Материал: 4809
21
3.Wolf’s report supported an improvement in working conditions.
4.There seems to be only possible solution.
5.We’ll need to see an explanation in detail of these figures before we sign the country.
6.The number of people without work has become twice as many in the last five years.
Exercise 10. Give the summary of the file.
File 3
Glossary
Make sure that you know these words. Find Russian equivalents to them.
to put pressure on smb – to keep trying to persuade someone to do smth; to make smb do smth to take effect – to come into operation
to cancel (terminate) an agreement to end an agreement or arrangement that exists in law cancellation (termination) – when someone decides that an organized event will not happen or stops an order for something
notice of termination – information (notification) or warning about the ending of an agreement
to resolve (differences) – to find a satisfactory way of dealing with; to settle to get (much/little) response (reaction) – to get actions done in answer
to take legal advice – to get a sort of consultation from a lawyer
Mind the prepositions sales rise by 25% under the agreement
to discuss over the phone to put through
Can-Am is losing profits because its European distributor, Touchline Trading UK, is not competing effectively throughout Europe. Thomas Willhite, Can-Am’s International Vice President, has asked Touchline to change its policy. Touchline is unwilling.
22
Θ After five months of unsuccessful negotiations, Can-Am’s Board of Directors decide to put pressure on Touchline. The Chairman instructs Thomas Willhite to prepare a letter. He dictates the following draft.
Exercise 1. Read the draft and correct the typist’s mistakes.
CAN-AM
CAN-AM SPORTS CORPORATION
CAN-AM CENTER
52 BLOOR STREET WEST
TORONTO
ONTARIO M5W 1A3
Telephone (416) 555-8000
Telex Number 053 3600
Fax (416) 555 8100
DRAFT
Mr. Colin Nash
Managing Director
Touchline Trading
13 Kingsway
London SW2B 6FA
United Kingdom
Dear Mr. Nash:
I am writing to inform you that Can-Am intends to cancel its distribution agreement with Touchline Trading. This cancellation will take effect from the first day of January 19.
As you know, we have conflicting views of how Can-Am’s position in the European market should be developped ... the future.
Discussions between us have failed to resolve these differences. Therefore, as required by the terms of our agreement, I hereby give you six months’ notice of termination, ... todays date.
Your’s sincerely,
Gregory Cornelsen
Chairman and Chiefs Executive Officer
23
Exercise 2. Thomas Willhite then dictates an extra paragraph. Listen to the recording and write down the paragraph.
Note: comma =, full stop =. capital letter = A (not a)
ΘWhen Colin Nash receives the letter from Can-Am cancelling the agreement, he telephones Thomas Willhite immediately.
ΘRead the text and then listen to the recorded conversation.
Canadian operator: Good Morning, Can-Am Sports. Can I help you? UK Operator: Hello, Can-Am, I have a call for Mr. Willhite. Canadian Operator: Hold the line, please. I’m putting you through.
Secretary: Hello, I’m afraid Mr. Willhite is in a meeting at present. Who’s calling, please?
UK Operator: Mr. Colin Nash of Touchline Trading.
Secretary: Hold the line, please. Mr. Nash, I’m putting you through.
Willhite: Hello?
Nash: Hello? Is that Thomas Willhite? Willhite: Hello, Colin. What can I do for you?
Nash: I got your letter, Thomas. What’s all this about cancelling our agreement?
Willhite: Colin, we can’t discuss this over the phone.
Nash: You know perfectly well our agreement runs for another two years! Why didn’t you consult us first?
Willhite: Colin, we’ve been trying to consult with you for five months! We didn’t get much response.
Nash: You know very well that cancellation is not the solution.
Willhite: Look, Colin, I can’t talk now. I’m in the middle of a meeting.
Nash: OK, Thomas, but I feel you should know that Touchline is going to take legal advice. Willhite: I understand. We obviously have to meet.
Nash: We certainly do! I expect to hear from you soon!
24
What does Can-Am’s Board decide to do after 5 months of unsuccessful negotiations with Touchline?
The companies have the following options at this point
THE OPTIONS |
Advantages (+) and |
Advantages (+) and |
||
|
Disadvantages (-) for |
disadvantages (-) for |
||
|
Can-Am |
Touchline |
||
1. Negotiate a new |
A Would be free to find |
B + Would keep Can -Am’s |
||
agreement: Touchline |
+ a better distributor for |
|
profitable UK business |
|
could become the UK |
|
continental Europe. |
|
|
distributor. Can-Am could |
C |
Difficult to find a good |
D |
Would lose a potentially |
find a new distributor for |
- |
distributor. The new |
- profitable part of the |
|
Europe. |
|
distributor might also be |
|
European market. |
|
|
ineffective. |
|
|
2. Terminate the |
E |
Would be free to find a |
F |
Would receive com- |
agreement: The |
+ |
better distributor. |
|
pensation. |
companies could |
|
|
+ Could be as much as |
|
terminate the agreement |
G The market would be |
|
$600 000. |
|
and negotiate a financial |
|
disturbed. |
|
|
settlement |
- |
Sales would fall/suffer. |
H |
Would lose the future |
|
|
|
- profits on Can-Am’s |
|
|
I Would be expensive. |
|
products. |
|
|
- Compensation to |
|
|
|
|
Touchline could be as |
J Market image would |
||
|
much as one year’s profits. |
- |
suffer considerably |
|
3. Continue with the |
K |
Possible legal conflict |
L Would keep Can- |
|
present situation. |
|
with Touchline would be |
|
Am’s profitable |
|
+ |
avoided. |
+ UK business and the |
|
|
|
|
|
possibility of the |
|
M |
The present situation |
|
European market in the |
|
- |
would continue. |
|
future. |
|
|
|
- |
N The problems with |
|
|
|
Can-Am would continue. |
|
Exercise 3. Read through the options. Study the advantages and disadvantages of each option.
-What options does Can-Am have to solve the problem with Touchline?
-What are the advantages and disadvantages of these options?
Which option would you recommend?
25
Θ Exercise 4. Listen to the recording to find out what happened.
Answer the questions:
1.How does Can-Am solve the problem?
2.What are the terms of new agreement?
REVISION
Exercise 1. Match the words with their definitions.
1) |
breakdown |
a) income |
2) |
to market |
b) able to be carried out or done |
3) |
to compete |
c) to make twice as great or as many |
4) |
to double |
d) someone who sells things by retail |
5) |
feasible |
e) division into smaller group |
6) |
retailer |
f) to offer for sale |
7) |
to contact smb |
g) to reach smb by message, telephone, etc |
8) |
headquaters |
h) to try to win smth in competition with someone else |
9) |
to invest |
i) the central office |
10)revenue |
j) to put (money) to a particular use in order to make a profit |
|
Exercise 2. Give synonyms.
Income, affiliate, to sell, to control a company, possible, shopkeeper, to terminate, to settle, to produce.
Exercise 3. Insert prepositions where necessary.
1.Can-Am is concerned ... Touchline.
2.Can-Am sells more ... home than ... overseas.
3.Vice President gave us some background information ... the company.
4.He was ... the flight from Toronto that arrived ... 9.15. ... this morning.
5.Let’s get ... ... business.
6.Can-Am’s Board of Directors decided to put pressure ... Touchline.
7.As required ... the terms ... our agreement I sent you six months’ notice ... termination
... today’s date.