"Everyone lives by selling something " Robert Louis  Stevenson (1850-1894) Scottish novelist

A- The sentences below represent a variety of views on international markets.Complete the sentences with the words below.

companies - competition - environment - gap - opportunities- poverty- prices - standards - unemployment- workers

'International markets for labour, capital, goods and services ...
1 provide      for people to work/study abroad and improve their lives.'
2 increase       and improve the choice of goods and services.'
3 create        and lead to job losses in richer countries.'
4 reduce        and increase wealth everywhere.'
5 exploit        in poorer countries.'
6 widen the        between rich and poor nations.'
7 mean lower costs and cheaper retail        , which benefit consumers.'
8 give large multinational       and trading blocs too much power.'
9 lead to damage to the natural       , local cultures and industries.'
10 promote higher       of living, working conditions, technology, education, etc.'

Work in pairs. Which of the statements in Exercise A do you agree with?

C- Work in pairs. How has the development of international markets affected:
a) you as a consumer?       b) your company/institution?          c) your country?

D- How do you think international markets will develop in the future?

Vocabulary : Free Trade

A- In pairs, discuss the question.

        What is free trade?

B - listen to the first part of a radio interview with Ian McPherson, an expert on international trade. Complete the definition of free trade he gives.



It's a situation in which goods come into and out of a country without any   or    . Countries which truly believe in free trade try to    their trade, that's to say, they take away     , to trade. [ ... They have open      and few controls of goods at    

Find the opposites of these words in the articles.

1 free trade     2 upturn     3 surplus                
4 dispute      5 decreased     6 spend     

Training fornegotiating

A- Andy Simmons is a partner at The Gap Partnership and is an expert on negotiating. Listen to the first part of the interview. What three things does Andy say are important in negotiating?



B - Listen to the second part and complete the gaps.



In fact, this concept of    that's what we teach - says that there is no one way, there are many   ways, ranging from the very   , very high   negotiations that are generally win-lose, all the way through to the very, very    negotiations, which are deemed as   And there's no right or , or there's no good or bad, it's just what's appropriate to the  

Negotiating

A - Work in pairs. Try to sell something you have on you (a watch, bracelet, etc.) or a household object to your partner.

B- Discuss the questions.

1 Were you pleased with the outcome of the negotiation in Exercise A?
2 What strategy or tactics did your partner use to achieve his/her objective?

In his book The Art of Winning, Harry Mills says that most negotiations have seven stages. These are listed below, but in the wrong order. Put the stages in order. What word do the initial letters of the stages spell?

• Tie up loose ends             
ConArm what has been agreed. Summarise the details on paper.
• Explore each other's needs            
Build rapport. State your opening position. learn the other side's position.
• Ready yourself            
Prepare your objectives, concessions and strategy. Gather information about the other side.
• Probe with proposals            
Make suggestions and And areas of agreement.
• Close the deal            
Bring the negotiation to a clear and satisfactory end.
• Signal for movement            
Signal that you are prepared to move from your original position. Respond to signals from the other side.
• Exchange concessions            
Give the other side something in return for something you need or want.