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UNIT 6. ENTERTAINING
I. Lead-in
Suggest different forms of entertainment in general rather than in a corporate context. Continue the list:
ü shows
ü concerts
ü night clubbing
ü _________
ü _________
Which of them can be the subject of corporate entertaining?
Is it right to spend enormous sums of money on the best clients in order to keep them sweet?
When is a gift a bribe?
To find out how open to persuasion you are, try the following test:
Whats your Price?
1. One of the suppliers tendering for a contract with your company invites you out for lunch at a top-class restaurant to talk things over. Do you
a) insist that you cannot be bought and remove the suppliers name from your shortlist?
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b) politely refuse, saying that you never mix business with pleasure?
c) take advantage of the situation by ordering a more expensive meal than you usually have?
2. You have been asked to choose a venue (=place) for your companys annual conference. The manager of one of the hotels you are considering mentions that there could be a weeks holiday in it for you and your family. Do you
a) report him to his regional manager?
b) smile and point out that free holidays are not a condition for winning the contract?
c) gratefully accept a large en suite room with minibar and a view of the bay?
3. The father of an applicant for a post in your company sends you a Rolex watch and a case of expensive champagne for Christmas. Do you
a) send them back with a note saying: Thanks, but no thanks?
b) return the watch, drink the champagne and forget the name of his son?
c) give his son the job immediately and ask him if he has any other children looking for work?
II. Study the vocabulary
to do a deal -
to establish a relationship
to size up a potential business partner
joint venture
an associate -
relationship building
corporate hospitality
corporate sponsorship ,
cultural awareness
avoidance of misunderstanding
cross-cultural training
to facilitate ,
social interaction
small talk
to undervalue ,
gaffe ,
economic decline
steep decline
reveal -
cost control
to enter the corporate dictionary
shareholder -
conglomerate ( , )
to spend run wild
to retain the client
venue ,
to gain a new client