END-OF-UNIT TEST 11
Duration: 75 mins
Section 1: Language knowledge (40 marks)
Fill in each blank in the passage below with ONE suitable word.
There are three types of a business negotiation. Firstly, a business negotiation is similar to a (1)
…………….. between friends arranging a social engagement. Two parties have a shared (2)
……………..: to work together in a way which is mutually beneficial. Proposals and counter proposals (3)
…………….. discussed until agreement is reached. Both sides hope (4) …………….. business. This is an
agreement-based negotiation, sometimes referred (5) …………….. as a win-win negotiation.
Two other types of negotiation are less founded (6) …………….. mutual benefit, but on gaining the best
deal possible for your side. In the first type, both teams negotiate to independent advantage. This means
that each team thinks only about (7) …………….. own interests. In this type, a seller typically seeks to
sell a (8) …………….. but is less concerned about repeat business.
A third type is the negotiation to resolve (9) ……………… , for example in a contractual dispute. Here, it
is possible that each party regards the other as an (10) …………….. and seeks to win the argument. This
is a win-lose negotiation.
1
2
3
4
5
6
7
8
9
10

A
A
A
A

A
A
A
A
A
A

discussing
cause
are
to perform
with
on
their
goods
fighting
enemy

B
B
B
B
B
B
B
B
B
B

discussion

effect
is
to do
to
for
his
label
conflicts
partners

C
C
C
C
C
C
C
C
C
C

discussed
objective
was
to execute
from
in
its
brand
solutions

opponent

D
D
D
D
D
D
D
D
D
D

discuss
plan
were
to repeat
into
about
her
product
questions
stakeholder

II. Choose the best answer
11. If you give us a 10% discount, we ..................... our order today.
a. place
b. will place
c. would place
d. placed

12. If everyone contributed 20% of their salaries to charity, there ..................... no poverty.
a. is
b. will be
c. would be
d. were
13. If we ................. an assistant, we wouldn’t fall behind schedule.
a. employ
b. will employ
c. employed
d. had employed
14. We’ll give you a 10% discount, provided that you ................. within 30 days.
a. pay
b. will pay
c. paid
d. would pay
15. The Board ................. happy as long as our share price remained high.
a. will be
b. is
c. would be
d. was
16. Many people working abroad have difficulty adapting ..................... new cultures.
a. to
b. with
c. in
d. at
17. Our supplier have no objection ..................... allowing us a discount.
a. on
b. in
c. of
d. to

18. Which of the following adjectives goes with the prefix in-?
a. emotional
b. consistent
c. responsive
d. patient
19. Which of the following adjectives does NOT go with the prefix un-?
a. cooperative
b. sympathetic
c. critical
d. polite
20. Everybody in Alphaland is very ................. when they wear suits and ties at work.
a. formal
b. informal
c. cooperative
d. critical
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21. A date of time by which you have to do something or complete something is ..................
a. deadline
b. due course
c. last time
d. initial tine
22. If you have tried to solve a problem without success for a long time, but at last you find a way, you
make a .................
a. break-up
b. breakthrough
c. breakdown

d. break-out
23. ……….. he generally explains his ideas clearly, I sometimes find it hard to follow him.
a. Although
b. Because
c. If
d. When
24. They increased their competitiveness …………… their market share would increase.
a. even if
b. so that
c. because
d. despite
25.
They are going to be sharing this office, ................. they’d better learn to get on together.
a. for
b. since
c. in order to
d. so
26. We hope the discussions with our creditors will have a …………outcome.
a. satisfy
b. satisfaction
c. satisfactory
d. satisfied
27. The unions have threatened to take industrial…………..
a. act
b. active
c. action
d. actively
28. We are …………. obliged to provide adequate s security for the shipment.
a. contractual
b. contraction

c. contractive
d. contractually
29. The people gathered to ------------------------- the government's new tax increase.
a. protest

b. detest

c. demonstrate

d. riot

30. You’d be………….. at how many people pay $5 for a T-shirt without realizing it’s counterfeit.
a. amaze
b. amazing
c. amazed
d. to amaze
31. The drink's ---------------------- formula has been patented in 120 countries.
a. special
b. especial
c. specially
d. especially
32. --------------------------- power failure, change the batteries once in six months.
a. Having avoided
b. Avoiding
c. To avoid
d. Avoid
33. Customers have expressed satisfaction ------------ this product, which has lead to an increase in the employees
motivation.
a. to
b. with

c. from
d. of
34. You should modernize your IT systems for greater -----------------------.
a. efficient
b. efficiency
c. efficacious
d. efficiently
35. After moving to another state, the children ---------------------------- wrote to their parents.
a. hardly
b. hardly never
c. hardly ever
d. hard ever
36. Our company gives a limited warranty --------------------------- damage from cargo handling.
a. to
b. against
c. with
d. from
37. These lights offer a cheap and effective method ------------------------------- the quality of your residence.
a. improving
b. to improve
c. improvement
d. for improvement
38. Last week, he --------------------------- a strict warning from his father.
a. receives
b. received
c. was receiving
d. had to receive
39. His self-confidence, values ------------ sense of responsibility enabled him to achieve success.
a. or
b. and

c. also
d. but
40. The weather forecast stated that it would ---------------------- snow in the evening.
a. may
b. probably
c. can
d. could

Section 2: Language use (60 marks)
I. Read the following passage and answer the questions that follow
Article A
Negotiations are demanding and may become emotional. You may find your Russian negotiator banging
his or her fist on the table or leaving the room. Accept such tactics with patience and calmness. They are
designed to make it difficult for you to concentrate.
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Russian negotiating teams are often made up of experienced managers whose style can be like a game of
chess, with moves planned in advance. Wanting to make compromises may be seen as a sign of weakness.
Distinguish between your behavior inside and outside the negotiations. Impatience, toughness and
emotion during the negotiations should be met with calmness, patience and consistency. Outside the
negotiating process you can show affection and personal sympathy.
Article B
As well as being formal, negotiations are direct. German managers speak their mind. They place great
weight on the clarity of the subject matter and get to the point quickly.
Excessive enthusiasm or compliments are rare in German business. You should give a thorough and
detailed presentation, with an emphasis on objective information, such as your company's history, rather
than on clever visuals or marketing tricks.

Prepare thoroughly before the negotiation and be sure to make your position clear during the opening
stage of the talks, as well as during their exploratory phases. Avoid interrupting, unless you have an urgent
question about the presentation.
Article C
Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small
talk and smiling. There is liberal use of a sense of humor that is more direct than it is in the UK.
Informality is the rule. Business partners do not use their academic titles on their business cards.
Sandwiches and drinks in plastic or boxes are served during conferences.
This pleasant attitude continues in the negotiation itself. US negotiators usually attach little importance to
status, title, formalities and protocol. They communicate in an informal and direct manner on a first-name
basis. Their manner is relaxed and casual.
The attitude 'time is money' has more influence on business communication in the US than it does
anywhere else. Developing a personal relationship with the business partner is not as important as
getting results.
Article D
At the start of the negotiations you might want to decide whether you need interpreters. You should have
documentation available in Spanish. Business cards should carry details in Spanish and English.
During the negotiations your counterparts may interrupt each other, or even you. It is quite common in
Spain for this to happen in the middle of a sentence. For several people to talk at the same time is accepted
in Latin cultures, but is considered rather unusual in Northern Europe.
The discussion is likely to be lively. In negotiations, Spanish business people rely on quick thinking
and spontaneous ideas rather than careful preparation. It may appear that everybody is trying to put his or
her point across at once. That can make negotiations in Spain intense and lengthy, but also enjoyably
creative.
From the Financial Times
Choose the best answer
1. In which country do negotiators show strong emotions?
a. Russia
b. Germany
c. The US

d. Spain
2. Which of the following statements is NOT true about a US negotiation?
a. Negotiators focus on results rather than developing relationships.
b. It is usual for the atmosphere to be relaxed and friendly.
c. Negotiators like to talk about business immediately.
d. You should start a negotiation with general conversation.
3. In a negotiation with German managers, …………
a. you should not give the other side too much as they will not respect you.
b. you should plan your tactics carefully.
c. you should think of ideas during a negotiation rather than before it starts.
d. you should not stop someone while they are talking.

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What does each of the following underlined words / phrases refer to?
4. … during the opening stage of the talks, as well as during their exploratory phases. (Article B)
5. They communicate in an informal and direct manner on a first-name basis. (Article C)
Which words in the passage mean the following?
6. the methods you use to get what you want …………….
7. when you find out what other side wants …………
8. the way things are done on official occasions …………
Fill in each blank with ONE suitable word from the passage. Put it in its correct form or tense.
9. The sales manager phoned her ……………. in another company to renew the exclusive distribution
contract.
10. An agreement was reached after lengthy ………………
II. Writing
Recently, your friend Minh Van, who works in another company, has had a problem at work. Her

colleague, Tam, always gets to work late and leaves off early. He never seems to do anything. In meetings,
he always interrupts people while they are talking. Their department manager, Mr. Que, does not know the
problem. Moreover, he is very weak and if he knew, he could not do anything. She does not know whether
she should try to talk to other people she works with about Tam so that they can find a way of persuading
him to change his behavior.
Write an email (not more than 100 words) to your friend Minh Van, advising her what to do.
IV. Listen to the talks, and then answer each question about them by marking the correct choice —
(A), (B), (C), or (D).
1. Why is the caller unable to speak to anyone?
a. It is after business hours.
b. The representatives are talking to other people.
c. The airline's phone system is out of order.
d. The airline has gone out of business.
2. What is the caller told to do?
a. Stay on the phone.
c. Call back later.
b. Use another number.
d. Answer a question.
3. Who is listening to this announcement?
a. Passengers on an airplane.
c. Passagers on a train.
b. Visitors to an amusement park.
d. Tourists entering a national park.
4. What are listeners told to do in an emergency?
a. Wait for assistance.
c. Get away quickly.
b. Pull up the safety bar.
d. Call the park personnel.
5. Why is this announcement being given?
a. To request assistance.

c. To explain a delay.
b. To warn of an emergency.
d. To provide safety information.
V. You will hear a telephone conversation between a man and a woman talking about the man’s
computer. Fill in the missing information. The recording will be played twice.
1. The man had a problem with: ……………
2. He’s had his computer since: ……………
3. The problem with his computer: slow to ……………
4. The woman recommends: ……………

End-of-unit test 11/ Module 3

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5. Their technicians are: ……………
THE END

End-of-unit test 11/ Module 3

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KEY TO END-OF-UNIT TEST 10
Section 1 (40m)
I. (10m)
1. discussion
2. objective
6. on
7. its

II. (15m)
11. B
12. C
13. C
16. A
17. D
18. B
21. A
22. B
23. A
26. C
27.C
28.D
31.A
32.C
33.B
36.B
37.B
38.B

3. are
8. product

4. for
9.conflitcs

14. A
19. D
24. B
29. A

34. B
39.B

15. C
20. B
25. D
30.C
35.C
40.B

5. to
10. opponent

Section 2 (60m)
I. (20m)
1. A
2. C
3. D
4. (of) German managers
5. US negotiators
6. tactics
7. exploratory phases
8. protocol
9. counterpart
10. negotiations
II. Writing (20m)
Van,
The situation sounds terrible _ we had a similar situation in my company once. I don’t think that
you and your colleagues should try to deal with Tam yourselve. That could lead to trouble. Could you go
and see a manager above Mr. Que and tell him/ her about the problem? If you don’t want to talk about

Tam directly, you could suggest some regular performance review of employees ‘work. The company will
find out sooner or later that Keith is not productive and is causing trouble.
Yours,
Phuong
IV. Listening
1. B 2. A 3. B 4. A 5. D
V.
1. his computer
2. 2001
3. download anything
4. A & T Computers
5. friendly and helpful
AUDIOSCRIPTS FOR END-OF-UNIT TEST 10
Part 1
[Questions, 1 and 2 are based on the following recorded message:]
[Thank you for calling Alpha Airlines. All our customer representatives are busy with other callers at this
moment. Your call will be answered in the order in which it was received. Please hang on, as your call is
important to us. And thank you for calling Alpha, the first word in air travel.]


[Questions 3 to 5 are based on the following recording:]
[Attention, riders. Do not pull down the safety bar. The safety bar will engage automatically before the
ride begins. To avoid injuries, do not attempt to stand up or put your arms outside of the roller coaster car.
In case of an emergency, do not leave the car. Stay seated, and park personnel will assist you. At the end
of the ride, do not attempt to leave your seat until the roller coaster car has come to a complete stop and
the safety bar has been automatically disengaged.]
Part 2
M: I really need to get a new computer.
W: Why? What's the problem?
M: Well, I've had this computer since 2001. It's so slow to download anything, it drives me crazy. And it

often freezes completely, and then I have to restart it. I really need a faster computer, so I can work more
efficiently.
W: Why don't you go to A & T Computers? I've used them for years. They use quality components, and
they really know how to set up systems properly. I've always found their technicians friendly and helpful.