English for business studies I (B2)

APPENDIX 1 GRAMMAR & LANGUAGE USE

3.2 Regular present and past participle endings
a. What are the rules? Indicate the correct answer.

PAST TENSE FORM
Change/ don’t change YI when there is a vowel before the Y.
Change/ don’t change YI when there is a consonant before the Y

GERUND FORM
Change/ don’t change Y when there is a vowel before the Y.
Change/ don’t change Y when there is a consonant before the Y

b. Put each verb into the correct columns changing each one to regular past.
Example: cry  cried

Appx 1.2.3 try enjoy classify study play
choice
apply relay identify employ

REGULAR PAST OR PAST PARTICIPLE GERUND
VERB + ING
Y + ED Y  IED

cried crying

Doubling final consonant for regular past tense & past participles and gerunds.

c. Put these verbs into the correct columns below and spell them correctly.

adapt connect equip omit record tax

Appx 1.2.4a add consist fill out perform tip transfer
1.2.4b
choice admit develop happen plan ship transport

allow download install plot stop

assign drop occur prefer submit

CV´C =one consonant, one stressed vowel and a consonant

DOUBLE final consonant Do NOT double final consonant
BRITISH ENGLISH-Always

double final “L”

1 syllable 2 or more syllables , 1 syllable NOT 2 or more syllables , Never double syllable
ending CV’C stress on final syllable ending in CV’C ending CV’C but stress NOT ending CV’CC or CVV’C or

ending CV’C ON final syllable final W or X.

developed/developing adapted/adapting

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APPENDIX 1 GRAMMAR & LANGUAGE USE

d. Look at the example. What happens to words ending in silent “E”? When do you

omit the “E”? Fill in the chart.

VERB REGULAR PAST PRESENT TENSE- GERUND (+ ING)
& PAST PARTICIPLE 3RD PERSON

analyse (UK) analyseD analyseS analysing
analyze (US) analyzeD analyzeS analyzing

achieve

utilize

introduce

require

locate

reinforce

practice

solve

ensure

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APPENDIX 1 GRAMMAR & LANGUAGE USE

Summary. Rules for Irregular Spelling of Verb Inflections

Verb inflections include any endings added to the base form of the verb. These include -s, -
ing, and -ed. Spelling for the majority of verbs is regular, and the inflections are simply added
to the base form. For a few verbs, though, the spelling does change, and the rules are
outlined below. For more information on irregular verbs and verb tenses, please see the List
of Irregular Verbs at this web site.

Doubling of Consonants

1. If the base form ends in a single consonant and the preceding vowel is stressed and
spelled with only one letter, double the consonant before adding -ing and -ed
occur/occurring, swim/swimming, ship/shipping
2. If the preceding vowel is unstressed or spelled with two vowels, do not double the
consonant
enter/entering, visit/visiting, develop/developing, dread/dreading,
appeal/appealing, shout/shouting
3. If the base form ends in -c, change the -c to -ck
panic/panicking, picnic/picnicking
4. There are exceptions with some verbs ending in -l, -m, and -p (British English)
travel--traveling or travelling
program--programing or programming
worship--worshiping or worshipping

Deletion or Addition of -e

1. If the base form ends in an unpronounced -e, drop the -e before adding -ing and -ed
inflections
create/creating, type/typing, bake/baking
2. For monosyllabic verbs ending in -ye, -oe, or -nge, keep the final -e before -ing, but
drop it before -ed
dye--dyeing/dyed
hoe--hoeing/hoed
singe--singeing/singed
3. If the base form ends in -ie or -ee, drop the final -e before -ed
die/died, agree/agreed, tie/tied
4. If the verb ends in -s, -z, -x, -sh, and -ch, add -e before the -s ending
pass/passes, buzz/buzzes, coax/coaxes, wash/washes, watch/watches

Treatment of –y

1. If the base form ends in -y, change the -y to -ie
carry/carries, try/tries
2. If the base form ends in -ed, change the -y to -i
carry/carried, try/tried
3. Following a vowel or preceding -ing, the -y remains
stay/stayed, toy/toying, try/trying, carry/carrying
4. If the base form ends in -ie, change the -ie to -y before -ing
die/dying, lie/lying, tie/tying

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APPENDIX 1 GRAMMAR & LANGUAGE USE

4. Spelling- British and American spelling differences

Look at these differences in American and British spelling and determine the
rules. The first one is done for you. Can you add a word to each group?

Appx 1.3 or our
matching
American British
color colour Other
favorite favourite
honor honour

______________________ American British
jewelry jewellery
American British draft draught
analyze analyse pajamas pyjamas
criticize criticise program programme
memorize memorise tire tyre

_________________________

American British

analog analogue

catalog catalogue

dialog dialogue

_________________________

American British
center centre
meter metre
theater theatre

___________________________

American British

check cheque

checker chequer

______________________

American British

encyclopedia encyclopaedia

maneuver manoeuvre

medieval mediaeval

_________________________

American British
defense defence
license licence

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5. Word order in adjectives

The table shows the order of adjectives in a sentence. It is unusual to find more than three adjectives
together.

THE ORDER OF ADJECTIVES

Determine Observatio Physical Description Origin Materia Qualifier Noun
rn l

Size Shape Age Colo
r

a beautiful old Italian touring car

an expensive antiqu silver mirror
e

four gorgeous long- red silk roses
stemme
d

her short black hair

our big old English sheepdo
g

those square wooden hat boxes

that dilapidated little hunting cabin

several enormou young America basketbal players
s n l

some delicious Thai food

Don't use more than two or three (at the most) adjectives together. Furthermore, when adjectives belong to the

same class, they become "coordinate" adjectives, and should be separated by a comma : the inexpensive,
comfortable shoes. The rule for inserting the comma works this way: if you can insert a conjunction — and or
but — between the two adjectives, use a comma. We could say these are "inexpensive but comfortable shoes"

so we would use a comma between them (when the "but" isn't there). When you have three coordinate adjectives,

separate them all with commas, but don't insert a comma between the last adjective and the noun: a popular,

respected and good-looking student. For a complete lesson on the use of adjectives in English, go to:

http://webster.commnet.edu/grammar/adjectives.htm

More examples
When describing companies we frequently use adjectives before the nominal structure. It is
very common to find two adjectives (sometimes as many as three) and these adjectives have
a fixed order. The table below shows the correct order.

NOTE: We say 'the first two days', 'the next few weeks', "the last ten minutes', etc.

1 Opinion 2 how big? 3 what 4 where 5 what's it 6 what is it 7 NOUN
how old? colour? from?
made of? for?

successful new microwave oven

cheap giant-size shampoo bottle

aggressive American marketing strategy

new red plastic container

well-known Japanese electronics
company

tiny silicon chips

1. Subjective opinion 2. Qualifier (size, age, shape, etc.) 3. Colour 4. Origin 5. What the noun is made of

6. Purpose/what kind 7. Head noun
SONY is a well-known Japanese electronics company.*

Our company has just launched a successful new microwave oven. *
* Notice how the adjectives in these sentences are not separated by commas.

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Appx 1.4a Practice
choice a. In the sentences below, some words are adjectives and some words are part of a reduced

relative clause formed using a past participle. Choose the correct phrase in italics.

1. The issues raised / The raised issues at the last meeting are no longer so important.
2. The main advantage/ The advantage which is main of her idea is that it is so cheap.
3. The shares issued / The issued shares by EMEX plc were selling at 360p.
4. The consumers questioned / The questioned consumers during the survey found that the

product with code number CD-40 had the most flavour.
5. The ordered articles / the articles ordered have been sent by air parcel post.
6. A major feature/A feature which is major of the new line is its appeal to the youth market.
7. The man driving / The driving man is a well-known Spanish film star.
8. A valuable 14th century vase made in China/ China-made vase was stolen from the museum.
9. The Board called another meeting to deal with the problems discussed /discussed problems.

b. Put the adjectives in brackets in the correct position.

Ex. a beautiful table (wooden/round) a beautiful round wooden table

Appx 1.4b 1. a ___conference room (furnished/nicely/spacious)....................................................................................................
choice 2. a ___office (new / nice) ..........................................................................................................................................................
3. a ___office (sales / regional /new) .....................................................................................................................................
4. a(n) ___building (office / old / beautiful) ........................................................................................................................

5. a(n) ___briefcase (leather / black / expensive) ..............................................................................................................

6. a(n) ___ photocopier (Japanese / second-hand / old) ..............................................................................................

7. a ___ printer (laser / black / affordable) .........................................................................................................................
8. a ___room (lovely / sunny) ...................................................................................................................................................
9. a ___aisle (wide /long) ............................................................................................................................................................
10. a ___ box (gray / metal / small) .....................................................................................................................................
11. a ___manufacturer (car / luxury /( British / leading) ................................................................................................

12. ___ shoes (dress / plain / brown) .....................................................................................................................................

13. a(n) -___ painting (black / and / enormous / white) ................................................................................................

14. a ___manager with proven experience (young / marketing / dynamic) ..........................................................
...........................................................................................................................................................................................................

15. a(n) ___producer (wine / expanding / Spanish) ..........................................................................................................
16. the ___techniques (marketing / latest) ..........................................................................................................................
17. a ___room – spacious / nicely / conference / furnished / - ).................................................................................

...........................................................................................................................................................................................................

18. a ___ entrepreneur (twenty-five / year / old / successful / Internet)..................................................................

...........................................................................................................................................................................................................

Appx 1.4c c. Write the following in another way using the first... / the next... / the last... .
Gap fill 1. the first day and the second day of the course the first two days of the course
2. next week and the week after.........................................................................................
3. yesterday and the day before yesterday ..............................................................................
4. the first week and the second week of September...............................................................
5. tomorrow and a few days after that....................................................................................
6. questions 1, 2 and 3 of the examination ............................................................................

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APPENDIX 2

WORKSHEETS

In Moodle, you will find the following materials:

 audio and video files
 interactive exercises for self-correction and revision
 links to dictionaries and supplementary materials
 a bilingual business glossary for you to print and bring to class if needed.

In this appendix, you will find detachable work sheets to practice the
structures and vocabulary you are studying in each unit.

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Name (s):

Worksheet 2.1. Companies – Verb + Noun Collocations

Complete the sentences below logically with a minimum of four words. Try to use structures
(linking words of addition, relative clauses) and vocabulary you have learnt so far in the
course.
1. Last month the sales department achieved .....................................................................

.........................................................................................................................................

2. Last year our turnover amounted ....................................................................................

3. We offer a wide range of products, but medical equipment accounts .............................
.........................................................................................................................................

4. Inditex is based ..............................................................................................................

5. The Universidad Pontificia Comillas is made ..................................................................
.........................................................................................................................................

6. 3M is a multinational company that specialises ...............................................................
.........................................................................................................................................

7. Before deciding whether to manufacture the product, we need to carry .........................
.........................................................................................................................................

8. I had a very hectic (ajetreada) morning. Not only did I have to deal ...............................
.........................................................................................................................................

9. The CEO is responsible for implementing .......................................................................
.........................................................................................................................................

10. My job as Managing Director of an international company involves ................................
.........................................................................................................................................

11. Restructuring the company will involve ...........................................................................
.........................................................................................................................................

12. The post of IT Manager requires .....................................................................................
.........................................................................................................................................

13. For the past 6 years he has been running .......................................................................
.........................................................................................................................................

14. ................................................................................................................ is running well.
15. A company’s success is based ........................................................................................

.........................................................................................................................................

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Relative clauses

Write sentences, using the visual prompts and relative pronouns provided on p. 60-61. Include
apposition as well. You cannot use the verb BE as a principal verb.

150

Names: ...................................................................................................................................

Worksheet 2.2. Writing complex sentences

Using the prompts below, write 5 original sentences, each of which contains: [REDUCED RELATIVE
CLAUSE] ,+ Subject, + APPOSITION + [NORMAL RELATIVE CLAUSE] + principal verb.
You cannot use the verbs BE or HAVE (is, are, was, has, etc.) except as auxiliary verbs.

Example: Tata Motors, the Indian car maker based in Mumbai, acquired

Jaguar Land Rover, which was founded in the UK, in 2008.

Bill Gates - Fiat - El Corte Ingles - Carrefour –
top businesswoman – Spanish tech company
Airbnb - VW - H&M - Elon Musk

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152

Names: ...................................................................................................................................

WORKSHEET 2.3. Formulating Passive Questions

1. Write correctly formulated questions to obtain the missing info.
2. Do a GOOGLE Search to find out the answers on Internet.
The first pair to get all ten questions and answers correct will get extra points.
Example: ………………………………………………………………………
The first hand held mobile phone was developed by Martin Cooper in 1973.

1. ……………………………………………………………………………………
The first iPod was sold on October 23rd, 2001 for $ 399 .

2. ……………………………………………………………………………………
The first skyscraper was built in Kansas City in 1884.

3. ……………………………………………………………………………………
Google was set up in 1998 by Larry Page and Sergey Brin .

4. ……………………………………………………………………………………
................... Guinness, a , a world-famous beer company, is based in Dublin, Ireland.

5. ……………………………………………………………………………
The original Mini was designed by Alec Issigonis (person) in 1959.

6. ……………………………………………………………………………………

The first patented glue was made from fish .

7. ……………………………………………………………………………..…
The World Bank's headquarters are located in Washington DC .

8. ……………………………………………………………………………
IBM is popularly known as 'Big Blue '.

9. ……………………………………………………………………………

In 1971, Carolyn Davidson was paid $ 35 to design the Nike logo.

10. ……………………………………………………………………………
The Game of Thrones series was written by George R. R. Martin
.

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Names: ...................................................................................................................................

Worksheet 3.1a Cultural differences

Complementary Online viewing resources

INTRODUCTORY VIDEOS & READINGS . Cultural differences

 Reading. What is culture?

1. Below are the titles for each of the sections in the article below. Discuss what you think
each section will discuss.
 Approaches to Completing Tasks

 Approaches to Information
 Attitudes toward Conflict
 Attitudes Towards Disclosure
 Communication Styles
 Decision-Making Styles

2. Read the text below and select the best heading for each section.
Culture can be defined as the system of shared
beliefs, values, customs, behaviours, and
artefacts that the members of society use to
cope with their world and with one another, and
that are transmitted from generation to
generation through learning. Culture is central to
what we see, how we interpret what we see and
how we express ourselves. As globalisation
brings the world closer together, different cultural
groups are working more closely together than in
the past. However, different values can cause
conflict. There can be misunderstandings and
incorrect reactions can get in the way of smooth
working relationships. People are often not

aware that their cultural values and assumptions are different from others. There are six principal patterns
of cultural differences. These are ways in which cultures generally are different from one another.

1. ______________________________
Communication styles vary widely between and even within cultures. One aspect of style is

language usage. Some words and phrases are used differently. For example, even in English speaking
cultures, “Yes” may mean “Yes”, “Maybe”, “I’ll think about it”, or many meanings in between.

A more important aspect of communication style is how important non-verbal communication is.
Non-verbal communication includes facial expressions and gestures, a sense of time and punctuality
and the distance needed between individuals for comfort. While in some cultures, “Time is money” and
it can be spent, wasted or lost, in other cultures, time might be infinite or renewable. In addition, there
are differences in the appropriate degree of assertiveness. For example, some cultures such as many
Asian cultures consider loud voices to be a sign of fighting while others such as Southern European
cultures feel that increased volume is a sign of an exciting conversation.

2. ______________________________
While some cultures see conflict as positive, others view it as something to avoid. In the US,

conflict is not desirable, but people often directly deal with conflicts that do arise. Face-to-face meetings

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are often used to work through existing problems. In contrast, in many Eastern countries, open conflict
is embarrassing or demeaning and differences should be worked out quietly. A written exchange might
be the favourite way to deal with the conflict.

3. ____________________________
Different cultures vary in the way people complete tasks, and this is related to their access to

resources, their different opinions of the rewards associated with completing tasks, different ideas about
the importance of time and varied ideas about relationships. A case in point is that Asian and Hispanic
cultures among others attach more value to developing relationships at the beginning of a shared project
and put more emphasis on task completion toward the end. In contrast, Americans and Northern
Europeans tend to focus directly on the task and let relationships develop as they work. They like to set
deadlines, but they do not like to leave all the work until the end.

In addition, some cultures are comfortable doing many tasks simultaneously: talking on the
phone, having a meeting, dealing with interruptions by other workers and so on. They are more people-
oriented and being on time is less important than developing human relationships. On the other hand,
North Americans and Northern Europeans like to work on one task at a time and complete it before
starting another. They are more oriented toward schedules, they value order and do not like
interruptions. They would not like a meeting interrupted by phone calls or others entering to ask a
question.

4._______________________________

The roles individuals play in decision-making vary from culture to culture. In the U.S., for
example, an official may assign responsibility for a particular decision to a subordinate. These types of
low power cultures respect individuality and freedom. Less importance is placed on status and rank. On
the contrary, in many Southern European and Latin American countries, there is a strong value placed
on a superior having the ultimate responsibility for a decision. These types of high power cultures accept
power as part of society and status and rank are more important. If decisions are made by groups in the
U.S., the majority rule is the most common unlike in Japan where consensus is the preferred mode. In
cultures where group consensus is used for decision making, conformity and obedience to superiors is
valued.

5. ______________________________
In some cultures, it is not appropriate to be frank or direct about emotions, about the reasons

behind a conflict or a misunderstanding or about personal information. Asians find it bad manners to
show anger or to be direct. Americans, in contrast, are very direct and the Germans are even more direct
than Americans. In many cultures, personal questions about family are inappropriate. There are vast
differences in what cultures feel are intrusive or invasive.

6. _____________________________
Cultures are often referred to as low context cultures or high context cultures. Low context cultures

such as native English speakers, Scandinavians, and those speaking German and linguistically similar
dialects expect a high level of detail in their visual, verbal, and written communication. There is a
dependence on what is said or written and information flow is restricted to a selected few. People from
low context cultures tend to be more individualistic. They value uniqueness and self-determination, show
initiative and work independently. In contrast, high context cultures (roughly, everyone else), pay a lot
of attention to surrounding details and content such as physical location, ambiance, clothing or where
the information comes from. They don’t require explicit in-depth information because they keep
themselves informed. They usually have extensive information networks with colleagues, clients, friends
and family. High context cultures are usually more collective cultures. They identify with and work well in
groups.

Adapted from http://www.pbs.org/ampu/crosscult.html

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Language practice

1. Match these words or expressions found in the reading with their definitions.

1.___ to cope a. extensively LANGUAGE NOTE:

with A typical error Spaniards
tend to make is using the
3.1 verb USE TO + verb, which
is not possible in English. To
2.___ to be aware b. to use badly

of

3.___ widely c. job, assignment

4.___ to waste d. to deal with, handle, manage

5.___ assertivene e. with personal contact indicate a habitual action,

ss the adverb USUALLY or the

6.___ to avoid f. to have the tendency to verb TEND TO should be

7.___ face-to- g. humiliating used.

face Wrong:

8.___ demeaning h. to be conscious of Spaniards use to eat dinner

9.___ to work out i. function, responsibility late, generally after 8 p.m.

10.___ task j. evade, stay away from Correct:
Spaniards usually eat dinner
11.___ reward k. very open and honest
late, generally after 8 p.m.
12.___ to attach l. compensation for doing sthg well Spaniards tend to eat dinner

late, generally after 8 p.m.

13.___ to tend to m. timetable

14.___ deadline n. movement

15.___ schedule o. forcefulness

16.___ role p. complete, detailed

17.___ rank q. to connect

18.___ frank r. to resolve, find a solution

19.___ flow s. approximately

20.___ in-depth t. time limit, closing date

21.___ roughly u. position

Vocabulary

1. Complete the sentences below.
1. I find it difficult to cope with ........................................................................................................

2. The French tend to ...........................................................................................................................

3. English is the most-widely.............................................................................................................

4. A lawyer needs to have in-depth................................................................................................
..................................................................................................................................................................

5. Spain has a population of roughly.............................................................................................

6. It is demeaning for women to .....................................................................................................
..................................................................................................................................................................

7. Few first-year students are aware of .........................................................................................
..................................................................................................................................................................

8. The UN Security Council plays an essential role in..............................................................
..................................................................................................................................................................

Based on what you learned in the above reading, do -Part b

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3.1b. Body language

A FEW WORDS ABOUT BODY LANGUAGE

Many misunderstandings occur from a lack of awareness of non-verbal forms of behavior. Body
language is made up of the actions that accompany words. It includes touching, maintaining a certain
distance between speakers, facial expressions, speech inflection and volume, pauses, as well as hand
and arm gestures. Even clothing and colors can add significance to non-verbal communications. Body
language varies almost as much as spoken language does, the world over. Different cultures ascribe
different meanings to similar, non-verbal forms of behavior.

a) FIND THE FOLLOWING body parts and label the pictures (if you can’t find it, draw it):

CHEEKS EYEBROWS FOREHEAD MIDDLE FINGER RING FINGER

CHIN EYELIDS INDEX FINGER NOSE TEMPLE

COLLAR FINGERTIPS KNUCKLES PALM THUMB

EAR LOBE FIST LIFE LINE PINKIE UPPER LIP

ELBOW FOREFINGER LOWER LIP POODLE WRIST

b) In small groups and USING BODY LANGUAGE ONLY:
1. Express approval.
2. Express disapproval.
3. Show distrust.
4. Tell me you think something is exquisite.
5. Tell me you don’t know the answer.
6. Tell me that you forgot something (the donuts?).
7. Say O.K.
8. Refuse my offer of food.
9. Reprimand a child.
10. Express skepticism.
11. Tell me to stop!
12. Show that you think somebody is stupid.
13. Greet me.
14. Tell me something is too expensive.
15. Tell the waiter you want him to bring the bill.
16. Show me you have an idea.
17. Say something stinks.
18. Tell me to pay more attention when I’m driving.
19. Tell me I’m a LOSER.
WERE THERE ANY DIFFERENCES IN YOUR GROUP THAT YOU COULD ATTRIBUTE TO THE
FACT THAT YOU COME FROM DIFFERENT REGIONS OR COUNTRIES?

158

c) When you describe body language with words, you must use a lot of descriptive verbs. Be
sure you know what each of the following verbs means. Finish the following sentences so

that they make sense (the words in italics below are not the ONLY words you will use to

finish the exercise):

bite, blink, kiss, nod, nudge, open, pinch, point, raise, rub, sigh, shake,
shrug, slap, snap, tap, wag, wink, wrinkle

1. French people often kiss their fingertips to show that they think something is exquisite.
2. If you agree you should ___________ your head.
3. If you disagree you should ___________ your head.
4. To show that something’s expensive, ___________ your first three fingers together.
5. To show skepticism, ___________ your eyebrows.
6. Mothers often tell their children not to touch something by ___________ their forefinger back

and forth.
7. If you can’t stand the way something smells you can ___________ your nose.
8. If you forgot to bring the donuts you should ___________ your cheek.
9. If you have a good idea you might ___________ your temple with your ___________.
10. If you don’t like something it’s common to ___________ your nose.
11. As far as colors are concerned, in our Western culture, white expresses purity, while

___________ is the color of mourning. We go ___________ with envy and when we are very
angry we see ___________. ___________ flowers are for friendship, while red flowers are for
___________. (remember to pay special attention to vocabulary in italics)
12. To say that you are only joking, you can ___________ your eye.
13. If the person sitting next to you falls asleep during a meeting you can ___________ him with
your shoulder to gently wake him up.
14. When someone doesn’t know how to solve a problem – or a silent way of saying “I give up –
what can I do about this situation?” he/she might ___________ her/his shoulders.
15. When people are suffering from anxiety they often __________ their lower lip.
16. Psychologists say that when people are telling a lie they often ___________ their eyes more than
is normal.
17. If I want you to think quickly I might ___________ my fingers.

AVOID THE KISS!
Whatever language people speak, approximately 70%
of what they say is non-verbal. This being the case,
cultural training is as important, if not more important,
than language training. Moreover, language itself can
only be truly understood in the context of a culture. It
is important to understand something about the historical and cultural backgrounds of a
language.
In so-called “low context” cultures, people tend to go straight to the point. North America, Britain,
Sweden, Switzerland and Germany are examples of low context cultures. They “spell things out”
verbally, leaving very little to intuition. On the other hand, France, Japan, Spain, Saudi Arabia, South
Korea and China are examples of “high context” cultures where effective communication depends on
understanding nuances and implications as much as the spoken word. The low-context Germans or
Americans are advised to improve their listening skills when dealing with high-context Greeks or

159

Italians. High-context natives should try to be more explicit when they are working in a multi-cultural
environment.

Just think of how complicated a simple greeting can be. Commonly, people shake hands when they
meet. However, the Japanese bow and some Asians press the palms of their hands together. Even
the ritual of hand-shaking can be complicated. The Americans shake hands often, firmly and
vigorously when they meet someone for the first time, or when they see someone again after a
prolonged absence. The British shake hands firmly, but not nearly so often. The French shake
everybody’s hand whether they are meeting for the first time ever, or the first time today. For
example, they are likely to shake hands with their colleagues at work or their classmates at school,
every morning. Since they spend a lot of time shaking hands all day long, the handshake itself is not
so strong. After all, they have to save their strength for further handshaking throughout the day. The
Germans and the Danes often nod their heads in respect when they shake hands. Westerners usually
look each other in the eye when they meet. However, Orientals are likely to interpret direct eye
contact as aggressive behavior.

Cultural awareness helps people to interpret the necessity and sincerity of a handshake. What
happens with the kiss? Unless you really know what you are doing, avoid close bodily greetings. Avoid
the kiss! In the first place, you need to know which cheek to start with. Some countries start on the
left. Other countries start on the right. When Spaniards (right starters) kiss Italians (left starters) they
often meet in the middle – on the lips, which is where the very familiar and informal Americans often
start anyway. Then there is the problem of how many times to kiss. Once like the Americans? Twice
like the Spanish? Three or four times like the French? And there is the question of same-sex kissing.
Women kiss women and men. But should men kiss women and men? If so, which men should men
kiss?

In Latin America, men hug and slap each other on the back. Anglo-Saxon machos rarely hug, although
they are seen to slap each other on the butt at football games. Slavs are likely to catch each other in
bear hugs. No bear hugs or butt-patting for the Japanese though. They find close bodily contact
impolite. They bow - hands sliding down towards their knees, stiff back and neck, eyes averted.

c) CLOZE EXERCISE: Based on the vocabulary, finish the following sentences with a
word/words so that they make sense. Try to do the exercise without looking back.
1. Approximately 70% of language is non-verbal, ___________ language we speak, be it Chinese,

English or Hindi.
2. In low context cultures people are more ___________ than in high context cultures. That means

that they tend to go straight to the point. They don’t ___________ about the bush as much as people
from high context cultures do.
3. Mr. Smith and Mr. Jones ___________ hands when they met last week, but Mr. Tamagochi
___________.
4. The pressure of a ___________ depends on the cultural background of the people who are shaking
hands.
5. ___________ usually look each other in the eye when they meet, but Asians tend to look away.
6. Friendly Americans sometimes kiss each other on the ___________ in greeting.
7. A very strong embrace with much backslapping is called a bear ___________.
8. Many Asian cultures find close bodily contact ___________. This means that it is not considered
socially correct.
9. If you don’t want to look directly at something you try to ___________ your eyes.

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3.1c. NATIONAL STEREOTYPES

Stereotypes are a fixed idea and/or image that many people have of a particular type of person or thing,
but which is often not true in reality. Not all blondes are “bimbos”. Not all Latinos are great lovers. Not
all Germans are organized. Common stereotypes are racial, sexual and of course, cultural stereotypes.

a) WHICH NATIONALITY IS BEING STEREOTYPED? The following paragraphs supposedly describe the
way different nationalities do business. Read them and try to decide which description corresponds
to which nationality and write the name in the left hand margin. Underline what you consider KEY
WORDS/KEY CHARACTERISTICS. To give you an example, the first one has been underlined for you.
What do you think the vocabulary in italics means?

Arab Countries France Germany Great Britain Greece
Italy Japan Netherlands Spain USA

1. Like Americans, they get down to business immediately. Time is extremely important. Their
negotiating style is firm and they do not beat about the bush. They act formally and respect
authority that stems from status and competence. Above all, they are very organized. Nothing is
left to intuition. They want numbers, facts and information. They do not want ambiguities.
Appointments should be made in advance and you must arrive on time.

Explanation of the underlined expression: Since “Like Americans” is underlined, you

can eliminate the Americans from this description. This is not a description of

American business practices. These people are formal, respectful of authority, and well

organized.

2. Manners, courtesy and respect are essential in carrying out successful negotiations. They do not
use a lot of expressive gestures, but eye contact is important. Their business meetings are quite
formal. They demand punctuality, although they will often make you wait. They like to approach
things logically and they plan ahead carefully. They are bound to argue each and every detail of a
project, as they love to be argumentative. They expect the person they are negotiating with to
have the capacity to take decisions and to sign a deal, without having to confer with his/her
superiors. “Status” is assigned to everything according to professional, personal, educational,
economic and social achievements. “Status” is of the utmost importance.

3. Their business meetings are quite informal. However, you must go to the meeting well prepared,
because they will ask you for all kinds of details. Forget punctuality where these people are
concerned. Maybe they are always late because the traffic is so bad! They dress very formally and
are quite concerned about their appearance. They will treat you according to your title or the
position you hold in your company. They tend to be slightly disorganized and they speak loudly
and gesticulate a lot. They love to bargain and they never take quick decisions because they do
not like to take risks. During meals, ask after their families; do not talk business.

4. Confidence and loyalty are very important to them. Their techniques and attitude toward
negotiations are similar to the Americans’, but on the other hand, they love to bargain and their
meetings are not very organized. Although they are honest, they are not efficient when it comes
to keeping their word. They aren’t very punctual. You shouldn’t judge them on dress as they tend
to be quite informal. Their relations with family and friends are of the utmost importance.

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5. These people carry out open and tolerant business relations. In general they prefer to
communicate in writing rather than verbally. They are practical, and they like to get down to
business immediately. You have to supply them with a lot of information, numbers, data and
background, reflecting the prior accomplishments of your company. They negotiate step by step,
without hurry, but skillfully. If you are looking for a lasting business relationship, you must keep
your word or you will lose all credibility with them. They do not like to bargain. You should present
a fair offer from the beginning.

6. Business relationships are less formal. You are likely to be on a first name basis very quickly.
However, it isn’t wise to act too familiarly. Let them take the initiative. You will be off on the
wrong foot if you adapt an aggressive negotiating style or act like you are in a hurry to close a deal.
Punctuality is sacred. They don’t like bargaining. You should present them with detailed projects
where all the technical aspects have been well planned out. You might talk business over lunch to
spice up their notoriously bland food.

7. Take your time. Impatience and pressure will get you nowhere. Negotiations take forever here.
Protocol is fundamental. If you look a person in the eye too directly or for too long, you might
offend him if his “status” is superior to yours. A person from this country will never tell you “no”
so it is best to avoid closed questions which require a “yes” or “no” answer. Their language is often
ambiguous. They are extremely efficient. They don’t talk very much. When they hand you their
business card, you should never tap the name on it with your fingers. You must offer your own
business card with both hands. Never open gifts in their presence. These people seek consensus
and flee from confrontations and arguments.

8. Time is money. They are very practical, uncomplicated and informal. “Status”, sex and age are
not important to them because they deal with companies, not with individuals. With them it is
best to present all the different points to be dealt with, negotiate and establish a plan of attack.
They usually give their negotiators sufficient authority and capacity to take quick decisions. They
not only talk business over lunch, they are likely to invite you to negotiate at the breakfast table
or do business on the golf course.

9. Don’t be surprised if they take your hand or greet you with an embrace and kiss you on the cheek.
There are likely to be constant interruptions from subordinates, personal phone calls and so on, at
the negotiating table. For these people, a business relationship implies a personal relationship.
Their culture is more oriented towards relationships than action. They like to combine business
with family and personal relationships. Food and bargaining are a basic part of any negotiations
and a deal is likely to be closed when they give their word, which is more sacred to them than any
signed contract.

10.These people are concerned about total enjoyment. If something is not enjoyable it is likely to be
ignored. They change their minds continually. Planning plays only a small part in their lives. Self-
reliance is at the root of their character. They are reluctant to sacrifice their own interests to the
common good. They are not envious or easily impressed. Their business meetings tend to be long
and somewhat unstructured. Time is fundamentally immaterial to them because it suggests a limit
to freedom and a limit to freedom definitely suggests a curb on enjoyment.

162

b) Use a verb from column A and a particle from column B to finish the following sentences
correctly. Conjugate the verbs if it is necessary.

ASK A about B
BEAT after
CARRY GET business from
FLEE SPICE down out
TALK up

1. Unlike the Arabs, the Americans and the Brits like to __________ __________ to business
immediately.

2. If you want to __________ __________ profitable negotiations you should know something
about the culture of your business partners.

3. Italians are likely to __________ __________ your family over lunch.
4. You should try to __________ __________ your presentation with a joke and some visual

effects.
5. Americans are likely to __________ __________ at the breakfast table.
6. Many refugees have drowned __________ __________ Cuba.
7. You mustn’t waste time __________ __________ the bush. Get to the point!

c) Use the word/s in parentheses to write a new sentence that means essentially the same as
the original sentence. Make all the changes necessary in the new sentence, but do not
change the form of the word/s in parentheses.

1. Discounts are extremely important. (UTMOST)

Discounts are of the utmost importance.

2. You’ll make a bad impression if you wear blue jeans to work the first day. (WRONG
FOOT)
.............................................................................................................................................................................

3. Arab businessmen always argue prices before closing a deal. (BARGAIN)
.............................................................................................................................................................................

4. The President didn’t do what he promised to do. (WORD)
.............................................................................................................................................................................

5. Don’t be evasive. Say what you want clearly and concisely. (BEAT/BUSH)
.............................................................................................................................................................................

6. Surely we will reach an agreement now! (BOUND)
.............................................................................................................................................................................

163

7. I know Prince Phillip very well. He and I are old friends. (FIRST NAME)
.............................................................................................................................................................................

8. Don’t rush. (TIME)
.............................................................................................................................................................................

9. The Japanese don’t like to say “no” to anyone. (RELUCTANT)
.............................................................................................................................................................................

10. First the Saudis said the U.S. could use their air space then they said they couldn’t.
(THEIR MINDS)
..........................................................................................................................................................................

d) Use the correct form of the word in parentheses to finish the following sentences.
1. The French will question every detail of your plan. They are very __________. (ARGUE)
2. The group never gets anything done on time because it’s so __________. (ORGANIZE)
3. I expect to receive all my instructions in __________. (WRITE)
4. Obama chose Hillary Clinton to be Secretary of State because she negotiated so

__________. (SKILL)
5. I don’t care about money. The salary is _____________ to me. (MATERIAL)
6. This computer program is simple and easy to use. It’s ______________. (COMPLICATE)
7. Some people laugh at American _____________ to the flag. (LOYAL)
8. Russian bureaucrats are famous for their _____________. They never seem to get anything

done! (EFFICIENT)
9. You must be _______________ to your colleagues. (COURTESY)

164

Names: ...................................................................................................................................

Worksheet 3.2. Rules and regulations - formal and informal

a. Read the extracts below from an official handbook on China and underline the verbs and phrases that
are used to express necessity, permission, prohibition, possibility and advice.

b. Look at the style in which the sentences above have been written. Is it a formal or informal register?
Why?

c. Transform the sentences to less formal sentences beginning with YOU using the table on p. 93 in your
books to help you. Try to use as many different structures as possible.

Information for visitors to China

1. No vaccinations are required.
You don’t have to be vaccinated / get any vaccinations.
Anti-malarial drugs are recommended for visitors to south China.
You _____________________________________________________ if you ________________________
the south of China.

2. Health forms have to be filled in by anyone planning to spend more than a year in China.
You ..........................................................................................................................................
.................................................................................................................................................

3. 400 cigarettes and two bottles of spirits may be imported.
You ..........................................................................................................................................
.................................................................................................................................................
They are duty free.
You ..........................................................................................................................................
.................................................................................................................................................

4. Taking photographs of military installations is forbidden.
You .........................................................................................................................................
................................................................................................................................................

5. A possible consequence of taking photos is a person being arrested.
You .........................................................................................................................................
................................................................................................................................................

Go on to the back of this page.

165

d. Now transform the informal sentences below to formal impersonal style using the word(s)
provided in brackets. You cannot use YOU in your answer.

6. You may take photos of places of historic or scenic interest. (PERMITTED)
................................................................................................................................................
................................................................................................................................................

7. You needn’t take any special precautions when visiting Beijing if you are a woman. (NOT
NECESSARY)
................................................................................................................................................
................................................................................................................................................

8. You should not leave money and valuables unguarded. (NOT ADVISABLE)
................................................................................................................................................
................................................................................................................................................
and you should keep your luggage locked. (RECOMMENDED)
and .........................................................................................................................................
................................................................................................................................................

9. You should check the money you have changed carefully. (GOOD IDEA / TOURISTS)
................................................................................................................................................
................................................................................................................................................

10. You cannot export antiques but …. (FORBIDDEN)
..............................................................................................................................................
..............................................................................................................................................
...you can export antiques that carry a red seal (sello). (POSSIBLE)
..............................................................................................................................................
..............................................................................................................................................

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8,80 C