rick has reserved a conference room for their meeting.

c. Anthony's going to go to Rick's office.

11) Why does Rick come to Tiffany's cube, and why does he go away?

a. He comes to the cube to help Anthony with the computer and he leaves when he's done.

b. Tiffany invited Rick to the cube to help her, and he goes out to get coffee.

c. Rick comes to talk to Anthony and he leaves because he's bothering Tiffany.

12) How do Tiffany and Anthony deal with the difficulty of sharing her workspace?

a. They discuss the situation. b. They decide not to talk so they won't bother each other.

c. Tiffany tells Anthony that he can't use her cube anymore.

13) If your colleague says that she has meetings all over town today, what is she telling you?

a. Your colleague will hold several meetings at different times in her office.

b. She has meetings in many different places today.

c. She must attend several meetings downtown today.

14) Which phrase best follows or goes with the expression, "Don't worry"?

a. "You made a huge mistake." b. "You'll get chewed out for this." c. "It's not a problem.”

15) What does Anthony offer to do to make it easier to share the cube?

a. He offers to do most of his work in the storeroom.

b. He's going to ask Rick to help them discuss the situation.

c. He's going to pick up his papers and other stuff.

ANTHONY & RICK.

… Rick, before we talk about the project, can I ask you a question?

… Sure thing. I can't guarantee an answer though.

…I've met a lot of people in the past couple of days, and most of them are pretty friendly. But I can't figure Miles out.

… Welcome to the club, buddy. Nobody can.

…No, I'm serious. He's very cold to me. I must have offended him somehow, but I have no idea how.

…Don’t worry about it. He's that way with everybody. The only person he ever lightens up with is Ellen.

… So you don't think I did something to annoy him?

…Life annoys Miles, Anthony. He's basically a good guy, but he's just too serious and can't stand it when everybody isn't equally as grim.

… Ellen doesn't seem so serious. Why does he lighten up with her and nobody else?

RICK Those two have been friends since the Stone Age. Once you've known Miles for a few millennia, he'll relax with you, too.

ANTHONY When I was introduced to him, he seemed polite enough, but when I ran into him in the lunchroom yesterday he barely said "Hi" to me.

RICK Well, he's got a lot on his mind these days.

ANTHONY What do you mean?

RICK Off the record, rumor has it that he's looking for another job.

ANTHONY Why in the world would he do that?

RICK Let's just say there are some people here with whom our Miles can't quite get along.

ANTHONY But everybody here is so friendly. Why can't he talk to them about it?

RICK Mostly because they won't take it as seriously as he will and then he'll get even madder.

ANTHONY That's hard to believe.

RICK Well, you know us creative types. We're unpredictable.

ANTHONY You mean it's you that Miles can’t get along with?

…To be fair, it isn't all his fault. We just don’t see eye-to-eye on many things.

ANTHONY That's too bad.

RICK It is too bad. But if we don’t get back to work here, we might be the ones looking for jobs.

… OK. Now, what was your idea?
Questions

1 Where are Anthony and Rick meeting?

a. in Ellen's office b. in Rick’s cubicle c. in the storeroom

If you think someone is being too serious in an informal setting, what can you say?

a. Nobody can. b. "Lighten up." c. Sure thing.

What does Rick say about Miles's personality?

a. He says that Miles likes to lighten up with most of his co-workers during meetings

b. Rick says that Miles is cold with everybody except Ellen.

c. Rick thinks that Miles is very friendly.

Which phrase can you use to ask someone to keep your information secret or confidential?

a. "these days" b. "rumor has it" c. ^“off the record”

Why does Rick say, "We just don't see eye to eye"?

a. He's implying that his eyesight is better than Miles's.

b. This is his way of saying that he's much taller than Miles.

c. He means that he and Miles disagree.
1) What does Anthony want to talk about?

A)He wants to talk about the weather. B)He asks Rick to tell him something about Ellen.

C)Anthony wants to ask question about Miles.

2) Suppose that you are having trouble understanding your boss's personality. Which phrase would express this idea?

A) "I just can't figure him out." B) "I'm serious." C) "I can't guarantee an answer."

Rick says, "Welcome to the club." What does this mean?

He means that Anthony is now a member of a special organization of writers and artists.

Rick is inviting Anthony to play golf with him.

It means that many people have had a similar experience.

What is Anthony's opinion of his co-workers?

He says that they all take things too seriously, except for Miles.

He thinks everyone seems cold.

Anthony thinks they are friendly, except for Miles

Which statement best summarizes this scene?

Rick tries to talk about Miles, but Anthony doesn't want to.

After Rick and Anthony discuss Miles, they decide to get to work.

Anthony and Rick work on project, and then they start talking about Miles.

8.5 OBTAIN HELP Anthony & Tiffany

ANT: Oh, hello Tiffany. Would you mind helping me with something?

… Sure. What can I do for you?

… I’m working on a new slogan for a travel agency, and I’m having some problems.

… What's the matter?

… Well, they want a short, punchy catch phrase.

… We all know how easy it is to come up with those.

… Yes, well, all I've got is a bunch of silly phrases, none of which hits the mark.

...What have you come up with so far?

…”Tell us where, we'll get you there" is about the best I've got.

… Hmm, I see what you mean. Rhymes are tough. What kind of travel do they specialize in?

… Right now all kinds, but they're hoping to lure in more business travelers with this new campaign.

… Well, can you work the word "business" into a slogan?

… Something like, "It's our business to get you to your business"?

… I liked the first one better. What's the name of the agency?

… Toulouse Travel. I think it's the person's name or something.

… How about, "No time to lose? Call Toulouse"?

… They've already rejected that one, about a hundred years ago.

… Well, let's work on the, "Take the hassle out of travel" angle.

… "Near or far, we'll get you that"?

… I was thinking more along the lines of, "Let us do the work while you relax."

… Well, as you can see, I'm not coming up with anything.

… When I get blocked like that, it helps to wander around and talk to people.

… I don’t really know anyone well enough to just drop in on them in their cube. I'd feel like I’m disturbing them.

… Don’t worry. People do it all the time. They'll let you know if they're busy.

… Should I ask people for input?

… You could, but be careful. If you ask, and then don’t use it, they might feel slighted.

… Maybe I go find Rick. He's easy to talk to.

… He's such a nut that it might help you get your creative juices flowing.

… Whatever works. Thanks. I'll see you later.

… Good luck!
What is Anthony's problem in this scene?

a. He's having trouble creating a slogan. b. He wants to take a new job at a travel agency.

c. He doesn't know where to get the supplies he needs.

If you are temporarily unable to be creative, how can you express this problem?

a. I'm blocked. b. I liked the first one." c. I see what you mean"

How does Tiffany try to help Anthony at first?

a. She tries brainstorming some ideas with him.

b. She tells him that his first idea is very good.

c. She tells him to go to lunch and she will think of a slogan for him.

Tiffany and Anthony don't create a good slogan. What does Tiffany suggest next?

a. She suggests that Anthony get a different job.

b. Tiffany suggests that Anthony talk to people around the office.

c. She suggests that he use his first idea because it's the best one.

What is Tiffany's attitude in this scene?

a. Tiffany is cold and rude b. She's helpful and supportive. c. She seems to be annoyed and impatient.

6 What does Anthony do when he's having some problems with his work?

a. He tells his boss that the job is too difficult. b. He pretends that everything is fine.

c. He asks a co-worker for help.

7. If you think your co-worker is having some problems, how can you express that you'd like to help?

a. Tell us where. b. What's the matter" c. I'll see you later.

8 Which two words are an example of a rhyme?

a. near, far b. hassle, travel c. where, there

9 How does Anthony feel about dropping in on his co-workers?

a. He's afraid he may bother them if they're busy.

b. He wants to drop in, but Tiffany tells him nobody does that at AdRad.

c. He enjoys going to visit his co-workers without telling them in advance.

10. What does Anthony decide to do?

a. He's going to drink some juice and try to think some more.

b. He's going to talk to Rick. c. He decides to drop in on Ellen.
8.6 DISCUSS SENSITIVE ISSUES

TIFF. Rick, do you have a second?

RICK. Sure, Tiff, what's on your mind?

TIFF. There's something important I need to talk to you about.

ANTHONY I can go somewhere else if you two want to talk.

RICK. No, stay right where you are. We've got no secrets.

TIFF. Rick, you probably don't even realize it, but I’m uncomfortable with the way you sometimes treat me in meetings.

RICK. You're uncomfortable? Talk to Miles. He's in agony.

TIFF. I'm serious, Rick. At first I let it pass, but it's becoming a problem.

RICK. I’m sorry. Tiff. I had no idea I was doing anything to make you uncomfortable.

ANT. Maybe I’ll get a cup of coffee.

TIFF. You may not realize it, but when you interrupt me, or answer for me in a meeting, it makes it seem as though what I have to say isn't important.

RICK. Gee, Tiff, I think maybe you're making too big a deal out of nothing. I don't mean to make it look that way.

TIFF What you mean to do is beside the point. The fact is, you do it, and I think it hurts my credibility.

RICK You know how I am in the give-and-take of a meeting, I get into the middle of it.

TIFF And that's fine, up to a point. But when you start monopolizing the meeting, I feel like I might as well not even be there. "

RICK All you have to do is jump in and I’ll shut up, honest.

TIFF I can't do that. I hate to interrupt people.

RICK Even if they've interrupted you?

TIFF That's right. Rick. I don't want to work this way anymore.

RICK You don't mean that you're thinking of resigning?

TIFF Let's not get melodramatic. What I’m saying is I feel like it's damaging our working relationship.

RICK OK, how about if we meet each other half way?

TIFF How do you propose we do that?

RICK I’ll do my best to not interrupt you, but if I do, you interrupt me back.

TIFF No, that's just shifting the responsibility to me, and the way I see it, it's your problem, not mine.

RICK. You've got a point. OK, I promise I won't cut you off anymore, no matter how excited I get.

TIFF. That sounds pretty good. And if you do interrupt me again, what then?

RICK. I’ll buy you lunch at The Hungry Lizard.

TIFF. I'll settle for a coffee at Cool Beans.

RICK. It's a deal.

TIFF. Thanks, Rick.

RICK. No problem, Tiff. I'll see you later.

TIFF. OK, Rick.

QUESTIONS

1. Who opens the discussion in this scene and how?

a. Tiffany does, by asking Rick if he has a second. b. Rick does, by saying, "What’s on your mind?'

c. Anthony does, by getting up to go for coffee.

. What polite action does Anthony take during the discussion?

a. He offers to get coffee for everyone.

b. He offers to leave the cube so that Rick and Tiffany can talk more privately.

c. He offers suggestions to help Tiffany and Rick understand each other.

3 What is the subject of this discussion?

a. Tiffany doesn't like Rick to interrupt her during meetings.

b. Rick thinks that Tiffany is hurting his credibility.

c. Rick thinks that Tiffany is monopolizing the meetings.

. What is a good phrase to use if you want to compromise with someone?

a. "Let's meet each other halfway." b. “That's beside the point." c. "Don't be melodramatic."

. Which of the following is an example of cutting someone off?

a. You interrupt a colleague who hasn't finished speaking.

b. You call the office to reschedule your meeting.

c. You resign from your job because you can't get along with a colleague.

6. Why does Anthony go out for a cup of coffee?

a. He wants to let Tiffany and Rick talk privately.

b. Tiffany asked him to get her a cup

c. He's feeling very sleepy and wants a caffeine boost.

7. Suppose your client makes a rude comment, and your boss tells you to let it pass. What does your boss want you to do?

a. Ask the client to apologize.

b. Ignore the comment or pretend you didn't hear it.

c. Make a rude comment back to the client.

8. Why does Rick interrupt Tiffany during meetings?

a. He gets excited and has a lot to say.

b. He wants her to resign from her job.

c. He wants to further credibility and embarrass her.

9. What does Rick suggest that Tiffany do about the problem?

a. He says that Tiffany should tell him to shut up.

b. He suggests that Tiffany jump up and down every time he interrupts her.

c. He says that Tiffany should interrupt him in the same manner.

10. Tiffany and Rick make a deal. What are the terms of their deal?

a. If Rick interrupts her again, he has to buy her a coffee at Cool Beans.

b. If Tiffany takes Rick to lunch at The Hungry Lizard, Rick will stop interrupting her.

c. Rick won't interrupt anymore if she promises to stop yelling at him.