English For Business and Management Sciences LICENCE 1 UNH 2024 STUDENTS HANDOUT - 085939

English for Business and Management Sciences
Licence 1
Management Faculty
UNH
Introduction
This course is intended for License 1 students in the Faculty of Management Sciences at New
Horizons University 'Université Nouveaux Horizons' (abbreviation UNH).
This course is designed to emphasize the significance of English language requirements for
students of management sciences. Business and management are indispensable components of
any English-speaking society, whether local, national, international, or corporate.
In the context of globalization, the language of international business and world trade,
English, is widely spoken. Globally, English is regarded as the lingua franca, or the language
of business management, politics, international relations, culture, and entertainment.
Therefore, business and management English is regarded as essential for anyone seeking
employment in any aspect of business. English for business management is a subfield of
English for Specific Purposes (ESP).
English for Business and Management is a broader term that encompasses every linguistic
aspect used in business areas, including accounting, commerce, e-commerce, economics,
finance, human resources, insurance, information technology, law, manufacturing, marketing,
production, property, the stock exchange, (international) trade, transportation, and business
communication activities, such as presentations, negotiations, meetings, or report writing.
Objectives
• Identifying English language needs and enabling the students to focus on the importance of
English language proficiency in business and management situations
• Helping business students improve their productive proficiency in English spoken and
written
• Enriching business English vocabulary with self-confidence to communicate effectively in

professional contexts and business and management environment
• Improving professional etiquette in business negotiations, telephone conversations, written

reports and emails, and professional presentation the course is divided into two parts the first
part deals with Business and management it analyses the texts and dialogues that will allow
my student to acquire more vocabulary and expression related to business management. It
also provides a frame of discussion and debate.
The second part deals with a communication focus. This second part helps my students to be
more fluent in socializing English, how to hold a meeting, make a presentation, and negotiate
a business brief it opens the way to business communication.
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PART I BUSINESS AND MANAGEMENT
UNIT 1 Types of Business Presence
Text1
There are several types of business entities that exist in the commercial world, each with its
own unique characteristics and legal implications. One common type of business is the sole
proprietorship, which is owned and operated by a single individual. In a sole proprietorship,
the business and the owner are considered the same entity, meaning that the owner is
personally liable for all debts and obligations of the business. This type of business structure
is relatively easy to set up and offers complete control to the owner, but it also carries a high
level of risk due to the lack of legal separation between the business and the owner.
Another prevalent form of business is the partnership, which involves two or more individuals
joining forces to run a business together. Partnerships can be general partnerships, where all
partners share equally in the profits and losses of the business, or limited partnerships, where
there are both general partners who run the business and limited partners who invest but have
limited liability. Partnerships are governed by a partnership agreement that outlines the roles,
responsibilities, and profit-sharing arrangements among the partners. While partnerships offer
shared decision-making and resources, they also involve shared liabilities and potential
conflicts among partners.
Corporations represent a distinct type of business entity that is separate from its owners. A
corporation is owned by shareholders, who elect a board of directors to make high-level
decisions on behalf of the company. One key advantage of a corporation is limited liability,
meaning that shareholders are typically not personally responsible for the debts and
obligations of the corporation. However, corporations are subject to more complex
regulations and taxation requirements compared to sole proprietorships and partnerships.
Additionally, corporations must adhere to strict corporate governance practices to ensure
transparency and accountability to shareholders and stakeholders.
Vocabulary and expressions
Limited Liability: Limited liability is a legal concept where the owners or shareholders of a
business are not personally liable for the company's debts and obligations. This means that
their personal assets are protected in case the business faces financial difficulties or lawsuits.
For example, in a limited liability company (LLC), the owners' liability is typically limited to
the amount of their investment in the company, shielding their personal assets from business-
related risks.
Profit-Sharing: Profit-sharing refers to a system where a portion of a company's profits is

distributed among its employees or partners. This can be done through bonuses, profit-sharing
plans, or other incentive programs. For instance, a company may set up a profit-sharing
scheme where a percentage of the annual profits is distributed among employees based on
performance or tenure, providing them with a direct stake in the company's success.
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Corporate Governance: Corporate governance encompasses the system of rules, practices,
and processes by which a company is directed and controlled. It involves balancing the
interests of various stakeholders such as shareholders, management, customers, suppliers,
financiers, government, and the community. For example, a corporation may establish a board
of directors to oversee the company's management, ensure compliance with laws and
regulations, and represent the interests of shareholders in key decision-making processes.
Good corporate governance is crucial for building trust and maintaining the long-term
sustainability of a business.
Vocabulary Exercises:
1. Fill in the Blanks:

a. One common type of business is the ____________, which is owned and operated by a
single individual.
b. Partnerships can be general partnerships, where all partners share equally in the
____________ and losses of the business.
c. A corporation is owned by ____________, who elect a board of directors to make high-
level decisions on behalf of the company.
2. Match the following terms with their definitions:

a) Limited Liability 1. Rules and practices by which a company is directed and
controlled
b) Profit-Sharing 2. System where a portion of profits is distributed among
employees.
c) Corporate Governance 3. A legal concept where owners are not personally liable for the
company's debts.
1. Multiple Choice:
a. What type of business involves two or more individuals joining together to run a business?
1. Sole proprietorship
2. Partnership
3. Corporation
b. Which business entity offers limited liability to its owners?
2. Partnership
3. Corporation
c. What is the system where a portion of profits is distributed among employees?
1. Limited Liability
2. Profit-Sharing
3. Corporate Governance
2. State whether the following statements are true or false:

a. In a sole proprietorship, the owner is not personally liable for the business's debts.
(True/False)
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b. Limited partnerships involve partners who have limited liability. (True/False)
c. Corporate governance involves the distribution of profits among employees. (True/False)
3. Match the following terms with their synonyms:

a. Owners –
b. High-level -
c. Responsibilities -
4. Match the following terms with their definitions:

a. General Partnership
b. Limited Liability
c. Corporate Governance
Definitions:
1. A legal concept where owners are not personally liable for the company's debts.
2. A type of partnership where all partners share equally in the profits and losses.
3. System of rules, practices, and processes by which a company is directed and controlled.
Reading comprehension
1. What are the key differences between a sole proprietorship, a partnership, and a corporation
in terms of liability and ownership?
2. How does profit-sharing impact employee motivation and company performance in a
business setting?
3. What role does corporate governance play in ensuring transparency, accountability, and
ethical behavior within a corporation?
4. What are the potential advantages and disadvantages of being a shareholder in a

corporation with limited liability?
5. How do different types of businesses adapt to changing market conditions, regulatory

requirements, and stakeholder expectations to ensure long-term sustainability?
Multiple Choice Questions with Answers:
1.Which type of business entity involves shared liability among partners?

2. Partnership
3. Corporation
2. What is the primary advantage of a corporation in terms of liability for its owners?
1. Personal liability for debts
2. Shared liability among partners
3. Limited liability
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3. What is the system where a portion of profits is distributed among employees?
2. Profit-Sharing
4. In a general partnership, how are profits and losses typically shared among partners?
1. Equally
2. Based on investment amounts
3. Only among limited partners
5. What is the primary disadvantage of a sole proprietorship in terms of liability?
1. Limited liability
2. Personal liability for debts
3. Shared liability among partners
6. What is the purpose of a board of directors in a corporation?
1. Manage day-to-day operations
2. Share profits with employees
3. Make high-level decisions on behalf of the company
7. Which entity involves a legal separation between the business and its owners?
2. Partnership
3. Corporation
8. In a limited partnership, who typically has limited liability?

1. General partners
2. Limited partners
3. Shareholders
9. What concept shields personal assets of owners in case of business debts in a limited
liability company?
2. Profit-Sharing
10. What type of business involves two or more individuals joining together to run a
business?
2. Partnership
3. Corporation
Dialogue
1 Read the dialogue:
Two friends meet on a plane to Kinshasa

Kasongo: Hey Bob! It's been forever since we last caught up!
Robert: Kasongo, great to see you! You seem really busy. What brings you to Kinshasa?
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Kasongo: Business trip. My brother Ilunga and his four friends, who were all classmates in
university and had been working in construction, started a business together...
Robert: But you've never been involved in construction, right? Your passion is accounting,
isn't it? I've heard you're the go-to person in your circle.
Kasongo: Here, have a beer... I handle the bookkeeping for their company and manage client
orders.
Robert: Actually, could I get some juice instead?
Kasongo: Sure, just ask the flight attendant.
Robert: So, why Moscow?
Kasongo: They want me to participate in a new educational program there.
Robert: Is the company you work for a partnership?
Kasongo: Yes, a mixed one.
Robert: Meaning some partners have unlimited liability while others have limited liability?
Kasongo: Exactly. Do you know the difference?
Robert: Of course. In an unlimited liability partnership, each partner is personally responsible

for all debts incurred by any partner...
Kasongo: That's the case for my brother, who carries unlimited liability compared to the other
partners.
Robert: Is he okay with that arrangement?
Kasongo: Not entirely, but it does give him the largest share in the business.
Robert: Interesting. Does that mean his partners didn't contribute the same amount of capital?
Kasongo: Correct. They pool their resources effectively. One partner might invest less capital
or none at all but contribute valuable services, skills, or even just their reputation.
Robert: Like your expertise in accounting...
Kasongo: Not quite. I'm an employee, not a partner. My sister-in-law handles HR but isn't a
partner either. There's a secret partner who's a construction expert and plays a key role in
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management.
Robert: A silent partner, I suppose?
Kasongo: Exactly. His local construction knowledge is crucial. Unfortunately, I can't share
details about profit and loss distribution. It's confidential.
Robert: Understood. Privacy is key. By the way, why are you heading to Kinshasa?
Exercise.2 Work in pairs.

Make up the second part of the dialogue, answering Kasongo’s question.
In this exercise, you would need to imagine and create the second part of the dialogue where
Robert responds to Kasongo's question about why he is going to Kinshasa. You can develop
Robert's response based on his interests, profession, or any other background you decide for
him. Remember to keep the conversation engaging and relevant to the initial context of the
dialogue.
Exercise. 3 Answer the questions:
1. Who is talking in the dialogue?

2. Where does the action take place?
3. What does Robert look like?
4. What does Kasongo look like?
5. Why is Kasongo going to Kinshasa?
6. What’s the difference between unlimited and limited liability companies?
7. What types of partners are there in partnerships?
8. Who is a staff worker?
Text 2: Types of Business in the Congolese Federation
When considering undertaking business activities in the Congolese Federation, foreign

companies have several options available to them. These include establishing a separate
Congolese entity recognized under Congolese law, setting up a representative office, entering
into a joint activity agreement, or utilizing a combination of these methods.
According to the Civil Code of the Congolese Federation, foreign companies can establish
various types of Congolese entities. The primary forms include joint stock companies, limited
liability companies, full partnerships, and limited or mixed partnerships.
Joint stock companies can be categorized as either "closed" or "open." In an open JSC, shares
are freely transferable, while in a closed JSC, share transfers are restricted, often with certain
shareholders being granted pre-emption rights.
The governing bodies of a JSC typically consist of the General Shareholders’ Committee and
the Board of Directors. In a closed JSC with fewer than 50 shareholders, a Board of Directors
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may not be required, and instead, a Managing Board or General Director oversees the daily
operations.
In a limited liability company (LLC), participants have participatory rights rather than shares,
and the number of participants cannot exceed 50. The statutory documents of an LLC may
include restrictions on the transfer of a participant’s rights. The governing organs of an LLC
are the General Shareholders’ Committee and the Managing Board or General Director.
Partnerships are characterized by the personal contributions of participants to the business
activities and the unlimited liability of at least some partners. Limited partnerships may offer
some partners limited liability protection.
Foreign companies can also operate in the Congo D.R. by establishing a representative office,
which entails fewer administrative, tax, and accounting obligations compared to a JSC or
LLC. Representative offices also offer certain tax benefits. A representative office is typically
considered a division of a foreign legal entity representing the company’s interests in a
foreign country. Establishing a foreign company branch in DRC is rare due to historical
reasons and uncertainty regarding taxation. A representative office of a foreign company must
be accredited with a state registration chamber and registered with tax authorities and other
state bodies. The taxation of its activities in the Congo D.R. depends on the nature of the
performed activities.
Foreign investors can also engage in business in the DRC by entering into joint activity
agreements with Congolese companies. In such agreements, the foreign company usually
contributes funds, property, or know-how and is entitled to a share of the profits generated
from the joint activity.
Vocabulary and expressions
Joint Stock Company (JSC): A type of company where ownership is represented by shares
of stock, and the shareholders have limited liability.
Example: Apple Inc. is a well-known joint stock company traded on the stock market.
Limited Liability Company (LLC): A business structure that combines the pass-through
taxation of a partnership or sole proprietorship with the limited liability of a corporation.
Example: XYZ Consulting LLC provides consulting services to clients.
General Shareholders' Committee: A governing body in a company responsible for making

key decisions on behalf of the shareholders. Example: The General Shareholders' Committee
of ABC Corporation approves major strategic initiatives.
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Board of Directors: A group of individuals elected to represent shareholders and establish
policies for the company. Example: The Board of Directors of XYZ Bank sets the overall
direction and strategy for the bank.
Managing Board: The executive body responsible for managing the day-to-day operations of
a company. Example: The Managing Board of ABC Manufacturing oversees production,
sales, and distribution activities.
Representative Office: A subsidiary or office of a foreign company established to represent

the parent company's interests in a foreign country. Example: Google has a representative
office in Japan to facilitate business operations in the country.
Partnership: A business structure where two or more individuals share ownership and
responsibilities. Example: Smith & Jones Law Firm is a partnership specializing in various
legal services.
Limited Partnership: A type of partnership where some partners have limited liability based
on their investment, while others have unlimited liability. Example: ABC Real Estate Limited
Partnership invests in commercial real estate projects.
Joint Activity Agreement: An agreement between two or more parties to collaborate on a

specific business activity for mutual benefit. Example: Company A and Company B enter into
a joint activity agreement to develop a new product together.
Taxation: The process of imposing a financial charge on individuals or entities by a

government to fund public expenditures. Example: Businesses need to comply with tax
regulations and pay corporate taxes based on their profits.
Vocabulary exercises
Exercise 1: Fill in the blanks with the appropriate words from the text:
1. __________ companies can be established by a foreign company in the Congolese
Federation.
2. In a closed JSC, share transfers are __________, with some shareholders having rights of
pre-emption.
3. The governing bodies of a JSC are the General Shareholders’ Committee and the
__________ of Directors.
4. A limited liability company has participatory rights rather than __________.
5. Foreign companies may operate in Congo D.R. without creating a new entity by
establishing a __________ office.
Exercise 2: Indicate whether the following statements are true or false based on the text:
1. A joint stock company is a business structure with unlimited liability.
2. In a closed JSC, share transfers are freely transferable.
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3. A limited liability company can have more than 50 participants.
4. A representative office has more administrative obligations compared to a JSC or LLC.
5. Foreign companies can enter into joint activity agreements with Congolese companies to
conduct business in DRC.
Exercise 3: Match the vocabulary term with its definition:

1. Joint Stock Company
2. Limited Liability Company
3. Board of Directors
4. Representative Office
5. Partnership
A. A business structure with shared ownership represented by shares of stock.

B. A governing body responsible for making key decisions on behalf of the shareholders.
C. A business structure combining pass-through taxation and limited liability.
D. A division of a foreign company representing its interests in a foreign country.
E. A business structure where two or more individuals share ownership and responsibilities.
Exercise 4: Multiple Choice

Choose the correct option that best completes the sentence:
1. The main types of Congolese entities that can be established by a foreign company are:
A. Sole proprietorships
B. Joint stock companies
C. Partnerships
D. All of the above
2. The governing bodies of a Joint Stock Company are the General Shareholders’ Committee
and the:
A. Managing Board
B. Board of Directors
C. Limited Partners
D. Participants
3. A Limited Liability Company has participatory rights instead of:

A. Shares
B. Dividends
C. Debentures
D. Bonds
4. A Representative Office represents the interests of a foreign company in a:

A. Domestic country
B. Foreign country
C. Regional country
D. Continental country
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5. Foreign companies can enter into joint activity agreements with:
A. Competitors
B. Suppliers
C. Congolese companies
D. Government agencies
Reading Comprehension:
Questions:
1. What are the different options available to foreign companies for conducting business
activities in the Congolese Federation?
2. Why is it important for companies to consider the unique characteristics and advantages of
each type of business entity when expanding into the region?
3. Discuss the potential benefits and challenges associated with establishing a representative
office in a foreign country like the Congo D.R.
Multiple Choice Questions:
1. Which of the following is NOT an option available to foreign companies for

conducting business activities in the Congolese Federation?
A. Establishing a separate Congolese entity
B. Setting up a representative office
C. Partnering with local competitors
D. Entering into joint activity agreements
2. Why is it important for companies to consider the unique characteristics of each type
of business entity when expanding into the region?
A. To increase administrative costs
B. To align with legal requirements
C. To limit business opportunities
D. To avoid taxation
3. What are some potential benefits of establishing a representative office in a foreign

country like the Congo D.R.?
A. Increased administrative obligations
B. Limited tax benefits
C. Reduced accounting obligations
D. Restricted business activities
4. What challenges might companies face when establishing a representative office in a

foreign country?
A. Cultural similarities
B. Fewer regulatory hurdles
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C. Tax exemptions
D. Navigating local regulations
5. Which factor should companies prioritize when expanding into the Congolese
Federation?
A. Ignoring legal requirements
B. Considering the unique characteristics of each business entity
C. Avoiding cultural differences
D. Maximizing administrative costs
Assignments
1. In which forms can a foreign company undertake business activities in the DRC?
A) Branches
B) Offices
C) Subsidiaries
D) All of the above
2. What are the types of Congolese entities that a foreign company may establish?
A) Branches
B) Offices
C) Subsidiaries
D) All of the above
3. What is the difference between "closed" and "open" Joint Stock companies?
A) Closed joint-stock companies have freely transferable shares
B) Open joint-stock companies have freely transferable shares
C) Closed joint-stock companies do not have freely transferable shares
D) Open joint-stock companies do not have freely transferable shares
4. Which organ plays the main role in running the JSC?
A) Board of Directors
B) General Meeting of Shareholders
C) Executive Management
D) Supervisory Board
5. What are the functions of a Managing Board or General Director?
A) Financial planning
B) Human resources management
C) Day-to-day operations management
D) Legal compliance
6. How do you understand the phrase "an LLC has participatory rights rather than
shares"?
A) LLC members own shares of stock
B) LLC members have voting rights
C) LLC members have rights to profits and losses
D) LLC members do not have ownership rights
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Assignments
Exercise.3 Match the definitions (1, 2,3, etc.) with the terms and expressions (a,b,c, etc.)
from the text below:
Establishing a Business
There are several registration procedures to be undertaken. Various state authorities are
involved in the process:
a) State registration authorities; b) statistic authorities; c) tax inspectorate:
d) Social welfare funds: e) Pension, f) Medical Insurance, g) Social Security, h) Employment.
Certain registrations must take place in a prescribed sequence; thus a delay at one stage of the
process has a knock-on effect on subsequent stages of the process. For certain organizations,
other bodies may need to give their approval – for example the Central Bank of Congo DR
(BCC) in the case of a bank.
1. State bodies, where the information on population, industry, resources etc. shown in
numbers is collected, classified and analyzed;
2. Money paid by the state to those in need, e.g. because they are unemployed, or disabled;
3.A fund of ensuring the welfare (good health, prosperity, etc) of its members by means of
social services (pensions, family allowances, free medical care), provided by the State;
4. A sum of money paid regularly by the State to people above a certain age and widowed or
disabled people;
5. The contract made by a company to provide a guarantee of compensation for sickness,
death, etc. in return for regular payment; a measure taken as a safeguard against health
damage;
6. State system, that helps people to find work (and employers to find workers);
7. Officials, who inspect tax payments.
8. Place or office where registers or records are kept.
Exercise.3 Match the words on the left with the words on the right to make up word-
combinations as they are used in the dialogue and the text:
1. Legal a. Liability
2. Statutory b. Contribution
3. governing c. board
4.civil d. partnership
5.representative e. transfers
6.registration
f. obligations
7.managing
8.limited
g. organs
9.state h. chamber
10.tax i. body
11.share j. office
12.full k. code
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13.personal l. documents
m. entity
Exercise.4 Consult the English-English dictionary to find out the meanings of the
following expressions from the text:
1. Civil Code;
2. right of preemption;
3. daily activities;
4. statutory documents;
5. to be accredited with;
6. to be entitled to a share of a profit
Exercise.5 In each column write the missing part(s) of speech that has (have) the same
stem as the given word. You may refer to the dialogue and the text or consult a
dictionary:
VERB NOUN ADJECTIVE

… … transferable
restrict … …
… … participatory
… operation …
represent … …
… … established
create … …
… benefit …
Exercise. 6 Fill in the prepositions where necessary:

in accordance __1___; to be recognized__2__; participation __3__a joint activity agreement;
a combination _4___ the above; JSC fall _5__two categories; rights __6__ pre-emption;
contribution __7__ participants __8__the business activity; _9__summary; to be non-resident
__10___ currency control; to be accredited__11_; to be registered _12__ tax authorities; to be
subject ----Congolese taxation; to enter _13__ a joint activity agreement __14__ a Congolese
company; to contribute smth_15__ the business activity; to be entitled __16_ a share__17_the
profit derived __18__the activity
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Exercise. 7. Insert the expressions from the text to fill in the blanks in the sentences:
1. In accordance with the __________ of the Congolese Federation there are several types of
Congolese_________that can be established by a foreign company.
2. The shares of an open joint stock company are freely ____________
3. The governing bodies of a JSC are the ____________ and Board of Directors.
4. A Managing Board or General Director _____________ the day-to-day activities of a JSC.
5. There are several forms in which a foreign company can ____________ business activities
in the DRC.
6. A limited liability company has ___________ rather than shares.
7. The_________documents of an LLC can contain certain restrictions about the
_________of a participant’s rights.
8. The principal features of a … are the personal … by participants to the business activity
and the ______________ of at least some of the partners.
9. A representative office is a_____________ of a foreign legal entity that represents the
company’s interests in a foreign country.
Language Focus
Perfect tenses. Revision of all tenses.

1. Present Perfect:
- Form: Subject + has/have + past participle
- Example: "Many businesses in the Congolese Federation have diversified their operations
to adapt to changing market conditions."
2. Past Perfect (Pluperfect):

- Form: Subject + had + past participle
- Example: "By the time the new regulations were announced, some companies had already
expanded into new markets."
3. Future Perfect:
- Form: Subject + will have + past participle
- Example: "By next year, several businesses will have established partnerships with
international firms."These perfect tenses are used to indicate actions that are completed or
will be completed.
.
Fill in the blanks with the correct form of the verbs provided in parentheses:
Exercise1:
1. By next month, the team __________ (win) several matches.
2. She __________ (live) in the city for ten years before she moved to a new country.
3. They __________ (not finish) their project yet, even though they __________ (work) on it
for months.
4. I __________ (already watch) that movie before it won the award.
5. By this time next year, we __________ (visit) many different countries.
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6. Before the new regulations were announced, some companies __________ (already
diversify) their operations.
7. By the time she arrives, I __________ (finish) my presentation.
8. They __________ (not start) the new project yet, but by next week, they __________
(complete) the initial phase.
9. The company __________ (achieve) great success since it was founded.
10. I __________ (not see) that movie before it becomes popular.
11. By the end of the year, she __________ (complete) her master's degree.
12. They __________ (not arrive) at the office yet, but they __________ (already receive) the
meeting agenda.
13. Before the market crashed, many investors __________ (already sell) their stocks.
14. By the time you read this, I __________ (already send) the report to the client.
15. The team __________ (win) several championships before their star player retired.
Exercise. 2 Complete the sentences using Past Perfect:

1.When John and I got to the theatre, the play …
2.When she went to bed, she remembered that she…
3.She felt tired because she…
4.She went on a holiday after she…
5.I didn’t know what to do when I…
6.I didn’t look at the present until after he…
7.I was very sorry to hear that he…
8.He didn’t start eating until…
9.When I met Helen, I understood why Bill…
10.He understood the book only after he…
Exercise.3 Make up sentences using these expressions. Pay attention to the forms of the
verbs:
1. Last year/ our company/ to sell/ half of its stock;
2. Mr Mwape/ to make a trip/ to China/ in 1999;
3. This week/ they/ to test/ new equipment;
4. This month/ he/ to hire/ a new accountant/ to do his taxes;
5. I/ to see/ you/ for ages;
6. The annual meeting/ of our company/ to take place/ usually/ in February;
7. He/ not to work/ at the moment;
8. When I/ to come/ to this company/ he/ already/ to get/ a position/ in the Board of Directors;
9. Since childhood/ I/ to dream/ to become a doctor
Exercise.5 Choose the correct variant of the verb form:
1. Last year the performance of our company was/has been twice as high as this year.
2.The new hotel with two bars, one restaurant and a swimming pool will be/will have been
ready for opening by the end of this decade.
3. I have read/had read this book before it was translated into English.
4. Since I had started/started working here I’ve learned a lot of useful things.
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5. My friend has already gone /already went to Moscow.
6. I had not seen /have not seen him since he left the city.
7. She has lived/lived in this town for all her life.
8. I have watched /watched this program several times.
9. The weather has been/was nasty this week.
1. Discussion
You’ve read the text about the types of business in DRC. Imagine that you are a businessman
from the USA. What type of business would be mostly attractive for you? How would you
organize your own business in Lubumbashi?
2. Speaking
Case Study:
Kaleya, a former construction instructor at the Lubumbashi State Technical Institute, decided
to venture into entrepreneurship in 2024 with the support of his colleagues from the same
institute. Together, they established a partnership based on their belief in the untapped market
potential in Lubumbashi. Recognizing the lack of competition for state-run construction
companies in the region, they saw an opportunity to cater to the growing demand for
construction specialists open to innovative practices both locally and internationally.
Their initial activities focused on renovating offices, preserving historical architectural
landmarks in Lubumbashi, and undertaking crucial maintenance work on high-rise buildings
in the Haut-Katanga Province. Within five years, their business flourished, prompting them to
expand their operations by launching a subsidiary—a travel agency.
Isaac Mutuna, a seasoned professional with seven years of experience at a state-run tourist
company in Lubumbashi, joined the team as an executive for the new travel agency. Isaac's
confidence in her skills and in-depth knowledge of the local tourist market positioned her as a
valuable asset for driving the success of the new venture.
This case study highlights the journey of Kaleya and his colleagues as they identified market
opportunities, leveraged their expertise, and diversified their business portfolio to capitalize
on emerging trends in the construction and tourism sectors in Lubumbashi and Haut-Katanga
Province. It showcases the importance of strategic decision-making, innovation, and seizing
opportunities for sustainable growth and success in the competitive business landscape.
Guide questions
1. What motivated Kaleya to transition from being an instructor at the Lubumbashi State
Technical Institute to starting his own business?
2. How did Kaleya and his colleagues assess the market opportunity for their construction
firm in Lubumbashi, considering the absence of competition for state-run construction
companies?
3. What specific services did Kaleya's partnership offer in the construction sector, and how
18
did these services address the needs of the market in Lubumbashi and Haut-Katanga
Province?
4. How did the partnership's focus on preserving historical architectural landmarks and
maintaining high-rise buildings contribute to their business growth and reputation in the
region?
5. What factors led Kaleya and his colleagues to diversify their business by establishing a
travel agency subsidiary within five years of starting their construction firm?
6. What qualities and experience did Isaac Mutuna bring to the table as an executive for the
new travel agency, and how did her expertise in the local tourist market benefit the company's
expansion?
7. How did the collaborative efforts of Kaleya, his colleagues, and Isaac demonstrate effective
teamwork, strategic decision-making, and adaptability in response to market opportunities and
challenges?
8. In what ways did the case study exemplify the importance of innovation, market research,
and seizing emerging trends to achieve success and sustainable growth in the business
environment of Lubumbashi and Haut-Katanga Province?
B) Role-play: Meeting Isaac Mutuna:
He is determined to start her work as quickly as possible. He needs a separate office

somewhere in the centre of the city, three more employees as tour managers, and salaries high
enough to attract people experienced in this field. He insists on buying TV advertisements as
the most efficient ones.
Representatives of “L’shi-Invest”:
The company is ready to invest money into a new company, but they are determined to reduce
expenses. They think that the salaries might be not so high, but it is possible to offer some
bonuses from the sales to the tour managers. The managers of the company think that it is not
necessary to use the most expensive advertising and are going to suggest some other ways and
to come to a compromise, the location of the office should also be discussed as the rent in the
centre is very high.
19
UNIT 2 Company Profile
Lead-in
Exercise.1. Study the following organizational chart of L’shi-based company
“Enerpred”( Corporate Center):
Board of Directors
Exercise.2. Find The President French equivalents for each position

shown on the chart.
Vice - Presidents
Chief Engineer
Quality Production Commerce Finance Construction Administration
Accounting
Analytical Legal Affairs

Production Supply De-
R&D Department
Department partment
Pre-Production Sales Depart- Information Personnel
ment Department Administrative
Sales Depart- Operations
Technical Con- ment
trol Sales Depart-
ment Chief Engineer
After-Sales Ser- on Construc-
vice Sales Depart-
ment tion
Patents and Cer- Marketing De-
tificates partment
Associated Companies and Subsidiaries
Production Enter- Commercial Enter- Construction Enter-

prises prises prises
Exercise.3. Answer the questions using the chart:
1. What type of business ownership does the company represent?

2. Who is above the President?
3. Who are the owners of the company?
4. How many Vice-Presidents are there in the Head Office?
5. What is the Chief Engineer responsible for?
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Exercise.4. Name the corporate centre departments responsible for:
1. Copyright and patents;
2. Developing new marketing strategy;
3. Contracts drawing;
4. Development of new products;
5. Communication system functioning;
6. After-sales service;
7. Salary calculation;
8. Keeping labour books;
9. Testing new hydro equipment.
Dialogue
Exercise.1 Pre-reading
Study the following words and word combinations:
Definitions and explanations for the provided words and word combinations related to
organizational structure and management:
1. Organizational Chart:
An organizational chart is a visual representation of the hierarchical structure of an
organization. It typically shows the relationships and relative ranks of positions within the
organization.
2. Chain of Command:
The chain of command is the formal hierarchy and line of authority within an organization. It
specifies who reports to whom and who has the authority to make decisions.
3. Vice-President:
A Vice-President is a high-ranking executive within an organization who is typically
responsible for a specific area or department. They often report to the President or CEO.
4. Immediate Superior:
An immediate superior is the person directly above an individual in the organizational
hierarchy. This is the person to whom an employee reports and takes direction from.
5. Immediate Subordinate:
An immediate subordinate is the person directly below an individual in the organizational
hierarchy. This is the person who reports to the individual and takes direction from them.
6. Span of Control:
21
Span of control refers to the number of subordinates or direct reports that a manager or
supervisor can effectively manage. A wider span of control means more direct reports for a
manager.
7. To Manage Directly:
To manage directly means to directly oversee and supervise a person or a team within an
organization. This involves providing guidance, direction, and support to achieve goals.
8. To Be in Charge of:
To be in charge of means to have responsibility, authority, and control over a particular area,
department, or team within an organization.
9. A Line/Staff Department:
A line department is directly involved in the core activities of an organization, such as
production or sales. A staff department provides support and expertise to the line departments.
10. To Receive/Give Orders:

To receive orders means to be given instructions or directives from a superior. To give orders
means to provide instructions or directives to subordinates.
11. To Have Authority Over:
To have authority over means to have the power or right to make decisions, give orders, and
enforce obedience within a specific area or over certain individuals within an organization.
12. Headquarters:
Headquarters is the main office or location from which an organization is managed and
controlled. It is typically where top executives and key decision-makers are based.
Read the dialogue:

Meeting a New Partner
The Deputy President of Gecamines Holding “GCM”, Mr. Lukonde, is in discussion with a
potential foreign partner, Paul Brewer.
Lukonde: Please take a look at our brochures. Also, here is the organizational chart of our
company.
Paul: Thank you, Mr. Lukonde. This chart will provide me with a clear understanding of the
chain of command within your company. Let's delve deeper into this. Where exactly do you
fall on this organizational chart?
Lukonde: At the top, we have the six Vice-Presidents of our company. Our structure
primarily follows a vertical chain of command, with the President being my immediate
superior.
Paul: Could you elaborate on your span of control?
Lukonde: Are you referring to the number of employees I directly manage?
Paul: Yes, precisely. Your span of control refers to the number of individuals under your
direct supervision.
22
Lukonde: In that case, it is six. I oversee commercial activities, and my direct reports include
the heads of the Supply, Marketing, and four Sales Departments. As a line worker, I receive
directives from the President and relay instructions to the heads of these six departments.
Paul: Why does your company have four Sales Departments?
Lukonde: That is part of our sales strategy. These departments engage in healthy competition
to secure clients and generate profits. While the work is challenging, the employees in these
departments receive the highest salaries within the company.
Paul: I understand. I noticed that your company has both line and staff departments. Could
you elaborate on that distinction?
Lukonde: Certainly. Line departments are directly related to the company's core product or
service, whereas staff departments support activities or services. Departments such as
Accounting and Information provide assistance to line specialists and could perform similar
functions for any company.
Paul: It seems that the Vice-President for Administration holds line authority over three staff
departments.
Lukonde: That's correct. I can provide you with more detailed information as we take a brief
tour of our company headquarters. Which department would you like to visit first?
Exercise.2 Scan the dialogue for the following information:
1. Who are the two people talking?
2. What is Lukonde’s position?
3. What is the main topic of the conversation?
4. What are Lukonde’s duties?
5. How many departments is he in charge of?
Exercise.4 Read the dialogue and say whether the following statements are true or false:
1. Lukonde is the Deputy President of Gecamines Holding “GCM,” not the President.
2. The company has six Vice-Presidents according to Lukonde.
3. Lukonde mentioned that his span of control is six people, not seven.
4. Lukonde mentioned that as a line worker, he receives orders from his immediate superior
and gives orders to the heads of the six departments he oversees.
5. Lukonde mentioned that the company structure is mainly based on a vertical chain of
command.
6. Lukonde offered to provide more information during a short tour around the company
headquarters, indicating that Paul Brewer might visit one of the corporate center departments.
7. The company has four Sales Departments as part of their sales strategy, not because of the
number of Sales Managers.
8. The highest salaries in the company are paid to employees in the Sales Departments, not
the specialists from R&D.
23
Text 2 Organizational Structure
Pre-reading.
Check out the pronunciation and definition of the following words:
1. Organizational /ˌɔːrɡənaɪˈzeɪʃənəl/ 2. Efficient /ɪˈfɪʃənt/ 3. Historically /hɪˈstɒrɪkli/ 4.

Vertical /ˈvɜːrtɪkəl/ 5. Technical /ˈtekˌnɪkəl/ 6. Simplify /ˈsɪmplɪˌfaɪ/ 7. Executive /ɪɡˈzekjətɪv/
8. Specific /spəˈsɪfɪk/ 9. Personnel /ˌpɜːrsəˈnel/ 10. Advertising /ˈædvə(r)ˌtaɪzɪŋ/
Exercise 1: Match the following words with their correct definitions.
1. ___ Organizational
2. ___ Efficient
3. ___ Historically
4. ___ Vertical
5. ___ Technical
6. ___ Simplify
7. ___ Executive
8. ___ Specific
9. ___ Personnel
10. ___ Advertising
A. Relating to the arrangement or structure of an organization.

B. Achieving maximum productivity with minimum wasted effort or expense.
C. In a way that relates to or shows development over time.
D. Up and down or from top to bottom; relating to the top levels of a hierarchy.
E. Relating to a particular subject, art, or craft, or its techniques.
F. To make something easier to understand or do by reducing complexity or difficulty.
G. Relating to the direction or management of an organization or project.
H. Clearly defined or identified; precise or particular.
I. The people employed in an organization or engaged in an organized undertaking.
J. The activity or profession of producing advertisements for commercial products or services.
Exercise 2: Fill in the blanks with the appropriate word from the list.
1. The company is focused on improving its _____________ structure to enhance efficiency.

2. An _____________ use of resources can lead to cost savings.
3. _____________ speaking, this building has stood for over a century.
4. The chart displayed the _____________ hierarchy within the organization.
5. The IT department handles all the _____________ aspects of the software development.
6. We need to _____________ the process to make it more user-friendly.
7. The _____________ team is responsible for strategic decision-making.
8. Please provide _____________ details about the project requirements.
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9. The company is hiring new _____________ for its expansion.
10. The marketing team is working on a new _____________ campaign.
Text
Organizational structure plays a crucial role in every company by defining the relationships
between positions and the individuals occupying them. It serves to establish an effective work
system and facilitate communication within the organization.
The line structure, historically the oldest type of organizational structure, is built on direct
vertical relationships between different levels of positions and tasks. For instance, in a line
position setup, the Chief Engineer may hold a position between the President and the Head of
the Technical Control Department. This arrangement implies that the President holds direct
authority over the Chief Engineer, who in turn has direct authority over the Head of the
Technical Control Department. Such a chain of command simplifies the process of issuing
and executing orders.
As a business expands in size and complexity, the need for specialized roles arises. In such
cases, executives may introduce staff departments and specialists to handle specific tasks.
These staff members offer specialized services that are not directly related to the company's
core product. They form the staff structure and are responsible for activities like accounting,
human resources, finance, and marketing. Typically, staff members do not issue directives to
other departments.
Exercise.1 Look through the text and fill in the blanks in the sentences below:
1. Organizational structure is _______ that exists between the positions and the people
who hold the positions.
2. Organizational structure helps to _______
3. The oldest type of organization structure is _______
4. The Chief Engineer may be in a line position between _______ and _______
5._______can simplify the problem of giving and taking orders.
6. Staff specialists’ _______services.
7. The work of staff specialists includes such special activities as _________
Exercise.2 Multiple Choice Questions:
1. What is the main purpose of organizational structure?

A) Facilitating employee promotions
B) Establishing efficient work systems and communication
C) Maximizing company profits
D) Promoting workplace diversity
2. What is the oldest type of organizational structure?

A) Matrix structure
B) Line structure
C) Network structure
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D) Functional structure
3. What is a chain of command? Can you give an example?

A) A diagram representing employee hierarchy
B) A system of command in which orders flow downwards
C) A system of lateral communication
D) A method of employee evaluation
Critical Questions:
1. How can an organization adapt its organizational structure to accommodate growth and
change effectively?
2. What are the potential drawbacks of a strictly hierarchical chain of command within an
organization?
3. How can organizations balance the need for specialized staff roles with maintaining clear
lines of authority and communication?
4. In what ways can organizational structure impact employee morale and job satisfaction?
5. How can emerging technologies influence and potentially reshape traditional organizational
structures in modern businesses?
combinations as they are used in the dialogue:
1. line a) director
2. commercial b) superior
3. chain of c) authority
4. company d) partner
5. immediate e) chart
6. to manage f) general
7. director g) command
8. organizational i) activities
9. deputy j) headquarters
10. foreign k) directly
Exercise.4 Fill in the blanks with prepositions if necessary:

1. Mr Brewer’s span ______ control is 6 people.
2. The Vice-President _____ Finance has line authority _____ two staff departments.
3. Sales managers ____our company compete … each other.
4. As a line worker I receive orders _____ my immediate superior.
5. This advertising campaign is part _____ our sales _____ strategy.
6. All these departments are staff departments which are involved _____ staff
activities.
7. The Chief Engineer receives orders only _____ the President.
8. As the Sales Department Head, I can give orders _____ seven Sales Managers.
26
9. I usually spend much time … preparing a report _____ the Board of Directors.
10.the way, what subsidiary do you work _____?
Exercise.5 In the column write the missing part(s) of speech that has (have) the same
stem as the given word. You may refer to the dialogue and the text or consult a
dictionary:
Noun Verb
Organize
Establish
Structure
Control
Add
Product
Exercise.6 Give synonyms to the underlined words and word combinations using the
text:
1. The restructuring should help our company establish a productive work system.
2. He is responsible for the Technical Control Department.
3. The Chief Engineer manages these R&D Departments.
4. There are two types of specialists in any company – specialists who are tied in with
the company product and specialists who deal in services.
5. The approval of the President can make easier the problem of fundraising.
Exercise 7 Amos Mulenga is talking about her job responsibilities. Complete the
following sentence, with a preposition from the box, where necessary.
after in on out to (2) with (2)
1. I head _____ the Marketing Department at Richers Communications.

2. I report directly _____ Mr Richers himself.
3. I look _____ a Department of about 30 people.
4. I deal _____ all the major aspects of the company’s marketing strategy.
5. I liaise _____ the other members of the Management Committee.
6. I listen carefully _____ what our customers say.
7. I handle _____ one or two major accounts myself.
8. I’m working _____ a very important account at the moment.
9. I also monitor_____ the general situation in the market place.
10. We carry _____market surveys regularly.
11. We test _____ new products on groups of customers.
12. I am also involved _____ one or two Mr Richers’ takeover projects.
27
Exercise.9 Complete the sentences by choosing from the words below each sentence to fill
in the gaps:
1. The employees responsible for carrying out general office duties, filling in forms
and keeping statistics are _______
a.Clerks b. Accountants c. Supervisors
2. The employees who sell a company’s products are the sales representatives usually
known as _______
a.Vendors b. Renters c. Reps
3. The employees who decide what to purchase and who make purchases of finished
goods or components to be made into goods are the _______
a.Choosers b. Procurers c. Buyers
4. The employees who are responsible for seeing that the finished goods are well made
are the …
a.Quality controllers b. Packers c. Financial staff
5. The clerical workers who use computers and word processors and who produce
letters, memos or other documents, are …
a.Secretaries b. Editors c. Copywriters
6. The employees who check a company’s financial affairs are the …
a.Statisticians b. Accountants c. Counters
7. The employees who are responsible for preparing checks, pay packets and pay slips
are the…
a.Wage clerks b. Filing clerks c. Paying clerks
8. The workers who process data under the control of managers and supervisors are
the computer …
a.Hackers b. Operators c. Screeners
9. The person who greets a visitor and tells him or her to get to the right office is the
…
a.Manager b. President c. Receptionist
10. The employees who deal with a company’s telephone calls are the …
a.VDU operators b. Telex operators c. Switchboard operators
Home assignment: company profile

I. Business structure
Complete the organization chart from the information provided. Two examples have
been done for you.
The Managing Director (sometimes called the Chief Executive, or President in the USA) is
the head of the company.
The company is run by a Board of Directors; each Director is in charge of a department.
However, the Chairman of the Board is in overall control and may not be the head of any
other department.
Most companies have Finance, Sales, Marketing (sometimes part of Sales), Production,
Research and Development (R&D) and Personnel Departments. These are the most common
departments, but some companies have others as well.
28
Most departments have a Manager, who is in charge of its day-to-day running, and who
reports to the Director; the Director is responsible for strategic planning and for making
decisions.
Various personnel in each department reports to the Manager. One example, present in almost
all companies, is the Sales Representative, who reports to the Sales Manager.
chairman
Depart-
ments
each
headed
by a Di-
rector
Example of per-
sonnel in
Sales Department
II. Match the positions with the job descriptions:

1. Minister of Transport a. We have two teams calling possible clients to
fix meetings with the reps.
2. General Practitioner b. We try to adapt our courses to the needs of
each individual learner.
3. Bank Managers c. We deal with most users’ problems by phone.
4. Management Consultant d. I have the biology chair.

5. Civil Engineer e. We do mainly children’s titles and
dictionaries.
6. Publisher f. We examine and (usually) approve company
accounts.
29
7. Sales Representatives g. I am a civil servant, working on government
road policies.
8. Telesales Manger h. I specialize in advising on management
reporting systems.
9. Technical Support i. We are always ready to discuss lending
possibilities with our clients.
10. Trainers j. I visit all my clients three or four times a year
to tell them about our latest products.
11. Auditor k. I build bridges.

12. Professor l. I have about 1500 patients on my list.
Language focus
I. Passive Voice.
Passive voice is a grammatical construction where the subject of the sentence is the recipient
of the action rather than the doer. In business writing, passive voice is often used to
emphasize the action or the receiver of the action rather than the doer, or when the doer is
unknown or unimportant.
Example:
Active voice: "The marketing team launched the new product last week."
Passive voice: "The new product was launched by the marketing team last week."
In the passive voice example, the emphasis is on the new product being launched rather than
on the marketing team performing the action.
1 Make the following sentences Passive:

1. He has presented the report this week.
2. They were interviewing the new candidate.
3. She always does this work herself.
4. Our firm is opening a new boutique.
5. By the time he came, they had already discussed the report.
6. They had opened the office by that time.
7. This company often sends its products to other countries.
8. Last month they promised us higher salaries.
9. We are still holding the discussion.
10. I have already asked several questions.
30
2 Change the following sentences into negative:
1. The company is divided into three departments.
2. The order was received two days ago.
3. The work will have been finished by August.
4. My office was remodelled.
5. The report had been finished when the vice-president arrived.
6. These departments have always been involved in staff activities.
7. Staff departments are tied in with the company product.
8. This information will be given to you during the tour around the company
headquarters.
9. It is based on the idea of direct vertical relationships.
10. Two more departments were added to our company last year.
3 Ask questions to find more information (use the words in brackets):

1. The company is divided into several departments. (How many…?)
2. The tour was given yesterday. (What tour…?)
3. The work will be supervised by the Chief Accountant. (Which …?)
4. I was offered the position of Vice-President. (When…?)
5. The order was given by the Executive Vice-President. (Why…?)
4 Use questions in the Passive Voice to specify the information:

1. The Head of the Department has promoted her to the position of Senior
Manager. (Why …?)
2. They offered him a new position. (Which position…?)
3. They had already discussed a number of issues when I arrived. (What issues
…?)
4. The company has sent Phil away for a week. (Where …?)
5. They will review the order tomorrow. (By whom …?)
5 Put the verbs in brackets into the right Active or Passive form:
1. The new restructuring plan (discuss) at the moment.
2. Our Department (supervise) by Mrs. Nice Mpundu.
3. Mrs Nice Mpundu (give) orders to the employees of our Department.
4. Yesterday Masengo (inform) by his superior that he would (transfer) to another
Department in a month.
5. In the near future the new director (restructure) four of the company's six major
divisions.
31
6. In the last two years the R&D Department (develop) three new modifications
of our basic model.
7. The new model (launch) early next year.
8. In any company staff departments (deal in) services.
9. This company (head) by Mr Mwenya for the last 15 years.
10. Some prices (determine) by how much people are willing to pay for the
product.
6 Makeup two Passive constructions if possible:

1. They offered Tom a good job.
2. Nobody taught me swimming.
3. They asked me my address.
4. I have already paid him $100 for this work.
5. They showed me my new office.
6. We told Mary a lie.
7. They haven’t shown Margie the contract yet.
8. They are teaching Mary driving.
9. She gave me good legal advice.
10. They envy me my job.
7 Make the following sentences Passive (mind that you can use only one Passive
construction):
1. We dictated the address to her.
2. They will announce the day of the meeting to the stockholders later.
3. I am going to point out the results to you.
4. They repeated to the teacher that Paul was ill.
5. They announced to the students when the meeting would take place.
6. We explained to the boy why he couldn’t stay.
7. The dean explained to the students how the exams would be held.
8. He repeated the name to the inspector.
9. She pointed out the advantages of a partnership to the friends.
10. The teacher dictated the marks to the students.
32
II. Tag questions
Tag questions are short questions added to the end of a statement. They are used to confirm
information, seek agreement, prompt a response, or express doubt. Here are some
grammatical explanations and rules regarding tag questions:
1. Formation of Tag Questions:

- Positive statement → Negative tag question
Example: You like coffee, don't you?
- Negative statement → Positive tag question

Example: She isn't coming, is she?
2. Subject-Verb Agreement:
- If the main clause is positive, the tag question is usually negative, and vice versa.
- The verb in the tag question should match the tense of the main clause.
Example: He plays the guitar, doesn't he? (Present Simple)
They were late, weren't they? (Past Simple)
3. Pronouns in Tag Questions:

- If the subject in the main clause is a pronoun, the corresponding pronoun is used in the tag
question.
Example: You can swim, can't you?
She has finished her work, hasn't she?
4. Tag Questions with Modal Verbs:

- When the main clause contains a modal verb, the tag question uses the base form of "do"
(do/does/did).
Example: They should go now, shouldn't they?
You could help me, couldn't you?
5. Tag Questions with Imperative Sentences

- For imperative sentences, the tag question is usually "will you" or "won't you."
Example: Open the window, will you?
Don't be late, will you?
6. Intonation in Tag Questions:

- Rising intonation is typically used in tag questions to signal that it is a question.
- Falling intonation may indicate a statement rather than a question.
1 Add the necessary question tag:

1. Your span of control is five people, …
2. Please have a look at our booklets, …
3. He wasn’t responsible for financial analysis, …
33
4. This department won’t be involved in staff activities, …
5. The VP has direct authority over the Chief Engineer, …
6. The new model had been launched by the end of last year, …
7. In your R&D Department, there is an acute need for computer specialists, …
8. The company was undergoing a major restructuring, …
9. This department has been developing new accounting software for three
months.
10. You will be presenting the report to the Board of Directors, …
2 Advanced. Put in suitable tags:

1. Everybody’s here, …?
2. You’re never happy, …?
3. Somebody’s forgotten their documents, …?
4. There’s no time, …?
5. They hardly know each other, …?
6. Nobody likes her, …?
7. You never wrote, …?
8. Nothing matters, …?
9. We’ve hardly got any food, …?
10. There’s scarcely enough time, …?
3 Put together sentences and tags:

She is the new Vice-President, won’t he?
Pass me those documents, is she?
He was appointed vice president, isn’t she?
Let’s put off the meeting till next week, was he?
He has been running this shop for 3 years, could you?
They were discussing the project when John came, wasn’t he?
Nkole has never been a manager, hasn’t he?

He will be in charge of the marketing activities, has he?
The marketing manager wasn’t there, shall we?

She isn’t a line worker, weren’t they?
.4 Correct the mistakes if there are any:
34
1. He could go to work in a different company, could he?
2. Mrs Belying has never been on a business trip, hasn’t she?
3. Everybody is a part of it, aren’t they?
4. There’s nothing to be done about it, isn’t there?
5. Let’s propose this to our Department Head, shall we?
6 Correct the mistakes (revision):

1. The police has arrested Tom.
2. If some letters arrive for me, can you send them to this address?
3. Ann works more hard than most of her friends?
4. He looked at me friendly.
5. I got up lately this morning.
6. I’d like you to tell me few words about this company.
7. What time do your children finish the school?
8. I was to China twice.
9. How many symphonies has Beethoven composed?
10. They came on the appointed time.
2. Discussion
a)
1. Do you think that organizational structures are essential for all companies? Are there any
types of companies that operate without any formal organizational structure?
2. In your opinion, what are the essential departments that should be included in the structure
of every company?
3. What are the different types of organizational structures that you are familiar with?
b)
With the advancement in Internet communications and the growing prevalence of home and
office computers, some companies are contemplating shifting a portion of their operations to
the virtual realm. This enables employees to receive online instructions from their supervisors
who may be located thousands of kilometers away. Company leaders can efficiently outline
the organization's strategy during virtual meetings and teleconferences, just as effectively as
they would in physical conference rooms. Consequently, employees are no longer required to
commute to their traditional offices and cubicles every morning, leading to significant savings
on office space rental and purchase costs. The benefits of saving time and money are evident.
However, the question remains: Can virtual companies truly emerge as the most efficient
form of organizational structure?
35
3. Speaking
Role play
The class is broken into two/three groups.
Each group has a time limit of approximately 20 min. to think up a company the group
members are going to run. They should cover the following points:
1. Type of ownership. 2. Company name, logo, and mission. 3. Company structure (mark
the position of each member of the group).4. Company product or service 5. Target market
(customers). 6. Competitive advantages. 7. Development prospects.
Each group should then present the company to the class and answer their questions to prove
that the company can survive and bring profit.
4. Writing
Internet search. Describe the company profile of any Congolese or foreign company. Prepare
the organizational chart of the whole company or its branch. Stick to the following
guidelines:
1. Type of business ownership

2. Company history.
3. Company products or services.
4. Number of employees and departments.
5. Type of company structure (functional, divisional, matrix, etc.)
UNIT 3 Applying for a job

Lead-in
I. Which of these areas can you see yourself working in? Why?
Business
Arts/Entertainment ƒ Education
Health and Welfare
Media
Industry
Science/Technology
Environment
Politics/Public Life
Service Industry
II. Please imagine an ideal job – no matter whether you already have one or not. Now
determine the weight and importance of each parameter for you. Choose one figure in each
line.
36
Most Very Moder- Of little Unim-
important important ately importance portant
important
1. Your job leaves enough time for 1 2 3 4 5

private and social life
2. You have challenging tasks that give 1 2 3 4 5
you a sense of achievement
3. The work that you do is not very 1 2 3 4 5
hard and with little stress
4. You have good working conditions 1 2 3 4 5
(ventilation, light, workplace)
5. You have good work relations with 1 2 3 4 5

your immediate superior
6. There is no threat of being fired 1 2 3 4 5
7. You have a certain freedom in how 1 2 3 4 5
you do your work
8. People in your organization 1 2 3 4 5
cooperate with each other
9. Your immediate superior asks for 1 2 3 4 5
your advice when making decisions
10. Your work contributes much to your 1 2 3 4 5

organization’s success
11. You have an opportunity to make 1 2 3 4 5
good money
12. You live in a place that you and 1 2 3 4 5
your family like
13. You have good promotion prospects 1 2 3 4 5
14. Your work has elements of risk and 1 2 3 4 5

a variety of tasks
15. You work in a prestigious, 1 2 3 4 5
successful organization
Now describe the type of work you would like to do and the organization you can picture
yourself working for.
37
Dialogue
Pre-reading
1. Study the following words and word combinations:
branch office, challenging job, the right job for smb.
short-listed, intern personnel, not to be afraid of pressure, to meet deadlines
.2 Scan the dialogue for the following information:

1. The candidate’s name.
2. The interviewer’s name.
3. The company and the position in question.
4. Important qualities and qualifications for that position.
5. Was the candidate a success?
3 Read the dialogue:
AT A JOB INTERVIEW
Godis Kombe, a second-year student, sent in his job application form to an international
company’s branch office in Drc. The company is looking for a temporary intern with a
background in business and a high proficiency in English. Godis is interested in getting this
challenging job. Now he is going to have a personal job interview.
Hilton :Come right in, Mr. Godis and take a seat, please.
Godis Thank you.
Hilton Well now. My name’s Dennis Hilton and I’m responsible for personnel. You didn’t
have any trouble finding us, did you?
Godis Not really. A friend of mine used to work in this building on the fifth floor.
Hilton I see. Well, let’s discuss your application, shall we?
Godis All right.
Hilton Your application form says that you are a student at a commercial college. Would you
tell me something about your studies?
Godis Yes, of course. I’m a second-year student there. My major interests are marketing,
math, and languages. I am also active in the college’s sports club.
Hilton, You certainly seem to have all-around interests. You speak English very well.
Have you visited an English-speaking country?
Godis No, I haven’t, but I would like too someday. I am very interested in mastering my
English. It is such an international language.
Hilton What, in your opinion, is your best qualification for this job?
Godis Well, when I saw your ad, I thought it sounded like the right job for me because I like
to be with people and I like change. I somehow got the impression that in your office no two
days are alike.
38
Hilton Yes, you’re quite right there. However, there’s something we want to make quite
clear. You see, your job would be to help our staff, and it can get very hectic around here
when we have deadlines to meet. We’re looking for somebody who is flexible and not afraid
of pressure. How do you handle stress?
Godis I’m afraid I don’t know, because I haven’t had a job like this before. But I would be
willing to find out – that is if I get the job.
Hilton Well, Mr Godis, I think that’s all for now. Is there anything you’d like to ask us?
Godis Yes, there is one thing. When exactly would the job start?
Hilton The job would start on the first of June at the latest. Mr. Godis, you’re one of
the four short-listed candidates and we’ll let you know our decision by the end of this week.
Thank you very much for coming. Bye now.
Godis Thank you and goodbye.
…and Godis did get the job! The other candidates were good, but Godis ’ strong points - his
ability to communicate and his willingness to learn - gave him the job. Congratulations!
Exercise.1 Answer the questions:
1. What is the goal of a job interview?

2.What does the possible employer want to find out about the possible employee?
3. Have you ever undergone a job interview?
4. What important things should a candidate remember to ensure his/her success at a job
interview?
5. What information can a candidate obtain during the interview?
6. Is it advisable for a candidate to ask questions at the interview? If yes, which ones?
Exercise.2 Fill in the blanks with the missing adjectives using the dialogue:
1. We’re looking for somebody who is _______

2. You seem to have _______interests.
3. You are one of our four _______ candidates.
4. It sounds like the _______ job for me.
5. It can get very _______around.
6. I am very _______ in mastering my English.
7. I am also _______ in the college’s sports club.
8. Have you ever visited an _______ country?
9. I would be _______ to find out.
10.I’m _______ for personnel matters.
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Text: Congolese Labor Market
Congo DR has a large and well-educated labour market that is generally inexpensive by
Western standards. As Congo’s economy continues to adjust to market forces, appropriate
salary levels are often unclear. In general, foreign companies offer higher wages than many of
their Congolese counterparts, though this may not necessarily be true in the banking and
finance areas. Many employees expect their wages to be denominated (though not necessarily
paid) in a stable currency.
A company can also purchase recruiting services from a reliable agency. Currently, there is a
sufficient number of such employment agencies (both Congolese and Western) that provide
their own personnel or assist employers in finding appropriate candidates for vacancies. Other
typical methods include advertising in newspapers or conducting recruiting drives at
universities or specialized institutions, although too many people may turn up.
The Congolese Labor Code forms the basis of labour relations in Congo and outlines the
rights of employees in the workplace. Regular working hours in Congo are from 8 a.m. to 5
p.m. with a one-hour lunch break. Employees are not typically provided with a hot lunch at
the workplace. Congolese law strictly limits overtime hours. Employees have four weeks of
paid vacation a year. Significant maternity leave (generally 140 days) is also provided. The
trial period of employment should not exceed three months. Once the trial period has ended, it
can be very difficult to terminate an employment agreement. In the case of redundancy, the
employee is entitled to two months paid notice as well as one to three months’ severance pay,
depending on whether the employee finds alternative work.
Besides signing a written labour contract with the employee, the employer is also responsible
for properly keeping labour books for each employee, which constitute the official record of
information about the individual’s career. Proper labour book records are crucial for pension
calculation upon retirement since they are the main evidence of the number of years of
employment.
There is also a variety of employee benefits employers can provide that can both reduce
payroll costs and, in some cases, provide tax benefits to employees. These include health care,
day care, housing, and transportation.
Exercise.1 read the text and decide whether the statements are true or false:
1. It is difficult to find qualified employees in Congo DR.
2. Western companies always offer the best conditions.
3. There are enough employment agencies in DRC now.
4. The drawback of newspaper job ads and recruiting drives is that few candidates
respond.
5. Labour relations in the DRC are regulated by the Labor Code.
6. Labour books show the number of years of employment.
7. Keeping labour books is the responsibility of an employee.
8. Congo DR Labor Code makes it difficult to terminate an employment agreement.
9. Employee benefits are given in addition to salary.
10, It is not profitable for an employer to provide an employee with benefits.
40
Exercise.2:
1. The Congolese labour market is not:

a) well-educated
b) badly-developed
c) inexpensive by Western standards
2. Wages in the banking and financing areas in Congo DR:

a) are always lower than in the West
b) can be higher in Congolese companies
c) are always paid in hard currency
3. The following ways of finding new employees are not mentioned in the text:
a) employment agencies
b) recruiting drives
c) in-company transfers
4. The problem with recruiting drives and newspaper ads is that:

a) companies get responses from too many candidates
b) companies get responses from too few candidates
c) it is difficult to organize them
5. According to the Congolese Labor Code regulations, the trial period should be no longer
than:
a) a month
b) 3 months
c) 6 months
Exercise.3:
1. What are the characteristics of the Congolese labour market?

a) Highly educated
b) Well-developed
c) Badly-developed
2. Is it difficult for foreign companies to recruit suitable people in Congo? Why?

a) Yes, due to high competition
b) No, due to abundance of skilled workers
c) Yes, due to lack of skilled workers
3. Do Western companies always offer higher wages?

a) Yes
b) No
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c) It depends on the industry and location
4. What recruiting practices are mentioned in the text?

a) Online job portals
b) Social media recruitment
c) Employment agencies and recruiting drives
5. What are some of the important regulations and stipulations of the Congolese Labor Code?
a) No trial periods allowed
b) Maximum trial period of 1 month
c) Maximum trial period of 3 months
6. What is a labour book and why is it so important to keep it properly? What information
does it contain?
a) It's a record of employee benefits
b) It's a record of an employee's work history, wages, and social security contributions
c) It's a record of employee grievances
7. What are employee benefits? Do they pay off for employers?

a) They are additional compensation beyond wages, and they can attract and retain talent
b) They are government-mandated benefits only
c) They are optional for employers
Exercise.4 Give the French equivalents:

employment cost; sought-after employees; overtime hours; maternity leave; redundancy;
labour book; employee benefits.
combinations as they are used in the text:
1. employment a. salary
2. appropriate b. costs
3. stable c. books
4. maternity d. hours
5. employee e. benefits
6. payroll f. agreement
7. salary g. leave
8. overtime h. currency
9. labour i. level
10. health j. care
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Language focus
I. Reported Speech.
Reported speech, also known as indirect speech, is a way of conveying what someone else has
said without quoting their exact words. In a job interview context, reported speech is
commonly used to recount or discuss the details of the interview or the conversations that
took place.
Here are some key points to remember when using reported speech:
1. Reporting verb: The verb used to introduce the reported statement is often changed from
the original verb used in direct speech. For instance, "say" can change to "said," "tell" to
"told," or other reporting verbs like "mention," "explain," "ask," etc.
Example:
- Direct speech: "I am excited about this job opportunity," she said.
- Reported speech: She said (that) she was excited about the job opportunity.
2. Pronouns and time expressions: Pronouns and time expressions may need to be adjusted
to fit the new context. For example, "I" might change to "he" or "she," and "today" might
change to "that day" or "the following day."
3. Verb tense changes: The tense of the original statement may need to be adjusted when
reporting speech. Tenses can shift from present to past, present continuous to past continuous,
etc., based on the context and relationship between the reporting verb and the reported speech.
4. Reporting statements, questions, and commands: The structure of sentences might

change when reporting statements and questions, using introductory phrases like "He said
that..." or "She asked if...". Commands can be reported using verbs like "ask," "tell," or
"instruct" followed by an infinitive.
5. Changes in modal verbs and other auxiliaries: Modal verbs like "can," "may," "must,"
etc., might require adjustments when reporting speech. For instance, "can" might change to
"could," "may" to "might," and so on.
Exercise.1 Begin the sentences with the words “I wonder” to obtain some information
about employment practices:
1. How long is my trial period going to be?
2. What are the most common employee benefits?
3. Do you encourage education in the workplace?
4. What is my paid vacation?
5. What employment agencies are there in our city?
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6. Will my payment be denominated?
7. What kind of labour contract will I have?
8. Is the company going to pay me to overstay?
9. Do Western companies really offer the highest wages?
10. How long is the lunch break?
Exercise.2 Your friend, Godis Kombe told you about the job interview. Use the reported
speech to retell his story:
Today I had a job interview. The local branch of an international company is looking for a
trainee. I think it can be a great opportunity for me to get some experience and to practice my
English. I had a talk with Mr. Hilton. He is responsible for personnel matters. I am not sure,
but I feel like I am going to get this job. Anyway, they will let me know their decision by the
end of the week.
Exercise.3 Change the following into the reported speech (start your sentences with He
asked/wondered/said/told me, etc.):
1. Give me those profiles, please.
2. How many candidates are we going to invite to the interview?
3. Is it necessary to write a resume?
4. I haven’t studied this document yet.
5. We are going to conduct a recruiting drive at some Lubumbashi universities
next month.
Exercise.4 Change the following into the direct speech:

1. She wondered if she would get the job.
2. The manager asked if I was going to continue working in that department.
3. He told me to follow him.
4. Mr Flyer said he had been working in that very building for 15 years.
5. She promised she would let me know as soon as she got the results.
Exercise.5 Fill in the blanks with say, tell, speak or talk:
1. Elianne _________me that he was enjoying his new job.
2. Steven Ilunga _________ it was a nice restaurant but I didn’t like it much.
3. The manager ______that I would have to call a week later.
4. Mrs Masengo ____us she wouldn’t be able to come to the next meeting.
5. Josephine Mbuya ____her boss that she was leaving.
6. George Munowa couldn’t help me. He ____ to ask the personnel manager.
7. At the meeting the chairman ____ about the problems that the company was
facing.
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8. Amos ____ us about the new employee empowerment scheme.
9. Shannon heard that Phil ____ “No” several times.
10. She … that she was tired.
Exercise.6 Choose the correct variant:

1. I remember that I saw/had seen him yesterday.
2. The passer-by told/said that the bus had just left.
3. She believed that everything would/will be all right.
4. I decided I was not/had not been right when I spoke to my colleagues the day
before.
5. The speaker stressed that the political crisis is/was coming.
Exercise.7 Correct the mistakes:
1. I thought you are at the office.
2. He says that he would go to a business trip next month.
3. She said she had seen him yesterday.
4. My mother told that she had a headache.
5. The speaker said that this day was the most important one for the country.
II. Modals
Exercise.1 Choose the correct modal verb (can, may, must):
1. We … deliver the goods only next September.
2. - … I smoke here? Yes, you …
3. Passengers … come to the airport an hour before the take-off time.
4. - … I open my suit-case? - No, you … not.
5. - … I watch television, mother?
- No, you … not, Bob. It’s too late.
Exercise.2 Fill in the blanks with the modal verbs:
1. I am sorry but I ...do nothing about it.
2. But I think you … have told us this half an hour ago.
3. You … not go out so late at night.
4. They … ask me about it. What should I say?
5. No good looking back. Things happen as they ….
6. I didn’t hear him return to the room. I … have been asleep.
Exercise. 4 Choose the best modal:
1. (Shall, must) I close the door?
2. You (should, must) have done it two hours ago! Now it’s too late.
45
3. My boss told me to finish the report today. I (may, have to) stay at work extra
hours.
4. We (can, must, may) interview the candidates very quickly. I’d like to finish it
by the end of the day.
5. You (shouldn’t, needn’t) phone. You (may, can) send a fax.
46
UNIT 4 Money and Banks
Lead-in
1. a) Make up a list of services that Congolese banks offer to their customers.
b) Which of the services have you ever used?
2. a) Look through the items below, and make sure you know their meaning:
credit card, cash machine, bank notes coins, traveller’s cheque, foreign currency
b) Which of them do you need when you:
- buy food in your city market;
- draw money from your account;
- pay in cash for something;
- are going to visit another country?
Dialogue
Pre-reading.
Check the meaning of these words
foreigner; practice; to draw; cheque; enough; commissions; receipt
Read the dialogue:

(Cliff needs to exchange some money. Alex is taking him to one of the city banks. His friend
Kalenga works at the Currency Exchange in the bank.)
Alex: Hello, Kalenga. Let me introduce you to Cliff. He’s an exchange student from America
and is going to study at our university for some months. Cliff, this is Kalenga.
Kalenga: Nice to meet you, Cliff.
Cliff: Nice to meet you, too. Alex told me that you work at a currency exchange.
Kalenga: Yes, it’s my job.
Cliff: And how do you like it?
Kalenga: Well, it’s not difficult, though we’re open from 9 a.m. till 6 p.m., and sometimes I
feel a bit tired. But in general, I like it. It’s good practice for me, and for my English, too,
because foreigners often come here.
Cliff: I see. And what exactly do you do?
Kalenga: Exchange money (cash or traveller’s cheques) and withdraw cash from accounts.
Cliff: And which cards do you accept?
kalenga: American Express and Visa. Do you want to get some money out on your credit
card?
Cliff: Not now, thanks, I was just wondering. But I’d like to exchange some money.
Kalenga: Dollars into Congolese Franc?
Cliff: Yes… I think 300 should be enough.
kalenga: Ok. Today’s exchange rate is 2300 FC to the dollar, so that would be … let’s see …
69000 FC, we charge a 1% commission, so that makes… 6900 FC. Can I see your passport,
please?
Cliff: Sure, here you go.
Kalenga: And would you also sign here?
Cliff: Sure.
Kalenga: Thank you… Well, here’s your receipt, your passport, and the money - Six
thousand nine hundred and twenty Congolese Franc.
Cliff: Thank you, Kalenga.
Kalenga: You’re welcome.
Alex: Ok, we have to go. See you soon, Kalenga.
Cliff: Bye.
Kalenga: See you.
Exercise. 3 Answer the questions using the dialogue and other sources of information:
1. What is Kalenga’s job? What are his duties?

A) Kalenga is a teller at the bank
B) Kalenga is a currency exchange specialist
C) Kalenga is a security guard at the bank
D) Kalenga is a loan officer at the bank
2. What currencies can be easily exchanged in Congolese banks?

A) Only US Dollars
B) US Dollars and Euros
C) US Dollars, Euros, and British Pounds
D) US Dollars, Euros, and a variety of other major currencies
3. What else, besides drawing cash, can credit cards be used for? Do you use a credit or
debit card?
A) Credit cards can only be used for drawing cash
B) Credit cards can be used for online shopping and bill payments
C) Credit cards can only be used for in-store purchases
D) Credit cards can be used for withdrawing cash and exchanging currencies
4. Have you ever exchanged money at a currency exchange in a bank? Describe the
procedure.
A) Yes, I have exchanged money. The procedure involves presenting identification,
specifying the currency and amount to exchange, receiving the current exchange rate, and
completing the transaction with the necessary fees.
B) No, I have never exchanged money at a currency exchange in a bank.
C) I have exchanged money, but not at a currency exchange in a bank.
D) I have exchanged money at a currency exchange in a bank, but I am not familiar with the
procedure.
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5. Why do you think a passport is necessary for exchanging money in a bank?
A) To track the customer's travel history
B) To ensure the customer is of legal age
C) To verify the customer's identity and prevent money laundering
D) To check the customer's credit score
Text
Ex.1 Pre-reading.
Check out the meaning of these words:
1. Authorize: To give official permission or approval for something to happen.
Example: The manager had to authorize the purchase of new equipment for the office.
2. Deposit: A sum of money placed or kept in a bank account or other financial institution.
Example: I made a deposit of $500 into my savings account.
3. Insurance: A contract in which an individual or entity receives financial protection or

reimbursement against losses from an insurance company.
Example: I have car insurance to cover any damages in case of an accident.
4. Mortgage: A loan taken out to buy property or land, typically with the property or land
serving as collateral for the loan.
Example: We applied for a mortgage to buy our first house.
5. Regulation: A rule or directive made and maintained by an authority to control or guide

conduct.
Example: The new regulation requires all employees to undergo safety training.
6. Entity: A thing with distinct and independent existence.

Example: The company was recognized as a legal entity under the law.
7. Domestically: Relating to or existing within a particular country; not foreign or

international.
Example: The company focuses on selling its products domestically rather than
internationally.
8. Numerous: Great in number; many.

Example: There are numerous reasons why people choose to study abroad.
Banks and Currency Control in DRC
n the Democratic Republic of Congo (DRC), the banking sector consists primarily of state
banks and commercial banks. The Central Bank of Congo (BCC) serves as the main state
bank in the country. In addition to traditional banking services, the BCC plays a crucial role in
49
regulating the establishment of new banks and overseeing financial transactions for
individuals, businesses, and organizations.
Banks in the DRC provide a range of services such as accepting deposits into various types of
accounts including savings, checking, and investment accounts. They also offer loans,
mortgages, safe deposit box facilities, and insurance services to their customers.
Regarding currency control regulations, there are specific guidelines in place. Non-residents,
both individuals and legal entities, face limited restrictions on the use of foreign currency.
They are allowed to bring foreign currency into the country and can take out an amount not
exceeding the original sum brought in. However, there are limitations on the amount of
Congolese Francs that can be taken out of the country. Foreign employers are required to pay
their employees in Francs for domestic transactions, while payments in foreign currency can
only be made through wire transfers from foreign banks to the employees' foreign currency
accounts held with Congolese banks.
Residents of the DRC are subject to various restrictions. Business transactions must be
conducted in Congolese Francs, and foreign currency transactions are prohibited. Congolese
companies can borrow foreign currency for a maximum period of 180 days with approval
from the BCC. Residents have the option to buy and sell foreign currency through authorized
banks on the domestic currency market. Cash transactions between legal entities are
permissible for specific purposes such as salary payments, business trip expenses, and non-
production expenses limited to 100,000,000 FC. Otherwise, payments must be made through
bank transfers. All cash sales transactions between enterprises and individuals must be
conducted in Congolese Francs. Individuals can utilize bank transfers, debit/credit cards, or
other internationally accepted payment methods to pay in foreign currency.
Exercise.3 Comprehension check. Decide if the statements are true or false:
1. The BCC is the main commercial bank in the country.

2. Besides authorizing new banks and giving permission for certain transactions, the
BCC performs the usual banking services.
3. Non-residents are subject to fewer restrictions concerning foreign currency use than
residents.
4. Non-residents can take out not more foreign currency than they brought in.
5. Salary payments by foreign employers to their employees in Congo can only be made
in foreign currency and by means of wire transfers.
6. Residents are permitted to perform foreign currency payments through Congolese
banks.
7. Domestic companies can borrow foreign currency from Congolese banks only if they
have obtained permission from the BCC.
50
8. Congolese resident companies can buy and sell foreign currency through banks in
other countries, too.
9. Resident legal entities are allowed to pay salaries, business trip expenses and non-
production expenses in cash.
10. Cash sales transactions between enterprises and individuals can be made both in Franc
and in foreign currency.
Exercise.4 Complete the sentences:

Exercise.4 Complete the sentences:
1. The main Congolese state bank is the _______, which has the right to _______ new
banks and to give permission to _______, _______ and _______for certain financial
transactions.
2. Banks offer different services to customers, such as _______ on accounts, giving out
_______ and ______, holding items in _______, dealing with insurance and others.
3. Residents and _______are subject to certain _______concerning the use of _______
4. Non-residents should make salary payments in foreign currency only by … … from a
foreign bank to their employees’ _______ accounts with a Congolese bank.
5. Residents are allowed to buy and sell foreign currency through _______ on the
______currency market.
6. Payments by residents, except salary, business trip _______ and nonproduction
expenses must be made through _______
7. Individuals should use ______ bank accounts, ______or ______cards, or other ______
when buying something from enterprises for foreign currency.
Vocabulary
Exercise.1 Give the French equivalents:

currency exchange; traveller’s cheque; to withdraw cash; receipt; the Central Bank of Congo;
to authorize banks; savings account; checking account; to give out loans; insurance; residents;
non-residents; are subject to; restrictions; foreign currency bank account; to make payments;
foreign currency transactions; domestic currency market; nonproduction expenses; means of
payment
combinations as they are used in the dialogue and in the text:
1. foreign 8. investment
2. cash 9. banking
3. bank a. services
4. state b. restrictions
5. currency c. payments
6. salary d. account
7. numerous e. currency
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f. banks h. transfers
g. transactions i. exchange
Exercise. 3 Match the terms with their definitions:
1. transaction (n) a)authorize (v) a particular type of money in use in a country;
2. payment (n) b), a written statement that someone has received money or goods;
3. deposit (v) c) a movement of money into or out of an account;

4. currency (n) d)to give formal permission to somebody or for something;
5. mortgage (n) e)a sum of money exchanged for goods or services;
6. receipt (n) f)to place money in a bank or safe;

g) a long-term loan for the purchase of a real estate
Exercise.5 Insert the necessary preposition:
1. … … usual banking services the BCC authorizes new banks and gives permission …
individuals and legal entities … certain financial transactions.
2. Could you withdraw some cash … my credit card?
3. Foreign employers must pay their Russian employees … Francs.
4. We’d like to change 400 Dollars… Congolese Francs.
5. You can make this payment … wire transfer.
6. Yesterday the rate … exchange … US dollar was lower than today.
7. Can I open a foreign currency bank account … your bank?
8. Residents can buy and sell foreign currency … authorized banks … the domestic
currency market.
9. Transactions … these two companies must be … Francs.
10. I’d like to get some money … … my credit card.
Exercise.6 From the list below choose the necessary word or word combination to fit each
blank:
1. We’ll have to … permission from the BCC for this … transaction.
2. To … cash from your bank account you need your credit card and your passport.
3. … account is a bank account which earns interest.
4. Her company sent her to Paris and paid all her … expenses.
5. … account is a bank account which usually doesn’t earn interest and from which …
can be taken out at any time by ….
6. On the … currency market they can buy or sell … currency only through … banks.
7. Does your bank make … to individuals?
52
check, loans, business trip, withdraw, checking, obtain, foreign, money, domestic, financial,
savings, authorized
Exercise.8 In each column write the missing part(s) of speech that has (have) the same
stem as the given word. You may refer to the dialogue and the text
a)
NOUN ADJ.
difficulty …
… typical
foreigner …
b)
VERB NOUN
travel …
… authority
permit …
… investment
regulate pay …
…
c)
VERB NOUN ADJ.
transfer … …
… … exchangeable practical
… … …
… finance receivable
… … …
restrict …
Language focus
Gerund and Infinitive
Exercise1 Use the infinitive with or without “to”:
1. Cliff needs (exchange) some money.
2. What makes you (think) so?
3. Let me (introduce) Cliff to you.
4. It’s nice (meet) you.
5. The clerk asked me (show) my passport and (sign) the receipt.
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6. Foreign employers must (pay) their employees in Francs if the payment is made
domestically.
7. You’d better (do) what he says.
8. I want you (read) to me.
9. He is known (be) a competent banker.
10. The BCC is entitled (authorize) new banks and (give) permission for certain
transactions.
Exercise2 Put the verbs in brackets into the correct form (gerund or infinitive):
1. I’m looking forward to (see) you.
2. I arranged (meet) them here.
3. I wish (see) the manager.
4. It’s no use (wait).
5. My mother told me (not speak) to anyone about it.
Exercise.3 Study and remember the following expressions after which gerund is used.
Makeup sentences of your own.
- it’s no use doing
- it’s no good doing
- there’s no point in doing
- it’s (not) worth doing
- to have difficulty doing
Exercise.4 Put the verbs in brackets into the correct form (gerund or infinitive):
1. After (walk) for three hours we stopped to let the others (catch up) with us.
2. I’m beginning (understand) what you mean.
3. He was fined for (exceed) the speed limit.
4. The boys like (play) games but hate (do) lessons.
5. He surprised us all by (go) away without (say) “Good-bye”.
Exercise.5 Fill in the blanks with the necessary prepositions:
1. They succeeded … opening the restaurant.
2. She accused him … causing all the problems.
3. So much depends … your passing the interview successfully.
4. She often complains … having problems with that customer.
5. They insisted … signing the contract immediately.
1. It’s not good for children (eat) too many sweets.
2. I didn’t feel like (work) yesterday.
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2 speaking
You are going to make a brief presentation of the bank you are working at.
Choose any information of the banks you’ll be able to find. (You may use this Internet site:
3 writing
Write a composition.
What do you know of the Congolese banking system? What are its advantages and
disadvantages? What do you think should be changed?...
PART II COMMUNICATION FOCUS

UNIT 1 SOCIALIZING
Introductions
Formal Informal
May I introduce you to …? Do you know…?
Mr Ward, this is Mrs Osborn. Michael, this is Sue.
How do you do? Hello.
How do you do? Hi.
Saying “thanks” Thank you. Apologizing Sorry!

Thanks. I am so sorry!
Thanks a lot. I am awfully sorry!
Thank you very much. (more polite) It was very Excuse me! (usually used to attract
kind of you. attention)
Reply
You’re welcome. (mostly Am. E) Thank you. Reply
Don’t mention it It was my pleasure. It’s all right.
Don’t worry, it’s OK.
Don’t worry about it.
Offering Saying Yes Saying No

How about…? That’s a great idea! I’m afraid … Would you like to …? Of course,
thank you. I’m sorry but …
Let’s …? It would be wonderful!
Why don’t we …?
Requests Saying Yes Saying No

Can I…? Yes, please do. I’m afraid …
May I …? Of course. I’m sorry but …
Could I …? Yes, go ahead
Exercise. 1 Match the replies in the right column to the comments in the left column:
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It’s an interesting conference, isn’t it? a) Yes, please. I’ll have a gin and tonic.
2. How’s life? b) Yes, it is. I didn’t expect all this traffic.
3. Cheers! c) It’s very good of you but I’d like to walk.
4. Which hotel are you staying at? d) Cheers!

5. Do try these biscuits! e) That’s right. I’m from Brazil.
6. Sorry I didn’t catch your name. f) Bye then. See you tomorrow.
7. I’m afraid there’s no more tonic water. g) It’s Emma. Emma Tanner.
8. Is this your first visit to Moscow? h) Yes it is, isn’t it?

9. Do you fancy another drink? i) Don’t worry. I’ll have orange juice instead.
10. You’re from South America, aren’t you? j) The Intourist. It’s not far from here.
11. I’m off now k) Very good indeed, thank you.

12. Let me give you a lift. l) Thanks. They look delicious.
Exercise. 2 Social quiz

Decide which replies are possible. (More than one may be OK)
1. Hello. How are you? 6. Would you prefer red or white wine?
a) I’m very fine, thank you. a) I prefer red.
b) Not too bad. b) I don’t care.
c) Fine, thanks. And you? c) I don’t mind.
2. This is Stewart Edwards. 7. Is Thursday convenient?

a) How do you do? a) What means convenient?
b) How are you? b) What does convenient mean?
c) Pleased to meet you. c) Could you explain to me
convenient?
3. Did you have a good trip?
a) Yes, thanks. 8. I’m terribly sorry about that.
b) Yes, of course. a) You’re welcome.
c) Well, I had a few problems. b) Don’t mention it.
4. Would you like to see round the factory? c) Don’t worry about it.
a) Yes, I will.
b) Yes, I’d love to. 9. Do you want to buy some?
c) No. a) Well, I’m interesting.
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b) Well, I’m interested.
5. Why are you learning English? c) Yes, I want.
a) For talking to my friends.
b) For to talk to my friends. 10. Thank you very much.
c) To talk to my friends. a) Not at all.
b) It doesn’t matter.
c) It was a pleasure.
MEETINGS
Control Phrases for a Chairperson
Opening the meeting
Good morning/Good afternoon, everyone.

If we are all here, let’s…
… get started
… start the meeting
… start
Stating the purpose/objective/aim
We’re here today to…

Our aim is to…
I’ve called this meeting in order to…
Welcoming and introducing participants
We’re pleased to welcome…

It’s a pleasure to welcome…
I’d like to introduce…
I don’t think you’ve met…
By the end of this meeting, we need a clear recommendation.
Giving apologies for absence

I’m afraid … can’t be with us today. She is in …
I have received apologies for the absence from …, who is in …
Reading the secretary’s report of the last meeting
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First let’s go over the report from the last meeting, which was held on…
Here are the minutes from our last meeting, which was on…
Dealing with matters arising

Peter, how is the IT project progressing?
Sarah, have you completed the report on the new accounting package?
Has everyone received a copy of Jeremy’s report on his marketing visit?
So, if there are no other matters arising, let’s move on to today’s agenda.
Introducing the agenda

Have you all seen a copy of the agenda?
There are three items on the agenda – firstly, …, secondly, … and thirdly ….
Shall we take the points in this order?
I suggest we take item 2 last.
Is there any other business?
Allocating roles (secretary, participants, chairperson)

… has agreed to take the minutes.
…, would you mind taking the minutes?
… has kindly agreed to give us a report on this matter.
… will lead point 1, … point 2, and… point 3.
Agreeing on the ground rules for the meeting (contributions, timing, decisionmaking, etc)
We will hear a short report on each point first, followed by a discussion round the table.
I suggest we go round the table first.
The meeting is due to finish at…
We’ll have to keep each item to ten minutes. Otherwise, we’ll never get through. We may
need to vote on item 5 if we can’t get a unanimous decision.
Introducing the first item

So, let’s start with… Shall we start with…?
So, the item on the agenda is…
Mwape, would you like to kick off?
Cingwalo, would you like to introduce this item?
Closing an item Next item

I think that covers the first item. … let’s move onto the next item
Shall we leave that item? The next item on the agenda is…
If nobody has anything else to add, … Now we come to the Question of…
Asking for contributions

We haven’t heard from you yet, George. What do you think about this proposal?
Would you like to add anything, Elianne?
Anything to add, Pundu?
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Handing over to another person
I’d like to hand it over to Godis, who is going to lead the next point.
Right, Dorothy, over to you.
Keeping the meeting on target (time, relevance, decision) We’re running short of time.
Please, be brief.
I’m afraid we’re run out of time.
We’ll have to leave that to another time.
I’m afraid that’s outside the scope of this meeting.
We’re beginning to lose sight of the main point.
Keep to the point, please.
I think we’d better leave that for another meeting.
Are we ready to make a decision?
Shall we vote on Mary’s proposal?
Clarifying To recap
Let me spell out… Is that clear? Summarizing
Do you all see what I am getting at? Before we close, let me just summarize the
To clarify main points.
To explain To sum up, …
To interpret In brief, …
To put it another way Shall I go over the main points?
To put in other words
Agenda completed
Right, it looks as though we’ve covered the main items.
Is there any other business?
Agreeing time, date and place for the next meeting

Can we fix the next meeting, please?
So, the next meeting will be on … (day), the … (date) of … (month) at … (time) in the
meeting room. Is that okay for everyone?
What about the following Wednesday? How is that?
So, see you all then.
Thanking participants for attending

I’d like to thank Marianne and Jeremy for coming over from London.
Thank you all for attending. Getting the chairperson’s attention
Thanks for your participation. (Mister/Madam) chairman.
Excuse me for interrupting.
Closing meeting May I come in here?
The meeting is closed.
I declare the meeting closed. Giving and seeking opinions
Control Phrases for the Participants I’m sure/ convinced/ positive that…
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I really feel that…
In my opinion…
I tend to think that…
Are you sure/ convinced/ positive that…
Do you really think that …?
Advising and suggesting

Let’s …
We should…
Why don’t you …
How about …
I suggest/recommend that…
Commenting
That’s interesting… Good point!
I see what you mean.
Agreeing and disagreeing
I totally agree with you, but…
I’m afraid I can’t agree
Requesting information and action

Please, could you …
I’d like you to…
I wonder if you could…
Dealing with communication problems
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Asking for clarification /Asking for repetition
I don’t quite follow you. What exactly I didn’t catch that. Could you say it do you mean?
again, please?
I don’t see what you mean. Could we have some more details, please? Correcting
information
Sorry, I think you misunderstood what I said. The move will be in March. Sorry, that’s not
quite right. We’ll be here until March.
UNIT 2
PRESENTATION
Starting your presentation
Begin by introducing yourself. Even though this is a business presentation, it is okay to be

friendly and informal here, to get everyone to feel comfortable and interested in what you
have to say. Here are some examples:
• “Hi everybody, my name is [your name] and I’m [your role in the company].”
• “Good morning / afternoon / evening ladies and gentlemen, I’m [your name].”
• “Hi everyone, I’m [your name]. I’ll keep this brief.”
• “Thanks for having me here today. I’m [your name].”
Note: remember to use the contraction “I’m” instead of “I am” to sound friendlier and less
formal.
Introducing the topic of your presentation
After you have introduced yourself, it is time to introduce your topic of presentation.
Remember that business people are often busy people! You only have about a minute to
express your point, and do it in such a way that everyone will understand.
It will take some practice, but try to say the topic of your presentation in a sentence or two.
You can start your topic introduction with these phrases:
• “Today, I’m here to talk to you about…”
• “I’d like to outline our plans for…”
• “In this presentation, I’ll discuss…”
After you introduce the topic, you can give the listeners a “map” of your presentation, to
help them know what to expect.
• “This presentation will take about 20 minutes.”
• “First, I’ll start with some general information about…”
• “First, I’ll talk about…”
• “Then, I’ll look at…”
• “Then, we’ll go over…”
• “We’ll conclude with some information on…”
• “Finally, we’ll talk about how to move forward with…”
• “I’ll be happy to answer any questions you may have at the end of this presentation.”
• “To keep things moving, please hold your questions until the end of the
presentation.”
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Ending your presentation
You have made it to the end of your presentation! Now comes the easy part: ending it. Once
you have given your presentation and are ready to finish, use these phrases:
• “Well, that brings me to the end of my presentation.”
• “Thanks so much for listening to my presentation.”
• “That’s it from me.”
• “It was a real pleasure being here today.”
• “I’ll be taking questions for the next 10 minutes.”
• “That concludes my presentation. Does anyone have any questions?”
Exercise. 1 Arrange the following sentences in the logical order to construct the outline of
a presentation:
1. Now, to change the subject for a moment, …
2. Before I finish, I’d like to run through the main points again, …
3. I’ll begin by describing …, and then go on to …, and I’ll end with…
4. In conclusion, …
5. I want to stress … Good afternoon.
6. That brings me to the end of my presentation.
7. I’d like to talk about …
8. To return to the point I made earlier …
9. First, let me introduce myself; I’m … from….
10. Feel free to interrupt if you have any questions.
11. Thank you for your attention.
12. First of all … next …
13. Please excuse my rather poor English!
14. I’d like to turn to …
15. If you have any questions, I’d be glad to answer them.
16. At this point, we have to bear in mind…
UNIT 3
INTERVIEWING
Study these Ten Popular Questions. Use them to prepare for the job interview.
TEN POPULAR QUESTIONS

These are the most popular questions asked in interviews. They do not include the questions
which will be asked about the specific skills and experience needed for the job you will be
interviewed for.
There is no guarantee that you will be asked any of these questions. However, you will find it
useful to sit down and think through the answers to each question. You can use them as a
basis for practice and try to develop the ability to give positive answers.
1. Why do you want this job?
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2. Tell me about yourself.
3. Why should we hire you?
4. What is your major achievement?
5. What do you consider yourself good at?
6. What sort of person are you?
7. What are your strengths?
8. What are your weaknesses?
9. What do you know about our organization?
10. How do you plan to approach this job?
Exercise. 1 Read through these interview questions with a partner. What kind of questions
are they? For each sentence, decide which type of question it is from the list below.
Conversation-opening (friendly) questions.

Questions about skills and qualifications.
Questions about your personality.
Questions about salary and office hours.
Questions about your ambitions.
1. Can you operate an IBM computer with Microsoft Windows?

2. Are you a loyal person?
3. What sort of job would you like in five years’ time?
4. Do you want a job with a company car?
5. What do you do during your free time?
6. What things are you best at?
7. Did you have a good journey?
8. What grade did you get in your (word processing exam)?
9. How much are you hoping to earn?
10. What was the traffic like on the way here?
11. Would you like to have the same job in ten years?
12. Was it easy to find our offices?
13. Do you enjoy working with other people?
14. 14. Would you like a cup of coffee?
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UNIT 4 TELEPHONING
Business Telephone Calls
1.Taking a call
When answering the phone at your place of employment, you should always be professional.
Here are two possible formats for doing so:
a) Hello/Good morning/Good afternoon. [Company name], [your name] speaking, how may I
help you?
For example, if your name is Kaleya and you work at a company called Ox Drilling, you
might say:
Good morning! Ox Drilling, Kaleya speaking. How may I help you?
This quickly identifies who you are and allows the caller to explain why they are calling.
b) [Company name], [your name] speaking.
This second one is a shorter greeting: Ox Drilling, Kaleya speaking.
You can also use “This is [your name]” as another way to say “[Your name] speaking.”
2.Making a call
It may happen that you are the one initiating (beginning) a phone call. You may have more
time to prepare in this case. You can use one of the formats below for greeting people when
you call them:
a) Hello, this is [your name] from [company name].
For example, if you are Elianne and you work at Jeffrey Travels, you might say:
“Hello, this is Elianne Kaleya from Jeffrey Travels.
You may want to include your surname (last name) if you know the caller doesn’t know you
very well.
b) Hi, it’s [your name] from [company name].
You may also say “Hi, it’s Elianne Kaleya from Jeffrey Travels” to start a phone
conversation.
3. Asking for somebody
It is essential to know precisely with whom you wish to communicate, and you can choose
from the options provided below.
a) May I speak to [person’s name]?
This first phrase is a question, and slightly more polite than the next option. Here’s an
example:
b) May I (please) speak to Mr. Smith?
c) I’d like to speak to [person’s name], please.
For example, “I’d like to speak to Mr.John, please.” You may use this greeting when you are
certain the recipient is available to speak.
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4. Giving reasons for calling
It is best to state your purpose for calling at the outset of the phone conversation. This helps
both speakers discuss what is pertinent.
a) I’m calling to ask about/discuss/clarify…
I’m calling to ask about your new lotion’s products.
b) I just wanted to ask…
I just wanted to ask if you need any more computers
c. Could you tell me…?
Could you tell me the address of Monday’s meeting with Vodacom?
5. Small talk
Small talk can be used whenever you wish to be amicable with someone. You can inquire
about their day, or you can be more specific if you recall specifics from previous discussions.
a) Hi, [first name], how are you?
This one is more general and you can use it when you don’t remember anything specific to
ask about.
b). How are you getting on with…?
This second phrase is more precise and should be used if you recall particular details. This
will make the other person feel good about communicating with you, and it may even
strengthen your relationship. For instance, if you recall that a business will relocate to a new
office building, you could inquire:
How are you getting on with preparations to change office buildings next month?
6. Taking messages
If you answer the phone and the caller wishes to speak with an individual who is unavailable,
you should take a message. This can be accomplished in any of the following ways:
a) I’m sorry, she/he’s not here today. Can I take a message?

b) I’m afraid he/she’s not available at the moment. Can I take a message?
This response doesn’t tell the caller why “he/she” is unavailable. However, if you know why,
and it’s okay to share that information, you might say something like this:
c) I’m afraid she’s in a meeting until 4 p.m. Can I take a message?
You can use this phrase to politely find out who is calling.
d) Could I ask who’s calling, please?
After you’ve written down the caller’s message, you can say this phrase.
e) I’ll give him/her your message as soon as he/she gets back.
7. Leaving messages
In contrast, if you make a phone call and the person you wish to speak with is not available,
you should leave them a message. Here's what could be said:
a) Could you please take a message? Please tell her/him that…
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Example: Could you please take a message? Please tell her that Katshiza from accounting
called about Mr. Mulenga’s expense reports.
b) I’d like to leave her/him a message. Please let her/him know that…
Example: I’d like to leave him a message. Please let him know that tomorrow’s lunch meeting
is cancelled.
8. Asking when somebody will be available
If you don’t want to leave a message, you can ask when would be a good time to call again:
a) When is a good time to call?
b) When is she/he going to be back?
8. Asking for information

When requesting information from others, it is important to be courteous. The use of the
modal verb "could" and a question is advantageous in this instance.
a) Could I ask what company you’re with?
b) Could you give me your mobile number, please?
9. Asking the other person to repeat information
Don't worry if you can't always understand telephone conversations. It occurs frequently to
native speakers! Simply request that the individual repeat the information for you:
“I’m sorry, could you please repeat that?”
If you must write down names, you should ask others to spell words for you. You may use
either of the two phrases below:
a) Could you spell that for me, please?
b) How do you spell that, please?
Notice: It’s always safe to repeat important information just to double check:
a) Let me see if I got that right.
Example: Let me see if I got that right. Your name Nice Mpundu, N-I-C-E, M-P-U-N-D-U and
your phone number is 0814032734, correct?
When the connection is poor, it is acceptable to ask the other party to speak more loudly.
Example: Would you mind speaking up a bit? I can’t hear you very well.
Whenever you don’t understand something, it’s best to ask. The information may be
important, so just ask them to repeat it for you:
Example: I’m sorry, I didn’t catch your first name.
10. Making arrangements
It is important to be courteous when negotiating if you must make arrangements. Here are
some phrases to consider:
a) Shall we say January 2023?
b) How about the following week?
c) Would the week of January 18 work for you?
11. Asking for suggestions

When determining times and locations for activities, you can invite the other person to make
suggestions. It can be interpreted as a sign of courtesy.
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a) What would you suggest?
b) Do you have a time/place in mind?
12. Making requests
Again, politeness is essential when requesting assistance from others. You can use the magic
words "could" and "please" in the following manner:
a) Could you send me an email with the detailed offer?
b) Do you mind sending me the report again, please?
13 Promising action
When you promise action, you may want to add when something is going to happen.
Remember that in English we don’t use the future tense after time expressions like “when”
and “as soon as.”
a) I’ll ask him to call you as soon as he gets back.
Notice that after “as soon as” we use “he gets back,” present tense.
b) I’ll send you the report as soon as possible.
14. Saying you cannot help
There are situations when you can’t help the other person, and it may be hard to say so. Just
be firm and polite:
a) I’m afraid I can’t give you that information.
b) Sorry, but I’m not allowed to give details about that.
15. Ending the call
Remember to thank the other person for calling or for helping you. You can do that in any of
the following ways:
a) Thank you very much for your help.
b) Thanks for calling.
c) Thank you for your time.
Note1. The phone book.

- Look up their number in the phone book (or directory).
- I’ll look up the number in the telephone book.
- The number is ex-directory (or unlisted).
- I’ll ring the Directory Enquiries (or information) for the number.
Note 2
UK term US term
Directory Enquiries Information
Reverse (transfer) charge call Collect call
Ex-directory Unlisted
Engaged Busy
Phone book (directory) Code Telephone book Area code
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Exercise. 1
Practice these telephone expressions by completing the following dialogue with suitable
words:
Switchboard: Conglomerate Group; can I help you?
You: Could I …….. Mr. Jones, please?
Switchboard: …….. you through.
Secretary: Hello, Mr. Jones………. Can I help you?
You: Hello, can you hear me? It’s a ……. line. Could you ……….., please?
Secretary: IS THAT BETTER? Who’s ………, please?
You: It’s …….(your name) from ……. (your company).
Secretary: Oh, hello. Nice to hear from you again. We haven’t seen you for ages. How are
you?
You: Fine, thanks. Could you …… me …….. to Mr Jones, please?
Secretary: ……. the line a moment. I’ll see if he’s in. I’m sorry, I’m afraid he’s not ……. at
the ……….. Could you give me your ………, and I’ll ask him to …….. you …….. ?
You: My number is 348 5968. That’s London.
Secretary: Would you like to leave any …….. for him?
You: No, thanks. Just tell him I …….
Secretary: Certainly.
You: I’ll expect him to ……. me this afternoon, then. Thanks.
Secretary: You’re welcome. Goodbye.
Exercise.2
Insert the necessary preposition:
1. Look it … in the directory.
2. He’s … the other line.
3. Call me back, please. I’m … 386 6754.
4. I’ll put you ….
5. Her extension is busy … the moment.
6. I’ll call the information … the number.
Exercise. 3 Make up your own dialogue using the information and expressions from the
Datafile, and act it out.
UNIT 5 NEGOTIATING
A) Common Terms and Phrases Relating to Negotiations

The most important words that may be useful to you. Examine the definitions and examples
to fully comprehend the terms.
1. To bargain
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Explanation: To discuss the conditions of an agreement, to negotiate. You can also use this
as a noun (something can be a bargain) to refer to products being sold for a really good price.
Examples:
You can’t bargain with him, he’s very inflexible.
“This laptop was such a bargain! I paid half as much as you paid for yours and mine is much
faster.”
2. Bottom line
Explanation: The most important factor.
Example:
The bottom line is that we cannot raise both salaries and bonuses.
3. Alternative
Explanation: A choice that could be better than the present situation.
Example:
Let’s consider the alternatives before deciding on the best candidate for this position.
4. To reach consensus
Explanation: To agree on a matter that initially (at first) you disagreed upon.
Example:
After a really long debate, they managed to reach consensus on the issue of sick leave.
5. Counter proposal
Explanation: An alternative solution you offer when you disagree with the one already
presented.
Example:
We came with a counter proposal, but they weren’t open to negotiation.
Deadlock
Explanation: A point in a discussion which takes you nowhere because people cannot reach
agreement.
Example:
We reached deadlock quite early in the discussion, because they weren’t willing to listen to
our arguments and they didn’t make any counter proposals.
7. Highball / Lowball
Explanation: To highball means to ask for a lot more than you think your partner will agree
to offer you. On the contrary, when you lowball, you offer much less than you think is
acceptable.
Examples:
“They started the negotiation by highballing their expectations, but we saw right through it.”
I thought my boss was going to lowball by giving me a really small raise, but he was
reasonable.
8. Leverage
Explanation: Something that gives you power in a negotiation.
Example:
The supermarket chain really wanted that land, but the owner didn’t give in easily. He had a
lot of leverage because the position was ideal.
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B) Phrases to Use During Negotiations
1. Beginning the Negotiation and Setting the Agenda
The manner in which you initiate a conversation is vital, as it sets the tone for the entire
negotiation. In order to maximize your results, it is essential to be both diplomatic (polite) and
efficient. Generally, individuals begin negotiations by establishing an agenda. The agenda is
comprised of all the significant topics that must be discussed. You may initiate a negotiation
with the following phrases.
a) Let’s start by having a look at the agenda.
b) Before we begin, shall we have a look at the main points on the agenda?
c) Should we have a look at the main points for today’s discussion?
2.Listening and Asking for Proposals
In a negotiation, it is sometimes more important to listen to what the other party has to say
than to ask for what you want from the negotiation. utilizing any of the phrases below.
a) What are your views on…?

b) Do you have any suggestions for…?
c) Would you like to suggest a course of action for…?
d) How do you feel about…?
3.Making Suggestions and Proposals
During negotiations, suggestions and proposals may be presented at any time. If you have a
proposal, you can introduce it with the following phrases:
a) We believe the best approach is...
b)We propose/recommend that…
When the negotiation reaches a stalemate, someone must propose solutions. It is essential to
maintain an open mind and assist your partner in seeing things from different angles. Both of
these will facilitate an effective negotiation.
a) I’d like to suggest a solution.
4. Arguing for Proposals and Views Presented

After proposing solutions, it is essential to defend them with evidence. You have a much
greater chance of obtaining what you want from the negotiation if your arguments are logical
and presented coherently (clearly). Introduce your claims with phrases such as:
a) The most important reason for this is…
b) I am basing my solution on three ideas/points/reasons: Firstly,… Secondly,… Last but not
least,…
c) One of the key reasons for this is…
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5.Agreeing with Proposals
When your partner makes a valid suggestion, you can express your agreement with one of the
following expressions:
a. I agree with your suggestion.
b) I think your proposal is acceptable.
c) That sounds great to us.
6.Disagreeing with Proposals and Giving Reasons for Disagreement
Disagreement is one of the most challenging tasks: You do not wish to offend your partner,
but it is essential to let them know when you disagree. You can disagree diplomatically if you
introduce your concerns as follows:
a) I have some reservations ab b)Unfortunately, our position is different from yours.
c). I’m afraid we can’t agree on…
7.Compromising
When you are unable to obtain everything you desire, you must meet your partner halfway.
Here are a few ways to indicate that you are willing to accept certain terms in exchange for
others:
a) We might be able to work on…, if you could…
b) We could offer you…, if you think you can agree on…
c) Offering you… is the best we can do right now. However, we’d need your approval on…
d). In exchange for…, would you agree to…?
8. Clarifying
Whenever you sense that your partner is being vague or ambiguous (uncertain or imprecise),
it is crucial to provide immediate clarification. Otherwise, the negotiation could go in the
wrong direction, and it could be too late to correct the record. Utilize any of the following
phrases to clarify details early on and play it safe:
a) Let me make sure I got your point.
b) I’m not sure I understood your position. Could you please tell me again how you feel
about…?
c) I just want to make sure I got this part straight.
9. Concluding
Before concluding a negotiation, it is always a good idea to review the major points on which
you agreed or disagreed. Here are some possible phrases::
a) Let’s look at what we decided to do.
b) Shall we try to sum up the main points of our discussion?
c) Let’s sum this up really quickly to make sure we are on the same page.
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English for Business and Management Sciences

• Enriching business English vocabulary with self-confidence to communicate effectively in

• Improving professional etiquette in business negotiations, telephone conversations, written

UNIT 1 Types of Business Presence

Profit-Sharing: Profit-sharing refers to a system where a portion of a company's profits is

1. Fill in the Blanks:

2. Match the following terms with their definitions:

2. State whether the following statements are true or false:

3. Match the following terms with their synonyms:

4. Match the following terms with their definitions:

4. What are the potential advantages and disadvantages of being a shareholder in a

5. How do different types of businesses adapt to changing market conditions, regulatory

Multiple Choice Questions with Answers:

1.Which type of business entity involves shared liability among partners?

8. In a limited partnership, who typically has limited liability?

1 Read the dialogue:

Two friends meet on a plane to Kinshasa

Robert: Actually, could I get some juice instead?

Kasongo: Sure, just ask the flight attendant.

Robert: So, why Moscow?

Kasongo: They want me to participate in a new educational program there.

Robert: Is the company you work for a partnership?

Kasongo: Yes, a mixed one.

Kasongo: Exactly. Do you know the difference?

Robert: Of course. In an unlimited liability partnership, each partner is personally responsible

Robert: Is he okay with that arrangement?

Robert: Like your expertise in accounting...

Exercise.2 Work in pairs.

Exercise. 3 Answer the questions:

1. Who is talking in the dialogue?

Text 2: Types of Business in the Congolese Federation

When considering undertaking business activities in the Congolese Federation, foreign

Vocabulary and expressions

Example: XYZ Consulting LLC provides consulting services to clients.

General Shareholders' Committee: A governing body in a company responsible for making

Representative Office: A subsidiary or office of a foreign company established to represent

Joint Activity Agreement: An agreement between two or more parties to collaborate on a

Taxation: The process of imposing a financial charge on individuals or entities by a

Exercise 3: Match the vocabulary term with its definition:

A. A business structure with shared ownership represented by shares of stock.

Exercise 4: Multiple Choice

3. A Limited Liability Company has participatory rights instead of:

4. A Representative Office represents the interests of a foreign company in a:

Multiple Choice Questions:

1. Which of the following is NOT an option available to foreign companies for

3. What are some potential benefits of establishing a representative office in a foreign

4. What challenges might companies face when establishing a representative office in a

VERB NOUN ADJECTIVE

Exercise. 6 Fill in the prepositions where necessary:

Perfect tenses. Revision of all tenses.

2. Past Perfect (Pluperfect):

Exercise. 2 Complete the sentences using Past Perfect:

Exercise.5 Choose the correct variant of the verb form:

B) Role-play: Meeting Isaac Mutuna:

He is determined to start her work as quickly as possible. He needs a separate office

Exercise.2. Find The President French equivalents for each position

Quality Production Commerce Finance Construction Administration

Analytical Legal Affairs

Associated Companies and Subsidiaries