FINANCE MARKETING UNIVERSITY
COMMERCE DEPARTMENT
INTERNATIONAL TRADE
Nghiemmarket.blogspot
(AVTMQT 3-4)
Chapter 1: Exporting and the Management of Risk.
Chapter 2: Negotiating Delivery
Chapter 3: Negotiating Price & Payment
Translate Import & Export Contracts
Listening: “Business English” CD 8
(AVTMQT 5-6)
1. Negotiating Inspection & Defects liability.
2. Legal framework
3. Export Contract
“Business English” CD 9”
EXPORTING AND THE EXPORT CONTRACT
Dr. Dr. James R. Pinnells
Compiled by Mr. Nguyen Thanh Nghiem
( For Internal Use Only )
September 2011
Syllabus
CD 8, 9
-Lessons:
1. Exporting Management of Risk 4. Negotiating Inspection & Defect Liability
2. Negotiating Delivery 5. Legal Framework
3. Negotiating Price & Payment 6. The Export Contract .
TABLE OF CONTENTS
4. Exporting and the Management of Risk
5. Negotiating Delivery
6. Negotiating Price & payment
7. Negotiating Inspection & Defects liability.
8. Legal framework
9. Export Contract
THIS PART IS USED FOR CD 8
8.1 ORIENTATION TO A NEW JOB
8.1.1 COMPREHENSION QUESTIONS
1) What does Anthony have to do if he wants some coffee?
a. He has to pay 50 cents for each cup.
b. He has to help himself to it in the kitchen.
c. He has to ask Kara to make some coffee for him.
2) If you run out of pencils and paper at work, where can you get more?
a. from the kitchen
b. from the CEO’s office.
c. from the storeroom.
3) When Ellen says, “We have flex-time here, “what does it mean?
a. Workers are not all on the same schedule.
b. There are no clocks at this company.
c. There is time for exercise at the office every day.
4) Using Tiffany as an example, what should you when introduced to a new co-worker?
a. Extend your hand for a handshake.
b. Ask the new employee to make some coffee.
c. Smile and look at your feet.
5) Does Anthony speak a second language?
a. Yes, he speaks French very well.
b. Yes, he speaks a little French.
c. No, he only speaks English.
6) Where is Kara’s cubicle?
a. It’s to the left of the entrance door.
b. Her cubicle is on the shelf in the storeroom.
c. It’s free.
7) If something is difficult for you at work, which phrase could you use to express this?
a. “It’s quiet down here.”
b. “I’m having trouble.”
c. “Things are certainly flexible here.”
8) What is Anthony having trouble with today?
a. He’s having trouble remembering people’s names.
b. He doesn’t remember how to speak French.
c. Anthony’s having trouble dealing with international accounts.
9) Suppose your boss wants you to visit Mr. Harmon in advance of the design meeting. What do you
need to do?
a. Call Mr. Harmon and invite him to talk with you during the design meeting.
b. Go to the design meeting so you can tell Mr. Harmon about it when you visit him.
c. Meet with Mr. Harmon first, before attending the design meeting.
10) Where is Anthony’s workspace going to be at AdRad?
a. Anthony will share Tiffany’s cube until his is ready.
b. His cubicle is the first one on the left as you come in.
c. He’ll be working in Ellen’s office for a couple of weeks.
-Perk: Use of a company car is a common perk.
Free coffee is just one of the small perks of working here.
This job has a lot of great perks, including a lot of free travel and membership at a nearby gym.
-Storeroom: Did you look in the storeroom?
I stocked the shelves in the storeroom just yesterday.
Almost everything you need is already on your desk, but the extra supplies are stored in the
storeroom.
-What I need: What I need is a cup of strong coffee.
I’m making a list of what I need for my trip to Venezuela.
As soon as I find what I need, I’ll get to work.
-Cubicle: Stop by my cubicle later, and we can talk about that.
The worst thing about cubicles is that they have no windows.
I don’t have an office of my own, but I have a comfortable little cubicle all to myself.
-As you come in: As you come in, you’ll see the secretary’s desk just inside the door.
Please stop and sign the registry as you come in.
Our office is on the right as you come into the building, it’s on the left, of course.
Have trouble
I always have trouble finding my way around downtown.
No, we didn’t have trouble finding your place- you gave us excellent directions.
She’s having a lot of trouble with her computer today. She’s lost several files already.
Keep names straight
Do you think you can keep all the names straight.
Kara’s very good at keeping names straight.
When I saw Ted, I called him Tim. I just can’t seem to keep these names straight.
Share
I’m going to find a roommate to share expenses, that way, I can get a better apartment.
Miles dreamed that he had to share a cubicle with Rick.
There’s only one piece of cake left. Get two forks, and we’ll share it.
Workspace
My workspace is usually pretty messy.
It’s a small workspace, but you should find everything you need here.
His workspace used to be a small cube, but now he has a big office with a wooden desk.
In
Is the doctor in?
Mr. Burns is out right now, but I’ll let you know when he gets in.
I guess nobody’s in yet. The office is completely empty.
Straggling
When the game ended in defeat, the fans went straggling home.
On Monday mornings, the workers come straggling in to the office.
Stop straggling, boys! Stay together and move a little faster!
Flex-time
I’m looking for a job with flex-time opportunities.
Do you have flex-time here?
She needs a job with flex-time because her children often need her at home.
In advance
She didn’t schedule an appointment in advance, so she couldn’t see the dentist.
You’ll need to cancel your reservation 24 hours in advance in order to get a refund.
If you had explained the problem in advance, then I would have been prepared to solve it.
Flexible
Oh, come on! Be flexible!
You can come anytime. We’re flexible.
She’s not flexible enough for this job. Things are always changing here, and she hates change.
Fluency
She has total fluency not only in Spanish, but also in Portuguese and Italian.
His fluency in Japanese often surprises our clients.
Susan studied German for years, but never achieved fluency until she went to live in Germany.
Useful
This knowledge will be very useful to our company.
Does anybody have any useful ideas?
Yor umbrella is beautiful, but it can’t be very useful here in the desert.
International
Will the job involve international travel?
The International Food Court at the mall has ethnic food from many different countries.
Our international accounts are much more profitable
ELLEN The kitchen is down there. You’ll find coffee there and a refrigerator, if you
want to bring your lunch.
ANTHONY Do you have to pay for the coffee?
ELLEN No, it's free, but you might have to make it yourself sometimes.
ANTHONY That's OK. It's a nice perk.
ELLEN Yes, it is. And down past the kitchen is the storeroom. If you need supplies
like pads or pens, you can get them from here. §2
ANTHONY What if I can’t find what I need?
ELLEN You can ask Kara. She knows where everything is.
ANTHONY Have I met her?
ELLEN She's the woman who sits in the first cubicle on the left as you come in.
ANTHONY Oh, yes. I’m having trouble keeping all the names straight.
ELLEN And this is where you'll be working. You'll be sharing a workspace with
Tiffany McGuire until we can get you one of your own.
ANTHONY That's fine. It's quiet down here. Isn’t anybody in yet?
ELLEN Oh, they'll come straggling in.
ANTHONY So everyone isn't required to work the same hours?
ELLEN Oh, no, we have flex-time here. So everyone puts in at least 40 hours, but
when they do is pretty much up to them.
ANTHONY How does that work for meetings?
ELLEN We try to schedule them well enough in advance so that everyone can plan
to be there.
ANTHONY Things are certainly more flexible here than at my last job.
ELLEN That was in France?
ANTHONY Yes, it was.
ELLEN Your fluency in French will be very useful when dealing with some of
our international accounts.
TIFFANY Good morning, Ellen. Hello.
ELLEN Tiffany, this is Anthony Brown, our new writer. Today's his first day.
TIFFANY Nice to meet you, Anthony. Welcome.
ANTHONY Thank you. It's nice to meet you, too.
ELLEN Tiffany just started working here a few months ago, so she'll be a good one to
ask for help.
TIFFANY Sure. I know what it's like to be new and not know anyone or where things are.
ANTHONY Thank you. I'm sure I'll have lots of questions.
ELLEN Well, I've got to get Anthony over to see Mr. Scott in Human Resources so we can
take care of his paperwork.
ANTHONY Nice to meet you. Tiffany.
TIFFANY See you later, Anthony.
8.1.1 COMPREHENSION QUESTIONS
1) What does Anthony have to do if he wants some coffee?
a. He has to pay 50 cents for each cup.
b. He has to help himself to it in the kitchen.
c. He has to ask Kara to make some coffee for him.
2) If you run out of pencils and paper at work, where can you get more?
a. from the kitchen
b. from the CEO’s office.
c. from the storeroom.
3) When Ellen says, “We have flex-time here, “what does it mean?
a. Workers are not all on the same schedule.
b. There are no clocks at this company.
c. There is time for exercise at the office every day.
4) Using Tiffany as an example, what should you do when introduced to a new co-worker?
a. Extend your hand for a handshake.
b. Ask the new employee to make some coffee.
c. Smile and look at your feet.
5) Does Anthony speak a second language?
a. Yes, he speaks French very well.
b. Yes, he speaks a little French.
c. No, he only speaks English.
6) Where is Kara’s cubicle?
a. It’s to the left of the entrance door.
b. Her cubicle is on the shelf in the storeroom.
c. It’s free.
7) If something is difficult for you at work, which phrase could you use to express this?
a. “It’s quiet down here.”
b. “I’m having trouble.”
c. “Things are certainly flexible here.”
8) What is Anthony having trouble with today?
a. He’s having trouble remembering people’s names.
b. He doesn’t remember how to speak French.
c. Anthony’s having trouble dealing with international accounts.
9) Suppose your boss wants you to visit Mr. Harmon in advance of the design meeting. What do you
need to do?
a. Call Mr. Harmon and invite him to talk with you during the design meeting.
b. Go to the design meeting so you can tell Mr. Harmon about it when you visit him.
c. Meet with Mr. Harmon first, before attending the design meeting.
10) Where is Anthony’s workspace going to be at AdRad?
a. Anthony will share Tiffany’s cube until his is ready.
b. His cubicle is the first one on the left as you come in.
c. He’ll be working in Ellen’s office for a couple of weeks.
8.2 LISTEN TO DIRECTORS
8.3 TEAMWORK
… Excuse me. Tiffany, could I bother you for a second?
… Yes?
… I'm supposed to review the documents on the Toulouse Travel account, but I can’t access the
folder.
… Just click on the new accounts icon.
… Thanks, Tiffany. Sorry to interrupt you.
… No problem.
… Hey, Anthony, do you have a minute to talk about this new project?
… Sure. You're Rick, right?
… Righto, pal. Now, I've got an idea for this project that I think will really blow them away.
… Would you guys mind discussing this somewhere else? I've got a deadline.
… Sorry, Tiff.
…Why don't I meet you in your office? I’ll be there in five minutes.
… Perfect. I'll see you there.
… Look, Anthony, I'm sorry to blow up like that.
… Don't worry about it. It's understandable.
… It's just that I have a lot of work to do, and having to share the workspace and the computer makes
it harder.
… Is there anything I can do to make it easier?
… You could pick stuff up when you're done with it.
… I guess I have been bad about leaving papers all over the desk.
… It isn't that you've been bad. It's just that with two of us in this small space, we have to think about
the other person all the time.
… I’ll get these out of your way now.
… This must be even harder for you, being new and all.
… Well, it isn't ideal, that's for sure. But I suppose it'll make me appreciate it more when I have my
own space.
…That's for sure.
… I’d better go see what Rick wants. See you later.
TIFFANY Bye.
1) Who interrupts Tiffany while she's working?
a. Anthony interrupts her. b. Rick interrupts Tiffany by asking her a question. c. Ellen does.
2) In this scene, how does Tiffany feel about being interrupted while she's working?
a. She feels that Anthony and Rick need her help, and she's going to help them right away.
b. She's annoyed.
c. She's happy to have someone to talk to.
3) Anthony says that he's supposed to review some documents. What does he mean?
a. He's volunteering to review the documents. b. It's part of his job to review the
documents.
c. He doesn't want to review the documents.
4) What problem does Tiffany help Anthony with?
a. Tiffany shows him how to review documents.