Ex. 2 .Check your comprehension.

1. Why did Mr. Brown draw Petrov’s attention to the considerable drop in the building industry?

2. In what way could that factor affect the price of asbestos?

3. Why did the British firm ask for bigger quantities?

4. On what conditions did Petrov agree to reduce the price?

Ex. 3. Say what you learned about:

1. the main points discussed by the representatives of both parties;

2. the reasons why the Buyer asked for a reduction in the price;

3. the factors which allowed Petrov to reduce the price.

C. Dialogue III.

Ex. 1. Read the dialogue.

Discussing terms of delivery.

B.: Good morning! I’ Borisov. Here is my card.

Sm.: Glad to meet you. Will you take a seat, Mr Borisov.

B.: Thank you, Mr. Smith.

Sm.: Have you seen any places of interest in London?

B.: Not many. It has rained all the time.

Sm.: I hope the weather will change for the better. Well, let’s discuss business now. What can I do for you?

B.:I’d like to discuss some points of the contract with you.

Sm.: Good. What is the problem?

B.: During our last talks you promised us to deliver the goods in December, but our customers require the goods urgently. Could you deliver the goods sooner?

Sm.: I’m afraid we cannot do it at the moment as we are heavy with orders. But I think we can help you if you agree to take part deliveries.

B.: When could you deliver the first lot?

Sm.: Probably not earlier than in June, an we’ll ship the balance of the goods in three lots at regular intervals within six months. Will it suit you?

B.: Yes, thank you. It was nice to have seen you. Good bye for now.

Sm.: Good bye, Mr. Borisov.

Ex. 2. Say what you have learned from the dialogue about:

the purpose of Borisov’s business trip to London; the business matters Borisov and Smith discussed during the talks.

Ex.3. Think and answer.

a) Why did the customers require the goods urgently?

b) Why did Borisov agree to take part deliveries?

D. Dialogue IV.

Ex. 1. Read the dialogue.

Discussing the guarantee.

Sokolov; Mr. Kelly, glad to see you

Kelly: Glad to see too. It’s a cold morning, isn’t it?

Sokolov: Yes, it is. This winter has been unusually cold but I hope the weather will get warmer soon.

Kelly: Well, Mr. Sokolov today I’D like to bring up the matter of guarantee period. What guarantee period do you offer for your machines?

Sokolov: It’s usually 12 months from the date of putting them into operation, and not more than 14 months from the delivery date.

Kelly: Well, we expected it to be longer. In fact, we thought it would be 16 or 20 months respectively

Sokolov: But Mr. Kelly, we can’t guarantee the reliability of our machines for a longer period. We don’t know the specific conditions in which they will be operated at your plant.

Kelly: As it’s going to be our first experience with your machines,we’ll feel much better if the period during which you can help us is longer. We have a very efficient staff and I don’t think anything can go wrong through their fault.

Sokolov: I think I’ll have to look into the matter very carefully before I give you our reply.

Kelly: I’m looking forward to our next meeting.

Ex. 2. Say what you have learned from the dialogue about:

a) the weather on the day of the talks;

b) the reasons why the Buyer wanted the guarantee period to be extended;

c) the reasons why the Seller didn’t want it to be extended.

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