Business communication a course in communication

Міністерство транспорту та зв’язку України Державний департамент з питань зв’язку та інформатизації Одеська національна академія зв’язку ім О.С.Попова Кафедра іноземних мов Кузнєцова Г.П., Веретеннікова В.П., Стоянова I.I BUSINESS COMMUNICATION A Course in Communication Skills and Business Correspondence ЗАВТВЕРДЖЕНО методичною радою Академії Протокол №14 від 14 грудня 2007 року Odessa 2008 УДК 802.0(075) План НМВ 2007/2008 р Укладачі: Кузнєцова Г.П., Веретеннікова В.П., Стоянова I.I English for Business Communication is comprised of four parts • Business communication • Leading an Intelligent Business • Business correspondence • Most frequently used abbreviations The first part is aimed at developing your technique in five key areas of communication: socialising, telephoning, presenting information, participating in meetings and negotiations The booklet is concerned with improving your speaking skills There is a lot of opportunity to practice Similarly, there are lot of reading texts where again you should try to understand the key messages, not necessarily every word on the page There are very many opportunities for discussion and plenty of practice and several dilemma decisions The discussion is partly designed to get you to think about what makes communication effective The practice material leads to a Transfer exercise This is a chance to connect what you have studied with your own daily experience, either as a student or as a professional working in business The skills learned from this course are useful for those preparing to start work and for those already in work As you use the course, practice as much as you can and prepare for meetings, presentations or telephone calls by using the Checklists at the end of each unit Always refer to these when preparing a communication task СХВАЛЕНО на засіданні кафедри іноземних мов і рекомендовано до друку Протокол №14 від 14 грудня 2007 року За редакцією проф Кудряшової В.О Комп′ютерене редагування та макетування – Кірдогло Т.В CONTENTS PART I CULTURE AND SOCIETY…………………………………… Module Cultural diversity and socialising……………………… Unit Building a relationship…………………………………………… Unit Culture and entertainment……………………………………… Module Telephoning………………………………………………… Unit Could I leave a message? Unit Good to hear from you again! Unit Unfortunately there's a problem …………………………… Module Presentations……………………………………………… Unit Planning and getting started…………………………………… Unit Image, impact and making an impression……………………… Unit The middle of the presentation………………………………… Unit The end is near this is the end……………………………… Module Meetings……………………………………………………… Unit 10 Making meetings effective……………………………………… Unit 11 Sorry to interrupt, but ……………………………………… Unit 12 What you mean by ? …………………………………… Module Negotiations………………………………………………… Unit 13 Know what you want …………………………………………… Unit 14 Getting what you can …………………………………………… Unit 15 Not getting what you don't want……………………………… PART II LEADING AN INTELLIGENT BUSINESS………………… Unit Buying the future………………………………………………… Unit Finding a job……………………………………………………… Unit Politeness at work………………………………………………… Unit Promoting brands…………………………………………… Unit Setting up new business………………………………………… Unit What companies want from an MBA Graduate……………… Unit Career Skills……………………………………………………… Unit How to write e-mails……………………………………………… Unit Promoting the image……………………………………………… Unit 10 Promoting the product………………………………………… Unit 11 Using the Internet……………………………………………… PART III DILEMMA AND DECISION………………………………… Dilemma and Decision – 1…………………… ………………………… Dilemma and Decision – 2……………………………………………… Dilemma and Decision – 3……………………………………………… Dilemma and Decision – 4……………………………………………… Dilemma and Decision – 5……………………………………………… PART IY BUSINESS CORRESPONDENCE………………………… Unit Форма английского делового письма………………………… Unit Простой запрос………………………………………………… Unit Запрос…………………………………………………………… 5 14 14 19 23 27 27 32 37 44 48 48 52 56 50 60 65 70 76 76 77 78 82 83 85 86 89 92 93 95 99 99 100 101 102 103 104 104 113 114 Unit Запрос на основании тендера………………………………… Unit Предложение по запросу……………………………………… Unit Рекламация на дефектные товары………………………… Unit Подтверждение о рекламации………………………………… Unit Просьба о банковской справке……………………………… Unit Положительная банковская справка о фирме……………… Unit 10 Рассылка / информационное письмо……………………… Unit 11 Выдача безотзывного товарного аккредитива…………… Unit 12 Размещение определенного заказа………………………… Unit 13 Подтверждение заказа……………………………………… Unit 14 Извещение об отправке……………………………………… Unit 15 Просьба о предварительной фактуре……………………… Unit 16 Отправка счета………………………………………………… Unit 17 Принятие заказа……………………………………………… Unit 18 Предложение фрахта………………………………………… Unit 19 Принятие предложения о фрахте…………………………… Unit 20 Подтверждение заказа……………………………………… Unit 21 Заказ на инкассо……………………………………………… Unit 22 Оплата банковским переводом (SWIFT) ………………… Unit 23 Заявка о приеме на работу…………………………………… Unit 24 Приглашение на собеседование…………………………… Unit 25 Рекомендательное письмо…………………………………… Unit 26 Оплата почтовым переводом……………………………… Unit 27 Отчет о маркетинговых исследованиях…………………… Unit 28 Встречное предложение……………………………………… Unit 29 Контракт………………………………………………………… Appendix Abbreviations……………………………………………… 115 116 117 118 119 120 121 122 124 126 127 129 131 132 133 134 135 136 137 138 139 140 141 142 144 145 152 PART I CULTURE AND SOCIETY Module CULTURAL DIVERSITY AND SOCIALISING Unit Building a relationship Cross-cultural understanding Welcoming visitors Small talk: keeping the conversation going Cross-cultural understanding Read the text below Identify the basic message implied by the text Eye contact In many Western societies, including the United States, a person who does not maintain 'good eye contact' is regarded as being slightly suspicious, or a 'shifty' character Americans unconsciously associate people who avoid eye contact as unfriendly, insecure, untrustworthy, inattentive and impersonal However, in contrast, Japanese children are taught in school to direct their gaze at the region of their teacher's Adam's apple or tie knot, and, as adults, Japanese lower their eyes when speaking to a superior, a gesture of respect Latin American cultures, as well as some African cultures, such as Nigeria, have longer looking time, but prolonged eye contact from an individual of lower status is considered disrespectful In the US, it is considered rude to stare – regardless of who is looking at whom In contrast, the polite Englishman is taught to pay strict attention to a speaker, to listen carefully, and to blink his eyes to let the speaker know he or she has been understood as well as heard Americans signal interest and comprehension by bobbing their heads or grunting A widening of the eyes can also be interpreted differently, depending on circumstances and culture Take, for instance, the case of an American and a Chinese discussing the terms of a proposed contract Regardless of the language in which the proposed contract is carried out, the US negotiator may interpret a Chinese person's widened eyes as an expression of astonishment instead of as a danger signal (its true meaning) of politely expressed anger If necessary, read the text again Then comment on the following: • observations about many people from the United States • observations about the English • an observation about Japanese children • the meaning of lowering one's eyes in Japan • why looking at someone for a long time may be considered disrespectful • the meaning of widened eyes in Chinese culture Before receiving a visitor from a foreign country – or before travelling abroad – you need to think about the cultural issues that may affect the relationship Suggest some basic research that you should before receiving your visitor, or before travelling What issues should you think about? Building a relationship Practice 1 Make a dialogue based on the following flow chart Visitor Receptionist Introduce yourself Welcome visitor Say you have an appointment with Sandra Explain that SB will be along shortly Bates Offer a drink / refreshments Decline - ask if you can use a phone Say yes / Offer fax as well Decline - you only need the phone Show visitor to the phone Thank him/her Reply - offer any other help (a few minutes later) Two miles - ten minutes by taxi Ask how far it is to station Offer to book one Accept offer - suggest a time Promise to that - say that SB is free Thank assistant now Offer to take him/her to SB's office Ruud Hemper from the Netherlands is visiting a customer in India He is talking to the Production Manager of a manufacturing plant in Delhi Read the extract of their conversation Manager: Is this your first visit here? Hemper: No, in fact the first time I came was for a trade fair We began our Southeast Asian operations here at the 1995 Exhibition Manager: Shall we have a look round the plant before lunch? a) What is wrong with what the production manager says? The answer is, of course, that it breaks a 'rule' of conversation Generally, if you ask a question you should comment on the answer or ask a supplementary question Question ⇒ Comment ⇐ or Supplementary question Answer Answer b) Now suggest a better version of the same conversation Provide a suitable sentence in the spaces in the following dialogue Peter: Have you been to Edinburgh before? Janis: No, it's my first visit Peter: a) Janis: I'm sure I will Peter: And er, is the hotel all right? Janis: Yes, it's very comfortable Peter: b) So, you have much time here in Scotland? Are you staying long? Janis: No, I have to go back tomorrow afternoon Peter: c) You'll have to come back again! Janis: d) Peter: So what time's your flight tomorrow? Janis: Early evening, 18.35 Peter: Well, I can book you a taxi if you like, to get you there in good time Janis: e) Peter: No problem at all Was it a good flight today? Janis: No, it wasn't actually Peter: f) _g) _? Janis: It was raining - quite hard There was a lot of turbulence Peter: h) _ • Listen to each one again In each case, suggest how you think the conversation might develop • Do you think any of the topics included would be unacceptable in a particular culture that you know about? • Prepare ideas for the conversation on these topics in relation to a country you know well either through work or pleasure Discuss the country you choose with a colleague Language Checklist Сultural diversity and socialising Welcomiпg visitors Welcome to My name's Arriviпg Неllo Му name's from Гvе ап appointment to see Sorry - Гт а little late/ early Му plane was delayed Introducing someone This is He/she's ту Personal Assistant Сап introduce уои to He/she's our (Project Manager) I' d like to introduce уои to Meetiпg someone and small talk Pleased to meet уои It's а pleasure How was your trip? Did уои have а good flight/trip/journey? How are things in (London)? How long are уои staying in (New York)? hope уои like it Is your hotel comfortable? Is this your first visit to (the Big Apple)? Offering assistance Саn I get уоu anything? Do уоu need anything? Would уоu like а drink? If уоu need to use а phone or fax, please say Сап we anything for уоu? Do уоu need а hotel/а taxi/апу travel information /etc.? Askiпg for assistaпce There is оnе thing need Could you get те Could you book те а car/taxi/hotel ? Could you help те arrange а flight to ? Сап you recommend а good restaurant? I' d like to book а room for tomorrow night Сап you recommend а hotel? Skills Checklist Socialising Before meeting business partners and fellow professionals from other countries, уоu could find out about their country: • the actual political situation • cultural and regional differences religion(s) • the role of women in business and in society as а whole • transport and telecommunications systems • the есоnоmу • the main companies • the main exports and imports • the market for the industrial sector which interests уоu • competitors Yоu might also want to find out: • which topics are safe for small talk • which topics are best avoided If уоu are going to visit another country, find out about: • the conventions regarding socialising attitudes towards foreigners • attitudes towards gifts • the extent to which public, business and private lives are mixed or are kept separate • conventions regarding food and drink You might also like to find out about: • the weather at the relevant time of the year • public holidays • the conventions regarding working hours • leisure interests • tourism • dress • body language • language UNIT Culture and entertainment Cross-cultural understanding Eating out Cross-cultural understanding The following text is about cultural diversity Read it through once and decide which of the three statements (А, В or C) given below the extract offers the most accurate summary The impact of culture on business Take a look at the new breed of international managers, educated according to the most modern management philosophies They all know that in the SBU, TQM should reign, with products delivered JIT, where CFTs distribute products while subject to MBO (SBU = strategic business unit, TQM = total quality management, JIT = just-in-time, CFT = customer first team, MBO = management by objectives.) But just how universal are these management solutions? Are these 'truths' about what effective management really is: truths that can be applied anywhere, under any circumstances? Even with experienced international companies, many well-intended 'universal' applications of management theory have turned out badly For example, pay-forperformance has in many instances been a failure on the African continent because there are particular, though unspoken, rules about the sequence and timing of reward and promotions Similarly, management by objectives schemes have generally failed within subsidiaries of multinationals in southern Europe, because managers have not wanted to confirm to the abstract nature of preconceived policy guidelines Even the notion of human-resource management is difficult to translate to other cultures, coming as it does from a typically Anglo-Saxon doctrine It borrows from economics the idea that human beings are 'resources' like physical and monetary resources It tends to assume almost unlimited capacities for individual development In countries without these beliefs, this concept is hard to grasp and unpopular once it is understood International managers have it tough They must operate on a number of different premises at any one time These premises arise from their culture of origin, the culture in which they are working, and the culture of the organisation which employs them In every culture in the world such phenomena as authority, bureaucracy, creativity, good fellowship, verification and accountability are experienced in different ways That we use the same words to describe them tends to make us unaware that our cultural biases and our accustomed conduct may not be appropriate, or shared A There are certain popular universal truths about management which can successfully be applied in various cultural contexts В Cultures are so varied and so different throughout the world that management has to take account of differences rather than simply assume similarities С Effective management of human resources is the key to everyone achieving their full potential 10 Read the text again Identify the following: a) the problem with 'universal' management solutions; b) an example of the failure of pay-for-performance; c) an example of the failure of management by objectives schemes; d) the problem with human-resource management; e) three cultures affecting international managers; f) six areas in which different cultural interpretations apply Practice 1 Use the following flow chart to construct a dialogue The situation is a semi-formal business meeting in your country Host Ask your visitor if he/she has tried the local cuisine.' Agree - describe a particular speciality Suggest a meal in a restaurant Ask if he/she likes fish Confirm this view Suggest you'll meet him/her at hotel Suggest a time Confirm arrangement End conversation Visitor Say no - but you've heard it is very good Respond * Yes - you have heard that the fish (in this town) is very good Respond Ask what time Agree and end conversation You receive the letter below from a business partner confirming a meeting with you at a Trade Fair in Munich Unfortunately you have to leave Munich after your meeting, but you expect to be in London a month later Write a reply suggesting a different arrangement which you can confirm nearer the time Maria Saans Accounts Manager South Australia Bank of Commerce PO Box 400 Bondi Junction New South Wales 2022 AUSTRALIA Dear Maria, Munich International Communications Fair Following our telephone call I confirm that we will meet at the Interlink stand at the Munich Fair on Thursday 24 May 19 – sometime during the morning I look forward to the opportunity to discuss some of our products and services with you and am confident that there will be plenty to interest you I enclose some information which you may like to look at before you come to Munich It would be very nice if we could meet socially while in Munich I wonder if you Unit 27 Отчет о маркетинговых исследованиях Market research report June 25, 20 Constance Cummings Cosmetics Manufacturers One World Trade Center Suite 7691 New York, NY 10048 USA Ladies and Gentlemen: We are now in the position to provide you with the first results of our market survey on German consumer habits as regards the use of cosmetics Our field workers conducted a representative survey of females aged 15-60 years and completed a questionnaire with the test persons on their preferences as regards hair and skin preparations Our survey incorporated questions on the recycling of packaging, vivisection issues and a possible multicultural image of society In addition, we asked questions on matters such as manufacturing methods and the sourcing of ingredients used for beauty preparations (low-wage labour in the Third World, Amazon rain forest depletion, “natural” and “green” products, herbal remedies, cosmetics substances used by ancient cultures, etc.) Our conclusions and recommendations are set out in detail in the charts included with this letter In essence, we recommend that the 15-25 year-old age group be approached with explicit reference to environmentally friendly products, developed on human test subjects and in no way involving the use of animals Here a synthesis should be achieved between fashion consciousness and “natural” beauty We suggest using both European and African models in harmonious but also dynamic and exciting situations in your advertising The 25-40 year olds will probably best respond to an “enlightened” and realistic approach to the problems of “getting the best out of your looks” with a little help from cosmetics Here, an ‘intimate’ approach is important, i.e the cosmetic industry is secretly helping you to enhance your looks, whilst unsuspecting males think it’s natural (hair rinses, skin toners, anti-wrinkle preparations) The 45-60 year olds will probably best respond to even more subtle allusions to the need for nature to be helped along a little, but here we recommend the idea of, “Go on, enjoy yourself now”, or, “Treat yourself to something really good!” Prices for this age group can be increased by 5-10% to underline market segmentation We trust you will be able to incorporate our suggestions in your advertising campaign and will be pleased to clarify and any of our findings, should you request us to so Sincerely yours, DAWSON &DAWSON A.P Schleifer Senior Consultant Encs Useful Vocabulary Market survey Consumer habit Questionnaire Incorporate Packaging Vivisection issue Multi-cultural image of society Manufacturing method Ingredient The Third World Amazon rain forest depletion Herbal remedy Fashion consciousness Enhance Hair rinse Skin toner Anti-wrinkle preparation Allusion Маркетинговые исследования Привычка потребителя Анкета Включать Упаковка Тема анализа Мультикультурный образ общества Метод изготовления Ингредиент, составная часть «третий мир» Вырубка джунглей Амазонки Растительное лекарственное средство Сознание моды Повышать, увеличивать Ополаскиватель для волос Средство по уходу за телом Средства от морщин Аллюзия, намек • Answer the following questions: What should be written at the beginning of the letter? Who is this letter addressed to? What can be said about their conclusions? Who signs this letter? Unit 28 Встречное предложение Counter-offer Mediquip Ltd Richmond Industrial Estate RICHMOND SU9 JK England Dear Sirs Your offer No 1093 for Surgical Instruments Thank you for the above-mentioned offer of December 11th We have studied your prices and compared them with those of your competitors and, despite being well pleased with the quality of the goods, must point out that your prices are some 10% too high for the market here If you can see your way clear to accommodating us with a 10% reduction we will be pleased to place an order for the equipment listed on the order form enclosed We look forward to your response to our proposal Yours faithfully Dr.ZANDER KLINK Michael Schmidt Manager Useful Vocabulary Surgical instrument Compare Competitor Be well pleased If you can see your way clear Accommodate s.o Order form Proposal Хирургические инструменты Сравнивать Конкурент Быть весьма довольным Если вы усматриваете возможности Идти навстречу кому-либо Бланк заказа предложение • Answer the following questions: What kind of a business letter is this one? When can this letter be written? What is the problem discussed in the letter? Who is to sign the letter? Unit 29 Контракт Contract This is the sample of the Contract Read it carefully Use a dictionary to translate it Write out useful clichés and expressions Learn them CONTRACT and Client SUBJECT …….agrees to handle for Client metric tons ( ) (+/- 5%) of , (the Goods”) at and through the Grain loading Complex on Berth _ (the terminal) at _Port on the terms and conditions set out here and below PRICE 2.1 U.S $ _ per metric ton ( ) per metric ton 2.2 This fee shall cover all stevedoring charges (excluding trimming), storage in the silo, maneuver operations, removal works unloading of wagons, in/out charges for Silos, and vessel loading The fee also includes inward and outward weighing of the bulk commodity PAYMENT 3.1 50 percent of the sum indicated in the contract within days after signing the contract 3.2 Balance of 50 percent of the sum indicated in the contract within days after expire of free storage period of days from commencing of loading vessel nominated by client, whichever occurs first 3.3 All additional payments arising from this contract to be settled within days from completion of loading vessel, nominated by Client, except any/all demurrage/dispatch related to vessel, which shall be settled within 20 days from completion of loading vessel, nominated by Client 3.4 Payments to be effected in US Dollars against presented invoice instructions by telegraphic transfer to the account of TIME PERIOD 4.1 The full quantity of the Goods shall be delivered to the Terminal within days from the date of lot commencement, _ 4.2 The term of fulfillment of the present Contact shall be _ OBLIGATIONS OF EXECUTOR The Executor shall 5.1 Executor to effect all operations with the Goods in compliance with the GOST’s instructions, standards and regulations in force related to the bulk commodity products of Ukraine 5.2 To prepare way bills for the loaded railway wagons at the station of _ Port and a receipt of the Goods in these wagons at its own rail facility 5.2.1 To determine the quality of Goods upon arrival In case the Goods are the nonconfirming quality, determined by Ukrainian Grain Inspection Service whose decision will be final, has a right to reject the Goods 5.2.2 To discharge the wagons into the Terminal and prepare commercial reports to be delivered subsequently to the Client 5.2.3 To receive the Goods by wagon after weighing by UkraZaliznitza on the Ports rail scales Client has a right to have a representative at station to witness weighing and receiving of Goods In the event that Clients representative is not present at a time of weighing they thereby waive their right to be present, the documents (railroad waybill, quarantine certificate, grain inspection certificate and veterinary certificate) shall be considered “accepted” 5.2.4 To store the Goods in the storage silos of the Terminal in accordance with Contract 5.2.5 To weigh the bulk commodity, before the loading on the Vessel, at the Terminals bulk weigh hopper with the official representative of the Client, who will sign all weight scale documents that confirm quantity of loaded In the event the Clients representative is not present or waives their right at the time of weighing, the documents shall be final 5.2.6 Issue a written record to the Client indicating the amount of loaded cargo as per weigh hopper documents after the end of loading into the Vessel in order to prepare Bill of Lading(s) 5.3 To loading of the Goods into vessel after the Client delivers to the Terminal the Export order where the particulars of the ship, her name, type of cargo, cargo quantity as well as the full name of the Clients, who signed this contract, and from whom the cargo is given to are correctly set out in the form required by local authorities Time shall commence against the accepted valid NOR, which should be presented together with shipping order 5.4 To present interests of Client and act on behalf of Client for all dealings with the Custom House 5.5 To execute the observation of the rail cars in transit from loading station up to Silo 5.6 To execute maneuver works connected with submission of the rail cars, unloading works and removal of cars 5.7 To send to the Client on timely basis all documents, connected with the transportation and handling of the cargo 5.8 To issue the following transport documents: • declarations and Cargo Safety certificates; • custom declaration • Bills of Lading; • Mate’s receipt; • Certificates of origin; • Phytosanitary Certificates; • Certificates of Weight; • Certificates of Quality; • Certificates of radioactivity 5.9 To give to the shipping orders 5.10 Goods shall be delivered to the Vessel on the basis of FOB spout trimmed Any additional trimming called by vessel shall be for the account of the Client and to be arranged by Executor 5.11 Quality shall be final ex spout on vessel as per State Grain Inspection EXECUTOR’S RESPONSIBILITY 6.1 Losses in handling during the term of storage shall be allowed at a maximum rate of 0,3 percent (three tenths of one percent) and to be documented 6.2 The Executor shall not be liable for the weight of the cargo determined at the place of discharge of the ship or by ships draft Weights shall be final as per vessel B/L upon completion of loading vessel at the Terminal as determined by Terminals weight scale 6.3 In the event that the Executor due to reasons beyond the power of the terminal or by order of the Ukrainian railway authority as binding cannot receive or discharge the Goods by rail wagon, the loading rail wagons of the Client shall not be discharged and the delay of such discharge shall be the responsibility of the Client In the event that the Ukrainian Rail authority invokes a temporary suspension on rail movement to the Terminal, the Executor shall be held harmless from the cost or penalty related to the Goods 6.4 Subject to the above the Executor shall be liable for the following matters: 6.4.1 Deterioration of the quality of bulk commodity received from the Client on the basis of Inspection report by the Grain State Inspection within the period of validity of this contract only, plus 20 (twenty) additional days of storage 6.4.2 Delay in the loading of cargo into ships hold caused by the actual fault of the Terminal 6.4.3 Delay in the issuance of payment documents and documents connected with the preparation of the Clients cargo 6.5 Stevedores are employed by the port and _shall not be responsible for the acts of omissions of stevedores or other Port employees causing loss or damage to the Goods whether in moving, loading, or discharging operations otherwise In the event that loss or damage is caused by stevedores or other Port employees _ agrees to assign to the Client, to the extent that it is possible to so under Ukrainian Law, any rights of recourse it may have against the Port for the Client to pursue directly at its expense Provided that all claims shall be submitted in writing to the Executor within 30 days of the facts giving rise to the claim coming to the notice of the Client, its servants or agents and provided further that the Executor’s liability shall in no circumstances whatsoever exceed the price of this Contract OBLIGATIONS OF CLIENT The Client shall: 7.1 Deliver to the Terminal the Goods shall be within the specifications as follows: Commodity: _ Test Weight _ GL Moisture max _ % Admixture max _ % Grain admixture max.: %, including sprouting kernels max % The Client warrants that the Goods are sound and merchantable, free from living weevils and insects, radioactivity as per GOST, free from mould and infestations, free from ergot, and free from disease 7.2 To provide for the delivery of export condition bulk commodity by grain hopper wagon (only) within the period stipulated in Clause Each wagon shall be accompanied with the documents certifying the quality, soundness, and sanitary condition of the bulk commodity These documents must include a minimum of railway B/L, quarantine certificate, Grain Inspection certificate, and veterinary certificate 7.3 To make advance payment and final payments as per schedule under Clause 7.4 Nominate and provide a Vessel to load the Goods in accordance with this Contract 7.5 Ensure that the cargo shipper sets out the following address in the railway bills Station Port Railroad, Code Consignee: _ Code of Consignee In case the railway bill does not indicate the client, the latter shall produce a written confirmation of the shipper indicating the Client as Consignee 7.6 To provide the Executor during 24 hours after the loading rail cars all necessary information 7.7 To provide the following documents with rail cars: • Quarantine Certificate; • Quality documents; • Veterinary documents 7.8 To be responsible for any cargo that is rejected by Executor, in its sole discretion, upon arrival to Terminal on the grounds that the bulk commodity does not conform to the contracted quality In the event of rejected commodity the Client shall assume all costs related to reconditioning or return of the commodity for or to the shipper The executor shall inform the Client in such cases of rejection through its representative Such notification shall be final 7.9 To be responsible for any differences in weigh between point of loading rail wagon and weigh confirmed in the commercial act 7.10.To be responsible for all tariff and rail wagon shipment charges, including immediate settlement of tariff charges if altered or amended by _ after shipment and at the Terminal’s discharge facility TITLE AND THE GOODS 8.1 The Client will indemnify the Executor and keep the Executor indemnified against all demands or other proceeding brought against the Executor arising out of or in connection with, any dispute as to the ownership of the Goods stored by the Executor for the Client under this Contract, or as the person entitled in law to possession thereof or the dangerous characteristics thereof and against against all or any costs, charges, expenses or losses incurred or suffered, or becoming payable by the Executor (including legal costs and disbursements on a fulfill indemnity basis in or in connection with, or as the result of any such demand, claim, or action, or other proceeding as aforesaid VESSEL NOMINATION AND ARRIVAL 9.1 The Vessel nominated to perform this Contract shall be a single deck self trimming bulk carrier The maximum vessel dimensions that may be nominated by Client to Executor shall be the following unless an alternative is approved in writing by both the _ Port and the Executor separately: Draft Beam Freeboard Working loading zone from the fore part of the hold No up to the astern part of the last hold shall be 11.5 meters 32.0 meters max 150 m 9.2 To deliver an inspected ship in conformity to _ rules, with obligatory copies of the cargo plan to the terminal for shipment of Clients cargo 9.3 The date of delivery of the inspected ship and her particulars shall have to be agreed with the Terminal and _ Authorities not later than 24 hours prior to the expiry of the validity of this agreement In the event that ships gear is obstructing full loading range of vessel, any shifting including time shall be for the account of the Client and invoiced separately by forwarding agent 9.4 Client shall nominate a vessel (single deck selftrimming bulk carrier only) for approval on the basis of rules at least 10 days prior to arrival of vessel and shall include the following information: Name of the Vessel: Estimated quantity required to load Flag and year built: DWCC: Grain cubic: Draft: LOA: Beam: Max freeboard from waterline to top of hatch coming fully ballasted Number of holds/hatches and dimensions: Vessel type Laycan: ETA: Any notice given to Executor and _ without the inclusion of this information can only be accepted by Executor under reserves, the Executor reserving the right in his absolute discretion to refuse to accept such a vessel for loading should she be found to exceed maximum dimensions or to be in any way uncontractual 9.5 Client shall put the ship for loading of the first lot of the Goods not later than in the 5th of December, 1998 Date of putting of the ship for loading of the second lot shall be settled not later than in 10 days before the term of expiry of Goods storage 10 VESSEL LOADING CONDITIONS 10.1 Vessel to arrive on berth with sufficient ballast to conform to a maximum freeboard of _ meters and to remain so ballasted and with such freeboard during the period of loading In the event that the Port Authority for whatever reason reduces the maximums, then their decision is final and binding 10.2 Should it be found that the nominated vessel does not comply fully with contract conditions of _ Port rules, any extra costs and incidental expenses incurred shall be for the account of the Client and paid by them prior to vessels departure from loading berth 10.3 The charter party relevant to any shipment by Client must not be inconsistent with the terms and conditions of this Agreement or the Rules of 11 STORAGE 11.1 Client shall have an arrival period for the bulk commodity for 20 days The period of storage shall commence upon the fist arrival and rail wagon discharge of the Goods and shall be a total of 20 days Payment for storage beyond the stated term is subject to carrying charges of $ 0.25 per metric ton (twenty five US cent per metric ton) per day 11.2 Prior to calling to berth of a vessel nominated by the Client whose loading is to be effected by Export Order, the Client shall settle in full, outstanding storage charges In the event that the charges have not been settled prior to vessel berthing, the Client grants Executor full rights to withhold an equivalent amount of commodity on the basis of the current Ukrainian government interior price of the commodity less known rail tariff basis Ilyichevsk Terminal as a Bond or in fulfillment of the outstanding charges due the Executor under this Contract or otherwise 12 LOAD RATES 12.1 Load rates for bulk commodities shall be applied on the basis of nominated tonnage to be loaded per vessel The effective load rate shall be on the basis of WWDSSHEX eiu (weather working days Saturdays, Sundays, holidays excluded even if used): To load: 2000 MT to 3500 MT rate: 2000 MT 3500 MT to 5000 MT 5000 MT to 10,000 MT 10,000 MT to 25,000 MT 25,000 MT to 50,000 MT rate: 3500 MT rate: 4000 MT rate: 5000 MT rate: 6000 MT 13 OTHER CONDITIONS 13.1 Client may guarantees presence independent inspector for operations on board vessel, and said inspector shall have rights to access to the Terminal with authorization 13.2 Any Demurrage/Dispatch shall be settled latest 20 days from occurrence 13.3 Fumigation of grains to be performed by (company) only, and in accordance with Ukrainian fumigation standards at the Clients expense 13.4 Discharge of fumigated cars will not be done until degazation term is finished Payment for idle time staying cars on the Client’s account 13.5 Late Payment or non-remittance shall be charged interest at the rate of 0.1% per day pro-rata until satisfied 13.6 The Executor shall not be liable for railway weight shortage upon arrival and weighing at the Terminal All claims for this matter shall remain between the Client and _ 13.7 Client acknowledges and accepts application for Dust suppression at the Terminal according to US FDA regulation 21 CFR 172-878 13.8 Non-fulfillment of the conditions of the present Contract in total shall be charged interest at the rate of US Dollars for each non-handled ton of Commodity 13.9 Charges for late arrival after the expiry of the period set out in Clause shall be incurred at a rate of $0,25 per MT per day 13.10 Time shall be of the essence in respect of the Client’s obligation under this Contract 14 STRIKE CLAUSE 14.1 IF the Goods cannot be loaded in the Vessel and/or transported to the Loading berth or point by reason of riots, civil commotion, strikes or lockouts, r by reason of obstructions or stoppages beyond the reasonable control of Terminal on the railways, roads, waterways or in the docks or other loading places, the Executor shall not be responsible and the time for loading shall not count during the continuation of such causes In case of any delay by reason of the aforementioned causes, no claim for damages, any indemnity nor for demurrage nor any claim whatsoever shall be made by the Client 15 FORCE MAJEURE 15.1 In the event if any party is unable to fulfill completely or partially its obligations under the present Agreement due to circumstances such as fire, and other acts of God, war or military operations of any kind, blockades, prohibitions of export and any other circumstance due to Central State Government decree and any other circumstances beyond the control of either party, the time stipulated for the fulfillment of the contractual obligations shall be extended for the period equal to that during which such kind of circumstances will remain in force 15.2 Should the duration of such circumstances exceed more than three month both parties shall have the right to deny contractual obligations and in such case neither of the Parties will be entitled to the indemnification of any losses may sustain 15.3 Neither party shall be entitled to recover from the other the loss or damage it may sustain by reason of a valid force-majeure event It shall be a condition precedent for the operation of this clause that the party for whom it becomes impossible to meet its obligations shall immediately advise the other party by notice of the commencement and cessation of the force-majeure event, preventing performance of its obligations 15.4 In the event that any state or regional government decree is claimed as a forcemajeure event, the authenticity of such a decree must be certified by the Ukrainian Chamber of Commerce 16 ASSIGNMENT 16.1 The Client will not assign this Contract without the Prior written agreement of the Executor 17 LAW/ ARBITRATION 17.1 This Contract shall be governed by English Law 17.2 All disputes arising out of this Contract shall be resolved by way of mutual negotiations and failing this by Arbitration in London before a sole arbitration 18 NOTICES AND NOMINATIONS 18.1 Notices and nominations under this Contract shall be in writing and may be by letter (if sent by registered or recorded post) cable, telex, telegram or facsimile (subject of availability) and shall be delivered to the Client at its address and/or contact numbers set out above, or such other address and/or contract details as may be advised by it and to the Executor or care of the Terminal 19 CONTRACTUAL VALIDITY 19.1 This contract once signed superswede any and all previous negotiations and correspondence which shall have no force and effect 19.2 This Contract , all amendments, and addenda to the Agreement are valid only if they are made in writing and signed by both parties, each party having two signatures 19.3 This contract is made in Duplicate in Ukrainian and English, one copy for each party Both texts being authentic and of legal force Date For and on behalf of: General Director _ Chief Accountant Appendix Abbreviations A.a.r – against all risks – против всех рисков Abbr – abbreviation – сокращение а/с – account – счет ACCA – Association of Certified and Corporate Accountants – Ассоциация дипломированных бухгалтеров Великобритании acct – account – счет ack – acknowledgement – подтверждение A.D – Anno Domini – нашей эры a/d – after date – от сего числа, от даты векселя ad val – ad valorem (according to the value) – с объявленной стоимостью ad(vt) – advertisement – объявление, реклама add(r) – address – адрес add – addendum – приложение ADP – automatic data processing – автоматическая обработка данных (АОД) AGM – annual general meeting – ежегодное общее собрание a.k.a – also known as – так же известный, как a.m – ante meridiem – до полудня amt – amount – итог, количество, сумма anon – anonymous – анонимный AOB – any other business – и прочие вопросы appro – approval – одобрение approx – approximately – примерно Appx – appendix – приложение Apr – April – апрель Arr – arrival – прибытие art – article – статья; предмет, товар; артикул A/S – account sales – отчет (комиссионера) о продаже товара ASA – Advertising Standards Authority – отдел рекламных стандартов ASAP – as soon as possible – при первой возможности assoc – association – ассоциация asst – assistant – ассистент, помощник ATM – automated teller machine – банкомат Attn – Attention – внимание Aug – August – август av – average – средний AV – audio–visual – звуко–зрительный Av(e) – avenue – авеню AWOL – absent without leave – находящийся в самовольной отлучке В Sc – Bachelor of Science – бакалавр (естественных) наук В.Com – Bachelor of Commerce – бакалавр коммерции В.А – Bachelor of Arts – бакалавр гуманитарных наук ВА – British Airways – Британские авиалинии ВВС – British Broadcasting Corporation – Британская радиовещательная корпорация ВС – before Christ – до нашей эры ВС – British Council – Британский совет B/E – bill(s) of exchange – тратта, переводный вексель B/L – bill(s) of lading – коносамент, транспортная накладная Bc – balance sheet – балансовый отчет Bc – blind copy – пометка в письме, которую ставит автор, если он не желает упоминать имя другого адресата Bdy – broadway – британское и американское обозначение улицы Bk – bank; book – банк; книга bldg(s) – building(s) – здание, строение(я) BR – British Rail – Британская железная дорога Bros – brothers – братья BSI – British Standard Institution – Британский институт стандартов BT – British Telecom – «Бритиш Телеком», британская телефонная компания c.c – carbon copy – копия под копирку C.C – charges collect – с оплатой расходов c.p.d – charterer pays dues – провоз оплачен c.r – current rates – текущие ставки c/ca – circa – около c/o – care of – через, по адресу CAD – cash against documents – наличные против документов CBI – Confederation of British Industry – Союз британских промышленников и предпринимателей CFR – cost and freight – каф (стоимость и фрахт) CIP – carriage and insurance paid to – с оплатой провоза и страховки до CIP – cost insurance freight – сиф (стоимость, страховка, фрахт) Co – company – компания, общество, фирма COD – cash on delivery – наложенным платежом COS – cash on shipment – расходы подлежат оплате грузополучателем CPT – carriage paid to – включая фрахт до места назначения cr – creditor – кредитор Cres – crescent – британское обозначение улицы Ct – conference terms – конференц-условия cv – curriculum vitae – автобиография cwt – hundredweight – центнер D/A – deposit account – сберегательный счет D/A – documents against acceptance – документы против акцепта d/d – days after date – через дней от сего числа D/P – documents against payment – документы за наличный расчет D/s – days after sight – через дней после предъявления DAF – delivered at frontier – поставка до границы DDP – delivered duty paid – поставка в растаможенном виде DDU – delivered duty unpaid – поставка в нерастаможенном виде Dep – departure – отправление, вылет DEQ – delivered ex quay – поставка с пристани DES – delivered ex ship – поставка с судна div – dividend – дивиденд doz – dozen – дюжина Dr – doctor – доктор E, & O.E – errors and omissions excepted – исключая ошибки и пропуски e.g – for example – например E.O.M – end of month – конец месяца e.t.c – expected to complete – в ожидаемый срок погашения e.t.s – expect to sail – предположительный срок отплытия EC – European Community – Европейское Сообщество ECB – European Central Bank – Европейский Центральный банк EEA – European Economic Area – Европейское экономическое пространство EEA – Exchange Equalisation Account – валютный уравнительный счет EEC – European Economic Community – Европейское экономическое сообщество EFTA – European Free Trade Association – Европейская ассоциация свободной торговли EFTPOS – Electronic funds transfer at the point of sale – электронный перевод средств на кассовый терминал EIB – European Investment Bank – Европейский инвестиционный банк EMS – European Monetary System – Европейская валютная система EMU – European Monetary Union – Европейский валютный союз encl, enc(s) – enclosure(s) – приложение (приложения) ERM – Exchange Rate Mechanism – механизм обменного курса ERP European Recovery Programme – Европейская программа реконструкции ETA – estimated time of arrival – назначенное время прибытия etc – et cetera, and so on – и так далее ETUC – European Trade Union Confederation – Европейская конфедерация профсоюзов EU – European Union – Европейский союз EXW – ex works – с завода f.a.q – fair average quality – среднестатистическое качество FAS – free alongside ship – фас (франко вдоль борта судна) FCA – free carrier – франко–транспортное судно FCR – forwarding agent's certificate of receipt – требование расписки экспедитора FCT – forwarding agent's certificate of transport – требование расписки экспедитора FIFO – first in first out – первоначальная закупка прежнего имущества Fl – floor – этаж FO – Foreign Office – МИД Великобритании FOB – free on board – фоб (франко борт судна) FPA – free from particular average – свободно от частной аварии Fr – franc – франк Fri – Friday – пятница ft – foot, feet – фут FTSE – Financial Times Stock Exchange Index – британский индекс акций Fwd – forward – отослать GATT – General Agreement on Tariffs and Trade – Генеральное тарифное и торговое соглашение Gds – gardens – британское обозначение улицы GPO – General Post Office – британская почта H.P – horse power – лошадиная сила, л/с HGV – heavy goods vehicle – грузовое транспортное средство, грузовик HMS – Her (His) Majesty's Ship (Steamer) – корабль Ее (Его) величества (пароход) HP – hire purchase – покупка по найму i.e – id est, that is to say – то есть IATA – International Air Transport Association – Международная ассоциация воздушного транспорта IBCC – International Bureau of Chambers of Commerce – Международное бюро торговых палат IBRD – International Bank for Reconstruction and Development – Международный банк реконструкции и развития ICAO – International Civil Aviation Organization – Международная ассоциация гражданской авиации ICC – institute cargo clauses – условия страховки грузовых транспортов ICC – International Chamber of Commerce – Международная торговая палата IEA – International Energy Agency – Международное энергетическое агентство IMF – International Monetary Fund – Международный валютный фонд IMO – International Money Order – Международный денежный перевод In – inch – дюйм incl – including – включая incorporated with limited liability (AE) – общество с ограниченной ответственностью INCOTERMS – International Commercial Terms – международные правила выработки формул торгового договора IOU – "I owe you" – долговая расписка ISO – International Standards Organization – Международная организация стандартов L/C – letter of credit – аккредитив Lang – language – язык Lib – Liberal party (GB) – либеральная партия LOC – letter of commitment – гарантийное письмо Ltd – limited – ограниченный Lux – luxury – люкс, роскошь MOT (test) – Ministry of Transport (Test) – Министерство транспорта NAFTA – North American Free Trade Agreement – Североамериканское соглашение о свободе торговли NATO – North Atlantic Treaty Organisation – НАТО, Североатлантический блок OECD – Organisation of Economic Co–operation and Development – Организация экономического сотрудничества и развития Qu – queen; question – королева; вопрос Qv – quod vide (which may be referred to) – смотри там-то kg – kilogram – килограмм lbs – pound(s) – фунт L/C – letter (s) of credit – аккредитив LIFO – last in first out – первая закупка новейшего имущества Ltd – limited – с ограниченной ответственностью M.O – money order – денежный перевод (по почте) m/d – month after date – через месяцев от сего числа M/R – mate’s receipt – штурманская расписка (расписка помощника капитана) m/s – months after sight – через месяцев после предъявления MLR – minimum lending rate – минимальная кредитная ставка Mr – Mister – господин Mrs – Mistress – миссис, обращение к замужней женщине Ms – Miss – мисс, обращение к незамужней женщине MS – motor ship – теплоход MV – motor vessel – теплоход N/A – not applicable – неприемлемый No /Nos – number(s) – номер (номера) O/O – to the order of – по поручению, распоряжению; приказу кого–л OPEC – Organisation of Petroleum Exporting Countries – Организация стран– экспортеров нефти oz (s) – ounce (s) – унция p.a – per annum – в год p.m – post meridiem – после полудня P.O – postal order – денежный перевод по почте P.O Box – Post Office Box – абонентский ящик p.o.d – paid on delivery – наложенным платежом p.t.o – please turn over – см оборот pc (s) – piece(s) – штука pd – paid – оплаченный; оплачено PIN – personal identity number – пин–код, личный секретный код plc – public limited company – акционерное общество pp – per–procurationem – по доверенности ppd – pre–paid – с предоплатой Pty – proprietary company, a private limited company registered in South Africa or Australia – общество с ограниченной ответственностью (в Южной Африке и Австралии) q.v – quod vide – касательно этого смотри R.O.G – receipt of goods – получение товаров R.P – reply paid – ответ оплачен recd – received – полученный; получен regd – registered – зарегистрированный (о торговой марке); заказной (о письмах) rsvp – repondez s'il vous plait – просьба ответить S/A – Statement of Account – выписка из счета sgd – signed – подписано; подпись SITRO – Simplification of International Trade Procedures Board – Организация для упрощения международных торговых процедур sqr – square – площадь SR&CC – (free from) strikes, riots and civil commotion – исключая забастовки, восстания и гражданские беспорядки SWIFT – Society for Worldwide Interbank Financial Telecommunication – Общество международных банковских расчетов посредством телекоммуникаций T.T – telegraphic transfer – телеграфный перевод Through B/L, Thru B/L – through bill of lading – сквозной коносамент TUC – Trades Union Congress – Британский конгресс профсоюзов UNCED – United Nations Conference on Environment and Development – Совещание ООН по экологии и развитию UNCTAD – United Nations Conference on Trade and Development – Совещание ООН по торговле и развитию UNIDO – United Nations Industrial Development Organization – Организация Объединенных Наций по индустриальному развитию v – vide – смотри VAT – value added tax – налог на добавленную стоимость W(P)A – with (particular) average – с ответственностью за частичную аварию WB, w/b – waybill (AE) – накладная, транспортная накладная wt – weight – вес yd – yard – ярд ... a) eight advantages of using visual aids b) three warnings about using visual aids Dinckel and Parnham (1985) say that “The great danger (in using visual aids) is that presenters place the major... John Callam Product Development encs Eating out Imagine you are in a restaurant with a business colleague Work in groups of three Brainstorm as many examples as you can of the language indicated... please Saying someone is not available I'm sorry he/she's not available Sorry, he/she's away / not in / in a meeting / in Milan Leaving and taking messages Could you give him/her a message? Can