UPPER intermediate Upper Intermediate glossary Unit – Business or pleasure? amicable /ˈæmɪkəb(ə)l/ (adjective) friendly and without arguments: The relations between our two companies are amicable; everyone seems to like each other and there haven’t been any problems so far are you kidding? /ə(r) jʊ ˈkɪdɪŋ/ (phrase) used for saying that you not believe what someone is saying: A: I’ve got two tickets for the final if you’re interested B: Are you kidding? Of course I’m interested! break off /breɪk ˈɒf/ (phrasal verb [intransitive/transitive]) to stop doing something, especially speaking: I must have said the wrong thing One minute we were standing there having a chat, and the next minute she broke off the conversation and walked away by the way /baɪ ðə ˈweɪ/ (phrase) used for saying that a remark is not relevant to the main subject of your conversation: So that’s the last I heard about it By the way, did you remember to send that estimate to Clive? catch you later /kætʃ jə ˈleɪtə(r)/ (phrase) used for saying goodbye to someone when you expect to see them soon, or later the same day: A: I’ll be back in the afternoon B: Okay, catch you later constraint /kənˈstreɪnt/ (noun [countable]) something that limits your freedom to what you want: A lot of business people find that it’s easier to build relationships with clients away from the constraints of the office environment contradict /ˌkɒntrəˈdɪkt/ (verb [transitive]) to say that the opposite of what someone has said is true: He didn’t agree with anything I said Every time I spoke, he contradicted me converse /kənˈvɜː(r)s/ (verb [intransitive]) to have a conversation: The ability to converse with others through small talk can lead to big things cordial /ˈkɔː(r)diəl/ (adjective) friendly: I hope that after this disagreement we can sort things out and get back to the cordial relations we used to have enthusiasm /ɪnˈθjuːziˌæzəm/ (noun [uncountable]) the feeling of being very interested in something or excited by it: When making small talk, it’s a good idea to show enthusiasm Ask lots of questions and make sure you listen carefully to the answers go back /ɡəʊ ˈbæk/ (phrasal verb [transitive]) if two people go back a particular period of time, they have known each other for that period of time: Ricardo and I go back a long way We first worked together over twenty years ago I hear /aɪ ˈhɪə(r)/ (phrase) used for introducing a subject that you want to discuss with someone that someone else has told you about: I hear you’re quite a tennis fan Do you prefer doubles or singles? incidentally /ˌɪnsɪˈdent(ə)li/ (adverb) used for adding related but less important information to what has just been said, or for suddenly introducing a new subject: Oh, right Thanks for telling me Incidentally, have you still got that CD I lent you? long time no see /lɒŋ ˈtaɪm nəʊ ˌsiː/ (phrase) used when you meet someone who you have not seen for a long time: A: Hi Mike, long time no see! B: Sandy! Wow, the last time I saw you must have been about six years ago maintain /meɪnˈteɪn/ (verb [transitive]) to continue to communicate with someone and not allow a relationship to end: Corporate entertainment is a good way to build and maintain relationships with key clients make an impression /meɪk ən ɪmˈpreʃ(ə)n/ (phrase) to make other people notice and admire you: A: Have we met before? B: We have indeed, but I obviously failed to make much of an impression make /meɪk/ (verb [transitive]) to be able to be present at a particular event: Clive said to tell you he won’t be able to make Thursday’s meeting He said he’d call you no problem /ˌnəʊ ˈprɒbləm/ (phrase) used as a polite way of answering someone who has thanked you for something, or said they are sorry for something: A: Thanks very much for all your help B: No problem You would have done the same for me people-oriented /ˈpiːp(ə)l ˌɔːrientɪd/ (adjective) mainly concerned with, or directed towards, other people: This is about making sure we show them a good time Russians are very people-oriented, and this is an opportunity for us to build a good working relationship with them pity /ˈpɪti/ (noun [uncountable]) used for saying that you are disappointed about something: A: I missed last night’s soccer match B: Pity It was a great game setting /ˈsetɪŋ/ (noun [countable]) the place where someone or something is, and all the things, people or emotions that are part of that place: We don’t want to drag the group somewhere, only for them to be bored out of their minds We just need a pleasant setting to be able to socialize strained /streɪnd/ (adjective) not relaxed or friendly: After Johann got the job that Steve wanted, relations between them have been a bit strained to say the least that reminds me /ðæt rɪˈmaɪndz mi/ (phrase) used when someone has just said or done something that helps you to remember something: It was a very interesting speech That reminds me, there’s another conference next month Do you think you can come? too much of a good thing /tuː ˈmʌtʃ əv ə ɡʊd ˌθɪŋ/ (phrase) so easily available, or used so often, that you do not enjoy it any more: A: If I hear that song once more, I think I’ll scream B: I thought you liked it A: Yeah, well, you can have too much of a good thing understand /ˌʌndə(r)ˈstænd/ (verb [transitive]) to believe that something is true because you have heard or read it somewhere: I understand the Japanese are world table tennis champions, or is it the Chinese? wonder /ˈwʌndə(r)/ (verb [intransitive/transitive]) to think about something because you want to know more facts or details about it: We were just wondering what this pile of dirty laundry was doing in an art gallery In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate Unit – Information exchange benchmark /ˈbentʃˌmɑː(r)k/ (verb [transitive]) to provide a standard that something can be judged by: They improved their performance by benchmarking themselves against their main competitors’ standards buoyant /ˈbɔɪənt/ (adjective) if the economy or an aspect of the economy is buoyant, it is successful and seems likely to remain successful: With the market as buoyant as this, I think we can be optimistic about next year’s sales figures buzzword /ˈbʌzˌwɜː(r)d/ (noun [countable]) a word that has become very popular, especially a word relating to a particular activity or subject: To be honest, I didn’t understand everything that was said in the meeting They used a lot of buzzwords I hadn’t heard before come off it /ˌkʌm ˈɒf ɪt/ (phrase) used for telling someone that you not believe them or that what they are saying is stupid: Oh, come off it! There’s no way that plan will work! consolidate /kənˈsɒlɪdeɪt/ (verb [transitive]) to make the power, position or achievements you already have stronger or more effective so that they are likely to continue: With the economy the way it is, I think that now is the time to consolidate rather than expand our operations consumer confidence /kənˈsjuːmə(r) ˌkɒnfɪd(ə)ns/ (noun [uncountable]) people’s confidence in the economy, making them willing to spend money: I’m not sure that this is a good time to start thinking about launching a new range of products, there isn’t a lot of consumer confidence at the moment core competence /ˌkɔː(r) ˈkɒmpɪtəns/ (noun [countable]) a skill or type of knowledge that makes an organization especially good at doing some things and gives it an advantage over other organizations: We need to get the message out about our core competencies, so that potential clients can understand what it is that we particularly well distribution channel /ˌdɪstrɪˈbjuːʃ(ə)n ˌtʃæn(ə)l/ (noun [countable]) the way that a company delivers a product or service to its customers: We aim to deliver to our customers as quickly as possible, and we have put a lot of thought into the way our distribution channels operate drift /drɪft/ (verb [intransitive]) to move somewhere slowly as though you not know where you are going: The conversation seems to have drifted a little while I was away I can’t quite see where all this is heading empowerment /ɪmˈpaʊə(r)mənt/ (noun [uncountable]) having more control over your life or more power to something: Empowerment gives employees the confidence and authority to take control of their jobs fall short of /ˌfɔːl ˈʃɔː(r)t əv/ (phrase) to not reach a particular level or to fail to achieve something that you were trying to do: I’m afraid to say that the project has fallen short of our original expectations – sales have not been as good as we hoped go round in circles /ɡəʊ ˌraʊnd ɪn ˈsɜː(r)k(ə)lz/ (phrase) to something for a long time without achieving any results because you always return to the same problem that you cannot solve: We don’t seem to be getting anywhere with these negotiations We just keep going round in circles market-driven /ˈmɑː(r)kɪt ˌdrɪv(ə)n/ (adjective) controlled by what and how much people want to buy: This is truly a market-driven product We asked our customers what they wanted, and this what they told us mindset /ˈmaɪn(d)ˌset/ (noun [countable]) a way of thinking about things: A change of mindset means completely rethinking your attitude and approach to something offload /ˌɒfˈləʊd/ (verb [transitive]) to get rid of something that you not want by giving or selling it to someone else: She’s the kind of boss who always tries to offload the nasty jobs onto her staff on the right track /ɒn ðə ˌraɪt ˈtræk/ (phrase) doing or thinking the right things: We haven’t finalized the deal yet, but I think we’re on the right track paradigm shift /ˈpærədaɪm ˌʃɪft/ (noun [countable]) a basic change in ideas or methods: There has been a paradigm shift in the way we operate, and a lot of the staff are not happy with the new changes postpone /pəʊsˈpəʊn/ (verb [transitive]) to decide that something will not be done at the time when it was planned for, but at a later time: We need to make up our minds about this today We can’t keep postponing decisions like this, it’s just a waste of time profit margin /ˈprɒfɪt ˌmɑː(r)dʒɪn/ (noun [countable]) the difference between how much money you get when you sell something and how much it costs you to buy or make it: If we examine the profit margins, we can see that we’re not actually making as much money from these products as we would hope to be Although they are selling well, they are too expensive to make reckon /ˈrekən/ (verb [intransitive/transitive]) to have a particular opinion about someone or something: Well, I think it’ll work What you reckon? sidetrack /ˈsaɪdˌtræk/ (verb [transitive]) to delay the progress of something by causing people to waste time on something else that is unimportant: We were making good progress until we got sidetracked by this new development last week, and nothing has happened since then stand /stænd/ (verb [intransitive]) to have a particular attitude or view about a person or subject: I think we’ll have to find out where the marketing department stands on this particular issue, before we make any more decisions supply chain /səˈplaɪ ˌtʃeɪn/ (noun [countable]) a series of processes involved in supplying a product to someone: The supply chain for something like coffee is actually very complicated There are a lot of different stages involved the bottom line /ðə ˈbɒtəm ˌlaɪn/ (noun [countable]) the most basic fact or issue in a situation: The bottom line is this: unless profits increase soon, we’re going to go out of business think outside the box /ˌθɪŋk ˌaʊtˈsaɪd ðə ˌbɒks/ (phrase) to find new ways of doing things, especially of solving problems: Okay, we need a completely new way of looking at this, so let’s think outside the box and see what we can come up with volatile /ˈvɒlətaɪl/ (adjective) a volatile situation can suddenly change or become more dangerous: Due to the volatile nature of the marketplace at the moment, I don’t think we should make any large investments for the time being In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate Unit – Rapport Scenario A – Culture clash accentuate /ækˈsentʃueɪt/ (verb [transitive]) to emphasize at our disposal /æt ˌaʊə(r) dɪˈspəʊz(ə)l/ (phrase) available something or to make it more noticeable: Developing an awareness of how emotions can influence behaviour will allow you to accentuate similarities between yourself and other people body language /ˈbɒdi ˌlæŋɡwɪdʒ/ (noun [uncountable]) the movements or positions of your body that show other people what you are thinking or feeling: It’s a good idea to adapt your body language to synchronize with the person you are dealing with common ground /ˌkɒmən ˈɡraʊnd/ (noun [uncountable]) something that people can agree about, especially when they disagree about other things: We found some common ground; we both come from large families compromise /ˈkɒmprəmaɪz/ (noun [countable/ uncountable]) a way of solving a problem or ending an argument in which both people or groups accept that they cannot have everything they want: The negotiations were tough, but in the end we reached a compromise that everyone was reasonably happy with dress down /dres ˈdaʊn/ (phrasal verb [intransitive]) to wear clothes that are more informal than the clothes that you usually wear: In order not to look out of place, it might be a good idea to dress down when you are in a technical or creative workplace empathy /ˈempəθi/ (noun [uncountable]) the ability to understand how someone feels because you can imagine what it is like to be them: If you can have empathy for someone else, you will be able to understand what makes them the things they eye-contact /ˈaɪ ˌkɒntækt/ (noun [uncountable]) a situation in which two people look at each other’s eyes: I found it quite difficult to talk to him, he didn’t make eye-contact once during the whole conversation husky /ˈhʌski/ (adjective) a husky voice is deep and sounds hoarse (as if you have a sore throat), often in an attractive way: I like listening to him speak, he has a deep husky voice that is very pleasant to listen to mirror /ˈmɪrə(r)/ (verb [transitive]) to match or express the qualities, features, or feelings of someone or something: Matching and mirroring the other person’s speech and behaviour is something that comes naturally to good communicators set aside /ˌset əˈsaɪd/ (phrasal verb [transitive]) to keep or save something from a larger amount or supply in order to use it later for a particular purpose: I know you have your differences, but for now you need to set those aside and focus on completing this task sincere /sɪnˈsɪə(r)/ talking and acting in a way that shows you really mean what you say and do: If you want to build rapport with someone, it’s important to be sincere People like to know that you mean what you say values /ˈvæljuːz/ (noun [plural]) the principles and beliefs that influence the behaviour and way of life of a particular group or community: Your clothes, hair, make-up, nails, jewellery, beard or tattoos all send messages about you and your values for our use at any time: As a result of this merger, I am sure that together we will be even stronger; with more resources and more expertise at our disposal blend in /blend ˈɪn/ (phrasal verb [intransitive]) if someone or something blends in, they are similar to the other people, objects, buildings, etc around them, and so they seem appropriate or you not notice them: He’s really mastered the art of travel, he seems to blend in wherever he goes count on /ˈkaʊnt ɒn/ (phrasal verb [transitive]) to depend on someone to what you want or expect them to for you: I know I can count on you to give our new colleagues a warm welcome fit in /fɪt ˈɪn/ (phrasal verb [transitive]) to have space for someone or something: With so many new members of staff, it has been difficult to fit everyone in get off on the wrong foot /ɡet ˌɒf ɒn ðə ˌrɒŋ ˈfʊt/ (phrase) to immediately establish a bad relationship with someone when you first meet them or first start working with them: I’m sorry, it seems we got off on the wrong foot Can we start again, and I’ll try to be more sensitive this time lobby /ˈlɒbi/ (verb [intransitive/transitive]) to try to influence politicians or people in authority on a particular subject: A lot of the work we is lobbying local and national government for tougher laws to control levels of pollution not stand on ceremony /nɒt ˌstænd ɒn ˈserəməni/ (phrase) to behave in an informal way in a situation where people might expect you to be formal: There’s no need to wear a suit and tie, we don’t stand on ceremony here suspend judgement /səˈspend ˌdʒʌdʒmənt/ (phrase) to delay making a decision about something until you know more about it: In order to be culturally sensitive, you should suspend judgement while observing and analyzing other cultures sustainable /ˈsteɪnəb(ə)l/ (adjective) using methods that not harm the environment: GWA have over forty years of experience of developing sustainable solutions to water, sanitation and hygiene problems synergy /ˈsɪnə(r)dʒi/ (noun [countable/uncountable]) the extra energy or effectiveness that people or businesses create when they combine their efforts: Now that our two companies have merged, the first of many synergies we hope to achieve will begin on Monday when GWA’s headquarters staff will be moving into our London office take a leaf out of someone’s book /teɪk ə ˌliːf aʊt əv ˈsʌmwʌnz ˌbʊk/ (phrase) to copy what someone else does because they are successful at doing it: You should take a leaf out of Simon’s book He never makes the same mistake twice, and he always gets good results the more the merrier /ðə ˈmɔː(r) ðə ˌmeriə(r)/ (phrase) used for saying that you will be happy if more people come or take part in what you are doing: Why don’t you bring along the rest of your team as well? The more the merrier, I say up and running /ˌʌp ən ˈrʌnɪŋ/ (phrase) starting to work correctly: Now that the testing phase is complete, we hope the project will be up and running by the beginning of next week In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate Unit – Voice and visuals all-time /ˈɔːl taɪm/ (adjective) used for comparing someone or something with all the other people or things of the same type that have ever existed: The share price reached an all-time high yesterday, I’ve never seen anything like it attention span /əˈtenʃ(ə)n spæn/ (noun [countable]) the length of time that you can pay attention to one thing without becoming bored or thinking about something else: Try not to speak for too long The attention span of the average audience member is only 15 minutes bounce back /ˌbaʊns ˈbæk/ (phrasal verb [intransitive]) if a market or price bounces back, it rises again after falling: After a nervous start, the stock market bounced back and was up by the end of the day charismatic /ˌkærɪzˈmætɪk/ (adjective) a charismatic person has a strong personal quality that makes other people like them and be attracted to them: I think the reason why he’s such a popular speaker at these events is that he’s so charismatic People love watching him talk considerable /kənˈsɪd(ə)rəb(ə)l/ (adjective) large in size, amount, or degree: The media has shown a considerable amount of interest in the proposed merger disastrous /dɪˈzɑːstrəs/ (adjective) very unsuccessful: Last week’s meeting was disastrous, we didn’t manage to agree on a single thing draw attention to /ˌdrɔː əˈtenʃ(ə)n tə/ (phrase) to make someone notice something: I’d particularly like to draw your attention to last year’s sales figures As you can see from the graph, sales remained steady throughout the year dry up /draɪ ˈʌp/ (phrasal verb [intransitive]) to stop being available: The market for this kind of equipment dried up years ago All it’s good for now is the scrapheap encouraging /ɪnˈkʌrɪdʒɪŋ/ (adjective) giving you confidence or hope: There have been some encouraging signs recently that the market might be improving There’s a good feeling out there, which is very different from this time last year for the taking /fə(r) ðə ˈteɪkɪŋ/ (phrase) available if you want it: I really think we should expand our operations There’s a whole market in Eastern Europe just there for the taking halve /hɑːv/ (verb [intransitive]) to be reduced to half the original size, number, or amount: The number of people who work in this department has almost halved over the last three years It’s so much quieter in the office than it used to be hit rock bottom /hɪt ˌrɒk ˈbɒtəm/ (phrase) to reach the lowest possible level: The company’s shares hit rock bottom at the end of last year, but since then we have got a new CEO and things have improved a great deal outnumber /ˌaʊtˈnʌmbə(r)/ (verb [transitive]) if one group outnumbers another, there are more in the first group than in the second: It was a difficult meeting I tried to state our case but I was outnumbered by people who disagreed with our new proposals paradoxically /ˌpærəˈdɒksɪkli/ (adverb) used for saying that something is strange because it is the opposite of what you expect: Much of leadership is acting Not faking it, but taking on a role Paradoxically, the acting makes it real phenomenal /fəˈnɒmɪn(ə)l/ (adjective) extremely impressive or surprising: He’s a phenomenal public speaker Every time he gives a talk, the place is packed out pick up /pɪk ˈʌp/ (phrasal verb [intransitive]) to improve: We’re hoping that things will pick up in the next quarter This quarter has been terrible plateau /ˈplætəʊ/ (verb [intransitive]) to stop increasing or improving after a period of development: It sold well at first, but recently sales have plateau’d plunge /plʌndʒ/ (verb [intransitive]) to fall quickly from a high position: The share price suddenly plunged and the value of the company was almost wiped out reasonable /ˈriːz(ə)nəb(ə)l/ (adjective) fairly good, although not extremely good: There was a reasonable increase in sales after the advertising campaign was launched, but nothing spectacular reinforce /ˌriːɪnˈfɔː(r)s/ (verb [transitive]) to make an idea, belief or feeling stronger: Good visual aids can powerfully reinforce your message show business /ˈʃəʊ ˌbɪznəs/ (noun [uncountable]) the entertainment industry, including films, television, radio, theatre and music: According to some, ‘All business is show business,’ and a number of companies have started to put their staff through drama courses in an attempt to turn them into better public speakers significant /sɪɡˈnɪfɪkənt/ (adjective) very large or noticeable: Head office is very worried; there was a significant decrease in the number of orders taken in the last quarter skyrocket /ˈskaɪˌrɒkɪt/ (verb [intransitive]) if an amount, value, or cost skyrockets, it rises quickly to a very high level: After the first TV advertising campaign that we did, sales skyrocketed slight /slaɪt/ (adjective) small in size, amount or degree: Although there was a slight increase in sales last year, it wasn’t enough for us to continue selling this particular line stationary /ˈsteɪʃ(ə)n(ə)ri/ (adjective) not moving: By close of trade the software market was almost stationary tenfold /ˈtenˌfəʊld/ (adverb) in a way that increases by ten: It seems incredible, I know, but sales have actually increased tenfold since we started selling the new range unimpressive /ˌʌnɪmˈpresɪv/ (adjective) not very good: A 25% success rate is unimpressive, to say the least Unit – Problems on the phone abrupt /əˈbrʌpt/ (adjective) behaving or speaking in a way that seems rude to other people because you not take the time to be friendly: When ending a telephone conversation, the trick is not to seem too abrupt break up /breɪk ˈʌp/ (phrasal verb [intransitive]) if the sound on a radio or mobile phone breaks up, you can no longer hear the person who is speaking on it: Geoff? You’re breaking up Are you on your mobile? I can’t hear you! compensation /ˌkɒmpənˈseɪʃ(ə)n/ (noun [uncountable]) money that someone receives because something bad has happened to them: I’ll be expecting a total refund and compensation if this can’t be fixed! In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate consequently /ˈkɒnsɪkwəntli/ (adverb) as a result: This is not the first time you have let me down Consequently, we shall have to discuss this matter when your probationary period ends customer services /ˌkʌstəmə(r) ˈsɜː(r)vɪsɪz/ (noun [uncountable]) the department of a company that provides customers with information and deals with any problems or complaints that they have: You have reached the customer services department All our customer service advisors are busy right now Please hold and your enquiry will be dealt with shortly defective /dɪˈfektɪv/ (adjective) not made correctly, or not working correctly: I’ve just tried out three of the promotional DVDs and two were defective – they wouldn’t play at all determination /dɪˌtɜː(r)mɪˈneɪʃ(ə)n/ (noun [uncountable]) the refusal to let anything prevent you from doing what you have decided to do: Up to two hours every day are wasted in small talk on the phone And great skill and determination are needed to escape the deadly game of social chit-chat dispatch rider /dɪˈspætʃ ˌraɪdə(r)/ (noun [countable]) someone whose job is to deliver documents or parcels by motorcycle: If a fax is no good, I think we should send the documents by dispatch rider flat out /ˈflæt ˌaʊt/ (phrase) as quickly or with as much effort as possible: I’ve been working flat out for weeks, and now I’m exhausted hurry up /hʌri ˈʌp/ (phrasal verb [intransitive]) used for telling someone to something more quickly: Hurry up! If we don’t leave soon, we’ll miss the flight in one piece /ɪn ˌwʌn ˈpiːs/ (phrase) not badly damaged or injured: Most of the equipment was damaged in transit I’m just about the only thing that arrived here in one piece! mess /mes/ (noun [singular]) a difficult situation with a lot of problems, especially because people have made mistakes: I’m in a bit of mess here and I need your help I left the file with all the documents for this afternoon’s meeting on the train preoccupied /priˈɒkjʊpaɪd/ (adjective) thinking about something so much or spending so much time doing something that you not notice other things or cannot think about other things: I understand that you have been preoccupied with other matters and may not even have made a start yet, although I hope that this is not the case put in a good word /pʊt ˌɪn ə ˌɡʊd ˈwɜː(r)d/ (phrase) to tell someone about the good qualities that a particular person has, usually in order to get an advantage for that person: I’m good friends with the managing director actually Would you like me to put in a good word for you? retrieve /rɪˈtriːv/ (verb [transitive]) to find information that is stored in a computer in order to use it again: Now, I don’t think we can deal with this on the phone, so I’m going to send a service engineer to see if they can retrieve your data ring off /rɪŋ ˈɒf/ (phrasal verb [intransitive]) to finish a phone call: Okay, well my meeting’s about to start so I’ll have to ring off But it was good to speak to you running low /ˌrʌnɪŋ ˈləʊ/ (phrase) if something is running low or if you are running low on something, there is not much of it left: I forgot to charge my phone last night, and now it’s running low on batteries rushed off your feet /ˌrʌʃt ɒf jə(r) ˈfiːt/ (phrase) very busy: I’d love to help, honestly, but I’m rushed off my feet Why don’t you ask someone else to it for you? short-staffed /ˌʃɔː(r)t ˈstɑːft/ (adjective) without enough workers: We’re really short-staffed at the moment, but as it’s an important project I’ll see if I can find someone to work with you on this slip your mind /ˌslɪp jə(r) ˈmaɪnd/ (phrase) if something slips your mind/memory, you forget to it: I’m sorry, I meant to it but it completely slipped my mind snowed under /ˌsnəʊd ˈʌndə(r)/ (phrase) with too much work to deal with: Could some else handle this, please? We’re snowed under at the moment tactful /ˈtæk(t)f(ə)l/ (adjective) someone who is tactful is very careful in the way that they speak and behave so that they not upset other people: It’s important to try and find a tactful way of bringing the conversation round to the subject of business time flies /ˌtaɪm ˈflaɪz/ (phrase) used for saying that time seems to be passing very quickly: I haven’t seen you for years – how time flies! up to your neck /ˌʌp tə jə(r) ˈnek/ (phrase) involved in a difficult situation, or with more work to than you can deal with: I’m up to my neck in it here I’ve got a deadline coming up, and I’ve just been given a lot more work to what’s up? /ˌwɒts ˈʌp/ (phrase) used for asking what is wrong: A: Could someone help me, please B: Sure What’s up? Unit – Leading meetings acquire /əˈkwaɪə(r)/ (verb [transitive]) to get something, for example by buying it or being given it: We acquired this company so that we could have a subsidiary with an existing client base in the Middle East base rate /ˈbeɪs reɪt/ (noun [countable]) the rate of interest that banks use to calculate how much interest to charge on money they lend to their customers: There are fears that another rise in base rates will badly affect the housing market buy into /baɪ ˈɪntə/ (phrasal verb [transitive]) to buy part of a business, especially in order to get control of it: If we keep expanding like this, we’ll be able to start buying into other companies soon consensus /kənˈsensəs/ (noun [uncountable]) agreement among all the people involved: We didn’t reach a final decision today, but I’m hopeful that further talks will help us to reach a consensus crackdown /ˈkrækˌdaʊn/ (noun [countable]) strong action that someone in authority takes to stop a particular activity: After a lot of negative attention on the issue in the media, the government implemented a crackdown on corporate tax evasion deliberate /dɪˈlɪbəreɪt/ (verb [intransitive/transitive]) to think about or discuss something very carefully, especially before you make an important decision: We presented the facts as we knew them and left it to the heads of department to deliberate over the final decision In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate diplomacy /dɪˈpləʊməsi/ (noun [uncountable]) the ability to deal with people in a sensitive way that does not upset or offend them: Jack has a lot of experience, but he isn’t very good when it comes to diplomacy He has a habit of offending clients empower /ɪmˈpaʊə(r)/ (verb [transitive]) to give someone more control over their life or more power to something: We want to empower the workforce That means we give training and development top priority establish /ɪˈstæblɪʃ/ (verb [transitive]) to start an organization or company: The company was established in 1868, and has grown from a small family business to a multinational corporation with thousands of employees fill in /fɪl ˈɪn/ (phrasal verb [transitive]) to give someone details about something: Dietmar is going to fill us in on what’s been happening in the German office flotation /fləʊˈteɪʃ(ə)n/ (noun [countable/uncountable]) the sale of shares in a company for the first time: The company is planning a $60 million flotation on the New York stock exchange hidden agenda /ˌhɪd(ə)n əˈdʒendə/ (noun [countable]) a secret reason for doing something, because you will get an advantage from it: To be honest, I would rather Tom doesn’t attend tomorrow’s meeting I think he has a hidden agenda, and I don’t trust him hierarchy /ˈhaɪəˌrɑː(r)ki/ (noun [countable]) the group of people who control an organization: A big change in the organization of this company is that we now have a much flatter structure, instead of the old hierarchy hit /hɪt/ (verb) to have a bad effect on someone or something: It’s true that we were badly hit by the economic downturn, but things are now starting to pick up and business is looking good in-house /ɪn ˈhaʊs/ (adjective) done, working or happening inside a company or organization: Rather than relying on freelancers, I think we should as much of this project as possible in-house We’ve got the skills, so let’s use them inadequate /ɪnˈædɪkwət/ (adjective) not enough, or not good enough for a particular purpose: Basically, I think the presentation was a failure because there was inadequate preparation We weren’t ready, and it showed liquidate /ˈlɪkwɪdeɪt/ (verb [intransitive/transitive]) to close a business and sell everything that it owns, usually in order to pay money that is owed: I’m afraid to say that we can no longer continue to run the business in the current economic climate The company will be liquidated and everyone will be made redundant mingle /ˈmɪŋɡ(ə)l/ (verb [intransitive]) to move around and talk to a lot of people, especially at a social event: Some companies have weekly ‘stand-up meetings’ Everyone stands, mingles and chats about the latest developments within the company offshore /ˌɒfˈʃɔː(r)/ (adjective) an offshore bank or company is not in your own country, but in a country where you pay less tax: The company got in trouble for having too many offshore interests outsource /ˈaʊtˌsɔː(r)s/ (verb [intransitive/transitive]) to give work to people from outside your company, usually by a freelancer or a company that is expert in that type of work: We don’t have anyone in-house who can this kind of thing, so we’ll have to outsource it rationalize /ˈræʃ(ə)nəlaɪz/ (verb [intransitive/transitive]) to make an organization more effective, for example by getting rid of some staff: The consultant’s main suggestion was that we rationalize the departments by making a quarter of the workforce redundant stakeholder /ˈsteɪkˌhəʊldə(r)/ (noun [countable]) someone who has an interest in the success of a plan, system or organization, for example a worker in a company or the parent of a child at a school: A company’s chief responsibility used to be to its shareholders, but these days we prefer to talk about stakeholders – not just the people with a financial stake in the company, but everyone who has an interest in the way it’s run steamline /ˈstriːmˌlaɪn/ (verb [transitive]) to improve a business, organization, process, etc by making it more modern or simple: I think we should streamline the company, so that we can be more flexible and adapt to changes in the market more quickly tip /tɪp/ (verb [transitive]) to say who you think will get a particular job or be successful at something: The CEO is due to step down at next month’s AGM, and everyone is tipping the COO to replace her top /tɒp/ (verb [transitive]) to be larger than a particular amount: There are rumours that the company will announce record fourth-quarter earnings that are expected to top £90m troublemaker /ˈtrʌb(ə)lˌmeɪkə(r)/ (noun [countable]) someone who causes problems, often by being violent or by making others argue or not obey people in authority: When it comes to troublemakers, it’s important to identify them quickly and make sure they know what the rules are upswing /ˈʌpˌswɪŋ/ (noun [countable]) an increase or improvement in something: Thanks to the positive publicity we have been getting, there has been an upswing in interest in all of our products windfall /ˈwɪn(d)ˌfɔːl/ (noun [countable]) an amount of money that you get when you are not expecting it, especially a large amount: I am delighted to announce that this year has been a great success, with continued expansion and windfall profits Unit – Coaching burn-out /ˈbɜː(r)naʊt/ (noun [uncountable]) if you have burn-out, you are ill or unable to continue working because you have worked too hard: Problems such as stress and burn-out may be something that a coach can help you with career-wise /kəˈrɪə(r)waɪz/ (adverb) speaking of, or referring to a job or a profession that you spend a lot of your working life in: Having a wide range of professional and personal skills is what makes the difference career-wise facilitate /fəˈsɪləteɪt/ (verb [transitive]) to make it possible or easier for something to happen: One of the things that coaches is facilitate a commitment to goals, helping you to understand exactly what your objectives are In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate guru /ˈɡʊruː/ (noun [countable]) someone who other people respect and go to for advice about a particular subject: According to emotional intelligence guru Daniel Goleman, expertise in a professional field is no longer sufficient to guarantee success in your career hang-up /ˈhæŋʌp/ (noun [countable]) something that you are worried or embarrassed about, especially something that is not very important: Personal hang-ups, difficulties at home and negative past experiences are not the business of coaching, which tends to focus on professional self-development hold-up /ˈhəʊldʌp/ (noun [countable]) a short delay: We need to get this prototype completed on schedule; there’s no more room for hold-ups impart /ɪmˈpɑː(r)t/ (verb [transitive]) to give something such as information, knowledge or beliefs to someone: I’m here to impart some of my knowledge onto you intuition /ˌɪntjuˈɪʃ(ə)n/ (noun [uncountable]) an ability to know or understand something through your feelings, rather than by considering facts or evidence: I’m not going to tell you what to Instead, I want you to use your intuition obstacle /ˈɒbstək(ə)l/ (noun [countable]) a difficulty or problem that prevents you from achieving something: In today’s session, we’re going to look at how to meet future goals and overcome present obstacles at work paramount /ˈpærəmaʊnt/ (adjective) more important than all other things: It goes without saying that building a good relationship with the other members in your team is paramount soft skill /ˌsɒft ˈskɪl/ (noun [countable]) a personality trait that characterizes your relationships with other people: It’s not just professional expertise that’s important these days, you also need to develop your soft skills, such as intercultural awareness and problem solving transition /trænˈzɪʃ(ə)n/ (verb [intransitive]) to change from one situation to another: If you are transitioning to a new role in your company, you might find that you need to develop new skills wisdom /ˈwɪzdəm/ (noun [uncountable]) the ability to make good decisions based on knowledge and experience: A mentor is there to offer advice and pass on some of their own hard-earned wisdom Scenario B – Coach crash constructive /kənˈstrʌktɪv/ (adjective) intended to be useful or helpful: I really like my boss He’s a good listener, and he always makes constructive comments about my work diplomatic /ˌdɪpləˈmætɪk/ (adjective) able to deal with people in a sensitive way that does not upset or offend them: He’s quite sensitive, so I think you should try to be diplomatic when giving him feedback dry run /ˈdraɪ rʌn/ (noun [countable]) something that you as a practice for an important event: I know you’re a bit nervous, so let’s a dry run the day before the presentation expenditure /ɪkˈspendɪtʃə(r)/ (noun [countable/ uncountable]) money spent by a government, organization or person: In this presentation I will be comparing our budgets and expenditure in the past, present and future hard /hɑː(r)d/ (adjective) unkind, or cruel: She’s very upset Don’t you think you’re being a little hard on her? iron out /ˌaɪə(r)n ˈaʊt/ (phrasal verb [transitive]) to deal successfully with a disagreement or problem, especially by removing the last remaining difficulties: I really think we should iron out these problems before tomorrow’s presentation look through /lʊk ˈθruː/ (phrasal verb [transitive]) to read something quickly, especially to find the information you need: Here are the notes, you might want to look through them before the presentation begins secure /sɪˈkjʊə(r)/ (verb [transitive]) to get or achieve something important: Obviously a successful presentation could be really influential in securing funding for the future of the project short notice /ˌʃɔː(r)t ˈnəʊtɪs/ (phrase) without being given much warning before something happens: I’m sorry it’s short notice, but I’d like you to make a presentation at tomorrow’s meeting slide /slaɪd/ (noun [countable]) a part of a visual aid to a presentation with supporting information on it: I just wonder whether we have too many slides? Unit – Promoting your ideas break down /breɪk ˈdaʊn/ (phrasal verb [intransitive]) if a machine or vehicle breaks down, it stops working: In the last presentation I did, the projector broke down, and then the mic went funny as well It was a disaster! come across /kʌm əˈkrɒs/ (phrasal verb [intransitive]) if someone or something comes across in a particular way, you have a particular opinion of them when you meet them or see them: As a public speaker, what matters is how you come across as a person common denominator /ˌkɒmən dɪˈnɒmɪˌneɪtə(r)/ (noun [countable]) a feature that everyone or everything in a particular group has: The common denominator of their failures was that every one of them lacked a champion, someone who could turn the idea into a reality without /ˌduː wɪðˈaʊt/ (phrasal verb [intransitive/ transitive]) to succeed in living or working without someone or something: The one thing you can’t without is a sense of humour It’s absolutely essential dry up /draɪ ˈʌp/ (phrasal verb [intransitive]) to stop talking because you not know what to say: There’s a part of me that’s scared that I might just dry up completely, like when your mind goes completely blank enthusiastic /ɪnˌθjuːziˈæstɪk/ (adjective) very interested in something or excited by it: By the end of this presentation, we’re sure that you will be as enthusiastic about this idea as we are fire away /ˌfaɪə(r) əˈweɪ/ (phrasal verb [intransitive]) used for giving someone permission to ask a question: We’ll take your questions now So fire away! go down /ɡəʊ ˈdaʊn/ (phrasal verb [intransitive]) to produce a particular reaction: Anecdotes and amusing stories seem to go down well go for /ˈɡəʊ fə(r)/ (phrasal verb [transitive]) to choose to something in a particular way: A lot of people go for humour in their presentations In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate green light /ɡriːn laɪt/ (noun [countable]) official approval for something to be done: All we need now is the green light from you so we can take things further interdepartmental /ˌɪntə(r)ˌdiːpɑː(r)tˈment(ə)l/ (adjective) involving people from different departments within an organization or institution: It has been decided that an interdepartmental meeting will be held every month so that heads of department can be brought up to date on recent developments keep up /kiːp ˈʌp/ (phrasal verb [transitive]) to continue to something: You have to keep up a certain level of formality when you are giving a presentation maturity /məˈtʃʊərəti/ (noun [uncountable]) full growth, or completed development: Ideas are like insects – many are born, but few live to maturity obvious /ˈɒbviəs/ (adjective) clear to almost anyone: The main selling points of the product are obvious: it’s cheap and long-lasting pace /peɪs/ (verb [intransitive/transitive]) to walk with regular steps around a small area, because you are worried, nervous or impatient: People have told me that I move around too much when I speak in public – that I pace up and down and move my arms about penetrate /ˈpenəˌtreɪt/ (verb [transitive]) to reach or affect something such as a part of society: It represents a great opportunity for us to extend our brand and penetrate a new market player /ˈpleɪə(r)/ (noun [countable]) a person or organization that influences a situation, especially in business or politics: As one of the major players in this industry, we are constantly looking for ways to stay ahead of the competition resemble /rɪˈzemb(ə)l/ (verb [transitive]) to be similar to someone or something, especially in appearance: Because they closely resemble entrepreneurs, we call the people who turn ideas into realities ‘intrapreneurs’ run out of /rʌn ˈaʊt əv/ (phrasal verb [intransitive]) to use all of something and not have any left: I always seem to run out of time and then have to rush the end of the talk run over /rʌn ˈəʊvə(r)/ (phrasal verb [intransitive]) to continue for longer than planned: I find that audiences hate it when speakers go on for too long and the presentation runs over show off /ʃəʊ ˈɒf/ (phrasal verb [intransitive]) to behave in a way that is intended to attract people’s attention and make them admire you: Don’t be too techie, or the audience will think you’re showing off speed up /spiːd ˈʌp/ (phrasal verb [intransitive]) to move or happen faster: Every time I have to speak in public, I get so nervous that my heart speeds up staggering /ˈstæɡərɪŋ/ (adjective) extremely surprising: Let me show you some figures that will surprise you I’m sure you’ll agree that these are staggering statistics switch off /swɪtʃ ˈɒf/ (phrasal verb [intransitive]) to stop listening to someone, or to stop thinking about something: If you don’t speak clearly, the audience may switch off altogether turn to jelly /ˌtɜː(r)n tə ˈdʒeli/ (phrase) if your legs or another part of your body turn to jelly, they suddenly feel very weak because you are nervous or frightened: Fear is an absolute killer in a presentation Your mouth goes dry Your legs turn to jelly universal /ˌjuːnɪˈvɜː(r)s(ə)l/ (adjective) involving all the members of a group or society: We believe that this product is so innovative that it is the perfect solution to a universal problem Unit – Relationship-building alliance /əˈlaɪəns/ (noun [countable/uncountable]) an arrangement between two or more people, groups or countries by which they agree to work together to achieve something: If all goes to plan, by the end of the boat trip, alliances will have been forged and bonds strengthened background /ˈbækˌɡraʊnd/ (noun [uncountable]) a place or situation in which people not notice you: At parties, he always stays in the background and waits to be introduced break the ice /ˌbreɪk ði ˈaɪs/ (phrase) to or say something that makes people feel less shy or nervous in a social situation: Telling a joke is a good way to break the ice at social occasions bump into /bʌmp ˈɪntə/ (phrasal verb [transitive]) to meet someone unexpectedly: I bumped into Mike the other day I hadn’t seen him in years catch up /kætʃ ˈʌp/ (phrasal verb [intransitive]) to talk to someone you have not seen for some time and find out what they have been doing: I spent the evening catching up with old friends It was great to see them after so many years charter /ˈtʃɑː(r)tə(r)/ (verb [transitive]) to hire a boat, plane or bus, especially for use by a group of people: Picture the scene: open water, no land in sight, the sound of water gently lapping against the side of the executive yacht your company has chartered for the day chit-chat /ˈtʃɪt ˌtʃæt/ (noun [uncountable]) friendly conversation about things that are not very important: He speaks very good English, and he’s happy to talk about work, but he’s not very keen on social chit-chat cliché /ˈkliːʃeɪ/ (noun [countable]) a phrase or idea that is boring because people use it a lot and it is no longer original: It’s a cliché, but it’s true: ‘You never get a second chance to make a first impression’ competitiveness /kəmˈpetətɪvnəs/ (noun [uncountable]) the quality of trying to be more successful than other people: Competing with the boss outside the workplace is an ancient ritual designed to test your thinking, competitiveness and ability to fit in enlightenment /ɪnˈlaɪt(ə)nmənt/ (noun [uncountable]) the process of explaining or understanding something clearly: In an age of health and enlightenment, golf has replaced the business lunch as the preferred vehicle for sealing deals humility /hjuːˈmɪləti/ (noun [uncountable]) a way of behaving that shows that you not think that you are better or more important than other people: Often, in negotiation, humility is a valuable trait to display In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate ignore /ɪɡˈnɔː(r)/ (verb [transitive]) to pretend that you have not noticed someone or something: He just spoke to the new boss all night He completely ignored everyone else at the party keep your distance /ˌkiːp jə(r) ˈdɪstəns/ (phrase) to avoid going near someone or something: Whenever the CEO comes down to our department, I prefer to just give her a polite nod and keep my distance let your hair down /ˌlet jə(r) ˈheə(r) ˌdaʊn/ (phrase) to relax and enjoy yourself because you are in a comfortable environment: I can never really let my hair down when I’m socializing with colleagues limp /lɪmp/ (adjective) not firm, stiff or strong: Bitten fingernails are a no-no for me Or a limp handshake The wet fish! Absolute turn off lounge around /ˌlaʊndʒ əˈraʊnd/ (phrasal verb [intransitive]) to spend time relaxing or doing nothing when you should be doing something: In Finland, they’ll lounge around with you in the sauna, no problem! But they don’t give much away personally make a move /ˌmeɪk ə ˈmuːv/ (phrase) to begin to leave a place: Well, I really ought to be making a move, but it was nice talking to you make the effort /ˌmeɪk ði ˈefə(r)t/ (phrase) to something even though you not want to or you find it difficult: Jane and I don’t really get on, but I feel I should go over there and make the effort to talk to her oblige /əˈblaɪdʒ/ (verb [transitive]) to force someone to something because it is the law, a rule or a duty: I always feel obliged to introduce everyone to each other at these sorts of occasions preliminary /priˈlɪmɪn(ə)ri/ (noun [countable]) coming before the main or most important part of something: Let’s cut the preliminaries and get straight to the point, shall we? pretend /prɪˈtend/ (verb [intransitive/transitive]) to behave in a particular way because you want someone to believe that something is true when it is not: Oh no, there’s Jeremy! Quick, look the other way and pretend you haven’t seen him scale back /skeɪl ˈbæk/ (phrasal verb [transitive]) to make something smaller in size, amount, etc than it used to be: When playing tennis with your boss, you might consider scaling back your 160 kph serve, if only because you want everyone to have a good time schmooze /ʃmuːz/ (verb [intransitive]) to talk with someone in a friendly and informal way, often with the intention of gaining an advantage or of persuading them to something that you want: In my experience, Americans are more into the schmoozing thing They’re always very easy to talk to seal the deal /ˌsiːl ðə ˈdiːl/ (phrase) to make a victory, deal or agreement certain or complete: Whether you are trying to attract potential clients or keep existing ones, a trip on a luxury yacht may help to seal the deal! social butterfly /ˌsəʊʃ(ə)l ˈbʌtə(r)ˌflaɪ/ (noun [countable]) an outgoing person who likes to attend parties and other social gatherings: If you’re meeting a lot of people at the same event, it’s easy just to drift around from group to group and never really make contact, like some kind of social butterfly talk shop /tɔːk ˈʃɒp/ (phrase) to talk about your work, especially in a way that is boring for other people: Whenever I meet up with colleagues after work, we usually just talk shop Unit 10 – Making decisions a smart move /ə ˌsmɑː(r)t ˈmuːv/ (phrase) an action or change of job that helps you to be successful in your career: Leaving the company when you did was a smart move It seems as though your new job has given you a lot more opportunities best bet /ˈbest ˌbet/ (phrase) the thing or action that gives the best chance of a successful result: If you are faced with a lion, your best bet is to shout and flap your coat to make yourself look bigger and fiercer than you really are boom /buːm/ (verb [intransitive]) if a country, region or industry is booming, it is experiencing a period of economic success, with a lot of trade and business activity: The market is experiencing a boom at the moment, which has been great for business boycott /ˈbɔɪˌkɒt/ (noun [countable]) the act of not taking part in an event, or not buying or using something as a protest: After the news story broke about working conditions in some of the factories, there was a consumer boycott of all their products brand awareness /ˌbrænd əˈweə(r)nəs/ (noun [uncountable]) knowledge or understanding of a product or group of products that has its own name and is made by one particular company: A logo that is easily recognizable and a catchy slogan will help us to build brand awareness depressed /dɪˈprest/ (adjective) a depressed area, industry or economy does not have enough business, employment or money: It’s been a depressed market for a while now, there are still far more sellers than buyers distribution channel /ˌdɪstrɪˌbjuːʃ(ə)n ˈtʃæn(ə)l/ (noun [countable]) the way that a company delivers a product or service to its customers: Our wholesalers, retailers and sales reps are all crucial aspects of our distribution channels dominate /ˈdɒmɪneɪt/ (verb [intransitive/transitive]) to control something or someone, often in a negative way, because you have more power or influence: Our aim is to be in a position where we dominate the market within the next five years fifty-fifty /ˈfɪfti ˌfɪfti/ (adjective) equal, or into two equal parts: If you look like more trouble than you’re worth, there’s a fifty-fifty chance the lion will back away gut instinct /ˌɡʌt ˈɪnstɪŋkt/ (phrase) a feeling that you are certain is right, although you can give no good reason why: Well, in the absence of any more reliable data, I think I’m going to have to go with my gut instinct on this one In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY UPPER intermediate hover /ˈhɒvə(r)/ (verb [intransitive]) if something hovers, it keeps itself in the same position in the air: He’s really worried He’s got the threat of redundancy hovering over his head insider trading /ˌɪnˌsaɪdə(r) ˈtreɪdɪŋ/ (noun [uncountable]) the crime of buying or selling shares in a company using information that is available only to people working within that company: Three brokers were arrested for insider trading last week lurk /lɜː(r)k/ (verb [intransitive]) if something lurks, it is likely to threaten, harm, or upset you: You have to be careful in this business You never know what’s lurking around the corner market forces /ˌmɑː(r)kɪt ˈfɔː(r)sɪz/ (noun [plural]) the economic influences that affect prices, salaries, and the number of jobs available and are not controlled by the government: The unemployment rate is just one thing that can be affected by market forces niche market /ˈniːʃ ˌmɑː(r)kɪt/ (noun [countable]) the part of an industry that sells a particular type of product or service to the small number of customers who want it: It’s true that our products are for a niche market But as long as we can keep the quality high, I think we’ll see a lot of repeat customers, and that should help us to stay ahead outclass /ˌaʊtˈklɑːs/ (verb [transitive]) to be much better than someone or something else: I thought I was a pretty good golfer until I played Tomoko She won easily, and I was completely outclassed pool /puːl/ (verb [transitive]) to share something such as money, ideas, equipment, etc with a group of people, especially so that they can work more effectively together: Time is short, so let’s pool our ideas and see what we can come up with recall /ˈriːkɔːl/ (noun [singular]) an occasion when a company asks people to return a product because there is something wrong with it: We are hard at work trying to find the cause of the problems, and we are also implementing a total recall of our products resist /rɪˈzɪst/ (verb [intransitive/transitive]) to stop yourself from doing something that you would very much like to do: You should resist the temptation to run from a mountain lion sluggish /ˈslʌɡɪʃ/ (adjective) not performing or reacting as well as usual: Although the market has been sluggish in recent weeks, analysts are predicting an upturn in the near future squeeze out /skwiːz ˈaʊt/ (phrasal verb [transitive]) if one business or part of a system squeezes out another, the first one becomes so important or successful or takes up so much time, that the other cannot succeed or continue to exist: We were doing well until a larger competitor cut their prices In the end we were completely squeezed out of the market subliminal /sʌbˈlɪmɪn(ə)l/ (adjective) a subliminal influence is one that may affect you even though you not notice or think about it: A lot of scientists believe that flashed messages and other kinds of subliminal advertising really can work succumb /səˈkʌm/ (verb [intransitive]) to lose your ability to fight against someone or something, and to allow them to control or persuade you: We kept the business going for as long as we could, but eventually we had to succumb to the inevitable We closed our last shop last month thrive /θraɪv/ (verb [intransitive]) to become very successful, happy or healthy: When the economy is thriving, there are a lot more opportunities for small start-up businesses to well unanimously /juːˈnænɪməsli/ (adverb) something that you unanimously is done with everyone’s agreement and support: I need everyone’s support on this, the board will only listen to me if we unanimously agree unpredictable /ˌʌnprɪˈdɪktəb(ə)l/ (adjective) changing often, in a way that is impossible to prepare for: With the economy being so unpredictable, it’s difficult for us to make any large orders Unit 11 – Stress contagious /kənˈteɪdʒəs/ (adjective) a contagious feeling or idea spreads quickly from one person or place to another: Stress is contagious; it can easily spread from one person to another distress /dɪˈstres/ (noun [uncountable]) a feeling that you have when you are very unhappy, worried or upset: A colleague’s distress can quickly ruin your own day elicit /ɪˈlɪsɪt/ (verb [transitive]) to manage to get information from someone: Ask neutral, open questions to elicit the cause of their distress empathize /ˈempəθaɪz/ (verb [intransitive]) to understand how someone feels because you can imagine what it is like to be them: Don’t be tempted to force your advice on them Instead, simply empathize hypothetical /ˌhaɪpəˈθetɪk(ə)l/ (adjective) based on situations or events that seem possible rather than on actual ones: Use counselling techniques like echoing, summarizing and asking hypothetical questions to help your colleague find their own solutions judgemental /ˌdʒʌdʒˈment(ə)l/ (adjective) too willing to criticize other people’s actions and behaviour and say that they are wrong: Don’t be judgemental You should help them not to feel guilty about the way they feel on track /ɒn ˈtræk/ (phrase) doing or saying things that are likely to have a positive result: Working to lessen the effects of stress will help to keep the whole office on track out of control /ˌaʊt əv kənˈtrəʊl/ (phrase) if something is out of control, people are not able to limit it or make it do what they want it to do: A quiet word with other people who are a source of pressure can help overcome that ‘out of control’ feeling perspective /pə(r)ˈspektɪv/ (noun [uncountable]) a sensible way of judging how good, bad or important something is in comparison with other things: Don’t minimize the problem, but try to help your colleague keep things in perspective In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY 10 UPPER intermediate stressed out /strest ˈaʊt/ (adjective) affected by stress: Encourage your stressed out colleague to talk or even cry; expressing their emotions will provide temporary relief the tip of the iceberg /ðə ˌtɪp əv ði ˈaɪsˌbɜː(r)ɡ/ (phrase) a problem or difficult situation that shows that a much more serious problem exists: Very often a minor annoyance will prove to be the tip of a much bigger iceberg Scenario C – Pitch and persuade consistency /kənˈsɪstənsi/ (noun [uncountable]) the ability to remain the same in behaviour, attitudes, or qualities: Consistency is an important quality when it comes to exerting influence A logical sequence of arguments builds pressure to agree donor /ˈdəʊnə(r)/ (noun [countable]) someone who gives things such as money or goods to an organization, especially one that helps people: Using social media is a good way to get your message across to potential donors elevator pitch /ˈeləveɪtə(r) ˌpɪtʃ/ (noun [countable]) a summary of a sales presentation that should take no longer then the time span of an elevator ride: An elevator pitch isn’t the same thing as a presentation; you don’t have time for details funding /ˈfʌndɪŋ/ (noun [uncountable]) money that a government or organization provides for a specific purpose: In today’s difficult giving environment, the best place to look for funding is with your current donors jargon /ˈdʒɑː(r)ɡən/ (noun [uncountable]) special words and phrases that are only understood by people who the same kind of work: Never use jargon that nobody else can understand in a presentation Always try to keep it clear and simple leverage /ˈliːvərɪdʒ/ (verb [transitive]) the power to make someone what you want: Invite your donors to leverage their willingness to promote your cause by recruiting new supporters from their own circles of friends mailshot /ˈmeɪlˌʃɒt/ (noun [countable]) a letter or advertisement sent to many people at the same time: Forget about mass mailshots and advertising campaigns; new donors are no longer recruited in batches multiply /ˈmʌltɪplaɪ/ (verb [intransitive]) to increase by a large amount: When you build high quality relationships with your followers, your donor circles can multiply indefinitely reciprocity /ˌresɪˈprɒsəti/ (noun [uncountable]) a situation in which you the same thing for someone that they have done for you: Reciprocity is an important principle of influence: if you give something first, then people are more likely to return the favour scarcity /ˈskeə(r)səti/ (noun [uncountable]) a situation in which the supply of something is not enough for the people who want it or need it: The scarcity of something can make it appear even more attractive People more often buy into something if they think they won’t get another chance specific /spəˈsɪfɪk/ (adjective) involving or relating to only one particular thing or type of thing: I think it helps to be specific about what you want to achieve so that everyone knows exactly what they are aiming for Unit 12 – Emailing antitrust /ˌæntiˈtrʌst/ (adjective) intended to prevent companies from controlling prices and reducing competition: Perhaps the most famous business emails in history came to light during the Microsoft antitrust trials as a matter of fact /æz ə ˌmætə(r) əv ˈfækt/ (phrase) used when you are going to give more details about something or when you are going to disagree with or correct what has just been said: A: You haven’t finished the report yet, have you? B: As a matter of fact, I have at first glance /ət ˌfɜː(r)st ˈɡlɑːns/ (phrase) at the moment when you first see something or find out about something, before you know more details: Well I haven’t had time to study them in detail, but at first glance, I’d say these figures were quite encouraging be a pain /bi ə ˈpeɪn/ (phrase) to be annoying: Sorry to be a pain, but I’m still waiting for the update Can you let me know how much longer it’s going to be? BTW /bi ti ˈdʌb(ə)ljuː/ (abbreviation) by the way: used in emails and text messages for adding additional information: Let’s meet in London next week BTW, I need you to look at the Singapore report corporate /ˈkɔː(r)p(ə)rət/ (adjective) relating to large companies, or to a particular large company: Forget about spelling, switch off your grammar-check, and you just might email your way to the top of the corporate ladder dash off /dæʃ ˈɒf/ (phrasal verb [transitive]) to write or draw something quickly because you are in a hurry: I’m so busy, I only have a few minutes each day to dash off emails discipline /ˈdɪsəplɪn/ (verb [transitive]) to punish someone for something they have done wrong: Disciplining your staff electronically isn’t always a good idea Your criticisms may find their way onto the web – for all the world to see emoticon /ɪˈməʊtɪkɒn/ (noun [countable]) a symbol that you type in an email or text message to show how you feel For example the emoticon :-) means happy or friendly: An overuse of smileys or other elaborate emoticons further undermines professionalism and guarantees you won’t be taken seriously face-to-face /ˌfeɪs tə ˈfeɪs/ (adjective) involving two people who are together in the same place: I spend a lot of time in face-to-face meetings, so I don’t spend much time writing emails forward /ˈfɔː(r)wə(r)d/ (verb [transitive]) to send a letter, parcel or email that has been sent to your address to someone else at another address: Anyone who has a habit of forwarding jokes or sending animated electronic greetings cards is destined never to reach the level of senior management FYI /ef waɪ aɪ/ (abbreviation) for your information: used in emails and text messages as a way of introducing a useful piece of information: FYI, I don’t know if anyone has spoken to you about it yet, but I’m probably going to be coming to Copenhagen with you high-profile /ˌhaɪ ˈprəʊfaɪl/ (adjective) often seen in public, mentioned in newspapers or appearing on television: He’s a high-profile businessman who gets a lot of media attention In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY 11 UPPER intermediate leak /liːk/ (verb [transitive]) to tell private or secret information to journalists or to the public: One of the emails was offering advice to the UK on how to prevent secrets from being leaked lethal /ˈliːθl/ (adjective) very dangerous, successful or effective: The virus is so lethal that it has so far infected 45 million PCs mad /mæd/ (adjective) angry: Rule number one: never send an email when you’re mad neglect /nɪˈɡlekt/ (verb [transitive]) to fail to something that you should do: Forty percent of workers moved on to completely new tasks after being interrupted, neglecting to finish the task they had started off the top of your head /ˌɒf ðə ˌtɒp əv jə(r) ˈhed/ (phrase) immediately and without thinking very much: Off the top of my head, I’d say we have about 2,000 people working for us office politics /ˌɒfɪs ˈpɒlətɪks/ (noun [uncountable]) the activities involved in getting power in an office or work environment: Anyone who uses the ‘blank carbon copy’ to secretly involve the boss in emails to colleagues is a poor player of office politics on reflection /ɒn rɪˈflekʃ(ə)n/ (phrase) used after thinking about something carefully: On reflection, I think we’d better look at this whole budget again outburst /ˈaʊtˌbɜː(r)st/ (noun [countable]) a sudden spoken expression of a strong feeling, especially anger: A survey by Mori reveals that three quarters of computer users shout and swear at their machines Such outbursts can cost companies a lot of money in lost earnings respect /rɪˈspekt/ (noun [countable]) an aspect of something: In some respects, he’s a very good businessman, but I’m not sure he’s got the qualities we need for this project subject line /ˈsʌbdʒɪkt ˌlaɪn/ (noun [countable]) the place in an email where you can type what the email is about: The subject line was intriguing It said ‘I love you.’ Those who opened the message unleashed a computer virus now known as the Love Bug think twice /ˌθɪŋk ˈtwaɪs/ (phrase) to carefully consider whether what you are planning to is a good idea: With email, honesty is not always the best policy And if you must tell the truth, think twice before clicking that send button up to a point /ˌʌp tʊ ə ˈpɔɪnt/ (phrase) to some degree but not completely: Up to a point, I think it’s an interesting proposal But I’m afraid I can’t give you the go ahead this time wane /weɪn/ (verb [intransitive]) if a feeling or power wanes, it becomes weaker or less important: Signs are that the first rush of enthusiasm for email may be waning Unit 13 – Making an impact attack /əˈtæk/ (noun [countable/uncountable]) strong criticism: We came under attack from the marketing team They didn’t like our proposal at all ballpark /ˈbɔːlˌpɑː(r)k/ (adjective) used for talking about amounts that have not been calculated exactly: I don’t need detailed costs Just give me a ballpark figure so I can have a rough idea of how much we will be spending cash flow /ˈkæʃ ˌfləʊ/ (noun [uncountable]) the rate at which a business takes in money through sales and pays it out for the things it needs to continue operating: The sooner we get paid, the sooner our cash flow situation will improve centralize /ˈsentrəlaɪz/ (verb [transitive]) to give control of a country, organization or industry to one central group of people: We’re losing control of the company So what’s the answer? Clearly, the answer is to centralize exhaustive /ɪɡˈzɔːstɪv/ (adjective) thorough or complete: Only after exhaustive tests will we be able to launch fruition /fruːˈɪʃ(ə)n/ (noun [uncountable]) the result that you wanted to achieve from a plan or idea: After years of work, our plans are finally coming to fruition go nowhere /ˌɡəʊ ˈnəʊweə(r)/ (phrase) to fail to achieve something, or to fail to be successful: Three years ago this company was going nowhere; today it’s number one in the industry green /ɡriːn/ (adjective) used about people or organizations who care about the environment: We need to make this company greener I think we could a lot more recycling for a start heated /ˈhiːtɪd/ (adjective) a heated discussion or argument is one in which people get angry and excited: What started off as a friendly chat, turned into a heated debate about the state of the economy We were both quite angry by the end immigration /ˌɪmɪˈɡreɪʃ(ə)n/ (noun [uncountable]) the process in which people enter a country in order to live there permanently: The government is thinking about relaxing rules on immigration for skilled workers infrastructure /ˈɪnfrəˌstrʌktʃə(r)/ (noun [countable/ uncountable]) the set of systems within a place or organization that affect how well it operates, for example the telephone and transport systems in a country: One of the key features of a country is its infrastructure, such as its power supply and its education, health and transport systems mother tongue /ˌmʌðə(r) ˈtʌŋ/ (noun [countable]) the main language that you learn as a child: Michel’s English is so good you could almost believe it was his mother tongue move the goalposts /ˌmuːv ðə ˈɡəʊlˌpəʊsts/ (phrase) to change the rules and make it difficult for people to achieve something or to know what to do: We don’t know what our objectives are supposed to be because they keep moving the goalposts odds /ɒdz/ (noun [plural]) the chances of something happening: The odds are against us, but there’s still a chance we can succeed penal system /ˈpiːn(ə)l ˌsɪstəm/ (noun [countable]) a system of laws dealing with the punishment of crimes: Crime rates have gone down ever since the government started to increase its funding of the penal system policy /ˈpɒləsi/ (noun [countable]) a set of plans or actions agreed on by a government, political party, business or other group: It might be difficult to export to that particular country I know they have very strict overseas trading policies In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY 12 UPPER intermediate pour into /pɔː(r) ˈɪntə/ (phrasal verb [transitive]) to give a lot of effort, money or help to someone or something: They’re pouring millions of dollars into Research and Development put up a fight /pʊt ˌʌp ə ˈfaɪt/ (phrase) to try in a determined way to achieve something even though you may not succeed: He didn’t put up much of a fight In fact, he just seemed to give up completely recovery /rɪˈkʌv(ə)ri/ (noun [uncountable]) the process of returning to normal activity after a period of slow activity: It looks as though the worst is now over and we are beginning to see signs of an economic recovery seize /siːz/ (verb [transitive]) to gain control in a situation: If we don’t seize this opportunity, someone else will stakes /steɪks/ (noun [plural]) the things that you can gain or lose by taking a risk, for example in business or politics: The stakes are high – we’re risking the future of this company stick to your guns /ˌstɪk tə jə(r) ˈɡʌnz/ (phrase) to refuse to change what you are saying or doing despite the opposition or criticism of other people: She stuck to her guns, and, as a result, she got exactly what she wanted takeover /ˈteɪkˌəʊvə(r)/ (noun [countable/uncountable]) a situation in which one company takes control of another company by buying a majority of its shares: Right now the company is at risk of a takeover by one its larger competitors trickle /ˈtrɪk(ə)l/ (verb [intransitive]) if people or things trickle in or out, a few of them arrive or leave: A small amount of cash has started trickling in, but it’s not enough trivia /ˈtrɪviə/ (noun [uncountable]) unimportant details or information: You waste a wonderful opportunity if you resort to trivia like: ‘Good evening, ladies and gentlemen, ’ victory /ˈvɪkt(ə)ri/ (noun [countable/uncountable]) the fact of winning a competition or battle, or an occasion when someone wins: With these sales figures, I think we’ve scored a victory over the other sales teams vital /ˈvaɪt(ə)l/ (adjective) very important, necessary or essential: The opener of any presentation is the vital moment when you gain people’s close attention Unit 14 – Out and about adaptor /əˈdæptə(r)/ (noun [countable]) an object that allows you to use electrical equipment in countries where there is a different type of electricity supply from your own: Don’t forget to take an adaptor with you when you travel on business ancient /ˈeɪnʃ(ə)nt/ (adjective) very old: The PCs they were using were absolutely ancient! I hadn’t seen that kind of equipment in years antisocial /ˌæntiˈsəʊʃ(ə)l/ (adjective) not interested in meeting other people, or not enjoying friendly relationships with them: He can be pretty antisocial at times We always invite him to come out with us, and he always says no astonished /əˈstɒnɪʃt/ (adjective) very surprised about something that you did not expect: And then he stood up in front of everybody and announced his resignation We were all utterly astonished belong /bɪˈlɒŋ/ (verb [intransitive]) to feel happy and comfortable in a particular place or with a particular group of people: Always bring a book as protection against strangers Magazines don’t last and newspapers from elsewhere remind you that you don’t belong bother /ˈbɒðə(r)/ (verb [transitive]) to annoy someone by interrupting them when they are busy or want to be left alone: Sorry about my kids Let me know if they’re bothering you breathtakingly /ˈbreθˌteɪkɪŋli/ (adverb) extremely impressively: The view from the top floor was breathtakingly beautiful I don’t think I’ll ever forget it charger /ˈtʃɑː(r)dʒə(r)/ (noun [countable]) a piece of equipment used for providing a battery with electricity: I forgot to take my charger, so I couldn’t use my laptop the whole time I was there cocoon /kəˈkuːn/ (noun [countable]) something that keeps you safe, but may stop you from learning to deal with problems: Going with The Accidental Tourist is like going in a cocoon downright /ˈdaʊnˌraɪt/ (adverb) completely or extremely: used for emphasizing how bad someone or something is: I didn’t like the restaurant at all The way the waiter spoke to me was downright rude exaggerate /ɪɡˈzædʒəreɪt/ (verb [intransitive/transitive]) to describe something in a way that makes it seem better, worse, larger or more important than it really is: He claimed that the whole hotel was made of ice, but I think he must have been exaggerating fiendishly /ˈfiːndɪʃli/ (adverb) used for emphasizing what you are saying, especially how difficult, evil or clever something is: I don’t understand this kind of technology at all I think you need to be fiendishly clever to operate machines like this filthy /ˈfɪlθi/ (adjective) very dirty: I definitely wouldn’t recommend that hotel The rooms were absolutely filthy! furious /ˈfjʊəriəs/ (adjective) extremely angry: Nobody volunteered to help John If that was me, I would have been utterly furious gorgeous /ˈɡɔː(r)dʒəs/ (adjective) very beautiful: Her apartment was absolutely gorgeous I’d love to live somewhere like that hilarious /hɪˈleəriəs/ (adjective) extremely funny: The whole thing was absolutely hilarious! I’ve never laughed so much in my life hysterically /hɪˈsterɪkli/ (adverb) extremely funnily: The presentation was hysterically amusing The speaker made everyone in the audience laugh a lot inedible /ɪnˈedəb(ə)l/ (adjective) too unpleasant or poisonous to eat: That is definitely one of the worst meals I have ever had in my life The food was inedible miserable /ˈmɪz(ə)rəb(ə)l/ (adjective) extremely unhappy or uncomfortable: The hotel was nice, which was lucky because the weather was miserable We stayed indoors the whole time we were there overestimate /ˌəʊvərˈestɪˌmeɪt/ (verb [transitive]) to make a mistake by guessing an amount or number that is too high: It is a common mistake to overestimate one’s potential free time and consequently overpack In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY 13 UPPER intermediate paranoid /ˈpærˌənɔɪd/ (adjective) worrying that people not like you and are trying to harm you, although you have no proof of this: It may be that I’m being paranoid, but I’m sure that woman is watching me prohibitively /prəʊˈhɪbɪtɪvli/ (adverb) in a way that is limiting or preventing something from being done: I wanted to buy something nice, but the prices in all of the stores were prohibitively expensive In the end I came home with nothing sarcastic /sɑː(r)ˈkæstɪk/ (adjective) using sarcasm to upset someone or to show anger: He thinks he’s funny, but I think he’s just being sarcastic tribunal /traɪˈbjuːn(ə)l/ (noun [countable]) a special law court organized to judge a particular case: He won back his job after an industrial tribunal ruled that he had been unfairly dismissed witty /ˈwɪti/ (adjective) clever and funny: Sarah’s very witty She told some very funny jokes at dinner last night Unit 15 – Delegation assign /əˈsaɪn/ (verb [transitive]) to give someone a job to do: When assigning tasks to your staff, always give them a clear action plan associate /əˈsəʊsiət/ (noun [countable]) someone you work with, especially in business: Your associates will need to know exactly how much time is available in order to plan their work and deliver on time autonomy /ɔːˈtɒnəmi/ (noun [uncountable]) the power to make your own decisions: He’s still very new to this kind of work, so we don’t give him a great deal of autonomy guidance /ˈɡaɪd(ə)ns/ (noun [uncountable]) advice about what you should or how you should behave: Give your co-workers clear guidance as to what tools they can use, and how to use them in the dark /ɪn ðə ˈdɑː(r)k/ (phrase) not knowing very much about something, because other people are keeping it secret from you: Make sure your people know exactly what they’re supposed to achieve Nobody likes working in the dark! motivation /ˌməʊtɪˈveɪʃ(ə)n/ (noun [uncountable]) a feeling of enthusiasm or interest that makes you determined to something: Nothing damages a colleague’s motivation more than knowing it makes no difference whether they a job well, badly or not at all peer /pɪə(r)/ (noun [countable]) someone who belongs to the same social or professional group as another person: It’s important that you get on well with your peers and show them as much respect as you would your superiors staffer /ˈstɑːfə(r)/ (noun [countable]) a member of the staff of an organization, for example, a newspaper: Explain clearly how you would like the job done, or, if you are leaving the choice to one of your staffers, what options are available subordinate /səˈbɔː(r)dɪnət/ (noun [countable]) someone who has less power or authority than someone else: Be careful how you treat your subordinates One of them may well end up being your boss timeframe /ˈtaɪmfreɪm/ (noun [countable]) the period of time during which something happens or must happen: Make sure the timeframe is realistic; avoid the temptation to ‘move the goalposts’ at a later date Scenario D – Change champion congratulate /kənˈɡrætʃʊleɪt/ (verb [transitive]) to tell someone that you are pleased about their success, good luck or happiness on a special occasion: It’s important to congratulate your staff on their achievements in order to reinforce good habits exceed /ɪkˈsiːd/ (verb [transitive]) to go above an official limit: Hotel accommodation should no longer exceed a three star rating or local equivalent feasible /ˈfiːzəb(ə)l/ (adjective) possible or likely to succeed: I think this change sounds like it might be a good idea, but I’m not yet convinced that it’s actually feasible Are we really sure we can this? implement /ˈɪmplɪˌment/ (verb [transitive]) to make something such as an idea, plan, system or law start to work and be used: I know I can count on you all to make sure these changes are implemented as smoothly as possible in preference to /ɪn ˈpref(ə)rəns tə/ (phrase) instead of someone or something else that you like or want less: Staff are also reminded to use public transport in preference to taxis whenever possible in your interest /ˌɪn jə(r) ˈɪntrəst/ (phrase) an advantage or benefit to someone or something: If you want people to accept changes like these, you need to show them why it will be in their interest to so incentive /ɪnˈsentɪv/ (noun [countable/uncountable]) something that makes you want to something or to work harder, because you know that you will benefit by doing this: It’s a big change and they won’t like it at first, so we’ll have to give them a decent incentive to start the process justification /ˌdʒʌstɪfɪˈkeɪʃ(ə)n/ (noun [countable/ uncountable]) a reason why something is correct and morally right: If you ask me, all of these changes are completely pointless There’s no justification for them at all key /kiː/ (adjective) very important: We need to identify and train the key people who will be able to implement these changes on your side /ˌɒn jə(r) ˈsaɪd/ (phrase) if someone is on your side, they are supporting you, or remaining loyal to you: If you get enough people on your side, you will be able to get what you want reimburse /ˌriːɪmˈbɜː(r)s/ (verb [transitive]) to give someone the same amount of money that they have spent, for example on something connected with their work: Please note that from now on only economy class travel will be reimbursed In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY 14 UPPER intermediate Unit 16 – Teleconferencing assembly line /əˈsembli ˌlaɪn/ (noun [countable]) a system for making products in a factory in which each worker or machine is responsible for adding or checking a particular part: If it were up to me, everyone who works for this company would spend some time working on the assembly line I want everyone to know exactly how our products are made back up /bæk ˈʌp/ (phrasal verb [intransitive/transitive]) if traffic backs up, or if it is backed up, the vehicles are in a long line and waiting to continue moving: We’ll have container lorries backed up from Hamburg to Lübeck backlog /ˈbækˌlɒɡ/ (noun [singular]) an amount of work or other things that you should already have done or dealt with: We’re in a bit of a panic at the moment We’ve got a backlog of orders and very little time to something about it blue-chip /ˈbluːˌtʃɪp/ (adjective) used for a company or investment that makes a lot of money and is safe to invest in: The RJK Group is one of the world’s leading advertising agencies with an impressive list of blue-chip clients bottleneck /ˈbɒt(ə)lˌnek/ (noun [countable]) a specific problem in part of a process, that causes delays to the whole process: After we re-opened the plant there was a production bottleneck, with so many orders being processed at the same time commercial /kəˈmɜː(r)ʃ(ə)l/ (noun [countable]) an advertisement on television or radio: At the moment, RJK’s top creatives are on location filming a commercial for a shower gel continuity /ˌkɒntɪˈnjuːəti/ (noun [countable]) a situation in which something happens or exists for a long time without stopping or changing: You need to plan ahead to respond rapidly to unexpected issues that affect business continuity edge /edʒ/ (noun [singular]) an advantage that makes someone or something more successful than other people or things: You need to continuously innovate and transform your business model to maintain the competitive edge eliminate /ɪˈlɪmɪneɪt/ (verb [transitive]) to get rid of something that is not wanted or needed: Videoconferencing is never going to eliminate the need for at least one face-to-face meeting fringe benefit /ˈfrɪndʒ ˌbenɪfɪts/ (noun [countable]) something that you get in addition to your salary, for example, a car: Fringe benefits include health insurance, a company car and contributory pension plan go up /ɡəʊ ˈʌp/ (phrasal verb [intransitive]) to start burning quickly or explode: There’s nothing we can but stop all production straightaway Otherwise, the whole plant could go up! hazard /ˈhæzə(r)d/ (noun [countable]) something that could be dangerous or could cause damage or accidents: Unless we completely re-design the production process, I think this facility will continue to be a safety hazard hemisphere /ˈhemɪˌsfɪə(r)/ (noun [countable]) one half of the Earth, divided between north and south by the equator: With videoconferencing, it’s possible to collaborate with colleagues, even if they’re in opposite hemispheres in reserve /ɪn rɪˈzɜː(r)v/ (phrase) available to be used: Don’t we keep any stock in reserve for this kind of thing? interact /ˌɪntərˈækt/ (verb [transitive]) if two or more people interact, or if one person interacts with another, they communicate with one another and react to one another, often while performing an activity together: Much of business is still based on the quality of your relationships with the people with whom you interact most often monitor /ˈmɒnɪtə(r)/ (verb [transitive]) to regularly check something or watch someone in order to find out what is happening: An appraisal interview is one way of monitoring employee performance and personal development overstretched /ˌəʊvə(r)ˈstretʃt/ (adjective) without enough money, people, etc to operate effectively: Transferring stock from another plant will take too long And, besides, we’re overstretched as it is personalized /ˈpɜː(r)s(ə)nəlaɪzd/ (adjective) made or changed in order to be especially suitable for a particular person: Rather than just speaking to your clients on the phone or by email, videoconferencing allows you to have a more personalized relationship prospect /ˈprɒspekt/ (noun [countable/uncountable]) the possibility that something will happen, especially something good: For hardworking and ambitious young managers there are excellent promotion prospects quality control /ˈkwɒləti kənˌtrəʊl/ (noun [uncountable]) the regular tests that are done in a factory to make sure that its products are good enough to sell: We have very strict quality control to make sure that every thing is as it should be raw materials /ˌrɔː məˈtɪəriəlz/ (noun [plural]) substances such as coal or iron that are in their natural state before being changed by chemical processes: We’ll need to increase our supply of raw materials if we’re going to be able to meet this order real-time /ˈrɪəltaɪm/ (adjective) happening in the present moment: Videoconferencing allows for real-time, face-to-face communication regulation /ˌreɡjʊˈleɪʃ(ə)n/ (noun [countable]) an official rule that controls the way that things are done: Our safety regulations are there to make sure that accidents don’t happen rescue /ˈreskjuː/ (noun [countable/uncountable]) an act of saving someone or something from danger, failure or an unpleasant situation: There’ll be time for proper analysis of what went wrong later Right now we need a rescue plan shut down /ʃʌt ˈdaʊn/ (phrasal verb [intransitive/ transitive]) if a shop, school, factory or business shuts down, or if someone shuts it down, it closes: There’s been a big problem with the Hamburg plant We’re going to have to shut it down immediately supply chain /səˈplaɪ ˌtʃeɪn/ (noun [countable]) a series of processes involved in supplying a product to someone: I want us to simplify the supply chain At the moment, it’s taking us too long to get our products to the customers In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY 15 UPPER intermediate Unit 17 – Negotiating deals blockbuster /ˈblɒkˌbʌstə(r)/ (noun [countable]) something that is very successful, especially a film, show or novel: The Rolling Stones have never produced a real blockbuster on the scale of Fleetwood Mac’s Rumours or Pink Floyd’s Dark Side of the Moon breakthrough /ˈbreɪkθruː/ (noun [countable]) a discovery or achievement that comes after a lot of hard work: After hours of negotiations, there was finally a breakthrough and they reached an agreement that they were both comfortable with concession /kənˈseʃ(ə)n/ (noun [countable]) something you give or allow to someone in order to reach an agreement: In a negotiation, you’re there to explore both sides’ interests, generate options and trade concessions deadlock /ˈdedˌlɒk/ (noun [uncountable]) a situation in which neither person or group involved in a disagreement is willing to change their opinions or position: The negotiation began to look as if it would end in deadlock, and both parties became increasingly desperate to reach a solution documentation /ˌdɒkjʊmenˈteɪʃ(ə)n/ (noun [uncountable]) documents used for proving that something is true: We’ll handle the shipping charges, insurance and all the necessary documentation to save you doing the paperwork yourself exchange rate /ɪksˈtʃeɪndʒ ˌreɪt/ (noun [countable]) the value of the money of one country when you change it into the money of another country: We will cover any fluctuations in the exchange rate between the dollar and the euro good cop, bad cop /ˌɡʊd kɒp ˈbæd kɒp/ (phrase) if two people play good cop/bad cop with someone, one is friendly while the other behaves in a threatening way in order to make the person trust the ‘good cop’ and tell them the information they want to know: It was a tough negotiation I was up against two of them, and they seemed to be playing a kind of good cop, bad cop routine One of them was easygoing and the other was really aggressive gross /ɡrəʊs/ (adjective) a gross amount of money is the total amount before taxes or costs have been taken out: The band has generated more than $1.5 billion in gross revenues since 1989 guarantee /ˌɡærənˈtiː/ (noun [countable]) an agreement that if something that you buy does not work, it will be repaired or replaced or you can have your money back: All of our products come with a three-year guarantee head-on /ˈhed ɒn/ (adjective) a head-on crash is one in which two vehicles travelling in opposite directions hit each other: Neither side was willing to back down, and it turned into a head-on conflict in principle /ɪn ˈprɪnsəp(ə)l/ (phrase) used for saying that something is possible in theory, although it has not yet been tried: I know you don’t want to talk about prices yet, but in principle, you’re happy talking about forty cases, right? income stream /ˈɪnkʌm striːm/ (noun [countable]) the money that an organization gets from a particular activity: Whilst concerts make the most money, music rights provide the steadiest income stream liable /ˈlaɪəb(ə)l/ (adjective) if someone is liable to something, they are likely to it: Faced with prolonged and uncomfortable silences, your opponent is liable to make another concession long-term /ˈlɒŋˌtɜː(r)m/ (adjective) continuing to exist, be relevant, or have an effect for a long time in the future: This is a long-term relationship that we want to maintain so we may have to reach some kind of compromise manoeuvre /məˈnuːvə(r)/ (verb [intransitive/transitive]) to move someone or something in a situation that needs care or skill: With regards to the terms of payment, I think there might be some room to manoeuvre there I’d have to check movement /ˈmuːvmənt/ (noun [uncountable]) a change that leads towards improving a situation or solving a problem: What we’d really like to see is a bit more movement on price off limits /ˈɒf ˌlɪmɪts/ (phrase) not allowed or approved of: I can negotiate with you on a number of things, but please remember that the basic price per unit is strictly off limits one-off /ˈwʌnɒf/ (adjective) happening, done or made only once: You’d be surprised how many business negotiations are basically one-off deals opponent /əˈpəʊnənt/ (noun [countable]) someone who is competing against you: In the first negotiation you probably didn’t think much about your opponent’s interests packaging /ˈpækɪdʒɪŋ/ (noun [uncountable]) the boxes, bottles or plastic used for wrapping products so that they can be sold: We normally use styrofoam containers for our packaging pause /pɔːz/ (verb [intransitive]) to stop moving or stop what you are doing for a short time before starting again: You always know who’s going to win a negotiation – it’s he who pauses the longest pre-empt /priːˈempt/ (verb [transitive]) to or say something that stops someone else’s plan or action: In order to win at all costs, he became hostile and tried to pre-empt negotiation altogether problem-solving /ˈprɒbləm ˌsɒlvɪŋ/ (noun [uncountable]) the process of finding solutions to problems: It started as a tense negotiation, but it ended up being a very useful problem-solving exercise royalties /ˈrɔɪəltiz/ (noun [plural]) a payment that someone such as a writer or musician gets each time their work is sold or performed: Each time their songs get played on the radio, the songwriters receive 50% of the royalties till the cows come home /tɪl ðə ˈkaʊz kʌm ˌhəʊm/ (phrase) for a very long time: Both sides end up arguing the whys and wherefores They can talk till the cows come home, but it’s a waste of time win-win /ˌwɪnˈwɪn/ (adjective) a win-win situation is one in which everyone benefits: I hope we can end up with a win-win situation, where we both get what we want zero-sum game /ˈzɪərəʊ sʌm ˌɡeɪm/ (noun [singular]) a situation in which one person can win only what another person loses: This makes it a simple zero-sum game – if I get what I want, you don’t, and vice versa In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY 16 UPPER intermediate Unit 18 – Mediation a recipe for disaster /ə ˌresəpi fə(r) dɪˈzɑːstə(r)/ (phrase) to make it extremely likely that something bad will happen: If two team members have very different goals, then asking them to work closely together is a recipe for disaster at each other’s throats /æt iːtʃ ˌʌðə(r)z ˈθrəʊts/ (phrase) if two people are at each other’s throats, they are arguing in an angry way: Two members of the team were at each other’s throats over the shared office space confidential /ˌkɒnfɪˈdenʃ(ə)l/ (adjective) showing that what you are going to say must be kept secret: Everything you say is totally confidential I won’t tell anyone conflicting /ˌkənˈflɪktɪŋ/ (adjective) describes two or more things that cannot all be right or cannot all happen at the same time: Conflicting ways of working can result in a lot of uneasiness between staff members ethically /ˈeθɪkli/ (adverb) doing something you consider morally right: What you when your boss asks you to something that you disapprove of ethically? friction /ˈfrɪkʃ(ə)n/ (noun [uncountable]) disagreement: Whenever team members have different needs and priorities, there is the potential for friction hassle /ˈhæs(ə)l/ (noun [countable/uncountable]) a situation that causes problems for you or that annoys you very much: I arrived at the office hoping for a hassle-free day, but unfortunately that isn’t what I got impartial /ɪmˈpɑː(r)ʃ(ə)l/ (adjective) not connected to or influenced by one particular person or group: First of all, I’m completely impartial in all this, so you can trust me to be fair inconsistent /ˌɪnkənˈsɪstənt/ (adjective) not always behaving in the same way or producing the same results: Whenever a company policy is changed without warning, or is inconsistent, there will be negative reactions slash /slæʃ/ (verb [transitive]) to reduce something by a large amount: Things have been difficult since the department’s budget was slashed to top it all /tə ˈtɒp ɪt ˌɔːl/ (phrase) in addition to everything else that was said or done: Three of our key team members are leaving and, to top it all, my assistant has just handed in a transfer request cooperation /kəʊˌɒpəˈreɪʃ(ə)n/ (noun [uncountable]) a situation in which people or organizations work together to achieve a result that will benefit all of them: I look forward to our continued cooperation on this project It has been a pleasure to have worked so closely with you so far ground rules /ˈɡraʊnd ˌruːlz/ (noun [plural]) the basic rules or principles that govern the way that something is done: Before we begin this discussion, I’d like to set a few ground rules First of all: no interrupting inconclusive /ˌɪnkənˈkluːsɪv/ (adjective) not producing a definite result or complete proof of something: We discussed the matter for a long time, but in the end the meeting was inconclusive We didn’t come to any firm decisions leave aside /liːv əˈsaɪd/ (phrasal verb [transitive]) to not consider something because you want to consider something else instead: Let’s leave this issue aside for a moment and talk about something else, shall we? passive /ˈpæsɪv/ (adjective) accepting what happens without trying to control or change events or to react to things: It’s good to listen to what everyone else has to say, but don’t be too passive Make sure your opinion is heard sponsor /ˈspɒnsə(r)/ (verb [transitive]) to give money in order to help someone who lives in another country: He agreed to sponsor three African students on water resources engineering courses at universities in the UK urge /ɜː(r)dʒ/ (verb [transitive]) to advise someone very strongly about what action or attitude they should take: I urge you to invest in this project I really think it has a lot of potential veto /ˈviːtəʊ/ (noun [countable]) an official refusal to approve or allow something: I know Sally has a veto on this, so we will need to work hard to convince her not to use it Scenario E – Moral quarrel aggressive /əˈɡresɪv/ (adjective) behaving in an angry or rude way that shows you want to fight, attack or argue with someone: We don’t tolerate aggressive behaviour such as shouting and making threats assertive /əˈsɜː(r)tɪv/ (adjective) behaving in a confident way in which you are quick to express your opinions and feelings: He has a good way of dealing with things He’s assertive, but he doesn’t force his views on other people concrete /ˈkɒŋkriːt/ (adjective) based on facts and information: For this kind of presentation, you need to give concrete examples, not broad generalizations In Company 3.0 Upper Intermediate © Macmillan Publishers Limited 2014 GLOSSARY 17