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Теги: языки мира
ISBN: 5-7871-0203-7
Текст
Л.Г. ПАМУХИНА
Т.П. АРХАНГЕЛЬСКАЯ
Л.Р. ЖОЛТАЯ
С.Н. ЛЮБИМЦЕВА
ДЛЯ ДЕЛОВЫХ
1 ЛЮДЕЙ
Л.Г. Памухина, ТР. Архангельская,
Л.Р. Жолтая, С.Н. Любимцева
АНГЛИЙСКИЙ ЯЗЫК
ДЛЯ ДЕЛОВЫХ ЛЮДЕЙ
Москва
«Лист Нью»
2003
ББК81.2 Англ-9
П 15
Памухина, Л.Г., Архангельская, Т.Р., Жолтая, Л.Р.,
Любимцева, С.Н.
П 15 Английский язык для деловых людей / Л .Г. Паму-
хина, ТР. Архангельская, Л. Р. Жолтая, С.Н. Любимце-
ва. - . М.: Лист Нью, 2003. — 448 с.
ISBN.5-7871-0203-7
Цель пособия — развитие навыков ведения деловой бе-
седы и переписки на английском языке. Тематика пособия
отражает различные аспекты деятельности внешнеторговых
и внешнеэкономических организаций, включая такие ее
формы, как создание совместных предприятий, участие в
консорциумах, торговля лицензиями, «ноу-хау», контракт
купли—продажи, контракт на подряд строительства и др.
Предназначается для широкого круга специалистов,
изучающих английский язык и работающих в области
внешнеэкономических отношений. Может быть использо-
вано как в условиях стационарного учебного процесса, так
и для дистанционного обучения.
ББК 81.2 Англ-9
ISBN 5-7871-0203-7
© ООО «Лист Нью», 2003
© Л.Г. Памухина, ТР. Архангельская,
Л.Р. Жолтая, С.Н. Любимцева, 2003
ПРЕДИСЛОВИЕ
Пособие «Business English» предназначено для широкого круга лиц, актив-
но использующих английский язык в коммерческой деятельности, требующей
знаний иностранного языка. Оно может быть использовано как составная часть
стабильного учебного материала в учебных заведениях деловой ориентации, на
курсах и в кружках по изучению делового английского языка,, а также для це-
лей дистанционного обучения.
Применение пособия предполагает знание нормативной грамматики и на-
личие лексического запаса в объеме 1500-2000 лексических единиц.
Цель пособия - представить образцы ведения переписки и переговоров по
широкому кругу актуальной коммерческой тематики и обеспечить ее усвоение.
Тематика включает следующее: '
1. Контракт купли-продажи, его заключение, выполнение.
2. Выполнение проектной документации, контракт на ее подготовку и про-
дажу.
3. Поставка товара и оборудования.
4. Командирование специалистов за рубеж по контракту.
5. Торговые операции через агентские фирмы, участие в торгах.
Д. Продажа лицензий, франчайзинг.
7.1 Строительство крупных объектов, а также строительство на условиях
^«подключ».
в,/Формы сотрудничества типа консорциум.
10*Гранспортные операции.
^Претензии, арбитраж.
Тематический принцип построения пособия дает возможность использовать
его как цельное учебное пособие, так и для выборочного изучения нужной те-
матики.
Структура. Пособие включает 11 тематических разделов, список письмен-
ных штампов, используемых в переписке, англо-русский и русско-английский
словари тематической лексики.
Разделы построены по единому принципу, имеющему целью облегчить ус-
воение материала как при изучении его в группе, так и при самостоятельном
обучении. В каждом разделе представлены:
1. Информация по ключевым вопросам данной темы (в форме писем и диа-
логов).
2. Лексические средства, представляющие эту информацию на английском
языке.
3. Система упражнений для закрепления темы.
4. Справочный материал по теме.
Структура каждого раздела включает:
1. Вступление в тему.
2. Образцы переписки по тематике раздела.
3. Образцы диалогической речи (обсуждение ключевых вопросов).
4. Списки активной лексики с комментариями, списки письменных и рече-
вых штампов.
5. Упражнения: Ч' •
а) для работы с текстом;
б) для закрепления трудноусваиваемых лексических единиц;
в) для закрепления тематической информации на материале дополнитель-
ных писем на русском и английском языках;
г) задания для составления писем или диалогов по теме раздела;
д) справочный материал - образцы коммерческой документации по теме
раздела, дополнительный информационный материал по актуальным проблемам
деловой и коммерческой деятельности.
Методические рекомендации для работы с пособием диктуются практи-
ческими условиями учебного процесса (цель обучения, объем учебных часов,
режим занятий, стационарное или дистанционное обучение и т.п.). Основные
рекомендации по порядку прохождения каждого раздела могут быть следующи-
ми:
1. Поэтапное изучение секций А, В, С, D каждого раздела параллельно с
соответствующими секциями упражнений I, II, III и лексическими едини-
цами Vocabulary Notes.
2. Аудиторное и внеаудиторное выполнение упражнений VI, VII, VIII.
3. Устное выполнение упражнений типа IV, V, VII, VIII, IX.
4. Последовательное выполнение упражнений IX, X с устной проработкой в
аудитории.
5. Градуированное выполнение упражнений XIII, XV с устной проработкой
в аудитории.
Данное издание является переработанным и дополненным изданием учеб-
ника «Business English». Оно успешно используется в течение многих лет на
ВКИЯ Минэкономразвития России (раньше на ВКИЯ Государственного коми-
тета по внешнеэкономическим связям, ВКИЯ Министерства внешнеэкономи-
ческих связей) в условиях очно-заочного учебного процесса.
Переработанное издание подготовлено авторским коллективом на основа-
нии изучения деловых документов и практики деятельности внешнеторговых
организаций и финансовых институтов в следующем объеме:
Л.Г. Памухина разработала методические принципы построения пособия,
подготовила разделы 1,5,11.
Т.Р. Архангельская подготовила разделы 6,9.
Л.Р. Жолтая подготовила разделы 2, 3,4.
С.Н. Любимцева подготовила разделы 7, 8,10.
Авторы
UNIT 1
PERFORMING A CONTRACT
, TEXT
A.
A contract is the most accepted formal document confirming the deci-
sion1 of the contracting parties to carry out mutual business obligations.
The major contract clauses include articles on legal titles of the parties,
subject of the contract, quality and quantity of the goods, terms of inspec-
tion, delivery and payment, requirements for packing and marking, claims
and arbitration and other articles.
As a rule concluding a contract2 is preceded by discussing the enquiry2
of the Buyer and the offer of the Seller.
B.
ENQUIRY
Most letters enquiry are short and simple. The writer of an enquiry states
briefly and clearly what he is interested in, and this is all the receiver of the
letter needs to know.
An enquiry should include:
a) A brief mention of how you obtained your potential supplier’s name.
b) Some indication of the demand in your area for the goods which the
supplier can sell.
c) Details of what you would like your prospective supplier to send you.
Normally you will be interested in a catalogue, a price-list, discounts, meth-
ods of payment, delivery times, and, where appropriate, samples.
d) A closing sentence to complete the enquiry.
Here are some examples of enquiries.
1. December 5, 20...
Dear Sirs,
We were greatly impressed by the samples of your goods which we saw
on display at the Moscow exhibition last November.
We are very interested in establishing contacts with you2 and feel that
we shall be able to do successful business provided3 your terms and condi-
tions are acceptable for us.
Please let us have your catalogues and latest price-lists quoting your
best terms and prices.
We are looking forward to hearing from you.
Yours faithfully,
2. Septembers, 20...
Dear Sirs,
We have heard from the ... Embassy in ... that you are producing for
export hand-made shoes and gloves in natural materials.
There is a steady demand in our country for high-quality goods of this
type. Sales are not high, but a good price can be obtained for fashionable
designs.
Will you please send us your catalogue and full details of your export
prices and terms of payment, together with samples of leather and, if pos-
sible, samples of some of the articles themselves.
We are looking forward to hearing from you.
Yours faithfully,
3. November 10, 20...
Dear Sirs,
We have seen your advertisement in the... Journal and would be grate-
ful to you if you would kindly send us details of your product.
Please quote us for the items listed on the enclosed enquiry giving your
prices c.i.f.4 ...
Will you please also indicate delivery times, your terms of payment and
details of discounts for regular purchases and large orders.
Our annual requirements for this product are quite high, and we may be
able to place big orders with you if your prices are competitive and your
deliveries prompt.
We look forward to receiving your quotation.
Yours faithfully,
C.
OFFER
A reply to an enquiry which is an offer, is usually fairly brief, and does
not need to be more than polite and direct, provided the supplier is in a posi-
tion to meet his correspondent’s requirements, his reply will generally:
a) Thank the writer of the letter of enquiry for the letter in question.
b) Give all the information requested, and refer both to enclosures and
to samples, catalogues and other items sent by separate post.
c) Provide additional information, if he can do it.
d) Conclude with one or two lines encouraging the customer to place
orders and assuring him of good service.
Here are some examples:
1. March 5,20...
Dear Sirs,
Thank you for your enquiry of... which has been given our careful atten-
tion.
We enclose detailed quotations for a wide range of our product.
We can make a firm offer to meet any delivery dates. The prices and the
terms of payment will depend on our mutual agreement.
If you place a big order we shall be able to give you a discount.
Your early reply will be appreciated:
Yours faithfully,
2. February 5, 20...
Dear Sirs,
We thank you for your enquiry of... and can confirm our telephone con-
versation of yesterday in which we informed you that we can deliver part of
the goods required from stock. For the balance we would require approxi-
mately two months from the date of signing the contract.
Prices as quoted are f.o.b.4...
Packing in... cases.
Payment against documents by a L/C.5
We are prepared to discuss details of the delivery dates at your conve-
nience. Meanwhile we assure you that you can count on our full coopera-
tion. \
Yours faithfully,
D.
1. PRELIMINARY DISCUSSION
F. Well, Mr. R., you’ve studied our offer and seen our samples, haven’t
you? What’s your final decision?
R. We like samples 5 and 8, they suit us. The quality is excellent and we
think the goods will go down well in our market if the prices are reason-
able.
F. You are right. We’ve been selling the goods for two years and very suc-
cessfully. Sample 8 is our latest modified model. Are you going to place
a big order?
R. Yes,... pieces for prompt delivery and... pieces for delivery in four equal
lots of... per month within four months of signing the contract.
F. We are quite able to meet the dates. We have a big stock. Do you prefer
FOB4 terms?
R. Yes, we do. And you remember my remark, don’t you, Mr F.? I said: If
the prices are competitive, we would like you to give us a discount of
5 %.
F. That’s too much. As a special concession to a new customer we can
give you a 3.5 % discount. And payment by an irrevocable confirmed
L/C which you will open right after signing the contract.
R. Good, it’s a deal. We’ll be able to sign the contract this week, I think.
2. PERFORMING THE CONTRACT
For a few months Brown & Co. had been doing successful business with
Russian companies. However under this contract problems arose and in that
connection Mr F. came to Moscow.
R. Welcome to Moscow. Mr F., I’m glad to see you, though the occasion
is not quite pleasant.
F. I hope we’ll settle everything. I hear you have problems with customs
clearance?
R. Yes, you see we couldn’t.clear the goods because there was a discrep-
ancy in the documents.
F. Yes, I’ve seen to that, everything will be all right. Anything else?
R. Yes, in the first consignment some items proved to be of inferior quality
and there was a short-delivery of 10 pieces.
F. My best apologies, Mr R. May I have a copy of your report? It’s the first
complaint we’ve ever had from your companies. We’ll make immediate
shipment of short-delivered items and replace the inferior ones.
R. Good. But I’m afraid we’ll have to revise some parts of the contract.
NOTES
1. confirming the decision зд. подтверждающее решение
confirming - причастие настоящего времени, может быть обра-
зовано от любого глагола, кроме модальных; соответствует русскому
причастию действительного залога настоящего времени:
to read - reading - читающий
to sell - selling - продающий
to deliver - delivering - поставляющий
В деловой переписке русским эквивалентом причастия может быть
оборот с существительным:
In reply to your letter informing
us...
Please send us your offer
quoting your best terms.
We have received their fax
indicating the delivery dates,
... giving your prices CIF
2. concluding a contract
discussing the enquiry
performing the contract
We are interested in establishing
contacts with you.
В ответ на Ваше письмо с изве-
щением ...
Просим прислать предложение
с указанием наиболее выгод-
ных условий.
Мы получили факс с указанием
сроков поставки.
... с указанием цен СИФ
We are looking forward to
hearing from you.
заключение контракта
обсуждение запроса
исполнение контракта
Мы заинтересованы в том, что-
бы установить с Вами контак-
ты.
Ждем ответа от Вас.
concluding, discussing, establishing, hearing - формы герундия от гла-
голов to conclude, to discuss, to establish, to hear. Герундий обладает при-
знаками глагола и существительного. В отличие от существительного
герундий не имеет артикля и предлога of родительного падежа в таких
случаях, как the date of signing the contract «дата подписания контрак-
та». Помимо функции прямого дополнения после глагола (I like reading,
he stopped working) герундий часто употребляется в предложных обо-
ротах различного типа. Перевод герундиальных оборотов зависит от
контекста:
I am fond of reading.
He is responsible for checking
the invoices.
Please look through the report
before sending it to the customer.
We are interested in establishing
business contacts with them.
3. provided (that)
... provided your terms and
conditions are acceptable
Provided the goods are delivered
in two lots we shall be able to sell
them this season.
Я люблю читать.
От отвечает за проверку счетов.
Пожалуйста, просмотрите акт,
прежде чем отсылать его за-
казчику.
Мы заинтересованы в том, что-
бы установить с ними деловые
контакты.
при условии, что
... при условии, что ваши
условия будут приемлемы
При условии, что товар будет
поставлен двумя партиями,
мы сможем реализовать его
в этом сезоне.
После союза provided (that) в английском языке будущее время
заменяется настоящим, как и в придаточных условных предложениях
после союза if.
If he is at home he will help you. Если он будет дома, он поможет
вам.
4. c.i.f. (cost, insurance, freight) - условие поставки, согласно
которому продавец обязан за свой счет застраховать товар, зафрах-
товать судно, погрузить и доставить товар в порт назначения:
c.i.f. Calcutta port - сиф порт Калькутта.
f.o.b. (free on board) - условие поставки, согласно которому про-
давец обязан за свой счет доставить и погрузить товар на борт судна:
free on board English port - фоб английский порт. Обратите внимание
на отсутствие предлога перед English port.
В США free on board лишь тогда означает «фоб или франко борт
судна», когда непосредственно за ним следует слово vessel: f.o.b. vessel
New York. При отсутствии слова vessel выражение free on board означает
в этом случае «франко вагон» в указанном железнодорожном пункте:
f.o.b. New York - франко вагон Нью-Йорк.
5. by а L/C по аккредитиву, с аккредитива
Letter of Credit = L/C
an irrevocable confirmed letter
of credit
a letter of credit valid for ..
to pay by a L/C
to open a L/C with a ... bank
аккредитив, форма расчетов,
наиболее удобная и выгодная
для продавца
безотзывный подтвержденный
аккредитив
аккредитив сроком на...
платить по аккредитиву
открыть аккредитив в ... байке
VOCABULARY LIST
contract (for) п sample n
to draw up a contract to do (successful) business
to prepare a contract provided conj
to conclude a contract to meet the requirements
to perform a contract enclosure n
to execute a contract delivery dates
contract clause to meet delivery dates
inspection n (the) balance n
inspector n stock n
enquiry n to place an order
to make an enquiry customs clearance
to send an enquiry to clear the goods
supplier n consignment n
prospective supplier inferior quality
price-list n short-delivery n
discount n complaint n
method of payment replace v
terms of payment revise v
WRITTEN PATTERNS
We are (were) greatly impressed
by the samples.
We are very interested in ...
Please let us have ...
We have heard from ...
We have seen your advertisement
in...
We would be grateful to you if you
would (kindly) send us ...
На нас произвели впечатление
образцы.
Нас очень интересует (мы заинте-
ресованы в том, чтобы...)
Просим прислать...
Мы узнали, что...
Мы прочитали Ваше объявление
в ...
Мы были бы признательны Вам,
если бы Вы (любезно) прислали
нам...
Will you please send (indicate)...
Please quote us for ...
Your early reply will be appreciated.
(We) thank you for...
Your letter (enquiry) of...
At your convenience.
Meanwhile...
We can assure you that...
Просим выслать (указать)...
Просим назвать цены на ...
Мы будем признательны за
скорейший ответ.
Благодарим за...
Ваше письмо от...
Когда Вам будет удобно.
Тем временем, одновременно...
Заверяем Вас, что...
SPEECH PATTERNS
What’s your final decision?
You are right.
We’ve been selling the goods for
two years.
That’s too much.
As a special concession ...
It’s a deal.
I hope we’ll settle everything.
Do you prefer (f.o.b.) terms?
I’ve seen to that.
Anything else?
My best apologies.
May I have...
Каково ваше окончательное
решение?
Вы правы.
Мы продаем этот товар уже два
года.
Это чересчур много.
зд. Специально (Для вас)...
Договорились.
Надеюсь, мы все решим.
Вы предпочитаете условия
(фоб)?
Я уже об этом позаботился.
Что-нибудь еще?
Приношу извинения.
Разрешите получить...
VOCABULARY NOTES
contract (for) n
under the contract
контракт(на)
по контракту
to prepare
to draw up
to conclude
to sign
to perform
to execute
a contract
We would like you to draw up a contract as early as possible.
contract clause Syn. contract article What does this contract clause статья контракта
say?
contracting party сторона, заключающая контракт
subject of the contract legal title предмет контракта юридическое название
inspection n inspector n приемка (товара, оборудования) (инженер)-приемщик (товара)
inspection test приемные испытания
requirements (for) n packing n marking n claim n precede v требования (к) упаковка маркировка претензия предшествовать
enquiry [in'kwaian] n запрос
enquiry for запрос на
to make
to send an enquiry
to receive
We have not received their enquiry of the 1st of March. briefly adv obtain v supplier n кратко получать, доставать поставщик
prospective supplier Our prospective supplier is interested in the contract. pr*ee-list n Can we have your price-list будущий поставщик прейскурант, прайслист
today?
discount ['diskaunt] n скидка
a 3% discount toSive I a discount трехпроцентная скидка, скидка в 3 процента
to make
method of payment форма расчета
terms of payment условия платежа
sample ['sarmpl] n Can we have samples of your образец
goods?
to do (successful) business We hope we’ll do successful business here. on display provided conj Syn. if We shall place an order provided you give a discount. steady demand for annual requirements to meet (the) requirements We are sure we’ll be able to meet your requirements. to place an order place an order for smth with smb enclosure [ш'к1эизэ] n Your enclosure will be studied quite carefully. enclose v (with) delivery dates (times) to meet the delivery dates I assure you we can meet the delivery dates. stock n We can deliver the goods from stock. count(on)V modified adv (the) balance n The balance of the goods will be delivered from stock. prompt delivery in equal lots We would like you to deliver the goods in three equal lots. customs clearance The buyers cannot help us with customs clearance. to clear (the goods) успешно вести дела зд. на выставке при условии Мы разместим заказ при усло- вии, что вы дадите скидку, стабильный спрос на ежегодные потребности удовлетворять потребности разместить заказ разместить заказ на что-л. в какой-л. компании приложение прилагать (к) даты (сроки) поставки соблюдать сроки поставки склад, запас товара рассчитывать (на) модифицированный остаток срочная поставка равными партиями таможенная очистка очистить (товар), пройти таможен-
We are sorry we still can’t clear the goods. discrepancy [dis'krepansi] n ную очистку различие, противоречие
consignment [kan'sainmant] n
Syn. lot
item ['aitam] n
of inferior quality
Syn. low quality
The goods proved to be of
inferior quality.
short-delivery n
The short-delivery was discov-
ered only at the port.
complaint n
complaint about
We have no complaints about the
service.
complain (about) v
short-delivered items
replace v
We promise to replace the
defective items.
revise v
There is no need to revise this
clause.
партия (товара)
позиция (товара)
низкого качества
Товар оказался низкого ка-
чества.
недопоставка
жалоба, претензия
жалоба на
жаловаться (на)
недопоставленные позиции
(товара)
заменить
пересмотреть, изменить
EXERCISES
I. Answer these questions.
A. 1. What do we call the parties that sign the contract? 2. What are the
major contract clauses? 3. Is a contract a formal document? 4. What comes
before signing a contract?
B. 1. What is the purpose of an enquiry? 2. Is an enquiry brief or de-
tailed? 3. What are the main points included in an enquiry? 4. What are the
sources of information in the three enquiries listed? 5. What information do
the prospective buyers require in the three enquiries? 6. Are the three en-
quiries different in this respect?
C. 1. What information do replies to enquiries usually offer? 2. Do the
prospective sellers usually wish to attract the prospective buyers? How?
3. In what cases do they promise a discount? 4. Which of the two offers
carries more information? 5. What kind of information does it carry?
D. 1. Why did the prospective buyer choose samples 5 and 8? 2. What
does the prospective seller think of sample 8? 3. What order are the buyers
going to place? 4. What are the required delivery dates? 5. What terms of
delivery does the buyer prefer? 6. What discount is the seller ready to give?
7. What terms of payment do the parties agree to? 8. What problems has the
buyer got with the goods under the contract? 9. Was the problem with the
first or the second consignment? 10. What was the problem with the first
consignment? 11. What did the seller promise to do? 12. Why did the buyer
mention revision of some parts of the contract?
II. Find Russian equivalents to the following phrases from the texts.
A. formal document confirming the decision; to carry out mutual obliga-
tions; terms of inspection; as a rule; concluding a contract
B. states briefly and clearly; a brief mention of; demand for the goods; a
closing sentence; we are interested in establishing contacts with you; pro-
vided your terms and conditions are acceptable; hand-made shoes; sales are
not high; if possible; the items listed on; discounts for regular purchases
C. provided the supplier is in a position; the letter in question; refer to
enclosures and samples; provide additional information; assuring him of good
service; a wide range of product; the terms of payment will depend on; we
can confirm our telephone conversation; from the date of signing the con-
tract; payment by a L/C
D. they suit us; the goods will go down well in our market; are you going
to place a big order for prompt delivery; we have a big stock; if the prices are
competitive; we can give you a 3.5% discount; by an irrevocable confirmed
L/C; problems arose; because there was a discrepancy; proved to be of infe-
rior quality; we’ll make immediate shipment; to revise some parts of the
contract
III. Find English equivalents to the following phrases from the texts.
А. выполнить взаимные обязательства; стороны контракта; как
правило; заключение контракта
В. указывает коротко и ясно, что его интересует; краткое упоминание
того, как; указание на спрос на товар; заключительное предложение;
мы полагаем, что сможем успешно сотрудничать (торговать); в нашей
стране имеется стабильный спрос на товары высокого качества; все
подробности; если возможно; с указанием цен на условиях СИФ; если
ваши цены будут конкурентными
С. ответ на; при условии, что поставщик будет в состоянии; письмо,
о котором идет речь; вся запрошенная информация; строки, побуждаю-
щие заказчика разместить заказы; который (запрос) тщательно нами
изучен; мы можем сделать предложение; цены и условия платежа будут
зависеть от; мы можем поставить часть товара со склада; два месяца с
даты подписания контракта; в любое удобное для вас время
D. мы думаем, товар хорошо пойдет; мы продаем товар уже два года;
поставка четырьмя равными партиями в ... за месяц; мы можем
обеспечить эти сроки; мы хотели бы,.чтобы вы дали нам скидку в 5%;
оплата по безотзывному подтвержденному аккредитиву; проблемы с
таможенной очисткой; я позаботился об этом; некоторые позиции
оказались низкого качества; мы организуем немедленную поставку;
придется пересмотреть
IV. Say what information you have got on:
a) a contract as a formal document
b) information that an enquiry should include
c) information that an offer should contain
d) the main points raised during the preliminary discussion of the con-
tract
e) the problems that arose in the performance of the contract
V. a) Compare the contents of the examples of enquiries and offers.
b) Act out the following parts of the dialogues.
a) the final decision of the buyer including the delivery dates
b) the terms of delivery, payments and the discount
c) problems with customs clearance
d) problems with the low quality and short-delivery of the goods
VI. Practise these words and points from the notes.
Make up sentences as per Models.
Model 1: We have received your fax stating (с указанием) the ex-
act delivery dates.
We have received
your offer of
the 2nd, March
с указанием
с приложением
с подтверждением
с сообщением о
your best prices
your catalogues and price-lists
your terms of paymen
your delivery dates
Model 2: We obtained the information by (before, without) contact-
ing the prospective sellers (sending the enquiry, paying the
bill).
They perform the contract suc- before checking the price-list
cessfully without establishing contacts with
The company does successful other companies
business by obtaining a 5% discount
They confirmed the prices J changing the terms of deliv-
They placed the order after ery or terms of payment
Model 3: We would be obliged if you would send us the required in-
formation.
We would be obliged if you give our enquiry immediate attention
We would be grateful if he help us to clear the goods
I would appreciate it if she meet my request
He would be glad if they to ship the consignment as early as possible
provided; if
Complete the sentences. Sum up the answers.
a) 1. We will send an enquiry for the goods if...
2. They will make an offer provided ...
3. We will get in touch with the sellers if the President...
4. The preliminary talks will be held in Moscow, if...
5. We will sign a contract provided ...
b) 1. If the delivery dates don’t suit us ...
2. We shall place a big order provided ...
3. Provided the terms of payment are acceptable ...
4. If the goods are of inferior quality we ...
5. The matter will be settled provided ...
contract; offer; delivery terms; delivery dates; terms of payment;
to place an order; discount; to give a discount; to replace
a) Act out these flashes of conversation using the substitutions.
1. A. What’s your final decision?
В. I think we can sign the contract.
Substitutions: make an offer; accept their delivery dates; confirm the terms
of payment; place an order on such terms; meet these delivery dates
2. A. We would like you to give us a 5% discount.
B. I’m afraid, that’s too much. We can agree to a 3% discount only.
Substitutions: to pay 50% in advance - a L/C; to change the delivery terms
to FOB - CIF terms; to replace 50% of the goods shipped - 30% re-
placement
b) Translate into English.
1. Мы согласимся принять эти условия платежа при условии, что вы
обеспечите более ранние даты поставки. 2. Мы хотели бы, чтобы вы
заменили товар низкого качества в этом месяце. 3. Мы разместим заказ
на этот товар, при условии, что на нашем рынке будет стабильный спрос
на него. 4. Мы давно работаем на этом рынке, мы сможем помочь вам с
таможенной очисткой. 5. Какие условия поставки вы предпочитаете? -
Мы предпочитаем условия сиф. 6. Мы хотели бы, чтобы вы назвали ваши
лучшие цены. Мы могли бы разместить крупный заказ.
to clear the goods; customs clearance; consignment;
inferior quality; short-delivery; complaint; stock
a) Translate into Russian.
1. There is a discrepancy in the invoice. We can’t clear the goods. 2. Can
you help us with customs clearance? We would be very grateful if you could
do that. 3. Inferior quality goods will have to be replaced within one month.
4. We can’t meet the delivery dates, the goods are out of stock at the mo-
ment. 5.1 wonder if I can have your report on the discrepancies. I have to
see to the complaint.
b) Act out the flashes of conversation using the substitutions.
1. A. There is a complaint about short-delivery.
В. I’ve seen to that. Everything will be all right. Anything else?
A. No, nothing at the moment.
Substitutions: customs clearance; the second consignment; the inferior
quality of items 2 and 3; late deliveries
2. A. We can’t deliver the short-shipped items. They are out of stock.
В. ГП see to it. We’ll try to revise the delivery dates.
Substitutions: the items in question; the modified models; samples 2 and 4;
the required goods
3. A. Have the buyers confirmed payment by L/C?
B. Not yet. They’ve been considering the terms for some time.
A. We want it to be confirmed and irrevocable, valid for three months,
and opened with a first-class bank.
B. That’s agreed. But they still object to covering all expenses.
A. All expenses connected with opening the L/C should be for the buy-
ers’ account.
Substitutions: accepted; agreed to; stipulated; indicated
to cover the expenses оплатить расходы
соппес1еЬсвязанный
for the buyers' account за счет покупателя
VII. Fill in the articles or possessive pronouns wherever necessary. Sum
up the dialogues.
1. A. Well, Mr B., let’s resume ... talks, shall we?
B. Yes, we were going to look at... guarantee clause today. We guar-
antee ... highest standards, excellent performance and workman-
ship. In fact... models you are buying are... latest. We put them on
... market... year ago. So... guarantee period is 12 months from...
date of putting... equipment into operation.
A. That’s good. I’ve got two points to make here. One is that we want
... equipment to meet... specific conditions. So we expect ... final
tests to be made at... plant.
B. No problem. Are you going to issue ... document about that?
A. Yes, we call it an Acceptance Report.... date of... Acceptance Re-
port will be considered to be ... date of putting ... equipment into
operation.
B. That’s O.K. with me. Anything else?
A. Yes, my second point. If something goes out of order do you prefer
replacing... defective equipment?
B. Or eliminating... defects at... plant. That will depend on ... kind of
defects. Anyway, it will be done at our expense.
performance n технические харак-
теристики
workmanship отделка
to put into operation пустить в экс-
плуатацию
I’ve got two points to make here.
У меня есть два замечания.
to go out of order выходить из строя
defective n дефектный, некондицион-
ный
to eliminate defects устранить недо-
статки
at smb's expense за чей-л. счет
2. - Have your buyers opened the L/C?
- Not yet. The fact is we have not obtained ... export license yet. The
President has been trying to obtain it for two weeks but he has been
unable to get in touch with the license department. As soon as he gets...
license we’ll send ... fax to... buyers and they will open ... L/C.
to obtain an export license получить экспортную лицензию
VIII. Fill in prepositions or adverbial particles wherever necessary.
July 1,20...
Dear Sirs,
We thank you ... your letter ... 25 June and are glad to inform you that
most of the items listed ... your enquiry ... the goods are ... stock. We are
enclosing a detailed description... the items you are interested... and if you
wish to place an order... us ... items 1, 2, 3 we will be pleased to meet any
delivery dates you may require.
... the moment we guarantee delivery... 3 months... signing the contract.
Our usual terms ... payment are... a L/C ... shipping documents.
We are looking forward ... hearing... you.
Yours faithfully,
IX. Compare the English and the Russian sample letters. Discuss the ques-
tions given below each of them.
1.
Dear Sirs,
We have given your offer our
best attention and would be glad to
Уважаемые господа!
Мы внимательно изучили
Ваше предложение и были бы
discuss particulars. Our Vice-Presi-
dent Mr S. is going to visit the In-
ternational Engineering Confer-
ence which will be held in London
in July. He will be prepared to ne-
gotiate the purchase of the ma-
chines you offer. Mr S. will get in
touch with you on arrival in Lon-
don.
Yours faithfully,...
рады обсудить подробности.
Вице-президент нашей фирмы г-н
С. посетит Международную ма-
шиностроительную выставку,
которая состоится в Лондоне в
июле. Он будет рад провести с Ва-
ми переговоры о покупке пред-
ложенных Вами станков. Г-н С.
свяжется с Вами по приезде в
Лондон.
С уважением,...
Questions:
1. Have the prospective parties exchanged correspondence? 2. Are they
planning personal contacts? 3. Where are the negotiations going to take
place?
2.
Dear Sirs,
We thank you for your letter of
... and are pleased to learn that you
are interested in buying our goods.
We enclose our current price-list,
which gives you information about
our terms of payment and deliv-
ery. Our samples were sent to you
by separate mail.
if you need any further informa-
tion please let us know without de-
lay.
Yours faithfully,...
Questions:
Уважаемые господа!
Благодарим за Ваше письмо от
... Мы с удовольствием узнали,
что Вы заинтересованы в покупке
наших товаров. Прилагаем наш
прейскурант текущих цен, кото-
рый дает информацию о наших ус-
ловиях-платежа и поставки. Об-
разцы (товара) были посланы Вам
отдельной посылкой.
Если Вам потребуется дополни-
тельная информация, пожалуй-
ста, сообщите без промедления.
С уважением,...
1. Does the letter come from the buyer or from the seller? 2. Is the buyer
interested in buying the seller’s goods? 3. What does the seller enclose?
4. What was sent to the buyer by separate mail?
3.
Dear Sirs,
We are sorry that we have to
complain about the short-shipment
of parts which were delivered in the
last consignment.
The cases were delivered to the
site in good condition and the short
delivery was discovered only when
the cases were unpacked and the
contents were checked up with the
invoices.
Besides some parts were found
damaged. A list of these is enclosed.
Please look into the matter and
take action to correct the situation.
Yours faithfully,...
Questions:
Уважаемые господа!
Очень сожалеем, что вынуж-
дены выразить претензию в свя-
зи с недогрузкой частей, которые
были поставлены в последней
партии.
Ящики были доставлены на
площадку в хорошем состоянии,
и недогрузка была обнаружена
только при вскрытии ящиков и
сверке содержимого со счетами.
Кроме этого обнаружилось,
что некоторые детали повреж-
дены. Список этих деталей при-
лагается.
Просим Вас разобраться в
этом вопросе и принять меры к ис-
правлению положения.
С уважением,...
1. What does the buyer complain about? 2. When was the short-ship-
ment discovered? 3. What else does the buyer complain about?
X. Read these letters and do the assignments given below each of them.
1. May 7,20...
Dear Mr Scott,
Many thanks for your letter of 5 May. We are interested to hear that you
saw our advertisement in the ..., and appreciate your interest in the prod-
ucts we stock.
We are enclosing our Terms of Business, where you will find details of
our quarterly discounts, and our price-list for the complete range of... prod-
ucts. As you will see, we can give special terms for orders of the value you
mention.
I will be in ... myself on 17 May, and will be happy to call on you at any
time in the afternoon. Perhaps you would like to let me know whether this is
convenient. I will, of course, bring the complete range of our product items,
which are described in the catalogue we have sent you today.
I am looking forward to meeting you.
Yours faithfully,
Meet Mr Scott to discuss particulars of their prices and discounts. Specify
the delivery dates you require.
2. December 10, 20...
Re: Equipment for the Moscow office.
Dear Mr Brown,
We thank you for your offer dated November 28, 20... which we have
studied and on the whole we would like to accept it. We also agree with
your proposal to give us assistance in installing the equipment in question
and would like to invite your Company’s representative to Moscow. At the
same time we will appreciate it if you will grant us a discount off the prices
quoted in your offer.
In order to prepare a draft contract we kindly ask you to forward to us by
fax supplementary data both about your Company (namely: a copy of your
Company’s Rules and Regulations and the latest balance sheet) and details
necessary for including in the contract: time of delivery, terms of payment,
name of your bank and account No., mode of transportation, etc.
Our Fax Number is 755 22 34
We are looking forward to your early reply.
Yours faithfully,
Meet Mr. Brown in Moscow to obtain supplementary data on his company.
Speak on their possible assistance in installing their equipment.
3. December 17, 20...
Dear Mr Brown,
Many thanks for your fax of 14 December 20.. from which we were
pleased to learn about the activities of your Company.
As to the information concerning the offer for the equipment we would
like to agree upon as follows:
1. Time of delivery - January 20..., installation - April 20... .
2. Transport agent - Green & Co.
3. We would like the Sellers tobear all the expenses on sending a spe-
cialist to Moscow for the installation of the equipment and in this
case we agree to a 5% discount on the prices.
4. Payment by a L/ C which is to be opened within 5 banking days upon
the Sellers’ notification of the readiness of the goods for shipment.
We hope you will accept the above and confirm your consent by fax.
Best regards,
to bear expenses on нести расходы notification of the readiness of the
no goods for shipment извещение о
consent n согласие готовности товара к отгрузке
Telephone Mr Brown to get his confirmation of the conditions you stated
in your letter. Request him to speed up (ускорить) sending their re-
ply by fax.
4. October 5,20...
Dear Sirs,
With reference to the discussions we held in Moscow in September about
possible sales of our furniture on your market I am now pleased to provide
additional information on the subject in question.
We would be ready to give you the maximum discount of 5% per piece
for a total of ten units which would make the selling price FOB ... $ .... We
believe this to be a competitive price for your market.
We are also prepared to install and display in your showroom two com-
plete sets of our furniture as you requested. The sets can be dispatched to
you any time you like and at our expense. This will be regarded as a gift to
your company in view of our future cooperation.
We hope we can conclude our business successfully.
Yours faithfully,
the subject in question предмет, о regard v считать, рассматривать
котором идет речь gift п дар, подарок
showroom п демонстрационный зал in view of в виду
Hold the talks to finalize your order. Specify the delivery dates of the gift
furniture.
XI. Read and act out the flashes of conversation using the substitutions
for the phrases in italics.
1. A. Have you finalized the delivery terms?
B. Not yet. We’ve been discussing them for two days already, but we
still need to clarify some details.
A. What do the buyers want?
B. They want us to deliver the goods on c.i.f. terms.
Substitutions: by truck; by air; by sea; in three consignments; on door-to-
door terms; by the end of the year; against the revised delivery schedule
finalize ['fainalaiz] и окончательно ре-
шить что-л.
clarify f'klaenfai] v уяснить
door-to-door terms (DDT) условия
поставки непосредственно от про-
давца на фирму покупателя («от
двери к двери»)
delivery schedule ['Jedju:l] график по-
ставок
2. A. Has Boris left for inspection?
В. Yes, he’s been at the factory fora week already. They’ve been testing
the equipment.
A. Have you heard from him?
B. Yes, he says there are still some small defects. He won’t issue a re-
lease for shipment until they are corrected.
to issue a release for shipment выдать to eleminate (correct) defects ус-
разрешение к отгрузке транить (исправить) дефекты
Substitutions: the results are satisfactory; everything is all right; the de-
fects are eliminated; the equipment is accepted; the tests are over
3. A. We’d like you to open a letter of credit with the Bank of Russia.
B. That’s our usual practice with Russian firms. What documents will
you send for payment?
A. A full set of shipping documents, as usual.
В. I think we can accept these terms of payment. And where will the
equipment be insured?
A. We usually insure the equipment with Ingosstrakh.
B. Very good. Now we’re ready to sign the contract, Mr Sokolov.
A. That’s nice to hear.
that’s our usual practice это наша
обычная практика
insure (with) v страховать
full set of shipping documents
полный комплект отгрузочных до-
кументов
Substitutions: to finalize the matter; to discuss the delivery schedule; to
pass on to other points
XII.Translate into English.
1. 10 сентября 20... r.
Уважаемые господа!
Мы познакомились с Вашей продукцией на выставке в ... и хотели
бы получить более подробную информацию о Вашей фирме.
Нас интересуют товары (позиции 1,3,8), поскольку в нашей стране
имеется стабильный спрос на продукцию такого рода.
Просим прислать Ваши каталоги, котировки цен с указанием
возможных скидок, а также предполагаемые сроки поставки, условия
платежа и гарантии.
Надеемся установить долгосрочные взаимовыгодные контакты.
Ждем ответа.
С уважением,
2. 2 июля 20... г.
Уважаемые господа!
Благодарим за Ваш запрос от... на ... Мы были бы рады предложить
Вам нашу продукцию по конкурентным ценам и были бы готовы обсудить
подробности с Вашим представителем.
Как нам известно, г-н В. прибывает в Москву для участия в работе
выставки. Мы были бы признательны, если бы он связался с нашей
головной конторой в Москве.
С уважением,
3. 7 июня 20... г.
Уважаемые господа!
Мы получили Ваш факс от... об отгрузке товара по контракту № 25.
Однако нам только что сообщили, что товар не может пройти таможен-
ную очистку в связи с неточностями в отгрузочных документах. Мы
надеемся, что товар пройдет таможенную очистку при условии, что Вы
срочно вышлете новый комплект документации с указанием номеров
позиций, счетов и спецификаций.
Просим принять срочные меры к разрешению вопроса, во избежание
значительных расходов по хранению товара в порту.
Ждем скорейшего ответа.
С уважением,
комплект документации a set of documents во избежание to avoid значительные расходы по хранению товара (в порту) heavy storage expenses
4.
10 августа 20... г.
Уважаемые господа!
В ответ на Ваше письмо от... с сожалением сообщаем, что в настоя-
щее время мы не можем подписать контракт в связи с финансовыми
трудностями этого года.
Однако мы заинтересованы в покупке товара, позиции ... и
намереваемся вернуться к вопросу в ближайшем будущем при условии,
что вы сможете пересмотреть часть Ваших стандартных условий.
Просим сообщить, когда Ваш представитель прибудет в Москву. Мы
хотели бы обсудить детали возможного сотрудничества.
С уважением,
в ближайшем будущем in the near часть Ваших стандартных условий
future part of your standard terms and
conditions
5. 10 сентября 20... r.
Уважаемые господа!
С сожалением сообщаем, что в последней партии товара обнаружена
недопоставка по позициям 2, 7, 8. Наши приемщики подписали акт
приемки с указанием недопоставленного товара, и мы прилагаем копию
акта в доказательство нашей претензии.
Просим принять меры для решения вопроса. Мы хотели бы, чтобы
недостающие позиции были поставлены в течение этого месяца.
Ждем скорейшего ответа.
С уважением,
в последней партии обнаружена
the last consignment showed
акт приемки acceptance report
в доказательство to confirm
XIII. Act out the situations.
1. You are negotiating a prospective purchase of consumer goods. Indi-
cate the samples you have chosen and state your idea of a discount. Prom-
ise to confirm your final choice by fax.
2. There is a delay in delivery of the goods under your contract with ....
Call the company’s representative to explain why the delivery is urgent and
what you will have to do if the delay becomes too long.
3. Meet your customer’s representative in Moscow to explain why you
delay opening a L/C. Ask him not to postpone deliveries as your Russian
partner expects the goods within the contractual dates.
4. Meet a prospective customer in the showroom you run. Tell him about
the goods on display, specify the prices and terms of sale. Offer your cata-
logues and price-lists.
XIV. Write letters based on the following situations.
1. Напишите запрос фирме на закупку интересующего вас товара.
Укажите, что вы видели образцы на выставке и хотели бы получить
базовую информацию (прайслист, основные условия и даты поставки,
условия платежа), так как считаете, что в вашей стране есть спрос на
такой товар.
2. Напишите ответ на запрос фирмы с предложением вашей про-
дукции. Укажите, что ваш представитель собирается посетить выставку
в стране предполагаемого покупателя и смог бы обсудить подробности
сотрудничества.
3. Напишите факс продавцу. Укажите, какие проблемы вы имеете в
связи с контрактом и попросите фирму принять меры.
4. Напишите факс фирме-поставщику с просьбой прислать их спе-
циалиста для установки оборудования. Сошлитесь на соответствующую
статью контракта.
5. Напишите письмо потенциальному продавцу с уточнением вашей
позиции по условиям платежа и гарантиям.
XV. Read and translate these clauses of the contract.
1. Subject of the Contract
The Sellers have sold and the Buyers have bought the following equip-
ment C.I.F. UFA as per Appendix No 1.
2. Prices and Total Amount of the Contract
The total amount of the Contract is US Dol.The prices are firm for the
duration of the Contract and are understood to be C.I.F. UFA city by truck.
3. Delivery Dates
The equipment under Clause 1 of this Contract will be delivered within 4
months from the date of opening the Letter of Credit as stipulated in Clause
4 of the present Contract.
All questions concerning shipment of the goods are to be settled in ac-
cordance with the Buyers’ instructions.
15 days before the date of shipment the Sellers will notify the Buyers by
fax about the date of the readiness of the goods for shipment indicating the
weight of the cargo as well as the transit border of the tryck to Russia.
Within 24 hours after shipment the Sellers will let the Buyers know by
fax the date of shipment, contract Nariad and Trans numbers, the number
of the truck way-bill, the number of cases and their weights.
The delivery date is understood to be the date of the truck way-bill is-
sued in the name of the Buyer.
Prior deliveries are allowed.
4. Terms of Payment
Payment under this Contract shall be made in Dollars by a Letter of Credit
which is to be opened by the Buyers with the Central Bank of... in the name
of the Sellers within 30 days from the date of signing the present Contract.
The Letter of Credit is to be valid fori 80 days. Expenses connected with
opening the L/C will be for the Buyers’ account.
If there is a delay in opening the L/C the deliveries will be postponed
accordingly.
Payment shall be made against presentation of the following documents:
a) original and two copies of detailed invoice,
b) two original clean Bills of Lading or truck way-bills issued in the name
of the Buyers,
c) packing lists in triplicate,
d) test report or any other document showing that the equipment con-
forms to the specifications,
e) copy of the Sellers’ letter about the dispatch of the technical doc-
umentation to the Buyers in accordance with Clause 6 of this Contract.
5. Sanctions
5.1. If the Letter of Credit is delayed or/and opened for an improper
amount the Buyer will pay the Seller a penalty of 0.1 % of the Letter of
Credit amount.
If the opening of the Letter of Credit is delayed for more than 5 days, the
Seller has the right to cancel the delivery of the lot of the Goods to be paid
for from the Letter of Credit.
5.2. The Seller has the right to claim interest on the amounts delayed
from payments due to the Seller in accordance with the present Contract.
5.3. If the opening of the Letter of Credit is delayed the delivery period
shall be extended accordingly.
5.4. In case the delivery period stipulated in the present Contract is vio-
lated, the Seller shall pay penalty to the Buyer.
5.5. The penalty is estimated as 0.5% of the cost of delayed Goods for
every complete week of delay, but it should not exceed 3% of the cost of the
actually delayed Goods.
5.6. The amount of the penalty can be neither increased nor decreased
by arbitration.
5.7. If the Goods arc delayed for more than 4 months, the Buyer has the
right to cancel the Contract in full or in respect of its undelivered parts.
as per в соответствии
total amount общая сумма
prices are understood цены подни-
маются
truck n грузовик
all questions... are to be settled все
вопросы должны решаться (глагол
to be с последующим инфинитивом
употребляется для выражения дол-
женствования в соответствии с до-
говоренностью, оговоренной пись-
менно нли устно)
to notify smb about the readiness
of the goods известить кого-л. о го-
товности товара
weight [weit] п вес
cargo п груз
transit I'traenzit] border место пере-
сечения границы, пограничный
пункт
way-bill п авто-накладная
accordingly [a'kordirjli] adv соответ-
ственно
dispatch п отправка
presentation [,prezan'teijbn] п пред-
ставление
in triplicate ['tnplikat] в трех экзем-
плярах
to conform to соответствовать
improper [im'prnpa] зд. неправиль-
ный
cancel ['kasnsal] v расторгнуть, кан-
нелировать
to claim interest требовать уплаты
процентов
extend [ik'stend] v продлевать
violate ['vaialeitj v нарушать
decrease [dl'kris] v снижать
in respect [n'spekt] of в отношении
XVI. Read these sample letters for different occasions. Make use of the
phrases in bold type.
A. Business Letters
1.
Dear Sirs,
Your Draft Contract has
reached us duly and we can now
make comments on some of the
clauses.
While most of the clauses are
acceptable the total cost of the
equipment seems unreasonably
high. We think that we have to look
again at the prices which are quoted
by the world leading firms in this
field.
Will you therefore meet our
representative in Moscow to dis-
cuss your itemized and group
prices. This would help us to reach
mutual agreement.
We expect to hear from you
soon!
Yours faithfully,
2.
Dear Sirs,
With reference to your re-
quest to speed up issuing entry
visas for your engineers we wish
to inform you that proper action
was taken a week ago and we hope
the visas will come through very
soon.
Meanwhile will you let us
have your comments on our ideas
about the new reimbursement
Уважаемые господа!
Мы получили Ваш проект
контракта и можем сделать за-
ключение по ряду статей.
Основные статьи контракта
приемлемы (для нас), однако, об-
щая стоимость оборудования оче-
видно завышена. Мы полагаем,
что необходимо еще раз рассмот-
реть цены ведущих фирм мира,
занятых в указанной сфере.
Просим встретить нашего
представителя в Москве для об-
суждения ваших позиционных
и групповых цен. Это поможет
нам достичь взаимного согла-
шения.
Надеемся получить ответ в
ближайшем будущем.
С уважением,
Уважаемые господа!
Ссылаясь на Вашу просьбу
об ускорении выдачи въезд-
ных виз Вашим специалистам
сообщаем, что неделю тому на-
зад были предприняты соответ-
ствующие меры, и мы надеемся,
что визы будут получены в бли-
жайшее время.
Одновременно просим Вас
выслать замечания по вопросу
rates. We may also take up the
question of the new reimbursement
rates during the forthcoming talks
in Moscow.
We wish to keep up fruitful co-
operation.
Yours faithfully,
3.
Dear Sirs,
There has been a great deal of
progress in our negotiations con-
cerning our contract for construct-
ing the N. project. You will re-
member that we discussed the
project in some detail in Moscow
in December and are now summari-
zing the discussions as regards pay-
ments.
As was agreed cash payments
will be made for design documents,
technology and know-how, and for
the services of your specialists.
With regard to deliveries the
manner of payment will have to be
discussed again.
Yours faithfully,
наших соображений о новых
ставках возмещения. Мы можем
обсудить этот вопрос в ходе пред-
стоящих переговоров в Москве.
Мы всегда хотим поддержи-
вать плодотворное сотрудни-
чество.
С уважением,
Уважаемые господа!
Следует отметить значитель-
ные успехи в наших переговорах
относительно контракта на стро-
ительство объекта в Н. Вы, оче-
видно, помните, что мы довольно
подробно обсуждали объект в
Москве в декабре и сейчас изла-
гаем основные положения в отно-
шении платежей.
В соответствии с договорен-
ностью платежи наличными бу-
дут производиться за выполнение
проектной документации, пред-
ставление технологии и «ноу-
хау», а также за услуги Ваших
специалистов.
Однако в отношении оплаты за
поставки (товара) способ платежа
придется обсудить повторно.
С уважением,
‘ В. Social Occasions
1.
Dear Mr President, Уважаемый г-н Президент!
Mr I. of... is visiting our Cus- Г-н И. из... в настоящее время
tomers in... and will be in your city находится на фирме наших за-
next week. He would like to have
an appointment with you at any
time convenient for you.
Your early reply would be appre-
ciated.
Yours faithfully,
казчиков в ... и на следующей
неделе будет в Вашем городе. Он
хотел бы встретиться с Вами в
любое время, удобное для Вас.
Просим ответить как можно
скорее.
С уважением,
2.
Dear Sirs,
We have appointed Mr A. to the
position of Export Manager for our
firm. Mr A. has a wide experience
of the markets in ... and would be
glad to do business with you on any
matters of mutual interest.
Yours faithfully,
Уважаемые господа!
Мы назначили г-на А. на пост
управляющего по вопросам экс-
перта нашей фирмы. Г-н А. имеет
большой опыт работы на рынке...
и был бы рад сотрудничать с Вами
по вопросам, представляющим
взаимный интерес.
С уважением,
3.
DearMr А.,
May we congratulate you on
your appointment as... of your firm.
We are confident that our coopera-
tion will be of mutual benefit.
Yours sincerely,
Уважаемый г-н A.!
Разрешите поздравить Вас с
назначением на пост... Вашей
фирмы. Выражаем уверенность,
что наше сотрудничество будет
взаимовыгодным.
Искренне Ваш, '
4.
Dear Sirs,
We are writing to express our
sincere sympathy on the death of
your President Mr B. We have been
doing good business with your com-
Уважаемые господа!
Выражаем искреннее сожале-
ние по поводу смерти Вашего пре-
зидента г-на В. Мы давно сотруд-
ничаем с Вашей фирмой и всегда
рапу and will always remember his
kindness and his helpful advice.
Yours faithfully,
будем помнить его доброту и по-
лезные советы.
С уважением,
5.
The Chairman and Directors of
... request the pleasure of у our com-
pany at a Reception to be held at...
at...
. RSVP
6.
Mr J. B. thanks the Chairman
and Directors of... for their kind in-
vitation to the Reception to be held
... which he has much pleasure in
accepting.
7.
Dear Mr A.,
I wish to thank you most
warmly for the excellent hospi tality
you extended to me during my stay
in...
I very much appreciate your
kindness in showing me round the
plant.
Sincerely yours,
Председатель и Совет дирек-
торов ... приглашает Вас на при-
ем, который состоится в ... в ...
(дата)
(просят ответить)
Г-н Дж. Б. благодарит пред-
седателя и Совет директоров... за
любезное приглашение на прием,
который состоится ... и с удо-
вольствием принимает пригла-
шение.
Уважаемый г-н А.!
Сердечно благодарю Вас за
прекрасное гостеприимство, ока-
занное мне во время моего пребы-
вания в...
Я признателен Вам за любез-
ность, оказанную Вами при ос-
мотре завода.
Искренне Ваш,
XVII. Information on business letter writing.
STRUCTURE OF THE BUSINESS LETTER
The business letter consists of seven principal parts: (1) the letterhead,
(2) the date, (3) the inside name and address, (4) the salutation, (5) the
message, (6) the complimentary closure and (7) the writer’s signature and
official position.
1. The Letterhead
The letterhead expresses a firm’s personality. It gives the name and ad-
dress of the firm, telephone numbers, telegraphic addresses; the telegraphic
codes, fax numbers, and states the company’s business. For companies reg-
istered in the United Kingdom with limited liability the word Limited (Ltd)
must form part of the name. Companies formed with limited liability in the
United States use the word Inc.
2. The Date
Always type the date in full, in the logical order of day, month, year,
thus: ,
12th October 20...
Example:
Date: 20th September 20...
Miss E. Hughes,
100 South Street,
PURLEY, Surrey,
CR2 4TJ.
Dear Miss Hughes,
3. Inside Name and Address
The usual practice is to write the name and address of one’s correspondent
at the head of the letter, though it is sometimes placed at the foot, in the
bottom lefthand corner, in official (i.e. Government) correspondence.
Where the head of department is known, address the letter to him by his
official title, thus:
The Sales Manager
The Hercules Engineering Co Ltd
Brazennose Street
MANCHESTER
M 60 8 AS
All the names must be spelled correctly. To address T.B. Cartside as
T.B. Carside is impolite.
(a) Courtesy titles
The courtesy titles used in correspondence are Mr, Mrs, Miss, Messrs.
When your correspondent has a special title, such as Doctor, Professor.
Colonel, Sir, he is addressed by his title and Mr must not be used. We write,
Dr J. Brown, Prof. L. Carter, Col. W. Johnson, Sir Arnold.Plant.
(b) Foreign correspondence
When you write letters to other countries, always include the name of
the country, even if the town mentioned is the country’s capital.
The Vice President
The Eagle Press Inc
24 South Bank
BOSTON
Mass 02116
USA
4. The Salutation
This is the greeting with which every letter begins. The usual greeting
in a business letter is Dear Sir, but others are used too. For example:
Dear Madam (for both single and married women);
Dear Sirs (when a company is addressed).
When your correspondent is unknown to you and may be either a man or
a woman, always use the form Dear Sir.
These are the formal openings normally used, but at the present time,
especially if your correspondent is known to you personally, or if you have
traded with him for some time the warmer and more friendly greeting, Dear
Mr..., is then preferred. The greetings Sir, Madam and Gentlemen are very
formal and are now seldom used in English business letters, though Gentle-
men is usually preferred by American writers.
5. The Message
This forms the body of the letter and is the part that is really important.
Before you begin to write or dictate, ask yourself the following questions:
(i) What is the purpose of this letter?
(ii) What do I hope to get by it?
(iii) What is the best way to write it?
Do not end letters with lam, We are, I remain, etc. These phrases are as
old-fashioned, as sentences introduced by Thanking, Hoping and similar
participles.
6. The Signature
Always sign your letters by hand, in ink and in the same style. One must
not sign Eric Castle on one occasion and E. Castle on another.
A signature must not carry a title. Do not, for example, sign as Air, J. Platt
or Professor R. Butler. There is one exception to this: a woman writing to a
stranger should indicate whether she is married or single and may do so by
adding (Mrs) or (Miss) in brackets in front of her signature thus:
(Miss) Alice H. Brooks
If a married woman in business wants to be known by her unmarried
name she must of course be addressed as Miss, e.g.
Dear Miss Thompson
Because many signatures are not clear, it is good modern practice to
type the name of the signer and to place his signature immediately above it,
thus:
H.W. Webster
(From: Model Business Letters by L. GARTSIDE)
letterhead ['letahed] n шапка на фир-
менном бланке
inside name and address название
и имя фирмы, которой адресовано
письмо
message (= body of the letter) n зд.
собственно письмо
complimentary closure заключи-
тельная фраза письма
signature ['signatfa] n подпись
limited liability [Jaia'biliti] ограни-
ченная ответственность
in full полностью
(im)polite [,impa'lait] а (невежли-
вый
courtesy title ['k3:tisi 'taitl] титул
Colonel ['кэ:пэ1] n полковник
formal opening официальное нача-
ло (письма)
waste v тратить (впустую)
to keep short зд. писать короткими
фразами
reflect v отражать
matching зд. соответствующие
UNIT 2
CARRYING OUT DESIGN WORK
TEXT
A.
Construction of a project begins with carrying out certain types (stages)
of work based on the needs of the Customer (Purchaser). The work thus
done can be qualified as design documentation.
At the Customer’s request the Supplier can do the following:
prepare a Technical Proposal for construction;
send Russian engineers to collect initial data and agree upon the assign-
ment for Feasibility Study (FS)‘ elaboration;
elaborate a Feasibility Study;
prepare a Design Assignment;2
carry out a Detailed Project Report (DPR)3 including Working Draw-
ings as part of the DPR or as a separate stage. Every type of the above-
mentioned work is done under a contract signed for a specific purpose, which
stipulates the Customer’s consideration and approval.
Here is an illustration of successive steps taken by the parties in prepar-
ing a DPR:
The Industrial Corporation of... made a decision to construct a ... plant
with product capacity of... tons per year.
As a result of the talks with one of the Russian companies, engaged in
constructing similar projects, an agreement was concluded. Under a sepa-
rate contract a Feasibility Study (Report) was elaborated by the Supplier
and sent to the Customer for consideration.
B.
A month later the Supplier received a letter, which ran as follows:
1st September, 20...
Dear Sirs,
We have pleasure in informing you that we accept the Feasibility Study
you elaborated for the project. We highly appreciate the work you have done
for us. We also find convincing your conclusions on the economic benefits
of the construction.
Our Corporation intends to continue work on the project and we shall be
glad if you will be willing to cooperate with us further in this endeavour.
We look forward to a visit of your experts with a view to discussing the
Feasibility Study for final approval. We would also like to consider some
points concerning the preparation of a Draft Contract for carrying out a De-
tailed Project Report.
Yours faithfully,
Chairman of the Industrial Corporation ...
A team of Russian experts arrived in the Customer’s country to discuss
the Feasibility Study. After the approval of the Document it was agreed
that our experts together with the Customer’s engineers would collect ini-
tial data and prepare the Design Assignment on the basis of which the De-
tailed Project Report was going to be worked out.5 The parties also made
tentative conclusions on the amount of work involved and the required time
limits for the design work.
Based on the information received, the Russian side worked out a Draft
Contract for the elaboration of the DPR and sent it to the Customer. After a
careful study of the Draft Contract the Customer’s experts came over to
Moscow to discuss some terms and conditions that were not fully accept-
able to them.
C.
1. DISCUSSING THE AMOUNT OF WORK
Supplier: I think we can get down to business right away.
Customer: Very good. Let’s start. On the whole the draft suits us quite well,
but there are some points we’d like to raise today.
S. All right. Shall we go point by point then, or is there anything that you’d
like to discuss first?
C. Yes, first comes the amount of work. Could you prepare working draw-
ings along with the DPR? That would ease things around and reduce
the total time limits.
5. Well, it’s a big project and that’s why Working Drawings come as a
separate stage. But in this case there is some benefit for you too.
C. Could you be more specific, please? Just to show how we shall benefit
by this.
S. Certainly. In a DPR we usually give the amount of construction work.
And with the help of detailed specifications attached to the DPR you’ll'
be able to decide exactly what kind of equipment and materials you will
provide yourselves, even at that stage.
C. This does sound very attractive,61 must say. Shall we go only by speci-
fications to make our choice?
S. Not only. You’ll have drawings of the general view of equipment, shops
layout as an example, to give you an idea of the future production.
C. Thank you, Mr N. You are quite convincing. I believe the original provi-
sion in the draft is quite reasonable.
S. Good. May I suggest a break now?
C. No objections.
2. DISCUSSING THE TIME LIMITS
Supplier: Now, let’s resume the talks, shall we? Any other points, Mr A. ?
Customer: Yes, and that’s the time limits. The plant is urgently required by
our industry.
S. Obviously so. That explains your decision, as we understand.
C. Yes, that’s why we are asking you to reduce the time limits from twelve
months as stipulated in the draft to eight, if possible.
S. We'd be happy to cooperate where we could, but I’m not sure if our
design organizations can make it less than ten months.
C. Could you explain why?
S. It’s a matter of amount of work. The project is big and normally it takes
us about this.period to complete the job. Besides, we’d like to be thor-
ough and efficient, without undue haste.
C. In that case ten months would suit us all right.
S. I hope we’ll be ready with the answer in two days.
Note: for different types of construction time limits can be quite differ-
ent too.
D.
3. DISCUSSING THE COST OF THE DESIGN WORK
Supplier: We’ve got good news for you, Mr A. Our design organizations
agreed to do the job in ten months after all.
Customer: That’s really good news, thank you. We can now look at the cost
of the design work. We find it too high.7 We’ve brought some catalogues.
Have a look, please. This firm here, for example, constructed a similar
project but the cost was lower.
S. We assure you, our price is quite competitive. We know that project. It
is true that the cost is lower but the capacity is lower too. You will agree
that in our case the designing is not very costly. The elaboration of the
technological part alone involves8 a large amount of work.
C. Still the difference seems too big.
S. The information you have here is somewhat dated. The cost of design-
ing has gone up in the world lately.
C. Yes, considering this, the higher cost looks fair.9 We agree. Now, shall
we pass on to the terms of payment? You ask for a 20 per cent advance,
don’t you?
S. That’s right. We don’t think it makes a big sum.
C. But under our law we cannot give you more than 15 per cent of the full
contract value. Perhaps we can settle for this figure with you.
S. All right, I think we can go down by 5 per cent. In this case the wording
of the article will be as follows: 15 per cent of the total price shall be
transferred by the customer within 30 days of signing the contract to
the account of Vnesheconombank in favour of the supplier with the Na-
tional Bank of....
C. Good. As to the remaining sum, we agree to pay it by an irrevocable
confirmed letter of credit.10
S. Then we’ll amend the draft to provide for payment of 75 per cent after
the design work has been completed and the DPR submitted to the cus-
tomer and 10 percent after the approval of the DPR.
C. All right.
Note: Reasoning may include other points, too. These ones are just some
of them.
NOTES
1. Feasibility Study (Report) ТЭО — технико-экономическое
(FS, FR) обоснование
2. Design Assignment задание на проектирование
3. Detailed Project Report технический проект
(DPR)
4. We shall be glad if you will Мы будем рады, если вы согласи-
be willing to cooperate with тесь сотрудничать с нами,
us.
В письмах для выражения вежливой просьбы в придаточных
предложениях условия употребляется глагол will (would): We shall
(should) be glad if you will (would) promptly answer our letter.
5. ... on the basis of which the
detailed project report was
going to be worked out.
6. This does sound very attrac-
tive.
... на основе которого должен
был быть разработан техни-
ческий проект.
зд. Это действительно звучит
очень заманчиво.
Глагол do (does, did) употребляется для усиления смыслового глагола.
Эта конструкция употребляется в настоящем и прошедшем времени в
утвердительной форме. В русском языке такое усиление передается час-
тицами и наречиями «да, же, ведь, и; очень, непременно, пожалуйста»
ит. д.
I do hope that you’ll meet our
request.
We do understand your diffi-
culties.
Не did come here last week.
7. We find it too high.
Я очень надеюсь, что вы удовлет-
ворите нашу просьбу.
Мы очень хорошо понимаем ва-
ши трудности (мы ведь пони-
маем...)
Он действительно приходил на
прошлой неделе.
Мы считаем ее (цену) слишком
высокой.
Глаголы to find, to consider, to think, etc. употребляются в следующей
конструкции:
to find
to consider
to think
smth/ smb + adjective
The customer considers the time
limits quite acceptable.
Did he find the film interesting?
Заказчик находит сроки вполне
приемлемыми.
Ему понравился фильм?
8. The elaboration of the techno- logical part alone involves... -Выполнение только технологи- ческой части потребует..:
9. ... the higher cost looks fair. ... более высокая стоимость ка- жется справедливой. '
После глаголов to look, to feel, to sound, которые выполняют роль
глагола-связки, употребляется прилагательное, а не наречие.
His answer sounded convincing. He caught (a) cold and felt bad. Его ответ прозвучал убедительно. Он простудился и чувствовал себя плохо.
10. letter of credit an irrevocable confirmed letter of credit (L/C) аккредитив безотзывный подтвержденный аккредитив
VOCABULARY LIST
to carry out design work construction n construct V project n request n at smb’s request customer n design documentation supplier n collect v initial data elaboration n elaborate v working drawings contract n stipulate v consideration n consider v approval n party n to make a decision product capacity per prp experience (in) n turn (to) v assistance n conclude v contact v inform v accept v appreciate v conclusion n benefit n benefit (by, from) v cooperate v endeavour n expert n draft contract team n to work out tentative a amount n involve v timelimit(s) terms and conditions acceptable a to raise a point
to go by (down, over, up) cost n
reduce v assure v
specification n competitive a
attach, (to) v technological a
equipment n dated a
provide v terms of payment
provision n advance n
general view settle (for) v
layout n wording n
original a transfer v
suggest v account n
preliminary a in stub's favour
design organization as to
thorough a remaining a
efficient a amend v
deny v submit v
WRITTEN PATTERNS
We have pleasure in informing you We look forward to a visit... with a view to discussing... We have received your letter of 9th October, informing us about ... / In reply to your letter... We wish to inform you that ... In view of the above ... (We) thank you for your letter of/ " dated 21st March... Please let us know (inform us)... We are glad (pleased) to inform ... We have to inform you (to state)... We enclose with the letter... We I enclose herewith ... 1 attach hereto... С удовольствием сообщаем ... Мы с нетерпением ждем приезда с тем, чтобы обсудить... Мы получили ваше письмо от 9 октября, в котором Вы сообща- ете о... В ответ на Ваше письмо ... Сообщаем Вам, что... (Извещаем вас о том, что ...) Ввиду вышеизложенного... Благодарим за Ваше письмо от 21 марта... Пожалуйста, сообщите нам... Мы рады сообщить... Мы вынуждены сообщить Вам ... К письму прилагаем... Прилагаем при сем...
SPEECH PATTERNS
right away сразу же, не теряя времени
Shall we go point by point (page by Будем обсуждать пункт за пунк-
page, etc.)? том?
first comes ... (the first thing is...) прежде всего, начнем с ...
That would ease things around. зд. От этого все только выиграют.
Could you be more specific, please? Не могли бы вы пояснить свои слова (свою мысль)?
You are quite convincing. Вы меня убедили.
No objections. Возражений нет (не возражаю).
Obviously so. Очевидно, это так.
We’d be ready to cooperate where Мы готовы по возможности по-
we could. мочь вам.
It’s a matter of... Это вопрос...
We can now look at... Теперь мы можем обсудить ...
I don’t deny that... Не отрицаю, что...
Considering this... Учитывая это,...
Perhaps we can settle (for)... Может быть, мы договоримся ... (остановимся на...)
We can go down by... Мы можем снизить (цену) на ...
VOCABULARY NOTES
carry ['kaen] out выполнять, осуществлять
Syn. execute, fulfil We assure you that the design work will be carried out in time. (план, работу, инструкцию, заказ)
design [di'zam] work Design work was carried out in time. проектные работы
construction [kan'strAkf(a)n] n We can (not) reduce the construction time. строительство
construct V Syn. build строить
qualify v подходить, соответствовать
project ['pnxfcekt] n 1. объект (строительный) 2. проект
industrial project промышленный объект
Syn. enterprise ['entopraizj
This industrial project is of great
importance to the economy of
the country. request n at the request This is done at the customer’s request. to meet a request customer n design documentation supplier [sa'plara] n collect v initial data to collect initial data The initial data collected by the customer are/is incomplete. data n просьба no просьбе удовлетворять просьбу заказчик проектная документация поставщик собирать исходные данные собирать исходные данные мн. ч. от сущ. datum; согласуется с гл. во мн. и ед. ч.
elaboration [!,1агЬэ'ге1р(э)п] n The elaboration of the DPR will take... months. elaborate v Syn. work out working drawings подготовка, выполнение подготовлять, выполнять рабочие чертежи, рабочая Документа- ция
contract n under a contract full contract value stipulate v The contract stipulates prepara- tion of the DPR within this period. consideration [kan,sido'reif(o)n] n to submit for consideration under consideration This document is now under consideration. consider v to consider a request We consider it necessary ... considering all things... approval [a'pru:v(a)l] n approve v контракт, договор по контракту (полная)стоимость контракта оговаривать, обусловливать рассмотрение, обсуждение (представить) на рассмотрение на рассмотрении рассматривать, обсуждать рассматривать просьбу Мы считаем необходимым... учитывая все это... одобрение, утверждение одобрять
party ['pcuti:] n
The two parties agreed to collect
initial data.
to make a decision
product capacity ['prockkt ko'paesiti]
The product capacity of the plant
depends, among other things, on
the quality of raw materials.
per prp
The product capacity is ... tons
per year.
experience [iks'pianans] n
We have enough experience in
this kind of work.
сторона, участвующее лицо
принимать решение
производственная мощность
за, в
опыт (жизненный), практика, квали-
фикация
to have
wide
a lot of
some experience in
enough
no
not much
smth
doing
smth
turn (to)v
Syn. approach
They turned to the company for
assistance.
assistance [a'si^tans] n
technical assistance
to render assistance
Syn. to give assistance
Russia renders technical
assistance to developing
countries.
conclude [kon'klu:d] v
Ant. cancel
The contract concluded by the
parties was successfully
executed.
обращаться (к)
помощь, содействие
техническое содействие
оказывать содействие
заключать
расторгать
contact [kan'taekt] v
Please contact us for our
catalogues.
inform [in'fo.m] v
обратиться к кому-л., установить
связь (позвонить, написать пись-
мо, послать телеграмму)
сообщать, извещать, информиро-
вать
to inform smb of (about) smth сообщать кому-л. что-л. (о чем-л.)
to inform smb that The customer informed the supplier that they were ready to discuss the DPR. accept v to accept equipment to accept a report 1 accept that... It is accepted that... acceptable [ak'septabl] a Are the terms and conditions of the contract acceptable to you? appreciate [a'piijieit] v We appreciate your help. We fully appreciate your . difficulties. (economic) benefit benefit ['benafit] (by/from) v We hope our countries (will) benefit from our cooperation. cooperate [kau'npareit] v сообщать кому-л., что... принимать принимать оборудование , принять, одобрить отчет . Я допускаю, что... Так принято, что... приемлемый, подходящий ценить, понимать, осознавать (экономический) эффект; польза получать выгоду, пользу, помощь сотрудничать, способствовать, содействовать
We are ready to cooperate on the terms acceptable to both parties. cooperation n endeavour [m'deva] n We are ready to assist you in this endeavour. expert n draft contract team [ti:m] n A team of highly qualified experts will go to your country to collect initial data. to work out to work out an agreement (plan) tentative ['tentativ] a сотрудничество зд. предприятие специалист, эксперт проект контракта группа разрабатывать, составлять выработать соглашение подробный, предварительный, ориентировочный
The parties reached a tentative agreement on further cooperation, a tentative decision amount [a'maunt] n предварительное решение количество, объем, сумма
The amount of work is going to
be rather big.
to the amount of
involve [in'vnlv] v
to involve the interests of others
Constructing a project involves
proving its feasibility.
time limit(s)
We agree to reduce the time limit
of the designing by two months,
terms and conditions (of a contract)
The terms and conditions of the
contract suit our customer.
to raise a point
The point was raised in the letter.
to go by ,
to go by the rules
Let’s go by their decision.
to go down
The prices have gone down.
to go over smth
We must go over the document
carefully.
to go up
Prices for this type of equipment
have gone up lately.
reduce [n'dju:s] (to, by) v
prices
на сумму
включать в себя, подразумевать,
предполагать (наличие чего-л.)
затрагивать интересы других
срок
условия(контракта)
поднимать вопрос
следовать, руководствоваться
подчиняться правилам
снижать(ся) (о ценах, сроках и
т.д.)
просматривать, повторять (что-л.
сказанное)
повышаться (о ценах)
сокращать, снижать (до, на)
to reduce taxes
time limits
We can reduce the time limits by
two months.
in (more) detail
Let’s discuss the point in (more)
detail.
specification [,spesifi'keiT(a)n] n
We refer you to the specifications
in Appendix III.
as per specification
detailed specifications
attach (to) v
(более)подробно
спецификация
в соответствии со спецификацией
подробные спецификации
прилагать (к документу)
Syn. enclose (with)
Do you want the documents to
be attached to the letter?
equipment |i'kwipmant] n
This equipment is reliable in
operation.
process(ing) equipment
provide [pro'vaid] v
You will provide the materials for
the construction.
provision [pro'visn] n
under the provisions of the
contract
layout n
general layout
original [э'псЬ(э)п1] a
original provision
suggest [sa'cfeest] v
We suggest (that) we (should)
look at this problem tomorrow.
We suggest sending this paper
under separate cover.
оборудование (как правило,
употребляется в ед. ч.)
технологическое оборудование
обеспечивать
положение контракта
согласно положениям контракта
расположение (оборудования),
планировка, план
генеральный план
первый, первоначальный
зд. первоначальный вариант
предлагать, советовать
Мы предлагаем послать этот до-
кумент отдельной почтой.
Compare:
to suggest
Мы предлагаем подготовить до-
кументы немедленно, (т. е. выдви-
гаем предложение)
We suggest preparing the docu-
ments immediately.
We suggest that the documents
(should) be prepared immedi-
ately.
to offer
Мы предлагаем подготовить до-
кументы немедленно, (т. е. предла-
гаем свои услуги, чтобы выполнить
эту работу)
We offer to prepare the docu-
ments immediately.
или:
Мы предлагаем помощь в подго-
товке чертежей.
We offer assistance in preparing
the drawings.
preliminary [pn'iimin(a)n] a preliminary talks/remarks предварительный . предварительные переговоры / замечания
Syn. tentative to get in touch with Syn. contact Can you get in touch with the organization? design organization thorough ['влгэ] a The document needs a thorough study. efficient [i'fif(a)nt] a связаться с, установить контакт проектная организация тщательный 1. эффективный, рациональный, ра- ботающий с высоким коэффициен- ' том полезного действия 2. квалифицированный
She is an efficient secretary, an efficient worker умелый, знающий, исполнитель- ный рабочий
deny [di'nai] v You can’t deny the fact that... cost n What’s the cost of the job? assure [o'Jua] v We assure you that we shall fulfil our obligations. competitive [kam'petitiv] a Goods sell well if their prices are competitive. compete [kam'pi:t] v отрицать, отвергать Нельзя отрицать тот факт, что ... стоимость уверять, заверять конкурентоспособный 1 .конкурировать 2 . соревноваться
The companies will compete on the market. technological [,1екпэ'1офк(э)1] a Syn. process technological advance process department dated a terms of payment advance [od'voms] n The advance is to be paid in hard 4 currency. in advance an advance of... технологический технологический прогресс технический отдел устаревший условия платежа аванс заранее аванс в размере...
settle (for, on) v We can settle for the following wording of the article. wording ['w3:dnj] n The wording of this article is not clear. We accept this wordingas it is. word v I shall word the phrase (sen- tence). transfer [traens'fa:] v договориться формулировка формулировать переводить (деньги), перечислять (суммы)
to transfer money to smb’s account transfer n account [a'kaunt] n The required sum will be transferred to your account without delay. in (smb’s) favour The document is issued in his favour/ name. as to remaining a The remaining equipment will be returned later. The remaining money will be transferred to their account. amend [a'mend] v перевести деньги на чей-л. счет перевод • счет в чыо-л. пользу, на чье-л. имя что касается остальной, оставшийся изменять, вносить поправки (в до-
Now that we have amended the contract we can sign it. amendment (to) n Some amendments were made to the proposal. submit [sab'mit] (to) v Additional data are to be submitted on geology. кумент) изменение, поправка представлять
EXERCISES
I. Answer these questions.
A. 1. What does construction of a project begin with? 2. What stages
does design work include? What documents are involved? 3. What decision
did the Industrial Corporation of... make? 4. Why did the Corporation turn
to one of the Russian companies for technical assistance? 5. What did the
talks between the two parties result in? 6. What did the supplier do at the
request of the Corporation?
В. 1. How did the customer appreciate the feasibility study? 2. Did the
customer express intention to cooperate with the supplier in this business?
3. What did the customer write in conclusion? 4. What did the customer
and the supplier agree upon after the approval of the feasibility study?
5. What conclusions did the parties make as to the amount of work and time
limits? 6. Did the customer accept the draft contract elaborated by the sup-
plier?
C. 1. What did the customer propose as to the amount of work? 2. Why
did the supplier suggest preparing the DPR under a separate contract?
3. What would help the customer (to) decide what equipment they could
provide themselves? 4. What additional materials could give the customer
an idea of the future production? 5. Why did the customer ask the supplier
to reduce the time limits? 6. Why wouldn’t the supplier meet the customer’s
request right away? 7. How did the supplier try to convince the customer
that the time limits were quite reasonable? 8. What did the supplier promise
to do?
D. 1. What news did the supplier tell the customer? 2. Why did the cus-
tomer find the cost too high? 3. How did the supplier prove that the informa-
tion presented by the customer was dated? 4. Why did the customer object
to the 20 per cent advance? 5. What decision did the parties make about the
advance? 6. In what way was the remaining sum to be paid?
II. Find Russian equivalents to the following phrases from the texts.
A. the work thus done; as part of the DPR; as a separate stage; a contract
signed for a specific purpose; successive steps; with product capacity of...;
engaged in constructing similar projects; a feasibility study was elaborated
B. intends to continue work on the project; we look forward to a visit...;
with a view to discussing; it was agreed ...;... tentative conclusions on the
amount of work involved; based on the information; on the basis of which
the DPR was going to be worked out; after a careful study...
C. there are some points we’d like to raise; just to show how we shall
benefit by this; to give you an idea of the future production; you are quite
convincing; obviously so; that explains the decision; can do anything here;
without undue haste
D. after all; this firm here, for example; our price is quite competitive;
considering this; perhaps we can settle for this figure with you; we can go
down by 5 per cent; we’ll amend the draft to provide for
III. Find English equivalents to the following phrases from the texts.
А. начинается с выполнения; исходя из потребностей просьбы; по
просьбе заказчика; договориться о задании на разработку ТЭО; как часть
техпроекта; по контракту; в строительстве заводов нужного типа; по-
сле подписания соглашения...
В. письмо следующего содержания...; мы высоко ценим проделанную
вами работу; заключение об экономическом эффекте строительства;
сотрудничать с нами в дальнейшем; с намерением обсудить ТЭО; груп-
па российских специалистов; после утверждения документа; стороны
также сделали предварительные выводы об объеме работ; необходимые
сроки для выполнения проектных работ; основываясь на информации
(данных); после тщательного изучения; специалисты приехали в Моск-
ву; которые не совсем им подходили
С.... мы можем сразу приступить к делу; в целом проект контракта
нас устраивает; мы будем обсуждать пункт за пунктом?; от этого все
только выиграют; мы определим объем строительных работ; мы будем
исходить только из спецификаций... ?; планировка цехов; первоначаль-
ное положение (оговорка); давайте продолжим наш разговор; завод край-
не необходим; это вопрос объема работ; нам хотелось бы выполнить
работу тщательно и эффективно (квалифицированно), без лишней спеш-
ки
D. сейчас мы можем обсудить стоимость проектных работ; ... дан-
ные (информация), которыми вы располагаете, несколько устарели;...
стоимость проектирования возросла за последнее время во всем мире;
не думаем, что это составляет большую сумму; в этом случае формули-
ровка статьи будет следующая ...
IV. Single out the main points of the texts. Use the following opening
phrases.
The text (letter) looks at (the problem of...)...; It is clear from ... that
...; Amongother things (smth) must be mentioned here...; The problem of
... is of great importance; One of the main points to be singled out is ... ;
Great importance is also attached to the problem of... ; Going over this
point (again), I’d like to say...
V. Sum up the contents of the dialogues. Make use of the following phrases.
According to the conversation (talk) ... ; The position of the supplier
(customer) on the matter is the following...; The supplier (customer) makes
it clear that ... (stresses the point that ... , takes the customer (supplier)
back to the point of... , draws the customer’s (supplier’s) attention to the
fact that...)
VI. Practise these words and word combinations.
to carry out
Insert “to carry out” in the proper form.
1. The design work ... by the supplier’s specialists in due time. 2. How
long did it take the firm ... the design work? 3. The work... quite efficiently.
4. The amount of work which ... lately is very big. 5. Before the supplier
started the DPR preparation he... all the survey and research work. 6.... the
work properly, we invite the world’s leading expertise. ([,ekspa'ti:z] зд. опыт,
знания)
to (have) experience in smth, doing smth
a) Answer these questions.
1. What do you know about your firm’s experience in constructing
different enterprises? 2. What is your experience in concluding contracts?
3. How can your business experience help you in elaborating a feasibil-
ity study, in preparing a design assignment, in carrying out a DPR? Do
you have much experience in the work of this sort? 4. In what cases do
we turn to smb for help? 5. You can benefit from his (your friend’s) experi-
ence, can’t you?
b) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. We have little experience in constructing projects of this kind.
B. Then, probably, we’ll go point by point to make our proposal clear.
A. No objections. .
Substitutions: carrying out design and survey work; elaborating a feasibil-
ity study, detailed project report (DPR); preparing a design assignment,
working drawings
to inform smb (of smth, that...)
a) Act out the flash of conversation using the substitutions for the word
in italics.
A. Could you be more specific, please, and tell us why you can’t reduce
the time limits?
B. We have officially informed you of the reason, but we can go over
that point again and see what can be done here.
Substitutions: the amount of the work; the decision of the design or-
ganization; the decision of the organizations concerned; our wish to be
thorough and efficient; that the designers will make it ten.months; that
we’ve got the opinion of the design organization
b) Translate into English.
1. Мы сообщим вам о своем решении в ближайшее время. 2. Со-
общаем, что наши специалисты приступили к разработке. ТЭО. 3. По-
жалуйста, сообщите о своем решении по этому вопросу как можно ско-
рее. 4. Мы вынуждены сообщить вам, что не сможем сократить сроки
выполнения проектных работ. 5. Просим вас сообщить, когда вы сможе-
те выслать остальные исходные данные. 6. Нам сообщили об этом слиш-
ком поздно. 7. Мы уже сообщали, что наши специалисты готовы собрать
исходные данные и подготовить задание на проектирование. 8. В своем
последнем письме мы сообщили, что хотели бы обсудить первоначаль-
ное положение контракта о сроках еще раз.
to find smb, smth + adjective
Act out the flashes of conversation using the substitutions for the word
and phrase in italics.
1. A. Have you studied the terms and conditions of the Draft yet?
B. Yes, we have, and find them fully acceptable.
A. That’s really good news.
Substitutions: our tentative conclusions on the amount of work; the cost
provisions; the detailed specifications; the drawings of the general view
of equipment; the terms of payment
2. A. ...And what do you think now, MrB.? Was I (it) convincing enough?
В. Yes, quite. Considering all this I find the cost reasonable.
Substitutions: the time limit; the original provision; a 15 per cent advance;
the price; this method of payment
to work out
. Insert “to work out” in the proper form.
1. The feasibility report... by a French firm. 2. All the documents ... by
the supplier and approved by the customer. 3.1 suggest that we ... the plan
of our work together. 4. It’ll take the design organization ten months... the
DPR. 5. Based on the information, the firm ... a draft contract for the elabo-
ration of the DPR.
to suggest; to offer
a) Insert “to suggest” or “to offer” in the required form.
1. The supplier... that they should start with collecting the initial data
required for the feasibility study. 2. The company ... assistance to the cus-
tomer in preparing the design assignment. 3. The customer... that we should
go point by point discussing the draft contract. 4. The firm ... to prepare
working drawings along with the DPR. 5. The customer... that the supplier
should reconsider the time limits for the elaboration of the DPR. 6. Based on
the initial data, the design organization ... a change in the DPR. 7.1... dis-
cussing the amount of work first. 8. May I... a break now? 9.1... that we
should get in touch with the organizations concerned once again.
b) Act out the flashes of conversation using the substitutions for the
phrases in italics.
I. A. What shall we go by to make our choice?
В. I suggest looking at the shop’s layout first.
Substitutions: drawings of the general view of the equipment; feasibility
study; economic benefit; detailed specifications; amount of work; time lim-
its
2. A. We’d be happy to cooperate where we could. Let’s see if we can do
anything about it.
В. Then, I suggest that we should resume discussions on the amount
of work.
A. No objections. We’re ready to go over this point again.
Substitutions: cost of the design work; technological part; advance; word-
ing of article No....; world’s leading expertise; contract value; detailed
project report (DPR); working drawings
3. A. Your price sounds attractive.
B. We can offer you favourable terms of payment as well.
Substitutions: favourable credit terms; early delivery dates; attractive terms
of delivery; every assistance
VII. Compare the style of these phrases.
Phrases from a business letter:
made a decision to construct...
per year
the Corporation contacted the sup-
plier...
We have pleasure in informing you
We find your conclusion on... suit-
able
We shall be glad if you will be will-
ing...
to cooperate with us further in this
endeavour
with a view to discussing...
We would like to consider the
preparation...
concerning the preparation...
to carry out the design work
inform us of your receiving...
we find it impossible to consider...
at the earliest
Phrases from a business talk:
decided to construct...
a year
the Corporation got in touch with
the supplier
We’d like to tell you ...
Your conclusion on... suits us (very
well)
We’ll be glad if you will agree ...
to help us in this business (deal)
just to discuss...
We’d like to take up the preparation
about the preparation...
to do the design work (the job)
let us know when you receive ...
we can’t accept...
as soon as possible
VIII. Fill in articles or possessive pronouns wherever necessary. Discuss
the letters.
1. December 15,20...
Dear Sirs,
As you know from ... cable of December 10, 20... we have sent you ...
remaining data required for... preparation of... Detailed Project Report.
We shall appreciate it if you will inform us at the earliest when you will
receive ... initial data, as ... date of... receiving them is considered ... start-
ing date for... preparation of... Detailed Project Report.
We are looking forward to ... early reply.
Yours faithfully,
2. January 4,20...
Dear Sirs,
In reply to... letter of December 15,20..., we wish'to inform you that on
... December 30,20... we received ... initial data requested by... firm. How-
ever, these cannot be considered complete as there is no information on
particulars about... raw materials for... plant.
In view of the above we find it impossible to consider... 30th of Decem-
ber... starting date for... preparation of... Detailed Project Report (DPR) as
... mentioned data are urgently required for us to do ... design work. We
would therefore like you to let us have them within ... month. You will un-
derstand that... delay in sending... above data may cause ... delay in work-
ing out ... DPR.
We would request you to take action and speed up things as under the
circumstances the only alternative we see is to consider... date of receiving
... remaining data ... starting point for... preparation of... DPR.
Looking forward to ... earliest reply.
Yours faithfully,
complete а полный
particulars n подробности
raw materials сырьевые материалы
you will understand вы, конечно,
понимаете
to take action принимать меры
to speed up things ускорить дело
under the circumstances при дан-
ных обстоятельствах
alternative n выход, альтернатива
3. . July 15,20...
Dear Sirs,
We thank you for ... Detailed Project Report for ... construction of...
Works with annual product capacity of 30,000 tons.... Detailed Project Re-
port was handed to us by... representative on ... 12th of June. As you know
in ... course of... talks held in Moscow we decided to invite ... Consultant
Engineer to help us consider... documentation. We shall be happy to meet
... Chief Engineer of... Project together with ... team of... experts in two
weeks’ time.
Please, inform us at your earliest convenience when we can expect ...
engineers to arrive. We shall need some time to arrange for... hotel accom-
modation for them.
Yours faithfully,
consultant engineer инженер-кон- at your earliest convenience как
сультант (фирма) можно скорее
chief engineer главный инженер
IX. Fill in prepositions or adverbial particles wherever necessary. Discuss
the text.
... accordance ... the current Agreement... December 23, 20.;. the sup-
plier was expected to give technical assistance ... the customer... the con-
struction ... a Nickel plant... a capacity ... tons ... product... year.
The customer was advised to turn ... that particular company / firm ...
as they are engaged ... the construction ... similar projects abroad. ... the
course ... the talks both parties agreed ... the time limits ... preparation ...
the DPR and the Working Drawings. It was agreed that these documents
would be worked.......the Russian side ... the basis ... the initial data col-
lected ... the customer.
... the Agreement the Russian design organizations started elaboration
... the DPR but they had to stop the work as some ... the initial data, namely
geological information, had not been made available ... them.
The supplier got... touch ... the customer and found that they were go-
ing to ask the Russian side to carry... the geological survey work... 2 months.
... (a) careful consideration... the customer’s request the supplier found
it impossible to complete the work... such a short period and suggested that
the work should be done ... the customer as previously agreed.
namely adv а именно, то есть geological survey геологическая съемка
to make available предоставлять
X. Read these letters and do the assignments given below each of them.
Make use of the model of the talk following Letter 1.
1. November 28, 20...
Dear Sirs,
We wish to inform you that your Draft Contract for the preparation of
the DPR reached us on Novembers, 20... and was given (a) careful consid-
eration.
We are pleased to note that we find the documentation acceptable on
the whole and particularly with regard to the time limits. However, we have
to point out that the cost of the design work is higher than we expected it to
be.
The fact is that a similar works was constructed for us by a ... firm in
19...-19... at a much lower cost, while the two projects do not differ much
in the capacity and technological part.
We hope you will agree to reduce the cost after you have studied our
competitors’ materials which will be sent to you under separate cover as
early as possible.
We are looking forward to your early reply.
Yours faithfully,
particularly adv особенно with regard to относительно, что
under separate cover отдельной касается, в отношении
почтой '
Model:
Supplier. I think we can get down to business right away.
Customer: No objections. The only point we’d like to raise is the cost of the
design work.
S. We discussed it with you duringour preliminary talks...
C. We did, and we’d like to take up this point again. We still find it too
high. Do you think you could explain your position in more detail?
S. Certainly. We’ve studied your materials and 1 don’t think we can com-
pare the two projects.
C. But why? After all, it’s a similar works you are going to construct.
S. No, not quite. Your works was constructed ... years ago.
C. It was. But still the difference is big.
S. We*ll show you some more materials and you’ll see that the prices have
gone up since that time. Besides, it’s going to be a modern enterprise of
bigger capacity, with advanced technology.
C. Let me think. What if we undertake to do part of the design work? It will
bring down the cost, won’t it?
S. Certainly it will. But we’ll have to think it over. And see what part you
could do.
C. All right. Then we’ll be waiting for your proposals.
S. Agreed. We’ll let you know when we are ready.
Hold the talks along these lines.
Prove to the customer that the cost of the design work is justified.
2. , 12th May, 20...
Dear Sirs,
We had done a lot of market research before we made a decision to turn
to you for technical assistance. We have found out that you have a long
experience exactly in this line of business.
The point is that we intend to construct a plant for the industrial pro-
cessing of... ores from our... deposits. With this in view we ask you to give
us assistance in carrying out survey work and preparation of design docu-
ments.
If you are willing to cooperate along these lines, we shall have a team of
local surveyers to help you speed up the exploration work. In this context
may we suggest the following time limits: survey work — within 10 months
of the date of signing the Contract, preparation of the DPR and elaboration
of the Working Drawings — within 24 months of the date of completing the
survey work.
We hope you will give favourable consideration to our request.
Your prompt reply will be appreciated.
Yours faithfully,
processing [prou'sesirj] of ... ores fo:z] deposit [di'pnzitl n месторождение
переработка... руды
to cooperate along these lines exploration work исследование (reo-
зд. сотрудничать в этом направлении графическое н т. п.); горная геологи-
surveyer [s3:'ve(i)a] п топограф, гео- ческая разведка (месторождения)
дезист in this context в этой связи
Hold the talks along these lines.
Find out what amount of design work the company wants you to do and
if any initial data have been collected so far.
3.
10th June, 20...
Dear Sirs,
Your letter has been forwarded to us by ... as the construction of plants
you are interested in is our export line.
We are pleased to hear that you propose to do business with us and are
quite willing to cooperate with you. We therefore tell you that your request
has been given careful consideration.
We can meet the time limits you require and would be prepared to sub-
mit a Draft Contract ... months after we have received from you detailed
characteristics of the deposits as well as the capacity of every unit to. be
designed.
Any other information which you could supply would be very welcome.
It will enable us to increase the efficiency of our service.
If you find our conditions acceptable our arrangement will operate im-
mediately.
We are looking forward to your confirmation.
Yours faithfully,
forward v пересылать, направлять
to propose to do business with stnb
предлагать сотрудничать с кем-л.
every unit to be designed каждый
узел, который должен быть спро-
ектирован
to supply information давать ин-
формацию, сведения
to enable stnb to do srnth давать
кому-л. возможность делать что-л.,
делать возможным
increase vувеличивать
our arrangement will operate
immediately наше соглашение
начнет действовать немедленно
Hold the talks along these lines.
Explain to the customer what you need the above information for. Say
what you can propose to do if the customer does not have the required data.
4. 20th November, 20...
Dear Sirs,
We thank you for your Draft Contract, but very much regret that we
have found some terms and conditions unacceptable.
We shall be very much obliged if you will give us preferential payment
terms, that is telegraphic transfer instead of an irrevocable confirmed Let-
ter of Credit. As to the time of payment we suggest finalizing it when we get
down to the Draft Contract.
Besides, we consider the 30 per cent advance of the full Contract value
very big and suggest dividing it into two parts of 10% and 20% accord-
ingly.
We are very sorry indeed to have to advise you of some changes in our
plans. In view of the urgency of the work we kindly ask you to reduce the
time for the preparation of design documentation from 24 to 21 months.
It would be appreciated as a very great favour if you would elaborate the
DPR along with Working Drawings. The Working Drawings can be sent in
accordance with the schedule of construction.
We believe that the stipulated period of... months will be enough for the
discussion and approval of the DPR, and we find the other terms and condi-
tions fully acceptable.
Your favourable approach would be appreciated.
Yours faithfully,
to be obliged быть признательным
preferential [,ргеГэ'гепГ(о)1] payment
terms льготные условия платежа
finalize v окончательно согласовать
Hold the talks along these lines.
accordingly adv соответственно
advise v сообщать, уведомлять
schedule of construction график
строительства
Discuss with the customer the terms of payment under your draft con-'
tract. See if you can meet the customer’s request.
XL Study these translation difficulties. Translate into English.
Translation difficulties:
Просим рассмотреть этот мате-
риал и сообщить о своем ре-
шении как можно скорее.
We ask you (you are kindly re-
quested) to study this material
and inform us about (of) your
Мы получили ваше письмо от ...
с предложением о сотрудни-
честве (в котором вы предла-
гаете сотрудничать).
Мы изучили присланное вами
ТЭО и пришли к выводу ...
Ввиду того, что нам следует де-
тально обсудить условия на-
шего сотрудничества, ...
ваши представители
в любое удобное для вас время
decision as soon as possible (at
your earliest convenience).
We have received your letter of...
proposing cooperation.'
We have studied the feasibility re-
port and come to the conclusion
(and concluded)...
As we should discuss our lines
(terms) of cooperation in detail,
your representatives (engineers,
experts)
at your convenience
1. ТЭО было разработано проектными организациями и направлено
заказчику. 2. ТЭО получило высокую оценку заказчика. 3. Задание на
проектирование подготовлено нашими специалистами на основе данных,
представленных заказчиком. 4. Технический проект будет выполнен за
... месяцев. 5. Заказчик передал необходимые данные в соответствии с
перечнем (a list of), представленным поставщиком. 6. В проекте
контракта (были) указаны ориентировочные (tentative) сроки
выполнения проектных работ. 7. Мы сможем выполнить вашу просьбу
(to meet smb’s request) и подготовим рабочие чертежи вместе с
техническим проектом. 8. В отношении объема работ по контракту у
нас возражений нет. 9. Мы можем объяснить, почему мы указали эти
сроки выполнения работ. 10'. Сроки (выполнения работ) были со-
гласованы после того, как была достигнута договоренность об объеме
работ. 11. Проектные организации не могут приступить к разработке
технического проекта, так как некоторые данные по гидрологии от-
сутствуют (are not available).
1. 12 сентября 20... г.
Уважаемые господа!
Мы хотели бы предложить Вам принять участие в строительстве
плотины и гидроэлектростанции на реке ....
Нам известно, что Вы имеете большой опыт строительства подоб-
ных объектов за рубежом, и поэтому мы решили обратиться к Вам с пред-
ложением о сотрудничестве с нами в строительстве вышеупомянутого
объекта.
Посылаем Вам Технико-экономическое обоснование, подготовленное
по нашей просьбе ... фирмой.
Просим рассмотреть этот материал и сообщить о своем решении как
можно скорее.
Ждем Вашего скорейшего ответа.
С уважением,
2. 15 октября, 20... г.
Уважаемые господа!
Мы получили Ваше письмо от 12 сентября, в котором Вы предлагаете
сотрудничать с Вами в строительстве гидроэлектростанции на реке ....
Мы изучили присланное Вами Технико-экономическое обоснование
и пришли к выводу, что строительство данного объекта в этом районе
целесообразно.
Ввиду того, что нам следует детально обсудить, условия нашего
сотрудничества, мы будем рады принять Ваших представителей в
Москве в любое удобное для Вас время.
Пожалуйста, сообщите нам, в какое время смогут приехать Ваши
специалисты, с тем чтобы мы могли сделать все необходимые приго-
товления.
С уважением,
darn [daem] п плотина, дамба project п объект
hydroelectric [,haidroui'lektnk] expedient [ik'spkdiant] а целесоо-
power station гидроэлектростан- бразный
ция
XII. Read the dialogues, sum up the contents and act them out.
1. RELOCATION OF THE CONSTRUCTION SITE
Customer: Good morning, Mr A.
Supplier: Good morning, Mr M. Shall we resume our discussion?
C. Yes, certainly. But unfortunately we have to start with something rather
unexpected.
S. What’s-the matter, Mr M.?
C. The thing is that the construction site your experts recommehded has
been selected for another project. We didn’t know that. i
S. I’m sorry. Let’s look at the map again and see what we can do now.
C. Yes, here it is. We can move our site some five kilometers north of this
place. It is right here. I think the initial data you have collected may go
for the new construction site as well.
S. We have doubts about it. Of course, five kilometers are no distance at
all, but we shall need additional information on hydrogeology, for in-
stance. Now, this place here (on the map) comes closest to the lake. It
is important to have an idea of the water table in the area, soil composi-
tion, and other things.
C. Yes, you are quite right. Whatever information we have it will be made
available to you. We shall contact the related organizations and get the
particulars of the area.
S. That would be good. You can go by the list of the initial data we gave
you for the previous construction site. When do you think you will be
able to give us the materials?
C. It’s a matter of several days only. We assure you that all information
required is available. And it won’t mean much extra work for you.
S. We shall see. If the new site does not differ much from the previous one
we shall be able to meet the dates fixed in the draft. Otherwise, we’ll
have to send another team of our experts to collect initial data, and this
will mean discussing additional expenses, fresh time limits, lots of things.
C. We hope it won’t be necessary. We think you are going to be satisfied
with the materials.
S. All right. Let’s hope we shall.
water table уровень грунтовых вод
area n район
soil composition состав грунта
to make available представить
related organizations соответству-
ющие организации
to go by следовать, руководствовать-
ся чем-л.
2. . DISCUSSING THE ADVANCE PAYMENT
Supplier: Let’s go over the remaining points, shall we? It’s the advance
payment now. Any objections?
Customer: No objections at all. And we are sorry to say that we find it a bit
high.
S. Now, Mr M., 25 per cent is a fair sum, all things considered.
C. Weknow the amount of the work you are going to do, and we’re not
quite sure this sum is justified. Do you think you could explain this,
Mr. A.?
S. Yes, I think I must explain. The advance will cover the expenses of our
design organizations and the contractial expenses.
C. Will that come to 25 per cent of the contract value?
S. Very close to it. Besides, we agreed that the customer would come to
Russia in the course of the work, and visit our designers in St.Petersburg
as well. Transport, hotel accommodation and other things will be cov-
ered by the Russian party, too. Anyway in view of our further business
I think we can go down by 5 per cent. What do you say to that?
C. All right, Mr A. We’ll agree to this. I think this point is covered. The
terms of payment are quite acceptable. As to our obligations, we shall
observe the provision of the (draft) contract to consider the DPR within
45 days.
S. Fine. It is certainly very important. We both know very well that a delay
in consideration and approval of the DPR will cause a delay in the prepa-
ration of the working drawings.
C. We’ll do our best.
S. Very good.
all things considered зд. учитывая observe v соблюдать
все обстоятельства cause [ko:z] v приводить к чему-л.
justified оправданный
XIII. Give extensive answers to these questions. Use the following expres-
sions to start your answer.
as far as I know; the way I see it; it’s a well-known fact; though I can’t
say for sure I think ...; I may be wrong but I think ...; I know for a fact that
...; I’m sorry I don’t know much about it
1. In what case is a technical proposal made? 2. What is a feasibility
study? Who is it normally elaborated by? What does it contain? 3. How long
does it normally take to elaborate a feasibility study? 4. What kind of docu-
ment is a design assignment? Who prepares it? 5. What does design docu-
mentation contain? 6. Who collects initial data for carrying out a DPR? How
is it done? 7. What information does the customer submit on the site recom-
mended by the supplier? 8. Who bears responsibility for the correctness of
initial data? 9. Who works out and approves a DPR? 10. In what way can
the supplier prove competitiveness of his materials (with regard to amount
of work, time limits, cost)? 11. Are working drawings normally prepared
along with the DPR or after its approval? 12. What are the time limits for
the elaboration of a DPR and preparation of working drawings? What do
they depend on? 13. How are payments for designing made?
XIV. Write letters based on the following situations. Make use of the
phrases on pages 45-46.
1. Remind the customer that in the performance of (во исполнение) the
contract you have elaborated the feasibility study for the project and duly
sent it to the customer. Ask the customer to send a list of questions for you
to prepare for the discussion of the DPR.
2. In your letter to the customer explain why you set these particular
time limits for the preparation of the design and survey work. Refer to your
experience, to the amount of the work to be carried out, to the fact that our
design organizations can reduce the time limits by one or two months.
3. In reply to the customer’s letter write that the cost of the design work
is fair. Draw the customer’s attention, among other things, to: the amount
of work to be carried out, the time limits, and the kind of technology in-
volved (sophisticated, labour intensive).
4. Write to say that our design organizations cannot start the preparation
. of the DPR as some very important data have not been made available to us
yet. Refer to the provision of the Protocol on the remaining initial data, i. e.
samples of raw materials. Remind the customer that the process (technol-
ogy) will be based on the results of the samples study. Inform the customer
that there may be an extension of the time limits.
sophisticated technology сложная sample n образец
технология
XV. Act out these situations. Use the speech patterns on page 46.
1. The supplier and the customer are discussing the amount of work to
be carried out by the supplier’s designing organizations. Tell the customer
what main stages and time limits preparation of a DPR usually involves.
Ask him if a feasibility study has been made of the construction area.
2. The supplier and the customer are discussing the extension of the
time limits as the customer has delayed submission of the remaining initial
data. As the initial data available (main sources of supply of raw materials,
water, heat, fuel, gas and electric energy) require more detailed and up-
dated information make it clear that the design work will not begin until
receipt by the supplier of all the particulars listed in the Protocol (on comple-
tion of collecting the initial data).
3. The supplier and the customer are considering a new site for construc-
tion. It is rather far from the one previously agreed. They are discussing the
amount of work to be carried out by the supplier: sending another team of
the supplier’s experts to collect initial data, specifying particulars with re-
gard to initial data (e. g. topography, geology, transport links, power and
water supply, etc.) they are expected to collect and the period of their stay.
XVI. Read the following excerpts from documents you may come across
in your business activity.
I. СТРУКТУРА ДЕЛОВОГО ПИСЬМА
Деловые письма пишутся по установленной форме на отпечатанных
типографским способом бланках.
I. Заголовок чаще всего печатается на бланке типографским
способом и содержит название организации или фирмы, от которой
исходит письмо, ее адрес, номера телефонов, названия кодов и другие
данные. Названия внешнеторговых организаций пишутся латинским
шрифтом, например: Sojuzexport.
II. Дата. Наиболее распространенные способы написания дат
следующие:
20th Мау, 20... the twentieth of May, 20...
читается
May 20,20... May the twentieth, 20...
III. Адрес получателя пишут на левой стороне письма в следующем
порядке:
1) наименование организации (или фамилия должностного лица);
2) номер дома, название улицы;
3) название города (с указанием почтового района или штата);
4) название страны.
В заголовках и дате писем точка не ставится.
IV. Вступительное обращение. Наиболее распространенными
формами вступительного обращения являются:
Dear Sirs, Уважаемые господа!
Gentlemen: Господа! (форма, чаще употребляемая в США)
После вступительного обращения в Великобритании ставится
запятая, в США — двоеточие.
V. Текст письма. Перед основным текстом часто дается пояснение
относительно его содержания, например:
Re: (читается: regarding) Order No.... for Working Drawings
About: Contract No. 2535/45
Re. — сокращение латинского выражения in re — «по делу». Оно
означает «касательно» или «относительно».
В деловом письме не допускаются произвольные сокращения или
изменения наименований российских и иностранных организаций,
объединений или фирм. В тексте делового письма недопустимы также
сокращенные грамматические формы. Например, нельзя писать we
shan’t, we don’t, it can’t, it won’t, we’ll, etc., а следует писать: we shall
not, we do not, it cannot, it will not, we shall (will), etc.
С прописной буквы пишутся:
1) все слова в заголовках (кроме артиклей, предлогов и союзов),
включая сокращения;
2) слова, обозначающие государственную и национальную принад-
лежность (Russian, English, French, etc.);
3) названия организаций, фирм, отделов, контор и т.д.;
4) географические названия;
5) названия месяцев и дней недели;
6) слова во вступительных обращениях;
7) первое слово в заключительной формуле вежливости;
8) названия документов и объектов.
VI. Заключительная формула вежливости. В качестве заклю-
чительной формулы вежливости обычно используются:
Yours faithfully [jo:z 'feiOfali] _
С уважением
yours 1
Формулы Yours truly и Yours sincerely в деловой переписке, как пра-
вило, употребляются в США.
VII. Подпись. После заключительной формулы (иногда) ставится
запятая и затем подпись.
VIII. Приложение. Если в одном конверте с деловым письмом
адресату посланы какие-либо материалы, например, спецификации,
каталоги и т. п., на письме делается пометка Encl., сокращение, принятое
для слова.Enclosure «приложение», которое ставится в нижнем левом
углу письма, после подписи.
Схема делового письма
I. Заголовок II. Дата
III. Наименование (имя)
и адрес получателя
IV. Вступительное обращение
V. Текст письма
VI. Заключительная формула
VII. Подпись
VIII. Приложение
Образец письма
East West 5th May, 20...
Enterprises
5... Road
City
Country
Phone ..., telex.... fax..., e-mail...
Dear Sirs,
In reply to your letter of April, 25 we are sending a set of docu-
ments as requested.
Yours faithfully,
Encl. 30 sheets
и.
1.
CONTRACT No....
Para 1. Subject of the Contract
1.1. The Supplier shall cooperate with the Customer in the Construction
of an Iron and Steel Works at... with a capacity of... million tons of
steel per year. With this in view the Supplier shall prepare the De-
tailed Project Report for the construction of the Works in accordance
with the range of work stipulated in Appendix No. 1 to the present
Contract.
Para 2. Basis for Working Out the Detailed
Project Report
2.1. The Detailed Project Report shall be worked out on the basis of the
Design Assignment and the initial data presented to the Supplier by
the Customer.
2.2. The engineering and geological data with regard to the plant site shall
be supplied by the Customer to the Supplier within three months from
the date of signing the present Contract.
2.3. The Customer shall send any additional data required within thirty days
from the date of the Supplier’s request.
2.4. The Customer shall be fully responsible for the correctness of all the
data handed over by the Customer to the Supplier.
Para 3. Dates
3.1. The Supplier shall submit the Detailed Project Report within 12
(twelve) months of the signing of the present Contract.
3.2. The Supplier shall inform the Customer by an airmail letter (e-mail)
about the completion of preparing the Detailed Project Report. The
date of the said letter shall be considered the date of the completion of
the Detailed Project Report under the contract.
3.3. In case of delay in handing over to the Supplier the results of the engi-
neering survey and geological data the period of submitting the De-
tailed Project Report should be prolonged accordingly.
Para 4. Terms of Working Out the Detailed
Project Report
4.1. The Customer shall consider and approve the Detailed Project Report
within two months from the date of receiving it from the Supplier.
The submission of the Detailed Project Report shall be acknowledged
by the Customer in writing in the form of a Memorandum of approval.
4.2. Any amendments suggested by the Customer in the course of consid-
eration of the Detailed Project Report shall be discussed between the
Supplier and the Customer and those agreed upon by the Parties will
be taken into account by the Supplier in preparing the working draw-
ings.
4.3. The Supplier shall, at the Customer’s request, send to ... at his own
cost a group of four specialists and one interpreter for a period of two
months to participate in the consideration of the Detailed Project Re-
port. The group of specialists shall also take part in consideration of
the division list of the Working Drawings to be done by the Russian
and the Customer’s organizations. The division list shall be agreed upon
by the Supplier and the Customer within two months from the date of
acceptance of the Detailed Project Report by the Customer. The spe-
cialists shall arrive in the Customer’s country at the time agreed upon
by the two Parties.
Para 5. Price
5.1. The total cost of the Detailed Project Report amounts to.... The Con-
tract price shall be firm and fixed and shall not be subject to any alter-
ations.
Para 6. Terms of Payment
6.1. Payment for the Detailed Project Report shall be made in ... in accor-
dance with the Trade Agreement in force. The Customer shall open
with the Bank... of Russia an irrevocable confirmed Letter of Credit in
the Supplier’s favour within thirty days of the date of signing the
present Contract. The Letter of Credit shall be valid twelve months.
Payment will be made in the following manner:
a) an advance of 50 % of the total contract cost shall be paid upon
presentation of the Supplier’s invoice without enclosure of any
documents within 30 days after the present Contract is signed;
b) the remaining 50 % shall be paid within 30 days against the
Supplier’s invoice after handing over the Detailed Project Re-
port.
Para 7. Miscellaneous
7.1. From the date of signing the present Contract, all previous negotiations
and correspondence with regard to the subject matter of the Contract
are considered null and void.
7.2. Any alterations and additions to the present Contract shall be made in
writing and duly signed by both Parties.
Legal Addresses of the Parties
Supplier:........................................................
Customer:....................................................
For and on behalf of
the Supplier,
(Signature)
For and on behalf of
the Customer,
(Signature)
to be responsible for быть
ответственным за
to hand over передавать
prolong v продлить, отсрочить
acknowledge v подтверждать (факт
получения)
to take into account принимать во
внимание, учитывать
at one’s own cost за чей-л. счет
division и деление, разделение
firm and fixed устойчивый и
твердый (неизменный)
subject to подлежащий
alteration п изменение
to (be) in force быть в силе, дей-
ствовать
(be) valid а действительный, имею-
щий силу
upon presentation по представле-
нии
to consider null and void считать
не имеющим законной силы
duly adv должным образом
2.
Moscow
CONTRACT No....
May 3,20...
Export-Import Company..., Russia, hereinafter referred to as the “Sup-
plier” on the one part, and ... Steel Limited, hereinafter referred to as the
“Customer”, on the other part, in accordance with the Intergovernmental
Agreement of April 27, 20... have concluded the present Contract to the
effectthat:
Article 1. Subject of the Contract
1.1. The Supplier shall prepare and hand over to the Customer the working
drawings for construction of the units and constructions located on
the territory of the Iron and Steel Plant as well as the drawings for
constructipn of cooling pond and sludge settling tanks located outside
the Plant territory. The above working drawings will be elaborated in
accordance with the Detailed Project Report by the Supplier and ap-
proved by the Customer. All comments, amendments and additions
stipulated in the Memorandum of approval of the Detailed Project
Report shall be taken into account.
1.2. All other units outside the Plant site as well as the units which are at
the Plant site stated in Appendix No. 1 to the Present Contract shall
be prepared by the Customer.
1.3. The Supplier is the general designer and consultant of the Plant de-
signing.
Article 2. Range of Design Documentation
2.1. The Supplier shall prepare the working drawings based on the Detailed
Project Report dated November 20... and approved by the Customer.
The working drawings shall be prepared according to norms, standards
and technical conditions in force in Russia in the metric system.
2.2 The working drawings shall be elaborated by the Supplier and handed
over to the Customer in ten copies in conformity with the time of de-
livery of the equipment, steel structures, refractories, pipes and mate-
rials.
The drawings shall be supplied in accordance with the schedule of con-
struction work agreed upon by the Parties.
2.3. The Drawings for steel structures to be fabricated in the Customer’s
country shall be prepared in accordance with norms and standards
accepted in the country of the Customer.
2.4. The Customer shall furnish the Supplier with initial data required for
the designing of working drawings within the periods of time stated in
Appendix No. 2. If necessary the Customer shall in future furnish the
Supplier with other additional data for the working drawings within
thirty days from the date of receipt of the Supplier’s request.
2.5. While elaborating the working drawings for the units and construc-
tions of the Plant which are stated in Appendix No. 1 to the present
Contract, the Customer shall follow the approved Detailed Project
Report.
The Customer is responsible for the quality of the projecting docu-
mentation for the units to be designed in the Customer’s country.
2.6. The Customer shall send the Supplier intermediate drawings (general
view, layout of equipment and communications of designed units) for
coordination with the general layout, communications, etc.
2.7. The Supplier shall furnish the Customer with technical assignments
for preparation of the working drawings of the units and constructions
to be designed by the Customer in accordance with Appendix No. 1 to
the present Contract.
Article 3. Schedule of Delivery
3.1. The working drawings shall be sent to the Customer within... months
from the date of signing the Contract according to the construction
schedule agreed upon between the Supplier and the Customer.
3.2. The handing over of the last lot of the working drawings shall be com-
plete six months before completion of the deliveries of the equipment,
steel structures, refractories, pipes and materials. Dispatch of the draw-
ings shall be made in separate lot by air-mail.
The date of the postal receipt for the dispatch of each lot of the work-
ing drawings from Russia shall be considered as the date of their dis-
patch to the Customer.
Article 4. Contract Price
4.1. The cost of preparation of the working drawings to be carried out by
the Supplier amounts to ....
4.2. This amount covers the expenses on sending Russian specialists for
designer’s supervision as well.
Article 5. Terms of Payment
5.1. Payment for the preparation of the working drawings shall be effected
under the credit granted by the Russian side to the Customer accord-
ing to the Agreement of... for Economic and Technical Cooperation.
5.2. To effect payments the Customer shall establish through their Minis-
try of Finance the Letter of Authority with the Bank ... of Russia in
favour of the Supplier.
The Letter of Authority shall be established by the Customer for the
total cost of the preparation of the working drawings including design
supervision. It shall be valid within the period of validity of the present
Contract.
5.3. Payments shall be effected in nine instalments in the following man-
ner:
a) the first instalment of... shall be paid within 30 days from the
date of signing the Contract;
b) the following seven (7) instalments of... each shall be paid at 3-
month intervals after the payment of the first instalment;
c) the last instalment of... shall be paid after the completion of
supply of the drawings.
5.4. The Supplier shall forward by air-mail one copy of the invoice to the
Customer directly.
5.5. In case of any delay in payment on the part of the Customer the Sup-
plier reserves the right to delay handing over the working drawings or
postpone the date of handing over the documentation.
5.6. For each week of delay in payments the Customer shall pay to the
Supplier a penalty at the rate of... per cent of the amount of the previ-
ous payments.
Article 6. Other Terms
6.1. The technical documentation handed over to the Customer should be
used only for the construction of the project within the Customer’s
country and should not be published or translated to any person, orga-
nization of any third country without the Supplier’s written consent.
Supplier...
Customer...
hereinafter adv ниже, в дальней-
шем
to the effect that следующего со-
держания
cooling pond охладительный пруд
sludge settling tanks шлаковые
отстойники
in conformity with в соответст-
вии c
refractory n огнеупор
pipe nтруба
furnish v снабжать, предоставлять
intermediate а промежуточный
dispatch nотправка
postal receipt почтовая квитанция
supervision n руководство, наблю-
дение
to effect payment производить пла-
теж
grant v давать, предоставлять
instalment n взнос, часть
reserve v сохранять за собой, огова-
ривать (право)
postpone v отсрочить
penalty п штраф, штрафная неус-
тойка
at the rate of в размере
UNIT 3
DELIVERY OF EQUIPMENT (GOODS)
TEXT
A.
Delivery of equipment and goods takes an important place in technical
assistance in constructing different projects and in carrying out other busi-
ness transactions.
The amount of deliveries is determined by the parties concerned, de-
pending on the project and on the Customer’s (Purchaser’s) readiness to
supply part of the equipment (goods).
The following gives some idea as to how deliveries can be carried out; in
this case, for example, with regard to the construction of a plant.
A contract is signed, the Supplier’s design organizations prepare the DPR
(Detailed Project Report) and the Supplier submits it to the Customer for
consideration and approval.
After the approval of the DPR both parties make the division of supplies
based on the specifications prepared by the Supplier for the full range of
equipment.
They agree about which party will be responsible for which deliveries.
As a result a Protocol of Division of Supplies is signed.
On the basis of this document the Supplier works out a Draft Contract
for the supply of equipment they are responsible for.
After consideration of the Draft the Supplier and the Customer (the par-
ties concerned) discuss the terms and conditions of the Contract.
B.
COST OF THE EQUIPMENT
Supplier: All right, gentlemen. Shall we start then? You’ve studied our Draft,
haven’t you?
Customer: Yes, we’ve carefully studied it and in principle we find the terms
and conditions quite acceptable.
S. Good. If you agree to our proposal it won’t take us long to finalize the
matter.
C. We hope not, but first we’d like to have some clarifications.
S. Certainly. What’s the first point you’d like to bring up?
C. The major point is the equipment cost. The prices you quoted are too
high, I’m afraid.
S. No, they are not, I assure you. While calculating the prices we followed
the decision we reached during the discussion of the DPR. You, no doubt,
remember that at first we proposed less sophisticated technology, which
would answer the immediate needs of your country.1 But you preferred
the latest technology. We took into account your wish and made neces-
sary alterations. That explains the price.
C. Yes, this is true. And it is also true that we have a longer term in mind.
We did tell you that in ... years we would make full use of your sophisti-
cated technology. But at the same time we didn’t expect the cost to be
so high. Do you think you could give us some more clarifications?
S. You see, the total cost may seem a bit high,2 but it is fully justified. The
alterations we’ve made cover the resources, power cost, the amount
and quality of the product. And in future when the country’s needs for
the product rise, it will have a beneficial effect on the home market and
will open up export opportunities.
C. Yes, what you say is quite convincing. But, probably, this is no reason
for raising the cost so much.
S. It’s not much, Mr C. There’s somethingelse I’d like to point out. There’s
a current annual rise in world prices for this particular type of equip-
ment and materials. And we can hardly ignore it.
C. Well, I think we’ll have to look into the matter again. Our Consultant
Company has presented to us some competitors’ materials. They are
the latest.
S. Did you compare the technological characteristics?
C. We did. We’ll bring them next time. But now I think we need a couple of
days to think over what you’ve just said. Probably there won’t be any
need to revise the price.
S. Very good. We are ready to resume the discussion at your convenience.
C.
ARRANGING FOR DELIVERIES
Supplier: Are there any outstanding problems you’d like to discuss today,
MrC.?
Customer: Yes, it’s the delivery time. We can’t possibly accept it as it is. 24
months from the date of signing the Contract seems rather long. Could
you reduce the delivery period to 18 months?
S. It’s quite a problem, I’m afraid. This decision comes from our experi-
ence. 24 months is a reasonable period for the project like this one.
C. Maybe it is. But we can hardly afford this period. An enterprise of this
kind is most important for our economy.
S. Absolutely. But a lot depends on our Manufacturers. We’ll get in touch
with them and find out what they can do about this. In any case under
the Contract we’ll begin shipment early next year. '
C. Good. I wonder if we could have your schedule of monthly deliveries.
S. I wish we could meet your request, but our manufacturing works plan
only quarterly output.
C. I’m afraid that doesn’t suit us very much. As you understand we’ll have
to procure some types of equipment from a third country.3 The installa-
tion work will be done by Subcontractors.
S. We’re aware of all this. Monthly delivery schedules would enable them
to coordinate their delivery time with ours. Is that what you mean?
C. Exactly. It is very important for matching up the installation schedule.
S. Yes, it is. But there is no reason to worry. Naturally, we’ll let you have
the delivery dates for all equipment. First deliveries will cover the units
which take a long time to be installed.4 We shall also take into account
the technological process.
C. That’s all right then.
D.
The discussion was followed up by this letter from the Supplier.
March 20, 20...
Dear Sirs,
We have got in touch with the Manufacturers concerned and are pleased
to inform you that they have given their consent to reduce the delivery time
to 18 months.
We also feel that the following should be brought to your notice.
1. You will understand that late deliveries or disruption of the installa-
tion schedule may bringabout postponement of the project commissioning.
We would therefore ask you specifically to meet all the contractual obli-
gations and arrange for your Vendors’ Engineers to do their work in strict
accordance with the general installation schedule.
2. We should like to make it clear that the storage period should not
exceed six months before the installation starts. Otherwise the Customer
shall have to carry out5 at their own expense represervation of the equip-
ment delivered.
3. The Supplier shall have the right to replace some types of equipment
during the execution of the Contract. It is understood that replacement will
not affect the quality, capacity or technological characteristics of the equip-
ment specified in the Contract.
4. Transportation of heavy and oversized equipment will be included as
a separate Contract Clause. The Customer will be informed in advance of
the readiness of this equipment for shipment.
All necessary shipping drawings and instructions will be sent to the Cus-
tomer three months before the dispatch of the said equipment.
Yours faithfully,
NOTES
1. which would answer the im-
mediate needs of your country
2. the total cost may seem a bit
high
которая отвечала бы сегодняш
ним нуждам вашей страны
общая стоимость может по-
казаться немного высокой
Модальный глагол may в сочетании с Indefinite Infinitive
употребляется для выражения возможности. предположения, допускаемой
3. we’ll have to procure ... from a third country должны будем закупить... в третьей стране
4. units which take a long time to be installed узлы, монтаж которых займет много времени
5. the Customer shall have to carry out... заказчику придется (должен бу- дет) выполнить...
В официальных документах shall в сочетании с инфинитивом часто
встречается в повествовательных предложениях с 3-м лицом ед. и мн.
числа и выражает будущее действие с оттенком долженствования. В
обычной переписке shall с 3-м лицом в повествовательных предложениях
не употребляется.
VOCABULARY LIST
delivery n
party concerned
to depend (on)v
supply v
agree (to, with, about, upon) v
supply n
division of supplies
to be responsible (for)
Protocol of Division of Supplies
finalize v
clarification n
to bring up
quote v
calculate v
sophisticated a
to answer the needs
justified a
alteration n
to make alterations
cover v
rise v
rise n
beneficial a
to have an effect on
raise v
current a
annual a
to look into the matter
present v
competitors’ materials
revise v
resume v
outstanding a
afford v
manufacturers n
manufacturing works
shipment n
schedule n
output n
procure v
installation n
installation schedule
install v
delivery schedule (time, dates)
to enable smb to do smth
coordinate v
to match up
to give consent (to)
disruption n
to bring about
delay n
postponement n
contractual obligations
vendors’ engineers
storage n
storage period
exceed v
at one’s expense
represervation n
replace v
execution n
execute v
replacement n
affect v
heavy and oversized equipment
clause n
shipping drawings and instructions
dispatch n
WRITTEN PATTERNS
We feel we must bring to your no-
tice ...
We should like to bring to your no-
tice ...
Мы считаем необходимым до-
вести до Вашего сведения ...
Мы хотели бы довести до Вашего
сведения ...
You will understand...
We would therefore ask you ...
We should like to make it clear...
We are surprised (at) by your let-
ter. '
Following your recommendations
We wish to remind you of; that...
With reference (referring) to your
letter...
As we see from your letter...
in the circumstances
We also ask you to consider the
possibility...
We hope you will meet our request.
We regret to inform you ...
Вы, конечно, понимаете...
Поэтому мы бы просили Вас ...
Мы хотели бы со всей определен-
ностью отметить...
Нас удивило Ваше письмо.
Исходя из Ваших рекомендаций
Мы хотели бы напомнить Вам ...
Ссылаясь на Ваше письмо ...
Из Вашего письма следует ...
в сложившейся ситуации
Мы также просим Вас рассмот-
реть возможность...
Надеемся, что Вы удовлетворите
нашу просьбу.
С сожалением напоминаем Вам...
SPEECH PATTERNS
Shall we start?
in principle
If you feel positive about...
We’d like to have some clarifica-
tions.
The major point is ...
You, no doubt, remember...
Do you think you could explain
(tell, show, etc.)...
You see...
There’s something else I’d like to
point out.
We can hardly ignore it.
I think we’ll have to look into the
matter again.
at your convenience
Начнем?
в принципе
Если вы уверены...
Мы хотели бы получить некото-
рые разъяснения.
Основной вопрос...
Вы, несомненно, помните ...
Не могли бы вы объяснить (ска-
зать, показать и т.д.)...
Видите ли, дело в том, что ...
Еще я хочу сказать, что ...
Вряд ли мы можем это игнори-
ровать.
Думаю, нам придется еще раз
заняться этим вопросом.
в удобное для вас время
It’s quite a problem.
Absolutely.
There is no reason to worry.
Это довольно трудно.
Конечно! Безусловно!
Нет причины для беспокойства.
VOCABULARY NOTES
delivery [di'livori] n
late deliveries
Ant. early deliveries
Late deliveries will cause delay in
payment.
party concerned
You should get in touch with the
parties concerned.
depend(on)v
, I smth
to depend on | doingsmth
A lot depends on your progress in
work.
Success depends on their doing
the work in time.
supply V
We’ll supply all the equipment in
the shortest possible time.
At the moment the customer
cannot supply all initial data to
the supplier.
supply [so'plai] n
Water supply of the town has
improved lately.
The supply of equipment will be
discussed at our next talks.
agree (a’gri:] v
The parties agreed to supply the
equipment by the end of the year,
to agree to
They agreed to our prices.
to agree with
He does not agree with my point
of view.
to agree about
Syn. to agree (up)on
поставка
опоздание в поставках
досрочные поставки
заинтересованная сторона
зависеть (от)
поставлять
поставка, снабжение
соглашаться
соглашаться на
соглашаться с
договориться о
The parties agreed about the
amount of deliveries. division of supplies to make a division of supplies protocol of division of supplies to be responsible for разделение поставок произвести разделение поставок протокол разделения поставок отвечать за что-л., нести ответствен- ность за что-л.
The supplier is not responsible for late deliveries. finalize ['famolaiz] v завершить, закончить обсуждение, согласовать
We’ll finalize the matter after we have considered the initial data, clarification [,kleenfi'keif(a)n] n The customer has been given all necessary clarifications on the matter. Your clarification is important, to bring up (brought) Syn. raise What points shall we bring up at today’s discussion? quote [kwautj v This is the best price we can quote. We cannot agree to the price quoted. calculate ['keelkjuleitj v пояснение, разъяснение поднимать(вопрос) назначать(цену) вычислять, подсчитывать, калькули- ровать
We haven’t yet calculated the cost of the equipment. calculation [,keelkju'leij(o)n] n You’ve probably made a mistake in your calculations. sophisticated [so'fistikeitid] a The customer wants sophisti- cated equipment for the project. We need sophisticated technol- расчет, калькуляция сложный, современный
ogy-
to answer the needs Syn. to meet the needs This project must fully answer the needs of the country. justified [’ctjAStifaid] a отвечать потребностям обоснованный
Ant. unjustified
The customer’s request to speed
up the deliveries is fully justified.
alteration [,o:lta'reif(a)n] n
The parties agreed about the
alterations to the contract.
to make alterations in(to)
A number of alterations have
been made in the design of the
machine.
cover ['клуэ] v
The lecture covered the main
problems.
How many more points shall we
cover today?
изменение
вносить изменения в
охватывать, включать
rise [raiz] п
prices
wages
a rise in value
exports
imports
повышение, рост, увеличение
The parties concerned were
discussing a possible rise in
imports.
rise (rose, risen) v
beneficial [.bem'fifal] a
This business will be beneficial
for all the parties concerned.
to have an effect on
подниматься
выгодный, полезный
оказывать влияние на
no much
to have little a good a bad a beneficial effect on
The alterations will have a good
effect on capacity.
raise v
The alterations will raise the
capacity.
current ['клгэт] a
поднимать, увеличивать
нынешний, текущий
current
year
prices
expenses
. events
current
I account
The current prices seem too high,
annual [’eenjuol] a
The annual steel production is
increasing from year to year.
Annual fairs attract a lot of
participants.
to look into the matter
You should look into the matter
before you give a final reply to
the customer.
to present [pn'zent] smth to smb v
ежегодный, годовой
заняться вопросом, изучить вопрос
представить что-л. кому-л. (на рас-
смотрение)
a document
to present
a plan
a project
The contract will be presented to
the customer for consideration.
competitors’ materials
You have to study the competi-
tors’ materials.
revise [n'vaiz] v
конкурентный материал
пересматривать, изменять
prices
to revise terms
drawings.
I think the terms will be revised.
The supplier will have to revise
the prices as world prices have
gone down.
The revised drawings will be sent
for the customer’s approval.
resume [ri'zju:m] v
возобновлять, продолжать (после пе-
рерыва)
Production of this type of
equipment will be resumed by
the end of the year.
outstanding [aut'steendirj] a
All the outstanding problems
could be settled during the talks
next week.
afford [a'fo:d] v
нерешенный, незавершенный
иметь возможность сделать что-л.
(обычно употребляется с модаль-
ным глаголом сап)
to do smth
to afford doing smth
smth
We cannot afford to buy this
equipment at the moment.
The firm cannot afford selling the
goods on credit.
They could not afford the price. manufacturer [,таеп]иТгек1/(э)гэ] n изготовитель (часто употребляет- ся во мн. ч.)
The supplier hasn’t got in touch with the manufacturers yet. manufacture Lmaenju'faektjbl v Syn. produce, make It'll take time to manufacture this model. manufacturing works The delivery time must be first cleared up with the manufactur- ing works. shipment n We’ll start shipment at the end of January. schedule ['JedjudJ n The equipment will arrive according to (the) schedule. output n изготовлять, производить завод-изготовитель отгрузка, отправка график, расписание выпуск продукции, продукция, вы- работка
The output cannot be increased in the near future. procure [pro'kjuo] v поставлять (оборудование) (упо- требляется заказчиком по отно- шению к поставщикам)
installation [jnsto'leijh] n Syn. erection [I'rekjn) erection schedule erection work The schedule of preparing working drawings should be in full accordance with the installa- tion schedule. install [in'sto:!] v Syn. erect [I'rekt] монтаж, установка график монтажа монтажные работы монтировать, устанавливать
The customer is planning to
install (erect) the equipment
with the help of subcontractors.
delivery schedule
delivery time (dates)
The delivery time cannot be
reduced.
We ask you to meet the delivery
dates.
to enable [1'neibl] smb to do smth
Airplanes enable us to travel very
fast.
coordinate [ko(u)'o:dineit] v
график поставок
срок(и)поставки
давать возможность кому-л. сделать
что-л.
координировать, приводить в соот-
ветствие, согласовывать
Our installation schedule must
. be coordinated with that of the
customer.
To achieve good results in work
our actions must be well
coordinated.
to match up
The customer suggested that
payment should be matched up
with the volume of the work
executed.
to give consent [kon'sent] to
to give consent I
I to do smth
The customers gave their
consent to deliveries by units.
A lot of firms gave consent to
take part in the fair,
disruption [dis'rxpj{o)n] n
привести в соответствие, скоордини-
ровать, согласовать, подогнать
дать согласие на что-л., согласиться
что-л. сделать
срыв, невыполнение, нарушение гра-
фика
a disruption of
disrupt [dis'rxpt] v
talks
a meeting
negotiations
deliveries
a schedule, etc.
r
срывать, нарушать (график)
The talks were disrupted because
the parties failed to agree upon
the price.
to bring about
The disruption of installation
brought about the delay.
delay n
There was a delay in shipments
because of the storm.
postponement [paust'paunmant] n
No reason was given for the
postponement of the meeting,
contractual obligations [kan'traektjuel
mbh'geijXoJnz]
to meet contractual obligations
Both parties must meet their
contractual obligations.
vendors’ engineers
storage ['strmcfe] n
I don’t think we’ll have dif-
ficulties with the storage of this
equipment (these goods).
storage period
exceed [ik'si:d] v
time
приводить к
задержка
отсрочка
контрактные обязательства
выполнять контрактные обяза-
тельства
1 . компания заказчика, осуществляю-
щая шефмонтаж
2 .субподрядчики заказчика
хранение,складирование
срок хранения, период хранения
превышать (переходить границы)
one’s instructions
to exceed the limit
the speed limit
The storage period should not be
exceeded.
The delay in delivery has already
exceeded three months.
The output of some goods this year
greatly exceeds that of the last year.
at one’s expense
Represervation will be done at
the customer’s expense.
represervation [n,prczo'veif(o)n| n
за чей-л. счет
to carry out
to do
represervation
переконсервация
проводить, выполнять переконсер-
вацию
Represervation of equipment
must be done (carried out) in
strict accordance with instruc-
tions.
execution [,eksrkjuKa)n] n
выполнение, исполнение
The execution of the plan was
unsatisfactory.
execute ['eksikjuit] v
выполнять
Syn. do, fulfil
to execute
an order
a contract
a plan
work, etc.
The order cannot be executed at
such short notice.
Under the contract some part of
the work will be executed by the
customer.
replace [n'pleis] v
заменять, замещать, осуществлять
замену
We expect this model to be
replaced by a new one in the near
future.
The worker who has been ill for a
long time should be replaced,
replacement n
Replacement of some types of
equipment is usually specified in
the contract.
affect [o'fekt] v
замена
действовать на, влиять; отражаться
на
I hope the alterations in the
design will not affect the contract
price.
heavy ['hevi] and oversized ['ouvosaizd]
equipment
process equipment
non-standard equipment
substandard equipment
тяжелое и негабаритное оборудова-
ние
технологическое оборудование
нестандартизированное обору-
дование
зд. оборудование низкого ка-
чества
The supplier informed the
customer that heavy and
oversized equipment would be
ready for transportation in six
months.
clause [klo:z] n статья, пункт (договора, кон-
тракта)
I presume today we’ll discuss
clause 8 of our contract.
shipping drawings and instructions погрузочные чертежи и инструкции
dispatch [dis'peetf] n отправка, отправление
Please speed up the dispatch of
the remaining equipment
(goods).
The dispatch of the urgent letters
was delayed for at least one
month.
EXERCISES
I. Answer these questions.
A. 1. What place do deliveries take in business transactions? 2. Who
determines the amount of deliveries? 3. What does this amount depend on?
4. What do the design organizations do when the contract is signed? 5. What
is submitted to the customer for consideration and approval? 6. When do
both parties make the division of supplies? 7. What is the division of sup-
plies based on? 8. What do the parties agree about? 9. What document is
signed as a result of the talks on the division of supplies? 10. What does the
supplier work out on the basis of the protocol of division of supplies?
B. 1. What did the customer say about the terms and conditions of the
draft? 2. Did the customer accept everything? 3. Why did the customer want
to have some clarifications? 4. What was the major point the customer
wanted to discuss? 5. Why didn’t the price suit the customer? 6. What did
the supplier refer to giving his explanation to the customer? 7. What did the
supplier remind the customer of with regard to technology? 8. How did the
customer explain his position? 9. How did the supplier prove that the cost
was justified? 10. What factor couldn’t the supplier ignore while calculat-
ing the price? 11. Why didn’t the customer accept the supplier’s proposal at
once?
C. 1. What was the outstanding problem that the customer wanted to
bring up? 2. Why couldn’t the customer possibly accept the delivery time?
3. What was the customer’s request in terms of the delivery period? 4. How
did the supplier justify his position? 5. Why did the supplier want to get in
touch with the manufacturers again? 6. What schedule of deliveries was the
customer interested in? 7. Why couldn’t the supplier meet the customer’s
request? 8. Why did the customer need the supplier’s monthly delivery sched-
ules? 9. What did the supplier say to prove that there was no reason to worry
with regard to deliveries?
D. 1. What was the manufacturers’ response to the customer’s request?
2. Why did the supplier remind the customer of the necessity to meet all
their contractual obligations? 3. What did the supplier write about the stor-
age period? 4. What did the supplier point out in respect of the replacement
of equipment? 5. What did the supplier propose as regards the transporta-
tion of heavy and oversized equipment?
II. Find Russian equivalents to the following phrases from the texts.
A. depending on the project; gives some idea as to; submits it to the
customer for consideration and approval; for the full range of equipment;
the supplier works out a draft contract; discuss the terms and conditions of
the contract
B. we find the terms and conditions quite acceptable; it won’t take us
long to finalize the matter; the prices you quoted; we followed the decision
we reached; we have a longer term in mind; it is fully justified; it will have a
beneficial effect on the home market; open up export opportunities; there’s
somethingelse I’d like to point out; we can hardly ignore it; we need a couple
of days; there won’t be any need to revise the price
C. are there any outstanding problems?; it’s quite a problem; a reason-
able period; in any case; I wonder if we could have your schedule of monthly
deliveries; I wish we could meet your request; would enable them to coordi-
nate; we’re aware of all this; there is no reason to worry; we shall also take
into account
D. the manufacturers concerned; ... should be brought to your notice;
you will understand; may bring about; postponement of the project commis-
sioning; ... should not exceed six months; at their own expense; it is under-
stood that... ; will not affect the capacity or technological characteristics
specified in ...
III. Find English equivalents to the following phrases from the texts.
А. занимает важное мерто; определяется заинтересованными сто-
ронами; проектные организации готовят технический проект; на весь
объем требующегося оборудования; стороны производят разделение
поставок; приходят к соглашению, какая сторона отвечает за какие по-
ставки
В. мы внимательно изучили ваш проект; если вы согласны с нашим
предложением; прийти к окончательному решению; получить некоторые
разъяснения; при расчете цен; менее сложная технология, которая от-
вечала бы насущным потребностям вашей страны (на данный момент);
мы будем полностью использовать вашу сложную (современную)
технологию; общая стоимость может показаться несколько высокой;
изменения, которые мы внесли, охватывают (касаются) ... ; это не
причина для увеличения стоимости; наблюдается ежегодный рост цен
на мировом рынке; именно на этот вид оборудования; вряд ли мы можем
игнорировать это; в удобное для вас время (когда вам будет удобно)
С. не могли бы вы сократить сроки поставки?; мы не можем позволить
себе такие сроки; безусловно!; жаль, что мы не в состоянии удовле-
творить вашу просьбу; не очень нам подходит; как вы понимаете ... ;
привести в соответствие их сроки поставок с нашими; мы представим
вам ...; в первую очередь будут поставлены узлы, сборка которых требует
много времени; примем во внимание
D. связались с заводами-изготовителями; дали свое согласие на
сокращение сроков поставки; необходимо довести до вашего сведения
следующее; задержки поставок или срыв графика монтажа; повлечет за
собой задержку в ... ; мы просим вас обратить особое внимание на
соблюдение ... ; сделайте все возможное, чтобы субподрядчики вы-
полнили работу; мы хотели бы разъяснить; в противном случае; за их
счет; за время выполнения контракта; подразумевается, что замена ...;
не повлияет отрицательно на качество; готовность оборудования к
отгрузке; за три месяца до отправки вышеупомянутого оборудования
IV. Single out the main points of the texts. Use the following opening
phrases.
The text (letter) deals with the problem (issue) of...; It further says that...;
1 fnid the question of... very important; And we shouldn’t forget that...; I
I hink that... should be mentioned here as very important.
V. Sum up the contents of the dialogues. Make use of the followingphrases.
The conversation is about...; The position Of the supplier (customer) on
the matter is the following...; The supplier (customer) expects (wants)...;
In his turn the supplier (customer) suggests (asks, stresses the fact that,
reminds him, promises)...; Finally, the parties come to the conclusion that
(agree about, find a suitable decision, make a decision to)... ,
VI. Practice these words and word combinations.
to agree with, to, about, upon, on, to do smth
Answer the questions.
1. In what cases does the customer (buyer) agree to c.i.f. (cost, insur-
ance, freight) terms of delivery? 2. Does the customer always agree to pay-
ment by a L/C? 3. Why does the supplier (seller) sometimes agree to de-
liveries from a third country? 4. In what cases does the customer agree to
all the terms suggested by the supplier? 5. Does the supplier always agree
with the conclusions of a feasibility report prepared by a third party? 6. Does
it take much time to agree on a contract price? 7. At what stage (when) do
the supplier and the customer meet to make the division of supplies and to
agree on the volume of deliveries? 8. What materials do the customers and
the suppliers look at in order to agree about the equipment cost? 9. Does
the customer normally agree to carry out part of design and survey work?
to be responsible for
a) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. We would like you to be responsible for the production of non-
standard equipment.
B. We haven’t enough experience. We could, though, if you helped us.
Substitutions: represervation of the equipment;.carrying out part of the
design work; collection of additional data; installation of Unit 2; produc-
tion of this sophisticated equipment
b) Answer the questions.
1. Who is responsible for meeting foreign engineers at an airport and
a railway station? 2. Who is responsible for collecting initial data for the
DPR? 3. What kind of work are you responsible for? 4. What party is
responsible for the equipment delivered on c.i.f. terms? 5. Can the cus-
tomer be responsible for the manufacture of the main equipment?
to bring up; to clarify
Act out the flash of conversation using the substitutions for the phrase in
italics.
A. I see you want to bring up the delivery time again. Isn’t it settled?
B. In principle it is. We simply want to clarify some things. ,
A. All right. No objections.
Substitutions: equipment cost; installation schedule; schedule of monthly
deliveries; delivery dates; matter; DPR (Detailed Project Report); alter-
ation in the DPR; method of payment
to cover
a) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. Shall we say we’ve covered the equipment cost now?
B. Yes, you were quite convincing. We’ll accept it as it is.
A. Very good.
Substitutions: delivery period; installation schedule; detailed project report;
amount of work; feasibility study; draft contract; design assignment; cost
of the design work; technological part
b) Translate into English.
1. Стоимость оборудования включала стоимость его доставки.
2. Изменения в техническом проекте распространяются на часть
основного оборудования. 3. Документы, относящиеся к тяжелому и
негабаритному оборудованию, будут высланы вам за три месяца до его
отгрузки. 4. Мы считаем, что очень скоро сможем покрыть расходы.
5. Проектные работы охватывают большой круг вопросов. 6. В контракте
предусматривается право поставщика на замену оборудования.
to look into the matter
a) Act out the flash of conversation usingthe substitutions for the phrase
in italics.
A. You see, Mr P., your price doesn’t seem reasonable.
В. We’ll look into the matter again and see what we can do.
Substitutions: the equipment cost; your decision; the delivery period; your
time limits; manufacturing time; calculation; installation schedyle; the
total cost
b) Complete the sentences using “to look into the matter”.
1. We can’t ignore your reasons, so we’ll... 2. We hope the discussion
will be resumed after you... 3. We really can’t afford such periods of deliv-
ery, that’s why... 4. We decided to meet your request after... 5. We find your
equipment cost unreasonably high and...
to resume
a) Act out the flash of conversation usingthe substitutions for the phrase
in italics.
A. I think we’ll have to look into the matter again.
B. If you don’t object we can resume our talks on the manufacturing
time.
A. No objections.
Substitutions: equipment cost; alterations in the DPR; export opportunities;
technological characteristics; delivery period; design and survey; amount
of the construction work; delivery schedule; installation schedule
b) Translate the sentences using “to resume” and the speech patterns on
p. 86.
1. В принципе мы согласны с вашим предложением, но я предлагаю
возобновить переговоры через неделю. 2. Мы находим условия вполне
приемлемыми, но окончательно решим этот вопрос, когда возобновим
переговоры. 3. Мы хотели бы продолжить нашу беседу и получить не-
которые разъяснения по этому пункту (контракта). 4. Не понимаю, по-
чему мы не можем продолжить обсуждение графика поставок сегодня.
5. Думаю, нам придется еще раз заняться этим вопросом и продолжить
переговоры. 6. Мы готовы возобновить переговоры в удобное для вас
время. 7. Не стоит беспокоиться. Как только будут готовы конкурентные
материалы, мы вернемся к этому вопросу.
to afford smth, to do smth
a) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. In your place I’d go and see the exhibition of modern electronic
equipment. It would be very helpful, I’m sure.
В. 1 would but I really can't afford it now (doing it now). I’m so busy.
1’11 do it later.
Substitutions: our new equipment in operation; the sophisticated equip-
ment on display; our power equipment on display; how our machine-
tools are tested; vizit the manufacturingworks; the film about the heavy
and oversized equipment
b) Answer the questions.
1. Can you always afford to meet the customer’s request and reduce
the price? 2. Can all your customers afford payment in hard currency?
3. Why can’t some customers afford to pay in cash? 4. Can your custom-
ers afford long delivery periods?
to enable smb to do smth
i
Translate into English.
1. Мы посмотрели ваш конкуретный материал, и это дало нам воз-
можность сравнить наши цены с ценами конкурентов. 2. Приезд вашего
представителя в Москву даст нам возможность прийти к соглашению
по всем нерешенным вопросам. 3. Ваше согласие сократить сроки по-
ставок дало бы нам возможность построить объект в... году. 4. Если мы
придем к соглашению по вопросу цены, это даст нам возможность на-
чать переговоры подругам условиям контракта. 5. Мы просим вас при-
слать ответ на настоящее письмо без задержки. Это даст нам возмож-
ность ускорить решение некоторых вопросов.
VII. Compare the style of these phrases.
Phrases from a business letter:
the manufacturers concerned
We are pleased to inform you...
Phrases from a business talk:
the manufacturers who produce
Could we tell you...
We feel that the following should be
brought to your notice.
they have given their consent to...
You will understand.
We would therefore ask you...
arrange for your vendors’ engineers
to do...
We should like to make it clear...
It is understood...
The customer will be informed in
advance.
We’d like to tell you this.
they have agreed to...
I’m sure you understand.
That’s why we are asking you...
ask yourvendors’ engineers todo...
Could we point out...
It’s clear...
We’ll let you know (that) be-
forehand.
VIII. Fill in articles or possessive pronouns wherever necessary. Discuss
the letters.
1. October 28, 20...
Dear Sirs,
We are greatly surprised at ... letter of 5th October, informing us that
you will not be able to manufacture Hydraulic Brake Type LS-60 specified
in... DPR.
You will remember that during... division of supplies you agreed to make
... equipment at... local plants. You assured us that... Brake would be ready
by ... beginning of installation work.
About four months have already passed since ... last meeting but no in-
formation about... state of affairs has yet arrived. Now in ... letter you are
asking us to place an order with ... plants.
We have thoroughly studied ... request and have to bring to ... notice
that at present we cannot arrange for manufacture and delivery of... Brake
you require.
As you are well aware ... equipment is rather complicated and it would
take us... long time to get it manufactured. That may cause... long delay in
... installation.
We certainly cpuld procure ... equipment from ... but we think it would
speed up ... matter if you could get in touch with '.firm ... Ltd. directly
and bring up ... matter of... delivery of... non-standard equipment.
We hope you will inform us of... results of your approach to ... above
firm as soon as you come to any agreement on the matter.
We are looking forward to ... early reply.
Yours faithfully,
hydraulic brake [haid'rolik breik)
гидравлический тормоз
to place an order разместить заказ
complicated а сложный
approach [a'proutj] n зд. попытка
(вступить в переговоры)
November 12,20...
Dear Sirs,
Following... recommendations and in reply to... letter of October 18 we
wish to inform you that we have had... talks with...firm... Ltd. They are
ready to supply the required equipment by ... beginning of... installation
period. In ... course of... talks we raised ... point of specifications of... Brake
of... above type. We learned that... technical characteristics of this Brake
were not inferior to those of... Brake specified in ... DPR.
We would therefore ask you to look into... matterand advise us as early
as possible as to your idea about replacement of Brake LS-70 by Brake RF
A-5.
Yours faithfully,
inferior (to) [ш'йэпэ] а худший
(по качеству)
advise v извещать, сообщать
IX. Fill in prepositions or adverbial particles wherever necessary. Discuss
letter 1. Sum up dialogue 2.
1. October 15, 20...
Dear Sirs,
We would like to inform you that we have carefully studied the cbmpeti-
tors’ materials ... similar equipment you submitted ... us ... the 14th ... Sep-
tember.
We feel we must bring... your notice that we have compared the work-
ing characteristics ... our equipment... those ... the equipment... our com-
petitors and come ... the conclusion that the quality ... our equipment is
much higher. You will understand that we normally calculate our prices ...
the basis ... those ... the world leading firms. We can hardly ignore the fact
that there is a current annual rise ... world prices ... this particular type ...
equipment and materials.
We would therefore have to inform you that we cannot meet your re-
quest and reduce our equipment cost... 20 %. ... regards your group and
itemized prices they are enclosed ... the letter.
We are looking.......hearing... you ... your earliest convenience.
Yours faithfully,
group prices групповые цены
itemized prices позиционные цены
2.
Supplier: Good morning, Mr F. Glad to see you.
Customer: Good morning, Mr P. I’m happy to see you too. How are you?
S. Fine, thank you. Before we get......... business can I offer you a cup of
coffee or tea?
C. I’d have a cup of tea.
S. Here you are. What shall we start...?
C. Last time you submitted your proposals ... the delivery period, Mr. P.
We must say the delivery time seems unacceptable ... us. Could you
look... the matter again and reduce it... least... three months?
S. 1 wish I could give you a reply now, but I must get... touch... the manu-
facturing plants first. They are responsible ... the production.
C. When do you think we’ll be able to resume the discussion?
S. Early next week, say ... Tuesday. I’m sure’we’ll be able to agree ... the
matter.
C. Fine.
X. Read these letters and do the assignments given below each of them.
1.
March 7,20...
Dear Sirs,
Re: Contract No....
We wish to remind you that under Protocol of Division of Supplies No. 3
of ... the Supplier shall deliver bunkers manufactured according to the
Customer’s drawings.
We have to inform you that as we have not yet received the above draw-
ings from you we shall not be able to place an order with our Manufacturing
Works until early next year.
We understand that the resulting late deliveries may bring about a delay
in the complete project installation and postponement of the project com-
missioning. As we are fully aware of the fact that the bunkers are urgently
required for the construction we suggest that you should either make the
non-standard equipment at your plants or approach manufacturers in a third
country.
Yours faithfully, .
bunker ['Ьлг)кэ| n бункер according to в соответствии с
to approach smb обратиться к кому-л.
Hold the talks along these lines.
Promise the customer to cooperate in arranging production at their
plants. If the customer is not ready to accept this proposal offer your assis-
tance in choosing manufacturers in a third country. And, finally, if the cus-
tomer still wants to place their order with your plant discuss this possibility
too.
2. January 8,20...
Dear Sirs,
With reference to our letter of 24th November we wish to remind you
that you were responsible for carryingout represervation of Crane No. ...
delivered in April, 20... . As we see from your letter of December 12 the
above work has not been started.
In the circumstances we feel that the following should be brought to
your notice. The storage period should not exceed 6 months as stipulated in
the contract. As you are having a rainy season now the crane or parts of it
may go rusty and you will have to replace or repair the damaged parts.
You will understand that eventually it may bring about a disruption of
the installation schedule.
We would therefore ask you to take speedy action to improve the situa-
tion.
Assuring you of our best intentions we remain,
Yours faithfully,
crane п кран repair v отремонтировать
to go rusty ['rAsti] покрыться ржав- damaged ['daenn<&id] а поврежденный
чиной eventual lyadtfB конце концов,
Hold the talks along these lines.
Discuss the terms and conditions for the delivery of replacement parts
for the crane (price, terms of shipment, delivery period, terms of payment)
as the customer failed to carry out represervation of the crane and some of
its parts were eventually damaged.
3. March 20, 20...
Dear Sirs,
We wish to inform you that we have received your Draft Contract for the
delivery of equipment for our plant.
We regret to inform you that we find the total cost of the equipment
unreasonably high. Our final conclusion is that your cost is not justified and
this is based on a careful study of the prices quoted by leading world firms.
We would therefore ask you to meet our representative in Moscow for a
final discussion of your itemized and group prices. That would enable us to
finalize the matter.
Your cooperation would be greatly appreciated.
Yours faithfully,
Hold the talks along these lines.
Refer to your group and itemized prices. Speak of the current price rise
in the world market. If the customer cannot accept your price suggest they
should manufacture some types of equipment at their local plants.
4. August 1,20...
Dear Sirs,
Referring to your letter of 8th July, 20... with regard to the delivery dates
under Contract No...., we have to inform you that we cannot accept them
because of a disruption in the installation schedule. This is our fault and we
kindly request you to postpone the delivery of the equipment for shop 7
since the building is not ready.
The thing is we have no steel structures and building materials to com-
plete it with. We ask you to take this into account and transfer the delivery
of the equipment from ... to ... . May we also ask you to consider the possi-
bility of signing a Contract for the delivery of steel structures and building
materials for the project. This will speed up commissioning, which will en-
able us to meet the terms of the Agreement of... .
We are fully aware of the fact that the postponement places you in a
difficult position, but in the circumstances we see no alternative.
As to the equipment already on site we would ask you to let us have your
represervation instructions as early as possible since the installation can-
not be carried out within the periods previously agreed.
We hope you will meet our request about the postponement and agree
to our proposal about a new Contract.
Yours faithfully,
fault [fo:lt] n вина
shop n цех
transfer v переносить
alternative n выбор, выход
to place smb in a difficult position
ставить кого-л. в затруднительное
положение
on site на строительной площадке
Hold the talks along these lines.
Agree to postpone the deliveries but explain that the customer will have
to pay all additional storage expenses. Discuss the new delivery dates.
Discuss the terms and conditions of a contract for the delivery of steel
structures.
XL Study these translation difficulties. Translate into English.
Translation difficulties:
для окончательного решения не-
которых вопросов в контракте
предусматривается
что вызвало некоторое увеличе-
ние
письмо от ... , в котором вы сооб-
щаете ...
to finalize some points the contract
stipulates
which brought about a rise in the
cost
letter of... informing (us)...
поставленные нами 2 горелки
низкого давления
просите поставить...
оставшиеся...
после открытия заказчиком ак-
кредитива
в согласованный в дополнении
№... срок
по более низким ценам, чем пред-
лагаем сейчас
С момента поставки ... прошло
пять лет
С тех пор отмечался рост цен на
подобное оборудование.
и это нельзя не учитывать
Качество оборудования, выпус-
каемого нашим заводом...
Мы предлагаем вам рассмотреть
сначала...
письмо от... с просьбой ...
на этой стадии
во время разработки
совершенствование данного объ-
екта не прекращается
Могут появиться новые техни-
ческие решения по...
улучшающие его технологичес-
кие показатели
возможную замену
представляет для вас большую
важность
чтобы дать вам возможность ...
предлагаем подписать вышеука-
занное дополнение
two low pressure burners we (have)
delivered to you
(зд.) asking for... to be delivered
the remaining...
after the customer’s opening a
L/C
in the time agreed (upon) in supple-
ment No....
at prices lower than those quoted
now
Five years have passed since the de-
li very of...
There has been a price rise for equip-
ment of this kind.
and this cannot be ignored
The quality of equipment of our
manufacturers...
We suggest that you should first
consider...
letter of... requesting us...
at this stage
while working out
we keep bringing the project up to
date
New technical ideas may appear
on...
improving its technological per-
formance
the possibility of replacing
is of great importance to you
to make it possible for you to ...
we suggest signing the above
supplement
1. Боюсь, что это оборудование не отвечает потребностям нашей
промышленности. Я предлагаю встретиться еще раз для окончательного
решения некоторых вопросов. 2. Мы предлагаем вам изучить материа-
лы наших конкурентов. Вы, несомненно, увидите, что текущие миро-
вые цены ниже предлагаемых вами. Вам нужно будет пересмотреть их.
3. Оборудование готово к отгрузке, и мы уже выслали заказчику отгру-
зочные чертежи и инструкции по перевозке тяжелого и негабаритного
оборудования. 4. Если стороны будут своевременно выполнять свои
обязательства по контракту, не будет задержки в пуске объекта в экс-
плуатацию. 5. В контракте предусматривается возможность замены од-
ного вида оборудования другим, если такая замена не скажется отрица-
тельно на технологическом процессе. 6. Необходимо согласовать постав-
ки субподрядчиков с общим графиком монтажа. 7. Вам придется прове-
сти переконсервацию оборудования за свой счет, так как срок хранения
оборудования превысил 6 месяцев с даты поставки. 8. В соответствии с
протоколом разделения поставок заказчик несет ответственность за
поставку нестандартного оборудования. 9. Фирма ... внесла изменения
в первоначальный вариант проектной документации, что вызвало неко-
торое увеличение стоимости.
1. 10 сентября 20... г.
Уважаемые господа!
Мы получили Ваше письмо от ... , в котором Вы сообщаете, что
поставленные нами 2 горелки низкого давления не соответствуют
проекту и просите заменить их как можно скорее и за наш счет.
Вы также указываете на то, что оставшиеся ... тонн огнеупоров до
сих пор не поставлены.
Из Вашего письма неясно, почему Вы считаете, что вышеуказанное
оборудование не соответствует проекту. Вы не прилагаете никакого
документа, подписанного обеими сторонами, подтверждающего дефект
в конструкции. Крометого, гарантийный период на данное оборудование
истек, и поставщик не несет ответственности за оборудование.
Мы готовы поставить Вам горелки, но за Ваш счет. Что касается
оставшихся огнеупоров, сообщаем, что они уже находятся в порту и
готовы к отгрузке. Однако они могут быть поставлены только после
открытия Заказчиком аккредитива.
Просим Вас открыть аккредитив в согласованный в Дополнении №...
срок.
С уважением,
огнеупор(ы) refractory (-ies) п истекать (о сроке) expire v
2. 20 января 20... г.
Уважаемые господа!
Мы внимательно изучили Ваше мнение относительно стоимости
нашего оборудования для нефтеперерабатывающего завода по Контрак-
ту №.... ,
Вы просите снизить стоимость (оборудования) на 20 % и ссылае-
тесь на стоимость аналогичного оборудования, поставленного нами в
Вашу страну 5 лет назад по Контракту №....
Мы действительно поставили вышеуказанное оборудование по бо-
лее низким ценам, чем предлагаем сейчас. Однако предлагаемую цену
мы считаем обоснованной, и нам хотелось бы сделать следующие разъ-
яснения:
1. С момента поставки оборудования по контракту №... прошло 5
лет. С тех пор отмечался рост цен на подобное оборудование. Мировой
индекс цен растет на ... % в год, и это нельзя не учитывать.
2. Качество оборудования, выпускаемого нашим заводом, с этого
времени значительно улучшилось. Если Вы изучите йаши проспекты
на основное технологическое оборудование, Вы увидите, что произво-
дительность оборудования стала выше и качество улучшилось.
Далее, Вы просите представить Вам позиционные цены на оборудо-
вание. Мы предлагаем Вам рассмотреть сначала общую стоимость по-
ставок и групповые цены. Так как мы поставляем комплектное оборудо-
вание, обсуждение позиционных цен увеличило бы время рассмотре-
ния общей цены.
Надеемся, Вы примете наши разъяснения и предложения.
С уважением,
нефтеперерабатывающий завод технологическое оборудование pro-
refinery п cess (main) equipment
мировой индекс цен world price index производительность capacity п
3. 1 марта 20... г.
Уважаемые господа!
Кас.: Строительство элеватора в ..., Контракт № ....
Мы получили Ваше письмо №... от 14 февраля 20... г. с просьбой
подписать дополнение к Контракту на поставку оборудования на основе
Техпроекта до разработки рабочей документации.
Мы не возражаем против подписания контракта на этой стадии, но
хотели бы обратить Ваше внимание на следующее.
Во время разработки рабочей документации совершенствова-ние
проекта данного объекта не прекращается. Могут появиться новые
технические решения по отдельным элементам проекта, улучшающие
его технологические показатели. Поэтому мы должны будем учесть
возможную замену старых видов оборудования новыми.
Мы понимаем, что строительство объекта представляет для Вас
большую важность и для того, чтобы дать Вам возможность как можно
скорее приступить к строительству, предлагаем подписать
вышеуказанное дополнение на поставку строительных материалов и
строительных механизмов на основе Техпроекта.
Что касается поставки технологического оборудования, считаем все
же целесообразным осуществлять ее после разработки рабочей
документации.
Надеемся, что наше предложение окажется приемлемым для Вас.
Ждем Вашего ответа.
С уважением,
XII. Read the dialogues, sum up the contents and act them out.
1. DISCUSSING THE GUARANTEE PERIOD
Supplier: Now, where were we, Mr A.?
Customer: We were going to look at the guarantees last time. We’ve care-
fully studied your proposal and I must say that not everythingis accept-
able ...
S. All right. Let’s go over it again. The quality of the equipment will con-
form to the ... norms and standards. Also the equipment will be up to the
specifications of the DPR ...
C. Yes, that suits us all right. But what doesn’t suit us very much is the
guarantee period. Can you possibly make it 36 months instead of 24?
S. Well, Mr A., let’s take a closer look at this. We guarantee trouble-free
operation of our equipment for 12 months from the date of putting it
into operation, but not more than 24 months from the date of its ship-
ment.
C. Yes, this follows from your draft. But some foreign firms do offer 36
months.
S. So they do. It’s also true that they cover sometimes just separate types
of services while we try to provide all-round services.
C. And what do you mean by this?
S. What I’m saying is this: during the guarantee period our experts will
see to it that your engineers observe the operation and maintenance
instructions. That will help you (to) avoid faults in the equipment.
C. This is good. Are you positive our experience will be sufficient to run
the project after the guarantee period?
S. In principle, yes. Within this period we’ll help your engineers to main-
tain the equipment.
C. All right, we’ll have to think it over again before finalizing it.
S. Good. Besides, if necessary we could extend the stay of those experts
who would help your people (to) run the project smoothly. But this is
the subject of a separate contract.
C. Thank you, we’ll think about that too.
(to be continued)
guarantee period гарантийный пе-
риод
to conform to I
to be up to | соответствовать
trouble-free operation бесперебой-
ная/ безотказная работа
to put into operation ввести в экс-
плуатацию
to observe operation and mainte-
nance ['meintfajnons] instruc-
tions соблюдать инструкции по
эксплуатации и уходу за обору-
дованием
to run the project эксплуатировать
завод (объект)
maintain и обслуживать
2.
Customer: We’re sorry, Mr N., that units No. 1 and No. 2 have gone out of
operation half way through the guarantee period.
Supplier: This is really unpleasant. But the preliminary examination shows
that unit No. 1 may have gone out of operation because you didn’t ob-
serve the operation and maintenance instructions.
C. This is hardly possible, I’m afraid. We’ve worked in close contact with
your experts. In fact, we’ve followed their recommendations and this
failure cannot be our fault.
S. I’d like to point out that under the contract we are expected to assist
your engineers in promoting trouble-free operation of the equipment.
We give them our knowledge and expertise while you should observe
operation and maintenance instructions.
C. Sorry, Mr N., I don’t quite see how it contradicts my words. We think
we’ve observed the instructions.
S. Unfortunately, not quite so. The results available prove that the quality
of lubricants you use differs from that indicated in the specifications.
And this has caused the breakdown.
C. We thought that the quality of our lubricants was up to the standards.
But we agree that this should be taken into account. And what about
unit 2? Any information yet?
S. It’s not quite clear. It may really be the fault of our manufacturers.
C. In any case we ask you to replace the defective units and give us a fresh
guarantee period for the whole line. It’s out of operation too.
S. I’d like to make a point here, Mr A. Units 1 and 2 have been out of opera-
tion for 3 and 2 months respectively. The provisions of our Contract say
that we’ll give a fresh guarantee for the replacement only. As to the
guarantee period for the whole line, we’ll extend it for the period during
which unit 2 will be out of operation. But we’ll have to wait for the final
results of the examination.
C. All right. Thank you for your clarification, Mr N. It’s fair enough.
fault n вина lubricants ['lu:bnkants] n смазочные
breakdown n поломка, повреждение материалы
XIII. Give extensive answers to the questions. Use the following expres-
sions to start your answer.
if I remember correctly; in myopinion; I maybe mistaken, but I think ...;
from what I know ...; I for one think that...; it is absolutely true that...; it’s
like this ...
1. What kind of document is the protocol of division of supplies and when
is it signed? 2. What document is worked out on the basis of the protocol of
division of supplies? 3. What may bring about postponement in the project
commissioning? 4. Are suppliers normally willing to manufacture non-stan-
dard equipment? 5. In what way does the supplier help the customer to manu-
facture non-standard equipment? 6. Why do the suppliers specify a possible
replacement of the equipment? 7. What is “represervation” of equipment?
Why is it necessary? At whose expense is it carried out? 8. Why is it neces-
sary to send shipping drawings and instructions on the transportation of
heavy and oversized equipment some time before its dispatch? 9. What does
the supplier guarantee with regard to the delivered equipment? 10. In what
cases and for what period is a fresh guarantee period given?
XIV. Write letters based on the following situations. Make use of the writ-
ten patterns on pages 85-86.
1. Inform the firm that you agree to supply the non-standard equipment.
But the equipment is not manufactured at your plants now. As you will have
to re-export it from another country the customer will have to pay a com-
mission of... percent.
2. Inform the firm that you will have to postpone the delivery of the equip-
ment for the 3rd generator as there is a delay in the production of the equip-
ment. Make it clear that the manufacturing works has been working under
great pressure (был перегружен) for the last few weeks. Ask the customer
to consider your new delivery dates attached to the letter.
3. Inform the firm that some units of the oversized and heavy equipment
specified in the contract have been dispatched. A set of shipping documents
has been sent with the equipment. Another set has been airmailed
(отправлен авиапочтой) to the customer. Remind the customer that ship-
pingdrawings and instructions on the transportation of the said equipment
were sent to them four months ago, and the customer is expected to make
appropriate preparations.
XV. Act out these situations. Use the speech patterns on pages 86-87.
1. The draft contract for the delivery of equipment has been submitted to
the customer for consideration. The delivery time doesn’t suit the customer.
Discuss the matter. ,
2. Discuss with the customer some particulars of the draft contract con-
cerning the manufacture of non-standard equipment. Tell them what you
could do to assist in the manufacture of the non-standard equipment.
3. Tell the customer of the necessity to replace some equipment. Give
your reasons. Guarantee that the equipment to be sent as replacement will
be in full conformity with the ... technical standards and the specifications
of the contract.
4. Under the protocol of division of supplies the customer was expected
to procure some equipment from a third country. They failed to meet their
obligations which disrupted the installation schedule. Find out what brought
about the disruption. Discuss the further coordination of our work and the
work to be done by their subcontractors and vendors’ engineers.
XVL Read the following excerpts from documents you may come across
in your business activity.
CONTRACT NO....
1. Subject of the Contract
The Supplier, 6 months after signing this Contract, shall deliver to the
Customer complete equipment for a Heavy-Machine-Building Works with
a capacity of... tons with a standard set of spare parts as per Appendix No. 1
to the present Contract. The equipment shall be delivered within 24 months
from the date of signing the present Contract.
2. Price
The Price for the equipment supplied in accordance with Clause No. 1,
amounts to....
3. Terms of Delivery
Delivery of the equipment shall be made c.i.f. ... Port, when shipped by
Russian ships; and f.o.b. (Russian) Ports when shipped by the Customer’s
vessels.
The date of the Bill of Lading for the last consignment of the equipment
shall be considered the date of completion of the supplies.
The equipment to be delivered under this Contract shall be considered
as delivered by the Supplier and accepted by the Customer:
in respect of quality — in accordance with the Manufacturer’s certifi-
cate of quality or test-reports of the Manufacturing plant;
in respect of quantity—in accordance with the number of packages and
the weight as shown in the Bill of Lading.
The Supplier shall inform by cable the Customer not later than three
days after the vessel’s departure from the Suppliers’ port about the ship’s
sailing date, the vessel’s name, the weight of the equipment shipped, the
number of the Bill of Lading and the number of the Contract.
4. Insurance
The Supplier shall insure the equipment to be delivered on c.i.f. terms
against usual marine risks with Ingosstrakh in accordance with Insurance
Agreement. ’ - '
5. Shipping Documents
With the equipment the Supplier shall send to the Customer the follow-
ing shipping documents accepted in Russia for export deliveries:
a) Original Bill of Lading;
b) Shipping Specification (1);
c) Quality Certificate (1);
d) Packing Sheet (1).
One set of the shipping documents including one copy of the Invoice
shall be airmailed to the Customer.
6. Guarantees
The equipment to be delivered under the present contract shall be in full
conformity with the standards in force in Russia or with norms of the plants
manufacturing the equipment.
The Supplier shall guarantee the quality of the delivered equipment for
12 months from the date of putting the equipment into operation but for not
more than 18 months from the date of delivery of the last consignment.
If during the guarantee period the equipment proves to be defective the
Supplier shall at his cost eliminate the defects within the shortest possible
time or replace the defective equipment.
7. Terms of Payment
Payment shall be made in ... in accordance with the Trade Agreemeht
between ... and ... of 20....
The terms of payment are the following:
a) 20 per cent of the total value of the present Contract amounting to...
shall be paid within 30 days of the date of signing the present Contract by
remittance to the account of Vnesheconombank with the State Bank of the
Customer;
b) for the following 80 per cent of the total contract value amounting to
... the Customer shall open an irrevocable confirmed Letter of Credit with
Vnesheconombank within 30 days of the date of the Supplier’s cable notifi-
cation of readiness. The Letter of Credit shall be valid for 24 months.
Payment from the L/C shall be made against presentation of invoices
(original and two copies) and copies of shipping documents.
8. Alterations and Amendments
Any alterations and amendments to this contract shall be valid only if
made in writing and duly signed by authorized representatives of both par-
ties concerned.
After the contract has been signed all the previous negotiations and cor-
respondence pertaining to it become null and void.
Neither party is entitled to transfer their rights and obligations to a third
party without a written consent of the other contracting party.
spare parts (spares) запасные части
as per согласно
appendix n приложение
to amount to составлять (сумму)
vesseln судно
consignment n партия (грузов, обо-
рудования)
in respect of в отношении
quantity n количество
the number of количество, число
weight n вес
bill of lading коносамент
departure n отбытие, отправление
marine risks морские риски
shipping specification отгрузочная
спецификация
quality certificate сертификат ка-
чества
packing sheet упаковочный лист
invoice n счет, счет-фактура
to be in full conformity with быть
в полном соответствии с
to prove to be defective оказаться
неисправным, дефектным
eliminate v устранить
remittance n перевод (денег)
notification n извещение
valid а действительный
duly signed by должным образом
подписанный
authorized уполномоченный
to pertain to относиться к
neither party нн одна из сторон
to be entitled иметь право, быть
вправе
contracting party договаривающа-
яся сторона
UNIT 4
SENDING RUSSIAN SPECIALISTS
Vocational Training of the Customers’
(Buyers’) Trainees
TEXT
A.
Sending specialists (experts) to foreign countries is part of economic
cooperation world-wide.
Russian experts are generally sent to developing countries to give assis-
tance to their customers in the construction, modernization and extension
of different projects.
Their assistance, among other things, covers collection of initial data,
installation of the equipment and its adjustment.
They also provide designer’s supervision, guarantee maintenance of the
equipment delivered and repair of equipment if necessary.1
Along with the above services Russian experts provide training
programmes for the Customer’s local specialists. Training is carried out at
industrial enterprises, offices and research institutes.
***
. Now, based on the letters and dialogues below we can get an idea of the
terms and conditions on which we send our specialists to different countries
to give technical assistance and receive the Customer’s specialists for train-
ing.
B.
10th May, 20...
Dear Sirs,.
Subject:2 Construction of the N ... Cement Plant
We should like to refer to the recent discussions we had with your Mr M.
relating to the possibility of sending your specialists to render technical as-
sistance in the construction of the N ... Cement Plant. We hope the discus-
sions we had were most interesting for both sides. We would request your
specialists to collect the initial data, to carry out the designer’s supervision,
installation and adjustment ai|d to put the equipment into operation.
If you could agree to do the above work would you send your reply in-
forming us3 of the number of specialists, their specialities and the approxi-
mate period of stay as well as conditions under which the specialists will
work.
We are looking forward to receiving your reply.
Yours faithfully,
C.
One of the letters of the company ... was as follows:
June 20,20...
Dear Sirs,
With reference to your letter of... and in confirmation of our conversa-
tion with your Mr C. we would like to advise you that we appreciate your
interest and are prepared to send highly qualified specialists within 3 months
of the date of signing the relevant contract. You will find a list of specialists
and their specialities attached hereto.4
We should like you to note that the conditions on which we are sending
our specialists are as follows:
1. The Customer at his own expense will provide the specialists during
their stay in ... with:
a) adequately furnished offices and living accommodation with air con-
ditioners and refrigerators;
b) transport facilities for business trips;
2. The Customer will reimburse the Supplier... for the following expens-
es:
a) monthly salaries of the specialists and also paid leave;
b) air travel expenses for the specialists and their families (dependents),
tourist (economy) class from Moscow to ... and back;
c) transportation of... kgs of personal luggage per person over and above
the free allowance indicated on each ticket;
d) round travel expenses of specialists going on home leave;
e) insurance of the specialists in Russia against professional risks and
accidents during their stay in ... .
3. Adequate medical service including hospitalization, if necessary, will
be covered by insurance.
4. Payment will be made in accordance with the existing Trade and Pay-
ment Agreement between ... and .... The Customer will undertake to open
an irrevocable confirmed and divisible Letter of Credit valid until the Con-
tract has been executed and for the amount shown in the Contract. Pay-
ment will be effected quarterly against invoices drawn up by the Supplier.
All the other terms and conditions will be stated in our Draft Contract.
Your early reply would be appreciated.
Yours faithfully,
Encl. A list of specialists to be sent to ....
D.
, NEGOTIATING THE DRAFT CONTRACT
Customer. If you don’t mind, Mr N., I’d like to start the negotiations with
the number of specialists to be sent for the installation work.
Supplier: No, I have no objections. Just as you wish.
C. This figure here. It comes to us as a surprise that the contract provides
for... specialists instead of the ... we asked you for. Are you sure this
number will be adequate?
S. I’m quite positive about it. We have a lot of experience in the construc-
tion of similar plants. Besides we’ve consulted the design organization
on the matter and they’ve confirmed the number.
С. I see. Of course, we will go very much by your experience.
S. Well, there is one thing more. We are sending, as you remember, our
instructors for the training centre. They will arrange vocational train-
ing of your workers and foremen who will be able to operate and service
the equipment.
C. Thank you very much for the explanation. We hope their work after
training will be up to standard.
S. Certainly it will. No worry about that. Their training will be linked up
with the practical work.
C. Good. Next we come to the terms and conditions on which you are send-
ing your specialists. They are quite aceeptable. We think, however, the
arrangements for leave after 12 months’ work.in our country should be
agreed in each particular case.
S. That’s fair enough. We accept it.
C. But I must point out that the leave allowance will not be paid by the
customer. So, we’ll have to alter the wording in the Draft.
S. I’m afraid we can’t agree to that because it runs counter to our usual
practice. Our customers usually pay leave allowance and we expect you
to do the same. We ask you to look into the matter again.
C. Anyway, I think we’ll give this part of the Draft a little more thought
and consult our Director (President of the company).
S. That seems quite reasonable. And, finally, we’d like you to take into
account a slight rise in monthly reimbursement rates for our special-
ists.
C. We’ll really have to consider this point. If the new reimbursements are
not very high, it won’t take us long to finalize the matter.
S. Fine.
E.
DISCUSSING THE TERMS AND CONDITIONS
OF VOCATIONAL TRAINING
Customer: We’re here to discuss the possibility of your training our spe-
cialists in Russia, Mr N.
Supplier: How many specialists are you going to send for training?
C. We’re planning to send 5 specialists approximately for a year.
S. We think that the period of their stay here in Russia could be reduced to
6 months.
C. It’s up to you to decide. But do you think 6 months will be enough?
S. From our experience we know that a period of 6 months is quite suffi-
cient for the vocational training of this kind of specialists.
C. If you really think it's sufficient we’ll accept it. Shall we consider the
matter settled?
S. I think yes. Now let’s turn to the question of expenses.
C. Oh, that’s a very important question. How much will that be?
S. It’s ... pounds sterling for each trainee, per month.
C. Oh, that’s a very large sum. Last year we sent a group of our specialists
to ... and paid much less.
S. Perhaps so, but you certainly remember that our actual expenses on
each trainee come to ... pounds, as we offer all-round services. They
include living accommodation, three meals a day and transport facili-
ties.
С. I see, then we’ll have to agree to that.
S. One more point, Mr C. Your trainees should strictly observe regula-
tions and work and safety rules in force at our plants and offices.
C. Oh, yes, they surely will.
NOTES
1. if necessary (if it is neces- в случае необходимости
sary)
2. subject зд. касательно, относительно
Слово subject ставится перед указанием содержания или темы
письма. Это указание обычно помещается между вступительным
обращением и основным текстом письма. Слово subject может быть
заменено словами about, re (regarding) или опущено.
3. your reply informing us ваш ответ (письмо), в котором вы
сообщаете
Сравните: your letter requesting us (письмо с просьбой), your letter
reminding us (письмо, в котором вы напоминаете нам), your letter en-
closing the documents (письмо с приложением документов), your letter
stating that (письмо, в котором указывается).
4. You’ll find a list of specialists К письму прилагается список
attached hereto. специалистов.
Русским выражениям «при сем», «настоящим» и т. д., принятым в
деловой переписке, в английском языке соответствуют: hereto, herewith
(при сем), hereby (этим), herein (здесь, в этом документе).
Hereby we give you notice ... Настоящим (этим) извещаем
, вас...
The documents are enclosed При сем прилагаются документы,
herewith.
VOCABULARY LIST
vocational training train v cement plant
trainee n local a refer v
reference n
recent a
relate (to) v
designer’s supervision
adjustment n
above (work)
reply n
specialty n
approximate a
stay n
as well as con;
advise v
qualified a
relevant a
note v
provide (with) v
adequate a
adequately adv
furnished a
living accommodation
air conditioner
refrigerator п to provide for
facilities п to ask for
hospitalization п confirm v
reimburse v instructor n
salary п training centre
leave п foreman n
over and above service v
allowance n to think over
free allowance leave allowance
indicate v alter v
round travel expenses to run counter to
insurance n reimbursement n
risk n reimbursement rate
accident n sufficient a
existing a actual a
undertake v to come to
effect v observe v
to draw up regulations n
invoice n work and safety rules
negotiate v negotiations n
WRITTEN PATTERNS
We should like to refer to ...
If you could agree ... would you
inform us ...
in confirmation of...
We should like you to note ...
Our conditions are as follows: ...
As you are no doubt aware ...
In view of this fact...
Please give the matter your im-
mediate attention.
We acknowledge with thanks re-
ceipt of...
Our standard policy is ...
Мы хотели бы сослаться на ...
Если бы Вы согласились ... , не
могли бы Вы информировать
нас...
в подтверждение...
Мы хотели бы довести до Вашего
сведения...
Наши условия следующие:...
Как Вы, без сомнения, знаете ...
В связи с вышеизложейным ...
Пожалуйста, срочно рассмотрите
данный вопрос.
С благодарностью подтверждаем
получение...
Как правило, мы...
SPEECH PATTERNS
just as you wish как (вы) хотите
What surprises us very much is ... Нас очень удивляет, что ...
I’m quite positive about it. Я в этом совершенно уверен. :
That’s fair enough. Это вполне справедливо.
May I remind you ... Разрешите напомнить вам...
anyway во всяком случае
It’s up to you to decide? Это вы решаете.
Shall we consider the matter Можно считать этот вопрос ре-
settled? шенным?
VOCABULARY NOTES
vocational training профессиональное обучение
These people were sent to Moscow for vocational training. trainee [trei'ni:} n стажер, практикант; зд, специалист
The trainees are coming next week. train v заказчика, командированный в страну поставщика для производственно- технического обучения обучать, готовить специалиста
The engineers will be trained at the factory. local a местный
Local workers will be trained at the site. cement [si'ment] plant цементный завод
A new contract for the construc- tion of a cement plant has been signed recently. refer [пТз:] v ссылаться
to refer to ссылаться на
The letter referred to the agreement concluded by both parties. The speaker referred to the experience his department had in oil research. reference ['refrans] n ссылка, упоминание
reference to
His books contain many refer-
ences to interesting people he
has met.
ссылка на
recent ['ri:snt] a
недавний, последний, свежий
recent
events
news
fashions
information
developments
In his lecture he referred to the
recent developments in the field.
relate (to) v
The letter relates to the contract
относиться, иметь отношение (к)
to be discussed.
relating to
Syn. referring to, concerning
Their discussion relating to the
preparation of a feasibility report
brought good results.
designer’s supervision
Who will carry out the designer's
supervision?
supervise ['sju:povaiz] v
This engineer will supervise the
technological process.
adjustment [o'^AStmant] n
to carry out adjustments
The specialists helped to carry
out adjustments of the equip-
ment.
above (work)
Syn. above-mentioned
The above-mentioned work will
be done by our trainees.
reply [n'plai] n
in reply to
In reply to your request we are
sending you all the necessary
information.
относительно
касательно
авторский надзор
наблюдать, надзирать, контролировать
наладка
проводить наладку
вышеупомянутая (работа)
ответ
в ответ на
speciality [,speji'aeliti] n
According to the contract we
were to send to the customer 10
engineers of different specialities.
специальность
approximate [a'prnksimit] a приблизительный
cost
approximate The approxima between these miles. distance value time te distance two points is 7
approximate stay [stei] n a long a short a week’s We’ll do oi ly adv stay ir best to make your приблизительно пребывание
stay in our capital as interesting as possible. as well as conj The supplier delivers to the customer complete equipment as well as a standard set of spare parts. advise [ad'vaizpo Please advise us when the goods will reach the port. также, так же как, кроме того, но и... зд. извещать, сообщать
qualified [’kwolifaid] a Syn. skilled квалифицированный, компетентный опытный, умелый, искусный
highly qualified высококвалифицированный
relevant ['relive Ant. irrelevant a relevant We’d like to letter. Sometimes f irrelevant re note v Please note fixed for Oct mt] a contract remark letter cable quote the relevant eople make marks. hat the meeting is ober 7. уместный, относящийся к делу неуместный, несоответствующий отмечать, записывать
adequate [’aedikwit] a достаточный, отвечающий требова- ниям, соответствующий
This salary is adequate to keep a
family.
adequately adv
This engineer was adequately
qualified for the new job.
furnished ['f3:nijt] a
(a) furnished I ^ouse
| rooms
The furnished rooms did not cost
достаточно, соответственно
меблированный
him much.
air conditioner
refrigerator [nTncfeareita] n
facilities [fb'silitiz] npl
transport facilities
There are different transport
facilities to make deliveries in
кондиционер
холодильник
средства, возможности, оборудование
транспортные средства, транспорт
time.
port facilities
(un) loading
handling
shipping
facilities
reimburse [,ri:im'b3:sj v
to reimburse smb for smth
The company will reimburse him
for the cost of the journey.
salary ['saslan] n
We are going to increase the
salaries of the specialists.
leave n
Syn. holiday
on leave
sick leave
He has a four-week leave.
I am on leave till the 1st of
September.
to go on leave (holiday)
He went on holiday after a year's
work on the project.
over and above
allowance [a'lauans] n
transfer allowance
leave allowance
The customer objected to paying
the specialists’ leave allowance.
free allowance
портовые сооружения
оборудование для погрузки и
разгрузки кораблей
тоннаж
возмещать, возвращать сумму
зарплата
отпуск
в отпуске
отпуск по болезни
уехать в отпуск
сверх
деньги на содержание
подъемные
деньги на отпуск (отпускные)
норма бесплатного провоза багажа по
билету
indicate ['indikeit] v Syn. point out, show The firm is unable to deliver the number of machines indicated in the cable. round travel expenses Their round travel expenses amounted to a very big sum. air travel expenses insurance [m'juarans] n insurance policy insure v to insure against to insure with a company Russian specialists are usually insured with the insurance company Ingosstrakh. risk n accident ['aeksidant] n Syn. incident, event This minor accident has not brought about any consequences. указывать, обозначать расходы по проезду туда и обратно расходы на проезд самолетом страхование страховой полис страховать страховать против... страховать в... компании риск 1. случай, случайность 2. несчастный случай, авария
After a car accident he had to stay in bed for a long time, hospitalization [,hospitalarzeifn] n госпитализация, помещение в боль-
The patient’s position was really bad and the doctor insisted on hospitalization. hospitalization expenses exist [ig'zist] v Taxes on contracts which existed in the country were not very high. existing a ницу расходы на госпитализацию быть, существовать существующий, имеющийся в на- личии
The existing agreement has been in force since last year. undertake [,Anda'teik] (undertook, undertaken) v He has undertaken to do the work. to undertake to do smth. брать на себя обязательства, обязать- ся сделать что-л. браться за выполнение чего-л.
The customer undertook to
collect the initial data.
effect [I'fekt] v
Syn. make, carry out
Payment should be effected
through the national bank.
effect n
The effects of the war could not
be predicted.
invoice n
We send invoices to the cus-
tomer every quarter.
to draw up
Syn. to make out
, , i an invoice
to draw up ,
I a cheque
The cheque was drawn up and
paid at once.
осуществлять, производить (платеж
и. т. д.)
результат, следствие
счет
1. выписывать
2. составлять, вчерне набрасывать
to draw up
a contract
a project
a scheme
a report
a document
After drawing up the draft
project the specialists sent it to
the customer.
negotiate [m'gaufieit] v
The parties negotiated a new
contract yesterday.
negotiations [ni,gauji'eijanz] n pl
The negotiations were very
fruitful.
вести переговоры, обсуждать что-л.
переговоры, обсуждение условий
to provide for
The contract provides for all
categories of specialists.
What does the contract provide
for?
The document provides for
changes in the terms of payment.
to ask for
, . , | information
to ask for , ,
help
предусматривать что-л.
просить о чем-л.
to ask for I mfoney
i a favour
The firm asked for some addi-
tional information.
confirm [кэпТз:т] v подтверждать ।
confirmation n подтверждение .
instructor [in'strAkta] n We are sending you our best instructors. ' инструктор, руководитель
training centre A new.training centre is going to be set up here. учебный центр
training programme The training programme will be sent to you within this week. программа обучения
foreman [Тэ:тэп] n мастер, прораб, бригадир
service ['s3:vis] v a car a radio-set to service a ship a machine-tool a show room The customer lacks qualified specialists to service the equipment. to think over Think everything over before accepting the proposal. обслуживать, производить ремонт и осмотр обдумывать
leave allowance The contract provides for leave allowance after 12 months of work in the customer’s country. отпускные (деньги)
reimbursement [,ri:im'b3:smant] n возмещение, ставка возмещения
rate of reimbursement (reimbur- размер ставки возмещения, ком-
sement rate) The rate of reimbursement must be increased as the prices in the country have gone up. пенсации
to alter [o:lta] wording менять формулировку
to run counter to This agreement runs counter to our principles. идти против чего-л., противоречить
sufficient [sa'fijbnt] a достаточный
This sum is sufficient for the
journey.
sufficiently adv
actual a
You should consider the actual
position at the site.
to come to
Syn. to amount to, to reach
His expenses have come to a
large sum this month.
observe [ab'z3:v] v
When in a foreign country you
must observe its laws.
regulations [,reqju'leijhz] npl
Contrary to road regulations the
car stopped in the middle of the
road.
work and safety [ seifiti] rules
достаточно
подлинный, действительный
составлять, доходить, достигать, рав-
няться
1. наблюдать, следить
2. соблюдать (законы, правила)
правила, инструкции, распорядок
правила трудового распорядка и тех-
ники безопасности
EXERCISES
I. Answer these questions.
A. 1. What is one of the important forms of (economic) cooperation?
2. For what purpose are Russian specialists sent to foreign countries?
3. What other services do Russian experts provide along with the construc-
tion of different projects? 4. Where is the customers’ local specialists train-
ing carried out in Russia?
В. 1. What is the supplier’s obligation under the agreement? 2. What
work does the customer want the supplier to carry out? 3. What information
is expected from the supplier?
C. 1. When is the supplier ready to send his specialists? 2. What will the
customer provide our engineers with during their stay in ... ? 3. What ex-
penses will the customer reimburse the company... for? 4. In what way will
payment be made?
D. 1. What was the first point that the parties concerned started their
discussion with? 2. Why was the supplier sure that the number of special-
ists was adequate? 3. Why was the supplier planning to send instructors to
the customer's country? 4. What did the supplier promise the training would
be linked up with? 5. Were the terms and conditions of sending Russian
specialists acceptable to the customer? 6. What part (clause) of the con-
tract did the customer want to alter? 7. How did the customer take the new
reimbursement rates?
E. 1. What was the purpose of the customer's visit to Russia? 2. Why did
the supplier propose a 6 month training? 3. Why did the customer think at
first that they would have to pay too much for each trainee? 4. Why did the
customer agree to the supplier’s terms? 5. What rules should trainees ob-
serve when at plants?
II. Find Russian equivalents to the following phrases from the texts.
A.
among other things;
provide designer’s supervision;
along with the above;
based on; 1
to get an idea
B.
We should like to refer to the recent discussions ...;
relating to the possibility of sending...;
If you could agree to the above work would you send ...
C.
the relevant contract;
we should like you to note ...;
adequate medical service;
against invoices drawn up by...
D.
this figure here;
it comes as a surprise;
I’m positive about it;
we will go by ...;
to service the equipment;
... be up to standard;
in each particular case;
to alter the wording;
it runs counter to our practice;
we’ll give it a little more thought;
to finalize the matter
E.
we’re here to discuss;
it’s up to you to decide;
expenses come to;
to offer all-round services
III. Find English equivalents to the following phrases from the texts.
А. модернизация и расширение объектов; установка оборудования и
его наладка; гарантийное обслуживание; наряду с указанными услуга-
ми
В. ссылаться на ... ; относительно чего-л.; авторский надзор; выше-
указанная работа; приблизительный срок пребывания
С. соответствующим образом меблированные рабочие помещения;
транспортные средства; возместить за ...; ежемесячная зарплата; опла-
ченный отпуск; дорожные расходы в оба конца; сверх веса, который раз-
решается провозить бесплатно; страхование против профессиональных
рисков и несчастных случаев; заказчик обязуется
D. у меня нет возражений; контракт предусматривает; я абсолютно
уверен в этом; проводить профессионально-техническое обучение; от-
пуск; отпускные (деньги); это противоречит нашей практике; оконча-
тельно решить вопрос
Е. этот период вполне достаточен для ...; стажер; фактические рас-
ходы; соблюдать правила техники безопасности
IV. Single out the main points of the texts.
V. Sum up the contents of the dialogues.
VI. Practice these words and word combinations.
to refer to; reference to
a) Answer these questions.
1. What do you refer to when the customer does not agree to your prices
(time-limits)? 2. In what case do you have to refer to the terms of the con-
tract? 3. What do you do if the customer refers to the fact that the instruc-
tions on preservation are missing (lack of experience in the preservation of
equipment, lack of transport facilities)?
b) Act out the flash of conversation using the substitutions for the word
in italics. Complete the dialogue giving your reasoning.
A. Your reference to the delay in delivery does not seem fair.
B. Why? I can’t hardly agree with you there.
A. But it was your fault, I’m afraid. You should have ...
Substitutions: collecting initial data; carrying out the design work; sending
Russian specialists
to supervise smth; supervision for smth
Answer these questions.
1. Who usually carries out the designer’s supervision? 2. Why is it so
important to supervise the transportation of oversized and heavy equip-
ment? 3. Why does the customer sometimes have to supervise the
represervation of the equipment? 4. Who usually supervises the stor-
age of the equipment on the construction site?
to confirm; confirmation
Confirm the idea using the model. Use the prompts in the brackets.
Model: A. Are you sure the letter has been sent? (receipt)
B. Certanly, I can confirm it. Here’s a receipt.
1. Do you think that specialists of this kind are trained at the plant? (their
programme of training) 2. Was the equipment shipped in time? (the ship-
ping documents) 3. Did the customer agree to manufacture the non-stan-
dard equipment? (clause II in the contract) 4. Have you sent the notifica-
tion of shipment to the customer? (receipt) 5. Have adequate transport fa-
cilities been provided? (the customer’s telex) 6. Have you graduated from
thfe academy? (my diploma) 7. Were you really ill? (medical certificate)
adequate; adequately
Answer these questions.
1. Is a student’s illness an adequate (valid) reason for missing a lesson?
2. Do all foreign trainees have adequate education? 3. What do the suppli-
ers do when the flats the customers provide them with are not adequately
furnished? 4. What steps do the suppliers take if the customers don’t fulfil
their obligations adequately?
to reimburse; reimbursement
Answer these questions.
1. What expenses does the customer reimburse our organizations for
when we send our specialists to their country? 2. What expenses does the
customer reimburse our organization for when we receive their trainees
for vocational training? 3. Do the customers always easily agree to the reim-
bursement charged for their trainees? 4. Why do we want the customer to
reconsider the reimbursement rates from time to time?
to provide for; to provide with
Act out the flashes of conversation using the substitutions for the phrases
in italics.
1. A. We can’t agree that the delay in delivery is our fault, Mr N.
B. But it’s really so. You didn’t provide us with adequate transport
facilities.
Substitutions: unloading cranes; adequate number of workers; platforms
2. A. I have to remind you that the contract provides for the delivery of
the equipment within 24 months.
B. That’s right. We’ll do our best to meet the dates.
Substitutions: arrangement of vocational training this year; collection of
initial data within a month; preparation of the DPR within this year
serve v; service n, v
Insert the words “serve", “service”.
1. They ... three meals a day in this restaurant. 2. The ... here is very
good. 3. The equipment broke down because of poor.... 4. The workers who
will... this equipment are having vocational training at one of our plants
now.
VII. Compare the style of these phrases.
Phrases from a business letter:
discussions relating to the possi-
bility of sending...
If you could agree to do the above
work would you send your reply
You will find a list of specialists at-
tached hereto.
We should like you to note ...
Your early reply would be appre-
ciated.
Please give the matter your im-
mediate attention.
Phrases from a business talk:
discussions about the possibility of
sending...
If you agree to do the work, please
send us your reply...
We shall attach a list of specialists
to the letter.
We should like to tell you about...
We’ll be glad to receive your reply
soon.
Please study the matter as soon as
possible.
VIII. Fill in articles or possessive pronouns wherever necessary. Discuss
the letter.
23rd December, 20...
Dear Sirs,
With reference to... letter of October 10th and in confirmation of... tele-
phone conversation with Mr U. we should like to inform you that we are
ready to send... group of 3 specialists to your country to study... possibility
of... plant construction for... production of... ferro-concrete sleepers as
well as to draw up... Feasibility Report on the project. We feel it necessary
to bring to your notice that... specialists can go to ... country within two
months of... date of signing... contract.
It is understood that... specialists will be sent on ... basis of... General
Conditions now in force.... conditions are as follows:
... Customer is to reimburse... Supplier... for... air travel expenses of...
specialists, tourist class from Moscow to N. and back. .., Customer is ex-
pected at... own expense to provide... specialists with adequately furnished
offices and living accommodation as well as with ... transport facilities for
business trips.
All... other terms and conditions will be sent to you in ... fortnight.
Yours faithfully,
ferro-concrete sleepers железобетонные шпалы
IX. Fill in prepositions wherever necessary. Discuss the letter.
May 10, 20...
Dear Sirs,
... reference... your letter... April 22nd we feel that the following should
be brought ... your notice: ... the whole we can accept the terms ... which
you are sending your specialists ... our plant, but some points stated ... the
Draft Contract need clarification.
First, we should like you to note that we shall provide your specialists...
medical service but as ... hospitalization we feel we must point... that our
local hospital is not suitable ... your specialists.
Secondly,... confirmation... our talks... Mr N. we are glad to advise you
that we shall provide your specialists ... adequately furnished flats. How-
ever, due to the fact that the construction site is situated far... any town, it
is understood that they will live either... a specially constructed house nearby
or... the town of N. 60 kilometres away... the place.
Also the reimbursement rate... each specialist you require runs counter
... our usual practice. We, therefore, find it necessary to arrange a meeting
to negotiate the above matters.
We are'looking.....your early reply,
Yours faithfully,
X. Read these letters and do the assignments given below.
1. October 20, 20...
Dear Sirs,
We should like to refer to Article No.... ContractNo.... underwhichyou
were expected to open an irrevocable, indivisible Letter of Credit for a sum
of £ ... with Vnesheconombank to be valid for 12 months. The L/C was to
be opened within 20 days of the date of receiving the Supplier’s cable-re-
minder to open it.
As you are no doubt aware the above mentioned Letter of Credit should
cover the salaries and the traveling expenses of the Russian specialists to be
sent to your country to select a construction site for a medical school.
In view of this fact we regret to inform you that your failure to open the
Letter of Credit within the stipulated time has already caused a 2-months
delay in sending our specialists to your country.
“Please give the matter your immediate attention and arrange for the earli-
est payment of the above expenses.
Our specialists will be sent to your country immediately after you open
the L/C.
Yours faithfully,
cable-reminder n телеграфный запрос (напоминание)
Hold the talks along these lines.
Find out the reason for the delay and urge the customer to open the
L/C as early as possible. Write a telex to confirm the result of the talks.
2. April 30,20...
Dear Sirs,
About: Vocational Training
We have received your letter dated April 10, 20... asking us to reduce
the amount we charge for each trainee as you find it rather high. At the
same time you refer to other companies who charge less for similar ser-
vices.
In this connection, we regret to have to advise you that we are in no
position to reduce the sum of... roubles as it runs counter to our usual prac-
tice.
We also feel that the following should be brought to your notice. All our
actual expenses (including 3 meals a day, hotel and local transport expenses)
per month for each trainee amount to ... roubles.
With regard to your reference to other companies we should like to make
it clear that they do not always provide all the above services. Hence the
difference in charges.
Anyway, we are ready to go over this point again. Besides, we would
like you to submit a list of trainees two months before their arrival in Rus-
sia.
We are looking forward to your early reply.
Yours faithfully,
to charge expenses взимать расходы
3. 9th April, 20...
Dear Sirs,
About: Training of Steel Company Ltd Operational Personnel in Russia
In accordance with Article No. ... of Contract No. ... and the Moscow
Memorandum of February 10... weare sending a list of names of 50 special-
ists expected in Russia for industrial training. It is to be noted that the list
includes the first group of the specialists to be trained in your country. The
other specialists will be sent in the second and third groups in July and Oc-
tober respectively. It would be appreciated if you would inform us of the
approximate date when you would like to have them in Russia.
We note that a Letter of Credit for training our specialists will be opened
by Steel Company Ltd in accordance with Clause No.... of the General Con-
tract upon receipt of a request from your company.
We have to let you know that so far we have not received your request.
We also bring to your notice that within a month from the date of signing
the protocol your company undertook to submit to our Steel Company
Ltd its proposals on the number of trainees and the period of training in
Russia.
We have not yet received the above document from yourcompany. Con-
sequently, we are not in a position to submit an application for our special-
ists’ training.
We kindly request you to arrange for the earliest submission of your
proposals.
Yours faithfully,
application n заявка
Hold the talks along these lines.
Discuss the approximate date, when you would like to have the
customer’s specialists in Russia. Agree about the number of trainees and
the period of training in Russia. Discuss new reimbursement rates for the
2nd and 3rd groups of trainees.
4. 20th October, 20...
Dear Sirs,
We have pleasure in informing you that we are ready to send a highly
qualified field service engineer to assist in the installation and commission-
ing of the crude oil measurement system to be delivered from us early next
year. The specialist will be capable of acting in a supervising capacity in all
areas of metering but we may not be able to supply any additional personnel
or equipment that may be required for the installation or commissioning.
Our daily rate for services of this rating is $ ... per day per man, based on
a 8 hour day. This per diem rate does not include transport, meals, lodging
or any other expenses which may be incurred, and will apply to each and
every day from date of departure until date of return.
The per diem rate of $ ... per day is for a maximum of thirty days. For any
period over thirty days, in a single trip, the per diem rate will be $ ... per
day.
Our standard policy is to afford first class air travel and lodging facilities
on trips of this kind, and we will require reimbursement on this basis.
For any extra duty work over 8 hours during the first five days of the
week, a rate of $ ... per hour will be applied with a maximum charge of the
per diem rate.
The maximum on site period will be ninety (90) days, after which the
person will receive a two week home leave before beginning another cycle.
No exceptions will be made for stand by, delays, holidays or any other time
loss periods which may occur during the technician’s stay.
Our terms of payment for these services are 30 days from date of in-
voice. Invoice will cover the per diem rate plus expenses fully documented
and will be issued immediately upon return of the Service Representative.
If more than one trip is required in the performance of the contract, each
trip will be invoiced separately.
We hope you will find the above terms acceptable and are looking for-
ward to your early reply.
Yours faithfully,
field service engineer инженер, об-
служивающий оборудование на
стройплощадке, «полевой инже-
нер»
crude oil measurement system сис-
тема измерения сырой нефти
metering п измерение
per diem rate ставка возмещения за
1 человека в день
to incur (expenses, losses) нести,
терпеть
standard policy обычная, общепри-
нятая практика
duty work исполнение обязанностей
stand by простой
time loss period перерыв в работе,
потеря времени
occur v иметь место
document v подтверждать (офор-
млять) документально
performance п выполнение
invoice v выставлять счет
Hold the talks along these lines.
Write a telex. Inform the foreign firm whether their contract terms are
acceptable to you. Specify for what period you’ll need their specialist.
XI. Study these translation difficulties. Translate into English.
Translation difficulties:
относительно командирования...
для осуществления авторского
надзора
в городе Н.
Пользуемся возможностью на-
помнить вам...
по вашей просьбе
для работы в госпиталях города Н.
расходы, связанные с...
путем перевода на счет № ... Л.
открытый во Внешэконом-
банке
с приложением счета
группа стажеров в составе 8 че-
ловек
сроком на три месяца
подробная программа, по которой
будут обучаться ваши специ-
алисты
несет полную ответственность
за...
отдает себе отчет в трудностях
оказывать содействие в получе-
нии виз
для эксплуатации железной до-
роги
для работы в качестве консуль-
тантов
relating to the sending of...
to carry out the designer’s super-
vision
in the town of N./in N.
We take the opportunity to remind
you...
at your request
to work in the N. hospitals
expenses on...
by remittance to account No......
opened with the Bank for For-
eign Economic Affairs
enclosing an invoice
a team of 8 specialists
for three months
a detailed training program(me) for
your specialists
bears full responsibility for...
understands the difficulties
to assist in obtaining visas
to operate the railway
to work as consultants
для чтения лекций
высшие и средние специальные
учебные заведения
Вы, конечно, знаете...
оказание такого вида содействия
to deliver lectures
higher and secondary special edu-
cational establishments
You will know...
assistance of this kind
1. Заказчик ссылался на переговоры относительно командирования
стажеров в Россию для профессионально-технического обучения. 2. По
просьбе заказчика была командирована группа российских специалис-
тов для работы на объекте в городе Н. в качестве консультантов. 3. Поль-
зуясь случаем, мы хотим напомнить вам, что расходы, связанные с воз-
вращением ваших специалистов из России, оплачиваются заказчиком.
4. Платеж производится путем перевода на счет № ..., открытый в бан-
ке.... 5. Российская сторона готова принять группу стажеров в составе
10 человек сроком на полгода. 6. К письму прилагается подробная про-
грамма, по которой будут обучаться ваши специалисты. 7. Поставщик
несет полную ответственность за организацию учебного процесса для
стажеров заказчика. 8. Поставщик отдает себе отчет в трудностях, свя-
занных с производством нестандартизированного оборудования, и по-
этому предлагает разместить заказ на это оборудование в стране заказ-
чика. 9. Поставщик обратился к заказчику с просьбой оказать содейст-
вие в получении виз для специалистов, которые должны срочно выехать
в страну заказчика для чтения лекций.
].. 20 января 20... г.
Уважаемые господа!
Высылаем Вам проект контракта на командирование наших
специалистов для осуществления авторского надзора, монтажа, наладки
и пуска оборудования на заводе в городе Н., который сооружается при
техническом содействии нашей компании.
В проекте указаны условия оплаты услуг специалистов, их
количество и специальности.
Размер ставки возмещения определен в соответствии с общими
условиями, а платеж будет осуществляться в соответствии с Торгово-
платежным соглашением, существующим между нашими странами.
Мы надеемся, что Вы не будете возражать против предоставления
нашим специалистам ежегодных оплаченных отпусков и транспортных
средств для деловых поездок по стране.
Что касается Вашей просьбы командировать инструкторов в учебный
центр в городе Н. для осуществления профессионально-технического
обучения Ваших мастеров и рабочих, мы рады сообщить Вам, что наши
специалисты готовы вылететь в Вашу страну, как только мы получим
для них въездные визы.
Пользуемся возможностью напомнить Вам, что около месяца тому
назад мы выслали Вам проект контракта на обучение в России Ваших
специалистов для завода в Н., но до сих пор не получили Вашего ответа.
Мы хотели бы встретиться с Вашими представителями и обсудить
этот контракт, в частности ставки возмещения и период пребывания
стажеров в России.
В ожидании скорейшего ответа,
С уважением,
2. 2 сентября 20... г.
Уважаемые господа!
Ссылаясь на Ваше письмо от 6 августа текущего года, мы бы хотели
сообщить Вам следующее:
По Вашей просьбе мы готовы командировать в Вашу страну для ра-
боты в госпиталях г.... российских врачей и переводчика. Специальнос-
ти врачей, их количество и сроки командирования должны быть согла-
сованы между представителями Поставщика ... и Заказчика.
Заказчик возместит Поставщику следующие расходы, связанные с
командированием российских врачей: месячные ставки специалистов,
фактические расходы по проезду специалистов и их семей из Москвы в
г.... и обратно самолетом туристского класса, стоимость оплачиваемых
отпусков специалистов.
Расходы по проезду специалистов в Москву в отпуск и их воз-
вращению из отпусков будут оплачиваться Поставщиком.
Платежи за расходы будут производиться в соответствии с Согла-
шением о платежах в следующем порядке:
1. Месячные ставки будут выплачиваться ежемесячно путем пере-
вода сумм на счет № ..., открытом в... банке Вашей страны на имя ....
2. Расходы за проезд специалистов и членов их семей от Москвы до
г. ... и обратно будут возмещаться Заказчиком по счетам Поставщика
путем перевода на счет №....
3. Ваш банк будет с упомянутого выше счета переводить 30 % сумм
во Внешэкономбанк в г. Москве в пользу Поставщика.
Все остальные условия командирования специалистов указаны в
статьях Общих условий оказания технического содействия от 1 марта
20... года.
С уважением,
3. 15 декабря 20... г.
Уважаемые господа!
Кас.: Обучение специалистов Заказчика в России по контракту №...
для завода в ....
Направляем настоящее письмо с приложением счета за обучение
Ваших специалистов в России. Мы хотим напомнить Вам, что в
соответствии с приложением № 1 к контракту № ... стажеры
разделяются на 2 (две) группы и Ваша корпорация должна возместить
нам расходы за предоставление им жилья, трехразового питания, денег
на городской транспорт и т. д. Месячная ставка возмещения за одного
служащего составит... рублей, а за техника — ... рублей.
Производственно-техническое обучение проводится нами бесплатно,
и, следовательно, расходы, связанные с этим обучением, не включены в
вышеупомянутые суммы. Как Вам известно, первая группа Ваших
стажеров в составе 8 человек возвратилась в... 16 ноября по завершении
обучения. Сейчас решено принять другую группу для обучения в России
сроком на 3 месяца.
Сообщите нам, пожалуйста, когда Вы сможете направить Ваших
стажеров, так как нам необходимо подготовить все к их приезду.
Прилагаем подробную программу, по которой будут обучаться Ваши
специалисты.
С уважением,
счет за an invoice on техник technician п
служащий office worker
4. 12 марта 20... г.
Уважаемые господа!
Мы получили Ваше письмо от 24.11 с. г. и хотим поблагодарить Вас
за меры, которые Вы приняли для выдачи въездных виз женам россий-
ских специалистов, работающих на строительстве металлургического
завода в г..
В то же время мы хотели бы обратить Ваше внимание на то, что в
соответствии с условиями Контракта №... Заказчик несет полную от-
ветственность за предоставление нашим специалистам соответствую-
щего жилья.
Вы написали нам о трудностях, вызванных задержкой в строитель-
стве жилья, которые испытывает Ваша фирма в настоящее время. По-
этому мы считаем возможным сначала отправить основную группу на-
ших специалистов без членов их семей при условии, что семьи приедут
позднее, когда положение с жильем улучшится. Однако мы считаем,
что в будущем командирование ряда наших специалистов без членов их
семей не представляется возможным.
Принимая во внимание все вышеизложенное, мы любезно просим
Вас оказывать в будущем также содействие в получении виз членам
семей специалистов нашей компании.
С уважением,
5. 20 сентября 20... г.
Уважаемые господа!
Мы получили Ваше письмо от 15 августа этого года с просьбой ока-
зать Вам помощь в подготовке кадров для модернизации объекта, пост-
роенного при содействии нашей компании. Мы с удовольствием сооб-
щаем Вам, что готовы командировать в Вашу страну 3-5 высококвали-
фицированных специалистов для работы в качестве консультантантов.
Более того, мы можем принять несколько Ваших специалистов для
обучения в нашей стране.
Мы хотели бы напомнить Вам, что наши расходы должны оплачи-
ваться Вами в фунтах стерлингов в соответствии с существующим тор-
говым соглашением.
Что касается Вашей второй просьбы, относительно ремонта обору-
дования (позиции 3 и 4), мы предлагаем командировать на Ваш завод
двух наших экспертов для того, чтобы они определили предстоящий объ-
ем работ.
После этого мы сможем обсудить детали нашего будущего контракта.
В ожидании Вашего скорейшего ответа,
С уважением,
XII. Read the dialogues, discuss and reproduce them. Sum up the main
points.
1. SCHEDULE OF SENDING RUSSIAN SPECIALISTS
Supplier: I’d like to start with the discussion of the schedule for sending
Russian specialists. I mean the engineers to help you with the operation
and maintenance of the ... Steel works.
Customer: All right. I have no objections.
S. The problem is we can’t send our engineers in accordance with the sched-
ule because our people already at site haven’t got adequate flats so far.
C. I’m afraid 1 have to agree. The construction of a settlement has been
delayed.
S. Yes, we know that. Some of the flats have no conveniences and this
runs counter to the terms of the contract.
С. I assure you, Mr S., we’ll do our best to solve the problem as soon we
can. We are going to rent flats in the town nearby.
S. We hope they will be adequate, with furniture, electric power, refrig-
erators, air conditioners, hot and cold running water — all as stipulated
in the contract.
C. I’m quite sure it will be so.
S. Can we consider the matter settled, then?
С. I think so. I have a question here too. It’s the replacement of Mr F.,
who’s been ill for... months. Doctors say he needs a rest.
S. Well, we agree that he should be sent back home and we are ready to
provide another specialist. But you remember, don’t you, that under
the contract the customer covers all expenses on replacement.
C. Yes, certainly. We don’t object to it. All we ask you to do is to speed up
sending a new man. On our part, we will arrange for an entry visa to be
issued as soon as possible.
S. That would be fine.
settlement небольшой поселок, группа домов
2. RATE OF REIMBURSEMENT
, Supplier: Mr A., there’s one question we’d like to take up today, it’s the
rate of reimbursement for our specialists who are doing the erection
work at your plant.
Customer: Well, Mr S., in what connection are you bringing up this ques-
tion?
S. In connection with the recent changes on the world market. You see
our financial office has drawn up a report with all the relevant data.
C. Could 1 see it, please?
S. Here you are.
C. Thank you. We’ll look at the documents and resume the discussion later.
(After a break)
C. We’ve gone through the materials and are now ready to resume the
discussion. What increase do you have in mind?
S. I think we need a ... per cent increase.
C. Oh, that’s too much. We can’t agree to that, I’m afraid.
S. To support the figure we can also refer you to some official data from
your own sources. They say that the cost of living has gone up by... per
cent lately. That explains the... per cent increase.
C. That is correct. Our government’s been taking steps to save money.
But we have to think how we can possibly meet your request.
S. We don’t want to insist on it, we just ask you to understand our posi-
tion.
C. Well, looking at your request again I think that we’ll have to reduce the
number of your specialists after all.
S. That wouldn’t be reasonable for the project. Besides, may I remind you
that reimbursements for specialists from some other countries are much
higher.
C. But they can handle a wide range of matters, too.
S. So can ours. That’s not the point. And then, our engineers train your
workers (how) to operate the equipment.
С. I believe this question needs thinking over and we’ll have to meet again
to come to a decision.
S. Fair enough.
XIII. Give extensive answers to these questions.
1. What countries are Russian specialists usually sent to and for what
purpose? 2. What kinds of work can they undertake to carry out in the
customer’s country? 3. How long can their business trips last and what does
the period depend on? 4. Do our specialists always go abroad with their
families? How long do they stay there alone? Why do we usually want their
families to go too and what’s the customer’s position on the matter? 5. Why
is it important to know the working language of the customer’s country?
6. What does the customer provide our specialists with and what expenses
does the customer reimburse us for? 7. Who insures Russian specialists
against professional risks and accidents? Where are they insured? Why is
the insurance required? 8. What contract terms bring about discussions?
9. What is provided free for the customer’s trainees? What expenses on their
upkeep does the customer usually reimburse us for? 10. Why is the cus-
tomer interested in sending his trainees to Russia?
upkeep n содержание
XIV. Write letters based on the following situations. Use the written pat-
terns on p. 123.
1. Point out to the customer that when you sent the first group of spe-
cialists to carry out erection and construction work you had a lot of difficul-
ties with obtaining entry visas. Note that a delay in the issue of entry visas
for the second group of specialists to be sent may result in a delay in com-
missioning the plant. Ask the firm to take relevant measures.
2. Inform the customer that you are ready to replace Mr 1., who has
been ill for months and is still in hospital. Point out that according to the
provisions of the contract the customer is to pay expenses on the replace-
ment. Indicate that Mr I. will be replaced by Mr N., who is ready to leave for
the project.
3. Write a reply to the following telex, received from the customer:
“Your let 10 April sent today two copies lists trainees stop confirm re-
ceipt stop please specify place of training and possible date of arrival.”
XV. Write letters to customers on the basis of the situations given below.
1. Вы получили от заказчика письмо с просьбой командировать ваших
специалистов для сбора дополнительных исходных данных для ТЭО,
подготовленного третьей стороной. Напишите ответ, указав: а) необ-
ходимость перечисления исходных данных, уже собранных фирмой;
б) количество специалистов, подлежащих командированию; в) срок, на
который они могут быть командированы; г) основные условия коман-
дирования ваших специалистов в страну заказчика.
2. Заказчик задерживает открытие аккредитива для оплаты услуг
ваших специалистов, подлежащих командированию в страну заказчика.
Напишите письмо заказчику: а) укажите на необходимость ускорить
открытие аккредитива; б) отметьте трудности, которые вы испытываете
в связи с создавшимся положением; в) обратите внимание на
последствия, к которым может привести сложившаяся ситуация.
XVI. Make up dialogues based on the following situations. Use the speech
patterns on p. 12, 86-87,124.
1. Your organization is giving assistance in the construction of a plant in
the customer’s country and the customer has undertaken to produce all non-
standard equipment for the plant. They request you to supply two supervis-
ing engineers, but your new reimbursement rates seem high to them. Dis-
cuss the matter. Say that you had to increase your reimbursement rates
recently. Explain why.
2. A foreign firm wants you to send a consulting engineer to their chemi-
cal plant. Discuss the amount of your specialist’s transfer allowance and
the weight of the luggage to be paid by the customer over and above the free
allowance indicated on the ticket.
3. Receive Mr S., your customer’s representative. They would like to
send a team of their engineers to Russia for-technical and industrial train-
ing. State and discuss the general terms on which you receive the customer’s
trainees. <
XVII. Read the following excerpts from documents you may come across
in your business activity.
1. CONTRACT NO....
December 1,20...
(The name of the company), hereinafter referred to as the “Supplier” H c ’
and (the name of the company), hereinafter referred to as the “Customer” .
in accordance with the Agreement for rendering economic and technical
assistance dated ..., concluded between ... and..., have signed the Present
Contract for the construction of the Cement Plant in N. The terms and con-
ditions of the Contract are as follows:
Para 1
, i The Supplier shall render technical assistance to the Customer in the
s1 construction, operation and maintenance of the Cement Plant in ... . For
г i \ this purpose the Supplier shall send to......specialists.
Para 2
I
The number of specialists, their specialities and periods of stay in... shall
, , . t be stipulated in the Appendix to the present Contract. The Appendix shall
form an integral part of the Contract.
Para 3
The Supplier’s specialists shall be sent to... at the Customer’s request in
accordance with the agreed schedule of commissioning of various units and
shops of the Cement Plant.
Para 4
To ensure successful construction, operation and maintenance of the
Cement Plant the Customer shall make all necessary arrangements to pro-
vide the project with skilled local personnel. For this purpose the Customer
shall:
a) employ the required number of qualified engineers, technicians and
skilled workers;
b) arrange training of the required number of skilled and semiskilled work-
ers in the training centres of the Customer’s country; zl(7z v
c) arrange training of the required number of engineers, technicians,
skilled and unskilled workers at the Cement Plant under the supervision of
the Supplier’s specialists.
Para 5 ,, ~
1. The Customer shall reimburse the Supplier for:
a) monthly salaries of the Supplier’s specialists in local currency from
the date of arrival in ... up to the date of departure from ... at the following
, rates:
General Consultant—...
f ц v Deputy General Consultant—...
Chief Specialist on—...
Specialist on —...
Senior Engineer— ...
Engineer — ...
Foreman — ...
b) transfer allowance to every specialist sent to ... for a period of one
year or more at the following rates:
General Consultant —...
Deputy General Consultant— ...
(and all others)
c) air travel expenses of the specialists and their family members from...
to ... and back: for General Consultant and Deputy General Consultant —
first class; and for other specialists — tourist class (economy class); includ-
ing the cost of excess luggage transportation over and above the free allow-
ance indicated in each ticket at the rate of... kg per person and-the maxi-
mum of... kgs for a family.
The family members (wife and dependent children) shall travel to ,L only
if the period of the specialist’s stay in ... is to exceed six months.
d) round travel expenses (excluding excess luggage) for specialists and
their family members going on home leave;
e) the period of specialists’ holiday.
The duration of holiday shall be ... working days for each year of work in
The time of holiday shall be agreed about in each particular case.
f) expenses incurred on the insurance of the Supplier’s specialists with
Ingosstrakh against professional risks and/or accidents during their stay
in ... at the rate of ...per year per each specialist.
2. The Supplier shall bear expenstes of sending interpreters and their
family members.
Para 6
The Customer at his own expense shall ensure:
a) meeting and seeing off specialists, interpreters and their family mem-
bers;
b) the travel of specialists, interpreters and their family members to the
duty station by railway (air-conditioned coaches) and/or by car and also
transportation of their luggage;
c) first class hotel accommodation for specialists, interpreters and their
family members on their way to the duty station in ... and back including
expenses for service and meals;
d) transport facilities for business trips; ' ‘
e) first class hotel accommodation (or adequately furnished flats) and
offices;
f) adequate medical service including hospitalization if necessary;
g) transport facilities for sightseeing and social purposes;
h) primary school facilities for children of specialists and interpreters.
Para 7
1. If any of the Supplier’s specialists fall ill while staying in ..., the Cus-
tomer shall continue payment of his monthly salaries for a period of up to...
months.
2. In the event of prolonged illne,ss of a specialist the Supplier shall re-
place him and the Customer shall reirnburse the Supplier for all expenses
incurred. «
3. The Supplier reserves the right to recall any of his specialists and re-
place him with another specialist of similar qualification and experience.
4. The Supplier’s personnel shall observe all the laws, rules and regula-
tions of the Customer’s country and also respect the local customs and tra-
ditions.
5. The holidays of the Supplier’s country shall be days off for the Supplier’s
specialists and shall be paid by the Customer.
Para 8
Payments under the present Contract shall be effected in accordance
with the Trade and Payment Agreement between... and... dated... , namely:
all expenses of sending the Supplier’s specialists to ... shall be paid by
the Customer in accordance with the Trade Agreement now in force.
Para 9
To effect payments under this Contract the officials of the ... side in ...
shall, once every month, draw invoices in 3 copies to the Customer through
the National Bank of... for collection. A statement, containing the names of
the Supplier’s specialists, the duration of their stay in the Customer’s coun-
try, monthly reimbursement rates and other expenses incurred under the
present Contract shall be enclosed with each invoice. V ’ 5 r , 1
The Customer shall pay against the above invoices within ... days from
the date of receiving the invoices.
V t ' ‘'M •'
" Г
The above sums shall be remitted to the account of Vnesheconombank
in favour of the Supplier. -
Para 10
The parties shall not transfer their rights and obligations under this Con-
tract to any third party without the other party’s consent in writing.
Para 11
After signing the present Contract all other previous^discussions and
correspondence between the parties shall be considered null and void.,
? S’? Ah'1' ' ' ‘ <
Para 12
All alterations and amendments to this Contract shall be made in writ-
ing and signed by the representatives of the parties concerned.
Para 13
The present Contract shall be valid from the date of signing.
Legal Addresses of the Parties:
Customer... Supplier...
integral а неотъемлемый
duty station место работы
coach n купированный вагон
to recall a specialist отозвать специ-
алиста
customs n обычаи
for collection на инкассо
statement n зд. информация
null and void недействительный,
потерявший силу
2.
Moscow'
CONTRACT NO....
November 30, 20...
(The name of the company), hereinafter referred to as the “Supplier”,
on the one part, and ..., hereinafter referred to as the “Customer”, on the
other part, in conformity with the Agreement between ... and ... on Eco-
nomic and Technical Cooperation dated... have concluded the present Con-
tract for the following:
Article 1 ' Г U (/ ’! ££ -. ' r,’, ‘1
The Supplier shall at the Customer’s request receive during the period
of 20...—20... the Customer’s specialists and skilled workers hereinafter
referred to as “Trainees” for industrial and technical training at the RF en-
terprises. In 20... the Supplier shall receive 20 trainees of the Customer for
industrial and technical training in ... . The field of their training and the
period of thejr stay in... are stated in the Appendix which is considered to be
anjntegraLpart of the present Contract. M Ш л f / •' P f
In future receiving the Customer’s trainees for industrial and technical
training in... shall be agreed upon by the Sides; a corresponding Addendum
to the present Contract shall be concluded in each particular case.
Article 2
Technical and industrial training of the Customer’s trainees shall be car-
ried out in accordance with the programmes to be prepared and agreed upon
with the Customer’s representatives (the leader of the trainees’ team) when
the trainees arrive at the RF... enterprises where the training will be carried
out.
Article 3
Technical and industrial training of the Customer’s trainees shall be car-
ried out in the Russian language with the help of interpreters of the English
language.
Article 4
The Customer shall send the trainees to... without their families. Three
months before the trainees’ arrival in ... the Customer shall submit to the
Supplier a list of trainees, indicating the proposed field ah*d speciality of
training, details of their educational qualifications and industrial experience
in....
The Customer shall notify the Supplier of the date of the trainees’ de-
parture for... a month in advance. Before their trip to... the trainees shall
be medically examined and shall have health certificates stating their fit-
ness for the technical and industrial training required in their certain spe-
ciality.
Article 5
The trainees shall observe ... laws and customs, as well as all rules and
regulations in force at the enterprises of training and in hotels. They shall
also observe the instructions on the industrial safety measures in the course
of training.
Article 6
The Supplier shall provide the trainees with three meals a day as well as
with transport for their trips from their residence to the place of training
and back. Besides, the trainees shall be provided with overalls and extra
meals (special meals) as per... norms in force. iU i
During the technical and industrial training the Supplier shall provide
the trainees with hotel accommodation or living accommodation, one room
for two trainees.
Article 7
The Customer shall provide the trainees for the whole period of training
in... with pocket money and warm (winter) clothes as well as shall pay di-
rectly the trainees’ travelling expenses from ... to ... and back and cover
luggage transportation expenses.
The Customer shall pay the expenses on insurance of the trainees against
accidents and illness for the duration of their stay in ....
Article 8 j (T *'
The Customer may recall either at his own discretion or at the Supplier’s
request their trainees from ... and replace them by others, and the parties
shall inform each other both of a withdrawal and replacement in writing.
The expenses to be incurred in connection with the withdrawal of a trainee
for the reason beyond the Supplier’s control shall be borne by the Customer.
Article 9
Upon completion of training the Supplier shall issue a certificate to each
trainee indicating the speciality in which this trainee can be engaged at a
steel plant. The specialists and workers of the Customer, who have under-
gone technical and industrial training at the RF ... enterprises shall be em-
ployed at the ... Steel plant.
Article 10
J I s
The Customer shall reimburse the Supplier for the following expenses
connected with the upkeep of the trainees at the ... enterprises:
a) expenses connected with providing the Customer’s trainees with liv-
ing accommodation, three meals, transport for the trips from their residence
to the place of their training and back at the rate of... roubles per month for
each engineer or technician (foreman) and ... roubles per month for each
worker.
For an incomplete calendar month of training the reimbursement of the
expenses incurred shall be effected at the rate of 1 / 30 (one thirtieth) of the
above monthly rates per day.
b) expenses incurred in connection with trips of the trainees within ...
territory and provision of overalls and extra meals (special meals) to the
trainees in the instances stipulated by the norms in force in ....
The reimbursement of such expenses shall be effected against the actual
expenditures incurred.
Article 11
1 !'/i'1 bz'S'l ’ ' '' 1 •
Payments to reimburse expenses on the upkeep of the Customer’s train-
ees at the RF ... enterprises as well as their trips within the territory of...
during their training shall be effected by the Customer in roubles out of the
credit granted in accordance with the Agreement between ... and ...... on
Economic and Technical Cooperation dated ... against invoices, presented
by the Supplier to the Customer through the State Bank of... once in three
months for the amount of expenditures incurred by the Supplier during past
three months. , ,3.
Article 12
The Present Contract shall be valid from its signing date ....
Legal Addresses of the Parties: Cre'jOF »_. .
7 It ;> / •- i '
Customer... Supplier...
manual л справочник, руководство overall л спецодежда
out-patient treatment амбулаторное at his discretion по своему выбору
лечение (усмотрению)
UNIT 5
DOING BUSINESS THROUGH AGENTS,
PARTICIPATION IN TENDERS
TEXT
A.
In foreign trade sale of goods through agents is widely practised and is
becoming more and more popular from year to year. Agency firms operate
under agency agreements statino, the obligations of the agents and the prin-
cipals. The range of the parties’ services is stipulated in the agreements. In
some countries foreign trade operations can be carried, out only through
local agency firms. The agents and the principals establish contacts through
various channels.
Trade by tenders has become a universally accepted practice. It is a com-
petitive method of purchasing machinery, equipment and other goods as
well as construction of enterprises including “turn-key” construction. Ten-
ders are invited either privately or publicly for a number of prospective sup-
pliers. Tendering involves the observance of a great number of formalities
usually put forward by a tender committee. So tenders submitted through
agents stand a better chance, as an experienced agent is not only in a posi-
tion to inform his principal in good time and in every detail of the terms and
dates of tender.he might be interested in, but he can also provide him with
information of the market conditions, prices, competitors, etc. Organiza-
tions inviting tenders usually give preference to offers with favourable pay-
ment terms often promoted by agents.
B.
Here is an example of an agency firm approaching a potential principal.
September 10,20...
Dear Sirs,
We owe your name and address to your representative at the Russian
Embassy in our country and have pleasure in introducing ourselves as one
of the leading import-export agency firms in this country. May we bring to
your notice that we have the honour to represent as sole agents many world
famous firms which made good use of our services in various tenders. We
therefore assure you that should you wish to' appoint us your agents our
collaboration will be of mutual benefit.2
It has come to our knowledge that your products enjoy a high reputation
and several projects all over the world have been constructed with your
assistance to the satisfaction of all concerned.
As agents of many years’ standing we have a thorough knowledge of the
... market and are of the opinion that your goods will have a good sale here3
provided the prices are put on a competitive basis 4 and a publicity cam-
paign advertising your goods and equipment is arranged properly.
We can undertake to obtain orders for the sale of your products as well
as for carrying out design and survey work and distribute your equipment
on a consignment basis.
You may be interested to know that we also give assistance in arranging
participation in tenders invited in this country.
If such lines of cooperation are of interest to you, please let us know so
that5 we can send our representative to Moscow to negotiate an Agency
Agreement with you.
Looking forward to your favourable reply,
We remain,
Yours faithfully,
C.
DISCUSSING THE AGENCY AGREEMENT
Tradeinvest considered the proposals of the agency firm and invited Mr N.
of... Co. Ltd. to come to Moscow to tackle all the problems.
Principal: Well, we’ve studied all your proposals, Mr N., and can resume
the discussions. I understand that now you are familiar with our range
of activities, aren’t you?
Agent: Yes, Mr S., you made it very clear to us during the previous negotia-
tions. Besides, we’ve been in the business long enough to know how to
satisfy our principals.
R. Very good, Mr N. Then there’s actually one point we’ll have to take up.
That’s the commission rate. As a matter of fact, the 5 % commission
you ask us for strikes us as very high. The maximum we could agree to
is 3 %.
A. I see, Mr S.,-but you ask us not only to obtain orders, but help you ex-
ecute turn-key contracts if necessary. So, 1 think our profit won’t be
very high, in fact we may even suffer losses in the first year or so.6
P. Well, what exactly will the commission cover?
A. Expenses on obtaining orders, part of the publicity expenses, registra-
tion charges, to say nothing of supervision for unloading, transporta-
tion and storage of equipment under turn-key contracts. When ail these
are deducted, the balance won’t be high, 1 assure you.
P. We still think the commission is very high. We are prepared to make
our contribution.to the publicity campaign. We shall send you films ad-
vertising our equipment and a working model of our project. We can
also supply you with complete sets of advertizing literature on our goods.
I’m confident that all this will enable you to cut your expenses.
A. That alters matters, Mr Smirnov. I’ve seen your advertising materials
and I’m favourably impressed. Then I believe, 3 % will do.
P. Glad to hear that. I take it, we agree on a sliding scale commission with
the maximum rate of 3 %, don’t we?
A. Exactly so, the commission rate will depend on the contract volume
and we would ask you to remit the commission to our Bank account in
hard currency immediately after signing the contracts which we’ll ob-
tain for you.
P. I’m sorry to say we don’t work on this basis. As a rule we grant our
Customers the right to pay by instalments and we pay commission as
soon as we receive payments from our Customers in the currency of
payment.
A. In other words you suggest rather unfavourable terms, but we would be
willing to accept them as cooperation with your company is of great
interest to us.
P. Fine. Now, that we’ve come to terms about everything, we’ll be able to
sign an Agency Agreement, right?
A. Yes, I think so. I’ll phone you when our Draft Agency Agreement is ready.
D.
January 3, 20...
Dear Sirs,
We have pleasure in informing you that the Central Tender Committee
on behalf of... has invited tenders for design work, supply of complete equip-
ment and construction of an Aluminium Plant.
If you are interested in the project, will you please send us information
about similar projects constructed with your assistance, including costs,
date of commencement and completion, and scope of work.
Upon receipt of your favourable reply with all the required documents
enclosed we shall register you to participate in this tender and obtain for
you a complete set of Tender Documents. The expenses incurred will be
charged to your account.
According to the information available the closing date for the submis-
sion of tenders is the 1st of April, so the documents to be submitted should
reach us at least two days before the closing date to enable us to arrange for
their submission to the Central Tender Committee in due time.
Please be advised that an inspection of the construction site for tenderers
is fixed for the 1st of March. We can assure you that you can count on our
full cooperation.
Yours faithfully,
Tradeinvest completed the Tender Documents and forwarded them to
the Tender Committee through the Agency firm. The Tender Committee
compared the offers submitted by different firms and came to the conclu-
sion that Tradeinvest offered most favourable terms and competitive prices,
so the Contract was awarded to the company.
NOTES
1. should you wish to
2. will be of mutual benefit
3. Your goods will have a good
sale here
4. provided the prices are put
on a competitive basis
5. so that
6. in the first year or so
если вы захотите...
будет полезно для обеих сторон
Ваш товар будет здесь пользо-
ваться большим спросом
при условии, что цены будут
конкурентоспособными
с тем чтобы; для того чтобы
год или около того (после подпи-
сания агентского соглашения)
VOCABULARY LIST
agent п unloading n
participation п deduct v
tender(s) п balance n
agency п to make a contribution (to)
agency agreement working model
agency firm advertising literature
prospective a cut V
owe v alter v
sole a sliding scale commission
collaboration n remit v
collaborate v hard currency
to be of the opinion to grant the right
sale n instalment n
on (for) sale to come to terms (about)
provided conj tender committee
publicity n commencement n
campaign n scope of work
to arrange a publicity campaign upon receipt
obtain v register v
distribute v participate v
on (a) consignment basis tender documents
to invite (a) tender(s) to incur expenses
line of cooperation to charge to smb’s account
tackle v available a
to be familiar with closing date
range of activities submission n
principal n submit v
commission n reach v
commission rate in due time
maximum n inspection n
turn-key contract tenderer n
to suffer losses fix v
registration n to count on
charges n forward v
supervision (for) n award v
WRITTEN PATTERNS
We owe your name and address to Мы получили наименование Ва-
шей фирмы и адрес от ...
We have the honour to represent... Имеем честь представлять...
It has come to our knowledge that
to the satisfaction of all concerned
(both parties)
Will you please send ...
Please be advised...
You may be interested to know ...
May we bring to your notice ...
We can let you have any infor-
mation on...
do not hesitate to contact us ...
Meanwhile we hope you will see in
our offer a worthwhile op-
portunity.
Мы узнали, что...
к удовлетворению .всех заинте-
ресованных (обеих сторон)
Пришлите, пожалуйста,...
Доводим до Вашего сведения ...
Возможно, Вам будет интересно
узнать, что...
Разрешите довести до Вашего
сведения...
Мы можем предоставить Вам лю-
бую информацию о...
обязательно свяжитесь с нами ...
Надеемся, что Вы найдете наше
предложение заслуживающим
внимания.
SPEECH PATTERNS
We’ve been in the business long
enough.
as a matter of fact
in fact
to say nothing of.:.
That alters matters.
3% will do.
I take it...
in other words
exactly so
I’m sorry to say...
У нас достаточно большой опыт
в этом.деле.
собственно говоря
фактически
не говоря уже о ...
Это меняет дело.
3 % нас устраивают,
насколько я понимаю...
другими словами
совершенно верно
К сожалению, я должен сказать
VOCABULARY NOTES
agent ['eicfcont] n
A number of Russian foreign
trade companies sell their goods
through agents.
publicity agent
агент, посредник
агент по рекламе
to act as smb’s agent выступать в качестве представите- ля (агента), быть чьим-л. предста- вителем, представлять кого-л.
The firm has been acting as our agent(s) for five years. agency n As a rule well-established firms have their agencies all over the world. travel agency shipping agency агентство, агентская организация бюро путешествий агентство по погрузке и отправке грузов, экспедиторы
agency firm agency agreement participation n Participation in this business is limited. tender(s) n Tenders are very common in world trade nowadays. prospective [pras'pektiv] a Syn. future The prospective advantages of this trade agreement are great. owe [an] v He owes his success to hard work. агентская фирма агентское соглашение участие тендер, торги будущий, предполагаемый 1. быть обязанным (чему-л., кому-л.) 2. быть должным, задолжать (кому-л.)
The firm still owes us a lot of money. sole [soul] a единственный, исключительный, моно- польный
sole agency единственное (монопольное) агент- ство
sole agent sole right единственный (монопольный) агент исключительное, монопольное право
We want to represent your firm as sole agents in our country. collaboration [kajaeba'reijn] n Syn. cooperation Our collaboration with the firm has brought good results. collaborate [ko'laeboreit] v сотрудничество сотрудничать
The agency firm wanted to collaborate with us on mutually favourable terms.
to be of the opinion придерживаться мнения
Syn. to believe They were of the opinion that the -
talks would bring positive results.
sale n The goods have been on sale for продажа; сбыт
several weeks. The machine is not for sale.
sale on credit 1 продажа в кредит
credit sale | There was no credit sale for that
equipment in the country.
on (for) sale в продаже, поступившие в прода
provided conj жу при условии, что
Syn. if We shall sign an agency
agreement provided the parties
agree about the commission rate.
publicity [pab'lisiti] n реклама, рекламирование
publicity expenses расходы на рекламу
to give publicity рекламировать
Syn. to advertise The new model of car was given a
wide publicity. to enjoy publicity пользоваться славой, известно^
The equipment manufactured at стью
the plant enjoys publicity all over
our country. campaign [kom'pem] n кампания
a(n) election propaganda political campaign
Natio military publicity nation-wide n-wide campaig rns against
terrorism have started in many
European countries. to arrange a publicity campaign организовать рекламную кампанию
obtain [ab'tein] v
получать, доставать
Syn. get
to obtain
an order
a prize
a document
a visa
information, etc.
After obtaining all the necessary
information they proceeded with
their work.
distribute [drs'tnbju:t] v
распределять, распространять; прода-
вать
The examination papers were
distributed among all the pupils.
The goods will be distributed
within this month.
to distribute
distributor n
books
magazines
profits
letters
products, etc.
distribution n
on (a) consignment [kan'sainmant]
basis
Spare parts are often sold on (a)
consignment basis.
consignor [kon'saino] n
consignee [konsei'ni:] n
to invite a tender (often pl.)
Syn. to issue tenders, to announce
tenders
The tenders will be invited for the
construction of a cement plant,
to hold a tender
to win a tender
Our country decided to partici-
pate in the tender as it is part of
our export activities.
tenderer n
Syn. bidder
line of cooperation
агент по продаже; распределяющая
организация
распределение, зд. продажа
на консигнационной основе
консигнант,грузоотправитель
консигнатор, грузополучатель
объявлять, назначать торги
проводить торги
выигрывать торги
участник торгов
направление(линия)сотрудни-
чества
line(s) of I bu*in*ss
I activity
Russia expands different lines of
cooperation with countries all
over the world.
tackle ['task!] v
a job
to tackle a problem
a task
After considering their possibili-
ties they tackled the task
successfully.
to be familiar with
You are familiar with our
business I am sure.
range of activities
a narrow i
a wide I ran^e
The firm offered a wide range of
activities.
principal ['pnnsipol] n
The representative of the firm
wanted to consult the principal
before giving a final reply.
commission [ko'mijan] n
to charge a commission
The agency firm charged a 5 %
commission.
to pay a commission
After a long discussion we agreed
to pay our agent a 4 % commis-
sion.
to remit a commission to
commission rate
The commission rate has been
fixed for months.
maximum ['masksimom] n
turn-key contract
losses n pl
браться за что-л., решать что-л.
быть знакомым с
диапазон, пределы выполняемых
работ
принципал (сторона в агентском
соглашении)
комиссионное вознаграждение,
комиссионные
назначать, запрашивать комис-
сионные
выплачивать комиссионные
переводить комиссионные
размер, уровень комиссионных
максимум, высшая степень
контракт «под ключ», на подрядных
условиях
убытки, потери
heavy
great
small losses
(un) expected
storage
total
Though we haven’t yet calcu-
lated the losses they seem to be
rather heavy. to suffer losses The company was suffering heavy losses because of lack of shipping facilities. registration n The registration of mail is done by office clerks. register ['resists] v The company has been registered to participate in the tender invited by ... . charges n pl терпеть убытки, нести потери регистрация регистрировать, отмечать расходы, издержки (то, что взима- ется)
Syn. expenses затраты, расходы (то, что истра- тил плательщик)
Hotel charges were very high and they decided to rent a room. Our travelling expenses came to a minimum, registration insurance charges hotel transport additional unnecessary extra charges high low charge v взыскивать, брать (за товар или ус- луги)
How much did they charge for their services? supervision (for) n Supervision for unloading will be carried out by the agents. контроль, наблюдение (за)
unloading [An'budirj] n
Ant. loading
unload [An'loud] v
Syn. discharge
to unload I a sh’P
I a cargo
The ship should be unloaded as
soon as possible.
deduct [di'dAkt] v
After deducting the charges we
found the profit rather small.
balance n
The balance is in the supplier’s
favour.
balance of payments
balance of an account
to make a contribution to ...
You will make a contribution to
the business by advertising the
equipment in the journal.
working model
advertising literature
a set of advertising literature
cut v
Syn. reduce
Prices of commodities have been
recently cut in the country.
alter [’alto] v
Syn. change
The ship altered its course,
sliding scale commission
Agents get a sliding scale
commission depending on the
contract prices.
remit v
Syn. transfer
We could not agree to remit the
money to the firm’s account
immediately after signing the
contract.
hard currency
to pay in hard currency
local currency
разгрузка
разгружать
вычитать, отнимать
баланс, остаток
платежный баланс
остаток счета
внести вклад в...
рабочая модель
рекламные материалы
комплект рекламных материалов
сокращать, снижать
изменять, менять, меняться
скользящие, дифференцированные
комиссионные
переводить (деньги)
твердая валюта
платить в твердой валюте
местная валюта
to grant the right
instalment [in'stodmant] n
monthly
a weekly
quarterly
instalment
by instalments
to grant the right to pay by
instalments
to come to terms about
Syn. to come to an agreement,
to agree about
After a long discussion both
parties came to terms about ail
the conditions.
the Central Tender Committee
tender documents
commencement [ka'mensmont] n
commence [ka'mens] v
Syn. begin, start
scope of work
on (upon) receipt [n'si:t]
On receipt of the letter from the
firm we contacted the manufac-
turers immediately.
participate v
Syn. take part
The company will participate in the fair,
participant n
to incur [ш'кз:] expenses
The company incurred heavy
expenses as a result of the flood,
to charge to smb’s account
Please note that the publicity .
expenses will be charged to your
account.
available a
All available data will be sent to
you immediately.
closing date
submission [sob'mijon] n
The submission of documents
was delayed.
submit v
предоставить право
очередной взнос
в рассрочку
предоставить кредит (право пла-
тить в рассрочку)
договориться о
Центральный Тендерный комитет
тендерные документы
начало
начинать
объем работы
по получении
принимать участие
участник
понести расходы
отнести за чей-л. счет
имеющийся в наличии
день закрытия, последний день
представление, подача (документов)
представлять (документы)
Syn. present
The tender was submitted for consideration.
reach [rilj] v достигать, доходить .
The equipment reached the construction site in time. The fax reached us yesterday, in due time The goods were delivered in due time. inspection n в свое время, своевременно осмотр, проверка
inspection certificate inspection test акт технического приема приемочное испытание
acceptance inspection приемочный осмотр
to fix Acce for Fr inspect The a geolo inspectc a(n) fix v Syn. arr to fix Thed Mon< to coun Syn. to r We c agen forward Syn. sub They to a n award [ an inspectioi >tance inspec iday. и rea was insp gists. »r n chief factory insurance ange prices eparture was lay. on [kaunt] ely on an always co s’ experienc ['fb:wad] v mit, send have forwarc ew address. s'wo:d| v i for... :tion was fixed ected by inspector fixed for unt on our a led the letters назначить осмотр на (какую-л. дату) рассматривать, проверять, инспекти- ровать инспектор, контролер устанавливать, назначать устанавливать цены рассчитывать на пересылать, отправлять присуждать, передавать
to award a contract передать подряд (контракт) на поставку товара или производство работ
So far the tender has not been
awarded to any firm.
EXERCISES
1. Answer these questions.
A. 1. Is sale of goods through agents becoming more and more popular?
2. Do Russian trade companies do business through agents? 3. Why is trade
by tenders universally accepted? 4. Does tendering involve a lot of formali-
ties? 5. What is the role of agents in tendering?
B. 1. How did the agency firm get the information about Tradeinvest?
2. How did the prospective agents introduce themselves? 3. What firms did
they represent? 4. What did the agents assure Tradeinvest of? 5. In what
case did they write the product would have a good sale on their market?
6. What orders could they undertake to obtain? 7. What additional informa-
tion did Tradeinvest learn from the letter?
C. 1. At what stage in their business relations did the parties concerned
meet? 2. What point was brought up by the principal? Was the 5 % com-
mission acceptable to them? 3. What did Mr N. say the commission would
cover? 4. In what way was Tradeinvest going to contribute to the publicity
campaign? 5. How did the firm expect the principal to pay them their com-
mission? 6. What was the principal’s position in that matter?
D. 1. What did the tenders invited by the Government .of... cover?
2. What information did the firm ask their principal to send them? 3. What
were they going to do upon receipt of the TradeinVest’s favourable reply?
4. At whose expense was the firm going to obtain a complete set of tender
documents? 5. When did the firm expect the documents to reach them?
6. What information did the firm give the Tradeinvest with regard to the
construction site? 7. Why was the tenderer awarded the contract?
11. Find Russian equivalents to the following phrases from the texts.
A. the range of the parties’ services;... through various channels; a uni-
versally accepted practice; tenders are invited either privately or publicly;
tenders submitted through agents;... often promoted by agents
B. we owe your name and address to ...; may we bring to your notice
that...;... to the satisfaction of all concerned; we can undertake to obtain
orders...
C. ... we’ve been in the business long enough to know; the 5 % commis-
sion strikes us as very high; what exactly will the commission cover?; the
balance won’t be high; I take it, we agree on a sliding scale commission
D. on behalf of; your documents should reach us at least two days
before...; please be advised that...; Tradeinvest completed the tender docu-
ments ,
III. Find English equivalents to the following phrases from the texts.
А. агентские фирмы действуют...; агенты и принципалы устанавли-
вают контакты; торговые операции, проводимые на торгах...; торги объ-
являются...; участие в торгах влечет за собой соблюдение...; обеспечить
информацией о конъюнктуре рынка; отдают предпочтение предложе-
ниям с...
В. предложили свои услуги в качестве будущих агентов; связаться с
...; мы имеем честь представлять... фирмы в качестве монопольных аген-
тов; наше сотрудничество будет взаимно выгодным; агенты с многолет-
ним стажем; мы хорошо знаем рынок; ваши товары будут иметь хоро-
ший спрос; если цены будут конкурентоспособными; если рекламная
кампания будет организована должным образом; продавать оборудова-
ние на условиях консигнации; изыскивать заказы; объявлять торги; если
такие направления сотрудничества представляют для вас интерес
С. решить все вопросы; вы знакомы со сферой нашей деятельности;
размер комиссионных; терпеть убытки; мы готовы сделать вклад в ... ;
полный комплект рекламной литературы; это позволит вам сократить
расходы; мы не сотрудничаем на таких условиях; предоставить право
платить в рассрочку; прийти к соглашению
D. дата начала и завершения работ; объем работ; по получении ва-
шего ответа ... ; расходы будут отнесены на ваш счет; передавать тен-
дерные предложения в тендерный комитет; последний день подачи пред-
ложений в тендерный комитет; присудить подряд фирме
IV. Single out the main points of the texts.
V. Sum up the contents of the dialogues.
VI. Practise these words and word combinations.
publicity campaign
Answer these questions.
1. Why do agents carry out a wide publicity campaign advertising the
principal’s goods? 2. In what ways can publicity campaigns be arranged?
3. How can principals contribute to a publicity campaign?
to tackle
Act out the flashes of conversation using the substitutions for the phrase
in italics.
1. A. Let’s tackle the commission rate first.
B. No objections. I was going to suggest it myself.
Substitutions: the volume of the contract; the scope of work; the publicity
campaign; the delivery period; our lines of cooperation; the publicity
expenses
2. A. I see you found the letter of great interest. What is it about?
B. It tackles (the problem of) new lines of cooperation.
Substitutions: obtaining new orders; selling goods on a consignment basis;
arranging a publicity campaign; our contribution to the publicity cam-
paign; arrival of the trainees; information on the tenders; inspection of
the construction site
to charge; charges
Answer these questions.
1. What are registration charges of tenderers paid for? 2. Who are they
paid by? 3. To whose account may hospitalization expenses be charged
when our specialists get into hospital abroad?
to cut
Act out the flash of conversation using the substitutions for the word in
italics.
A. All this will enable you to cut your publicity expenses.
B. That alters matters. I think we can agree to your terms now.
Substitutions: manufacturing; production; traveling; construction, accom-
modation
to come to terms
Act out the flash of conversation using the substitutions for the phrase in
italics.
A. Have you considered our request about reducing the time-limits of
the work?
В. We’re doing it. I’m sure we’ll come to terms about the matter.
Substitutions: the training of our specialists; the manufacture of non-stan-
dard equipment; the delivery of spare parts; the commission; the price
to count on smb or smth
Act out the flash of conversation using the substitutions for the phrase in
italics.
A. Can you let us have information on the local market?
B. Certainly. You can count on us in this matter.
Substitutions: progress of construction work; situation on the market;
progress of the publicity campaign; tenders invited in your country; prices
on the local market
to forward to
Answer these questions.
1. Does your company forward your tenders to the tender committees
or do your agents do it? 2. What advertising materials do principals for-
ward to agents? 3. Does your company forward any advertising films or
working models to your agents?
VII. Compare the style of these phrases.
Phrases from a business letter:
We owe your name and address to
May we bring to your notice ...
It has come to our knowledge ...
We are of the opinion that...
You may be interested to know that
If such lines of cooperation are of
interest to you...
Upon receipt of your favourable re-
ply...
Please be advised that...
Phrases from a business talk:
We’ve got your name and address
from...
We’d like to tell you that...
We’ve learnt that...
We believe that...
You may like to know that...
If you find the cooperation at-
tractive (interesting)...
As soon as we get your favourable
reply...
We’d like to tell you that...
VIII. Fill in articles or possessive pronouns wherever necessary. Discuss
the letter.
May 15,20...
Dear Sirs,
In reply to ... letter of 23rd April we are writing to tell you that we are
ready to start negotiating ... agency agreement with you on obtaining ...
orders for us for rendering assistance in... construction of various industrial
projects in ... . We should like to re-state that... execution of... survey and
design works, and deliveries of... equipment are ... main lines of our busi-
ness. We therefore expect you to keep us regularly informed of... market
conditions,... current prices and ... tenders invited in ... country. .
Moreover we kindly ask you to give us all the riecessary assistance in ...
fulfillment of... obligations under all Contracts, concluded through you. It
is understood that ... obligations as ... agents will also include ... supervi-
sion for... unloading and ... transportation of... equipment and materials
from ... port under turn-key contracts if any.
If you find ... suggested lines of ...cooperation of interest to you we would
be pleased to see ... representatives in Moscow in ... near future. We are
looking forward to ... favourable reply.
Yours faithfully,
IX. Fill in prepositions wherever necessary. Discuss the letter.
1st August, 20...
Dear Sirs,
We have pleasure ... informing you that we are doing our best to suc-
cessfully obtain orders ... the delivery ... your goods .... our country. We
have started a publicity campaign advertising your goods ... the press. We
have also negotiated the demonstration ... advertising films ... several cen-
tral cinemas.
We should also like you to note that we ... our expense have opened a
showroom where we are going to show the working model... the. equipment
which you sent ... us as part of your publicity expenses.
We are also preparing our advertising materials.
Meanwhile please be advised that some ... our expenses may be charged
... your account, though we believe that we shall easily come ... terms ...
your contribution ... this matter.
Besides, it has come to our knowledge that the Ministry... Irrigation has
announced an invitation ... tenders ... the construction ... a power station.
Perhaps you would like to participate ... the Tender as it is part... your ex-
port line. You may be sure that we ... our part will do our best to obtain
Tender Documents ... you ... delay.
Yours faithfully,
X. Read these letters and do the assignments given below each of them.
1. February 12, 20...
Dear Sirs,
We are obliged for your name and address to your representative at the
Russian Embassy in ... and wish to introduce ourselves as agents to the
Government for the purchase or sale of equipment for the automobile indus-
try in our country. We run showrooms in different parts of our country pro-
vided with the best modern facilities and serviced by qualified staff.
We, therefore, assure you that should you wish to cooperate with us our
connections will be of mutual benefit.
May we bring to your notice that our Government will shortly send out
world-wide inquiries for the construction of a pipe-producing plant and we
would like you particularly to answer them. We can let you have any infor-
mation to enable you to quote the most competitive prices including our
2 % commission. We should also like to make it clear that we have regular
contacts with shipping agents and we can easily come to terms about deliv-
ery dates.
As to the business integrity of our firm we refer you to the Bank of... ,
who will submit at their expense any information you may require. We as-
sure you of our best services.
Yours faithfully,
pipe-producing plant завод integrity n честность, репутация
по производству труб
Hold the talks along these lines.
Meet the agent’s representative, say what lines of cooperation suggested
by the agent are of interest to you. Express your interest in the construction
of the pipe-producing plant
Hold the talks along these lines.
The agent has made an appointment for you with the customer. Tell the
customer about the business activity of your company, the terms on which
you construct textile mills abroad (time-limits, costs, etc.). Ask the cus-
tomer in what kinds of assistance they are interested.
3. December 10,20?..
Dear Sirs,
We hope you will be interested to know that ... intends to import com-
plete equipment for a communications line and plan to invite tenders.
You probably know that American, German and Japanese companies
are very firmly established in this country, so the tender will be a hard fight.
It is understood that to win the tender in the face of such competitors
one must set the lowest limit to the prices and grant favourable credit terms.
If you need detailed specifications and tender documents to make a deci-
sion about your participation in this tender, do not hesitate to contact us
and we shall not fail to supply you with the required materials.
Should you decide to participate in the tender we are sure you will ap-
preciate that our own advertisingwill be inadequate. To get you established
in our country successfully we need good advertising literature. So we ask
you to send us your leaflets and catalogues.
If your offer is accepted by the ... we shall be glad to be appointed your
agents in ... and work on a reasonable commission.
Meanwhile we hope you will see in our offer a worthwhile opportunity.
Yours faithfully,
Hold the talks along these lines.
Meet the representative of the agents and discuss what assistance they
can give you in participation in the tender and your contribution to the pub-
licity campaign to be arranged by the agents.
4. September 23,20...
Dear Sirs,
We are writing to introduce ourselves as one of the leading import-ex-
port-representation firms in ... and as one of the biggest government suppli-
ers.
We have the honour to represent world famous firms.
The attached introductory note will give you an idea of the scope of ac-
tivity of our company.
You can get all necessary references from ... as well as from your bank-
ers.
Besides participating in government tenders we also sell goods to cus-
tomers and when import regulations permit it, we import them ourselves.
The reason for our taking your valuable time is to inquire if you will also
give us the honour to represent your company in.... However, during a trial
period, we can still act on your behalf by giving you advance notice on all
important tenders and pursue all formalities from the beginning to the end
provided you forward us a certified Letter of Authority, allowing us to par-
ticipate in tenders on your behalf.
Should you agree to collaboration of this kind we shall appreciate receiv-
ing 10 sets of your literature to present them to prospective customers.
Hoping to have your favourable reply, we remain,
Yours faithfully,
certified Letter of Authority trial period испытательный срок
заверенное письмо, доверенность
Hold the talks along these lines.
Discuss with the representative of the firm the scope of cooperation and
arrangement of the publicity campaign.
XI. Express the contents of the above letters in faxes.
XII. Study these translation difficulties. Translate into English.
Translation difficulties:
Мы хотим подтвердить нашу за-
интересованность в...
Как только мы получим ваши
данные, мы...
Если вы решите участвовать ...
We wish to confirm our interest in
Upon receipt of your data we ...
(As soon as we receive your data
we...)
Should you decide to participate ...
Нам известно, что...
... высланную нами тендерную
документацию
Мы были огорчены вашим отка-
зом ...
ввиду высокого спроса ...
... раньше установленного со-
глашением срока
Фирма лишена возможности ...
Мы получили письмо с предло-
жением услуг...
Если вышеупомянутые виды со-
трудничества устраивают вас
We know that...
... the tender documents we have
sent to you
We regret to hear that you refuse
to... (We regret to hear your re-
fusal ...)
as the demand is high ...
... before the time specified in the
agreement
The company is not in a position to
We have received your letter in
which you offer (are offering)
services ...
If the above lines and terms of co-
operation suit you... (Should the
above lines and terms of coopera-
tion suit you...)
1. Мы хотим подтвердить нашу заинтересованность в широком
сотрудничестве с вашей фирмой. 2. С удовольствием сообщаем вам, что
наша агентская фирма готова представлять ваши интересы в нашей
стране. 3. Как только мы получим ваши данные, мы сообщим вам о своем
решении участвовать в тендере. 4. Мы вынуждены напомнить вам, что
вы еще не прислали нам ваши рекламные материалы, необходимые для
организации рекламной кампании. 5. Если вы решите участвовать в
тендере, не забудьте, что торги заканчиваются 18 ... сего года.
10 сентября 20... г.
Уважаемые господа!
Мы узнали Ваш адрес от Вашего представителя в нашей стране и
хотели бы предложить Вам наши услуги в качестве агентов.
Мы обращаемся к Вам потому, что наше правительство планирует
осуществить широкую программу электрификации страны. Нам
известно, что Вы имеете большой опыт в оказании технической помощи
в строительстве электростанций за рубежом.
В качестве агентов мы имеем честь представлять широко известные
в деловом мире фирмы и надеемся, что наше сотрудничество будет
взаимовыгодным.
Мы готовы изыскивать для Вас заказы на поставку комплектного
оборудования и на выполнение проектно-изыскательских работ, а также
распространять Ваше оборудование на консигнационной основе.
Мы также можем оказывать Вам содействие в участии в тендерах,
проводимых в нашей стране.
Если такие виды сотрудничества представляют для Вас интерес, мы
готовы встретиться для обсуждения и подписания Агентского согла-
шения.
С уважением,
2. 10 мая 20... г.
Уважаемые господа!
Мы получили Вашу телеграмму от 3-го апреля, в которой Вы
извещаете нас о том, что Вы получили и изучили высланную нами
тендерную документацию.
Однако мы были очень огорчены Вашим отказом принять участие в
вышеуказанном тендере.
Вы, несомненно, знаете, что мы очень заинтересованы в Вашем
участии в тендерах, проводимых в нашей стране, и потому просим Вас
пересмотреть свое решение и сделать все возможное для участия в
тендере. Ввиду высокого спроса на Ваше оборудование в нашей стране,
мы можем заверить Вас, что Вы можете успешно участвовать в
объявляемых нашим правительством тендерах.
С нетерпением ждем Вашего положительного ответа.
С уважением,
3. 10 января 20... г.
Уважаемые господа!
Доводим до Вашего сведения, что наша фирма внимательно рас-
смотрела Ваше письмо от 10 декабря 20.... Что касается затронутых в
письме вопрбсов, сообщаем Вам, что они были еще раз нами рассмотрены
и в связи с этим мы хотели бы проинформировать Вас о следующем:
1. Мы подтверждаем готовность выплачивать комиссионное вознаг-
раждение по контрактам, заключенным при содействии Вашей фирмы,
раньше установленного соглашением срока, если стороны подпишут
соответствующее дополнение.
2. Дополнение к соглашению о расширении сотрудничества по вы-
полнению контрактов «под ключ» подготовлено и подлежит согла-
сованию сторонами.
3. Настоящим письмом мы еще раз доводим до Вашего сведения, что
фирма не сможет выплачивать комиссионные только в твердой валюте.
4. Объединение не может удовлетворить Вашу просьбу о выплате
комиссионных по контрактам, заключенным на основе межправитель-
ственных соглашений.
Что касается остальных поставленных в Вашем письме вопросов, то
они приняты к сведению.
С уважением,
4. 20 января, 20... г.
Уважаемые господа!
Мы получили Ваше письмо от ... с предложением услуг в качестве
агентов по продаже нашего оборудования в Вашей стране. Должны при-
знать, что Ваше предложение нас заинтересовало. Нам известно, что
Ваша фирма имеет многолетний опыт работы в этой области и хорошо
знает условия рынка Вашей страны.
Вы предлагаете представлять интересы нашей компании в Вашей
стране и изыскивать для нас заказы на продажу нашей продукции.
Однако более всего мы заинтересованы в том, чтобы Вы оказывали
нам содействие в участии в торгах, проводимых в Вашей стране.
Что же касается комиссионных, мы считаем, что Вы указываете в
своем письме слишком высокий размер комиссионных. Мы обычно вы-
плачиваем комиссионные по скользящей шкале с максимальной вели-
чиной комиссионных в 3 %. Платежи за посреднические услуги агент-
ской фирме осуществляются нами в валюте платежей, поступающих от
заказчика. Поскольку мы в большинстве случаев предоставляем своим
заказчикам право выплаты в рассрочку, комиссионные выплачиваются
по мере поступления платежей от заказчиков.
Если вышеупомянутые виды сотрудничества и условия устраивают
Вас, сообщите нам об этом, и мы подготовим и вышлем Вам проект
Агентского соглашения.
С уважением,
XIII. Read the dialogue, sum up the contents and act it out.
DISCUSSING LINES OF COOPERATION
Agent: Good morning, Mr I. Pleased to meet you.
Principal: Good morning, Mr A. I’m also very glad to meet you after I’ve
heard so much about your agency firm.
A. That’s very kind of you. Well, Mr I., have you considered our proposal?
P. Yes, we have. I must admit we are very much interested in supplying
our power equipment to the customers in your country.
A. I’m glad to hear that. You do not limit your activities only to Gov-
ernmental circles now, do you?
P. No, we do not. We’ve started working on a commercial basis, you know.
A. I am sure you will agree that big jobs, like power projects, taken up and
carried out with the assistance of a local agent, become easier, more
economical and beneficial.
P. 1 can’t agree more. The role of an experienced, well-reputed local agent
becomes really important when a-firm executes a contract on a com-
mercial basis.
A. Then, if I get you right, you are interested in cooperating with us and
we, I believe, may get down to discussing our agency agreement?
P. Certainly.
A. Weil, Mr I., we are going to deal with a company of your type for the
first time and want to know what services you expect from us.
P. Just the usual obligations, we want you to keep us informed about the
market in your country, to obtain orders for us and help us execute them.
A. You mean turn-key contracts, do you?
P. Not only. In all cases we’ll need your help in putting up our specialists
at hotels. Besides, we want you to help us participate in tenders invited
in your country.
A. This matter requires special consideration. I’d say we’ll make every ef-
fort to help you. What if we discuss it during our next meeting?
P. All right. We’ve done a good day’s job.
(Two days later)
P. If you don’t object, Mr A., I’d like to resume the discussion about our
participation in tenders in your country.
A. I’m at your service, Mr I. Now that you’ve brought up the matter, let
me tell you that Brown & Co. in our country has just invited tenders for
the construction of a high voltage transmission line.
P. That’s very interesting.
A. As soon as we sign our agency agreement we shall be able to register
your company as a participant.
P. Are there going to be many participants?
A. I don’t know exactly. Several western manufacturers of turbines, gen-
erators and other power equipment are well-established in our country,
but we assure you you can beat the competition if you cooperate with
us.
P. You sound optimistic, Mr A.
A. We know your equipment and are absolutely confident that we can es-
tablish you successfully in our country if you appoint us your agents.
P. We fully appreciate your desire to help us but are prospects as good as
that?
A. Yes, they are. The only drawback is that your equipment is new on our
market. To introduce it we’ll need substantial sales promotion efforts,
including plenty of advertising.
P. Well, Mr A., thank you very much for putting me into the picture.
A. Don’t mention it. I’m sure our meeting today will be a good starting
point for discussing an agency agreement.
P. Undoubtedly.
admit v признавать
well-reputed а пользующийся
хорошей репутацией
high voltage transmission line
линия (высоковольтных) элек-
тропередач
confident а уверенный
desire n желание
economical а экономичный
drawback n недостаток
sales promotion efforts кампания
по увеличению объема запродаж
to put into the picture ввести в курс
дела
XIV. Give extensive answers to these questions.
1. Why is the practice of doing business through agents becoming popu-
lar? 2. What obligations do agents undertake? 3. How is a publicity cam-
paign arranged and what can the principals’ contribution be? 4. How do
agents assist their principals in executing contracts? 5. What does “selling
goods on a consignment basis” mean? What kinds of goods are sold on such
terms? 6. What are the main points of an agency agreement that require
discussion? 7. What does the agent’s commission depend on? 8. How and
when are agqnts paid for the services they give? 9. What does “trade by
tender” mean? 10. Why do tenders submitted through local agents stand
a better chance? 11. How do agents help their principals to participate in
tenders? 12. How do agents help their principals to execute turn-key con-
tracts?
XV. Write letters based on the following situations.
1. Вы получили от агентской фирмы письмо с предложением услуг.
Напишите ответ фирме: а) укажите, что вы заинтересованы в сотрудни-
честве с данной фирмой; б) уточните, какие виды услуг представляют
для вас интерес; в) изложите свои соображения по вопросу расчетов с
агентской фирмой.
2. Вы получили письмо от агентской фирмы с предложением посред-
нических услуг. Напишите ответ фирме: а) укажите, на каких финансо-
вых условиях вы обычно заключаете агентские соглашения; б) отметь-
те свою заинтересованность в участии в торгах; в) изложите свои сооб-
ражения по организации рекламной кампании.
3. Напишите письмо агентской фирме с указанием вашего намере-
ния участвовать в предстоящем тендере. Сообщите, какие детали пред-
стоящего тендера вы хотели бы получить. Уточните подробности ваше-
го участия.
XVI. Act out these situations.
1. The agent has given the principal a report on their activities on ar-
ranging a publicity campaign. Make your comments on the agent’s progress
in promoting your goods.
2. Payment under one of the contracts obtained through your agent is
delayed. Contact your agent by telephone and ask him to take urgent steps
to speed up the payment.
3. An agency firm informs your company of a tender to be held in their
country and offers its services. Discuss the expediency of your company’s
participation in the tender.
XVII. Read the following excerpts from documents you may come across
in your business activity.
1. AGENCY AGREEMENT
(some clauses)
Para 1
The Principal commissions the Agent and the Agent undertakes to act
as an intermediary in rendering technical assistance by ... to the Customer
in the construction of Power Plants, Hydraulic Stations, Transmission Lines,
Substations, Diesel and Gas Plants, etc., on the territory of ... including
fulfilment of designing work, delivery of complete equipment and materi-
als, sending specialists to render technical services, and training of... spe-
cialists and workers in Russia.
Para 2
The Agent is to perform the following intermediate services:
1) to render all possible services to the Principal in obtaining orders, in
signing and proper and successful execution of contracts for rendering tech-
nical assistance to the Customer in the construction of the above mentioned
activities;
2) to send immediately to the Principal all available information con-
nected with receiving and fulfilment of orders, and answer without delay
and in time all the Principal’s enquiries;
3) to render all necessary assistance to the Principal in the execution of
contracts for the above said activities, particularly in procuring import, cur-
rency and other licences, visas and permits of all kinds, including permit on
carrying out work, which are required in ... for making transactions, in su-
pervising over proper unloading and over delivery (if necessary) of the equip-
ment and materials from the port to the construction site, over their proper
storage on the site, and appropriate operation of the equipment during the
guarantee period;
4) to assist in clearing the Principal’s cargo through the customs;
5) to keep the Principal regularly informed about the code of regulations
of the customs, currency, import matters and other legal norms being of
importance for the execution of contracts for delivery of equipment and
materials and rendering services provided for by the present Agency Agree-
ment;
6) to render the Principal all the necessary consultations on commercial,
legal, finance, currency and other matters which the Principal will need.
The Agent shall provide the services of highly qualified specialists in or-
der;
7) to study ... market demands and regularly, not less than once every
three months, supply the Principal with detailed information on the market
conditions, current prices, changes on the market, transactions made by
other companies on similar equipment and services, as well as other infor-
mation which may be useful for the Principal in the matter of effective imple-
mentation of his commercial activities;
8) to take all necessary measures for timely settlement of possible claims
and disputes with the organizations-customers of the Principal and the au-
thorities of...;
9) to place an office at the disposal of the Principal for preparation of any
required drawings, calculations, printings and typing materials;
10) to bear all expenses and pay all taxes and dues on the territory of...
which are connected with the fulfilment of the Agent’s duties for the present
Agreement;
11) to help the Principal get acquainted with the best and most reliable
local subcontractors, if they are required by the Principal to carry out obli-
gations under Contract 5.
The Agent shall give this opinion in writing about the subcontractors
and their offers.
12) to give information regarding the best prices and the necessary data
on high quality of local materials and equipment provided the Principal pur-
chases them on the... market.
Para 3
The Principal will inform the Agent about his conditions of supply of
complete equipment for Power Plants and of rendering other services in the
construction of the above-mentioned projects, and upon the Agent’s request
the Principal will send him necessary catalogues, pamphlets and advertis-
ing materials. The Principal will reply to all the queries of the Agent within
a fortnight.
All catalogues, pamphlets, advertising materials handed over to the Agent
shall remain the property of the Principal, if not distributed among the cli-
ents.
Para 4
The Agent shall not, without preliminary commission of the Principal in
writing, enter upon any agreements or sign documents, which may give
rise to new obligations on the part of the Principal or change the obligations
already existing.
Para 5
1) As full compensation for the total volume of services rendered the
Principal shall pay the commission to the Agent for all direct and indirect
transactions, being concluded with the Agent’s assistance.
The commission shall be paid to the Agent in the currency received from
the Customer against signed Contracts within 30 days after the Principal
gets payments from the Customer for the relevant services.
2) The Principal shall remit the above-mentioned sums of the commis-
sion through the Bank for Foreign Economic Affairs of Russia to the Agent’s
account with the ... Bank,....
3) The commission covers all the expenses incurred by the Agent in con-
nection with the implementation hereof.
Para 6
Should the Agent fail to fulfil the obligations stipulated by the present
Agreement, the Principal reserves the right to negotiate with the interested
persons in a direct manner. In this case the Agent will have no right to a
commission.
Should any differences or disputes connected with the present Agree-
ment arise between the Principal and the Agent, the Parties will strive to
reach friendly settlement of them.
Should such friendly settlement appear impossible and the Parties fail to
reach an agreement within 15 days in the manner of arrangement, the dis-
putes will be submitted for the consideration of parity commission composed
of 4 persons, 2 persons from each party. This parity commission will be set
up within 10 days from the date of a written request from one of the parties
hereto.
Should the parity commission fail to settle the dispute within 15 days
from the date of its establishment, or if one Party fails to appoint its repre-
sentatives to the parity commission within the 10 days mentioned above,
the dispute will be at the written request of one of the Parties submitted for
the consideration of the Arbitration Court of the ... Trade Chamber,..., the
decisions of which will be final, liable to no protest or appeal and will be
obligatory for both Parties.
Para 7
Should the Agent fail to fulfil the obligations stipulated by the present
Agreement, the Principal reserves the right to terminate or postpone the
payment of the commission stipulated in Paragraph 5.
Para 8
The present Agreement is of a private nature and the Agent is not en-
titled to transfer his rights and obligations under this Agreement to a third
person.
Para 9
In case the Contract between the Principal and the Agent is not signed
due to the circumstances which are beyond the control of the Parties, the
Principal and the Agent will not have any mutual claims arising out of the
present Agreement.
Para 10
The present Agreement comes into force from the date of its signing and
shall be valid for the whole validity period of Contracts for rendering techni-
cal assistance to the Customer in the construction of any Power Plant, Hy-
draulic Station, Transmission Line, Sub Station, Diesel and Gas Plant, etc.,
on the territory of..., concluded with the Agent acting as an intermediary.
The present Agreement was signed in ... on March ... , 20... in two cop-
ies in English.
Legal Addresses of the Parties:
Principal... Agent...
commission v зд. поручать, упол- intermediate а посреднический
«омачивать to clear a cargo through the
Syn. entrust customs проводить таможенную
intermediary n посредник чистку груза
implementation n применение,
реализация
at smb’s disposal в чье-л. распоря-
жение
dues [dju:z] n сборы, налоги, пош-
лины
query ['kwiarij n вопрос
strive v стремиться
parity commission паритетная
комиссия
obligatory а обязательный
terminate v прекращать
2. INVITATION TO TENDER AND TENDERING CONDITIONS
1.0 Invitation
1.1 For and on behalf of the President of..., the Department of... invites
tenders in Duplicate for supply of plant/ machinery/equipment/
materials as detailed in Part III to this tender document. The condi-
tions of contract are as contained in form No. ... which is Part II of
this tender document. If you are in a position to quote for supply in
accordance with the requirements indicated in Part III to this tender
document, please submit your offer in the prescribed tender Form
No.... attached.
1.2 Language of Offers
1.2.1 All tenders shall be made in English in the prescribed form attached.
Tenders submitted in any language other than English must be ac-
companied by English translation.
1.3 Validity of Offers
1.3.1 Offers made shall remain open for acceptance for 120 days from the
last date specified for receipt of offers.
1.4 Alternative Offers
1.4.1 If any departure or substitution from the particular specification con-
tained in Part III to this tender document is involved, this should be
clearly indicated in the tender form and should be added as Annexure
“A” thereto.
1.4.2 Offers with alternative equivalent specifications made should con-
tain sufficient details to show that the alternatives will equally serve
the purpose.
1.4.3 All necessary catalogues/drawings/technical literature/ data con-
sidered essential for full and correct evaluation of the offers made
shall invariably accompany the offers.
1.5 Terms and Conditions of Contract
1.5.1 It must be clearly understood that any offer shall be governed by the
General Conditions of Contract as contained in Form No.... Part II of
this tender document. Particular care must, therefore, be taken to go
through these General Conditions of Contract and in exceptional
cases, if any deviations are proposed, these must be clearly stated in
the tender and incorporated as Annexure “B” to the tender form.
1.6 Price
1.6.1 Prices quoted must be firm. In exceptional cases if prices are quoted
subject to variation, the variation shall be on the basis of a standard
“Price Variation Formula”. The basis for calculation shall be very
clearly stated. Variation limited to a specific ceiling will be preferred.
1.6.2 Prices quoted shall be in the currency of the country of origin and the
offers linking the quoted currency with some other currency are li-
able to be ignored.
1.6.3 Prices quoted must be on the following basis:
a) F.O.B. Port of shipment (i.e. Free on Board the Vessel at the near-
est Port of shipment — packing, inland freight, charges towards
loading the consignments on to the vessel, documentation, etc.
included). Name of the Port (Sea/ Air) proposed for shipment shall
be clearly indicated;
b) C & F ... Port (all inclusive cost except insurance — i.e. cost of
goods, packing, inland freight, Pre-paid ocean freight, doc-
umentation, etc.).
1.6.4 Agency Commission
1.6.4.1 Commission payable to the tenderer’s Agents in ..., if any,
shall be included in the price. Name and address of the Agents and
the percentage of commission payable to them and included in the
price shall be clearly indicated. The commission will be paid directly
to the... Agents.
1.7 Spares and Accessories
1.7.1 Offers for plant/machinery/equipment/instrument shall also state
prices for essential accessories, optional accessories and spares nec-
essary for satisfactory operation of the plant/machinery/equip-
ment/instrument:
a) for a period of two years, and
b) for a period of five years.
1.7.2 Prices for accessories and spares shall be itemized. Particular care
must be taken to list out each item of spare and quantity recommended
and also the individual price for these items.
1.8 Quantity
1.8.1 The Purchaser reserves the right to accept or reject any offer in whole
or in part without assigning any reasons. It would, therefore, be in
the interest of the tenderers to clearly understand that the Purchaser
may accept offers for any quantity offered of his choice and hence,
the percentage of reduction, if any, in the price quoted in case of ac-
ceptance of tender in whole shall be clearly stated.
1.9 Erection and Commissioning
1.9.1 Tenderers must clearly and separately furnish in their offers the terms
for supervision of erection and commissioning particularly in respect
of plant/machinery/equipment/instrument.
1.10 Mode of Submission of Tenders
1.10.1 Tenders received after the last date fixed for its receipt may not be
considered and it will, therefore, be in the interest of the tenderers
to ensure that the tenders are mailed well.in time. It will be open to
the tenderers to send their offers by Cable/Fax to ensure its re-
ceipt by the due date. Detailed offer in the prescribed tender form
must, however, be mailed latest within seven days from the date of
Cable/Fax offer.
1.10.2 Tenders shall be enclosed in an envelope duly superscribed with
Tender Number and the last date for receipt of the same; thus: —
TENDER NO..............LAST DATE FOR RECEIPT.......
1.11 Status of Individual Signing the Offer
1.11.1 Individuals signing the tender form and other connected documents
must specify the capacity in which they sign.
1.12 Authority of Agents
1.12.1 If a tender is submitted by an ... Agent on behalf of his foreign prin-
cipal, such tender should be supported with a Letter of Authority
from the principal that the ... Agent has been authorized to submit
the tender on behalf of the principal. Tenders not accompanied by
such a Letter of Authority are liable to be ignored. However, accep-
tance of offer will be communicated only to the foreign principals
directly.
1.13 Acceptance of Offers
1.13.1 Acceptance of offers by the Purchaser may be sent by Cable, Fax or
Letter of Intent within the validity date of the offer and such a Cable,
Fax or Letter of Intent would then be followed by a formal Purchase
Order/Contract. The tenderer whose offer is accepted and who is
hereinafter referred to as Contractor will proceed with the manu-
facture on the basis of such advance acceptance of offers without
waiting for a formal purchase order/contract.
1.14 Unsuccessful tenderers will not be informed of the, result of their ten-
ders.
1.15 Training
1.15.1 The Contractor shall, in special cases, if required by the Depart-
ment of .... provide facilities for the practical training of the
Purchaser’s engineers and technical personnel from.... Such train-
ing would normally be required only in case of special plant/ma-
chinery/equipment/instrument and particularly manufactured
- equipment. In such an event, the Purchaser shall bear travelling
expenses of the trainees and the Contractor will be required only to
bear the cost of the training proper. Wherever the Contractor him-
self would recommend such training, he should furnish the cost of
such training and indicate clearly the number of trainees and the
duration of the training that he would recommend.
1.16 Instruction Manual
1.16.1 In respect of equipment/instrument/apparatus, where instruc-
tion /operation Manual is normally necessary to enable the user to
' put the equipment/ instrument / apparatus to proper use, the Con-
tractor shall furnish such an instruction/operation Manual along
with the equipment/instrument/apparatus. The Contractor shall
clearly specify in the offer about his readiness to supply instruc-
tion/operation Manual. Cost, if any, for supply of such an instruc-
tion/operation Manual should be clearly stated.
substitution n замена accessories n принадлежности, ap-
essential а необходимый, сущест- матура
венный letter of intent письмо-обязательство
deviations n отклонения manual n руководство, справочник,
incorporate v включать, объединять указатель
UNIT 6
LICENCE AND FRANCHISE AGREEMENTS
TEXT
A.
In the age of integration and trade globalisation new unconventional
forms of cooperation have come into being in recent times' to promote
business universally.2
Nowadays hardly any industrial country has sufficient human, material,
logistic3 resources, research and development to encourage a full-scale
production.
Therefore, private companies, public agencies tend to buy patents,
licences and know-how associated licences, to be able to use new processes
and techniques. Some of them prefer doing it through engineering com-
panies.
Recently franchise agreements4 have also become popular. Under these
agreements a monopoly producer, the franchisor,5 sells a special right to
another producer or a trader, the franchisee,6 to manufacture or sell the
product of the franchisor in a certain area, town or a country. The franchisee
in this case uses the trademark7 and the brand name8 of the franchisor.
Here is an example of correspondence and business talks of licence trade.
October 5, 20...
Dear Sirs,
It is our intention in the near future to establish a modern, reliable and
safe manufacture of Surface Pump Units for oil-well. We are therefore
interested in contacting a number of Licensors with a view to choosinglines
suitable for us.
Through your representative in this country9 we learn that Firm ... has
developed a production process to manufacture the above equipment,
accumulated sufficient knowledge and experience in the field and is willing
to transfer it to a third party at a reasonable cost.
Indian Pumps, Ltd., a state enterprise, intends to build up a market for
Surface Pump Units in the country with a view to exporting them in the
future.
To this end we would like to obtain from the Licensor design and
technological documentation, know-how and consultations on our personnel
training, both in this country and Russia.
Machine building enterprises for the production of Surface Pump Units
and raw materials are fully available in the country. We also have a competent
engineering firm which can give consultations if necessary.
In view of the above we would like to receive an offer from you for
obtaining a licence, know-how and related services in the volume required
for the manufacture of Surface Pump Units.
We look forward to hearing from you.
Yours faithfully,
October 20,20...
Dears Sirs,
We thank you for your letter enquiring about our manufacture of Surface
Pump Units and requesting terms for a licence agreement. It arrived at a
very opportune moment since we have been considering extensions of our
export field for some time.
We are ready to send you an offer for the sale of a licence, but we would
appreciate very much details with regard to the type of licence you would
prefer, the range of our obligations, your idea of the project capacity, mode
of payment, duration of the agreement and a Licensor’s fee.
As soon as we are in possession of the details, we shall forward to you a
Draft Licence Agreement.
Your own proposals may be included in it but our understanding is that a
non-exclusive licence will suit your purpose best of all.
We are giving your enquiry priority,10 but we would appreciate a prompt
reply so that we could count you out if you are not interested.11
Yours faithfully,
B.
DISCUSSING GENERAL QUESTIONS
Licensor: Aswe see you wish to start the production of surface pump units
under our licence. There are several questions I’d like to clarify before
we move on to particulars.
Licensee: I’m ready to answer any query you may have.
Licensor: Could you put us in the picture about the number of units you’re
going to produce per year? Also about prospective buyers on the do-
mestic market and abroad, and when you’re planning to start the pro-
duction?
Licensee: I can give you only preliminary figures now. We’re planning to
produce for home needs about 1,000 surface pump units per year, that’s
two years after signing a contract with ... . There are also plans to ex-
port them to some Asian countries in the future.
Licensor: How about raw materials you may require? Then, we may have
to know all about the personnel, both professionals and skilled workers
you may need to run the factory. Are they available? You realize that
the quality of the licensed product should keep up the standard of the
Russian Federation.
Licensee: Oh, yes, we have got all that. However, we hope that your ex-
perts will help us by giving consultations and transferring the know-
how to our people.
Licensor: We shall certainly do that. Another thing, Mr A. You should real-
ize that several types of licences are internationally accepted. I was
wondering what type would you prefer?
Licensee: We want the production to run for 8-10 years. Also we’re going
to grant one or two sub-licences in the country. Considering all this, we
would prefer an exclusive right to use the know-how and technical docu-
mentation and to sell the licensed product on the territory. '
Licensor: That’s clear enough, but could you be more specific about techni-
cal documentation? What exactly do you have in mind?
Licensee: What I mean is design and process documentation for the licensed
products. That would include working drawings, types and sizes of ma-
chines and materials. In short, the whole package.
Licensor: Is there anything else you’d like to have?
Licensee: One more thing, we’ll need your assistance during the plant trial
run, that’s until we make 500 items of product. We also believe you’ll
have our people trained at your manufacturing works.
Licensor: There’ll be no problems about that.
C.
THE CONTRACT PRICE
Licensee: We’ve come to terms about all major questions of our agreement
but one: the contract price.
Licensor. I think we should include the price of the licence, cost of techni-
cal documentation and know-how. Sending our specialists for further
stages of cooperation will be the subject of a separate contract. The
same goes for training your people in Russia.
Licensee: I’m not sure we want this breakdown. What I mean is we must
know the total costs on surface pump units production. Our financial
people feel very strongly about it, you know.
Licensor: You see, at the moment it’s next to impossible to determine the
number of our experts, the time of their stay in..., as well as the number
of your people to be sent to Russia. Now we can give you only a rough
idea of the costs.
Licensee: All right then, we’ll return to the matter at a later stage and now
let’s discuss the contract price as it is, shall we?
Licensor: That’s really the point of today’s meeting. The price of an exclu-
sive licence together with technical documentation makes'... mln In-
dian rupees.
Licensee: That’s rather a lot. If we take into account what we’ve just said,
the price of... mln Indian rupees should be quite fair.
Licensor: I can’t agree with you here. The price we quote is almost equal to
what we had in a similar contract with a ... firm. Look, you can see it if
you wish.
Licensee: But as far as I can see, the price there is ... US dollars or... mln
•Indian rupees which is twice as low as your present quotations.
Licensor: Right. The cost of the equipment under the licence we transfer to
you is really 10 % higher. But the duration of your licence agreement is
10 years, while the other is valid for. 8 years. Besides, payments are in
different currencies. You’ll have to admit that our quotations are very
fair. Anyway we wish to establish long standing cooperation and agree
to look again at the initial quotations.
Licensee: We are also asking you for a 10 % discount.
Licensor: We could give you 5 % off the price, that’ll make ....
Licensee: I’m afraid we’ll have to think the matter over.
D.
THE LICENSOR’S FEE
Licensee: And now to a very essential question — Licensor’s fee.
Licensor: Have you got any proposals to make?
Licensee: First of all I’d like to know what mode of payment you practise in
agreements with your licensees: a lump sum or running royalties?
Licensor: Both. In our licence agreement I think it should be a combination
of both.
Licensee: Could you be more specific?
Licensor: For granting the licence, supply of technical documentation and
the know-how we’d like you to pay a lump sum of.... Besides, you’ll be
expected to pay cash down of 3 % of the total selling price of the li-
censed products as running royalties.
Licensee: In what way do you want us to pay the lump sum?
Licensor: The total sum should be divided into two parts, I think. Usually
we ask licensees to pay 25 per cent of the lump sum as an advance by a
telegraphic transfer to the account of the Bank for Foreign Economic
Affairs of the RF in favour of That’s usually done within 15 days of
the date of your receiving the notice that the Agreement has been ap-
proved by the competent authority of your country.
Licensee: What about the remaining sum?
Licensor: You’ll pay 75 per cent of the price of technical documentation
and the know-how against its supply by an irrevocable Letter of Credit.
Licensee: What about cash down payment?
Licensor: Relevant amounts of running royalties should be transferred to
the account of the RF Bank for Foreign Economic Affairs with the ...
Bank of the Customer in favour of our firm.
Licensee: That’s fair enough. Let’s consider the matter settled.
NOTES
I. have come into being in
recent times
2. universally adv
3. logistic a
logistics n
появились в последнее время
повсеместно
относящийся к логистике
логистика
Логистика - материально-техническая база, планирование и орга-
низация крупной и сложной операции: the logistics of providing а
construction site with necessary materials and equipment
4. franchise agreement 1 5. franchisor договор о франшизе продавец франшизы
6. franchisee покупатель, франчайзи
7. trademark торговая марка
8. brand name название товара, сорт
A special mark that is placed on a particular brand of article or commodity
to distinguish it from similar goods sold by other producers.
9. in this country в нашей стране, т. е. в Индии
Местоимение this с существительным country употребляется no
отношению к стране, в которой находится говорящий или автор.
Поэтому, когда сочетание this country встречается в английской
газете, его следует переводить «США» и т.д. «Англия», в американской газете —
10. We are giving your enquiry priority 11. so that we could count you out if you are not interested Мы рассмотрим ваш запрос в пер- вуюочередь с тем, чтобы мы могли вас исклю- чить в том случае, если вы не заинтересуетесь
12. on the territory на территории
Страна или страны, в которых лицензиату предоставляется лицензия
на производство или продажу оборудования.
13. Our financial people feel very strongly about it 14. which is twice as low as ... Наш финансовый отдел настаи- вает на этом которая (цена) в два раза ниже, чем...
VOCABULARY LIST
(un)conventional а
engineering п
engineering services
patent n
licence n Br., license n Am
technique(s) n
associated licence
transfer n
know-how n establish v reliable a surface pump unit oil-well n licensor n develop v accumulate v accumulation n field n to build up (a market) competent a engineering firm related services require v enquire (= inquire) v enquiry (= inquiry) n licence agreement extension n mode n mode of payment duration n fee n non-exclusive a licensee n query n prospective a domestic a professional n skilled worker to run a factory licensed product to keep up sub-licence n exclusive right process documentation assembly techniques package n trial run breakdown n rough a equal a quotation n initial quotation valid a discount n essential a practise v lump sum royalty n running royalties cash down selling price divide v telegraphic transfer notice n authority n
WRITTEN PATTERNS
It is our intention ... to this end We look forward to hearing from you soon. Your letter enquiring about... Мы намереваемся... с этой целью Надеемся в ближайшее время получить от Вас ответ. Письмо, в котором Вы запраши- ваете ...
The letter arrived at a very op- portune moment. with regard to As soon as we are in possession of the details... Письмо пришло в очень благо- приятный момент. относительно Как только мы получим от Вас подробности ...
we shall forward to you ...
our understanding is ...
We would be obliged if you would
send us...
SPEECH
before we move on to particulars
Could you put us in the picture
about...
We have got all that.
Another thing, Mr...
That’s clear enough.
What I mean is ...
What exactly do you have in mind?
in short,...
the same goes for...
Our financial people feel strongly
about it.
it’s next to impossible
That’s the point of today’s meeting.
as far as I can see
anyway
Have you got any proposals to
make?
That’s fair enough.
направим Вам...
насколько мы понимаем...
Мы были бы признательны, если
бы Вы прислали нам ...
PATTERNS
до того, как мы перейдем к обсуж-
дению деталей
Не могли бы ввести нас в курс дела
относительно...
Все это у нас имеется.
Еще одно обстоятельство, м-р ...
Это ясно.
Я имею в виду...
Что конкретно вы имеете в виду?
короче говоря,...
то же самое относится ...
Наш финансовый отдел настаи-
вает на этом.
это почти невозможно
Это и является предметом нашей
встречи сегодня.
насколько я понимаю
во всяком случае
У вас есть какие-нибудь пред-
ложения?
Это справедливо
VOCABULARY NOTES
unconventional a
Unconventional forms of
cooperation are becoming
increasingly popular,
conventional armed forces
(not nuclear)
engineering n
необычный, нетрадиционный
вооруженные силы обычного
типа
инжиниринг, совокупность процес
сов по разработке проектов
engineering firm engineering services We’ve sent your DPR to an engineering firm. patent n Purchase of patents helps developing countries to accelerate the development of their national economies. patent for an invention patent office licence n Br.= license Am. associated licence An associated licence usually accompanies contracts on construction of different projects. licensor n A licensor is a person who grants licences to interested buyers. The firm is authorized to grant sub-licences for the manufacture of the product. licence agreement The two sides signed a licence agreement on the manufacture of machine-tools. technique(s) n консультационная фирма консультационные услуги патент,диплом патент на изобретение бюро патентов лицензия сопутствующая лицензия лицензиар лицензионное соглашение технический прием, способ, методика, метод
Young workers were shown the techniques of operating the equipment. transfer ['traensfx] n Some states make a wide use of transfer of knowledge and experience from industrially developed countries. transfer [traens'fh:] v Under the agreement the Russian side agreed to transfer their knowledge and experience to the customer. know-how ['nauhau] The licensor is ready to make available to the customer the know- передача (права, имущества) передавать, уступать ноу-хау, умение, знание дела, секрет производства
how and assistance required for the
manufacture of the equipment.
establish v
Syn. set up
The customer is going to
establish the manufacture of the
организовывать, основывать, учреж-
дать, создавать
product under the licence.
to establish
a new state
a government
business relations
manufacture of smth
establishment n
reliable a
We know them as reliable
customers.
surface pump unit
oil-well n
develop v
to develop a process
The customer expected us to
help them to develop a process,
accumulate v
The firm accumulated a lot of
experience.
accumulation n
Accumulation of scientific data is
very important.
field n
in the field
field of action
He’s the best man in his field.
to build up a market
To build up a market of such a
size it is necessary to establish
local industry.
competent a
They turned to competent
designers with their problems,
related services
введение, установление, основание,
создание, учреждение
надежный, заслуживающий доверия
станок-качалка
нефтяная скважина
развивать, совершенствовать
разрабатывать технологию
накапливать
накапливание
область, сфера деятельности
в (данной) сфере, области
поле деятельности
создать рынок
компетентный, знающий
соответствующие, связанные с про-
цессом производства услуги
The agent was responsible for
transporting equipment,
arranging for its storage and related services.
require v For the construction of the project the customer required additional workforce. requirement n нуждаться, требовать требование, необходимое условие
to fulfil the requirement of the law выполнять требование закона
enquire (= inquire) v справляться, осведомляться, наво-
(after, about, of) The licensee enquired about the licensor’s business reputation. дить справки
enquiry (= inquiry) n The customer sent an enquiry about a possibility of selling them irrigation equipment. запрос; наведение справок, расспра- шивание; осведомление о чем-л.
to make inquiries about smb, smth наводитьсправки о ком-л., чем-л., делать запросы
to meet inquiries extension n отвечать на запросы расширение, удлинение, увеличе- ние
extension of a railway The customer asked the supplier for an extension of the project. mode n удлинение линии железной до- роги метод,способ
mode of payment In their contracts with customers they use different modes of payment. форма расчета
mo durat Du yer fee n Syn. r lice W1 fee de of operat on n ration of the rs. enumerati msor’s fee at’s your ic doctor’s ion agreement is 10 on ea of the licensor’s режим работы продолжительность гонорар, вознаграждение, жалова- ние вознаграждение лицензиара гонорар врача
a lawyer’s licence fee гонорар адвоката плата за лицензию
non-exclusive a
Syn. ordinary, simple
a non-exclusive licence
licensee n
A licensee is a person to whom a
licence is granted.
query n
The customer had some queries
about the quality of equipment.
prospective a
prospective I a^vantaSe
I buyers
Who are your prospective
customers?
domestic a
Syn. home
policy
domestic trade
market
простой, неисключительный
простая, неисключительная
лицензия
лицензиат
вопрос
будущий, ожидаемый, предполагаемый
внутренний
The customer is planning to build
up a domestic market.
professional n
профессионал, профессиональный ра-
ботник
We’ll send to your country
several professionals to give our
people consultations.
skilled worker
Only skilled workers can carry
out erection of equipment.
run v
. a business
to run ' .
I a factory
The business is being run as a
commercial enterprise.
licensed product
The quality of the licensed
product conforms to technical
specifications.
to keep up
So long as the cost of raw
materials keeps up, prices of
квалифицированный рабочий
руководить (учреждением, предпри-
ятием), вести (дело)
Это дело ведется на коммерчес-
кой основе.
продукция по лицензии
1. держать(ся) на прежнем уровне, не
меняться
consumer goods will keep up
too.
2. поддерживать, продолжать, не бро-
сать
to keep up
sub-licence n
one’s English
interest
correspondence
to grant a sub-licence
exclusive right
The licensor grants an exclusive
right to the customer to use the
production know-how on the
territory.
process documentation
We expect to receive process
documentation from you shortly.
assembly techniques
Our know-how incorporates
assembly techniques of the
equipment.
package n
сублицензия
предоставить сублицензию
исключительное право
технологическая документация
приемы, методы сборки
Наше «ноу-хау» включает приемы
сборки оборудования.
зд. комплекс предложений, мер; пол-
ный комплект документов
deal
a package
tour
proposal
The customer would like to receive
the process know-how package,
trial a
a trial
run
period
start-up
load
Russian experts will supervise a
trial run of the equipment.
breakdown n
пробный, испытательный
пробная эксплуатация
испытательный срок
пробный пуск
пробная нагрузка
разбивка (цены, стоимости) на мел-
кие группы
The customer wanted a break-
down of the credit part of the
contract price.
rough a
a rough idea
a rough estimate
приблизительный
общая идея, приблизительное
представление
приблизительная смета
a rough weight
We can give you only a rough
idea about raw materials
available in the country.
equal a
equal I Parts
I distance
The credit part was divided into
five equal parts to be paid
annually.
quotation n (ком.)
We can’t agree to your quotations,
initial quotation
Your initial quotation has struck
us as high.
quotation of the day
valid a
The letter of credit is valid for
three months.
claim
a valid
objection
argument/reason
The customer’s claim seems valid.
validity n
приблизительный вес
равный, одинаковый
цена, котировка, курс
Мы не согласны с вашей ценой,
исходная цена
курс дня
1. действительный, имеющий силу
2. веский, обоснованный
обоснованная претензия
убедительное возражение
убедительный довод
законность, легальность, действи-
тельность, обоснованность
Nobody doubts the validity of the
document.
discount n
to give a 10 % discount off the price
to ask fora discount
The customer agreed to sign the
contract provided the supplier
gave a 5 % discount off the price,
essential a
A guarantee period is an
essential article in any contract.
an essential I question
I service
practise v
What methods of payment are
practised in foreign trade?
lump sum (ком.)
скидка
дать скидку с цены в размере 10%
попросить скидку
существенный, существенно важный
практиковать, применять
паушальная, общая сумма, единовре-
менно выплачиваемая сумма
The lump sum amounts to ...
royalty n
royalty on sales
running royalties
A royalty of 10 per cent of the
price of the book on all copies
sold.
cash down
The customer undertook to pay
cash down for receiving consulta-
tions from the supplier.
selling price
What’s the selling price of the
equipment?
divide (into) v
The contract price was divided
into two parts.
The two sides divided their
obligations.
telegraphic transfer
Payments will be effected by
telegraphic transfer.
notice n
until further notice
without further notice
at short notice
authority n
to give (receive) authority to do smth
The engineer received the
authority to negotiate the
contract.
общая сумма составляет ...
1. лицензионный платеж, роялти
лицензионная плата, устанавли-
ваемая в виде процентного отчис-
ления от объема продаж товара
текущие платежи
2. авторский гонорар
Отчисления в 10% с цены каж-
дого проданного экземпляра кни-
ги.
за наличный расчет
продажная цена
делить, разделить
телеграфный перевод
извещение, уведомление, предуп-
реждение, объявление
впредь до дальнейшего уведом-
ления
без дополнительного извещения
тотчас же, незамедлительно
власть, полномочия
дать (получить) полномочия
сделать что-л.
EXERCISES
I. Answer these questions.
A. 1. What forms of cooperation have come into being in recent times?
2. Why can’t even industrially developed countries encourage a full-scale
production of goods? 3. What is the recent tendency? 4. What are franchised
agreements? 5. Who is a franchisor, a franchisee? 6. Why are these forms of
cooperation popular? 7. What’s the intention of the customer (licensee)?
8. How did the. customer find the Firm’s address? 9. What background
information about the experience of our association did they find out?
10. What kind of firm is the customer? 11. What would they like to establish?
12. What would they like to obtain from the licensor? 13. What things
necessary for surface pump units are available in the customer’s country?
14. What’s the request of the prospective licensee? 15. What information
would the supplier like to have?
B. 1. What’s the production capacity of the project? 2. What is available
in the customer’s country? 3. What are the requirements to the quality of
the licensed product? 4. What licences are internationally accepted? 5. What
does the customer prefer? Why? 6. What technical documentation should
be made available to the customer? 7. What assistance does the customer
expect from Russian experts in his country?
C. 1. What is the point of discussion? 2. What is included in the contract
price? 3. Why does the customer want to know the total expenses on
manufacture of the equipment? 4. Why is it difficult for the licensor.to give
the figure? 5. Why doesn’t the customer agree to the price? 6. What are the
licensor’s counter arguments?
D. 1. What is the subject of the talks? 2. What methods of payment are
practised in licence trade? 3. What method of payment is employed in the
contract in question? 4. In what way will the lump sum be paid? 5. How will
the running royalties be paid?
II. Find Russian equivalents to the following phrases from the texts.
A. in the age of integration and trade globalisation; unconventional forms
of cooperation; have come into being; have sufficient human, material,
logistic resources, research and development; encourage a full-scale
production; buy licences, patents and know-how; associated licences; to use
new techniques; an engineering company; a franchise agreement; a
franchisor; a franchisee; a trademark; a brandname; in the course of
construction work; establish a modern, reliable and safe manufacture;
contact a number of licensors; lines suitable for us; has developed a produc-
tion process; accumulate sufficient knowledge and experience; is willing to
transfer it to a third party; intends to build up a market; for obtaininga licence,
know-how and related services; we have been considering extensions of our
export field; an offer for the sale of a licence; appreciate very much details;
the range of our obligations; your idea of the project capacity; duration of
the agreement; as soon as we are in possession of the details; a non-exclusive
agreement will suit your purpose
B. to answer any query; could you put us in the picture about... ?; also
about prospective buyers; give only preliminary figures; to run the factory;
the quality of the licensed product should keep up the standard of the RF; to
grant one or two sub-licences; we would prefer an exclusive right; during
the plant trial run
C. will be the subject of a separate contract; the same goes for training
your people in the RF; I’m not sure we want this breakdown; it’s next to
impossible to determine ...; give a rough idea of the expenses; we’ll return
to the matter at a later stage; that’s rather a lot; while the other is valid for
eight years; we agree to look again at the initial quotations
D. what mode of payment do you practise?; a lump sum or royalties; it
should be a combination of both; you’ll be expected to pay cash down of
3 %; the notice that the agreement has been approved
III. Find English equivalents to the following phrases from the texts.
А. в век интеграции и глобализации торговли; нетрадиционные
формы сотрудничества; появляться в последние годы; достаточные
людские, материально-технические ресурсы, научно-технические
ресурсы; поддержать полномасштабное производство; покупать
патенты, лицензии, сопутствующие лицензии; соглашение о франшизе;
продавец франшизы; покупатель; торговая марка; название товара, сорт;
мы намереваемся ...; организовать надежное современное и безопасное
производство; выбрать подходящий для нас род деятельности;
разработать технологию производства; опыт и знания в данной области;
создать рынок; получить секреты производства; компетентная
консультационная фирма; мы готовы послать вам предложение на
продажу лицензий; мы были бы благодарны вам за подробности; объем
обязательств; условия платежа; гонорар лицензиара; лицензионное
соглашение; с тем, чтобы мы могли исключить вас
В. до того, как мы перейдем к подробностям; мытотовы ответить на
любой ваш вопрос; ввести в курс дела относительно ... ; будущие
покупатели на внутреннем и внешнем рынке; мы можем вам дать только
предварительные данные; качество продукта по лицензии должно
соответствовать стандартам РФ; еще одно (еще один вопрос); короче
говоря, передача полной проектной документации по технологии
производства; начальный (опытный) период эксплуатации -
С. мы договорились обо всех основных пунктах соглашения, кроме
одного; то же самое относится к ... ; я не уверен, что нас устраивает
такая разбивка; почти невозможно; дать приблизительное представ-
ление о ...; это слишком много; цена, которую мы назначаем ...; что в
два раза ниже вашей цены; просим у вас скидку в 10 %
D. паушальный платеж; текущие отчисления; продажная цена;
вознаграждение лицензиара; продукт по лицензии;... со дня получения
уведомления
IV. Single out the main points of the texts.
V. Sum up the contents of the dialogues.
VI. Practise these words and word combinations.
to build up
a) Translate into Russian.
1. Developing countries set themselves a task of building up their
national economies. 2. They try to build up their domestic market. 3. These
books will soon build up into a fine library. 4. Daily morning exercises help
build up one’s health.
b) Act out the flashes of conversation using the substitutions for the words
in italics.
1. A. We need local manufacture of machine-tools, and very badly.
B. That’s the point of today’s discussion. But you should build up a
domestic market for them. .
Substitutions: tractors; lorries; consumer goods; excavators
2. A. Another thing, MrM. You want to build up a stock of spares for the
workshop, don’t you?
B. We do, and we’d appreciate your help.
A. 1 believe we can place an order for you with our manufacturers.
Substitutions: instruments; trolleys (тележки); lifting facilities
technique (s)
a) Translate into Russian.
1. We usually provide operating techniques under a separate contract.
2. The customer’s trainees come to Russian enterprises to study different
techniques. 3. Russian instructors teach the customer’s personnel
techniques to operate the equipment.
b) Act out the flash of conversation usingthe substitutions for the phrase
in italics.
A. Our expert is coming to give your workmen consultations on the
control equipment.
B. That would ease things around. They need to know operating
techniques.
Substitutions: power equipment; irrigation equipment; electronics; geodetic
equipment
c) Translate into English.
1. Мы ожидаем, что ваши специалисты передадут нам некоторые
приемы работы с лицензионным оборудованием. 2. По этому соглашению
будут введены новые способы очистки воды (water purification). 3. Ли-
цензионное соглашение предусматривает передачу технических при-
емов лицензиату. 4. Если специалисты лицензиата приедут на россий-
ское предприятие, то они получат информацию о любом процессе и
способе изготовления продукта по лицензии.
to transfer; transfer; telegraphic transfer
a) Answer these questions.
1. Why is transfer of latest technology and know-how becoming
increasingly popular? 2. Do you transfer your experience under licence
agreements? 3. Is payment by telegraphic transfer often used in your
contracts with the customer?
b) Act out the flash of conversation using the substitutions for the word
in italics.
A. How much do you charge for the transfer of know-how?
В. At this stage I could give you only a rough idea. But what we can
promise is to calculate all the expenses later.
Substitutions: latest technology; knowledge and experience; documents;
rights
c) Translate into English.
1. В контракт была включена статья о передаче секретов произ-
водства заказчику. 2. По соглашению права на использование лицензии
не могут быть переданы третьей стороне. 3. Заказчик согласился про-
извести платеж аванса по телеграфу. 4. Текущие отчисления должны
быть переданы на счет лицензиара в банке заказчика.
to develop a process
a) Translate into Russian.
1. The customer is interested in obtaining a licence for processes
developed at our plants. 2. It is uneconomical for the customer to develop
new manufacturing processes by his own means. 3. If the licensor modifies
the process already developed he should inform his licensee of it.
b) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. You have developed a new process to make medical equipment.
Could you sell us a licence for this?
B. That’s a good idea and very economical in terms of money. But are
the necessary materials available?
Substitutions: pipes of a wide diameter; synthetic rubber; spares for cars
c) Translate into English.
1. Заказчик начал разрабатывать полезные ископаемые с помощью
российских специалистов. 2. Это предложение было развито на следую-
щих переговорах. 3. Производственный процесс, разработанный вами,
не устраивает лицензиата. 4. Заказчику выгоднее купить лицензию, чем
разрабатывать самому производство новой продукции.
to keep up
a) Translate into Russian.
1. The customer is trying to keep up the quality of licensed product by
training his people at modern plants. 2. We kept up the talks and settled all
outstanding questions. 3. In order to keep up your English do a lot of reading.
4. If the weather keeps up we shall have some outdoor games.
b) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. You know we’ve been having difficulty with the manufacturing
process.
B. What’s the problem?
A. Raw materials have been delayed. Anyway we managed to keep up
the production level.
Substitutions: necessary drawings; deliveries of non-standard equipment;
entry visas for your expert
c) Translate into English.
1. За последнее время цены на этот вид сырья не снижаются. 2. Ли-
цензиат поддерживает переписку с российской стороной, сообщая о
качестве выпускаемой продукции. 3. Все поддержали беседу. 4. Не
бросайте изучение английского языка. 5. Будем надеяться, что погода
не изменится.
VII. Compare the style of these phrases.
Phrases from a business letter:
have come into being in recent
times
It is our intention to establish the
manufacture of...
We are therefore interested in
contacting...
with a view to choosing lines
suitable for us
Phrases from a business talk:
have appeared lately
We are going to start the produc-
tion of...
We would like to get in touch with
and we would like to choose suit-
able lines
to manufacture the above equip-
ment
is willing to transfer it...
to this end...
raw materials are fully available in
this country
in the volume required for the
manufacture of the equipment
We look forward to hearing from
you soon
your letter inquiring about (re-
questing about) ...
The letter arrived at a very op-
portune moment
with regard to (concerning)...
as soon as we are in possession of
the details...
we shall forward to you ...
but our understanding is ...
will suit your purpose best of all
we are giving your enquiry priority
to make the equipment we’re dis-
cussing
is ready (would like) to transfer it
to do that...
we have all the necessary raw
materials
and the quantity should be enough
to make the equipment
We hope to hear from you soon
your letter where you ask about...
The letter came at a very suitable
moment
about...
as soon as we have the details ...
we shall send you ...
the way we understand it...
will be quite suitable for you
your enquiry comes first with us
VIII. Fill in articles or possessive pronouns wherever necessary. Discuss
the letter.
May 10,20...
Dear Sirs,
We thank you for your letter advising us of... technical characteristics of
... equipment produced under... licence.
We have to admit that ... slight deterioration in ... quality has indeed
been registered in some of the machines manufactured lately.
Judging from ... investigations carried out by ... own experts two main
causes of malfunction of... equipment could be considered:
a) natural wear of... processing equipment and machine-tools with ...
help of which ... licensed product is manufactured;
b) deterioration of... professional skills of... workers who do ... most
responsible job on ... line.
But we are happy to inform you that at present we have worked out ...
measures to streamline the situation and eliminate ... above shortcomings.
We feel that most drastic ones are: replacement of ... processing
equipment and upgrading... personnel skills.
With this in view we would like ... group of 8 people to be sent to ...
Russian enterprise under... vocational training scheme agreed between us
in advance.
We hope to hear from you soon,
Yours faithfully,
deterioration n ухудшение (ка-
чества)
malfunction n неисправная работа
processing equipment технологи-
ческое оборудование
drastic а решительный
streamline v выправить, сделать
более эффективным
upgrading п повышение квалифи-
кации
IX. Read the article and discuss the problem raised in it.
Franchising is a business system in which a company or the franchisor
sells an individual or a business entity, in this case the franchisee, the right
to operate a business using the franchisor’s established system.
The franchisee can use the franchisor’s trademarks, brandnames,
reputation, expertise, experience and services for a fee stipulated in a
Franchise agreement.
At the beginning of their partnership the franchisee pays an initial
franchise fee and then agrees to pay a management services fee, or royalties,
which are usually a percentage of the annual turnover. Sometimes the
franchisee contributes to the franchisor’s advertising and marketing costs.
As trade barriers disappear in Europe and free market economies are
getting established in Eastern European countries and Russia, massive
crossborder franchising is predicted. For big companies who want to expand
into foreign markets setting a franchise is the safest and most profitable
way.
For local companies or entrepreneurs a franchise agreement is a shortcut
to becoming a business owner. Foreign companies need local companies
who know local market conditions, and they know what is best for their
countries.
The range of franchise opportunities is numerous. Retail sales through
franchised outlets, fast food industry have become success stories of pro-
fitable business. Names like McDonald’s, Burger King, Pizza Hut are known
to everyone. Practically any kind of service can be expanded through master
licences of franchising.
(business) entity юридическое
лицо
initial franchise fee первоначаль-
ный взнос
annual turnover торговый оборот
за год
entrepreneur [.эШгэргэ'пз:] п пред-
приниматель
retail outlet магазин розничной
торговли
master licence agreement моно-
польное, мастерское соглашение
a short cut более короткий и эф-
фективный путь
X. Read these letters and do the assignments given below each of them.
1. September 8,20...
Dear Sirs,
In a nine month period the term of our Licensing Agreement valid for
eight years is expiring.
As per Article No.... of our Agreement we confirm our intention to extend
its validity by another seven years.
Besides, we would like to bring to your notice that there is a growing
demand for the equipment produced under your licence on our domestic
market and elsewhere, therefore we are planning to establish the manu-
facture of modernized Machine-Tools Make..., the production of which has
been started by your Works this year.
We would be obliged if you would send us your written consent to renew
the Agreement at least one month before it expires, otherwise it will have to
be terminated. We also remind you that the effective day is April 12.
We look forward to hearing from you soon.
Yours faithfully,
another seven years еще на семь лет
renew v продлить срок действия со-
глашения
Hold the talks along these lines.
terminate v заканчиваться, завер-
шаться, оканчиваться
the effective day дата вступления
соглашения в силу
Give your consent to renew the agreement if the cashdown payment is
increased (for the details see Letter 2). Remind the customer that if the
quality of the licensed product doesn’t keep up with Russia standards your
side may have to terminate the agreement.
2. September 25, 20...
Dear Sirs,
Re: Renewal of the Licensing Agreement
We have received your letter dated September 8, 20... , which we have
read with interest. We welcome your decision to extend the validity of the
Agreement and are ready to negotiate new terms, provided running royalties
are increased from 3 to 3.25 per cent from the total selling price of the product
manufactured by you under our licence.
Concerning the Licensed Product you exported to different countries
within the export zone, we would like to receive payments for it in the
currency of the country.
With regard to organizing the manufacture of modernized Machine-Tools
Make ..., we are ready to sell to you the right to manufacture them on similar
terms.
We are looking forward to your early reply.
Yours faithfully,
renewal n продление, возобновление
Hold the talks along these lines.
Discuss the renewal of the licence agreement, the sale of the licensed
product within the export zone and the royalty you would like to receive for
it.
3. February 2, 20...
Dear Sirs,
Re: Licence Agreement No. ... , Transfer of Technology
Having examined the technical documentation received from you under
our Agreement No. ... we regret to inform you that through overlook or
neglect some important information is missing:
a) in Volume 1.1.3 some errors in the text (see pp. 12, 14) cropped up;
Volume No. ... is available only in Russian;
b) on Sheet No. ... the name of materials of which the parts are to be
manufactured is absent;
c) on Sheet No...., the main parameters are missing.
Apart from that, Volumes 3 and 4 are available in two copies only instead
of four as per Agreement.
We expect you to take urgent steps to facilitate the dispatch of the missing
data and documentation in the shortest possible time, all for your account.
Yours faithfully,
overlook n упущение, недосмотр
neglect n небрежность
volume n том
to crop up появляться
facilitate v ускорять
for smb’s account за чей-л. счет
Hold the talks along these lines.
Offer your apologies for the inconvenience the missing documentation
has caused. Try to explain the reason and offer to send your expert to their
country to handle the matter.
XI. Express the contents of the letters in Ex. X in the form of fax or e-mail
letters.
XII. Study the translation difficultiesgiven below. Translate into English.
Translation difficulties:
становится все более популяр-
ным
мы располагаем необходимым
сырьем
настоящим письмом сообщаем...
был построен завод по произ-
водству ...
is becoming increasingly popular
в связи с возрастающим спросом
перестал покрывать (удовлет-
ворять) нужды экономики
мы надеемся не только расши-
рить рынок, но и...
механизмы и оборудование
мы заинтересованы в том, чтобы
завод работал
the necessary raw materials are
fully available in this country
this is to advise (inform) you ...
the plant manufacturing... (for
the manufacture of...) was
constructed
due to a growing demand
does no longer keep up (with) the
needs of the economy
we intend to build up the domestic
market as well as to ...
machinery and equipment
we would like the plant to work
... ваших специалистов в коли- ... two or three of your specialists
честве 2-3 человек
все условия, указанные в нем, нас all the terms and conditions stip-
устраивают ulated (stated) in it suit us
1. Мы заинтересованы в контактах с известными лицензиарами.
2. Нам известно, что ваше предприятие разработало процесс про-
изводства интересующего нас оборудования. 3. Если возникнет не-
обходимость, следует обратиться к опытной консультационной фирме.
4. Торговля лицензиями становится все более популярной формой со-
трудничества. 5. Мы хотели бы купить у вас исключительную лицен-
зию с секретами производства и услугами, относящимися к ним. 6. Этот
вопрос не входит в сферу деятельности фирмы. 7. К сожалению, про-
дукция по лицензии не соответствует стандартам РФ. 8. Мы бы хотели,
чтобы ваши эксперты дали консультации по способам (методике) сбор-
ки оборудования. 9. Какие способы платежей используются при торгов-
ле лицензиями: паушальный или текущие отчисления (роялтиз)? 10. Что
касается общих расходов на производство станков, то мы можем назвать
лишь очень приблизительную цифру.
1 12 декабря 20... г.
Уважаемые господа!
Через Вашего представителя в нашей стране мы узнали, что Вы
владеете процессом производства, обширными знаниями и опытом в
производстве запчастей для турбины ... и можете продать заинте-
ресованному покупателю лицензию и ноу-хау.
Мы располагаем необходимым сырьем и машиностроительными
предприятиями для изготовления указанного оборудования и планируем
организовать производство запчастей для турбины ... с целью расши-
рения внутреннего рынка.
В связи с этим мы хотели бы получить от Вас предложение на про-
дажу простой лицензии и ноу-хау в объеме, необходимом для органи-
зации производства запчастей для турбины ... в количестве ... штук в
год.
Мы готовы рассмотреть все условия нашего будущего лицензионного
соглашения, включая командирование Ваших экспертов в нашу страну
для консультаций, лицензионное вознаграждение, условия платежа
ит. д.
В ожидании скорого ответа.
С уважением,
2. 20 января 20... г.
Уважаемые господа!
Проект Контракта №...
Благодарим Вас за проект контракта на оказание услуг по ин-
жинирингу.
Мы тщательно изучили Ваш проект и находим, что все указанные в
нем условия нас устраивают. Но общая цена в ... тыс. руб. кажется нам
завышенной. К сожалению, Вы не представили в проекте контракта
разбивку цены, т. е. цену устройства, стоимость технического опыта и
знаний, а также стоимость командирования специалистов для
организации консультаций.
Как только мы получим разбивку цены, мы будем готовы встретиться
с Вами для обсуждения всех условий нашего будущего контракта.
' С уважением,
3. 17 ноября 20... г.
Уважаемые господа!
Настоящим письмом хотим сообщить Вам, что восемь лет тому назад
в нашей стране при техническом содействии РФ был построен завод по
производству электротехнического оборудования. Наши специалисты
успешно работали на нем, используя Ваш опыт и знания, и продукция
завода соответствовала стандартам РФ.
Но в последнее время, в связи с возрастающим спросом, объем
выпускаемой продукции перестал удовлетворять нужды экономики.
Поэтому мы планируем провести реконструкцию завода с целью
увеличения его мощности и расширения ассортимента выпускаемой
продукции.
Мы бы хотели, чтобы после реконструкции завод работал на основе
новейшей технологии. Мы надеемся не только расширить внутренний
рынок, но и экспортировать в будущем продукцию в страны нашего
региона.
В этой связи мы хотели бы пригласить Ваших экспертов в количестве
2—3 человек для консультации по следующим вопросам: определению
объема, количеству специалистов, механизмов и оборудования и т. д.
Мы готовы встретиться в удобное для Вас время, чтобы обсудить
вышеупомянутые вопросы.
С уважением.
электротехническое оборудование
electrotechnical equipment
реконструкция reconstruction п
расширить ассортимент diversify
assortment
новейшая технология latest tech-
nology
XIII. Read the dialogues, sum up the contents and act them out.
1. MAKING ENQUIRIES ABOUT A LICENCE AGREEMENT
Customer: We’d like to obtain from you a licence for the production of hy-
dro turbines. Make ... . You know the country’s hydro resources are
very big and we’re now planning to start manufacturing the turbines
similar to those you design and produce at your St.Petersburg factory.
Licensor: As you’re well aware, Mr H., our firm does not sell licences as
such. We deal only in associated licences. It means that we might think
of giving you services in setting up the manufacture of the turbines.
That would include the sale of licence and transfer of know-how on ba-
sic and detailed engineering.
С. I see. But the point is we’ve already found a firm who might elaborate
the design work for us. Anyway we’ll be happy to have your experts for
consultations along these lines.
L. Very well then, and could you send a formal enquiry and communicate
to us the background and experience of your experts. As soon as we
have got your enquiry, we’ll make an offer.
C. Good, we’ll let you have our enquiry within two weeks.
basic and detailed engineering background and experience био-
выполнение техпроекта и рабо- графические данные и справка об
чего проектирования опыте работы
2. THE SALE OF THE LICENSED PRODUCT
Licensor: As far as I know you produce 2,000 machine-tools under our li-
cence. I also know that you export them to several Asian countries.
Customer: That’s true. We export 1,000 pieces that make around 3,000
machine-tools a year.
L. I’d like to talk on some particulars about the export zone.
C. What are they?
L. We don’t object if you export the equipment to your neighbouring coun-
tries. What we can’t agree to is your exporting the machine-tools to....
You see, the country is a long-standing purchaser of our equipment and
we’ve been doing good business there for a long time.
C. All right, we’ll make a special note of it and cut the exports to.... Any-
thing else?
L. One more thing. As we agreed, you’ll pay three per cent of the selling
price in the currency of payment as running royalties. But with exports
it’s different. Payment then should be made in the currency of the pur-
chaser.
C. Agreed.
export zone зона экспорта — страна
или страны, в которые лицензиат
имеет право экспортировать про-
дукцию по лицензии (за исклю-
чением страны лицензиара и
стран, с которыми лицензиар име-
ет соглашение по сотрудничеству,
совместные предприятия или до-
черние компании, занимающиеся
производством лицензиоийой
продукции)
purchaser п покупатель
to make a special note of it иметь
что-л. в виду, отметить
XIV. Read, render and discuss the text.
В послевоенный период быстро расширяется научно-технический
обмен опытом и знаниями между различными странами. Он включает
традиционную куплю-продажу готовых товаров и комплектного обору-
дования для их производства, использование услуг высококвалифици-
рованных ученых и специалистов, а также приобретение патентов и
лицензий на передовую технику и технологию.
Под лицензионным соглашением понимается право на использование
запатентованного изобретения, которое выдается покупателю-лицензи-
ату продавцом-лицензиаром за определенное вознаграждение. Суще-
ствуют три основных вида лицензионных соглашений: договор простой
лицензии, договор исключительной лицензии, договор полной лицен-
зии.
По договору простой лицензии лицензиар разрешает лицензиату на
определенных условиях использовать изобретение или секрет произ-
водства, оставляя за собой право выдачи аналогичных лицензий другим
лицам.
По договору исключительной лицензии лицензиар предоставляет
лицензиату исключительное право на использование изобретения или
секрета производства и уже не может предоставлять аналогичных ли-
цензий другим лицам.
По договору полной лицензии лицензиар уступает лицензиату пол-
ностью все права иа использование изобретения (секреты производства)
в течение всего срока действия договора. При этом сам лицензиар в те-
чение всего этого срока лишается права использования изобретения
(секрета производства) как самостоятельно, так и путем выдачи каких-
либо лицензий.
Предметом лицензионного договора могут быть научно-технические
достижения, секреты производства, что входит в понятие «ноу-хау».
В последние годы в связи с модернизацией построенных про-
мышленных предприятий и их интенсификацией в договоры о тех-со-
действии стали включаться «сопутствующие» лицензии на ис-
пользование разработанных процессов и передачу «ноу-хау».
Договор полной лицензии следует отличать от продажи патента,
когда лицензиар полностью и навсегда уступает все права иа изобрете-
ние. Патент предоставляет исключительное право его обладателю на
это изобретение в пределах территории страны, где он выдан, иа весь
срок его действия.
Одним из основных условий лицензионного договора является ус-
ловие о выплате лицензионного вознаграждения. В практике торговли
лицензиями приняты два вида вознаграждения: паушальный платеж и
периодические процентные отчисления «роялтиз».
Паушальная сумма выплачивается сразу, лицензиар единовременно
получает свою долю прибыли и не зависит от возможных рисков, свя-
занных с использованием лицензии. «Роялтиз» могут осуществляться в
форме сборов с единицы производимой продукции или в форме процен-
та от суммы оборота по продажам.
XV. Give extensive answers to these questions.
1. Why is licence trade becoming increasingly popular? 2. What licences
are widely practised in the world? 3. What is know-how? 4. Why is transfer
of technology and know-how very important for developing countries?
5. What services does the licensor usually grant to the licensee? 6. What’s
the licensee entitled to, if he signs an exclusive licensing agreement? (non-
exclusive)? 7. What’s the normal duration of a licensing agreement? What’s
usually done by the two sides before the expiration of the licensing agree-
ment? In what case(s) do they terminate the agreement? 8. What kind of
consultations do licensor’s experts grant to the licensee’s staff? 9. For what
purpose does the licensee’s personnel come to Russia? 10. What methods
of payment are practised in the licensing agreement? 11. What other un-
conventional forms of cooperation do you know?
XVI. Write letters based on the following situations.
1. Ответьте на письмо — запрос будущего лицензиата о продаже
лицензии. Дайте согласие начать переговоры по поводу лицензионного
соглашения. Укажите условия, на которых вы обычно заключаете
лицензионные соглашения, их виды; оговорите услуги, оказываемые
вами; условия платежа; срок лицензионного соглашения и т. д.
2. Напишите ответ лицензиату о том, что вы не возражаете против
передачи им права на изготовление продукции по лицензии суб-
лицеизиату. По отдельному контракту вы согласны дать консультации
сублицензиату. Напомните, что процент отчислений (running royalties)
за изготовление продукции в зоне экспорта должен производиться в
валюте страны-покупателя.
3. Напишите ответ лицензиату на их просьбу прислать ваших
экспертов для оказания услуг в передаче секретов мастерства и оказании
консультаций, а также для руководства и помощи в монтаже, наладке и
начальном этапе производства. Отметьте, что оплата за первую ка-
тегорию услуг производится по почасовой системе (at an hourly rate), а
вторая категория оплачивается по ставкам возмещения.
4. Ответьте на просьбу заказчика принять их специалистов для
обучения секретам мастерства изготовления продукции по вашей
лицензии. Напомните, что плата за обучение 5 специалистов будет
производиться по ставкам, согласованным между РФ и страной-
заказчиком. Укажите, какие расходы вы берете на себя.
XVII. Act out the situations.
1. Your prospective licensee would like to establish the manufacture of
equipment underyour licence. You want background information about their
firm. In your turn you tell them everything about your line of business.
2. You’re negotiating a licensing agreement. The customer would like
to obtain from you an exclusive right to use the know-how and technical
documentation to produce the equipment under your licence and sell it on
the territory. Give your idea of the methods of payment for the services
granted.
3. The licensee sent a letter requesting you to receive in Russia a group
of 4 experts with the view to getting consultations on the manufacture of
the equipment under your licence. Discuss the conditions under which the
service may be granted.
4. Discuss with the customer extension of the licensing agreement which
is due to expire in six months. You are willing to give consent provided run-
ning royalties are increased by 0.2 per cent.
XVIII. Read these excerpts from documents you can come across in your
business activity.
1. A LETTER FROM THE LICENSEE TO PROSPECTIVE
LICENSORS
Gentlemen!
We wish to install a ... plant with a capactiy of... metric tons per year of
... to be located at....
Since your company is noted as a specialist in this process technology,
we are requesting you to present us a formal proposal for our specific project.
We are also sending similar letters to some other companies which have the
right to license know-how for this process.
We are enclosing hereto (i) a list of the information we require to ensure
uniformity in content of the different bids and simplicity in their evaluation
and (ii) an outline of the Scope of the Process Engineering Design Package
which the Licensor will be expected to supply.
We wish to complete evaluation of bids and contracting of technology
by ... . Therefore, you must present your proposal on ... or before ... .
We would also like to obtain from your company the name of engineering
companies with experience and knowledge of your process who would be
suitable to undertake the detailed engineering and construction of the plant
under bur supervision.
Thank you for your kind attention to this invitation; confirmation by e-
mail of your intention to bid would be appreciated.
Yours sincerely,
on behalf of
The Prospective Licensee...
uniformity in content единообра^
зие содержания
outline of scope наметка, общий
план(черты)объема
detailed engineering and con-
struction рабочее проектирова'
ние и строительство
bids п торги, тендеры
2. THE UNIDO PROFORMA LICENCE AGREEMENT
Article 1
Some Definitions
1.1 “The Process” shall mean the latest commercially proven process de-
veloped or acquired and owned by Licensor at the Effective Date which
is the subject of this Agreement.
1.2 “The Know-how” shall mean all the latest technical data, information,
drawings and designs and instructions relevant to the Process in the
possession of Licensor, which are sufficient to enable the Contractor
to undertake the detailed engineering and construct the Plant and to
enable the Licensee’s personnel to operate the Plant so as to produce
product(s) in accordance with the Performance Guarantees.
1.3 “Effective Date” shall mean the date on which this Agreement shall
come into effect.
Article 3
Obligations of the Licensor
Grant Patent Rights and Licence
3.1 The Licensor warrants that it has the right to grant licences for the use
of the Know-how and the Patents in (country) for the production of
Product and that Product produced may be sold in (country) or to all
countries of the world (except... countries). The Licensor hereby grants
to the Licensee with effect from the Effective Date of the Contract, a
поп-exclusive, non-transferable right and licence under the Know-how
and the Applicable Patents:
(a) to employ the Process and Know-how in the design, engineering
and construction of the Plant and in its operation during the life
time of the Plant;
(b) to sell, use or otherwise dispose of the Product manufactured by
the Licensed Plant in ... or in any other country of the world, ex-
cept ...;
(c) to purchase, acquire, make or have made any equipment, appara-
tus or other material or chemicals necessary for the construction
and operation of the Plant.
Improvements in the Process
3.2 The Licensor undertakes to make available to the Licensee all Improve-
ments in the Process developed or acquired by the Licensor for the
duration of the Agreement and specifically;
(a) to make available, free of charge, all developments and im-
provements in operating techniques, preventive maintenance,
safety measures, and process developments;
(b) to grant to the Licensee, on payment of a reasonable fee and on
agreed terms, the rights to use proprietary process developments
implemented, or acquired by the Licensor, including patented de-
velopments, which could result in significant improvement(s) in
the capacity, reliability and efficiency of the Plant, and quality of
the products.
Supply of Technical Documentation and Related Services
3.3 The Licensor shall supply to the Licensee sufficient technical informa-
tion and Know-how related to the Process to enable the Licensee to
undertake through his Contractor the detailed engineering of the Plant,
to construct the Plant, to commission the Plant and to operate the
Plant.
Penalties
3.6 The Licensor shall be subject to a penalty to be paid to Licensee
(1) for delay in supplying the Basic Engineering Design Package and
other documents required by the Licensee and the Contractor for
detailed engineering of the Plant... thousand US Dollars for each
week of delay;
(2) if the Plant fails to demonstrate the Performance Guarantees in
the last Performance Guarantee Test the Licensor shall pay the
Licensee compensation in the form of penalties.
Article 4
Obligations of the Licensee
Provisions of Basic Design Data for the Plant
4.1 The Licensee shall provide and be responsible for the accuracy of Ba-
sic Design Data on which the design of the Plant is to be based. The
Basic Design Data shall be transmitted to the Licensor and discussed
at the First Basic Engineering Meeting.
Secrecy and Confidentiality
4.2 The Licensee shall treat all process and technical information, propri-
etary Know-how, patented processes, documents, data and drawings
supplied by the Licensor as “Confidential Information” and shall not
divulge such Confidential Information to a third party.
Article 6
Training of Licensee’s Personnel
6.1 The Licensor shall arrange for the training of Licensee’s personnel at
one of the Licensor’s plants. The training shall cover, but not be lim-
ited to, plant operations, plant maintenance, material handling, qual-
ity control. The Licensor shall ensure that the training shall be adequate
to enable the Licensee’s personnel to master the technology of the
Process, the operation, maintenance and control of the Plant.
6.2 The cost of the Licensor’s personnel supervising the training and train-
ing fees are included in the lump sum fee payable to the Licensor.
6.3 The Licensor shall have the right at any time to require the immediate
repatriation of any of Licensee’s personnel found to be negligent and
lacking in competence.
Patent Infringement
7.1 The Licensor shall indemnify and hold harmless the Licensee in the
event that any claim is made or any suit or other action is brought
against the Licensee alleging infringement of one or more of Third
Parties’ Patents published until the Effective Date by reason of the
Licensee’s practice of the Process and the Know-how in the Plant or
of the sale on the home market of the product produced in the Plant,
provided the Licensee so notifies the Licensor promptly.
7.1.1 Indemnify shall mean that the Licensor shall reimburse in full to the
Licensee any royalties, licence fee or damages paid to a third party as
a result of a ruling of a competent court of law that Licensee’s prac-
tice of the Process and/or Know-how infringes the patent rights of
the third party.
the latest commercially proven
process новейший, коммерчески
испытанный процесс
effective date дата вступления в си-
лу (контракта)
life time of the plant продолжитель-
ность эксплуатации завода
to dispose of the product зд. реали-
зовать продукцию
preventive maintenance профилак-
тический ремонт
process developments новшества,
нововведения в процессе произ-
водства
to use proprietary process develop-
ments использовать запатенто-
ванные новшества в процессе про-
изводства
commission v ввести в эксплуата-
цию, осуществить пуск объекта
penalty п штраф, штрафные санкции
accuracy of basic design data точ-
ность исходных данных для проек-
тирования
material handling обработка мате-
риала
to master the technology освоить
технологию
repatriate v отозвать, выслать
to be found negligent, lacking in
competence характеризующийся
нерадивостью и некомпетентностью
patent infringement нарушение па-
тентных прав
indemnify v обезопасить
to hold harmless обеспечить патент-
ную защиту
to make a claim on smb предъявить
претензию
to bring suit against smb подать в суд
to allege infringement of a third
party’s patent необоснованно за-
явить о нарушении патентных прав
третьей стороны
to promptly notify smb of smth
срочно известить, информировать
кого-л.
to pay damages возмещать убытки
a rulingof a competent court of law
постановление, решение компе-
тентного суда
UNIT 7
TURN-KEY CONSTRUCTION
TEXT
A.
The type of assistance to foreign countries in building industrial enter-
prises and other projects where the Contractor undertakes full responsibil-
ity for1 the organization of the project construction and its commissioning
is now referred to as turn-key construction.
The Contractor party undertakes to execute survey and design work, to
work out the DPR, to prepare working drawings and supply equipment. The
Contractor also sends specialists to the Customer’s country to do part or
full civil engineering works and carry out erection and starting-up and ad-
justment operations. As a rule the Contractor supplies spare parts so that
the project could normally operate2 during the maintenance guarantee pe-
riod.
Many developing countries that lack engineers, technicians and skilled
labour have already signed a lot of contracts on such terms.
When carrying out turn-key construction, the Contractor engages local
firms as sub-contractors to do a certain amount of civil work on the con-
struction of projects. Upon completion of construction, the Contractor im-
mediately hands over the projects to the Customers without any conditions
attached that might infringe the rights of the client country to control and
run the enterprise.
In keeping with the requirements of the time favourable possibilities are
being opened today for construction of enterprises on a turn-key basis in
Russia.
B.
September 29,20...
Dear Sirs,
In accordance with the Protocol-of meetings and the talks between the
organizations concerned, we wish to inform you that we are ready to give
you technical assistance in the construction of the project, your Govern-
ment intends to build, and to execute the work on a turn-key basis.
In the performance of the above work we as Contractor undertake to
provide all necessary materials, equipment, labour and services for the de-
sign and construction of the project.
Upon completion of construction we will carry out starting-up and ad-
justment operations and hand the project over to the Customer ready for
commercial operation.
Our company shall extend to your company a credit at an annual inter-
est rate of... per cent which shall be repaid by equal annual installments
beginning from the year following the year of utilization of the appropriate
part of the credit.3
We are sending you our Draft Contract and hope to have your comments
soon.
Yours faithfully,
C.
DISCUSSING CONSTRUCTION PERIOD
Contractor: Well, Mr A., I’ve got good news for you. Our design organiza-
tion has considered your request and is prepared to speed up the design
work.
Customer: Glad to hear that, Mr P. And what about the period of construc-
tion and erection works?
Contr.: We’ve looked into the matter and I think we could reduce it a bit if
you deliver some equipment for the project.
Cust.: Oh, fine, that’s just what we were going to suggest. We are very
much interested in using local building materials and our own equip-
ment.
Contr.: Very good, Mr A. That will certainly speed up the work and bring
down the cost.
Cust.: You see, Mr P., as you undertake to do the construction work, we
could recommend you a reliable sub-contractor.
Contr.: That would be excellent, Mr A. We’ll try to hire as many local work-
ers as possible. But we’d like to reserve the right to engage foreign sub-
contractors as well.
Cust.: Agreed. But, please, bear in mind that contracts with foreign sub-
contractors should be governed by the laws of our country.
Contr.: Why, certainly, Mr A. Observance of laws is essential. So, as soon
as we know the names of our sub-contractors we’ll return to the matter
and finalize the construction period.
Cust.: Well, that seems fair, Mr P.
Contr.: And I suppose, Mr A., you understand that we’ll be able to do the
work in the stipulated time only on one condition: you should approve
the DPR, provide the site and finance the works without delay.
Cust.: Oh, yes, Mr P., everything will be done on time, I can assure you.
But if you are delayed, we’ll grant you an extension of the contractual
time to get the work completed.4
Contr.: Good.
D.
DISCUSSING ENGAGEMENT OF A CONSULTING COMPANY
Customer: Mr P., since we don’t have qualified staff to supervise the work,
we’ve engaged Wright and Sons as the Engineer on the site.
Contractor: Oh, we know the consulting company very well. It’s good that
they are going to represent you. We take it they’ll be authorized to de-
cide all matters that may arise, right?
Cust.: Yes, the Engineer will be acting within the limits of his powers en-
tirely in compliance with the tender documents. One of his responsibili-
ties will be to sign the progress reports as they come in. Without the
Engineer’s signature you won’t get paid for the work done.
Contr.: That’s fair. Are there any representatives of the Engineer here now?
Cust.: No, they are arriving towards the end of the week.
Contr.: I see. Then we’ll have to put off the discussion of the construction
and erection schedules as well as the utilities supply until they come.
Cust.: Could I stress also that the Engineer should have access to all the
works he might wish to see.
Contr.: Certainly. The right should be granted to him. That’s standard prac-
tice. And especially to covered-up works like foundations, for example.
Cust.: Good. And there’s one more thing, that’s the contractor’s obligation
to pull down and re-do totally at his expense the work that will be found
improper.
Contr.: You may be sure that we’ll do our best to perform the work and we
think you will like it.
E.
DISCUSSING FIRST AID AND MEDICAL SERVICES
Contractor: Speaking about first aid, may I remind you that our conclusion
was that all medical services at the site should be provided by us.
Customer: That’s right, Mr P. We like your idea of setting up a dispensary
at the site. It’s good that you are going to equip it with modern medical
equipment and staff with a highly qualified doctor and nurses.
Contr.: Thank you, Mr A. And have you talked over our request about your
assistance in providing medical treatment to our specialists?
Cust.: Well, Mr P., we are keen to do our share, say hospitalize your people
when necessary.
Contr.: And you will bear the cost involved, right?
Cust.: I’m sorry to say no. This goes contrary to the provisions of the tender
docufnents. We’ll cover the hospital bills and then invoice the sums on
you.
Contr.: I see. We’ll have to agree then.
Cust.: Good. While we are on this “medical” subject, Mr P., you remember,
don’t you, that all your specialists and their families must have medical
certificates on vaccinations and inoculations.
Contr.: Thanks for reminding me. We know about such formalities and we’ll
comply with them. Well, if that’s all, let’s call it a day.
Cust.: O.K.
NOTES
1. where the Contractor under-
takes full responsibility for...
2. so that the project could nor-
mally operate
3. beginning from the year fol-
lowing the year of utilization
of the appropriate part of the
credit
при которой Подрядчик берет на
себя полную ответственность
за ...
с тем, чтобы объект нормально ра-
ботал
начиная с года, следующего за го-
дом использования соответ-
ствующей части кредита
4. to get the work completed
5. Engineer on the site
6. as they come in
для завершения работ
Инженер на площадке
по мере их поступления
VOCABULARY LIST
turn-key construction
to undertake responsibility
organization n
commissioning n
contractor n
civil engineering work(s)
starting-up and adjustment opera-
tions
maintenance guarantee period
lack v
labour n
engage v
local firms
sub-contractor n
completion n
to hand over
infringe v
client country
performance n
operation n
to extend credit
interest rate
to repay credit
utilization n
appropriate a
comment n
to bring down
hire v
to reserve the right
to bear in mind
to be governed
observance n
condition n
on condition
to provide a site
finance v
on time
grant v
since conj
staff n
Engineer n
consulting company
limits of powers
entirely
compliance n
progress report
to come in
signature n
to put off
utilities n
access n
covered-up works
check v
foundation n
to pull down
re-do v
first aid
dispensary n
staff v
medical treatment
to do one’s share
to bear the cost
to go contrary to smth
provision n
bill n
invoice v
medical certificate
vaccination n
inoculation n
to comply with
WRITTEN PATTERNS
Во исполнение...
Согласно договоренности ...
Надеемся на скорейшее получе-
ние Ваших замечаний.
Сейчас уже ясно, что ...
Если это предложение прием-
лемо для Вас...
В своем письме от ... Вы ссы-
лаетесь на...
Считаем необходимым...
с наилучшими пожеланиями
Мы получили Ваше письмо, из
которого с удивлением узнали,
что...
Вы, конечно, помните ...
Оказалось, что...
PATTERNS
Мы рассмотрели этот вопрос.
это как раз то, что мы хотели
предложить
Договорились.
Конечно.
Позвольте ...
Это обычная практика.
Можете быть уверены...
Говоря о ...
Позвольте напомнить вам ...
К сожалению, нет.
Обсуждая этот вопрос ...
Ну, если это все, то мы можем на
сегодня закончить.
In the performance of...
As agreed... I
We hope to have your comments
soon.
Now it is obvious that...
If this proposal is acceptable to you
In your letter of... you refer to ...
We feel we must...
with all good wishes
We have received your letter and
are surprised to learn that ...
You will remember...
It turned out that...
SPEECH
We’ve looked into the matter,
that’s just what we were going to
suggest
Agreed.
Why, certainly.
Could I...
That’s standard practice.
You may be sure ...
Speaking about...
May I remind you ...
I’m sorry to say no.
While we are on this subject...
Well, if that’s all, let’s call it a day.
VOCABULARY NOTES
turn-key construction строительство на условиях «под ключ»
Turn-key construction has gained popularity all over the world. to undertake responsibility to do smth organization n commissioning n The firm undertook responsibility for commissioning the project. commission v contractor n civil engineering work(s) The volume of civil engineering work is overestimated. starting-up and adjustment operations The contractor has sent spe- cialists to carry out starting-up and adjustment operations. maintenance guarantee period Irrespective of the number of working hours the maintenance guarantee period will last for twelve calendar months. lack v The firm lacked experience to finish the work in the time specified in the contract. lack n lack of raw materials labour n skilled labour engage v брать обязательство, обязаться сделать что-л. организация пуск (объекта) в эксплуатацию вводить в эксплуатацию подрядчик строительные работы пуско-наладочные работы период гарантийной эксплуатации не хватать, недоставать недостаток, нехватка,отсутствие недостаток/нехватка сырья рабочая сила, труд, работа квалифицированная рабочая сила нанимать, приглашать
to engage I a company
I a new secretary
The contractor had the right to engage only the companies operating in the country. local firms sub-contractor n местные фирмы субподрядчик
completion n
upon completion of construction
complete v
The construction will be
completed on time.
to hand over
завершение
no завершении строительства
завершать
передавать
to hand over I a Proiect
I a document
Upon completion of construction
the contractor will hand over the
project to the customer,
infringe v
to infringe
an agreement
a contract
a law
terms
conditions
нарушать
It sometimes happens in busi-
ness that some terms and condi-
tions of the contract may be in-
fringed.
infringement n
Delay in shipment is an infringe-
ment of a contract.
client country
performance n
in the performance of
The plant has reached the
designed performance.
operation n
commercial
нарушение
страна-заказчик
1. выполнение, исполнение договора
2. показатели, характеристики (ра-
боты оборудования)
во исполнение чего-л.
действие, работа, эксплуатация
faultless
uninterrupted
trouble-free
operation
We guarantee normal operation
of the equipment within 18
months of its dispatch.
ready for commercial operation
to extend credit
The bank won’t extend credit to
the company.
готовый к коммерческой эксплуа-
тации
предоставлять кредит
interest rate
at an annual interest rate of... %
The credit is granted at a ... %
annual interest rate.
to repay credit
The credit to be extended shall be
repaid within 10 years.
utilization n
utilize v
We’d like to start utilizing the
credit a year after the project is
commissioned.
appropriate a
appropriate
moment
remark
department
tool
Turn to the appropriate depart-
ment.
comment ['komentj n
Are there any comments on the
draft?
comment ['komentj v
The firm commented favourably
on the new proposal.
to bring down
The customer asked the supplier
to bring down the prices of the
equipment.
hire v
The contractor hired extra workers.
We hired premises for an office.
to reserve the right
The supplier reserved the right to
replace some equipment.
to bear in mind
You should bear in mind that any
delay will be regarded as a seri-
ous infringement of the contract.
to be governed
We’ll be governed by your advice,
observance n
процентная ставка, ставка процента
из расчета ... % годовых
погашать кредит
использование
использовать
соответствующий, подходящий
замечание, комментарий
делать замечания, отзываться
зд. снижать
нанимать
оставлять за собой право
иметь в виду, не забыть
руководствоваться
соблюдение
Observance of these rules is a
must for the customer.
Ant. non-observance Non-observance of the terms and conditions may lead to an infringement of the contract. condition n These conditions are fully acceptable. on condition that... We shall undertake responsibility on condition that you extend us credit. Syn. provided to provide a site несоблюдение условие при условии ... предоставить площадку (под стро- ительство)
finance v What organization will finance the project? on time The train arrived on time. grant v to grant an extension финансировать вовремя предоставить продлить, предоставить продле- ние
The customer had to grant the contractor an extension of the contract time. since conj Since the project is urgent the parties agreed to speed up construction. staff n поскольку, так как штат служащих, служебный персо- нал
to be on the staff The engineers will be on the staff. Engineer n быть в штате инженер, инженерно-консультаци- онная фирма
The Engineer represents the interests of the customer in a turn-key contract. consulting company limits of one’s powers It is within the limits of our powers. entirely adv The equipment is entirely new on the market. консультационная фирма пределы полномочий вполне, совсем
compliance n in compliance with Syn. in accordance with The work will be done in full compliance with the terms specified. progress report The progress report should be submitted in due time. to come in Documents will start.coming in next week. signature n over the signature Syn. signed by to certify a signature The engineer’s signature will be certified by the office. This document must go over the president’s signature. to put off The talks have been put off till Tuesday. utility n согласие, соответствие в соответствии с отчет о ходе выполнения работ зд. прибывать, поступать подпись за подписью удостоверить подпись откладывать (обычно мн. ч.) различные виды энергии, подводимые к. рабочему месту (станку, предприятию)
The cost of all utilities supplied to the project comes to a big amount. access n to give to grant access to smth to have to get We have no access to the construction site at the moment because of the heavy rains. covered-up works Syn. closed works, concealed works Access to the covered-up works is difficult. check v The contractor shall uncover any part of the works if the Engineer доступ, подход скрытые работы проверять
finds it necessary to check the
quality of the covered-up works, foundation n to pull down re-do v Who is to re-do the work? first aid First aid will be provided at first request. dispensary n фундамент зд. сносить, разрушать переделать первая медицинская помощь амбулатория, зд. пункт первой по- мощи
staff v The factory is staffed with an international team. medical treatment to have to get medical treatment to give You can have medical treatment only in the hospital. to do one’s share to bear the cost Who will bear the costs on medical treatment? to go contrary to smth This goes contrary to our plans. provision n The provisions of the present agreement should be strictly observed. bill n The hospital bill will be covered by the customer. invoice v The goods were invoiced at 10 pounds per ton. medical certificate You’ll have to present your medical certificate when crossing the border. vaccination n vaccination certificate Have you done all the required vaccinations yet? обеспечить служебным персоналом медицинское лечение внести свой вклад нести расходы, оплачивать стоимость противоречить чему-л. условие, оговорка, положение счет выставлять счет, выписывать счет Товар был поставлен в счет по цене 10 фунтов за тонну. медицинское свидетельство вакцинация свидетельство о вакцинации
Your vaccination certificate is
valid for one year.
inoculation n прививка
inoculation certificate . свидетельство о прививках
to comply with следовать чему-л., поступать соглас-
но чему-л.
The supplier fully complied with
the provisions of the agreement.
EXERCISES
I. Answer these questions.
A. 1. What does the contractor usually undertake to do under a turn-key
contract? 2. Why do many developing countries cooperate with developed
countries on a turn-key basis? 3. Are local companies engaged during turn-
key construction? 4. Are turn-key projects constructed in Russia?
. B. 1. On what basis is the contractor ready to execute the work? 2. What
does the contractor undertake to provide? 3. When will the contractor hand
the project over to the customer? 4. At what interest rate will the credit be
extended? 5. What will the credit cover?
C. 1. Does the contractor agree to reduce the period of the design work?
2. Why does the contractor agree to carry out the construction work within
a shorter period? 3. What labour will be employed for the construction of
the project? 4. What right does the contractor wish to reserve? 5. Does the
customer undertake any responsibilities towards the contractor?
D. 1. Why was a consulting company engaged as the Engineer on the
job site? 2. What Engineer’s obligations are discussed in the conversation?
3. Why do the customer and the contractor put off the discussion of the
construction and erection schedules? 4. Why must the Engineer be granted
access to all works, including foundations? 5. What does the customer re-
mind the contractor of?
E. 1. What conclusion did the parties come to in respect of first aid?
2. What is the customer satisfied with? 3. Is the customer ready to assist
the contractor in providing medical treatment to Russian specialists? 4. How
will the payments be made?
II. Find Russian equivalents to the following phrases from the texts.
A. to do part or full civil engineering works; carry out erection and start-
ing-up and adjustment operations; upon completion of construction...; with-
out any conditions attached that might infringe the rights ... ; in keeping
with the requirements of the time
B. in accordance with the Protocol of the meetings ... ; in the perfor-
mance of the above work ...; to extend a credit at an annual interest rate of
... per cent; shall be repaid by equal annual installments; as agreed ... ; we
are sending you our draft contract...
C. as you undertake to do the construction work; bear in mind that con-
tracts with foreign sub-contractors ... ; as soon as we know the names ...;
but if you are delayed ... ; extension of the contract time to get the work
completed
D. since we don’t have ...; we take it...; within the limits of one’s pow-
ers; access to all the works he (the Engineer) might wish to see; especially
to covered-up work(s); obligation to pull down and re-do (the works); the
work that will be found improper
E. speaking about first aid ...; this goes contrary to ...; we’ll... invoice
the sums on you; while we are on this “medical” subject; must have medical
certificates on vaccinations and inoculations; we’ll comply with them
III. Give English equivalents to the following phrases from the texts.
А. помощь иностранным государствам в строительстве
промышленных предприятий; организация строительства объектов;
подрядчик берет на себя обязательства; страны, испытывающие
недостаток в квалифицированной рабочей силе; открываются благо-
приятные возможности
В. мы хотим сообщить вам, что ... ; выполнять работы на условиях
«под ключ»; передать объект готовым к коммерческой эксплуатации;
кредит покроет расходы по ...
С. ускорить проектные работы; мы заинтересованы в использовании
...; это ... снизит стоимость; оставить за собой право нанять ... ; окон-
чательно согласовать срок строительства; только при одном условии;
своевременно финансировать работы
D. будут уполномочены решать все вопросы; в соответствии с
тендерной документацией; без подписи Инженера; отложить обсуж-
дение; снести и переделать за счет ...
Е. оснастить современным медицинским оборудованием; уком-
плектовать; внести свой вклад; оплачивать счета за пребывание в
больнице
IV. Single out the main points of the texts.
V. Sum up the contents of the dialogues.
VI. Practise these words and word combinations.
to undertake the responsibility
Act out theflash of conversation using the substitutions for the phrase in
italics. Complete the dialogue giving your reasons.
A. Let me add here that you’ve undertaken the responsibility to
finance the works without delay.
B. Yes, we have. But as things stand now, I don’t think we’ll be able to
do that on time.
A. What’s gone wrong?
B. To be honest...
Substitutions: to construct a transmission line; to supply the project with
utilities; to provide specialists with accommodation; to construct a settle-
ment; to build access roads; to provide a site; to re-do the covered-up
works; to pull down the structures
to infringe; infringement
a) Answer these questions.
1. Does it often happen in your practice that some terms and conditions
of the contract are infringed? 2. In what respects are contracts infringed
most often? 3. What are the most frequent infringements of a contract on
the part of the contractor (supplier, customer)? 4. Do contracts protect the
interests of parties to the contract against infringements?
b) Act out the flash of conversation using the substitutions for the word
in italics. Complete the dialogue giving your reasons.
A. You’ve delayed payment. It’s a serious infringement of the con-
tract.
B. Well, the payment is really delayed, but we can’t agree that we’ve
infringed the contract...
Substitutions: delivery; civil engineering works; commissioning the project;
opening the L/C; providing the project with utilities; construction of
the project; hospitalizing specialists; starting-up and adjustment opera-
tions
to grant
a) Answer these questions.
1. Why do developing countries turn to Russia for credits? 2. On what
terms do you grant commercial credits? 3. Are the prices at which you sell
complete plant and equipment competitive? Do you sometimes have to
grant discounts? 4. Are your customers punctual about their obligations
under turn-key contracts? Are delays common in business practice? Do
customers grant you extensions of the contract time in such cases?
b) Act out the flash of conversation using the substitutions for the phrase
in italics. Complete the dialogue giving your reasons.
A. How about granting us an extension of the contract time for com-
pletion?
B. Well, may I remind you that our delay in financing the works was
very short and we don’t believe you are entitled to any extension.
A. You’ll have to look into the matter again, I’m afraid, because ...
Substitutions: constructing the transmission line; supplying the project with
utilities; building the access road; providing the site
in compliance with; to comply with
a) Paraphrase these sentences.
1. In accordance with the agency agreement the agent is to obtain or-
ders for complete equipment. 2. In accordance with the provisions of the
tender documents the customer will cover the hospital bills. 3. In accor-
dance with the international agreement the credit is extended at an annual
interest rate of... per cent. 4. Everything was done in accordance with our
previous arrangements.
b) Translate into English.
1. В соответствии с решением ... строительство завода будет осу-
ществляться на подрядных условиях. 2. В соответствии с договорен-
ностью обеих сторон груз должен быть отправлен раньше срока,
предусмотренного в контракте. 3. Мы выполнили просьбу заказчика,
выслав ему комплект запчастей. 4. В соответствии с соглашением банк
предоставит займы ряду развивающихся стран.
c) Act out the flash of conversation using the substitutions for the phrase
in italics. Complete the dialogue giving your reasons.
A. While we are on this subject, may I remind you that our authorities
are very strict about labour laws, particularly in the case of foreign
companies.
B. Thank you for reminding, but you may be sure that we’ll comply
with them without fail.
A. That would be good, because ...
Substitutions: commercial rules; safety regulations; pollution control regu-
lation (законоположение по охране окружающей среды); customs for-
malities; medical formalities; local customs; local laws
to bear the cost
a) Answer these questions.
What side usually bears the cost of the preparation of the job site for
the construction? (provision of the job site with utilities; provision of fenc-
ing, guarding and watching the job site; arrangement of first aid; arrange-
ment of feeding at the job site if necessary)
b) Act out the flash of conversation using the substitutions for the word
in italics. Complete the dialogue giving your reasons.
A. Who will bear the costs involved?
B. Well, accommodation is your responsibility.
A. That’s true, it’s standard practice, but we expect your cooperation
here...
Substitutions: treatment; first aid; water supply; electricity supply; utili-
ties; vaccination; employment of local labour
to bear in mind
Act out the flash of conversation using the substitutions for the phrase in
italics. Complete the dialogue giving your reasons.
A. We are glad that you’re ready to speed up the construction.
B. Well, but bear in mind that it can be done on one condition: you
should provide the project with local building materials.
A. You may be sure that we’ll do our best. We see no problem here ...
Substitutions: recommend us reliable local firms; help us to hire local
labour; undertake to do part of the work; provide the site without delay;
finance the works without delay
VIL Compare the style of these phrases.
Phrases from a business letter:
In accordance with the protocol of
the meetings ... we wish to in-
form you that...
In the performance of the above
work the contractor ... under-
takes to provide all necessary
materials, equipment, labour
and services.
Upon completion of construction of
... we shall...
As agreed, the credit will cover...
The contractor is to perform the
work to the satisfaction of the
customer.
Phrases from a business talk:
We’d like to tell you that under the
protocol...
To do the job we will supply the nec-
essary materials and equipment,
hire people, and give the neces-
sary services.
When we finish the construction of
... we will...
We’ve agreed that the credit will
cover...
The contractor will do the work and
we think the customer will like
it.
VIII. Fill in prepositions or adverbs wherever necessary. Discuss the let-
ter.
July 10,20...
Dear Sirs,
We have learned ... your national papers that a new flare-up of smallpox
has been registered ... a number of states of your country.
No doubt you understand that this information gives rise to our great
concern.
We believe that ... the circumstances we have to take immediate joint
measures since the possible spreading ... the epidemic, particularly ... the
area of the construction site, may disrupt the work which may cause a delay
... commissioning the project.
You are aware that all our specialists working ... the project and their
dependents are vaccinated against smallpox ... compliance ... the Interna-
tional Health Regulations.
As regards local labour we are ... the opinion that it would be advisable
to arrange... medical examination and vaccination, if necessary,... the local
personnel of the project.
We understand it would mean considerable expenses and... view of this,
we are ready to bear part of the costs.
We shall instruct our medical personnel ... the construction site to do
vaccinations provided you obtain the required amount... the vaccine.
The matter is ... utmost urgency so we hope that you will give our letter
your prior attention and inform us ... the measures you intend to take.
... the same time we advise you that we have received your Invoice No.
....the stay of our specialist... hospital... April this year.
On checking your Invoice we find that there is a discrepancy between
the period of stay indicated ... the Invoice and the actual stay of our special-
ist ... hospital.
We have instructed the Bank to withhold the payment as the sum in-
voiced ... us considerably exceeds the actual expenses.
Will you kindly look... the matter and let us have your comments ... the
sum indicated ... the Invoice.
Yours faithfully,
flare-up n вспышка vaccine n вакцина
smallpox n оспа withhold v зд. задерживать
IX. Fill in the articles or possessive pronouns wherever necessary. Dis-
cuss the letter.
November 23, 20...
Dear Sirs,
The excellent quality and high technical level of ... projects you have
constructed in ... developing countries are well known among ... business-
men and technical specialists.
Recently we have seen... advertisement in... “Worldwide Projects” and
realize that you are ... people to go to with our problems.
Hence, our object in writing to you is to inquire whether you would be
interested in ... completing ... work taken up by ... French company some
years ago and abandoned at design stage owing to ... military hostilities in
our country.
Our idea is that... work should be done on ... semi-turn-key terms.
... choice of ... semi-turn-key basis is not accidental. We have in view
some local companies which are ready to execute ... civil engineering work
with your side bearing responsibility for erecting equipment and commis-
sioning ... project.
If you feel positive about... proposal... visit from your representative for
preliminary talks about ... scope and division of responsibilities would be
appreciated.
An early reply would be welcomed as we wish to reach ... quick decision.
Meanwhile we hope you will see in our proposal... worthwhile opportu-
nity.
Yours faithfully,
hence adv таким образом military hostilities военные действия
abandon v законсервировать semi-turn-key terms условия «полуключ»
X. Read these letters and do the assignments given below each of them.
1. May 10,20...
Dear Sirs,
Thank you very much for your comments on our draft contract for the
construction of the power station in your country which we find reasonable
and helpful.
While appreciating your views we would like to note that we still believe
it proper to keep the wordings of some clauses of our contract as they are in
the draft.
From our experience in your country we know that it may be difficult to
engage local companies, capable of fulfilling some special kinds of work. In
the circumstances we see we must reserve the right to engage foreign sub-
contractors.
Moreover due to the remoteness of the job site from the existing electric
power lines we want to specify in the contract that:
“The customer arranges for the electricity supply to the project. The
date of commencement of the works on the project is the date when electric
power is made available at the job site.”
We look forward to hearing from you very soon on the points raised in
the letter.
Yours faithfully,
remoteness of the job site удаленность площадки
Hold the talks along these lines.
Finalize with the customer the wording of the clauses mentioned in the
letter.
2. September 11,20...
Dear Sirs,
We think it fair to remind you of the agreement reached between our
companies early in March this year.
You will remember that at that time we brought up the question of post-
poning the date of commissioning the project since you delayed financing
the works for 3 months. You admitted the infringement of the contract on
your part but asked us to do our best to meet the dates fixed by the Contract
for having the project ready for commercial operation since the time factor
was of great importance to you.
You also gave consent to return to the question at a later time and dis-
cuss specific measures which could enable us to finish the work in the stipu-
lated time.
Now it is obvious that we shall be able to commission the project on time
only if we invite one more sub-contractor to carry out the construction work
and send to your country an additional number of our highly qualified engi-
neers.
If this proposal is acceptable to you we are ready to send our representa-
tives to your country to discuss particulars of granting us an extension of
the contract time for completion of work and extra expenses which the mea-
sures to speed up the work will undoubtedly involve.
Yours faithfully,
Hold the talks along these lines.
Discuss with the representative of the company the measures which will
speed up the work, extra expenses, and the extension of the contract time.
3. August 29, 20...
Dear Sirs,
In your letter of 15th July, this year you refer to the fact that our obliga-
tions as your Contractor will cover medical service to all labour in our em-
ployment.
You are quite right in saying that when executing construction on a turn-
key basis, the Contractor provides all kinds of services including medical.
In this connection we feel we must make some additional comments on
the matter.
We are ready to provide first aid to all labour employed at the construc-
tion site. For this we shall set up a first aid dispensary at the site with an
ambulance car attached to it.
As to hospitalization, when necessary, we believe it should be your re-
sponsibility.
Moreover, we think you should bear all the costs on the stay of our spe-
cialists in hospitals.
We look forward to your letter confirming these points.
With all good wishes,
Yours faithfully,
Hold the talks along these lines.
Re-state your position to substantiate your point of view, remind the
customer of the services you provide to the specialists of the customer when
they come to Russia for vocational training.
4. February 10, 20...
Dear Sirs,
We have received your letter and are surprised to learn that you do not
consider us entitled to the extension of the contract time for the completion
of work and insist that we should meet the contract dates.
In the circumstances we feel that your position is not fair, because we
are not responsible for a possible delay in commissioning.
You will remember that the site selected for the construction of the
project was taken up by your authorities after you had afforded its posses-
sion to us. The change of the site, slight as it was, caused additional collec-
tion of initial data and alterations in the Project Report, which delayed the
mobilization works.
In addition when we started executing the works, it turned out that the
sub-contractor you recommended was not properly equipped with the re-
quired building mechanisms.
As a result we had to make arrangements for delivering the equipment
from our country.
Following the provisions of the contract we duly informed you about
every disruption of the work, resulting from the above circumstances.
We sincerely hope that you will look into the matter again and recon-
sider your decision.
Yours faithfully,
to afford the possession of the site to smb передать площадку
mobilization works мобилизационные работы
Hold the talks along these lines.
Meet the representative of the customer and settle the matter to the
satisfaction of both parties.
XI. Express the contents of the letters in Ex. X in telexes.
XII. Study the translation difficulties. Translate into English.
Translation difficulties:
с привлечением местных фирм в
качестве субподрядчиков
возникающие вопросы
исходя из положений контракта
целесообразно...
так как строительная площадка
удалена...
Проверив ваш счет, мы обнару-
жили ...
мы будем рады получить ...
Нам сообщили также...
намечаемое строительство
Строительные работы ... отли-
чаются высокими темпами и
прекрасным качеством.
hiring local firms as sub-contractors
questions that may arise
following the provisions of the con-
tract ...
it is advisable to ...
due to the remoteness of the site ...
On checking your invoice we find
that...
we will be glad to have ...
We have also been informed ...
the construction in question
The civil engineering works ... are
known for high pace and quality.
вы обеспокоены возможной за-
держкой ...
Мы полностью разделяем ваше
беспокойство.
... нами принимаются ... мерыдля
выполнения контрактных сро-
ков
вы должны были передать пло-
щадку для строительства в
течение 1 месяца ...
... что вызвало задержку в вы-
полнении строительных работ
в связи с неоднократными нару-
шениями вами...
возникали серьезные трудности
Вы с большим опозданием про-
извели расширение поселка.
you are concerned about a possible
delay in ...
We fully share your concern.
... we are taking ... measures to
meet the contract dates
you were to have provided the con-
struction site within 1 month ...
... which caused the delay in the ex-
ecution of the construction work
since you have repeatedly infringed
serious difficulties arose
There was a long delay in your ex-
panding the settlement.
1. Строительство на условиях «под ключ» часто осуществляется с
привлечением местных фирм в качестве субподрядчиков. 2. Каковы бу-
дут полномочия Инженера на строительной площадке? — Ему будет
дано право решать все возникающие вопросы. 3. Исходя из положений
контракта, Инженер имеет право доступа ко всем работам. 4. Целесо-
образно организовать пункт первой помощи. 5. Так как строительная
площадка удалена, подрядчик берет на себя обязательство организовать
на строительной площадке медицинскую помощь и питание. 6. Прове-
рив ваш счет, мы обнаружили расхождение между сроком, указанным в
счете, и фактическим пребыванием нашего специалиста в госпитале.
7. Если наше предложение представляет для вас интерес, мы будем рады
получить ваши соображения в отношении расценок выполнения работ
и потребностей в рабочей силе.
1. 5 июня, 20... г.
Уважаемые господа!
Мы получили сообщение от нашего представителя в ... о том, что
Ваша фирма будет принимать участие в строительстве в этой стране
морского порта. Нам сообщили, что строительство порта будет осуще-
ствляться в рамках соглашения, т. е. в этом случае тендер объявляться
не будет. Нам сообщили также, что намечаемое строительство будет
осуществляться на условиях «под ключ».
Принимая вышеизложенное во внимание, мы хотим предложить Вам
свои услуги в выполнении части работ по сооружению порта в качестве
Ваших проектировщиков и/или субподрядчиков.
Наша фирма является одной из старейших и опытнейших западных
фирм, специализирующихся в реализации крупномасштабных проектов.
Наша фирма располагает достаточным штатом высококвалифицирован-
ных специалистов и имеет большое количество строительного оборудо-
вания.
Строительные работы, выполняемые нашими специалистами и ра-
бочими, отличаются высокими темпами и прекрасным качеством.
Направляем Вам комплект проспектов и каталогов, характери-
зующих деятельность нашей фирмы в различных областях и надеемся,
что Вы заинтересуетесь нашим предложением.
С уважением,
2. 10 июля, 20... г.
Уважаемые господа!
Мы внимательно рассмотрели Ваше письмо, в котором сообщается,
что Вы обеспокоены возможной задержкой в выполнении нами контракт-
ных сроков сдачи объекта.
Мы полностью разделяем Ваше беспокойство, однако хотели бы еще
раз подчеркнуть, что нами принимаются все меры для выполнения кон-
трактных сроков.
При этом мы хотим отметить, что мы по-прежнему испытываем се-
рьезные трудности в связи с тем, что Вами не были своевременно реше-
ны некоторые вопросы.
В связи с этим мы считаем необходимым напомнить Вам следующее:
В соответствии с контрактом Вы должны были передать площадку
для строительства в течение 1 месяца с даты подписания контракта. Вы
задержали передачу площадки на 3 месяца, что вызвало задержку в
выполнении строительных работ.
Кроме того, в ходе выполнения контракта, в связи с неоднократными
нарушениями Вами других контрактных обязательств, возникали серь-
езные трудности.
Вы с большим опозданием произвели расширение поселка строите-
лей станции и не оказали нам должного содействия в таможенной очи-
стке оборудования и материалов, необходимых для выполнения работ.
Несмотря на все это, станция фактически готова к приемным испы-
таниям.
В ожидании Вашего скорейшего ответа,
С уважением,
таможенная очистка customs clearance
приемные испытания acceptance tests
XIII. Read the dialogues, sum up the contents and act them out.
1. DISCUSSING PROVISION OF THE PROJECT
WITH UTILITIES
Contractor: Before we get down to the schedule of construction we’d like
to know how things are with the provision of the job site with utilities.
Customer: Well, the contract for the construction of the high-voltage trans-
mission line has been initialled and will be signed next week. The comple-
tion is scheduled for the end of the year.
Contr.: The information is very useful though that’s a little bit later than we
expected it to be.
Cust.: There’s nothing we can do about it. The line will be constructed as
part of the governmental scheme of the electrification of the country’s
rural areas.
Contr.: And what about water supply?
Cust.: The matter is still unsettled. We are not sure about satisfying the
quantity of water you need daily.
Contr.: Well, we were rather hoping we’d get it all sorted out today.... Can
we leave it then and get back to the provision of our specialists with
living accommodation?
Cust.: No objection. We’ve looked at your proposal about our construction
of the settlement. Our conclusion is that we'll have to decline it. Though
we are reluctant about it.
Contr.: Well, in that case, we’ll have to think about some other firm.
2. DISCUSSING ENGAGEMENT OF A NEW SUB-CONTRACTOR
Contractor: Look, there’s a thing here we’ve got to discuss with you. We’ve
had no end of trouble with your local sub-contractor: delays, poor qual-
ity of work, all’s bad.
Customer: To be honest, I’m surprised to hear that. The firm has the high-
est reputation possible. We are fairly confident that they are having tem-
porary difficulties. There are all sorts of imponderables.
Contr.: Certainly there are. But as to this firm they are clearly not adequate
for such work.
Cust.: How about engaging another company?
Contr.: Well, it may cause extra expenses.
Cust.: The contract price includes a certain arriount to cover unforeseen
expenses.
Contr.: Yes, it does, but the expenses may well exceed the sum.
Cust.: At the moment I’m afraid, we are not ready to pay extra money.
Contr.: We do understand your position, but in the circumstances we ex-
pect some cooperation from you. The time factor is important for both
of us.
Cust.: Well, I must talk the matter over with my President.
Contr.: Then we’ll be expecting to hear from you as soon as possible.
imponderables n непредвиденные обстоятельства
XIV. Give extensive answers to these questions.
1. In what cases do customers prefer concluding contracts on a turn-key
basis? 2. Are developing countries interested in signing turn-key contracts?
3. Who undertakes to carry out the design work? 4. Who provides the nec-
essary materials, equipment and labour for the design and construction of
the project? 5. At what stage does the contractor hand the project over to
the customer? 6. What are the obligations of contractors under turn-key
contracts? 7. What can speed up the construction work? 8. Do contractors
use the services of sub-contractors? Why? 9. What are the contracts with
foreign sub-contractors governed by? 10. Do contractors willingly employ
national personnel to carry out construction work? 11. Why do customers
engage consulting companies? 12. What are the duties of the Engineer on
the job site? 13. In what way do contractors arrange medical services at
site? 14.Do customers assist contractors in the matter in anyway? 15. Does
hospitalization of foreign specialists in the customer’s country give much
trouble? 16. Who bears the cost of medical treatment? 17. Do your con-
tracts for sending specialists provide for vaccination before departure? Why?
18. Does your company deal with turn-key construction in Russia? What
has prompted this form of cooperation?
XV. Write letters based on the following situations.
1. В ходе переговоров с заказчиком по заключению контракта на
строительство объекта на условиях «под ключ» возникли расхождения
по отдельным пунктам проекта контракта, и переговоры были временно
прерваны. Напишите письмо заказчику, указав свои дополнительные
соображения в пользу: 1) сроков строительства объекта, указанных в
вашем проекте контракта; 2) привлечения иностранных субподрядчиков
к выполнению работ в ходе строительства.
2. В ходе переговоров с заказчиком по подписанию контракта на
строительство объекта на условиях «под ключ» вы завершили обсуж-
дение обязательств заказчика. Напишите письмо заказчику с указанием
достигнутых договоренностей в отношении обязательств заказчика по:
1) предоставлению строительной площадки; 2) обеспечению стро-
ительства энергоносителями;3)финансированию работ.
3. Вы получили письмо от заказчика, в котором заказчик выражает
обеспокоенность в связи с отставанием в ходе выполнения работ от
согласованного графика. Напишите письмо заказчику, указав на: 1) при-
чины, приведшие к отставанию в ходе выполнения работ; 2) необ-
ходимость продления контрактных сроков на завершение работ; 3) меры,
которые могли бы способствовать ускорению завершения работ.
XVI. Act out these situations.
1. Receive a representative of a foreign firm. They want your company
to construct a project on turn-key terms. Discuss tentatively the scope of
the contract and the period of construction.
2. You are constructing a project on turn-key terms. The customer is not
punctual in executing his obligations, the same goes for your local sub-con-
tractor. Meet the representative of the customer, bring up the point of grant-
ing you an extension for completion of the work. Finalize the matter.
XVII. Read the following excerpts from documents you may come across
in your business activity.
CONTRACT NO....
(some clauses)
2.2. Contractor to Inform Himself Fully
The Contractor shall be deemed to have examined the Site, if access
thereto has been available to him, and the General Conditions, Specifica-
tion, Schedules, Drawings and Plans and to have obtained on his own re-
sponsibility and at his own expense any additional information which he
considers necessary for the completion of his tender.
2.5. Mistakes in Drawings
The Contractor shall be responsible for and shall pay for any alterations
of the Works due to any discrepancies, errors, or omissions in the drawings
and other particulars supplied by him whether such drawings and particu-
lars have been approved by the Engineer or not, provided that such discrep-
ancies, errors, or omissions be not due to inaccurate information or particu-
lars furnished in writing to the Contractor by the Purchaser or the Engi-
neer.
2.7. Assignment and Subletting
The Contractor shall not, without the consent in writing of the Purchaser
which shall not be unreasonably withheld, sublet any part of the Contract or
make any Sub-Contract with any person for the supply of any major compo-
nent of the Works or for any part of the Works of which the makers are
named in the Contract. Any such consent shall not relieve the Contractor
from his obligations under the Contract.
2.9. Manner of Execution
All Plant to be supplied and all work to be done under the Contract shall
be manufactured and executed in the manner set out in the Specification or,
where not so set out, to the reasonable satisfaction of the Engineer, and all
the Works on Site shall be carried out in accordance with such reasonable
directions as the Engineer may give.
2.10. Contractor’s Equipment
Except as otherwise provided for in the Contract Documents, the Con-
tractor shall at his own expense provide all Contractor’s Equipment, labour
and haulage and power necessary to execute and complete the Works.
2.11. Lighting and Guarding
The Contractor shall be responsible for the proper lighting, guardingand
watching of all the Works on the Site until taken over and for the proper
provision during a like period of temporary roadways, footways and guards,
as far as the same may be rendered necessary by reason of the Works forfhe
accommodation and protection of the owners and occupiers of adjacent prop-
erty, the public and others.
2.12. Electricity, Water, and Other Services
An electricity supply will be made available at the Site for the use of the
Contractor. The Contractor shall be responsible for making all arrangements
for the connections to the point of supply.
2.13. Labour and Staff
The Contractor shall make the necessary arrangements for the provi-
sion of suitable skilled and unskilled labour and staff required for the execu-i
tion, erection and maintenance of the Works. The Contractor shall pay all
costs and charges whatsoever in connection with recruitment of labour and
staff.
The Contractor shall abide by the Code of Labour applicable in ... with
regard to rates of wages and working hours and any regulations issued by
the responsible authority regarding the accommodation of and sanitary ar-
rangement for labour.
2.15. Sanitary Measures
The Contractor shall comply in all respects with the rules and regula-
tions of the Sanitary Authorities to the satisfaction of the Engineer as re-
gards to sanitary requirements in connection with the Works. In the event
of illness in the nature of an epidemic breaking out, the Contractor shall
carry out and comply with all such orders, arrangements, or regulations as
may be issued by the Government of... .
2.16. Site Services
Living Accommodation
ThePurchaser will not provide any housing accommodation for the
Contractor’s expatriate or locally recruited staff and the Contractor shall
himself include such accommodation as may be necessary, including proper
sanitary arrangements.
Feeding
In view of the remoteness of the Site the Contractor may have to under-
take the procurement and transport of essential foodstuffs and their sale on
the Site.
2.17. Medical Care
All medical services at Site shall be provided by the Contractor. Medical
facilities will not be provided at the Site by the Purchaser, and the Contrac-
tor will be required to make his own arrangements for these services as may
be required for his expatriate or locally engaged staff.
2.27. Access to and Possession of the Site
Access to and possession of the Site shall be afforded to the Contractor
by the Purchaser in reasonable time.
2.29. Engineer’s Supervision
After the tender has been accepted by the Purchaser, all instructions
and orders to the Contractor shall, except as herein otherwise provided, be
given by the Engineer.
2.40. Rejection
If at any time before the Works are taken over the Purchaser shall decide
that any work done or Plant supplied or materials used by the Contractor or
any Sub-Contractor is or are defective or not in accordance with the Con-
tract or that the Works or any portion thereof are defective or do not fulfil
the requirements of the Contract then the Contractor shall with all speed
and at his own expense make good the defects so specified.
2.41. Progress Reports and Meetings
After approval of the programme of work the Contractor shall submit to
the Engineer at monthly intervals written detailed progress reports in tripli-
cate in an approved form, indicating the stage reached in the design, order-
ing of materials, manufacture, delivery and erection of all components of
plant. These reports shall be despatched so that on receipt by the Engineer
the information contained therein is not more than 7 days out of'date.
2.43. Notice of Tests at Site
The Contractor shall give to the Purchaser in writing fourteen (14) days’
notice of the date after which he will be ready to make the Acceptance Tests.
Unless otherwise agreed, the tests shall take place within ten (10) days
after the said date on such day or days as the Engineer shall in writing notify
the Contractor. If the Engineer fails to appoint a time after having been asked
so to do, or to attend at any time or place duly appointed for making the said
tests the Contractor shall be entitled to proceed in his absence, and the said
tests shall be deemed to have been made in the presence of the Engineer.
2.46. Extension of Time for Completion
If, by reason of any industrial dispute or any cause beyond the reason-
able control of the Contractor, the Contractor shall have been delayed or
impeded in the completion of the Works, whether such delay or impediment
occur before or after the time, if any, or extended time fixed for completion,
provided that the Contractor shall without delay have given to the Engineer
notice in writing of his claim for an extension of time, the Engineer shall on
receipt of such notice and upon negotiation grant the Contractor from time
to time in writing either prospectively or retrospectively such extension of
the time fixed by the Contract for the completion of the Works as may be
reasonable.
2.51. Maintenance Guarantee Period
The Contractor shall be responsible for making good with all possible
speed any defects arising from defective design (other than a design made,
furnished or specified by the Engineer and for which the Contractor has
disclaimed responsibility in writing within a reasonable time after the re-
ceipt of the Engineer’s instructions), materials or workmanship or from any
act or omission of the Contractor that may develop under the conditions
provided for by the Contract and under proper use in the Works or any por-
tion thereof for a cumulative running period on commercial production to
six thousand (6,000) working hours after the Works or that portion thereof,
as the case may be, have or has been taken over.
2.53. Final Certificate
A Final Certificate will not be issued until the Contractor shall have ful-
filled his obligations under the Contract, and shall have delivered at Site all
spare parts as ordered by the Purchaser. The Engineer shall issue to the
Contractor a Final Certificate within 30 days after receiving an application
therefore which the Contractor was entitled to make.
assignment n переуступка (права,
имущества)
subletting n передача в субаренду
haulage п перевозка
lighting п освещение
guarding п охрана
watching п сторожевая охрана
recruitment п зд. набор
expatriate staff иностранный пер-
сонал
to make good возмещать
industrial dispute трудовой кон-
фликт
impede v препятствовать
purchaser и покупатель
UNIT 8
TURN-KEY CONSTRUCTION
(continued)
TEXT
A.
December 1,20...
Dear Sirs,
Thank you for the Draft Contract which we duly received from you.
Having thoroughly studied the document we have come to the conclu-
sion that while on the whole we find it acceptable we cannot agree to the
wording of some clauses.
In the first place we are sorry to remind you that in accordance with the
agreement previously reached you were to have indicated' in the Draft Con-
tract both the part of the Contract Price to be covered by the credit and its
breakdown as well.
You will realize that unless you give us the breakdown 2 we will not be
prepared to discuss the above part of the Contract Price.
As to the amount of local costs we feel confident that the sum is overes-
timated and this is based on our observation and experience of the local
firms.
You are right in saying that your local expenses will be considerable
since you will have to cover all costs and charges on employment of labour
and staff, travelling expenses as well as those on transportation of equip-
ment. But we cannot accept the indicated rates for work as they exceed the
local ones by 10-25 %.
On the matter of hard currency costs we are glad to state that we find
the amount you allot for the equipment to be re-exported fully agreeable.
However we would request you to reconsider the currency in which you
propose to pay for the services of foreign subcontractors and the deprecia-
tion charges on the equipment to be rented by them.
Regarding the queries raised in your previous letter we confirm that the
Contract Price is a lump-sum one, excluding import and customs duties or
any other charges which may be levied on the Contractor during the con-
tract life.3
Please study our comments and send your delegation for further detailed
discussions.
Yours faithfully,
B.
DISCUSSING TERMS OF PAYMENT
Contractor: Now to the most important question, the terms of payment.
Customer: Mr В., I already see certain problems. The amount of money you
want to be paid as an advance in local currency looks quite large.4
Contr.: Not if you consider the money we’ll need to cover our starting ex-
penses, I mean initial work on the job site, expenses on transportation
and employment of local subcontractors, lots of things.
Cust.: Well, Mr B., your mobilization expenses are going to be heavy 51
agree. Anyway, look into the matter, again and see if you can reduce on
something. I think we’ll come to terms about the advance.
Contr.: We’ll try. And do you accept the idea of making current payments
in local currency against a schedule of payments?
Cust.: You see, Mr B., we’ve never practised it. We believe that monthly
payments should depend on the amount of work you actually do.
Contr.: Why, certainly, our schedule is drawn up on the basis of the sched-
ule of construction and erection works.
Cust.: We do not doubt that, but you may fall behind.
Contr.: I see your point, Mr M. Anyway, if there is a delay payments will be
adjusted to the executed work.
Cust.: Good. Do you still want us to accept the method of payment of local
expenses as shown in the draft?
Contr.: We do. We think it most convenient if you transfer the sums due to
us to the special account of our company with your Central Bank.
Cust.: We’d like to think it over again. I presume we’ll have to settle this
before we go on with the reimbursement of the credit and payments in
hard currency.
Contr.: That’s fair enough. But in any case payments should not be over-
due. Outstanding bills and delays in payments will be regarded as in-
fringements.
Cust.: Agreed.
с.
DISCUSSING HARD CURRENCY EXPENSES
Contractor: And now let’s move on to the hard currency expenses.
Customer: Well, we’ve been over the point before and we do believe that
the contract must stipulate the exact amount of hard currency. The
matter is we’ve got to apply6 to the government for hard currency, and
they require the exact amount.
Contr.: We understand your position, but we haven’t yet signed contracts
with foreign subcontractors or contracts for deliveries from third coun-
tries.
Cust.: Don’t you have any offers?
Contr.: We do, but at the moment we can give you only a rough figure of
our future hard currency expenses.
Cust.: What do you suggest then, Mr B ?
Contr.: We guarantee that we’ll sign the contracts within six months of
signingour contract. Right after that we’ll be able to sign a protocol and
indicate the exact amount of hard currency expenses.
Cust.: Well, if that’s your promise we’ll accept it.
Contr.: Glad to hear that, Mr M. Then we’ll let you have the wording of the
relevant contract clauses for approval without delay.
Cust.: Okay, Mr B., that covers payments, doesn’t it?
Contr.: Not quite. Mr M., you promised to specify today the procedure of
providing the performance bond.
Cust.: Oh, yes, Mr B., I’ve cleared the matter up with our financial depart-
ment. The bond must cover our advance payment. Your letter of guar-
antee to the sum of the advance should be given within 15 days from the
date of signing the contract and it will be valid until the presentation of
the final taking-over certificate.
Contr.: Thank you, Mr M.
Cust.: Any other outstanding points for today?
Contr: Yes, Mr M., one more thing. Will you object to it if we sell in your
country building equipment, transport vehicles and unused materials?
We may find it reasonable not to take them back home after we’ve com-
pleted the work.
Cust.: Certainly, you’ll be free to disposeof the temporary importation equip-
ment. Moreover we’d like to have a first option in purchasing your equip-
ment, and all surplus materials.
Contr.: Glad to hear that, Mr M. You won’t regret it!
NOTES
1. you were to have indicated ...
2. unless you give us the
breakdown
3. during the contract life
4. The amount of money you
want to be paid as an advance
in local currency looks quite
large.
5. mobilization expenses are
going to be heavy
6. we’ve got to apply
Вы должны были указать
если вы не представите нам
разбивку(цены)
в период действия контракта
Сумма, которую вы хотите полу-
чить в качестве аванса в мест-
ной валюте, кажется весьма
большой.
мобилизационные расходы будут
большими
нам приходится обращаться с
просьбой
VOCABULARY LIST
remind v current payments
indicate v schedule of payments
realize v to fall behind
local costs adjust v
overestimated a method of payment
observation n due a
local expenses overdue a
employment n outstanding a
rates n regard v
hard currency costs apply v
allot v procedure n
depreciation charges performance bond
rent v to clear up smth
regarding prp transport vehicles
duty n temporary importation equipment
levy v first option
starting expenses purchase v
job site surplus a
mobilization expenses
WRITTEN PATTERNS
Having thoroughly studied the document... in the first place ... in accordance with the agreement previously reached ... You will realize that... You are right in saying that... We would request you to ... Тщательно изучив этот документ, прежде всего... в соответствии с ранее достиг- нутой договоренностью, ... Вы, конечно, понимаете, что ... Вы справедливо пишете, что ... Мы бы просили Вас ...
SPEECH PATTERNS
Not, if you consider ... Нет, если вы примете во внимание
I see your point. Let’s move on to ... We’ve been over the point before. We’ll let you have the wording ... Я понимаю, что вы имеете в виду. Давайте перейдем к... Мы уже обсуждали этот вопрос. Мы представим вам формули- ровку ...
You’ll be free to ... You won’t regret it! Вы сможете ... Вы не пожалеете!
VOCABULARY NOTES
remind v Please remind me to answer these letters. напоминать кому-л. что-л.
to remind
We regret to remind you of your obligations. We have to remind you that the contract stipulates prior delivery. indicate v These figures indicate a fall in production. realize v указывать, обозначать осознавать, понимать, представлять себе
They do not realize the problems,
local costs
Local costs will not exceed the
indicated amount.
overestimated a
The price is obviously overesti-
mated.
observation n
.Our observation proves that the
prices are reasonable.
local expenses
Our local expenses are going to
be rather high.
employment n
All workers in our employment
will be provided with living
accommodation.
The construction of the project
will help to solve the employ-
ment problem.
rates n
Your rates for work differ from
those you submitted earlier.
hard currency costs
Hard currency costs will be
covered by the contract.
allot v
What amounts will be allotted for
the purpose?
depreciation charges
rent v
The contractor had to rent part of
the building equipment and
mechanisms.
The crane will be rented at the
indicated rate.
rent n
rent-free a
These devices are rent-free.
rent of tools
издержки в местной валюте
завышенный
наблюдение; замечание
расходы в местной валюте
служба, работа, занятость
зд. расценки
издержки в твердой валюте
выделять, отводить
амортизационные отчисления
1. брать в аренду, арендовать, сни-
мать
2. сдавать в аренду, в прокат
1. арендная плата, рента
освобожденный от арендной платы
2. наем, прокат, плата за прокат
Who usually pays for the rent of
building machines used during
turn-key construction?
regarding prp
regarding your offer
Syn. concerning, as regards
duty n
import duties
customs duties
duty-free
Are these imports duty-free?
duty-paid price
exempt from duty
РаУ duties
tolevy a duty
to be liable to
levy v
The rate of customs duty levied on
the equipment is rather high.
A tax was levied on large incomes.
starting expenses
job site
mobilization expenses
Mobilization expenses will be
covered by the advance.
current payments
Current payments are made
against schedule.
schedule of payments
to fall behind
Due to faulty job management the
subcontractor fell behind the
schedule.
adjust v
Wages of the local personnel will
have to be adjusted to the existing
prices.
method of payment
What method of payment do you
practise in trade with developing
countries?
относительно
относительно, что касается ва-
шего предложения
пошлина, сбор
импортные пошлины
таможенные пошлины
беспошлинный
цена, включающая пошлину
освобожденный от пошлины
взимать (налоги), облагать (нало-
гом)
начальные расходы
строительная площадка
мобилизационные расходы
текущие платежи
график платежей
отставать от кого-л., чего-л.
1. регулировать, налаживать
2. приводить в соответствие
форма расчета
due a причитающийся, должный, надлежа- щий
the amount due to us to be due The delegation is due tomorrow. in due form due to prp The supplier failed to prepare the DPR due to lack of initial data. overdue a причитающаяся нам сумма ожидаться в надлежащей форме из-за, вследствие, по причине просроченный, запоздалый, несвое- временный
The draft is 3 weeks overdue. Please note that payment should not be overdue. outstanding a outstanding amounts (sums) The outstanding sums are due to be paid within two months. 1. неоплаченный, неуплаченный неоплаченные суммы 2. невыполненный
outstanding orders regard v This will be regarded as an infringement. We regard it as essential. apply v. You’ll have to apply for additional funds before the end of the year. procedure (pro'sixfcaj n What procedure should we take for our talks? performance bond невыполненные заказы смотреть (на), считать зд. обращаться с просьбой процедура; порядок гарантия подрядчика на качествен- ное выполнение работ
The performance bond will cover the advance payment. to clear up smth It was easy to clear up the misunderstanding. transport vehicles You should furnish our specialists with transport vehicles for this trip to the job site. temporary importation equipment first option purchase v выяснять транспортные средства оборудование временного ввоза право первого выбора покупать
Can we have a first option in
purchasing your equipment?
purchaser
surplus a
покупатель
излишний, избыточный
surplus
commodities
earnings
funds
labour
value
п
The company made a decision to
sell the surplus materials.
EXERCISES
I, Answer these questions,
A. 1. What made the customer write the letter? 2. What does the cus-
tomer remind the contractor of? 3. Why is the customer interested in get-
ting the breakdown of the part of the contract price to be covered by the
credit? 4. What do local costs cover? 5. Why does the customer find the
local costs overestimated? 6. Does the customer agree to the amount allot-
ted for the equipment to be re-exported? 7. What does the customer want
the contractor to reconsider? 8. Does the contract price include any import
and customs, duties that may be levied on the contractor?
B. 1. Does the customer agree to the amount of the advance payment in
local currency? 2. How does the contractor explain the high advance pay-
ment in local currency? 3. Are the contractor’s arguments convincing?
4. How does the customer look upon the idea of making current payments
in local currency against a payments schedule? 5. What does the contractor
promise to do in case of delays in construction and erection works? 6. What
method of payment of local expenses does the contractor find most conve-
nient? 7. Do the parties proceed with the discussion of the reimbursement
of the credit and payments in hard currency? 8. What does the contractor
warn the customer about?
C. 1. Why was the matter of hard currency expenses difficult to settle?
2. What understanding did the parties reach? 3. What procedure of provid-
ing the performance bond was suggested? 4. What was the last point the
parties tackled during the talks?
II. Find Russian equivalents to the following phrases from the texts.
A. having thoroughly studied the document; we cannot agree to the
wording of some clauses; we will not be prepared to discuss the above part
of the contract price; since you will have to cover all costs; we cannot ac-
cept the indicated rates for work; on the matter of hard currency costs we
are glad to state that...; to reconsider the currency in which you propose to
pay for the services of foreign subcontractors; the contract price is a lump-
sum one, excluding import and customs duties
B. not if you consider...; see if you can reduce on something; payments
will be adjusted to the executed work; payments should not be overdue
C. let’s move on to; we’ve been over the point before; right after that
we’ll...; if that’s your promise; valid until the presentation of the final tak-
ing-over certificate; will you object to it if... ; you’ll be free to dispose ... ;
we’d like to have a first option in purchasing...
III. Give English equivalents to the following phrases from the texts.
А. к сожалению, нам приходится напоминать вам, что ... ; как часть
цены контракта, покрываемую за счет кредита, так и ее разбивку; ваши
расходы в местной валюте будут значительными, так как вам придется
... ; по вопросу издержек в твердой валюте; мы полностью согласны с
суммой, выделяемой вами на реэкспорт оборудования
В. договориться о размере аванса; осуществлять текущие платежи в
местной валюте в соответствии с графиком платежей; зависеть от
объема работ; платежи будут приведены в соответствие с выполненными
работами; принять форму расчетов; неоплаченные счета; мы передадим
вам формулировки соответствующих статей контракта; уточнить ...
порядок предоставления; нерешенные вопросы; вы не пожалеете ...
IV. Single out the main points of the texts.
V. Sum up the contents of the dialogues.
VI. Practise these words.
to remind; reminder
a) Answer these questions.
1. Do you sometimes have to remind your customers of their contractual
obligations? 2. Do you send letters as reminders? 3. How soon do your
customers respond to your reminders?
b) Act out the flash of conversation using the substitutions for the phrase
in italics. Complete the dialogue giving your reasons.
A. We haven’t got the breakdown of the contract price yet.
B. Thanks for reminding, but we’ve never let you down. We’ll let you
have it towards the end of the week.
A. Good, but if you fail...
Substitutions: breakdown of local expenses; breakdown of hard currency
expenses; notification of tests; rates for work; bank guarantee; perfor-
mance bond; final taking-over certificate
to rent; rent
a) Answer these questions.
1. Do contractors always bring in their own building equipment or can it
be rented in the customer’s country? 2. Why do local subcontractors some-
times rent building equipment from contractors? 3. Do foreign subcontrac-
tors use rented equipment?
b) Act out the flash of conversation usingthe substitutions for the phrase
in italics. Complete the dialogue giving your reasons.
A. Let’s move on to our next point, shall we?
B. Let’s. Will you be renting any local building equipment?
A. We’re thinking about it, but we’re still undecided.
B. Anyway, you won’t regret it, if you decide in favour of our local...
Substitutions: building mechanisms; tools; transport vehicles; road-build-
ing machines (дорожно-строительные машины); cranes; office premises
duty; to pay duty; liable to duty; duty-free
a) Answer these questions.
1. Do contractors have to pay any duties on technological equipment
entering the country for turn-key projects? 2. Is temporary importation equip-
ment liable to duty or can it be brought in duty-free? 3. Who pays du-
ties on construction equipment when the equipment is not taken back to
the contractor’s country?
b) Act out the flash of conversation using the substitutions for the phrase
in italics. Complete the dialogue giving your reasons.
A. I’m quite positive we’ll help you to clear your equipment and materi-
als for the works.
B. Good, and what are your customs formalities on temporary impor-
tation equipment?
A. Well, within the period for which you import it, it isn’t liable to duty,
but...
Substitutions: building equipment; building mechanisms; vehicles; lorries;
cars
due; to be due; overdue; due to
a) Answer these questions.
1. What steps do your customers take if your deliveries are overdue?
2. What do you do about overdue payments from your customers? 3. When
is your next payment due?
b) Act out the flash of conversation using the substitutions for the word
in italics. Complete the dialogue giving your reasons.
A. I’m sorry to say we haven’t got the equipment due to us.
B. Well, yes, the equipment is overdue. We’ve fallen behind the sched-
ule, you know. We promise to put things right next week.
A. If that’s your promise we’ll accept it. But if you fail us again we’ll
have to turn to the proper authorities and ...
Substitutions: delivery; consignment; payment; invoices; shipping docu-
ments; visas
to allot
Act out the flash of conversation using the substitutions for the phrase in
italics. Complete the dialogue giving your reasons.
A. Your calculations seem to us overestimated. The money we allot for
the starting expenses is quite enough.
B. Not if you consider our actual expenses which are going to be heavy.
A. Could you reduce on something?
B. Well, we’ll look into the matter again but...
Substitutions: mobilization expenses; local expenses; hard currency ex-
penses; purchases of equipment in third countries; initial expenses
VII. Compare the style of these phrases.
Phrases from, a business letter: Phrases from a business talk:
Having thoroughly studied the
document we have come to the
conclusion that...
You will realize that...
On the matter of hard currency
costs we are glad to state ...
As arranged...
When the contract was being nego-
tiated ...
Therefore we urge you to pay ...
We’ve studied your document ca-
refully and believe that...
We believe you do understand that
Speaking about hard currency costs
we’re glad to tell you ...
We’ve agreed that...
When we were negotiating the con-
tract ...
As a result we ask you to pay ...
VIII. Fill in articles or possessive pronouns wherever necessary. Discuss
the letter.
December 15,20...
Dear Sirs,
We are pleased to confirm... agreement reached at... recent discussions
in Moscow between you and ... Mr 1., and look forward very much indeed to
... successful cooperation.
Before ... contract is drawn up for signature we should like to restate...
main points of the payment clause, viz.:
Payments of the part of the Contract price for... design and survey works
as well as for... equipment to be delivered from... Russia will be effected by
the Customer out of the proceeds of... commercial credit to be extended by
the Contractor for ... period of 8 years at ... 5 % annual interest rate in
accordance with... Agreement.
Payments will be made in U.S. Dollars in accordance with... Trade Agree-
ment as follows:
1. 20 % of this part of the Contract price, intended for mobilization work,
will be paid by ... Customer within 60 days from ... date of... signing the
present Contract against the Contractor’s invoice presented for collection
without any documents attached to it.
2. 80 % of this part of the Contract price will be covered by credit, to be
repaid by the Customer against the Contractor’s drafts.
3. The Contractor will make out six invoices for 12.5 % of this part of
the Contract price each in 4, 8, 12, 16, 20 and 24 months from ... date of
signing... present Contract.
4. The last invoice for 5 % of this part of the Contract price (enclosing
the Final Acceptance Certificate) will be made out by the Contractor within
15 days after... project is taken over by the Customer for permanent opera-
tion.
The amount of each draft will include... 5 % annual interest rate, charged
for the amount of the outstanding debt. The interest rate for ... principal
sum will be charged from date of each invoice.
We look forward to your letter confirming these points of our draft con-
tract.
With all good wishes,
Yours faithfully,
re-state v зд. указать еще раз
proceeds п средства
collection п инкассо
draft п тратта, переводный вексель
to make out an invoice выставить
счет
to take over a project принять объ-
ект
outstanding debt невыплаченный
долг
principal sum капитальная сумма
IX. Fill in the prepositions or adverbs wherever necessary. Discuss the let-
ter.
! March 9, 20...
Dear Sirs,
We are very glad to receive your letter of... this year containing your
ideas about some aspects of the payment clause.
As arranged we are sending you the wording of the relevant clause in
the draft contract based on your recommendations.
“Payments of the part of the Contract Price ... the Contractor’s services
... hard currency will be made ... the Customer ... Dollars USA in accor-
dance with the Trade Agreement... force.
The payments will be made ... follows:
1. 20 % of this part of the Contract Price for the Contractor’s mobiliza-
tion work will be paid by the Customer... 30 days ... the date ... signing the
present Contract ... the Contractor’s invoice without any documents at-
tached ... it.
2. 75 % of this part of the Contract Price will be paid by the Customer...
equal installments ... 4,8, 12, 16,20 and 24 months from the date of signing
the present Contract ... the Contractor’s invoices without any documents
attached.
3. The last invoice ... 5 % of this part of the Contract Price (enclosing
the Final Acceptance Certificate) will be made....the Contractor within
15 days after the project is taken..the Customer.”
We think we have covered every point of your recommendations. If not,
please do not hesitate to write ... us again. It will be a pleasure to give you
an immediate reply.
Yours faithfully,
to base on основывать(ся), базировать(ся)
X. Read these letters and do the assignments given below each of them.
1. December 20, 20...
Dear Sirs,
We are writing to remind you that you are to reimburse the expenses
incurred on the in-plant training of your trainees in our country. The com-
pany is to establish a Letter of Credit within 30 days from the date of cable
notification made by us.
Guided by the above terms and conditions we sent a telex inquiry on
August 10, 20... and 4 reminders requesting you to open a Letter of Credit
to the amount of... with a validity of 18 months. Unfortunately we have not
received a reply, so far.
At present we are not able to make out an invoice for training your 100
trainees who came to our country to be trained in the 2nd and 3rd quarters
this year as the balance sum under the valid Letter of Credit is not sufficient
to cover expenses on the upkeep of your trainees.
The second point we should like to raise here is the following:
Under the contract the Customer is expected to prepare foundations for
2 rolling mills.
Time is pressing but not all foundations are ready at the moment, which
is sure to affect the erection work to be carried out by our side.
We could shorten the period of erection work if more specialists from
our company could be received in your country and if you could accommo-
date them adequately and without delay.
Please, advise us about your decision.
Yours faithfully,
in-plant training обучение на пред- balance sum остаток суммы
приятии rolling mill прокатный стан
Hold the talks along these lines.
Settle the matter of payments for the in-plant training of the customer’s
trainees in our country; discuss the financial matters relevant to sending
your specialists to speed up the erection work.
2. January 15, 20...
Dear Sirs,
We regret very much that you have not replied to our letters of Novem-
ber 1 and December 1 this year asking you to speed up the payment of cus-
toms duties on the Tower Crane which was sold to you under Contract
No.....
When the contract was being negotiated we drew your attention to the
fact that the crane was imported to your country on a re-exportation basis
for the period of construction and erection under our contract with the Pub-
lic Water and Electricity Corporation and that the Buyer was responsible
for paying the customs duties on the,crane.
In view of this you undertook to provide prompt customs clearance of
the crane and to inform the Public Water and Electricity Corporation to this
effect.
Yesterday we received a letter from the Public Water and Electricity
Corporation containing a complaint about the delay in customs clearance.
Your delay places us in a very awkward position since we have already
completed the works and handed the project over to our Customer — the
Public Water and Electricity Corporation.
Therefore we urge you to pay the customs duties on the crane, if you
have not already done so, and inform us by cable what the position is.
Yours faithfully,
when the contract was being nego-
tiated во время обсуждения кон-
тракта
to this effect зд. об этом
on a re-exportation basis на усло-
виях временного ввоза
to place in an awkward position
ставить в неудобное положение
Hold the talks along these lines.
Contact the company which bought the tower crane and find out the
reason for their infringement of your contract.
3. June 15,20...
Dear Sirs,
Thank you very much for your letter of 20th May enclosing the break-
down of the cost of the civil engineering works on the project.
Having thoroughly studied it we came to the conclusion that you over-
estimated the volumes of work to be executed and used excessive rates for
your calculations.
We have compared your rates with the current rates in our country and
have to indicate that the rates you use exceed the local ones by 25 %.
In your letter you are writing that your calculations are based on the
rates submitted by the ... company which you are going to invite as a sub-
contractor for the execution of the civil engineering works. In this connec-
tion may we ask you to reconsider your choice of the subcontractor and
engage our civil engineering companies to participate in the project.
Taking into account the overestimation of the amount of work and the
excessive rates we ask you to reduce the cost of construction by 35 %.
Your prompt reply will be greatly appreciated.
Yours faithfully,
excessive rates завышенные ставки
Hold the talks along these lines.
Explain to your customer why you decided to engage a foreign company
to do the civil engineering works, prove that the total cost of civil engineer-
ing works is reasonable. If the customer does not agree,suggest that they
should carry out the civil engineering works themselves.
XI. Express the contents of the above letters in telexes.
XII. Study the translation difficulties. Translate into English.
Translation difficulties:
путем оплаты тратт подрядчика
Руководствуясь вышеуказанны-
ми условиями контракта,...
Во время обсуждения контракта
сообщить о положении дел
без приложения документов
меры по завершению строитель-
ства строго в контрактные сро-
ки
Мы ... хотели бы ознакомить вас
с нашей точкой зрения по дан-
ному вопросу
она (гарантия) оказалась услов-
ной
работы на объекте были начаты
только после того, как вами бы-
ла представлена гарантия в
соответствии с условиями кон-
тракта
аккредитив ... был открыт... не в
... банке, а в ... банке
в нарушение контракта
Мы внимательно рассмотрели
вашу просьбу о предоставле-
нии кредита
мы изыскали возможность...
by paying the contractor’s drafts
Guided by the above contract terms
and conditions...
When the contract was being ne-
gotiated ...
inform (smb) what the position is
without any documents attached
measures to complete the con-
struction strictly within the con-
tractual time
We ... would like to let you know
our point of view on the matter
it (the guarantee) turned out to be
conditional
the work on the project was not
started until you presented a
guarantee as stipulated in the
contract
theL/C... was opened ... in (with)
... bank instead of being opened
in (with)... bank
in default of the contract (contrary
to the contract)
We have carefully studied your
request to grant you credit
we have found a possibility ...
в соответствии с действующим
платежным соглашением
по мере поставок
сложилась практика продажи
по разумным ценам с учетом его
амортизации
в соответствии с таможенными
правилами, существующими в
вашей стране
in accordance with the payments
agreement in force
as deliveries are made
it has become customary to sell
at reasonable prices with allowance
made for its depreciation
in accordance with the cusroms
regulations effective in your
country
1. Формулировка данной статьи контракта нас не устраивает. Эти
расходы должны возмещаться заказчиком путем оплаты тратт
подрядчика. 2. Руководствуясь вышеуказанными условиями контракта,
мы оплатили расходы по амортизационным отчислениям на арендуемое
строительное оборудование в твердой валюте. 3. Во время обсуждения
контракта было решено, что часть оборудования для объекта будет
реэкспортирована из третьих стран. 4. Мы до сих пор не получили вашего
ответа по вопросу выделения твердой валюты на финансирование затрат
по строительству этого объекта. Просим сообщить о положении дел.
5. Счета для оплаты на базе инкассо будут представляться без при-
ложения документов.
1. 22 мая, 20... г.
Уважаемые господа!
Мы получили Ваше письмо от ... сего года, в котором Вы выражаете
озабоченность в связи с возможной задержкой ввода объекта в
эксплуатацию и предлагаете нам рассмотреть меры по завершению
строительства строго в контрактные сроки. Мы, однако, хотели бы
ознакомить Вас с нашей точкой зрения по данному вопросу.
Вы, безусловно, помните, что после подписания контракта Вы на 6
месяцев задержали выдачу банковской гарантии на полную стоимость
контракта. Когда же вышеуказанная гарантия была представлена, она
оказалась условной, что противоречило условиям контракта. В связи с
этим работы на объекте были начаты со значительным опозданием.
Кроме того, аккредитив для осуществления платежей по закупке в
третьих странах части технологического оборудования был открыт Вами
не в Московском народном банке в Лондоне, а в банке в ... . Это
нарушение условий контракта вызвало задержку в поставке оборудо-
вания из третьих стран.
Несмотря на все это, нами предпринимаются все возможные меры
по форсированию работ.
В связи с этим мы считаем, что, если работы на объекте не будут
закончены в контрактные сроки, мы будем иметь право на продление
контрактных сроков на завершение работ.
С уважением,
(без)условная гарантия (un)condi- форсировать работы to step up work
tional guarantee
2. 15 апреля, 20... r.
Уважаемые господа!
Кас.: строительство тепловой станции
Мы внимательно рассмотрели Вашу просьбу о предоставлении
кредита для строительства тепловой станции мощностью ... в ... на
условиях «под ключ».
С целью развития сотрудничества с Вашей фирмой и несмотря на
значительную сумму кредита мы изыскали возможность предоставить
Вам рассрочку платежей, но только по расчетам за поставки из нашей
страны. Мы полагаем, что Вы имеете нашу разбивку кредитной части
цены контракта и согласны с ней.
В обеспечение этих платежей Подрядчику будет выдана гарантия
Национального банка ....
За пользование кредитом Заказчик будет выплачивать Подрядчику
... % годовых, начиная с даты подписания Акта о временной приемке
каждого энергоблока станции. Указанная процентная ставка будет
выплачиваться одновременно с погашением основного долга.
Погашение кредита будет производиться равными годовыми долями
путем оплаты выписанных Подрядчиком тратт. Первый платеж должен
быть осуществлен в течение 30 дней с даты подписания Акта об окон-
чательной приемке каждого энергоблока станции.
Условия платежей за поставки и услуги из третьих стран будут со-
гласованы отдельно.
С уважением,
энергоблок power unit
акт о временной приемке provi-
sional acceptance certificate
акт об окончательной приемке
permanent acceptance certifi-
cate
3. 25 сентября, 20... г.
Уважаемые господа!
Настоящим письмом сообщаем Вам, что мы завершаем выполнение
контрактных обязательств по нашему контракту на строительство гид-
роэлектростанции в Вашей стране и проводим подготовительные рабо-
ты к отправке в нашу страну части строительного оборудования и неис-
пользованных материалов, ввезенных в Вашу страну на условиях вре-
менного ввоза.
Как Вы знаете, в последнее время сложилась практика продажи стро-
ительного оборудования и неиспользованных материалов в стране за-
казчика по завершении работ, выполняемых на условиях «под ключ».
Мы тоже намерены продать часть оборудования и материалов Вашей
стране.
В связи с тем, что Вы выразили желание иметь право первого выбо-
ра при продаже нашего строительного оборудования, направляем Вам
перечень оборудования и материалов, которые мы хотели бы продать
Вашим компаниям.
Все оборудование находится в рабочем состоянии и будет про-
даваться с комплектами запчастей. Оборудование будет реализо-
вываться по разумным ценам с учетом его амортизации.
Цены не включают таможенные пошлины. Они должны быть упла-
чены покупателем оборудования в соответствии с таможенными прави-
лами Вашей страны.
Осмотр оборудования и материалов может быть произведен в любое
удобное для Вас время.
С уважением,
в рабочем состоянии serviceable а реализовать оборудование to sell
комплект set п equipment
XIII. Read the dialogue, sutn up the contents and act it out.
DISCUSSING PAYMENT OF RETENTION MONEY
Contractor: Mr G., we are surprised that you’ve withheld payment of the
5 % of the contract value which is due to us after the contract has been
completed.
Customer: Mr I., this is a semi-turn-key contract and the 5 % is paid only
after the project has been commissioned.
Contr.: That’s true, but everyone here knows that we are not responsible
for the delay. It happened because you didn’t do the civil work in accor-
dance with the schedule.
Cust.: Well, there is a delay, but the works are disrupted because you were
late with the working drawings.
Contr.: Speaking about the working drawings, Mr G., you may remember
that you made some alterations in the design just when we were dis-
cussing the project report.
Cust.: Yes, we did, but they were fairly slight.
Contr.: The alterations were slight but they were outside the design assign-
ment. As a result we had to revise part of the drawings. So we don’t
really understand why you are now refusing to pay the retention money.
Cust.: It’s a most frustratingsituation and yet we believe that the sum should
be paid when the project is commissioned. And what if we compensate
you for part of your additional expenses? They may be incurred until
the project is commissioned, we understand that.
Contr.: That’s fair enough. But we want to be compensated in full.
Cust.: Any idea of how heavy your additional expenses may be?
Contr.: It’s hard to say at the moment. We’ll give you rough calculations by
tomorrow.
Cust.: Good. Then, I think, we might break for lunch now.
Contr.: That would be very welcome.
retention money сумма удержания
to withhold payment приостано-
вить платеж
semi-turn-key contract контракт
на условиях «полуключ»
to revise drawings внести исправ-
ления в чертежи
it’s a most frustrating situation
эд. это очень неприятная ситу-
ация
XIV. Give extensive answers to these questions.
1. What does turn-key construction imply? 2. Do turn-key contracts usu-
ally provide for credit facilities? 3. On what terms may credits be granted?
4. What services and works may credits cover? 5. What expenses in local
currency does the contractor bear? 6. Why is the contractor interested in
getting rather a high advance payment in local currency? 7. In what way
does the customer usually make current payments in local currency? 8. What
expenses in hard currency may the contractor bear? 9. Why does the con-
tractor try to reserve the right to engage foreign subcontractors? 10. What
side may provide building equipment for construction and on what terms?
11. Does the contractor always return building equipment and mechanisms
back to this country upon completion of the construction? 12. Why do con-
tractors sell part of their building equipment, transport vehicles and surplus
materials in the country of the customer upon completion of the works?
13. Are import duties paid on building equipment and mechanisms when
they are taken to the country for turn-key construction? 14. Who has first
option in purchasing the equipment in question?
XV. Write letters based on the following situations.
1. Вы получили от заказчика замечания по вашему проекту контрак-
та. Заказчик считает, что контрактная стоимость завышена в связи с
завышением: 1) объема строительных работ; 2) стоимости выполнения
отдельных работ; 3) стоимости реэкспортного оборудования. Напиши-
те письмо заказчику, дав обоснование вашим расчетам стоимости кон-
тракта. Подробно остановитесь на замечаниях заказчика.
2. Ваша компания осуществляет строительство объекта на услови-
ях «под ключ». Выполнение вами контрактных обязательств осложня-
ется тем, что заказчик нарушает положения контракта в отношении
условий платежа. Напишите письмо заказчику, указав на: 1) неодно-
кратные нарушения условий платежа; 2) последствия вышеуказанных
нарушений. Поднимите вопрос о предоставлении вам продления на за-
вершение работ.
3. Ваша компания завершает выполнение обязательств по контрак- '
ту на строительство объекта на условиях «под ключ». Вам необходимо
решить все вопросы, связанные с оборудованием временного ввоза. В
соответствии с имеющейся договоренностью вашему заказчику предо-
ставлено преимущественное право покупки вашего строительного
оборудования и транспортных средств. Однако заказчик задерживает
представление перечня необходимого ему оборудования. Напишите
письмо заказчику: 1) напомнив о имеющейся договоренности в отно-
шении оборудования временного ввоза; 2) сообщив подробности о воз-
можности осмотра оборудования. Проинформируйте заказчика о сво-
их действиях в случае дальнейшей задержки в получении информа-
ции от заказчика.
XVI. Act out these situations.
1. A foreign firm is interested in signing a turn-key contract with you.
Discuss your future cooperation in general terms. Speak in particular on
the terms of granting commercial credit. Give all necessary clarifications.
2. You have received your customer’s comments on your draft contract.
The customer finds the contract value overestimated. Discuss the hard cur-
rency part of the contract value, which, in the customer’s opinion, is par-
ticularly overestimated. Give convincing explanations of your calculations.
3. Your customer has come to Moscow to discuss the part of the con-
tract price which covers local currency expenses. The point of disagreement
is the advance for mobilization works. Prove to the customer that the 20 %
advance stipulated in your draft contract is reasonable.
XVII. Read the following excerpts from documents you may come across
in your business activity.
CONTRACT NO....
Terms of Payment
1. Payments on account of the credit extended by the Government of... to
the Government of... in accordance with the Agreement of March ... ,
20...
Payments on account of the state credit shall be effected in respect of
the design works, deliveries of equipment to be manufactured in ... and
materials according to c. and f. prices, port of destination.
Invoices for design work subject to payment on account of the mentioned
credit shall be presented as follows:
for 50 % of the cost — within 90 days from the date of the Contract
coming into force;
for 50 % of the cost — within 30 days from the date of the handover of
the drawings and diagrams.
Invoices for supplies of equipment and materials from ... — for 100 % of
the price of each delivery, c. and f. port of destination—shall be presented
as the deliveries are effected. Simultaneously the amounts of the invoices
presented for payment to the Bank of... shall be placed to the credit account
the way it is envisaged by the Bank Arrangement.
2. Payments for deliveries of equipment and materials to be purchased for
the project in third countries.
The payments for deliveries shall be effected in US Dollars in cash as
follows:
10 % of the total price of deliveries shall be paid as advance payment by
means of a cable transfer against a bank guarantee for the same amount
within 30 days from the date of presentation of the bank guarantee by the
Contractor;
90 % of the total price of deliveries shall be paid from the irrevocable,
divisible, transferrable letter of credit which shall be opened by the Cus-
tomer within 30 days from the date of cable notification of the Contractor of
the readiness for shipment of the first batch of deliveries (delivery basis is
subject to additional agreement).
The period of L/C validity shall cover the whole period of deliveries of
equipment from third countries.
The amount of each invoice for deliveries shall be decreased by 10 %,
i.e. proportionally to the amount of the advance payment received.
3. Payments for civil engineering, erection, commissioning and adjustment
works.
Civil engineering, erection, commissioning and adjustment works shall
be paid in cash:
50 % of the cost of works shall be paid in US Dollars and 50%—in ...;
10 % of the cost of works in US Dollarsand 10 % of the cost of works in
... shall be paid as advance payment against a bank guarantee for the same
amounts;
80 % of the cost of works shall be paid against the certificates on actual
execution of works each month;
5 % of the cost of executed works shall be paid against notification of
the Customer that a section of the Plant is complete and ready for commis-
sioning;
5 % shall be paid against Final Taking-Over Certificate.
For payment of 50 % of the cost of works in US Dollars the Customer
shall open an irrevocable, divisible, transferrable letter of credit within 30
days from the date of cable inquiry of the Contractor.
50 % of the cost of works in ... shall be paid by way of crediting ... to
account No. ... of the Bank of... with the Central Bank of....
4. Payments for the construction of the housing settlement for ... citizens.
Payments for the deliveries of equipment and materials from third coun-
tries for the construction of the housing settlement shall be effected in US
Dollars, namely:
10 % of the price shall be paid in US Dollars as advance payment;
90 % — as the deliveries progress from an irrevocable, divisible, trans-
ferrable letter of credit which shall be opened within 30 days from the date
of cable notification of the Contractor of the readiness of the first batch of
equipment for shipment.
The rest of the terms and conditions of payments for deliveries from the
letter of credit are identical to those terms and conditions of payments for
the deliveries of mechanical equipment which are mentioned in para 2.
Payments for civil engineering and erection works connected with the
construction of the housing settlement shall be effected in ... and US Dol-
lars. Percentage breakdown of payments by currencies shall be carried out
upon receipt from the Customer of detail materials on housing settlement
construction, while:
10 % of the price shall be paid as advance payment;
90 % — as the works progress, on the basis of certificates wherein the
volumes and cost of works executed each month shall be determined.
5. Payments for cargo transportation.
Payment of all expenses connected with the unloading and storage of
cargoes at the port, loading and transportation up to the construction site,
fulfilment of customs formalities, as well as the Contractor’s fee in an agreed
upon amount for implementing supervision over the transportation and men-
tioned operations shall be effected in the currency of the expenses and shall
constitute actual expenses.
Each quarter a month prior to the beginning of the next quarter the Con-
tractor shall submit to the Customer an invoice and tentative calculation of
forthcoming expenses.
The amount paid the previous quarter shall be taken into account for
adjustment of current payments submitted by the Contractor.
6. Performance bond.
The Contractor shall provide to the Customer’s satisfaction an irrevo-
cable letter of guarantee for a sum equal to ... per cent (... %) of the total
Contract Price within fifteen (15) days from the date of the signature of the
Formal Contract by both parties.
This bond is given to cover the advance payment to be given to the Con-
tractor as per Clause ... (Terms of Payment).
This letter of guarantee shall continue to be valid until the presentation
of the Final Taking-Over Certificate.
subject to зд. подлежащий cable inquiry телеграфный запрос
to pay in cash платить наличными
XVIII. a) Write down 3-5 questions on the text.
b) Describe the purposes for which the organization was set up.
YOUR PARTNER EBRD
The EBRD (European Bank for Reconstruction and Development) is a
multinational institution set up with the specific aim of assisting the coun-
tries of Central and Eastern Europe to develop into market-oriented econo-
mies. Its 59 shareholders include countries from both this region and the
rest of the world, plus the European Community and the European Invest-
ment Bank.
The strongest comparative advantage of the Bank relative to other in-
ternational financial institutions lies in its ability to operate both in the pub-
lic and private sectors and to have at its disposal the broadest range and
flexibility of financing instruments. The Bank is uniquely equipped in both
staff and range of instruments to support the different stages of transition.
Specifically, the EBRD seeks to promote the development of the private
sector within these economies for its investment operations and through
the mobilization of foreign and domestic capital. In relation to private com-
mercial banks, the EBRD’s main advantages lie in its willingness and ability
to bear risk. This allows the Bank to act at the frontier of commercial possi-
bilities. It also shares the project risk by acting with other private sector
entities, such as commercial banks and investment funds, as well as multi-
lateral lenders and national export credit agencies.
While its structure is unlike that of a commercial bank, the EBRD has a
similar approach to dealing with projects and it prices its products on com-
mercial basis. With its AAA credit rating, the Bank is able to raise funds at
the finest rates from the international capital markets.
For a project to be considered it has to be commercially viable. The Bank
does not issue guarantees for export credits or provide retail banking ser-
vices.
Foreign joint ventures are one of the EBRD’s main vehicles for financ-
ing; joint ventures offer partners an effective way to gain access to foreign
and domestic markets, encourage foreign private investments in the region,
reduce risk, and facilitate the transfer of technology and management skills.
shareholder n акционер
relative to относительно
flexibility n гибкость
specifically adv зд. конкретно
in relation to что касается
willingness n готовность
to bear risk нести риск
multilateral lenders многосторон-
ние кредиторы
AAA credit rating показатель кре-
дитоспособности AAA
viable а жизнеспособный
XIX. Sum up the text in 5-7 sentences.
WORLD BANK - INTERNATIONAL BANK FOR RECONSTRUCTION
AND DEVELOPMENT (IBRD)
The “World Bank” refers to the International Bank for Reconstruction
and Development (IBRD) and its affiliate, the International Development
Association (IDA). The Bank was set up together with the IMF by the Bretton
Woods Conference of 1945 as an international bank for two purposes: to
help finance the rebuilding of war-devastated areas and to aid the advance-
ment of less-developed countries.
Operations started in 1946. The Bank is financed partly by contributions
paid by member countries, partly by bond issues. The national contribu-
tions constitute the bank’s capital and relate to the individual countries’
share of world trade. The bond issues finance the lending operations of the
bank.
In financing the economic growth of member countries the International
Bank complements the IMF, which finances temporary balance of payments
imbalances. Loans are made to governments or government-guaranteed
entities. Besides lending funds, the Bank provides technical advice to gov-
ernments or other borrowers on a wide range of development problems. It
carries out general economic surveys for governments wishing to study re-
sources and to plan long-range policy of development.
At first devoted to the reconstruction needs of industrial countries the
World Bank by the 1950s had focused its attention on the developing world.
In 1956 the IBRD formed the International Finance Corporation (IFC) the
purpose of which was to encourage growth in the private sector of develop-
ingcountries and to mobilize domestic and foreign capital for this purpose.
In 1960 the IBRD established the International Development Association in
order to assist the poorer developing countries (those with an annual per
capita GNP of less than $731 in 1980 prices). Loans to these countries bear
no interest and are repayable over 50 years with an initial grace period of 10
years.
The Bank’s strategy has been to ensure that its aid reaches the broad
masses of the people; this is to be done by investments encouragingproduc-
tivity and integrating the broad masses of people as active partners into the
development process.
The powers of the Bank are vested in a board of Governors.
affiliate n филиал
war-devastated areas разоренные
войной территории
bond issue выпуск облигаций
complement v дополнять
survey n обследование
International Finance Corpora-
tion Международная финансовая
корпорация
repayable а подлежащий погаше-
нию (уплате)
grace period льготный период
integrate v интегрировать; 3d. вклю-
чать, вовлекать
vest v облекать, наделять властью
UNIT 9
TRANSPORTATION OF CARGO
TEXT
A.
Cargo transportation is an important part of any contract where carriage
of goods is involved. There are quite a few participants employed here. On
the one side there are service providers such as shippers,1 carriers of cargo
by sea, rail, truck or air, customs, port and border authorities, stevedore
companies that load and discharge cargo in ports. There are shipping agents2
who book the shipping space in advance, deal with insurance and customs
formalities. There are also forwarding agents3 who organize the collection,
carriage and delivery of cargo. On the receiving end there are consignees.
For the last few decades intermodal containerised shipments4 have be-
come popular. Cargo in containers is moved by ocean containers, reloaded
(transhipped)5 in ports on rail flatcars6 and then truck-delivered to the cus-
tomer. Freight operators provide computer tracing and tracking7 of the cargo,
giving the customer updates on status, location and arrival of containers.8
Haulage of goods9 is a complex, large scale logistic task which requires a
well developed infrastructure: ports, wharves, harbours, piers, quays, jet-
ties, merchant fleets, berths and berthing facilities, railroads and truck fleet.
It also requires up-to-date cargo handling equipment, the use of floating,
gantry, shore and mobile cranes, container straddle carriers10 * at rail sta-
tions, etc.
Transportation terms of delivery can be quoted f.o.b., c.i.f. or c.a.f.,"
free on rail or f.o.r.,12 or Door C.Y.13 Depending on the terms of the contract
' either of the parties pays freight charges on services provided.
Regular freight services at sea are provided by shipping lines or tramp
ships14 that are available to charterers, and freight shuttle block trains15 on
rail.
A special clause defines which party pays demurrage costs.
B.
22nd October 20...
Dear Sirs,
Re: Offer for delivery of equipment and materials
Thank you for your enquiry of September 20... in which you inform us
that you are interested in the purchase of equipment and materials for a
Desalination Plant in ... .
We have pleasure in enclosing a detailed quotation for the equipment
and materials you require.
Our company enjoys a first class reputation and the equipment you men-
tion in your enquiry has been very successfully installed in a number of tropi-
cal countries.
Our offer is made subject to our standard terms and conditions of sale,16
enclosed herewith. Shipment can be completed within one year from the
date of receiving your acceptance of our offer and confirmation of the order.
The first consignment would be despatchedl7six months from the same date.
Prices as quoted are f.o.b.... port.18
Packing is made in seaworthy cases as used in the Supplier’s country to
withstand inland and sea transportation including transhipments.
Payments: Our usual terms are by a Letter of Credit against shipping
documents.
We think we have covered every major point of your enquiry. Should
you require further details, please do not hesitate to write to us again. It will
be a pleasure to give you an immediate reply.
Yours faithfully,
C.
Following the Offer, the company ...worked out a Draft Contract for the
delivery of equipment and materials. The customer studied it carefully and
found some terms and conditions unacceptable. So, Mr... came to Moscow
to discuss these matters with the representative of the supplier.
TERMS OF DELIVERY AND PAYMENT
Supplier; Let’s start with the terms of delivery.
Customer: What do you propose?
S. I presume the delivery should be made free on site, since it’s a turn-key
contract. Do you agree?
C. Well, we have close contacts with some local transportation companies
and could easily arrange for transportation from the port to the con-
struction site.
S. Yes, if you prefer to arrange local transportation, we’ll deliver the equip-
ment c.i.f.... port and you’ll take it to the construction site by your own
means.
C. We’d prefer that. The change will involve revision of the contract price,
won’t it?
S. Certainly it will. The contract price will be reduced by the difference
involved.
C. That would be fine.
S. Let’s consider the matter settled then. Is there any other business for
today?
C. Yes, there’s another thing we’d like to request — we would ask you not
to charter vessels whose owners are on the black list.
S. Oh, there’s no need to worry about that. We don’t do business with
these companies, I assure you.
C. Fine.
S. And the last point for today is the terms of payment. We would prefer
payment to be made by a letter of credit in US dollars against shipping
documents.
C. No objections. What set of shipping documents do you require?
S. Seven copies of the invoice, one original and two copies of the clean bill
of lading and the certificate of origin.
C. All right. I think we’ve taken up the main points for today.
S. Yes, we may call it a day.
D.
UNLOADING THE EQUIPMENT. CUSTOMS CLEARANCE
ANDENSURANCE
S. The first point of today’s discussion arises out of the previous meeting.
I mean that we’re afraid our vessels could be kept on demurrage in your
port for a long time. Could you help us to avoid that?
C: In principle we can ensure berths for discharge if we receive your notifi-
cations five days before your vessel’s arrival19 at the port of destination.
S. That would be fine. And can your stevedores arrange for prompt un-
loading?
С. I think they can. Our stevedores are usually quick and efficient. But
you’d better get in touch with the stevedoring companies about the ex-
act rate of discharge.
S. We’ll certainly do that, but we are not very familiar with practices in
your ports. We’d like you to handle contracts with the stevedores.
C. We’d be happy to cooperate where we can. Yes, we can handle that.
S. Thank you. In any case the rates of despatch and demurrage should be
stipulated in the contract.
С. I quite agree with you.
S. Now there’s the customs clearance. What's your usual practice in deal-
ing with the customs?
C. First of all we expect you to airmail the usual set of documents: bill of
lading, freight cargo manifest, shipping specifications and quality cer-
tificates. All this should reach your agent 3-5 days before the vessel’s
arrival so that the agent could help us with obtaining the customs clear-
ance20 in due time.
S. I see. And what about the equipment brought in for temporary use?
C. We usually furnish the supplier with the customs exemption certificate
in such cases.
S. That’s fine. And the last thing today is insurance.
C. Yes, our request still holds—insurance on “all risks” terms.
S. Well, it can be granted. We suggest the following wording: “Insurance
of the equipment against all risks shall be covered by the supplier with
the Foreign insurance department of Russia “Ingosstrakh”, Moscow,
as per its current transport insurance rules.”
C. That suits us all right.
S. Glad to hear that. I presume there’s no other business for today.
C. Actually we’ve done all we planned to.
NOTES
1. shipper грузоотправитель
2. shipping agent судовой агент
3. forwarding agent экспедитор
4. intermodal containerised shippments 5. transship, transshipment комбинированные, интермодаль- ные контейнерные перевозки перегрузить, перегрузка,
(am) - to unload goods from one vehicle and load them on to another
6. rail flatcar
7. computer tracing and track-
ing
8. give the customer updates
on status, location and
arrival of containers
9. haulage of goods
10. container straddle carrier
11. f.o.b., c.i.f., c.a.f.
ж.д. платформа
компьютерное слежение
предоставить заказчику сводку о
состоянии, местонахождении и
времени прибытия контейнера
грузовые перевозки
контейнероподъемники
фоб, сиф, каф — условия поставки
по морю
c.a.f. (cost and freight) — условие поставки, по которому продавец
обязан за свой счет зафрахтовать судно, погрузить товар и доставить
его в порт назначения.
f.a.s. (free along side) — фас-, франко вдоль борта судна — условие
поставки, по которому продавец обязан за свой счет доставить товар к
борту судна так, чтобы судно могло своими погрузочными приспособ-
лениями принять груз.
12. free on rail (f.o.r.) франко вагон
Условие поставки по железной дороге, по которому продавец несет
расходы по транспортировке товара до государственной границы своей
страны.
free on site
франко строительная площадка
Условие поставки, по которому продавец несет расходы по тран-
спортировке товара (оборудования, материалов) на строительную
площадку. 13. Door С.Y. склад временного хранения кон- тейнеров при условии доставки «до двери»
14. trampship грузовое судно,которое перево- зит любые грузы и не имеет за- ранее обговоренного маршрута
15. freight shuttle block train маршрутный грузовой состав
16. Our offer is made subject
to our standard terms and
conditions of sale.
Subject to встречается в оборотах,
условие, и переводится в документах
тот случай, если; в том случае, если; при
блюдения».
The equipment will have a good sale
subject to your arranging a wide
publicity campaign.
17. The first consignment
would be despatched...
18. Prices as quoted are f.o.b....
port
19. five days before your
vessel's arrival
Наше предложение делается
при условии принятия наших
общих условий поставки.
выражающих непременное
чаще всего «при условии, если; на
соблюдении; при условии со-
Оборудование будет иметь боль-
шой спрос при условии орга-
низации вами широкой рек-
ламной кампании.
Первая партия может быть от-
гружена ...
Цены назначены на условиях по-
ставки фоб ... порт.
за пять дней до прибытия вашего
судна
Слово vessel часто употребляется в притяжательном падеже.
20. so that the agent could help так, чтобы агент мог помочь нам
us with obtaining the cus- пройти таможенную очистку
toms clearance
Сказуемое придаточного предложения с союзом so that может быть
выражено глаголами may (might), should, can (could) + инфинитив.
VOCABULARY LIST
handle v
merchant fleet
vessel n
charterer n
jetty n
pier n
harbour n
wharf n
equip v
berth n
berthing facility
cargo n
floating a
gantry a
mobile crane
own a
stevedore n
to arise out of, from
safety n
transhipment n
avoid v
demurrage n
concern n
efficiency n
anticipate v
to amount to
purchase n
a desalination plant
to enjoy reputation
install v
a number of
consignment n
despatch v
packing n
seaworthy a
withstand v
inland transportation
propose v
by one’s own means
revision n
charter v
owner n
black list
bill of lading
certificate of origin
to keep on demurrage
ensure v
berth n
discharge n
notification n
port of destination
prompt a
rate of discharge
rate of despatch
rate of demurrage
airmail v
freight cargo manifest
shipping specification
quality certificate
to bring in
temporary a
temporary use
customs exemption certificate
as per prp
WRITTEN PATTERNS
Our company enjoys a first class
reputation.
It will be a pleasure to give you an
immediate reply.
We shall be very much obliged if
you will take the matter up.
We shall be glad if you will send us
We should be glad if you would send
us...
We await your reply in due course.
Please inform us by return post.
Наша фирма пользуется перво-
классной репутацией.
С удовольствием немедленно
дадим Вам ответ.
Будем Вам очень признательны,
если Вы займетесь этим во-
просом.
Будем рады, если Вы пришлете
нам...
Мы были бы рады, если бы Вы
послали нам ...
Ждем Вашего ответа в надле-
жащее время.
Просим сообщить обратной поч-
той.
SPEECH PATTERNS
I presume ...
We’d prefer that.
Is there any other business for to-
day?
There’s no need to worry about that.
I think we’ve taken up the main
points.
We can handle that.
Our request still holds.
There’s no other business for today.
We’ve done all we planned to.
Я полагаю...
Мы бы предпочли, чтобы это было
так.
Есть еще какой-нибудь вопрос,
который следует рассмотреть
сегодня?
Об этом ие стоит беспокоиться.
Я полагаю, мы рассмотрели ос-
новные вопросы.
Мы можем это сделать.
Наша просьба остается в силе.
На сегодня других вопросов нет.
Мы сделали все, что было запла-
нировано.
VOCABULARY NOTES
handle v
Syn. control, deal with
The worker knows how to handle
the machine-tools.
Can you handle this business for
us?
The director asked him to handle
the matter.
He asked Mr C. to handle con-
tracts with stevedores,
cargo handling equipment
обращаться с кем-л., чем-л.; управ-
лять, регулировать; поддаваться
контролю, осуществлять контроль;
иметь дело с чем-л.
railway network
а(п) railway irrigation electrical network
distribution telegraph
to work under pressure
оборудование для разгрузки и
погрузки груза
сеть железных дорог
работать с напряжением, нагрузкой
Last week the team worked under
great pressure as they had to do
very urgent work.
merchant fleet
The merchant fleet handles large
volume of shipments.
fleet
tnick fleet
rail carriage fleet
vesseln
The vessel’s arrival is expected on
Monday.
charterer ['tjattoro] n
You should get in touch with the
chartferers about the availability of
the vessel.
jetty n
pier [рю] n
harbour ['herbs] n
wharf [wo:f| n (pl. wharves [wozvz])
equip [fkwip] v
The port is equipped with all
modern facilities.
The laboratory is very well equipped,
berth v
berthing facility (-ies)
cargo ['kergau] n (pl. cargoes [-auz])
The cargo has just been discharged
and the vessel is ready to put out.
floating a
gantry a
mobile ['msub(a)il] a
crane n
Floating cranes are required to
handle this equipment.
own a
You’ll have to use your own
unloading facilities.
stevedore ['stirvido:] n
торговый флот
парк
парк грузовых машин
парк ж.д. вагонов
судно,корабль
фрахтователь, фирма, нанимающая
суда
пристань, пирс
пирс
гавань, порт
верфь, причал, пристань
оборудовать, оснащать
ставить судно на якорь
наличие места стоянки, возможности
причала
груз (корабля)
плавучий, плавающий
портальный
подвижной, мобильный; передвиж-
ной
кран
свой, собственный
стивидор, портовый грузчик; под-
рядчик, производящий разгрузку и
погрузку судов
To speed up unloading you should
get in touch with local stevedores, stevedore v stevedoring company грузить, разгружать компания по погрузке и выгрузке
arise [o'raiz] (arose, arisen) v to arise out of, from грузов возникать, появляться проистекать из чего-л., являться результатом чего-л.
The problem arose from transport difficulties. safety ['seifti] n transhipment (traen'fipmant] n безопасность, сохранность перегрузка, переотправка, перевалка (с одного судна на другое)
The contract provides fortranship- ment in ... to arrange for transhipment The agents arranged for tranship- ment of the cargo. tranship о avoid v to avoid smth to avoid doing smth The supplier avoided giving rush promises because he was afraid he would not be able to keep them. The arrangement helped us to avoid transhipment. demurrage [di'mAntfc] n организовать перегрузку перегружать избегать, уклоняться, сторониться избегать чего-л. избегать делать что-л. демеридж (простой судна, плата за простой судна)
to be on demurrage находиться надемеридже (прос- тое)
concern [kon'sam] n It’s the customer’s concern to carry out represervation of the equipment. to be concerned about... беспокойство, забота, тревога быть обеспокоенным, озабочен- ным по поводу ...
The customer is concerned about the progress of the construction, efficiency [i'fij(o)nsi] n эффективность, производительность, умение
anticipate (an'ticipeit] v Syn. foresee ожидать, предвидеть, предчувство- вать, предвкушать
As all preparations were done in
time the supplier could hardly
anticipate any difficulties. to amount to Syn. to make, to come to The bill amounts to ... roubles. purchase n The firm deals with purchases of complete equipment. a desalination plant to enjoy reputation The company enjoys the reputa- tion of first class charterers. install v составлять покупка, закупка, купля опреснительная установка пользоваться репутацией устанавливать, монтировать, соби- рать
The team installed the equipment efficiently. installation n Installation may take six months, a number of Syn. several, some The machine-tools were des- patched to a number of towns. Compare: установка, монтаж некоторое количество, ряд
A number of students took part in the discussion. The number of students who took part in the discussions came to twenty. consignment n Syn. lot The first consignment of the goods arrived last week. in three consignments The equipment is to be delivered in three consignments. despatch v The goods will be despatched soon, despatch (dispatch) n В обсуждении приняли участие неко- торые из (ряд)студентов. Число (количество) студентов, при- нявших участие в обсуждении, соста- вило 20 человек. партия товаров, грузов тремя партиями отправлять, отгружать отправка, вознаграждение за досроч- ную выгрузку и погрузку груза по сравнению со временем, указанным в контракте или чартер-партии
They owe you dispatch for the
work done.
packing n
The equipment was damaged due
to improper packing.
Packing is arranged in a packing
упаковка
shop.
seaworthy a
seaworthy packing
withstand [wid'staend] (withstood) u
морской
морская упаковка
устоять, выстоять, выдержать
to withstand
a high temperature
a fire
sea transportation
severe frosts
transhipment
The equipment was well packed and
withstood storage in the open air.
inland transportation
The rules provide for inland
транспортировка по территории
transportation.
propose v
to propose
smth
to do (doing) smth
that someone
(should) do smth
that something
should be done
предлагать, вносить предложение
предлагать что-л.
предлагать что-л. сделать
предлагать, чтобы кто-л. сделал
что-л.
предлагать, чтобы что-л. было
сделано
The head of the Russian side
proposed a plan.
The head of the Russian side
proposed to meet on Tuesday.
He proposed that the meeting
(should) be continued the next
day.
by one’s own means
There’s no need to charter a
foreign vessel, we can arrange
transportation by our own means.
revision [n'vi3(a)n] n
The alterations in the contract
brought about the revision of the
contract price.
charter v
Two vessels will be chartered for
собственными средствами
проверка, исправление
this cargo.
owner ['эипэ] n
фрахтовать, нанимать судно
владелец, собственник
The vessel’s owner was concerned
about the berthing facilities, black list список фирм, с которыми данная фир- ма не сотрудничает
These companies are on the black list (are blacklisted). bill of lading clean bill of lading коносамент, транспортная накладная чистый коносамент (не содер- жащий оговорок о повреждении груза, упаковки и т. п.)
direct bill of lading прямой коносамент (на груз, не подлежащий перегрузке)
Freight Collect bill of lading коносамент с отметкой “Freight Collect” — фрахт подлежит уп- лате грузополучателем в порту назначения
Freight Paid bill of lading коносамент с отметкой “Freight Paid” — фрахт уплачен в порту погрузки
on board bill of lading бортовой коносамент на груз, принятый на борт судна
original bill of lading outward bill of lading оригинал коносамента внешний коносамент на груз, от- правляемый за границу
ship’s bill of lading through bill of lading certificate of origin (sa'tifikit ov 'nricfcin] certificate of insurance certificate of damage to keep on demurrage ensure [in'Juo] v The agents did their best to ensure transportation of the oversized and heavy equipment. berth n судовой экземпляр коносамента сквозной коносамент на груз сертификат происхождения страховое свидетельство свидетельство о повреждении держать на демеридже, простаивать обеспечивать, гарантировать причал, место у причала
The agents promised to ensure a berth for the vessel. discharge n Syn. unloading The discharge of the vessel was arranged properly. discharge v разгрузка, выгрузка разгружать, выгружать
Syn. unload
notification n
Notification of the vessel’s arrival
was received last week.
Notification of (the) readiness of
the goods for shipment will be sent
tomorrow.
port of destination [,desti'neif(9)n]
prompt a
rate of discharge
rate of demurrage
rate of despatch
airmail о
One set of the shipping documents
was airmailed to the customer.
freight cargo manifest ['maenifest]
shipping specification
quality certificate
to bring in
The equipment will be brought in
for one year.
temporary ['temp(a)r9ri] a
I building
a temporary | job
a temporary success
The building can be used for
temporary storage of the equip-
ment.
for temporary use
customs exemption (ig'zem(p)J(a)n]
certificate
to give
to issue
to furnish with
The customs exemption certificate
will be issued to the supplier.
as per prp
The inspection will be arranged as
per Appendix I.
извещение, уведомление
порт назначения
быстрый, проворный
норма разгрузки
ставки оплаты за простой судна
ставки вознаграждения за досрочную
разгрузку
посылать авиапочтой
грузовой манифест
отгрузочная спецификация
сертификат качества
ввозить
временный
для временного использования
документ, освобождающий одну из
сторон от уплаты налогов, пошлин
a customs exemp-
tion certificate
согласно
EXERCISES
I. Answer these questions.
A. 1. Name the main participants in cargo transportation. 2. What ser-
vice do shipping agents, forwarding agents provide? 3. What mode of cargo
transportation has become popular for the last few decades? 4. What infor-
mation does the freight operator provide the customer with? 5. What does
haulage of goods require? 6. What are major terms of delivery used in cargo
transportation? 7. Who provides regular freight services at sea, on rail? Who
are charterers?
B. 1. On what terms does the foreign firm offer to deliver the equipment
and materials for the destination plant? 2. What are their delivery dates?
C. 1. Who will arrange fpr the transportation of the equipment from the
port to the construction site? 2. Why does it involve revision of the contract
price? 3. Why does the customer ask the supplier not to charter vessels
from the companies who are on the black list? 4. What terms of payments
are quoted by the supplier?
D. 1. What does the supplier ask the customer to do to avoid demurrage
of their vessels? 2. Who does the customer advise the supplier to turn to
about speedy unloading? Why? 3. What documents should be airmailed to
the customer to ensure speedy customs clearance? 4. What does the cus-
tomer undertake to do to arrange for delivery of equipment for temporary
use? 5. On what terms are the equipment and materials to be insured?
II. Find Russian equivalents to the following phrases from the texts.
A. service provider; shipper; carrier; to discharge cargo; shipping agent;
forwarding agent; book shipping space in advance; collection of cargo; con-
signee; intermodal containerised shipment; computer tracing and tracking;
give an update on; well developed infrastructure; berthing facilities; pay
freight charges; pay demurrage costs
B. a detailed quotation for the equipment you require; enjoys a first class
reputation; subject to our standard terms and conditions of sale; prices as
quoted are f.o.b.... port; packing is made in seaworthy cases; we have cov-
ered every major point
C. following the offer; could easily arrange for transportation; will in-
volve revision of the contract price; by the difference involved; we would
prefer payment to be made ...; we may call it a day
D. could be kept on demurrage; 5 days before your vessel’s arrival; ar-
range for prompt unloading; you’d better get in touch with the stevedoring
companies about the exact rate of discharge'; handle contracts with the ste-
vedores; there’s the customs clearance; what’s your usual practice in deal-
ing with the customs?; reach your agent 3-5 days before the vessel’s arrival;
our request still holds; insurance on “all risks” terms
III. Find English equivalents to the following phrases from the texts.
A. ... там, где предполагаются грузовые перевозки; сторона, предо-
ставляющая услуги; грузоотправитель; перевозчик; судовой агент гру-
зоотправителя; перевозки морские, ж.д., автодорожные, воздушные;
агент-экспедитор; грузополучатель; интермодальные (комбинирован-
ные) контейнерные перевозки; ж.д. платформы; операторы грузовых
перевозок; компьютерное слежение; сводка о состоянии (статусе)
контейнера; оборудование по обработке, перемещению груза; судоход-
ная линия; грузовой маршрутный поезд; плата за простой
В. вы заинтересованы в закупке ...; с удовольствием прилагаем по-
дробное предложение на оборудование; пользуется первоклассной ре-
путацией; установлено в ряде тропических стран; наше предложение
делается при условии принятия наших общих условий поставки; цены
назначены на условиях фоб ... порт; основные пункты вашего запроса;
если вам нужны еще какие-нибудь подробности ... ; с удовольствием
незамедлительно вам ответим
С. что вы предлагаете?; я полагаю ... ; у нас тесные контакты с ... ;
организовать транспортировку силами местных фирм; своими
средствами; мы бы предпочли, чтобы это было так; будем считать вопрос
решенным; есть еще какой-нибудь вопрос на сегодня?; мы попросили
бы вас зафрахтовать суда; не стоит об этом беспокоиться; на сегодня
хватит
D.... вытекает из предыдущей встречи; наши суда могут простаивать
... ; обеспечить причалы для разгрузки; договориться о срочной
разгрузке; точные нормы разгрузки; незнакомы с вашими порядками в
портах; мы бы хотели, чтобы вы взяли на себя контракты со стивидорами;
какова ваша практика прохождения таможни?; наша просьба остается
в силе; других вопросов на сегодня нет; мы сделали все, что было за-
планировано
IV. Single out the main points of the texts.
V. Sum up the contents of the dialogues.
VI. Practise these words.
to handle; handling; cargo handling equipment
a) Answer these questions.
1. Are machine-tools always easily handled? 2. Are vessels equipped
with cargo handling equipment? 3. What cargo handling facilities are
ports equipped with? 4. At the previous talks you had some difficulties with
the customers, right? How did you handle the matter?
b) Act out the flashes of conversation using the substitutions for the words
in italics.
1. A. Yousee, we are not quite familiar with your practices. We’d like you
to keep contacts with the stevedores.
B. All right. We can handle that.
Substitutions: the customers; the local firms; the port authorities; the char-
terers
2. A. Mr R., I’m afraid our workers are not experienced enough to handle
the crane.
B. Don’t worry. Our specialists on the construction site will show them
how to do that.
Substitutions: the machine-tool; the equipment; the device; the cargo; the
cargo handling equipment
to avoid smth; doing smth
a) Answer the questions. Begin your answer with “to avoid that we ...”.
1. What packing should be used to avoid damage in transit? 2. What
measures should be taken to avoid demurrage of vessels? Do you always
manage to avoid paying demurrage? 3. What do you do to avoid dam-
age to the equipment during a rainy season? 4. What preparations do you
make to avoid difficulties in transportation of oversized and heavy equip-
ment?
b) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. Will you send shipping drawings and instructions to avoid com-
plications?
B. There’s no need to worry. We’ll certainly do that.
Substitutions: notification of readiness; the customs exemption certificate;
instructions on represervation; your confirmation
concern; to be concerned about smth
Act out the flashes of conversation using the substitutions for the phrase
in italics.
1. A. We’d like to discuss transportation of equipment today.
B. But it’s entirely your concern, it’s a turn-key contract.
Substitutions: renting of equipment; construction of a settlement for the
specialists; delivery of some equipment from third countries; employ-
ment of another subcontractor
2. A. What’s the first .thing you’d like to discuss?
B. We are greatly concerned about the progress of the work on the
construction site.
Substitutions: delay in the civil-engineering work; delay in payment; trans-
portation of heavy and oversized equipment; living accommodation for
our specialists
to install; installation
a) Answer these questions.
1. You’ve delivered power equipment to the power station, haven’t you?
Has it been installed? 2. Who has installed it? 3. How long did it take
them to install it? 4. Was it tested after installation?
b) Act out the flash of conversation, using the substitutions for the word
in italics.
A. Could you speed up installation of the equipment?
B. Yes, we can handle that, it may be installed by the end of the week.
Substitutions: the gantry crane; the floating crane; the desalination equip-
ment; the cargo handling facilities; the machine-tools
to propose smth, to do smth, doing smth, that smth
(should) be done; proposal
a) Answer these questions.
Г. What did the customer propose when you discussed the terms of
delivery? 2. What terms of delivery do you most frequently propose to cus-
tomers? 3. What did you propose to do when you learned that the port of
destination was congested?
b) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. What’s your alternative proposal?
В. I propose that a heavy-lifting crane (should) be rented.
Substitutions: transhipment of the cargo (should) be made; the first con-
signment (should) be despatched; the price (should) be revised; another
vessel (should) be chartered; the packing (should) be changed; a new
machine-tool (should) be installed
to revise; revision
a) Answer these questions.
1. Do your customers always accept all your terms or do you have to
revise some of them? 2. What terms of the contract do you have to revise?
3. Does replacement of equipment always involve revision of contract
prices? 4. Do your customers always find the wordings of the contract ac-
ceptable or do you have to revise any?
b) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. We find your terms acceptable on the whole. But could you revise
the delivery terms?
B. All right. Let’s look at them first.
Substitutions: the terms ofpayment; the contract price; the wording of some
clauses/the method of payment; the time limits
to ensure
a) Answer these questions.
1. What measures are taken to ensure safe transportation of cargo?
2. What cargo handling facilities are used to ensure quick unloading?
3. What steps are taken by the supplier to ensure quick transportation of
oversized and heavy equipment from the port? 4. What does the supplier do
to ensure normal operation of the equipment during the guarantee period?
b) Act out the flash of conversation using the substitutions for the phrase
in italics.
A. There’s another matter I’d like to bring up, Mr.... What kind of pack-
ing would you like us to use?
B. We expect you to use seaworthy packing to ensure safe transpor-
tation.
A. All right.
Substitutions: wooden boxes; seaproof packing; polythene ['poh6i:n] sacks
(полиэтиленовые мешки); packing which can withstand rough handling;
export packing
VII. Compare the style of these phrases.
Phrases from a business letter:
We have pleasure in enclosing a
quotation for...
Our offer is made subject to our
standard terms and conditions
of sale.
Should you require further de-
tails ...
It will be a pleasure to give you
an immediate reply,
We are in a position to supply ...
We are obliged to you.
On receiving the goods ...
We require spare parts for ur-
gent delivery.
Phrases from a business talk:
We are glad to enclose our quo-
tation for...
We are making our offer on our
standard terms and conditions
of sale.
If you want any other details ...
We’ll be glad to answer you right
away.
We can supply...
We thank you very much.
After we have received the
goods...
We need spare parts as soon as
you can deliver them.
VIII. Fill in prepositions or adverbs wherever necessary. Discuss the let-
ter.
20th September, 20...
Dear Sirs,
... reference ... the previous contracts concluded ... your organization
we wish to inform you that we require spare parts ... our Atomic Power
station... urgent delivery.
We would like the spare parts to be delivered free ... rail Russia’s border.
The date... the stamp... the border railway authorities... the waybill should
be considered the date ,.. delivery. '
The equipment should be ensured ... transportation risks. The owner-
ship and responsibility... all risks... loss or damage will pass... the Supplier
... the Customer... the moment ... transfer... the goods ... the railway ...
Russia ... the ... railways.
When packing, please, take ... account that the boxes are likely to re-
ceive rough handling and must be able to withstand inland transportation
and transhipment.
We indicate... the attached list full details... packingand marking. They
must be strictly observed.
Prices are quoted free ... rail Russia’s border.
Payments ... the equipment to be supplied should be effected ... accor-
dance ... the Trade and Payment Agreement... force.
Please let us know by return post whether you are... a position to supply
us... the above stated spare parts... immediate shipment quotingyour low-
est prices and best terms.
Yours faithfully,
stamp n штамп rough [taFJ handling небрежное об-
waybill n железнодорожная наклад- ращение
ная marking п маркировка
ownership п зд. право собственности
IX. Fill in articles wherever necessary. Discuss the letter.
2nd April, 20...
Dear Sirs,
Referring to... enquiry of... 10 March 20... and to... recent discussions
with ... experts in Moscow, we are prepared to supply ... equipment and
materials required. Our prices are free on ... truck of Sovtransavto. Total
price is....
Payment for... delivered equipment and materials will be effected in En-
glish Pounds Sterling in ... following way:
lOOper cent of.:, total value of... delivered goods will be paid within 30
days of receipt by ... Bank for Foreign Economic Affairs of... Russia, Mos-
cow, of... shipping documents.
... goods will be shipped in export seapacking suitable for... type of...
goods to be delivered.... packing is to protect... goods against any damage
or corrosion during transportation.
... Supplier will issue... detailed packing list for each casq.... contents of
... case,... number of... packed articles,... type of model,... Works number,
... corresponding number of... item of... specification,... net and gross weight
and... Contract number are to be indicated in... packinglist. One copy of...
packing list in ... waterproof envelope should be packed in the appropriate
case together with ... equipment.
All other terms and conditions are stated in ... offer enclosed.
We look forward with interest to ... reply.
Yours faithfully,
free on truck франко борт грузового waterproof envelope непромока-
автомобиля емый конверт
net and gross weight вес нетто и брутто
X. Read these letters and do the assignments given below each of them.
1. November 1,20...
Dear Sirs,
Re: Our Order No....
We have duly received the documents and took the consignment of goods
delivered under Contract No.....
We are much obliged to you for the prompt execution of our order. Ev-
erything appears to be correct and in good condition except the tubes which
arrived damaged.
On receiving the goods in... our experts examined them and came to the
conclusion that the damage had occurred due to insufficient packing.
To prove our statement we attach a Report of our experts showing the
breakage and photos of the damaged tubes.
As we need the tubes urgently, we have to ask you to arrange for the
dispatch of replacements at once.
We look forward to your dealing with this question without delay.
Yours faithfully,
everything appears to be correct ка- tube n трубка
жется, что все в порядке
Hold the talks along these lines.
Promise the customer to deliver the tubes, but say that it will be done at
the customer’s expense and explain why. Specify the terms and the dates of
delivery.
2. July 10, 20...
Dear Sirs,
With reference to your letter No.... dated... we wish to give some clari-
fications about the delay in discharge of the m/v....
We appreciate your concern but the delay was entirely due to reasons
beyond our control and we cannot be held responsible for it.
The delay was caused by the defective shipboard handling gear both in
No. 1 and No. 2 hatches.
Furthermore the situation was aggravated by the concentration of heavy
lifts in these two hatches. Due to the nature of some packages and the low
draught of the vessel we had to rent a floating crane to speed up the dis-
charge from these hatches.
Besides in spite of our repeated requests the shipping documents for the
cargo came late and we could not start the discharge immediately upon the
vessel’s berthing.
We assure you that we have done all we could to discharge the vessel in
time and hope that you will find our explanation satisfactory.
Yours faithfully,
reason beyond one’s control при- defective shipboard handling gear
чина, не зависящая от кого-л. неисправное набортное погрузочно-
heavy lift тяжеловесный груз разгрузочное устройство
aggravate ['aegraveit] v ухудшать, hatch [haetj] n люк
усугублять, усиливать draught [draft | n осадка судна
Hold the talks along these lines.
Explain to the shipping agency’s representative that the delay in dis-
charge is causing you losses, press him to pay demurrage.
3. January 25, 20...
Dear Sirs,
We have to inform you that on receiving your notification of the vessel’s
arrival the Port authorities as well as our Corporation took all necessary
measures to discharge the vessel without delay, i. e. the loading trucks and
shipping facilities were made available.
You will remember that it was agreed that you would make the vessel
ready for berthing at 14.00 on 22nd January 20... .
But in spite of all the above mentioned arrangements the vessel’s au-
thorities refused to berth because of weather conditions.
This delay is causing us great inconvenience as both the trucks and the
shipping facilities were made available only for one day.
It is with great regret that we have to inform you that we cannot be
responsible for any further delays and difficulties which may arise in dis-
charging the vessel.
May we also point out that we hold you responsible for all expenses in-
curred by our Corporation.
We hope you will give this matter your immediate attention.
Yours faithfully,
cause great inconvenience причинять большие неприятности
Hold the talks along these lines.
Discuss the situation with the customer, propose a way out.
4. October 22, 20...
Dear Sirs,
Our order No. ...
On arrival of the m/v ... at the port of... the ship’s agents noticed that
case No. ... was damaged, and informed us accordingly. We therefore had
the case opened and examined.
The number of articles in the case is correct according to the packing list
but some articles are broken. A list of the broken articles is attached hereto.
We enclose copies of the report of the examination showing that the
damage was noticed when the case was unloaded at....
As you hold the policy we shall be much obliged if you will take the mat-
ter up with your insurance agents on our behalf; the number of the insur-
ance certificate is, as you know, No...
In the meantime we shall be glad if you will send us replacements for the
broken articles, as we need them urgently.
We await your reply in due course.
Yours faithfully,
to hold a policy иметь страховой on smb’s behalf по поручению кого-л.
полис
Hold the talks along these lines.
Discuss the situation with the customer, try to find out if the bill of lad-
ing is clean and who is responsible for the damage. Offer to deliver articles
for replacement by plane, as the customer needs them urgently but make a
point of expenses incurred.
5.
February 7,20...
Dear Sirs,
We are informed by our Agents that the m/v ... arrived afNovorossisk
on January 31 at your request but did not berth up till February 5. The port
authorities did not give any explanation about the delay. Moreover we have
not yet received any advice from our agents when we can expect the begin-
ning of loading. Needless to say it puts us in a very difficult position as we
shall have to pay demurrage, although we are not responsible for the delay.
In these circumstances we regret to inform you that we have to claim
compensation from you.
Please, inform us by return post about the actual reason of the delay,
and the date of loading.
We hope you will take urgent measures to improve the situation.
Yours faithfully,
advice n уведомление to claim compensation for smth
требовать компенсацию за что-л.
Hold the talks along these lines.
1. Explain that under the contract the customer is to inform the supplier
of the vessel’s arrival date 5 days before her departure from the port of load-
ing, otherwise the port is in no position to arrange for her dispatch,
2. Meet the customer, explain to him that the vessel arrived at the port
with a delay therefore she could not be put under loading at once. As to the
demurrage, contract No. ... does not provide for the supplier’s payment of
demurrage.
XI. Express the contents of the above letters by e-mail.
ХП. Study these translation difficulties. Translate into English.
Translation difficulties:
письмо с приложением ...
через шесть месяцев после под-
писания ...
что вызвало...
произошла не по нашей вине
поставить ... на условиях сиф ...
порт
мы заинтересованы в продаже ...
в течение года с даты подписания
контракта
Если вам нужны ...
порядок прохождения таможен-
ной очистки
Нам потребуется...
a letter enclosing...
six months after signing...
which caused ... (resulted in ...)
we are not responsible for ...
deliver... cif... port
we are interested in selling...
within a year from the date of sign-
ing the contract
Should you need ...
procedure of clearing (the goods)
We shall need ...
1. Мы получили ваше предложение с приложением списка обо-
рудования, которым выторгуете. 2. Поставщик послал письмо заказчику
с приложением списка российских специалистов. 3. Мы надеемся по-
лучить от вас ответ с приложением списка станков, которые вам нуж-
ны. 4. Мы поставим вам оборудование через 6 месяцев после подписа-
ния контракта. 5. Стивидоры погрузят оборудование через 3 дня после
прибытия специалистов. 6. Оборудование было установлено через 2
месяца после прибытия судна в порт. 7. Оборудование было плохо упа-
ковано, что вызвало его поломку. 8. Судно прибыло в порт с опоздани-
ем, что привело к задержке его разгрузки. 9. На борту судна было много
тяжеловесного и негабаритного оборудования, что вызвало необходи-
мость арендовать (rent) специальные краны. 10. Поломка произошла не
по нашей вине. 11. Задержка в разгрузке оборудования произошла не
по вине стивидоров. 12. Заказчик не несет ответственность за перекон-
сервацию оборудования. 13. Поставщик берет на себя обязательство
поставить оборудование на условиях сиф ... порт.
1. 15 октября, 20... г.
Уважаемые господа!
Мы получили Ваше письмо от 2 октября 20... г. с приложением списка
судов, простаивающих в порту ....
В своем письме Вы напоминаете, что в соответствии с §... Контракта
№... указанные суда должны быть разгружены и отправлены через 10
дней после их прибытия в порт.
В этой связи сообщаем Вам, что мы связались с властями порта и
узнали, что вышеуказанные суда прибыли в порт с опозданием, что и
вызвало их простой.
Мы, конечно, понимаем, что простой судов ставит Вас в затруд-
нительное положение, так как Вам придется платить демеридж.
Мы заверяем Вас, что, если ваши суда будут прибывать в порт в
соответствии с уведомлениями, они будут разгружены без задержек.
С уважением,
2. 20 ноября, 20... г.
Уважаемые господа!
Мы бы хотели сообщить Вам, что мы заинтересованы в продаже
электрооборудования в Вашей стране. Прилагаем к письму проспекты,
которые дают информацию о нашем оборудовании.
Наша фирма пользуется первоклассной репутацией. Наше обо-
рудование широко известно во многих странах мира, и наши Заказчики
удовлетворены его работой. Поставка может быть осуществлена как на
условиях фоб, так и на условиях сиф. Оборудование может быть
поставлено в течение года с даты подписания контракта.
Если Вам нужны какие-либо дополнительные сведения, неза-
медлительно обращайтесь к нам. Мы надеемся, что Вы примете наше
предложение. С нетерпением ждем Вашего ответа.
С уважением,
1. А. Есть еще один вопрос, который я бы хотел обсудить - это упа-
ковка.
Б. О, вопрос важный, но об этом не стоит беспокоиться. Мы по-
ставляем оборудование в упаковке, которая выдерживает пере-
возку и по морю, и по суше.
А. Это нас устраивает.
2. А. Мы не знакомы с вашим порядком прохождения таможенной
очистки. Не можете ли вы сказать, какие документы необходимы
для этого?
Б. Конечно. Для этой цели нам потребуются коносамент, грузовой
манифест, отгрузочная спецификация и сертификат качества.
А. Спасибо.
3. А. Я надеюсь, что наша договоренность в отношении транспор-
тировки тяжеловесного оборудования остается в силе.
Б. Несомненно. Мы вышлем вам погрузочно-разгрузочные чертежи
и инструкции за 3 месяца до отправки оборудования.
А. Хорошо. На сегодня других вопросов нет?
Б. Нет.
А. Тогда на сегодня можно закончить.
XIII. Read the dialogues, sum up the contents and act them out.
1. TRANSPORTATION OF EQUIPMENT
Supplier: The major point for today is the draft contract, isn’t it?
Customer: That’s right.
S. Are you happy with our terms of delivery?
C. Yes, on the whole your terms suit us, but there’s one thing we can’t
agree to.
S. What’s that?
C. Could you change the port of destination, and deliver the equipment to
... instead of.,. you mention in your draft contract.
S. Why? I donlt see the reason.
C. The matter is ... is situated not far from the construction site and we
can arrange for easy transportation of the equipment.
S. Well, try and see it from our point of view. We usually deliver this kind
of equipment on type “Ro-Ro” vessels but... port isn’t fit for receiving
such vessels.
C. Could you charter another type of vessel?
S. We could but it would mean that the equipment would be transported
on several vessels which is inconvenient.
C. Yes, we see your point but you should see ours. The matter is that we’ll
have great difficulties in transportation from... as there are some bridges
of limited lifting capacity on the way to the construction site.
S. I see no reason to worry. Some of the equipment can be delivered dis-
mantled.
C. That alters matters. And as far as I know ... port is well equipped with
cargo handling facilities.
S. You are quite right. There are heavy lifting cranes there and unloading
won’t depend on the vessel’s cranes, which suits us very much.
2. TRANSPORTATION OF HEAVY EQUIPMENT
Supplier: Have you received our enquiry for carriage of the heavy lifts? I
mean for the construction of the power station?
Carrier: Oh, yes, we have and we are glad that we’ve got the kind of vessels
to handle your order but there’s some business we’d like to discuss how-
ever.
S. What’s that?
C. As far as we know the port of destination is always congested, we think
it reasonable to increase lay time and disbursement expenses respec-
tively.
S. The problem is under discussion with our customer. We’d like him to
guarantee berthing for our vessels within 48 hours from the moment of
the vessel’s arrival at the port.
C. That would be most convenient but we are afraid it’s hardly possible.
S. We’ll keep you informed as to how matters go.
C. All right.
try and see it from our point of view
попробуйте посмотреть на это с на-
шей точки зрения
Ro-Ro vessel судно типа «Ро-Ро»
bridge п мост
lifting capacity подъемная мощ-
ность
dismantle v разбирать, демонтиро-
вать
lay time сталийное время
congest v переполнять, перегружать
disbursement expenses расходы по
обслуживанию судна
XIV. Read the reference material, make use of the information in exer-
cises XV and XVI wherever possible.
INCOTERMS
Incoterms are a set of uniform rules determining the rights and obliga-
tions of both a buyer and seller in a contract. Incoterms are designed to
arrange for the transfer of responsibility from the seller to the buyer at a
convenient place where goods can be inspected.
The purpose of incoterms is to provide a set of international rules for the
interpretation of the most commonly used trade terms in foreign trade. The
use of correct Incoterms prevents disputes or misunderstandings on
responsibilities.
All the incoterms can be divided into four groups: by the responsibilities
of the buyer and the seller.
E-group
EXW - represents minimum obligation for the seller. The seller fulfils
his obligation when he has made the goods available at his premises (works,
factory, warehouse) to the buyer. The buyer bears all costs and risks in-
volved in taking the goods from the seller’s premises to the desired destina-
tion.
F-group
FCA (free carrier) франко перевозчик,
FOB free on board,
FAS free alongside ship. The seller fulfils his obligations to deliver when
the goods have been placed alongside the vessel on the quay of the named
port of shipment. The responsibility of the seller is to hand over the goods
into the charge of the carrier named by the buyer at the named place or
point.
C-group
CFR - cost and freight, GIF, CPT - carriage paid to,
CIP - carriage and insurance paid to. The seller pays the freight for trans-
port of the goods to the named destination. The risk of loss or damage to the
goods after the time the goods have been delivered to the carrier is trans-
ferred from the seller to the buyer.
D-group
DAF, DES, DEQ, DDU
The seller bears all costs and risks related to delivery of the goods to the
buyer’s country.
Table 1
Classification of Incoterms by the Seller’s Responsibilities
Responsibilities of the seller Inkoterms
Name Russian equivalent Group
1 2 3 4
Delivery of goods EXW Ex Works Франко-завод Е
Major costs on freight are not paid FCA Free Carrier FAS Free Alongside Ship FOB Free On Board Франко-перевозчик ФАС Франко вдоль борта судна ФОБ Франко-борт F
Major freight costs are paid CFR Cost and Freight CIF Cost, Insurance and Freight CPT Carriage Paid To CIP Carriage and Insur- ance Paid To Стоимость и фрахт СИФ Стоимость, страхова- ние и фрахт. Перевозка оплачена до Перевозка и страхо- вание оплачены до С
Delivery of goods DAF Delivered At Frontier Поставлено на границу D
1 2 3 4
DES Delivered Ex Ship DEQ Delivered Ex Quay DDU Delivered Duty Unpaid DDP Delivered Duty Paid Поставлено франко- судно Поставлено франко- причал Поставлено, пошлина не оплачена Поставлено, пошлина оплачена
Table 2
Classification of Incoterms by Modes of Transport
Mode of transport Incoterms
Name Russian equivalent
1 2 3
Air FCA Free Carrier (...named place) Франко-перевозчик (...место указано)
Rail FCA Free Carrier (...named place) Франко-перевозчик (...место указано)
Sea and river FAS Free Alongside Ship (named port of shipment) FOB Free On Board (...named port of shipment) CFR Cost and Freight (...named port of destination) ФАС Франко вдоль борта судиа (...порт отгрузки указан) ФОБ Франко-борт (...порт отгрузки указан) Стоимость и фрахт (порт назначения указан)
1 2 3
CIF Cost, Insurance and Freight (...named port of destination) DES Delivered Ex Ship (...named port of destination) DEQ Delivered Ex Quay (...named port of destination) СИФ Стоимость, страхование и фрахт (...порт назначения указан) Поставлено франко-судно (порт назначения указан) Поставлено франко-причал (порт назначения указан)
АП EXW Ex Works (...named place) FCA Free Carrier (...named place) CPT Carriage Paid To (...named place of destination) CIP Carriage and Insurance Paid To (...named place of destination) DAF Delivered At Frontier (...named place) DDU Delivered Duty Unpaid (...named place of destination) DDP Delivered Duty Paid (...named place of destination) Франко-завод (...место указано) Франко-перевозчик (...место указано) Перевозка оплачена до (...место назначения указано) Перевозка и страхование оп- лачены до (...место назначе- ния указано) Поставлено на границу (...мес- то указано) Поставлено, пошлина не опла- чена (...место назначения указано) Поставлено, пошлина оплачена (...место назначения указано)
XV. Write letters based on the following situations.
1. Напишите письмо иностранной фирме, поставляющей обору-
дование.и материалы, в которых вы заинтересованы. В письме укажите
следующее: 1) какие условия поставки наиболее предпочтительны для
вас; 2) когда вы бы хотели, чтобы это оборудование было поставлено;
3) какие условия платежей вами практикуются.
2. Вы получили предложение от иностранной фирмы на поставку
оборудования. Напишите ответ, сообщив что в целом предложение вас
устраивает, но вам бы хотелось выяснить следующие вопросы: I) когда
могут быть начаты поставки и какое оборудование будет поставлено в
первую очередь; 2) в какой упаковке поставляется оборудование; 3) ка-
кие условия страхования практикуются заказчиком.
3. Вы получили письмо от заказчика, в котором он требует ком-
пенсацию за простой судна в вашем порту. В ответе укажите обстоя-
тельства, в силу которых вы не несете ответственность за задержку:
1) извещение о прибытии судна в порт пришло поздно; 2) на борту ока-
залось много оборудования, разгрузка которого требовала специальных
разгрузочных средств; 3) погодные условия долго не позволяли начать
разгрузку.
4. Вы получили письмо от заказчика, в котором он сообщает, что часть
оборудования, поставленного по контракту №.... оказалась поврежден-
ной, и просит срочно и бесплатно произвести замену. В ответе укажи-
те: 1) что оборудование отгружено в хорошем состоянии в морской упа-
ковке; 2) посоветуйте, какие шаги заказчику следует предпринять в дан-
ной ситуации; 3) сообщите, на каких условиях вы можете поставить
оборудование на замену.
XVI. Act out these situations.
1. You’ve received an offer from a foreign firm for delivery of some equip-
ment and materials. Discuss the terms of delivery. Say that you would like
the equipment and materials to be delivered f.o.b. Give your reasoning.
2. Get in touch with the stevedores, find out what loading facilities they
have, tell them that there will be heavy and oversized equipment on board
the vessel and ask them about the rate of despatch.
3. Your customer claims compensation from you as their vessel has been
kept on demurrage at ... for a week and they are suffering losses. Explain
that the delay occurred because of weather conditions. Besides there was a
lot of heavy and oversized equipment on hoard the vessel and according to
para ... Contract No. ... the rate of despatch does not apply to this type of
equipment, therefore the customer cannot hold you responsible for the de-
lay.
4. Discuss with the customer insurance of the equipment. Tell him about
your usual practice.
XVII. Read the following excerpts from the documents you may come
across in your business activity.
1. CONTRACT NO....
Moscow June 4,20...
Para 2
Price and Total Cost of Contract
The total cost of the contract shall amount to ....
The price shall imply f.o.r-f.o.t.... border which includes the cost of the
technical documents, tests, preservation, export packing, marking, as well
as all the customs duties and all other charges arising during implementa-
tion of this contract within the Seller’s country and transport and insurance
to the... border.
Para 3
Time of Delivery
... samples shall be delivered within the time specified in appendix No. 5
hereto.
By the said time the equipment shall be manufactured, tested, preserved,
packed and marked in accordance with the provisions and delivered to the
... border.
The delivery date of the equipment and technical documents shall be
considered the date to be stamped on the railway/truck bill of lading at a
transit point at the ... border.
Para 6
Quality of Equipment
The quality of equipment to be delivered hereunder shall correspond to
the latest technological achievements as of the date of shipment of that equip-
ment.
Рага 10
Packing and Marking
10.1. The equipment shall be shipped in export packing suitable for the
nature of the goods under supply.
The packing shall protect the goods against any damage and corrosion
during their inland and sea transportation. The packing shall be fit for tran-
shipping by means of cranes or manually.
10.2. Marking shall be inscribed on three sides of the cases (on two op-
posite sides and on the top of the case).
The following marking in the English language shall be inscribed with
indelible paint on each package:
Top
Handle with care
Gross weight...kg
Net weight.....kg
Dimensions of case (length, width, height).cm
Do not turn over
Company. ..
Country of destination ...
Contract No....
Package No.....
Station of destination.
Consignee......
Para 12
Notification of Shipment
Within twenty-four hours from the moment of the equipment shipment,
the Seller shall notify by fax the Buyer and the Consignee of the shipment
being carried out, indicating the following data: date of shipment, contract
No., contract item No., description of the equipment, weight of the equip-
ment (gross weight and net weight), quantity of the equipment, railway/
truck bill No., date of crossing the ... border.
The notification of shipment shall be sent to the following addresses:
The Buyer — the RF, Moscow, Company ...
The Consignee —........
f.o.t. (free on truck) франко борт
грузовика
hereto adv к этому
hereunder adv под этим, под сим
to be fit быть годным, соответство-
вать
manually ['maenjugli] adv вручную
indelible [in'delibl] paint нестираю-
щаяся краска
dimension [di'menf(g)n] n размер,
величина, габарит
CONTRACT NO....
Transport Conditions
a) C.I.F.
The Sellers shall charter a vessel.
After chartering the vessel, the Sellers shall advise the Buyers of the
vessel’s name and approximate date of the vessel’s arrival at the port of
loading.
After receipt of such information the Buyers shall fax the Sellers the
port of destination.
The master of the vessel shall telegraph to the Buyers the vessel’s exact
date of arrival at the port of destination and the quantity of the goods. Such
cable is to be given immediately after the vessel’s sailing from the port of
loading.
Written notice of the readiness of the vessel for discharge is to be given
by the Captain or by the vessel’s Agent to the Buyers’ representative at the
port of discharge during official working hours, regardless of whether the
vessel is in berth or not.
Lay time is to be counted from I p. m. if notice of readiness is given
before noon, and from 8 a. m. of the next working day, if notice of readiness
is given after noon.
The Buyers undertake to discharge the goods by their stevedores and for
their own account at the average rate of 250 cbms per hatch per weather
working day. Sundays and Holidays are to be excluded only in case there is
no actual discharge during these days.
If the Buyers fail to fulfil the said rate of discharge, they shall pay the
Owners demurrage at the rate of.... In counting lay time, the official na-
tional holidays in ... are to be excluded. If the vessel is discharged sooner,
the owners shall pay the Buyers despatch at half of demurrage rate for all
time saved in discharging.
Extra expenses for stevedoring and all extra expenses for discharging on
the shore are to be paid by the party which ordered the overtime.
The vessel is to provide free of charge winches, as well as light for night
work.
Not later than two weeks after the discharge of the vessel, the Buyers
shall send the Owners two copies of time-sheets signed by the Captain.
In case of strike or lock-out affecting the discharge of a vessel, the Buy-
ers, have the right to keep the vessel waiting until such strike or lock-out is
over paying half demurrage, or to order the vessel to a safe port where she
can safely discharge without risk of being detained by strike or lock-out.
b) F.O.B.
The Buyers shall charter tonnage to ship the goods within 3 weeks from
the date of the Sellers’ advice about the port of loading and quantity of the
goods ready for shipment.
Immediately after chartering a vessel the Buyers shall telegraph the Sell-
ers the name of the vessel, her flag, her loading capacity and the arrival date
at the loading port and send two copies of the Charter-Party.
The Sellers undertake to load the goods by their stevedores or for their
account in strict accordance with the customs of the port.
The Sellers are to provide free of charge shore winchmen and/or shore
cranes, if needed.
If the Sellers fail to load the cargo at the above rate and the vessel is
detained, demurrage shall be paid by the Sellers to the Buyers at the rate of
Shipowners of each chartered vessel shall pay directly to ... port dues,
pilotage and Agent’s fees for shipped goods on f. o. b. basis and disburse-
ment expenses, including Captain’s personal expenses as per the invoice
made out by ... and signed by the Captain.
The master shall be responsible for proper stowage of the goods in holds
and/or on deck. Any claim shall be deemed to have been waived by the
Owners unless such claim is presented in writing in English at the loading
port before signing Bill of Lading.
master of the vessel хозяин судна,
капитан
sail v отплывать, отправляться
for one’s own account за чей-л. счет
cbms кубические метры
hatch п люк
weather working day погожий ра-
бочий день
winch п лебедка
time-sheet (timesheet) п таймшит
(ведомость учета времени, затрачен-
ного на погрузку и/или выгрузку
судна)
winchman п лебедчик
pilotage п лоцманские услуги
UNIT 10
NEW FORMS OF COOPERATION
TEXT
A.
More and more often the current trend in the development of mankind is
described as "globalization”.
Cross-border trading is growing, companies are getting global, capital
markets are becoming international, individual national economies increase
their links with others.
The integration of Russia into the world community enables Russia to
diversify its international cooperation and to make it more dynamic and ef-
fective.
The most common examples are: cooperation on a compensation basis,
cooperation in setting up joint ventures, and cooperation within the frame-
work of consortium agreements.
The consortium1 has been found a useful way for the arrangement of
collaborative work when a project makes too large a technical, commercial
or financial demand on the resources of a single company or group.2
The possible commercial relations between enterprises in a consortium
are variable and in practice each agreement has to be individually negoti-
ated. Consortium agreements are difficult to settle partly because there is a
great deal of money involved but often because competing enterprises do
not make happy partners.
The consortium is likely to take the form3 of an arrangement between a
number of organizations formed to accomplish the particular task specified
to satisfy the customer’s requirements, for example, large industrial works,
road building, bridge building, road or rail automatic control systems, large
scale irrigation projects, etc.
The consortium can be formed for the manufacture of a complex system
involving research, engineering, development, production, and marketing
phases.
в.
September 5, 20...
Dear Sirs,
You may know that the Government of... has recently made a decision
to construct a ... Complex in the country.
In compliance with the decision, the country’s Ministry of Industries
has announced tenders for the implementation of the project.
The tenders are invited for studies and surveys of the site, designing and
construction of... Mill and the infrastructure of the complex, development
of facilities, training of local personnel, and guarantee maintenance of the
complex. The Tender Documents put out by the Ministry show that the
Tender Committee will give preference to a bid providing for a compensa-
tion deal., i. e. repayment of the credit to be extended to the Government of
the country will be made in finished product.
The Project falls into our line of business and we are therefore interested
in the participation in the tender.
However, experience shows that such large-scale projects are often built
nowadays jointly by several companies, as their implementation requires
considerable resources.
Hence, our subject in writing to you is to inquire whether you would be
willing to enter into a consortium to tender for the ... Complex with our-
selves and ....
Should you be interested in a joint venture of this kind we shall be very
pleased to arrange talks in Moscow between the parties concerned to con-
sider the matter of poolingour resources and to negotiate an agreement on
the establishment of a consortium.
Please let us have your views on the proposal as soon as possible as the
bidding deadline is set for 17.00 hours, on 8th December, 20...
We are looking forward to hearing from you.
Yours faithfully,
C.
DISCUSSING FUTURE CONSORTIUM AGREEMENT
Consortium member: The general feeling is that your firm should be leader
of our consortium.
Consortium leader: Well, basically we don’t object, but our share of sup-
plies and services is not going to be big.
С. M. That may be so, but you have a lot of experience in constructing
projects in that country, you know the market and business firms
very well.
C. L. No objections then, gentlemen. In that case before we begin to draft
the consortium agreement let’s talk over some fundamental ques-
tions.
С. M. Very reasonable. We believe that our agreement should be signed on
an exclusive basis, we shouldn’t be members of any other consor-
tium that will tender for the same project.
С. M. Certainly, we shouldn’t. It may lead to giving away commercial se-
crets.
C. L. Can we take it that we are unanimous here?
С. M. Yes, and we must have a provision to keep confidential all business
information and a prohibition against competition.
С. M. We are all for it. And who will sign the contract with the customer?
C. L. There may be alternatives. But if we assume that the members will
be jointly and personally liable to the customer then it will be proper
if each member signs the contract.
С. M. We couldn’t agree more.
С. M. And what if the tender is not accepted?
C. L. The consortium will be wound up.
С. M. There’s one more thing we need to consider. It’s whether in principle
a member should have the right to pull out of the consortium.
C. L. Generally it’s not desirable, and personally we are against the right
of retirement.
С. M. We are with you here, but we believe it would be fair to specify the
right of the members to expel defaulting members and to admit new
ones.
C. L. That seems to be О. K.
D.
DISCUSSING POWERS AND OBLIGATIONS OF
THE CONSORTIUM LEADER
C. L. Good morning, gentlemen. Please, sit down. Are we all here? Let’s
start with recapitulating the decisions we reached at our yesterday’s
meeting on the internal organization of our consortium. Let me read
the minutes: (reads)
“Members’ meetings should be regarded as plenary meetings of the
Consortium, at which all the members should be present, i.e. the
quorum is 100 %. If the quorum is not present the meeting shall
stand adjourned. Frequency of meetings—every quarter. Notice —
by post, 1 month before the date of the meeting. Voting procedure:
all the decisions of the members’ meetings require a unanimous vote.
Each member has one vote.” Is it О. K?
Voices: Yes, approved.
C. L. Then let’s get on, the first item on the agenda today is powers and
obligations of the Leader.
С. M. May I have my say? The draft says that the leader will coordinate the
work, keep all the consortium members informed and provide copies
of relevant correspondence. We believe, that the duties should be
more comprehensively listed, because it’s the most likely area where
problems may arise.
C. L. Very reasonable. We’ll specify this article of our agreement in a more
detailed way and present it for your approval tomorrow. Our next
point is the leadership fee. Any proposals, gentlemen?
С. M. It may be calculated as a percentage of the price of the contract.
С. M. No objections to the method, but the percentage should be fixed af-
ter we settle the question of the Leader’s obligations.
C. L. All right, then we’ll leave it there, shall we?
С. M. Let’s.
E.
The ... company together with two foreign companies agreed to estab-
lish a consortium to participate in the tender.
The agreement stipulated that if the Purchaser awarded the Purchaser
contract to the consortium the members of the consortium would execute
all the works jointly in accordance with the division of supplies and services
agreed among the members.
In compliance with the agreement each member of the consortium pre-
pared a tender for his share of supplies and services and handed it over to
the ... company, the leader of consortium who prepared a complete tender
and submitted it to the tender committee.
The contract for the turn-key construction of the... complex was awarded
to the consortium, since the Purchaser found the consortium bid highly ad-
vantageous.
NOTES
1. consortium sing
консорциум
Некоторые существительные латинского происхождения в сов-
ременном английском языке имеют две формы мн. числа: consortia (лат.
форма), consortiums (англ, форма). Ср.: memorandum— memoranda,
memorandums.
2. ... when a project makes too
large a technical, commer-
cial or financial demand on
the resources of a single
company or group.
3. The consortium is likely to
take the form...
... когда одной компании или
группе компаний сложно осу-
ществить проект в связи с тем,
что их технические, коммер-
ческие и финансовые возмож-
ности ограничены.
Консорциум чаще всего может
представлять собой ...
VOCABULARY LIST
compensation basis
joint venture
consortium n
collaborative work
resources n
variable a
competing a
accomplish v
large-scale a
irrigation project
development n
marketing n
phase n
implementation n
infrastructure n
to put out
to give preference to smth
bid n
compensation deal
jointly adv
hence adv
to tender for
pool v
bidding deadline
set v
leader of a consortium
share n
draft v
fundamental a
member n
to give away
commercial secret(s)
unanimous a to keep smth confidential prohibition n alternative n assume v to be liable to wind up to pull out retirement n expel v defaulting member to admit new members recapitulate v internal a minutes n plenary a quorum n to stand (be) adjourned frequency n voting procedure vote n agenda n powers of the leader comprehensively adv list V leadership fee percentage n advantageous a
WRITTEN PATTERNS
Hence, our subject in writing to you is ... Please let us have your views on the proposal. Таким образом, целью нашего письма к Вам ... Сообщите нам, пожалуйста, Ваше мнение в отношении на- шего предложения.
We also advise you ... Attached you will find ... While appreciating your efforts ... we have to... We should be obliged if you would Мы также сообщаем Вам, что ... К письму прилагается... Мы высоко ценим Ваши усилия ..., однако нам приходится ... Мы были бы весьма признатель- ны Вам, если бы Вы ...
We trust... Мы полагаем, что...
SPEECH PATTERNS
The general feeling is that... Can we take it that... There may be alternatives. And what if... There’s one more thing we need to consider. Generally it’s not desirable. По общему мнению, ... Можем ли мы считать, что ... Могут быть различные варианты. А что, если ... Нам необходимо обсудить еще один вопрос. Как правило, это нежелательно.
We are with you here.
That seems to be О. K.
Let’s get on.
May I have my say?
Мы разделяем вашу точку зрения
по этому вопросу.
зд. По-видимому, это хорошая
идея.
Давайте пойдем дальше.
Можно мне (высказаться)?
VOCABULARY NOTES
compensation basis компенсационная основа
agreement
compensation Cooperation on basis is a new fo cooperation, joint venture ['cfeo cooperation deal a compensation rm of economic it 'ventjaj. совместное предприятие
to set up a joint venture создать совместное предприятие
We are working to diversify cooperation, to build up direct links and create joint ventures, consortium [kan'so:tiam] n консорциум
consortium agreement соглашение о консорциуме,
Many industrial projects have been constructed within the framework of consortium agree- ments. collaborative [ka'lasbarativ] work консорциальное соглашение сотрудничество
The collaborative work will benefit you. resources [n'so:si:z] n pl ресурсы, средства, запасы
natural I mineral | sources естественные богатства
People are concerned about the depletion (истощение) of natural resources. variable j'veanabl] a изменчивый, непостоянный
vary j'vean] v competing [kam'pirtir)] a меняться, изменяться конкурирующий, соперничающий
compete [kam'pi:t] v конкурировать
competition n
accomplish [a'komplij] v
The new subcontractor accom-
конкуренция
совершать, выполнять
plished in a week what others do
in a month.
large-scale a
Ant. small-scale
крупномасштабный
large-scale
cooperation
project
construction
trade
Large-scale metallurgical projects
are under way in a number of
countries.
irrigation project
development n
ирригационный объект
разработка; хозяйственное освоение;
создание; развитие
The two delegations discussed the
development of the ore deposits in
the country.
marketing n
phase n
implementation n
маркетинг, сбыт
фаза, стадия
выполнение, исполнение, осущест-
вление
The implementation of projects
raises many problems at various
levels.
infrastructure n
The development programs
envisaged investments in the
country’s infrastructure.
to put out
Syn. to issue
to put out tender documents
инфраструктура
публиковать, издавать
выпустить тендерную документа-
цию
The tender documents should be
put out immediately.
to give preference to
Syn. to prefer
Customers give preference to turn-
key construction nowadays.
preferential [,prefa'renjal] a
отдавать предпочтение
пользующийся предпочтением; пред-
почтительный, льготный
preferential (import) duties preferential terms преференциальные пошлины преференциальные условия
bid n заявка (на торгах) ; торги
international bids международные торги ' ’
to make a bid The firm made a highly advanta- geous bid. Bids are invited for the construc- tion of a radio station. сделать предложение
bid (bade, bid; bid, bidden) v bidder n Bidders may obtain copies of the tender documents from the tender committee. bidding n As a result of successful bidding on a dam project, the company got established in the market of the country. принимать участие в торгах подрядчик на торгах, участник тенде- ра торги; участие в торгах
compensation deal The firm intends to discuss compensation deals with foreign negotiators. jointly adv The new model was developed jointly by two companies. hence adv компенсационная сделка 1 совместно, сообща следовательно, отсюда
tender (for) v Syn. to bid подавать заявку (на торгах)
What will you tender for? The 'group is currently tendering for two power stations. pool V interests profits to pool resources 1 commodities foreign exchange We may succeed by pooling our resources. pool n объединять, действовать сообща объединение, общий фонд
bidding deadline окончательный срок предъявления заявок
set v Completion of the plant is set for next year. leader of a consortium зд. устанавливать (срок) руководитель консорциума, лидер консорциума
A contract for the turn-key construction of a mill has been awarded to the leader ol the consortium. share n зд. доля, долевое участие (членов консорциума)
Our share of supplies is not big. draft v We have to draft the agenda most carefully. fundamental [,fAnda'mentl] a member n to give away commercial secret(s) to give away commercial secrets to divulge commercial secrets составлять план, проект (документа) основной, существенный зд. член (консорциума) выдавать коммерческая тайна выдавать коммерческие секреты разглашать коммерческие сек- реты
The contract contained provisions against divulging commercial secrets. unanimous a to keep smth confidential The parties undertook to keep all commercial correspondence confidential. prohibition [,pro(h)i'bifan] n prohibit [pra'hibit] v alternative n We have no alternative but to engage a foreign subcontractor. assume [a'sju.m] v Syn. suppose Let us assume that the decision is reasonable. to be liable [Taiabl] The consortium members are liable to the customer. wind up [waind] (wound, wound) v единодушный, единогласный сохранять в тайне запрещение запрещать альтернатива, выбор зд. предполагать, допускать быть ответственным свернуть (дела, переговоры); ликви- дировать (фирму)
The company was wound up.
It was decided to wind up the
meeting. to pullout Syn. to leave, to withdraw from The provision for the right to pull out of the consortium was not supported by the consortium members. retirement [n'taiomant] n retire v The consortium members disagreed about the right of the members to retire from the consortium. expel [iks'pel] v The consortium member who fails to fulfil his obligations may be expelled from the consortium. defaulting member выходить из какого-л. предпрйятия зд. выход из консорциума зд. выходить из консорциума исключать зд. член консорциума, ие выполняю- щий свои обязательства
Drastic measures were taken against the defaulting member of the consortium. to admit new members принимать новых членов (зд. кон- сорциума)
recapitulate [,nko'pitjulcit] v повторять, резюмировать, суммиро- вать
Let’s recapitulate the decisions we made yesterday, before we proceed with our discussion. internal [m't3:nol] a minutes ['minitsj n Miss Brown, keep the minutes, please. to keep the minutes to record in the minutes plenary I’plknan] a plenary powers plenary meeting quorum ['kwo:romj n to stand adjourned [э'фз:пб] Syn. to be adjourned внутренний протокол (собрания) вести протокол занести в протокол полный, неограниченный широкие полномочия пленарное заседание кворум отсрочивать, откладывать
The meeting stood (was) ad-
journed because some members of
the consortium were absent.
frequency ['fri:kwonsij n
frequency of meetings
voting procedure
vote n
vote v
agenda n
powers of the leader
comprehensively [,knmpn'hensivh] adv
list v
The firm is not listed as a bidder.
leadership fee
percentage [po'senticfe] n
What percentage of the profits
goes in tax?
advantageous [,sedvon'teid5os] a
Syn. profitable
частотность, частота
периодичность проведения
встреч
процедура голосования
голос, голосование
голосовать
повестка дня
зд. полномочия лидера консорци-
ума
всесторонне
вносить в список, составлять спи-
сок
лидерское вознаграждение
процент, процентное содержание
выгодный, благоприятный, полез-
ный
transaction
line of business
an advantageous location
tender
bid
offer
EXERCISES
I. Answer these questions.
A. 1. What new forms of cooperation have gained recognition recently?
2. Why do different companies have to build projects jointly? 3. Why is ne-
gotiation of a consortium agreement a complicated matter?
В. 1. What tenders were announced by the Ministry of Industries?
2. What bid will the tender committee give preference to? 3. How do you
account for the interest of the company in the tender? 4. Why are large-
scale projects often built jointly? 5. What is the purpose of writing the present
letter? 6. What matter is supposed to be considered in Moscow?
С. 1. What were the main considerations for appointing one of the mem-
bers’ leader of the consortium? 2. What fundamental principles were dealt
with at the members’ meeting? 3. Why do you think the members were
against including into the agreement the right of a member to pull out of
their consortium? 4. What measures against defaulting members will be
specified in the consortium agreement?
D. 1. What were the organizational principles of the consortium? 2. Did
the consortium members finish the discussion of the powers and obligations
of the leader at that meeting? 3. What method of calculating the leadership
fee was accepted by the consortium?
E. 1. Who was authorized to prepare a complete tender and submit it to
the tender committee? 2. Why was the contract awarded to the consortium?
II. Find Russian equivalents to the following phrases from the texts.
A. to diversify cooperation and to make it more dynamic and effective;
new forms of... business have come into being; consortium has been found
a useful vehicle for the arrangement of collaborative work; to accomplish
the particular task specified...; to satisfy the customer’s requirements; con-
sortium can be formed for...
B. a bid providing for a compensation deal; the project falls into our line
of business; our subject in writing to you is ...; should you be interested; to
consider the matter of pooling our resources
C. before we begin to draft the consortium agreement; on an exclusive
basis; we are unanimous here; prohibition against competition; be jointly
and personally liable to the customer; the right to pull out of the consor-
tium; to expel defaulting members
D. the meeting shall stand adjourned; decisions ... require a unanimous
vote; the draft says ...; it’s the most likely area where ...; it (the leadership
fee) may be calculated as a percentage ...
E. who prepared a complete tender; the contract... was awarded to the
consortium; the purchaser found the ... bid highly advantageous
III. Give English equivalents to the following phrases from the texts.
А. сотрудничество на компенсационной основе; сотрудничество в
создании совместных предприятий; сотрудничество в рамках кон-
сорциальных соглашений; к выработке каждого соглашения должен быть
индивидуальный подход
В. объявлять торги на; отдавать предпочтение; погашение кредита
будет осуществляться поставками готовой продукции; практика
показывает; принимать участие в торгах на строительство комплекса
...; окончательный срок подачи заявок назначен на ...
С. мы все считаем, что ...; доля поставок и услуг; выдавать коммер-
ческую тайну; возможны варианты; а что, если ... ; принимать новых
членов(консорциума)
D. давайте начнем с ... ; позвольте зачитать ... ; первый вопрос
повестки дня; постоянно информировать всех членов консорциума
Е. организовать консорциум для участия в торгах; выполнить все
работы совместно; в соответствии с разделением поставок и услуг
IV. Single out the main points of the texts.
V. Sum up the contents of the dialogues.
VI. Practise these words.
to give preference to; to prefer
a) Answer these questions.
1. What forms of cooperation does your company give preference to?
2. What credits does your company prefer to grant to customers? 3. What
methods of payment do you give preference to when you draft contracts?
4. What terms of delivery do you prefer to specify in your contracts?
b) Act out the flash of conversation using the substitutions for the phrases
in italics. Complete the dialogue giving your reasons.
A. What will you say to c. i. f. terms of delivery?1
B. That wouldn’t be desirable, we’d prefer f. o. b. terms.2
A. Well, we’ll think the matter over, but...
Substitutions (1): delivery in May; payment by L/C; prior delivery; the
guarantee period of 12 months; the quorum of 100 %; notice by post
1 month before the meeting; the unanimous vote on all decisions
Substitutions (2): delivery in March; payment for collection; the delivery
strictly in accordance with the contract; the guarantee period of 18
months; the quorum of 90 %; notice by post 2 months before the meet-
ing; the majority vote on all decisions
to tender for
a) Answer these questions.
1. Your company often takes part in tenders, right? What do you ten-
der for as a rule? 2. Have you ever participated in a tender as a consortium
member? What did the consortium tender for? 3. What would you give
preference to: tendering for a project or delivery of separate pieces of equip-
ment?
b) Act out the flash of conversation using the substitutions for the phrase
in italics. Complete the dialogue giving your reasons. *
A. Do you want to join the consortium?
B. The general feeling is that we should, but we’d like to know particu-
lars first.
A. The consortium will be set up to tender for a chemical plant.
B. What about the members?
A. There may be alternatives ...
Substitutions: an irrigation project; the delivery of equipment; prospect-
ing for oil; a machine-building plant; the development of infrastruc-
ture
to pool
Act out the flash of conversation using the substitutions for the word in
italics. Complete the dialogue giving your reasons.
A. The project is of interest to us, you know. But we’re afraid we lack
money to undertake it on our own.
B. That’s, of course, a big problem, but soluble. Let’s pool our resources.
A. That would be wonderful...
Substitutions: labour; equipment; funds; resources; experience; credit
to pull out
Act out the flash of conversation using the substitutions for the phrase in
italics. Complete the dialogue giving your reasons.
A. We’re very disappointed in your firm. You’ve failed to execute the
work on time.
В. Well, that’s right. Many things went wrong and we are thinking of
pulling out of the consortium.
A. In principle the agreement provides for that, but...
Substitutions: to deliver the equipment; to hire labour; to arrange for trans-
portation; to carry out the design work; to construct the access roads
VII. Compare the style of these phrases.
Phrases from a business letter:
Please let us have your views on the
proposal.
We also advise you ...
We trust...
It may lead to divulging commercial
secrets.
The members shall be jointly and
severally liable to the customer.
A member shall have" the right to
withdraw from the consortium.
Phrases from a business talk:
We’d like to know what you think
about our proposal.
We’d like to tell you ...
We believe ...
It may lead to giving away com-
mercial secrets.
The members will be jointly and
personally liable to the cus-
tomer.
A member should have the right to
pull out of the consortium.
VIII. Fill in prepositions or adverbs wherever necessary. Discuss the let-
ter.
December 12, 20...
Dear Sirs,
We, the Friendship Consortium, having examined the Tender Documents
... the execution of the Civil Works for the Iron and Steel Complex, offer to
carry ... the said works ... conformity ... the conditions of Contract. How-
ever, we ask you to amend the clauses given below as follows:
1. The Clause “Expatriate Labour” should stipulate that the Purchaser
shall render all assistance required ... securing the quotas, permits and vi-
sas for expatriates (personnel and skilled labour of the Consortium).
2. The Clause “Commencement of Works” should stipulate that the
works shall be understood to start... the date when all the following condi-
tions are met ... the Purchaser; the whole site is handed . us; the
downpayment is received ... us; electric power is supplied ... the site.
Should you require any further clarifications regarding the Tender, we
are always... your disposal to attend meetings... any time and place... your
convenience.
We wish to stress, that if you place the contract... us, no efforts shall be
spared to fulfil the works ... your full satisfaction.
Yours faithfully,
amend и вносить изменения quota n квота
expatriate labour зд. иностранные permit n разрешение
рабочие и персонал downpayment п зд. аванс
secure v зд. получать to spare no efforts не щадить усилий
IX. Fill in articles or possessive pronouns wherever necessary. Discuss the
letter.
March 1,20...
Dear Sirs,
First we wish to thank you very much for ... spirit of cooperation and
understanding you displayed in ... at... time of... participation in the Ten-
der. Our joint efforts were crowned with success: ... tender is awarded to
the Consortium.
We also advise you that after... acceptance of... tender, our Mr Ivanov,
... representative of... Leader of... Consortium, paid ... visit to ... and con-
ducted ... preliminary talks with... Customer. During... negotiationsit was
agreed that the talks on signing the contract would start on April 15,20....
It was also tentatively decided that the contract would be initialled and signed
at... end of April.
Besides, during ... talks, the Customer handed over to ... Mr Ivanov ...
comments on ... Draft Contract, submitted to the Customer after... accep-
tance of... Tender.
Since ... solution of technical and financial questions pertaining to the
Customer’s comments on ... Draft Contract can only be reached jointly, we
suggest holding talks in Moscow starting on April 2,20....
Attached you will find ... list of the Customer’s comments on the Draft
Contract so that you could get ready for ... talks.
Furthermore we wish to point out that the Customer wants to have in
writing... alternative proposals on ... following matters:
1) amount of mobilization expenses;
2) preparation of roads and bridges for the transportation oi... heavy and
oversized equipment;
3) procedure of tests and guarantee maintenance.
Awaiting ... information of the date of your arrival in Moscow, we re-
main
Yours faithfully,
to be crowned увенчаться
pertaining to prp касающийся, связанный
X. Read these letters and do the assignments given below each of them.
1. April 28, 20...
Dear Sirs,
We have received your letter of March 10, 20... with a proposal to em-
ploy the agency firm L. Peterson Ltd as mediator for the consortium in con-
structing the project for the Customer.
While appreciating your efforts to organize the work of our consortium
in the best possible way we have to tell you that over some years we have
been doing business in the country and have been represented by Holzmann
International who have been handling our business very well.
So we do not think it reasonable to change the agency company when
we feel entirely satisfied with its activities.
Furthermore, the commission which you write the agent is going to
charge is more than we are prepared to pay. We are afraid that other mem-
bers of our consortium may be in a similar position.
Under the circumstances we suggest that each member should have an
agent who will be invited to participate at the consortium meetings.
There is every hope to believe that this arrangement will be of value to
the consortium and that the agency firms will benefit us with their wide
experience and information.
We should be obliged if you would include the question in the agenda of
the meeting of the consortium members to be held in June, so that the mem-
bers could exchange opinions on the matter.
Yours faithfully,
mediator n посредник
Hold the talks along these lines.
At the consortium meetingdiscuss cooperation with agency companies.
Support the point of view expressed in the letter. ' (
2. Novembers, 20...
Dear Sirs,
Thank you for your letter in which you write that by way of preparation
for the talks on the draft consortium agreement you as leader are sounding
out the members about their ideas as to insurance. From your part, you say
that you offer to arrange for the insurance, viz., to take out on behalf of the
consortium a joint policy to cover such risks as the consortium may think it
necessary to cover.
We know from experience that the arrangement of insurance depends to
a great extent on the liabilities and risks which are imposed on the members
by the Main Contract and particular requirements of the Customer.
Having this in view we believe that the best way will be if each member
arranged for insurance covers for his share of supplies and services.
This arrangement would prompt a kind of consortium of national insur-
ance companies which may sign an agreement with the consortium.
We trust the members will be in favour of this proposal as national insur-
ance companies of the consortium members are sure to be interested in mak-
ing the insurance arrangements.
Will you please let us have your comments.
Yours faithfully,
by way of посредством to take out a joint policy получить
to sound out выяснять совместный страховой полис
as to относительно liability n обязательства, ответ-
to arrange for the insurance орга- ственность
низовать страхование to arrange for an insurance cover
обеспечить страховое покрытие
Hold the talks along these lines.
At a consortium meeting discuss insurance and prove to the consortium
members that the proposal expressed in the letter is the best arrangement
to suit all concerned.
3. November 9, 20...
Dear Sirs,
With reference to the discussions we had in Moscow concerning the es-
tablishment of the joint venture between our companies we wish to inform
you as follows:
1. Under the laws of our country a joint venture can be established with
a minimum capital of... which can be increased in the course of operation.
The income to be generated in this country is taxable. Apart from that the
joint company will have to pay indirect taxes like stamp duties on invoices,
turnover tax, VAT and different customs duties.
2. The scope of activities of the joint company will fully coincide with
your present activities and may include construction, rendering of services,
promotion and market research.
3. We feel it fair to exercise equal management and to have joint deci-
sions.
4. As you have evidently realized, your participation in the joint venture
will give you considerable benefits and advantages in our market.
You are sure to know that at present under our commercial laws foreign
companies can act only as subcontractors to our local companies. With the
creation of the joint venture we will be equal to local companies and will
have the right to participate in consortia as contractors. As a result you will
be entitled to export part of the profit to your country.
Following the above we would advise you to issue quick instructions to
start talks on setting up a joint company, if you are really interested in en-
tering our market.
Awaiting your decision, we remain
Yours faithfully,
capilat n капитал
to generate income получать доход,
прибыль
taxable а облагаемый налогом, под-
лежащий обложению налогом
indirect tax косвенный налог
stamp duty гербовый сбор
turnover tax налог с 'орота
VAT (value-added tax) налог на до-
бавленную стоимость
customs duties таможенные сборы
promotion п рекламно-пропаган-
дистская деятельность
market research изучение рынка
to exercise equal management
осуществлять руководство на
паритетных началах
Hold the talks along these lines.
At the meeting with the representative of the company find out all par-
ticulars relating to setting up joint ventures in his country.
4. May 12, 20...
Dear Sirs,
Referring to the preliminary discussions about our possible cooperation
in the construction of Refinery in this country we are glad to tell you that
the Government has made a decision to construct the above project in the
Joint Sector with our company being a joint venture partner from the Gov-
ernment side. It has also been announced that the project will be constructed
under a turn-key contract on a consortium basis.
In view of the keen interest here towards expansion of relations with
your country our business circles welcome your participation in the con-
struction of the above project as our partner in the joint venture.
Thus, we are sending you major guidelines regarding regulations on es-
tablishing joint ventures with foreign companies in the Joint Sector.
We are also enclosing for your consideration a tentative financing plan
for setting up our joint company.
Proceeding from your consent expressed earlier to participate in the eq-
uity capital, which is usually allowed by cash remittance and in some cases,
subject to approval by the Government, by capitalization of supplies, we
plan your participation at ...%. We also need your opinion about the per-
centage of the public issue of shares and your participation in loans. We
take it that we came to the conclusion during our previous talks that the
controlling interest will belong to our side.
For your information, the Government has entrusted us with preparing
a technical and commercial proposal for the construction of the project.
In this connection we are sending you a questionnaire on your possible
involvement in the project. We need your information to determine the split
of deliveries and services between our company and other members of the
future consortium.
We are looking forward to your reply.
Yours faithfully,
Joint Sector сектор совместных пред-
приятий и фирм
equity capital капитал в форме ак-
ций
cash remittance денежный перевод
subject to approval при условии одо-
брения
capitalization п капитализация,
превращение в капитал
public issue ot shares выпуск акиии
для свободной продажи
loan /1 заем
controlling interest контрольный
пакет(акций)
questionnaire п опросный лист, воп-
росник
split п разбивка, разделение
Hold the talks along these lines.
Discuss with the representative of the company the tentative financing
plan and your possible involvement in the project.
XI. Express the contents of the above letters in telexes.
XII. Study these translation difficulties. Translate into English.
Translation difficulties:
Мы предлагаем провести пере-
говоры ... в Москве и начать их
2-го декабря сего года.
Можно надеяться ...
соглашение ... , которое вскоре
будет подписано...
Вы наверняка знаете, что ...
члены консорциума, не выпол-
няющие свои обязательства
в том числе
приобретенный нами ... опыт
... дает нам уверенность в ус-
пешном строительстве этого
объекта
Выражая наше принципиальное
согласие, мы ...
после тщательного изучения
представленной вами тендер-
ной документации ...
We suggest holding talks ... in Mos-
cow, starting on December 2.
this year.
There is every hope ...
the ... agreement to be signed
shortly...
You are sure to know that ...
the defaulting members
including
the experience we have gained ...
... gives us confidence that we shall
construct the project suc-
cessfully
While giving our consent in prin-
ciple, we ...
having carefully studied the tender
documents submitted by you ...
согласованный общий график
Задержка была вызвана необхо-
димостью ...
внести в повестку дня ... вопрос
об уточнении ...
comprehensive schedule, agreed by
the parties
The delay was necessitated by ...
to put on the agenda ... the ques-
tion of specifying...
1. Мы предлагаем провести переговоры по образованию консорциума
подрядчиков для участия в торгах на строительство электростанции в
Москве и начать их 2-го декабря сего года. 2. Можно надеяться, что под-
ряд на строительство объекта будет передан консорциуму подрядчиков.
3. Соглашение о консорциуме, которое вскоре будет подписано, не бу-
дет предусматривать право членов на выход из консорциума. 4. Вы на-
верняка знаете, что члены консорциума совместно и каждый порознь
несут ответственность перед заказчиком. 5. Члены консорциума, не
выполняющие свои обязательства, могут быть исключены из консорци-
ума.
1. 2 декабря, 20... г.
Уважаемые господа!
Мы с удовлетворением подтверждаем получение Вашего письма от
15 ноября 20... г. и благодарим за приглашение принять участие в кон-
сорциуме на строительство завода в ....
Как Вам, по-видимому, известно, мы завершаем в ближайшее время
строительство аналогичного завода в ... и будем иметь мощные ресурсы
(facilities). Приобретенный нами за годы строительства опыт дает нам
уверенность в успешном строительстве этого объекта, в случае если наш
консорциум выиграет этот тендер.
Мы располагаем определенными возможностями для поставки тех-
нологического оборудования, и мы хотели бы иметь более подробную
информацию об объемах и сроках поставки.
Выражая наше принципиальное согласие, мы оставляем за собой
право оговорить в целом все условия нашего участия в консорциуме в
ходе предварительных переговоров предполагаемых участников консор-
циума после тщательного изучения представленной Вами тендерной
документации.
Изучение тендерной документации займет у нас около месяца, по-
этому было бы желательно организовать такую встречу не ранее 25 ян-
варя 20... г.
С уважением,
2. 5 августа, 20... г.
Уважаемые господа!
Мы получили Ваше письмо, в котором Вы пишете, что в соответствии
с нашим консорциальным соглашением мы, как член консорциума, долж-
ны были представить Вашей компании, как лидеру консорциума, гра-
фик на свою часть поставок и услуг в течение 2-х месяцев с даты подпи-
сания контракта между нашим консорциумом подрядчиков и Заказчи-
ком, т.е. месяц тому назад.
Мы понимаем, что задержка в представлении вышеуказанного гра-
фика поставила Вас в затруднительное положение, так как Вы вынуж-
дены задержать передачу Заказчику согласованного общего графика
поставок и услуг консорциума.
Одновременно хотим обратить Ваше внимание на тот факт, что вы-
шеуказанная задержка была вызвана необходимостью дополнительно-
го уточнения разделения поставок и услуг между нашей фирмой и од-
ним из членов нашего консорциума.
Пользуясь случаем, просим Вас внести в повестку дня следующей
встречи участников нашего консорциума вопрос об уточнении обяза-
тельств членов консорциума.
С уважением,
XIII. a) Read the text and single out its main facts.
b) Present the facts in a short review.
c) Discuss the problem raised in the text, offer your solution to the
problem.
TOUGHER MEASURES NEEDED TO COUNTER
MACROECONOMIC EFFECTS OF MONEY LAUNDERING
The globalization of the world economy and the growing efficiency of
capital markets allow individuals and firms to shift vast amounts of money
relatively freely between domestic financial markets and from one country
to another. The efficiency of capital markets and their freedom from restric-
tions on capital movements have also provided criminal elements with an
easy means to launder internationally money acquired from illegal activi-
ties in particular countries. Although difficult to measure, the magnitude of
the sums involved and the extent of the criminal activities that generate
this “income” have implications for both the domestic and the international
allocation of resources and macroeconomic stability.
Money laundering and measures to counter it have therefore become
the focus of intense international attention in recent years.
Money laundering is, by definition, a concealed activity. The “dirty”
money that is cycled through the international capital “laundromats” is gen-
erated by criminal activities that take place far from the eyes of the authori-
ties. These activities include, in particular, the production and distribution
of illegal drugs, as well as theft and embezzlement, insider trading, traffic in
nuclear materials, usury, and prostitution. Although it is impossible to mea-
sure directly the size of the net financial gains that accrue annually to those
who engage in these activities worldwide, the value of the total stock of
laundered money is probably much larger than the GDP of many countries.
The concentration of vast sums of money in laundering operations has
generated progressively more sophisticated attempts to launder the assets.
Laundering transactions now involve a broad range of financial instruments,
including derivatives. And the intermediaries have increasingly included
such traditional financial institutions as banks and near-banks, brokers and
dealers in securities, and foreign exchange dealers, as well as unconven-
tional and parallel financial markets.
This huge money stream may exert an impact on macroeconomy.
At the national level, large financial flows related to money laundering
could influence variables such as exchange rates and interest rates. At the
international level, capital movements originating in one centre can easily
spread to others, thus transforming a national problem into a systemic one.
The transparency and soundness of financial markets are key elements
in the effective functioning of economies, and money laundering can threaten
both. Criminally obtained money can corrupt financial market officials, and
the damage can be long-lasting, because the credibility of markets, though
quickly lost, takes a long time to be rebuilt.
Although domestic money laundering can often be fought at the national
level, an effective solution to the international money laundering problem
is only possible at the international level.
money laundering отмывание денег
counter о противостоять
magnitude п размер(ы), масштаб(ы)
implication п подтекст, смысл
concealed activity тайная деятель-
ность
drugs п наркотики
theft п кража
embezzlement п растрата
traffic (in) зд. торговля (чем-л.)
usury п ростовщичество
accrue и увеличиваться, расти, зд.
поступать
derivatives п pl производные ценные
бумаги
to exert an impact оказывать воз-
действие
XIV. Read the dialogues. Sum up the contents and act them out.
1.
DISCUSSING SUBMISSION OF THE TENDER
AND BANK GUARANTEE
Consortium leader: And now let’s discuss the preparation of our compre-
hensive tender.
Consortium member: We can have our tender ready in two months. And
you will have time to prepare a comprehensive tender and submit it
to the tender committee, as leader of our consortium, don’t you think?
C.L. That’s true but the nature of our project is not simple and the prepa-
ration of the joint tender will require coordination of design and plan-
ning. That takes time.
C.M. Well, we’ll try to speed up the work to avoid delays in the approval of
the tender documents.
C.L. Good. One more point, gentlemen. Under the conditions of the ten-
der, the consortium members submit bank guarantees to the amount
of.... As future leader of our consortium we believe that each mem-
ber should provide a guarantee to cover the sum.
C.M. We think that the guarantees of the consortium members should be
proportional to their shares of work and services.
C.L. Well, we may specify it when we discuss the agreement on the Es-
tablishment of the Consortium.
C.M. When will you be able to let us have the draft of the agreement?
C.L. Towards the end of next week.
comprehensive tender совместное
(полное) тендерное предложение
to the amount of... на сумму в...
2.
INVESTMENT CLIMATE
' i
Russian: How do you assess the investment climate in your country?
Foreigner: As quite favourable. Foreign investments have been flowing into
our country at an accelerating rate since we started our transition to a
market economy.
R.: Who invests capital in your country?
F.: Both foreign companies and individuals. The US heads the list of the
major investors. The investmeht policy pursued by the government fo-
cuses on foreign direct investments, 1 mean setting up joint ventures
and establishing foreign branches or subsidiaries.
R.: What is the major reason for this striking growth of foreign investments?
F.: Investors are willing to invest because of two reasons: increase in the
middle class that is driving economic development, and the decrease in
politically motivated interference in the free market.
R.: Do you think the situation will continue?
F.: Definitely, the government have announced plans to privatize the bank-
ing, insurance, power, oil, steel and telecommunications industries,
which is sure to encourage still more capital inflows.
R.: We know that your investment policy envisages setting up special eco-
nomic zones as an additional vehicle for attracting foreign funds. Has
anything been done in this direction yet?
F.: Our National Technology Park has been designated for this purpose.
There are highly trained workers, scientific and production facilities in
this locality.
R.: Will the local companies benefit from this?
F.: Of course. The benefits will include exemptions from all real estate taxes,
as well as several options for the reduction of income taxes.
R.: It’s been very interesting, thank you.
investment climate [in'vestmont
,klaimit] инвестиционный климат
flow v течь
at an accelerating [ok'sebreitir)] rate
все увеличивающимися темпами
middle class [,midl 'kiers] средний
класс
option n выбор, право выбора
interference [jnto'fiorons] n (зд.)
вмешательство
envisage [in'vizids] и предусматри-
вать
designate ['dezigneit] и определять,
обозначать
real estate tax ['rial isteit ,taeks] на-
лог на недвижимость
XV. Give extensive answers to these questions.
1. What kind of turn-key construction is now winning international rec-
ognition? 2. Why do different companies enter into consortia? 3. What can
you say about internal organization of consortia: procedure and frequency
of meetings, attendance of meetings, voting powers of members, etc?
4. What are the obligations of the leader? 5. What are the obligations of the
consortium members? 6. How can possible competition of the consortium
members be limited? 7. What confidentiality obligations do the members
assume as a rule? 8. How can insurance be effected? 9. Do the members
have the right to withdraw from the consortium? 10. Can the members be
expelled? 11. Do the consortium members use services of agency compa-
nies? 12. Has your company ever participated in tenders? 13. Did you par-
ticipate on your own or as a member of a consortium? 14. What compa-
nies were your partners? 15. What firm was the leader of your consor-
tium? 16. What did you tender for? 17. Was the contract performed suc-
cessfully?
XVI. Write letters based on the following situations.
1. Вы получили информацию о предстоящем проведении торгов на
строительство тепловой станции, участие в которых представляет для
вашей компании интерес. В связи с большим объемом работ и рядом
других соображений вы заинтересованы в выполнении работ совместно
с другими фирмами. Напишите письмо фирме, которая с вашей точки
зрения может быть надежным участником консорциума, указав:
1) предмет и сроки проведения тендера; 2) свои соображения о части
работ, которые вы готовы взять на себя; 3) других возможных участников
консорциума.
2. В ходе выполнения контракта, подписанного консорциумом с
заказчиком, один из членов поднял вопрос об изменении поставщика
оборудования своей части поставок. Напишите письмо лидеру консор-
циума: 1) выразите опасение в отношении заменяемости оборудования
и последствий, к которым может привести закупка оборудования вы-
шеуказанным участником консорциума у другой фирмы; 2) предложите
лидеру организовать рассмотрение этого вопроса комиссией техничес-
ких специалистов, детализируйте ваше предложение.
XVII. Act out these situations.
1. You are discussing with other consortium members organizational
principles of your consortium. Make your suggestions (along with other
members) as to the convening of members’ meetings, quorum of meetings,
procedure of approving decisions, voting powers of the members, etc.
2. You are at a members’ meeting discussing the obligations of the leader
and the payment of the leader’s fee. Exchange your ideas with other mem-
bers. Phrase the wordings of the relevant clauses of your agreement on the
establishment of the consortium.
3. You are the consortium leader. You preside over the meeting discuss-
ing obligations of the consortium members. Arrange the discussion.
XVIII. Read the following excerpts from the documents you may come
across in your business activity.
1. SPECIMEN CONSORTIUM AGREEMENT
(some clauses)
Name of firm........................,..........................
(legal status)
whose registered office is at..................................
represented by.................................................
which are hereinafter collectively referred to as the Consortium, have
agreed as follows:
Article 1 — Object of the Consortium
The object of the Consortium is to make a joint tender for the work set out in
Appendix I and to perform the contract if the Consortium receives the or-
der.
Article 2 — Administrative Office
The Consortium has its administrative office at...
Article 3 — Duration
3.1. The Consortium enters into force on the signature of the present Agree-
ment by all the Members.
3.2. The Consortium may be wound up:
3.2.1. When the Consortium’s tender is not accepted;
3.2.2. If the Contract is awarded to the Consortium, when all legal
and contractual obligations of the Consortium and of each of its
members by virtue of the present Agreement have been fulfilled;
3.2.3. When the Members’ Meeting so decides for any other reason.
Article 4 — Meetings
4.1. Competence
The Members’ Meetings decide all questions of policy and questions
not reserved by this Agreement for the Project Manager’s decision.
4.2. Convening of Members’ Meeting
4.2.1. A Members’ Meeting shall be convened by the Project Man-
ager whenever necessary and in any case every..........(day,
month, quarter).
4.2.2. Upon the request of any Member, the Project Manager shall
convene a Members’ Meeting as soon as practicable.
4.2.3. The reason for convening the meeting shall be stated in the no-
tice thereof.
4.3. Voting
4.3.1. A. Each Member has one vote.
B. The Members have the following number of votes:
(name).........votes
(name)....votes
4.3.2. A. All decisions shall be unanimously adopted by the Members.
B. Without prejudice to provisions to the contrary expressly
contained in this Agreement, all decisions shall be passed by
a majority of ... (e.g. 2/3 of the Members/ Members
present).
4.4. Minutes
Minutes shall be kept of the decisions of the Members’ Meeting.
Article 5 — Project Management
5.1. The management of the Consortium is entrusted to ... (name) herein-
after called the “Project Manager”.
5.2. The Project Manager shall carry out the decisions of the Members’
Meetings and shall represent the Consortium in its relations with par-
ties outside the Consortium, including in particular its relations with
the Customer.
5.3. The Project Manager shall take all necessary measures to enable the
Consortium to obtain and properly perform the Contract.
5.3.1. He is entrusted:
— with carrying on all negotiations before and after the con-
clusion of the Contract;
— with the commercial and technical management of the
project, and in particular with overall planning and techni-
cal coordination;
— with the establishment and coordination of a planned
programme of work within the Consortium, in agreement
with the Contractor.
Article 6 — Project Manager’s Fee
6.1. The Members shall pay to the Project Manager... % of the price of the
goods and services respectively supplied by them as a fee for the per-
formance of his obligations. The price shall be computed free of all
taxes and dues and of any incidental costs devolving upon the goods
and services supplied.
6.2. The Project Manager’s fee shall become payable on ...
Article 7 — Comprehensive Tender
7.1. The Project Manager shall collate the individual offers sent to him by
the Members. He shall collate them into a comprehensive tender. This
comprehensive tender shall be submitted to the Members’ Meeting
which must approve it unanimously before it is submitted to the Cus-
tomer.
Article 8 — Contract Negotiations
8.1. Each Member shall be entitled to participate in negotiations with the
Customer affecting his part of the goods and services to be supplied.
8.2. At the end of the negotiations the Project Manager shall submit the
contract proposals to the Members’ Meeting for approval; such ap-
proval must be unanimous.
Article 9 — Conclusion of the Contract
9.1. The Project Manager shall conclude the Contract with the Customer
for and on behalf of the Consortium. The Contract shall provide that
all Members are jointly and severally liable vis-a-vis the Customer.
Article 10 — Division of the Work
10.1. A provisional division of the whole work between the Members shall
whenever necessary be modified to define the exact division of the
work among the Members, including the technical details and the
prices of each Member’s part of the Contract.
Article 14 — Programme of Work
14.1. In order to enable the Project Manager to establish and coordinate a
planned programme of work the Members shall send by ... at the lat-
est a programme of work specifying the earliest dates on which each
Member can provide his share of the work.
Article 15 — Confidentiality
15.1. The Members shall treat as confidential all business and trade se-
crets belonging to the other Members.
15.2. Any documents, drawings or other information relating to this Agree-
ment received by a Member from other Members shall not be used
by him except for the purposes of this Agreement.
15.3. The Members shall impose a like duty of confidentiality on anybody
who assists in the performance of the Contract by advice or other-
wise.
Article 18 — Sub-Contracting
18.1. A. Every Member shall be entitled to sublet the supply of materials,
goods or services. He shall inform the other Members of the goods
and services which he has sublet, but this obligation shall not ex-
tend to materials or minor details of the work.
B. No Member shall be entitled without the prior consent of the Mem-
bers' Meeting (which shall not be unreasonably withheld) to sub-
let the supply of goods or services, but this restriction shall not
apply to materials, to minor details of the work, or to the supply of
goods or services of which the supplier is named in the Contract.
Article 20 — Invoicing — Payments
20.1. A. Each Member shall send his invoices to the Project Manager for
the account of the Consortium; the Project Manager shall invoice
the Customer in the name of the Consortium.
B. Each Member shall send his invoices directly to the Customer; he
shall send a copy to the Project Manager.
20.2. If the payments are made to the Project Manager, he shall, immedi-
ately upon receipt, pay out to the Members all payments received
from the Customer in respect of the goods and services supplied by
them.
Article 21 — Insurance
21.1. Following the agreement of the Members’ Meeting, the Project Man-
ager shall take out on behalf of the Consortium a joint policy to cover
such risks as the Consortium may think it necessary to cover. Unless
there is a decision to the contrary by the Members’ Meeting, each
Member shall pay that part of the premiums which corresponds to
his share of the work.
Article 22 — Liability towards the Customer
22.1. The Members are jointly and severally liable towards the Customer.
Article 24 — Liability of the Project Manager
24.1. The Project Manager shall indemnify the Members against any loss
or damage suffered by them as a result of his faulty management.
A. up the amount of... % of his total remuneration (i.e. the price of
his contribution to the work plus his management fee).
B. up to ... % of the fee payable to him.
If the claims of the Members exceed the limitation of liability of the
Project Manager, the balance shall be apportioned between them pro-
rata.
Article 26 — Expulsion of a Member
26.1. Where a Member suspends payment, or files a petition in bankruptcy,
such Member may be expelled from the Consortium by decision of
the other Members taken in the Members’ Meeting.
26.2. The same shall apply in the case of a Member who commits a gross
breach of his obligations and fails to make good his breach within a
reasonable time after written notice thereof.
Article 27 — Law Applicable
27.1. This Agreement shall be governed by the law of.
specimen agreement образец согла-
шения
legal а юридический
duration n зд. срок действия
by virtue of в силу
competence n компетенция
to convene a meeting созывать со-
брание
without prejudice to smth без
ущерба чему-л.
entrust v поручать
collate v сличать
to impose a duty ввести пошлину,
обложить пошлиной
sublet v передать в субаренду, суб-
подряд
premium п страховая премия
indemnify v возмещать убыток, ком-
пенсировать
remuneration п вознаграждение
pro-rata пропорционально
breach of obligations нарушение
обязательств
UNIT 11
CLAIMS AND COMPLAINTS
TEXT
A.
It may happen in business that certain terms and conditions of the con-
tract are infringed or not strictly observed by the Supplier or by the Cus-
tomer. In that case the dissatisfied party writes a letter of complaint to the
other party. Sometimes if the matter is serious a complaint may take the
form of a formal claim which may be referred to arbitration for consider-
ation and settlement. Both parties, however, tend to come to terms about
disputes by negotiation1 since arbitration may be costly and entirely unde-
sirable. A penalty clause is provided in the Contract indicating the penalty
rates and the manner of claiming them.
Most frequently the Buyer’s complaints arise from the delivery of wrong,
damaged or low-quality goods. Short-shipment/ delivery of the goods is a
common cause of the Buyer’s complaint.
The Customer can make a claim on the Contractor if the latter does not
observe2 the construction and erection schedule or fails to meet the con-
tractual dates for having the project (or part of it) ready for commercial
operation.
If the project does not reach the rated performance during the set period
it may also lead to the Customer’s claiming for the retention amount.
The Supplier can claim on the Customer because of late entry visas for
the Supplier’s specialists, lack of permits for them, etc.
The Customer’s initial data may be incomplete or even misleading. He
may fail to provide in the agreed time the construction site or materials
required for work and the Contractor will claim money for down time at
fixed rates.
Penalties are often stipulated for late payments which is often the case3
in business with developing countries. Minor infringements can also cause
complaints.
в.
The Resident Representative 20 May, 20...
Dear Sirs,
We are writing to inform you that the last consignment supplied under
Contract No. ... came with a two months’ delay which is a serious infringe-
ment of the Contract.
Attached to the shipping documents on the equipment was your letter4
testifying that deliveries under this Contract are complete.
However on checking the goods received5 we found that one item was
short-delivered and three arrived damaged which caused us considerable
inconvenience. We are sustaining heavy losses since at present we are un-
able to use the lot.
In view of the bad need for the goods we urge you to arrange for speedy
replacement of the missing and damaged items.
In the meantime we should like to bring to your notice that we feel en-
titled to claim agreed and liquidated damages because of your delay in deliv-
ery. These should be paid at stipulated rates.
We hope that you will consider our claim and admit it as justified. We
also believe that the matter will be settled amicably to mutual satisfaction
and you will meet the claim as requested.
Yours faithfully,
C.
COMPLAINTS ABOUT DAMAGED OR DEFECTIVE
EQUIPMENT
Buyer: I must offer my apologies, Mr I. It turns out item 1 got lost at the
port through our oversight. We’ve arranged to send it to the clients.
Seller: Oh, that’s good news. And what about the damaged items? Did you
look into the matter?
B. We did. The acceptance report that was signed in the presence of your
agent and the captain shows that three cases were damaged. We be-
lieve it’s your responsibility.
S. We’ve investigated the position as well, Mr D. The matter is that the
bill of lading is a clean one.
B. Is it? Sorry, we’ve overlooked that.
S. That proves that the damage must have occurred in transit.6 You should
make a claim on the insurance.company.
B. Well, we’ve got to make a thorough check-up with the carrier.
S. That would be reasonable. Is everything else O.K.?
B. Not quite, Mr I. During the tests one of your instruments showed manu-
facturing defects. Would you like to look at the report?
S. I’ve seen the report. They are fairly slight, aren’t they?
B. They are, and we are ready to retain the instruments. We’ll try and elimi-
nate the defects if you compensate us for the expenses.
S. Under the Contract we should pay agreed and liquidated damages for
the delay. So we’d rather do it ourselves, it’ll speed things all around, no
compensation.
B. All right. But you won’t get paid for the consignment until everything’s
straight.
S. That’s not fair. It’s only three cases and some minor defects. You should
pay for the lot, minus the damaged and faulty items. And our engineers
will help you with documentation. There was a complaint about it be-
fore, remember?
B. O.K. We’re friends, aren’t we? We’ll find a way to make everyone happy.
S. I’m sure we shall.
D.
DELAY IN COMMISSIONING THE PLANT
Customer: You’ve received our claim, haven’t you?
Contractor: Yes, and it came as a bit of a surprise, I must say. You hold us
responsible for the delay in commissioning the plant. True, the work on
the project was suspended for four months, but it was the result of many
circumstances, among them force-majeure ones.
Cust.: Sure, leave alone the flood and the fire. What we mean is you’ve
delayed the start up for another three months.7 We may have to claim
penalties at fixed rates.
Contr.: Oh, I see. Let me explain things to you then. First, for more than
two months we couldn’t send our specialists to you, as you were having
difficulty with accommodation. Then there was the matter of entry vi-
sas which couldn’t come through for two months. And when our people
finally arrived it turned out you were unable to get the right materials
for them to work according to schedule. That was another two weeks.
Cust.: All this is correct. But you never brought up the question of exten-
sion.
Contr.: We didn’t. We saw no point in that since we’re entitled to an exten-
sion anyway. But we are declining the claim.
Cust.: Well, I’m afraid things are not as simple as that. We’ll have to look
into the matter again.
Contr.: Good. When could we have your reply?
Cust.: It’ll take time. Anyway, we’ll let you know as soon as we get things
straight.
Contr.: O.K. We’ll be expecting your message.8
A few days later the contractor received the following e-mail message:
CLAIM WITHDRAWN SHALL GRANT EXTENSION OF TIME FIXED
CONTRACT 3525.
NOTES
1. tend to come to terms about стремятся разрешить спорные
disputes by negotiation вопросы путем переговоров
2. if the latter does not ob- если тот не соблюдает
serve
The latter «последний» означает последнее из упомянутых лиц.
3. which is often the case что часто имеет место
4. Attached to the shipping К отгрузочным документам было
documents ... was your letter приложено письмо
5. on checking the goods при проверке полученного товара
received
Причастие страдательного залога может стоять после определяемого
им существительного.
6. the damage must have occur- повреждение, очевидно, произош-
red in transit ло в пути
7. for another three months еще на три месяца
Ср. for another two weeks — еще на две недели
8. We’ll be expecting your Мы будем ждать вашего извеще-
message. ния.
Форма Future Continuous употребляется для выражения ожидаемого
действия в будущем.
VOCABULARY LIST
claim п
dissatisfied party
complaint n
formal claim
to refer to arbitration
costly a
undesirable a
penalty n
penalty clause
penalty rates
claim v
damaged a
low-quality (equipment, goods)
short-shipment n
short-delivery n
cause n
to make a claim
rated performance
retention amount (money)
permit n
misleading a
down time
minora
cause v
resident representative
testify (to) v
short-delivered
inconvenience n
to sustain losses
urge v
missing a
to be (feel) entitled
agreed (and) liquidated damages
to consider a claim
to admit a claim
amicably adv
to meet a claim
defective a
through one’s oversight
acceptance report
in one’s presence
responsibility n
overlook v
damage n
in transit
carrier n
manufacturing defect
slight a
retain v
eliminate v
to compensate smb for
compensation n
faulty a
to hold smb responsible
suspend v
force majeure circumstances
flood n
fire n
to come through
to work according to schedule
to decline a claim
to withdraw a claim
WRITTEN PATTERNS
We are writing to inform you ... Сообщаем Вам ...
in view of the bad need for... поскольку мы испытываем ост-
рую нужду в...
in the meantime одновременно, тем временем
The matter will be settled to mutual Вопрос будет решен к взаимному
satisfaction. удовлетворению(сторон).
we feel certain мы уверены
We wish to maintain good business Мы хотели бы поддерживать хо-
relations with you. рошие деловые отношения с Вами.
Kindly find enclosed ... Прилагаем...
We have given careful attention to Мы тщательно рассмотрели ...
as regards что касается
SPEECH PATTERNS
it turns out оказывается, по-видимому
That would be reasonable. Это было бы разумно.
Is everything else O.K.? А все остальное в порядке?
we’d rather... мы лучше ...
it’ll speed things all around это все ускорит
That’s not fair. Это несправедливо.
it came as a bit of a surprise это нас несколько удивило
True... but... Это верно, но...
Let me explain things to you. Разрешите мне всё объяснить
вам.
we saw no point in that мы не видели смысла в этом
as soon as we get things straight как только всё прояснится
VOCABULARY NOTES
claim п претензия
(un) justified (не)обоснованная претензия
(ип) substantiated claim
(un) reasonable
formal официальная претензия
The claim was supported by facts.
dissatisfied party неудовлетворенная сторона
complaint n жалоба
The complaint will be considered
within this week.
a complaint about жалоба на
His complaints about headaches
worry me greatly,
to make a complaint
to refer to arbitration
costly a
undesirable a
penalty n
to pay penalty
heavy penalty
penalty clause (penalties)
penalty rates
claim v
The customer claimed a big
amount as compensation for his
losses.
жаловаться, подавать жалобу
передать в арбитраж
дорогой, дорогостоящий ,!
нежелательный
штраф, санкция, неустойка
платить неустойку
большая неустойка
статья о штрафных санкциях (штраф-
ные санкции)
ставки начисления штрафа
требовать уплаты
to claim
insurance
money
(agreed and liquidated)
damages
penalties
to claim smth from smb
The customer claimed the amount
of the insurance from the insur-
требовать уплаты чего-л. от кого-л.
ance company.
Note.
They claimed £ 500,000 from us.
Глагол to claim употребляется в
значении «требовать уплаты
денег», «требовать денежной
компенсации».
damaged а
Three machines arrived damaged
(in a damaged state).
low-quality (equipment, goods)
Low-quality machines will not be
passed by quality control.
short-shipment n
This letter concerns the short-
shipment of two machine-tools,
short-shipped’a
The short-shipped machine-tools
will be dispatched with the next
consignment.
Our industry requires a lot of raw
materials.
Глагол to require употребляется в
значении «требовать», «нуждать-
ся»:
поврежденный
(оборудование, товар) низкого качества
недогрузка
недогруженный
short-delivery n неполная поставка, недопоставка
Who is responsible lor the short-
delivery of spare parts? недопоставленный
short-delivered a
The short-delivered goods will be
sent in a week. cause n important a(n) main cause причина
unknown common The cause of the accident is still
unknown. cause v Syn. lead to, bring about причинять, вызывать
The accident was caused by
careless handling of the goods.
to make a claim предъявлять претензию
Syn. to claim on The customer made a claim in
connection with the delay in
delivery. to make a claim on (against) smb предъявлять претензию кому-л.
for smth на какую-л. сумму
The firm made a claim on the
supplier for $ 5,000.
The customer claimed on us
because of late deliveries.
rated performance проектная мощность
The customer did not want to take
over the project until it reached
the rated performance. залоговая сумма (деньги)
retention amount (money)
permit ['рз-.mit] n зд. свидетельство, заменяющее пас-
You can get a permit at the порт
consular office. misleading a дающий неправильную информацию,
The information was misleading. вводящий в заблуждение
down time простой (в работе)
Who is responsible for down time?
minor a These are minor defects. незначительный, мелкий
resident representative testify (to) У The acceptance report testified to the fact that the equipment fully conformed to the technical specifications. inconvenience n to cause inconvenience постоянный представитель свидетельствовать(о) неудобство; неприятность причинять, вызывать неудобства, неприятности
to sustain losses Syn. to suffer fosses We sustained heavy losses owing to a two months’ delay in delivery, urge v The customer urged the supplier to speed up the deliveries. missing a There is a page missing. Two instruments were found missing. to be (feel) entitled [m'taitld] Syn. to have the right The customer is entitled to reject the goods if they are found defective. Under the contract you are entitled to penalties. agreed (and) liquidated damages Syn. penalties понести потери, убытки настойчиво просить, требовать отсутствующий, недостающий Здесь недостает страницы. иметь право заранее оцененные и согласованные убытки, неустойка (употребляется в форме мн.ч.)
to get to pay agreed (and) to claim liquidated to charge damages to calculate The amount of agreed and liquidated damages was discussed during the talks. Agreed and liquidated damages were calculated at the rate of 0.5 % per week of delay, to consider a claim to admit a claim We cannot admit the claim as justified. рассматривать претензию признавать претензию
to meet a claim
Syn. to satisfy a claim
We cannot meet your claim fully.
to receive a claim
to reject a claim
The claim was rejected as fully
unjustified.
to substantiate a claim
You will have to meet the claim at
least partly, it is fully substanti-
ated.
удовлетворить претензию
получить претензию
отклонить претензию
обосновать претензию
amicably adv
amicable a
дружеским образом
дружеский
an amicable
arrangement
settlement
transaction, etc
The matter was settled in an
amicable way (amicably).
defective a
One machine was found defective.
through (owing to) one’s oversight
acceptance report
in one’s presence
Ant. in one’s absence
некачественный, имеющий дефекты
вследствие чьего-л. недосмотра
акт о приемке
в присутствии кого-л.
в отсутствии кого-л.
The acceptance report was made
out in the presence of the resident
representative of the company.
responsibility [n,spDnsa'bilitl] n
, . . I smth
respons!bility for | doingsmth
The parties have considered
mutual responsibilities,
to bear responsibility
Under c. i. f. contracts the supplier
bears responsibility for the
transportation of the goods to the
port of destination.
overlook v
ответственность
нести ответственность
не заметить, проглядеть, упустить
Syn. miss
to overlook
a mistake
a fact
a figure
You have overlooked one of the most
important points in this story.
damage n
to do damage
A lot of damage was done during
the Hood.
in transit
Syn. during transportation
The damage to the goods occurred
in transit.
carrier n
manufacturing defects
slight a
Syn. minor
Slight defects are not regarded as
infringements.
retain v
We shall retain the goods if we
agree about the allowance.
eliminate v
to eliminate defects
The defects will be eliminated at
the customer’s expense.
compensate ['kompanseitj v
They compensated us fully,
to compensate smb for smth
losses
урон, ущерб, повреждение
нанести урон, причинить ущерб
в пути, во время перевозки, во время
нахождения в пути
перевозчик; транспортное агентство,
фирма
дефекты завода-изготовнтеля
незначительный
удерживать (у себя), сохранять
устранять
устранять недостатки
вознаграждать, возмещать, компен-
сировать
компенсировать кому-л. что-л.
to compensate smb for
injuries
damage, etc.
The employers were expected to
compensate the workers for
injuries.
The suppliers were forced to
compensate the customers for the
losses they suffered,
compensation [,knmpan'seifn] n
компенсация, вознаграждение
sufficient
(a) complete
partial
compensation
to pay
to offer
to give
to claim
compensation
The compensation you are offering
us will hardly cover our losses,
compensation for
The amount of the compensation
for the damage didn’t satisfy the
client.
faulty f'foJti] a
Syn. defective
The report about the faulty parts
was fully substantiated.
to hold smb responsible for smth
Why do you hold us responsible for
the delay?
suspend v
компенсация за
некачественный, дефектный
считать кого-л. ответственным за
что-л.
приостанавливать, прекращать (вре-
менно)
to suspend
payment
relations
shipment
work
deliveries
We have instructed the bank to
suspend payments as there are
discrepancies in your invoices,
force majeure [,fo:smei'cfc3:] circum-
stances
The execution of the contract was
suspended as a result of force-
majeure circumstances.
flood [flAd] n
fire [Таю] n
Flood and fire are always consid-
ered to be force-majeure circum-
stances.
to come through
Your visa has come through.
to work according to schedule
They couldn’t work according to
schedule because of force-majeure
circumstances.
to decline a claim
to withdraw (withdrew, withdrawn)
a claim
форс-мажорные обстоятельства
наводнение
пожар
поступить (о визе)
работать в соответствии с графиком
отклонять претензию
отозвать претензию
EXERCISES
I. Answer these questions.
A. 1. What may happen if one of the parties infringes the contract?
2. What is the difference between a complaint and a formal claim? 3. Are
claims often referred to arbitration? Why not? 4. What is the purpose of a
penalty clause? 5. What do the seller’s (buyer’s) claims and complaints arise
from?
В. 1. Why is the buyer writing the letter? 2. What letter was received
with the shipping documents? 3. What did the buyer find on checking the
equipment? 4. What inconvenience did the short delivery and the delivery
of damaged equipment cause? 5. What request was made by the buyer in
view of the urgent need for the goods? 6. What is the buyer entitled to under
the circumstances? 7. How does the buyer conclude the letter?
C. 1. How was the question of the missing item settled? 2. What was the
news about the damaged items? How did the damage occur? 3. What did
the buyer overlook? 4. What did the clean В/L testify to? 5. Did the buyer
decide to contact the ensurance company at once? 6. What came out during
the test of the equipment? 7. What did the buyer decide to do about the
defects? What party finally undertook to eliminate the defects? Why?
9. How was payment involved?
D. 1. What was the customer’s claim about? 2. Did the contractor ex-
pect the claim? Why not? 3. How did the contractor explain the situation?
What counter-claims did he make? 4. Why didn’t the contractor bring up
the question of extension? 5. Was the claim withdrawn at once?
II. Find Russian equivalents to the following phrases from the texts.
A. certain terms and conditions are infringed; formal claim; may be re-
ferred to arbitration for consideration and settlement; may be costly and
entirely undesirable; penalty clause indicating the penalty rates; the deliv-
ery of wrong, damaged or low-quality goods; does not observe the construc-
tion and erection schedule; fails to meet the contractual dates for having
the project ready for commercial operation; may lead to the customer’s claim-
ing for the retention amount; because of late entry visas; the contractor will
claim money at fixed rates; penalties for late payments
B. on checking the goods received; we are sustaining heavy losses; in
the meantime; we feel entitled to claim agreed and liquidated damages; these
should be paid at stipulated rates; you will admit our claim as justified
C. through our oversight; what about the damaged items?; we’ve inves-
tigated the position as well; we’ve got to make a check-up with the carrier
D. among them force majeure ones; we saw no point in that; we’ll have
to look into the matter again; as soon as we get things straight; claim with-
drawn
III. Give English equivalents to the following phrases from the texts.
А. письмо с изложением претензии другой стороне; жалоба может
принять форму официальной претензии; которая может быть передана
в арбитраж для рассмотрения и решения; обе стороны стремятся разре-
шить претензии путем переговоров; с указанием штрафных ставок и
способа востребования штрафа; недопоставка часто является причи-
ной ... ; если подрядчик не выполняет контрактных сроков; проектная
мощность; задержка в выдаче въездных виз; отсутствие свидетельств
на жительство; возможно, заказчик не предоставит строительную пло-
щадку; подрядчик потребует уплаты компенсации за простой; оговари-
ваются штрафные санкции за задержку платежей; незначительные на-
рушения
В. прибыла с двухнедельным опозданием; что является серьезным
нарушением; свидетельствующая о том, что ...; мы обнаружили, что... ;
прибыли в поврежденном состоянии; что причиняет нам серьезные за-
труднения; в настоящее время; мы настоятельно просим вас органи-
зовать замену ...; недостающие позиции; мы полагаем, что имеем право
потребовать уплаты неустойки; вы сочтете нашу претензию обоснован-
ной; вопрос будет решен дружеским путем
С. я должен извиниться; товар потерялся; мы договорились отпра-
вить его; вы занимались этим вопросом?; в присутствии вашего пред-
ставителя; за это отвечаете вы; очевидно, повреждение произошло в
пути; вам нужно предъявить претензию ... ; не хотите ли взглянуть на
акт?; мы постараемся устранить недостатки; вам не оплатят; пока все
не уладится
D. вы считаете нас ответственными за ...; это произошло в результате
ряда обстоятельств, в том числе и ... ; у вас были трудности с жильем;
затем возник вопрос о визах; не могли оформиться в течение двух меся-
цев; так, чтобы они могли работать в соответствии с графиком; вы не
поднимали вопрос о продлении; потребуется время
IV. Single out the main points of the texts.
V. Sum up the contents of the dialogues.
VI. Practise these words and word combinations.
a claim; to claim; to claim from; to make a claim on; to consider;
to admit; to decline; to withdraw; to meet a claim
a) Answer these questions.
1. Do your customers often make claims on you? Why do claims arise?
2. You always settle your customers’ claim in an amicable way, don’t you?
Do you have to negotiate them? 3. Do your customers sometimes claim
compensation for their losses from you? Do you always consider the claims
thoroughly? Do you admit them as justified or do you decline them? 4. When
do you always meet their claims? Are claims always met in full? 5. What
do your claims arise from? 6. Do you think claims are most undesirable in
business?
b) Translate into English.
I. Мы предъявили фирме претензию в связи с задержкой в открытии
аккредитива. 2. Когда вы предъявили претензию транспортному
агентству? 3. Фирма отказалась удовлетворить претензию. 4. Мы
рассмотрели вашу претензию и считаем ее необоснованной. 5. Мы
требуем от них уплаты ... долларов. 6. Претензия рассмотрена? — Нет
еще. 7. Ваша претензия на сумму в ... долларов только что получена.
с) Act out these flashes of conversation using the substitutions for the
words in italics.
1. A. Your claim for compensation comes as a bit of a surprise. I don’t
think we’ll be able to meet it.
B. Let me explain things to you first. I’m sure you’ll find it justified.
Substitutions: damages; penalty; $ 10000; fair; reasonable; correct
2. A. I suggest that you make a claim on the carrier.
B. We’ll do that as soon as we get things straight. What I mean is we
haven’t got enough facts now.
Substitutions: the subcontractors; the agents; the resident engineer
to arise; to arise from
a) Answer these questions.
1. What do claims usually arise from? 2. Did you have any difficulties in
buying goods from your partners? What did they arise from? 3. Do you
sometimes have difficulties with payments? What do they arise from?
4. What difficulties arose during the execution of design work under one of
your recent contracts? 5. Whal difficulties may arise from lack of shipping
facilities?
b) Translate into English.
1. Все трудности, возникшие в период поставки товара, были
устранены. 2. Все споры, возникшие в ходе выполнения контракта, были
урегулированы дружеским путем. 3. Из-за чего возник спор? 4. По-
вреждение товара возникло из-за небрежного обращения с ним. 5. За-
казчик понес серьезные убытки, возникшие в связи с задержкой пуска
завода в эксплуатацию.
с) Act out this flash of conversation making the substitutions for the word
in italics.
A. How did the trouble arise?
B. Well, as it turned out the machine arrived defective and we over-
looked it.
A. Shall we sustain losses?
В. I don’t think so. We’ll repair it ourselves, that’ll speed things all
around.
Substitutions: the part; the shaft (вал); the replaced part; the spare part
short-shipment; short delivery; short shipped/delivered
a) Answer these questions.
1. Short-shipment (delivery) is a common cause for claims, isn’t it?
Is it the case with your office too? 2. Who is usually responsible for short
delivery? Can it happen through an oversight? 3. Do your customers claim
compensation for short delivery? 4. Does the contract penalty clause cover
short-shipment too? In what way?
b) Translate into English.
1. Трудности возникли в связи с недопоставкой двух станков; кроме
того, один станок прибыл в поврежденном состоянии. 2. Как вы решите
вопрос с недопоставкой товара? 3. Вам придется платить компенсацию
за недопоставленные компьютеры; заказчик несет убытки. 4. Недо-
поставка материалов вызвала простой в работе. Нам придется потре-
бовать уплаты штрафа.
to be (feel) entitled to
a) Answer these questions.
1. In what cases are you entitled to compensation? 2. When do you
feel entitled to an extension of contract (prolongation of delivery dates
work)? 3. What is your customer entitled to if the equipment is damaged
(late, missing, short-shipped, has manufacturing defects)? 4. What are you
entitled to if the buyer infringes some of the contractual obligations (fails
to effect payments in time)?
b) Act out this flash of conversation making the substitutions for the word
and phrase in italics.
A. We’ll have to claim penalties from you for delays in commissioning.
В. I don’t think you’re entitled to it. True, we had to suspend work for
four months but that was the result of force-majeure circumstances.
A. Things are not as simple as that.
B. If that’s what you think let’s look into the matter thoroughly.
Substitutions: damages; compensation; a huge amount; retention money;
adequate sums; the fire; the earthquake; the flood; the general strike;
the hostilities in the area
to compensate smb for smth; compensation for
a) Make up sentences using the words from the table.
1. The firm compensated the firm the worker fo 2. When will you com- us pensate our office 380 damage, injuries during the accident r losses, delays in deliv- ery?
b) Act out this flash of conversation making the substitutions for the
phrase in italics.
A. Is everything О. K. now?
B. Not quite. We are still claiming compensation for the down time.
Substitutions: failure to provide the construction materials; lack of data;
inadequate accommodation
c) Translate into English.
1. Оборудование не было повреждено в пути, поэтому вы не имеете
права на компенсацию. 2. Мы оставим у себя товар в качестве ком-
пенсации за понесенные нами потери. 3. Вам придется компенсировать
нам расходы, возникшие в связи с устранением производственных
дефектов. 4. Данная сумма является компенсацией наших потерь из-за
плохого качества товара.
VII. Compare the style of these phrases.
Phrases from a business letter:
the dissatisfied party
complaints arise from ...
if the latter fails to meet
the contractual dates
dates for having the project ready
for commercial operation
on checking the goods received
which caused us considerable in-
convenience
in view of the bad need for the goods
we feel entitled to claim damages
Phrases from a business talk:
the people (person) who are (is) un-
happy (about smth)
there are complaints because ...
if the contractor does not meet
the dates of the contract
when the project should be ready
for commercial operation
when we checked the goods which
arrived
we had a difficult time
as we need the goods badly
we understand that we have a right
to damages
VIII. Fill in prepositions or adverbs wherever necessary. Discuss the letter.
May 22,20...
Dear Sirs,
We are writing ... reply ... your letter ... May, 19... claiming ... us ...
connection ... a delay ... commissioning the plant.
Since you are claiming penalties ... the delay ... the fixed rates we feel
obliged to bring... your notice some ... the important contractual provisions
which have full bearing on the situation.
1.... the Contract you were expected to provide the construction site ...
one month ... signing the Contract. That, however, was delayed ... two
months which was fully your responsibility causing later start... the con-
struction work. ... September, 20... we wrote to the effect indicating that
we were entitled ... an extension ... the Contract... the period involved.
2. Another delay ... two months arose ... your failure to accommodate
our erection engineers... full conformity... Article 12... the Contract. This,
according ... you, occurred ... an oversight.. your housing manager who
was responsible ... renting appropriate lodgings. The matter was brought...
for discussion ... negotiations, when we emphasized our right... an exten-
sion, and was minuted down accordingly.
We feel certain that you will take ... account the above and reconsider
your position. ... our part we find the claim totally unjustified and would
request you to withdraw it... delay.
Yours faithfully,
to have full bearing on иметь иепо- lodgings жилье
средственное отношение к to minute down запротоколировать
to the effect по данному вопросу
IX. Fill in articles or possessive pronouns wherever necessary. Discuss the
letter,
December 2, 20...
Dear Sirs,.
We have received ... letter of November 24,20... from which we are sur-
prised to learn of... claim in connection with ... delay in delivering tools for
... plant. In ... letter you write that you feel entitled to claim damages at...
rate of 0.5% of... cost of... equipment in question per ... month of delay.
We have considered ... claim and cannot admit it as justified for... rea-
sons you will find stated below.
While discussing division of supplies at ... early stage of business we
found you unwilling to accept delivery of the tools from our company. You,
let us know at that time that... equipment was scheduled to be procured
from a third party.
Under... para 4.54 of... Contract you were expected to let us have ...
additional initial data on ... equipment in question within three months of...
date of enquiry.... information however did not reach us until... end of July.
It came with ... month’s delay and turned out to be incomplete through ...
oversight of... dispatch service. That caused ... total delay of four months
for which you cannot hold us responsible.
With reference to ... Clause 12.5 of... Contract we request you to grant
us ... extension of... delivery dates meanwhile withdrawing ... claim as en-
tirely unsubstantiated.
We wish to maintain good business relations with you at all times.
Yours faithfully,
tools n pl инструменты dispatch service отдел отправки
equipment in question оборудование, документов
о котором идет речь
X. Choose the correct word from those given in brackets.
1. The contractor... to pay agreed and liquidated damages because of
delay in commissioning since the delay was caused by force majeure cir-
cumstances. (to refuse, to decline) 2. When can a claim be...? (to refuse, to
decline) 3.... me but could you tell me the way to Euston station? (to apolo-
gize, to excuse) 4. No doubt you must... to him for your tactless behaviour,
(to excuse, to apologize) 5. Owing to the ... , the goods could not be in-
stalled at once, (damage, damages, losses) 6. The ... sustained by the buyer
reached a considerable sum. (damage, damages, losses) 7. Since you have
delayed opening a L/C we are entitled to claim ... from you. (damage, da-
mages, losses) 8. We always ... our contractual obligations to the satisfac-
tion of our customers, (to fulfil, to execute, to carry out) 9. The buyer ...
compensation for the losses sustained by his company, (to claim, to require,
to demand) 10. The workers... that the company should increase their wages,
(to claim, to demand, to require) 11. The supplier had to ... extra storage
expenses as the customer delayed opening a L/C. (to bear, to sustain)
12. The losses they ... amounted to 3% of the contract price, (to bear, to
sustain)
XI. Tanslate the following word combinations into English and make up
sentences using them.
отказаться от оборудования, не соответствующего тех- ническим требованиям уплатить неустойку от предложения от мысли убедить кого-л.
требовать(ся) неустойку товар объяснение время рабочих повышения ставок компенсацию за убытки
предложить свои услуги для участия в тендере услуги в качестве агентов принять меры для завершения проектных работ в срок
пред(о)ставить кредит право документы на рассмотрение фирму на выставке себе последствия нового работника конторы директору
передавать опыт дело в арбитраж рабочие чертежи фирме инструкции по перевозке негабаритного обо- рудования привет поручение кому-л. новости кому-л.
XII. Read these letters and do the assignments given below each of them.
1. May 28, 20...
Dear Sirs,
With reference to your letter No. ... of May 20, 20... we should like to
bring to your notice that we have thoroughly investigated the position with
the Manufacturers.
It has become clear that all the parts which you consider short-shipped
were delivered by the plants in strict conformity with the technical specifi-
cations. We believe it would be wise to trace the parts in question since
they might have been packed in other cases. If you are unable to find the
parts we request you to forward your information indicating the description
of the parts, drawing No., quantity, etc.
As regards the damaged parts we believe that the damage may have
occurred in transit or during unloading at... port. In view of this we suggest
you apply to the insurance company to cover the losses sustained.
Yours faithfully,
trace v проследить (ход оборудова- wise а разумный
ния, документа и т. д.)
Hold the talks along these lines.
After tracing the parts the buyer still finds some of them missing. Come
to terms with him about the replacement.
2. October 10, 20...
Dear Sirs,
Kindly find enclosed 2 copies of our claim made in connection with short-
shipment of parts for Machine-tools Model M-9 delivered under Contract
No... .
You will remember that in view of the urgent need for the parts we have
informed you several times that unless the parts are delivered soon we shall
have to get them elsewhere. Since you failed to deliver the equipment in
question we, in order to fulfil the production programme, had to obtain the
necessary parts from indigenous sources and hence the supply of the short-
shipped parts has now become unnecessary.
In this connection you are requested to send us your approval for our
deducting the amount of... (the estimated value of the obtained parts) from
the sums due to you under our contract.
We hope you will be agreeable to the solution and we shall settle our
claim in an amicable way.
Yours faithfully,
indigenous а местный to be agreeable to соглашаться на
Hold the talks along these tines.
On behalf of the seller ... explain the reason for the delay in delivery of
the parts, and request the buyer to accept the parts as they have already
been dispached. Come to terms about the expenses involved.
3. April 15,20...
Dear Sirs,
We are sorry to have to complain about the short-shipment of parts for
Time Relays delivered by you last year under Contract No.....
Knowing how careful you are in executing our contract we decided not
to open intact cases and not to check their contents on their arrival at the
client’s site.
Unfortunately when we started erecting the Time Relays we found that
cases 20 and 21, outwardly in sound condition, contained only half the parts
entered on the packing lists and also on the invoice.
We know that under our contract we have the right to make claims in
connection with short delivery within 9 months of the date of delivery of
respective consignment.
However, in this particular case, we ask you to look into the matter and
consider our complaint. We shall be obliged to you if you will arrange for
speedy delivery of the missing parts.
Yours faithfully,
intact а целый, неповрежденный
contents n содержимое (ящика)
in sound condition в хорошем со-
стоянии
Hold the talks along these lines.
Explain to your buyer your opinion on the matter. Discuss in particular
the point of sending replacement.
4. June 2,20...
Dear Sirs,
We have given careful attention to your letter of May 20, 20... claiming
penalties from us for the delay in commissioning the Plant.
A thorough study of the situation gives ample ground to regard your
claim as fully unjustified for various reasons.
As early as in August, 20... we informed you of a forced delay in our
placing orders for the equipment as a result of your failure to make advance
payment in the stipulated time. You will remember that the advance pay-
ment was two months overdue.
In the course of contract execution serious difficulties arose resulting
from your infringing the contractual obligations on several occasions. The
settlement for workers was not ready to accommodate our people on the
fixed dates. A substantial part of the equipment and materials delivered was
delayed at the port of destination while we were waiting for your assistance
in customs clearance. That added up to another four months.
Regardless of the above, the commissioning date is only three months
overdue and the project is ready for acceptance tests. We would therefore
appreciate it if you would withdraw the claim upon consideration of the mat-
ter.
Yours faithfully,
to give ample ground давать полные regardless of несмотря на
основания
Hold the talks along these lines.
On the grounds of the reasons of the letter prove to the customer that it
is you who are entitled to compensation. Come to terms about the matter.
XIII. Write replies to Letters 2 and 3 of Ex. XII in the form of e-mail mes-
sages.
XIV. Study the translation difficulties. Translate into English.
Translation difficulties:
в отношении предоставления...
обсудить создавшееся положение
полученное оборудование
просрочка вами в выплате ...
задержка со сдачей нами в экс-
плуатацию ...
ваше требование об уплате ...
не по нашей вине
не в ... банке, а в ... банке
в связи с чем произошла задерж-
ка
нами приняты необходимые меры
по завершению ...
задержкой в открытии вами ...
аккредитив должен был быть от-
крыт ...
аргументированный ответ
если вы не откроете аккредитив
подчеркивалась необходимость
иметь исходные данные
прибывшие исходные данные
что вызывает определенные труд-
ности
ожидая погрузки
небольшая задержка
with regard to providing...
to discuss the situation
the equipment received
your delay in payment...
our delay in commissioning...
your claim to pay ...
through no fault of ours
in the... bank instead of the... bank
which caused the delay
we have taken the necessary steps
(measures, action) to complete
your delay in opening...
the L/C was to be (to have been)
opened ...
substantiated reply
unless you open a L/C
1) the necessity to have the initial
data was stressed
2) it was stressed that it was ne-
cessary to have the initial data
the initial data submitted (pre-
sented, received)
which is causing (certain) dif-
ficulties
expecting to be shipped
short delay
1. Поставщик не несет ответственности за повреждение товара, воз-
никшее в связи с недосмотром при транспортировке его на завод. 2. Мы
вынуждены предъявить вам претензию в связи с невыполнением вами
условий контракта в отношении статей 10 и 15 контракта. 3. Мы не мо-
жем признать вашу претензию обоснованной и предлагаем обсудить
создавшееся положение в любое удобное для вас время. 4. Вы не приня-
ли должных мер, чтобы обеспечить своевременную таможенную очист-
ку полученного товара, в связи с чем мы имеем право потребовать ком-
пенсацию за понесенные убытки. 5. Заказчик требует компенсации за
задержку ввода в эксплуатацию основного цеха завода. 6. Инженеры
заверили заказчика, что поставщик сделает все возможное для устра-
нения за свой счет заводских дефектов, обнаруженных во время повтор-
ных испытаний полученного оборудования. 7. Мы вынуждены напом-
нить вам, что въездные визы были получены с двухмесячным опоздани-
ем и специалисты не смогли выполнить работу в соответствии с графи-
ком. 8. Прилагаем к письму документы, свидетельствующие о просроч-
ке вами в выплате авансового платежа. 9. Покупатель отказывается пол-
ностью оплатить счет до выяснения положения с недопоставкой това-
ра. 10. Вам следует предъявить претензию транспортному агентству.
1. 7 февраля, 20... г.
Уважаемые господа!
В ответ на Вашу претензию от ... о недопоставке пиломатериалов в
последней партии по контракту № ... сообщаем, что мы тщательно изу-
чили сложившуюся ситуацию и проверили все документы (коносамент,
отгрузочную спецификацию и сертификат качества).
К сожалению, в последнее время наши заводы не производят пило-
материалы указанного качества, поэтому мы вынуждены будем вернуть
Вам стоимость недопоставленного товара.
Сумма в размере ... будет переведена на Ваш счет в ближайшее время.
С уважением,
пиломатериалы plywood п
2. 22 ноября 20... г.
Уважаемые господа!
Мы получили Ваше письмо от 10 ноября, в котором Вы отказываетесь
уплатить нам согласованные и заранее оцененные убытки в сумме ... в
связи с задержкой в поставке оборудования по контракту № 30/086.
В Вашем письме Вы указываете, что часть оборудования была
поставлена Вами 10 июня, т.е. в срок, оговоренный в контракте, и что
пункт о санкциях не имеет силы в отношении этих товаров.
Однако мы Вам уже сообщали в нашем письме от 10 сентября, что
указанная часть оборудования не могла быть использована нашими
клиентами ввиду недопоставки других частей, необходимых для работы
всей установки. Поэтому, мы считаем, что Вы должны компенсировать
убытки, которые наши клиенты несут по Вашей вине.
Поскольку Вы отказываетесь признать нашу претензию обосно-
ванной, мы вынуждены передать наш спор на разрешение арбитражного
суда в соответствии с § 17 общих условий запродажи.
С уважением,
3. 2 апреля, 20... г.
Уважаемые господа!
Мы весьма обеспокоены задержкой в открытии Вами аккредитива
по нашему контракту №....
В связи с этим мы хотим напомнить Вам, что в соответствии с усло-
виями контракта Заказчик должен открыть аккредитив в течение 30 дней
с даты подписания, т. е. аккредитив должен был быть открыт два месяца
тому назад.
Мы неоднократно писали Вам, что сложившаяся ситуация причиняет
нам значительные неудобства, а именно, мы несем большие расходы,
связанные со складированием товара в порту.
В связи с тем, что мы не получили от Вас аргументированных отве-
тов на наши многочисленные напоминания открыть аккредитив, мы
вынуждены потребовать уплаты неустойки в оговоренном в контракте
размере.
Более того, если Вы не откроете аккредитив в течение 15 дней с даты
настоящего письма, мы будем вынуждены реализовать предназначенный
Вам товар, и в этом случае мы не будем считать себя ответственными за
соблюдение сроков поставки, предусмотренных контрактом.
Расходы по складированию будут отнесены на Ваш счет.
Обращаем внимание на то, что по контракту мы имеем право требо-
вать от Вас компенсации наших расходов по складированию товара в
порту.
С уважением,
реализовать товар to sell the аргументированный ответ substan-
goods tiated reply
4. 3 марта, 20... г.
Уважаемые господа!
Мы внимательно рассмотрели Вашу претензию в связи с задержкой
со сдачей нами в эксплуатацию первого комплекса объекта, а также
Ваше требование об уплате неустойки, предусмотренной статьей 14.2.
контракта.
Изучив еще раз ход выполнения строительно-монтажных работ, мы
вынуждены констатировать, что упомянутая задержка произошла не по
нашей вине и полностью лежит на Вашей ответственности. Мы хотели
бы подчеркнуть следующие моменты.
Аккредитив в валюте на закупку в третьих странах технологического
оборудования был открыт Вами не в ... банке, Лондон, а в ... банке, что
является серьезным нарушением контракта. Кроме того, он не был
подтвержденным и безотзывным. Значительная часть фирм третьих
стран отказалась подписать контракты на поставку оборудования, не
имея гарантий платежей. Как известно, этот вопрос был решен Вами
положительно спустя 8 месяцев, в связи с чем произошла задержка с
поставкой оборудования.
Несмотря на все вышеуказанное, мы делали все возможное для
форсирования работ, что было подчеркнуто во время встречи в июле
с. г. и зафиксировано в Протоколе переговоров.
Одновременно мы хотели бы отметить, что нами уже приняты
необходимые меры по завершению строительно-монтажных работ и
сдаче объекта в эксплуатацию строго в контрактные сроки.
В связи с вышеизложенным просим Вас отозвать претензию.
С уважением,
форсировать работы to speed up зафиксировать в протоколе to record,
work to minute down
5. 6 июня, 20... r.
Уважаемые господа!
Мы неоднократно информировали Вас о позиции подрядчика в связи
с чрезвычайными обстоятельствами в районе строительства ТЭС.
Однако в ответ на Ваш факс от ... хотели бы сообщить следующее:
Мы не можем считать подрядчика ответственным за прекращение
работ по строительству ТЭС и хотели бы подчеркнуть, что действия
компании полностью соответствуют условиям контракта и дополнений
к нему.
Вы, конечно, помните, что в соответствии со статьей ... Общих
Условий Контракта Подрядчик не несет ответственности за последствия,
вызванные военными действиями.
Кроме того, все возможные убытки нашей компании, возникшие
вследствие обстоятельств форс-мажора (утрата или повреждение
оборудования временного ввоза, затраты по эвакуации и другие),
должны быть отнесены на основании контракта на счет заказчика.
В то же время мы готовы возобновить работы по строительству
объекта, как только обстановка в районе строительства нормализуется.
Мы вынуждены напомнить Вам о том, что Заказчик до сих пор
задерживает платежи по счетам № ... , что является серьезным на-
рушением контракта.
Надеемся, что Вы внимательно рассмотрите вышеупомянутые
вопросы и справедливые требования Подрядчика будут удовлетворены.
С уважением,
утрата loss п затраты по эвакуации evacuation
expenses
XV, Give extensive answers to these questions.
1. Do your customers (buyers) make frequent claims on contractors (sell-
ers)? What do they arise from? How are they settled? Describe a particular
case. 2. Do your customers sometimes refer complaints and claims to an-
other party? Describe a case. 3. What action do your buyers take in case of
short-shipment or delivery of low-quality goods? 4. Do you often admit a
complaint in connection with a delay in deliveries as justified? If not, ex-
plain why. 5. What is the nature of your claims on your customers? Are they
frequent? Are they rather complaints than claims? How are they settled?
6. What kind of claims (complaints) arise in turn-key contracts? 7. Do you
have to put up with delays in payments? What do you do in such cases?
8. Do you ever refer a disputable matter to arbitration? 9. What do you do if
the equipment you supply has manufacturing defects? 10. What minor in-
fringements of a contract can lead to complaints? 11. How is retention money
used for settling claims?
XVI. Write letters based on the following situations.
1. Вы получили письмо заказчика с жалобой на некомплектность
поставленного на строительную площадку оборудования. Напишите
ответ, объясняя ситуацию и высказав дополнительную информацию: а)
укажите, на каких условиях оборудование было доставлено в порт и
затем на стройплощадку; б) сошлитесь на документы, подтверждающие
вашу точку зрения, назовите их; в) подчеркните необходимость хранения
оборудования на стройплощадке в соответствующих условиях.
2. Вы получили письмо покупателя с жалобой на низкое качество
товара, поставленного по контракту №.... Напишите ответ: а) сошлитесь
на условия контракта и содержание состоявшихся ранее переговоров;
б) запросите подробную информацию и документы о фактическом
положении дел; в) укажите, какие меры вы намерены принять в
ближайшем будущем.
3. Заказчик предъявляет вам претензию в связи с невыполнением
графика строительно-монтажных работ. В письме-ответе укажите
подробно: а) причины, вызвавшие задержки в командировании
российских специалистов; б) ваши затруднения, вызванные
неподготовленным фронтом работ (нехватка материалов, неполные и
неточные исходные данные); в) выдвините контрпретензию за простой
в работе, сославшись на ставки штрафных санкций, указанные в
контракте.
4. Напишите письмо продавцу с претензией на недопоставку товара
по Контракту № ... . Сошлитесь на акт приемки, приложите к письму
другие документы, подтверждающие факт недопоставки. Укажите, какие
меры вы вынуждены будете предпринять в случае задержки в поставке
нужного товара.
5. Покупатель задерживает платежи за поставки различных видов
товара. Предъявите фирме претензию с указанием: а) соответствующей
статьи контракта; б) уже имевших место случаев задержек в платежах;
в) санкций, которые вы будете вынуждены применить при дальнейшем
нарушении контрактных условий.
XVII. Act out these situations.
1. The buyer made a complaint about the low quality of several kinds of
goods. A discrepancy report was submitted for the seller’s consideration.
Discuss the situation and possible ways out, come to terms about1 inevitable
expenses. Speak of the future cooperation.
2. The buyer complains of short-delivery which is partly your responsi-
bility. Discuss the circumstances of manufacturing and transportation. Re-
fer to the documents involved. Suggest an alternative since the buyer may
suffer losses.
3. The customer complains of your failure to work strictly to schedule in
executing the construction work. Refer to force majeure circumstances com-
bined with some responsibility of the customer, specify where the customer
failed to meet the contractual obligations. Speak of your rights.
4. After numerous reminders of late payments you speak to the buyer of
the relevant penalty clause. Specify the outstanding sums arid your invoices,
speak of the exact penalty rates and the total compensation for nonpayment.
discrepancy report акт о несоответствии (качества товара)
XVIII. Read these excerpts from documents you may come across in your
business activity.
MODEL CONTRACT
Article 27
Liquidated Damages
27.1 The Contractor shall be liable to the payment of Liquidated Damages
for default of the several responsibilities under the Contract, as fol-
lows:
27.1.1. For the delay in the delivery of the Technical Documentation
stipulated in Annexure ..., the agreed Liquidated Damages shall be as
follows: For each week of delay in the submission of a required docu-
ment an amount of... subject to an overall maximum liability of...
under this Article.
27.1.2. For delay in supply of 95 % of the Equipment and materials
(by value) beyond the period of... months after Effective Date of the
Contract for each week of delay an amount of... of the Contract Price.
Article 34
Force Majeure
The concept of Force Majeure as expressed in this Model Contract is
defined in Article 34.1. The party invoking Force Majeure is obliged to take
all reasonable steps to overcome the circumstances of Force Majeure to the
degree possible in order to facilitate the execution of the Contract.
However, if Force Majeure circumstances prevent or continue to delay
the performance of obligations, the party affected is obliged to give appro-
priate notice specifying the conditions constituting Force Majeure. In some
instances, proof may be required by the other party that conditions of Force
Majeure do in fact exist.
34.1 Since the definition of Force Majeure could be different in different
jurisdictions, certain causes of Force Majeure which could be encoun-
tered are enumerated in Article 34.1. These include strikes or lock-
outs, except where it is within the power of the party invoking the
Force Majeure to prevent it.
Force Majeure may include, but shall not be limited to any one or other
of the following:
— any war or hostilities;
— any riot or civil commotion;
— any earthquake, flood, tempest, lightning, unusual weather or other
natural physical disaster. Impossibility in the use of any railway,
port, airport, shipping-service or other means of transportation or
communication (occurring concurrently);
— any accident, fire or explosion;
— any strike, lock-out or concerted acts of workmen (except where it
is within the power of the party invoking the Force Majeure to pre-
vent);
— shortages or unavailability of materials (compounded by the same
shortage or unavailability from alternate sources).
34.2 If either party is prevented or delayed in the performance of any of his
obligations under this Contract by circumstances of Force Majeure,
and if the affected party has given written notice thereof to the other
party within 15 days of the happening of such event, specifying the
details constituting Force Majeure, with necessary evidence that a
contractual obligation is thereby prevented or delayed, and that the
anticipated period (estimated) during which such prevention, inter-
ruption or delay may continue, then the affected or obligated party
shall be excused from the performance or punctual performance (as
the case may be) of such obligation as from the date of such notice for
so long as may be justified. > . , . ,
34.3 The Purchaser or the Contractor (as the case may be) shall be diligent
in endeavouring to prevent or remove the cause of Force Majeure.
Either party upon receipt of the notice of Force Majeure under Article
34.2 shall confer promptly with the other and agree upon a course of
action to remove or alleviate such cause(s), and shall seek reasonable
alternative methods of achieving the same performance objectives
under the Contract.
34.4 If by virtue of Article 34.2 either of the parties is excused from the
performance or punctual performance of any obligation for a continu-
ous period of (6) months, then the parties shall consult together to
seek agreement as to the required action that should be taken in the
circumstances and as to the necessary amendments that should be
made to the terms of the Contract.
Article 37
Settlement of Disputes and Arbitration
This Article deals with the settlement of disputes which has been
partcularly detailed in the Model Contract so that Article 37 can, to the
extent possible, stand on its own merits and permit (through an Annexure
to be formulated later) an ad hoc Arbitration which may be quicker and
cheaper than existing methods. Alternatively, Article 37 provides for the
use of procedures of an agreed Arbitration Court such as the International
Chamber of Commerce. In this case, the applicable rules of procedure should
be specified in a new Annexure.
In all cases the Model Contract calls for an attempt at reconciliation
before formal Arbitration. In the first instance the parties are required to
nominate a Neutral Independent Person to reconcile any dispute. In case
the parties cannot agree to a Neutral Person or the differences cannot be
reconciled within 6 months, the parties shall proceed to Arbitration.
37.6 It is agreed that during Arbitration proceedings both parties shall'carry
on their obligations under the Contract and continue the work on the
disputed portion provided that, if the Contractor claims additional costs,
the Purchaser shall give him a Bank Guarantee (Article 37.6.1) cover-
ingsuch costs but payable only at, and to the extent of, the Arbitration
award in favour of the Contractor.
37.8 It is suggested that the venue of Arbitration should be in a neutral
country.
to be liable for отвечать за
default n невыполнение обязаннос-
тей
overall maximum liability общая
максимальная сумма (долга)
define v определять
to overcome the circumstances
преодолеть, устранить обстоя-
тельства
facilitate v облегчать
the party affected пострадавшая
сторона
encounter v встретить
riot n бунт
civil commotion беспорядки, вол-
нения
tempest n буря
lightning n молния
notice n извещение
evidence n данные, информация
to be diligent in endeavouring to
prevent or remove the cause
предпринимать все возможное для
предотвращения или устранения
причины
confer v провести переговоры
by virtue на основании
to seek agreement стремиться к со-
глашению
to stand on its own merits зд. рас-
сматривать (учитывать) свои кон-
кретные обстоятельства
ad hoc лат. для данного случая
alternatively в другом случае (как
альтернатива)
an attempt at reconciliation по-
пытка достичь примирения
venue п место встречи
АНГЛО-РУССКИИ СЛОВАРЬ
А
abandon [a'baendan] v зд. законсерви-
ровать
above-mentioned а вышеупомянутый
accept v принимать
acceptable [ak'septbl] а приемлемый,
подходящий
acceptance п принятие, признание,
одобрение
acceptance report акт о приемке
access ['aekses] п доступ, проход, под-
ход
give (grant, have, get) access to
smth дать (предоставить, иметь,
получить) доступ к чему-л.
accident п; Syn. incident, event
1. случай, случайность
pure accident чистая случайность
2. несчастный случай
accomplish (a'kumplij] v совершать,
выполнять
account п счет
bank account банковский счет
current account текущий счет
for account of smb за чей-л. счет
accumulate v собирать
accumulation п накапливание
add to coll, добавлять, увеличивать
adequate ('aedikwit] а достаточный,
отвечающий требованиям, соответ-
ствующий
adequately adv достаточно, соответ-
ственно
ad hoc лат. для данного случая
adjust v регулировать, устанавли-
вать, настраивать; поправлять, при-
водить в соответствие
adjustment п сборка, наладка
admit new members принимать но-
вых членов (консорциума)
advance п аванс
advantageous [.aedvan'teicfeas] а вы-
годный, благоприятный, полезный
advertising literature рекламные ма-
териалы
advise и извещать, сообщать
affect smth, smb действовать на ... ,
влиять; отражаться на...
afford v иметь возможность сделать
что-л. (обычно употребляется с
модальным гл. сап)
agenda п повестка дня
agency п агентство, агентская органи-
зация
agent п агент, посредник
agreeable а согласный
be agreeable to ... соглашаться
на...
agreement п соглашение
seek agreement стремиться к со-
глашению
air conditioner п кондиционер
airmail v посылать авиапочтой
allot v выделять, отводить
allowance [a'lauans] п деньги на со-
держание
free allowance зд. норма бесплат-
ного проезда
transfer allowance подъемные
leave allowance деньги на отпуск
alter v изменять, менять, меняться
alteration Lrxlta'reifn] п изменение
alternative п альтернатива, выбор
alternatively adv в другом случае,
как альтернатива
amend [a'rnend] v изменять, вносить
поправки (в документ}
amendment (to) п изменение, по-
правка (к)
amicable а дружеский
in an amicable way дружески
amicably adv дружески
amount [a'maunt] n количество, объ-
ем, сумма
a small (large, considerable)
amount маленькое (большое, зна-
чительное) количество
to the amount of на сумму
amount (to) v составлять (сумму);
доходить (до)...
annual а ежегодный, годовой
anticipate v ожидать, предвидеть,
предчувствовать, предвкушать
apply v зд. обращаться
appreciate v ценить, понимать
appreciation [a,pri:J'i'eif(a)n] п оценка,
признательность
appropriate а соответствующий, под-
ходящий
appropriate moment подходящий
момент
appropriate remark уместное за-
мечание
appropriate department соответ-
ствующий отдел
approval la'pnrval] п одобрение
approximate.а приблизительный
approximately adv приблизительно,
приближенно
arise (arose, arisen) v возникать, по-
являться
arise out of, from проистекать, яв-
ляться результатом
ask for просить о чём-л.
ask for information запрашивать
информацию
ask for help просить о помощи
ask for money просить деньги
ask for favour просить об одолжении
as per prp согласно
assign v назначать, поручать
associated licence сопутствующая
лицензия
assume изд. предполагать, допускать
assure v уверять, заверять
as well as conj как ... так и
attach v прикреплять, присоединять
attach to; Syn. enclose with smth
прикладывать (к документу, пись-
му)
attempt at reconciliation попытка
достичь примирения
attention п внимание
call smb’s attention to обратить
чье-л. внимание на
draw smb’s attention to привлечь
чье-л. внимание к
authority [a'0o:nti] п власть, полно-
мочие
authorize v разрешать, санкциониро-
вать
authorized а уполномоченный
to be authorized иметь полномо-
чие
avoid v избегать, уклоняться, сторо-
ниться
avoid smth уклоняться от чего-л.
avoid doing smth избегать что-л.
делать
award п награда; премия
award v 1. присуждать; 2. награждать
В
balance п остаток счета
base on основывать(ся), базиро-
ваться)
be liable ['laibij (for) быть ответ-
ственным (за что-л.)
be of the opinion придерживаться
мнения
bear [beo] in mind иметь в виду, не
забыть
bear the cost нести расходы
benefit n польза, выгода, благо
benefit (by, from) v получать выго-
ду, пользу, помощь (от кого-л.,
чего-л.)
berth [Ьз:в] v ставить судно на якорь
berth п место стоянки (судна, само-
лета)
bid п заявка на торгах
international bids международ-
ные торги
bidder п участник тендера
bidding п торги; участие в торгах
bidding deadline окончательный
срок предъявления заявок
bill п счет
bill of lading ['leidio] коносамент,
транспортная накладная
clean bill of lading чистый коно-
самент (не содержащий оговорок
о повреждении груза, упаковки
и т. п.)
direct bill of lading коносамент
(на груз, не подлежащий пере-
грузке)
freight [freit] collect bill of lading
коносамент с отметкой “Freight
Collect" - «фрахт подлежит уплате
грузополучателя»
freight paid bill of lading
коносамент с отметкой “Freight
Paid” — «фрахт уплачен»
on board bill of lading бортовой
коносамент на груз, принятый на
борт судна
original bill of lading оригинал
коносамента
outward bill of lading внешний
коносамент на груз, отправляемый
за границу
ship’s bill of lading судовой эк-
земпляр коносамента
through bill of lading сквозной
коносамент на груз
black list список фирм, с которыми
данная фирма не сотрудничает
breakdown п 1. анализ, разбивка (це-
ны, стоимости) 2. поломка, ава-
рия
bridge п мост
bring (brought) down зд. снижать
bring up поднимать (вопрос)
build up a market создавать рынок
С
c.a.f. (cost and freight) каф
calculate v вычислять, подсчитывать,
калькулировать
campaign [kaem'pein] n кампания
сапе n тростник
sugar сапе сахарный тростник
capital п капитал
equity ['ekwiti] capital капитал в
форме акций
capitalization п капитализация, пре-
вращение в капитал
cargo п (pl. cargoes) груз корабля
carrier п перевозчик
carry out выполнять, осуществлять
(план,работу, инстр укцию, заказ)
cash п наличные деньги
cash down за наличный расчет
pay in cash платить наличными
cause ппричина
cause v явиться причиной чего-л.
cause inconvenience причинять
неудобство
cement [so'ment] plant цементный
завод
certificate [so'tifikit] of damage сви-
детельство о повреждении
certificate of insurance страховое
свидетельство
certificate of origin сертификат про-
исхождения
certificate of quality (quality cer-
tificate) сертификат качества
charge v назначать, запрашивать це-
ну, взимать
charge a commission назначать,
запрашивать комиссионные
charges п pl расходы, издержки
charter ['tfoita] v фрахтовать (судно),
сдавать внаем (по чартеру)
charterer п фрахтователь
charter-party чартер-партия (дого-
вор о фрахтовании судна)
check v проверять
c.i.f. (cost, insurance, freight) сиф
civil commotion беспорядки, волне-
ния
civil engineering work строитель-
ные работы
claim n претензия
formal claim официальная пре-
тензия
admit a claim признать претен-
зию
decline (reject) a claim откло-
нить претензию
make a claim предъявить претен-
зию
withdraw a claim отозвать пре-
тензию
claim v требовать уплаты
claim on, against предъявить претен-
зию кому-л.
clarification n пояснение, разъясне-
ние
clarify v пояснять, разъяснять
clause п статья, пункт (договора, кон-
тракта)
clear up smth выяснять
client country страна-заказчик
closing date день закрытия, послед-
ний день
collaborate v сотрудничать
collaboration п сотрудничество
collaborative work сотрудничество
collection п инкассо
come in зд. прибывать, поступать
come to; Syn. amount to, reach до-
ходить, достигать, равняться
come to terms (about) договориться
(о)
commence и начинать
commencement [ka'mensmont] n на-
чало
comment ['knmentj n замечание, ком-
ментарий
comment и делать замечания, ком-
ментировать
commercial secrets коммерческая
тайна
commission п комиссионное возна-
граждение
commission rate размер комис-
сионных
sliding scale commission скользя-
щие, дифференцированные комис-
сионные
commission v вводить в эксплуата-
цию
commissioning п пуск (объекта)
compensate smb for возместить ко-
му-л. убыток
compensation п компенсация
compensation basis компенса-
ционная основа
compensation deal компенсаци-
онная сделка
compete v конкурировать
competent а компетентный
competition п конкуренция
competing а конкурирующий, со-
перничающий
com pet it ive а конкурентноспособный
competitiveness п конкурентноспо-
собность
competitors’ materials конкурент-
ный материал
complaint п жалоба
make a complaint жаловаться
complete v завершать; заканчивать
completion п завершение
compliance n согласие, соответствие
in compliance with; Syn in accor-
dance with в соответствии с, во ис-
полнение
comply with следовать чему-л., посту-
пать согласно чему-л.
comprehensively [,knmph'hensivli]
adv всесторонне
concern п беспокойство, забота, тре-
вога
concern v беспокоиться
concerned а 1. имеющий отношение
к чему-л.; 2. заинтересованный
concerning ргр о, относительно, каса-
тельно
conclude о заключать
condition п условие
in sound condition в хорошем
состоянии
on condition that при условии
confer v провести переговоры
confirmation п подтверждение, до-
казательство
congest [kon'cfcest] v переполнять,
перегружать; скоплять, скоплять-
ся
congestion п перенаселенность, скоп-
ление
consequence п последствие
consignment (kon’sainment] п 1. груз,
партия товаров; 2. консигнация
in three consignments тремя пар-
тиями
consignee Lknnsaini:] п консигнатор,
грузополучатель
consignor [kon'saino] п консигнант,
грузоотправитель
consortium [kon'soxjom] «консорци-
ум
consortium agreement соглаше-
ние о консорциуме, консорциаль-
ное соглашение
construct v строить
construction п строительство
consulting company консультаци-
онная фирма
contact [kon'taskt] v обратиться к ко-
му-л., установить связь (позво-
нить, написать письмо, послать
телеграмму)
contents п содержание
contract п контракт
contractor п подрядчик
contractual obligations контракт-
ные обязательства
conventional а традиционный
Ant. unconventional нетрадици-
онный; новый
conversion п пересчет, перевод
cooperate v сотрудничать; способ-
ствовать, содействовать
cooperation п сотрудничество
coordinate v координировать, приво-
дить в соответствие, согласовывать
costs п расходы, издержки
costly а дорогой
count v считать
count on рассчитывать на
cover v охватывать, включать
covered up works; Syn. closed works
скрытые работы
crane n кран
currency ['kxransi] n валюта
hard currency твердая валюта
hard currency costs издержки в
твердой валюте
current а нынешний, текущий
customer п заказчик
(the) Customs ['kxstomz] п таможен-
ное управление
customs exemption certificate
документ, освобождающий одну из
сторон от уплаты налогов, пошлин
customs charges таможенные
сборы
customs clearance таможенная
очистка
cut v сокращать, снижать
D
damage n ущерб, поломка
agreed and liquidated damages
неустойка
damaged а поврежденный
arrive damaged прибыть в по-
врежденном состоянии
date п дата, число
preceding date предшествующая
дата
deal in заниматься чем-л., торговать
debt [det] п долг
outstanding debt невыплаченный
долг
deduct v вычитать, отнимать
default [di'fo:lt] п невыполнение обя-
занностей
defaulting member член консорциу-
ма, не выполняющий свои обяза-
тельства
defect п дефект, изъян
manufacturing defect дефект за-
вода-изготовителя
define v определять
deliver v поставлять
delivery п поставка
short-delivery п недопоставка
demurrage [di'mAricfc] п демеридж;
простой (судна); плата за простой
(судна)
be on demurrage, be kept on de-
murrage находиться на демеридже
(простое)
rate of demurrage размер штрафа
за превышение сталийного времени
deny v отрицать, отвергать
depend v зависеть
depreciation [di,pri:Ji'eif(a)n] charges
амортизационные отчисления
desalination plant опреснительная
установка
design documents проектные доку-
менты
design work проектные работы
technical and execution design
техно-рабочий проект
despatch (dispatch) n отправка; бы-
строта выполнения
despatch (money) вознагражде-
ние за досрочную выгрузку и по-
грузку груза по сравнению со вре-
менем, указанным в контракте или
чартер-партии
rate of despatch размер возна-
граждения за досрочную выгрузку
или погрузку груза
despatch service отдел отправки
документов
despatch v посылать, отправлять
despensary п амбулатория, пункт
первой помощи
destination п место назначения
port of destination порт назначе-
ния
detail п деталь, подробность
in (more) detail (более) подробно
detailed engineering and construc-
tion рабочее проектирование и
строительство
develop v 1. развивать(ся), совершен-
ствовать; 2. разрабатывать (полез-
ные ископаемые); 3. создавать
develop a process разрабатывать
технологию
development п разработка, создание;
развитие
deviation [,di:vi'eifn] п отклонение
dimension [dai'menf(a)n] п размер,
величина, габарит
disburse [dis'b3:s] v уплачивать, опла-
чивать издержки по обслуживанию
судна
disbursement п расходы, издержки
по обслуживанию судна
disbursement expenses расходы
по обслуживанию судна
discount [dis'kaunt] п скидка
ask for a discount просить о скид-
ке
give a discount предоставлять
скидку
discharge v разгружать, выгружать
discharge n разгрузка, выгрузка
rate of discharge норма выгрузки
dismantle [dis'maentl] v разбирать, де-
монтировать
disrupt v срывать, нарушать график
disruption [dis'rApf(a)n] n срыв, невы-
полнение, нарушение графика
distribute [dis'tnbjuit] v распределять,
распространять; продавать
distribution п распределение; зд.
продажа
divide v делить, разделять
division of supplies разделение пос-
тавок
do one’s share внести свой вклад
domestic a; Syn. home внутренний
domestic market внутренний ры-
нок
domestic policy внутренняя поли-
тика
domestic trade внутренняя тор-
говля
downtime п простой по орг.-тех. при-
чинам; время простоя
draft [draft] п 1. тратта, переводной
вексель; 2. проект
draft contract проект контракта
draft v составлять план, проект кон-
тракта
drainage [’dreinicfc] п дренирование,
осушение
draught [бглЛ] п осадка судна
draw up выписывать
draw up an invoice, a cheque вы-
писывать счет, чек
draw up a contract, a project, a
scheme, a report, a document, a
schedule составлять контракт, про-
ект, схему, доклад, документ, график
drawing ['draiq] п чертеж
revise drawings внести исправ-
ление в чертежи
due и пошлина, налог
due а причитающийся, должный, над-
лежащий
in due time в свое (положенное)
время
in due form в надлежащей форме
undue haste ненужная спешка
due to prp из-за, вследствие, по при-
чине
duration [dju(o)'reif(9)n] п срок дей-
ствия, продолжительность
duty ['djuli] п пошлина, сбор
duty-free беспошлинный
customs duties таможенные пош-
лины
import duties импортные пошли-
ны
stamp duty гербовый сбор
be liable [’laibl] to duty подлежа-
щий оплате
impose a duty облагать пошлиной
levy duties собирать, взимать пош-
лину
pay duties платить пошлйну
E
economic benefit экономический эф-
фект
effect [i'fekt] n результаты, следствие
have an effect on подействовать
to the effect по данному вопросу
effect v осуществлять, производить
(платеж)
effective [ffektiv] а эффективный,
действенный
efficiency [i'ftf(o)nsi] n эффектив-
ность, производительность, умение
efficient [i'fiJXa)nt] a I. квалифициро-
ванный; 2. эффективный, рацио-
нальный
elaborate [1'laeboreit] v подготавли-
вать, выполнять
elaboration [ijaeba'reiftojn] n подго-
товка, выполнение
eliminate [I'hmineit] v ликвидиро-
вать; устранять
employment [im'pbimant] n служба,
занятие, работа
enable fi'neibl] smb to do smth давать
возможность кому-л. сделать что-л.
encounter [in'kaunto] v встретить
endeavour [in'devo] n попытка, зд.
предприятие
engage [in'geicfe] v нанимать, пригла-
шать
Engineer [,en(d)3i'nia] n Инженер,
инженерно-консультационная фир-
ма
engineering [,en(d)3i'niong] n «ин-
жиниринг», совокупность процес-
сов по разработке проектов
basic and detailed engineering
техно-рабочее проектирование
engineering firm консультацион-
ная фирма
engineering services консульта-
ционные услуги
enjoy reputation [in'tfeoi,repju'tei-
J(o)n] пользоваться репутацией
enquire (inquire) [in'kwaia] v справ-
ляться, наводить справки
enquiry (inquiry) [in'kwaion] n на-
ведение справок, расспрашивание,
осведомление о чем-л.
make enquiries about smth де-
лать запросы, наводить справки о
чем-л.
ensure [in'Juo] v обеспечивать, гаран-
тировать
ensurance [in'Juarons] п страховка,
страхование
ensurance contract договор стра-
хования
entirely [m'taiah] adv вполне, совсем
entitle [in'taitl] v давать право
be (feel) entitled иметь право,
полномочия
equal ['i:kw(o)l] а равный
equipment [I'kwipmant] n оборудо-
вание
heavy and oversized equipment
негабаритное оборудование
erect [1'rekt] v монтировать
erection [i'rekj(p)n] n монтаж
erection schedule график мон-
тажа
essential [i'senf(a)l] а существенный,
существенно важный
establish [fstaeblij] v; Syn. set up орга-
низовывать, основывать, учреж-
дать, создавать
establish a business открытьдело,
торговое предприятие
establish a government учредить
правительство
establish manufacture of smth
начать производство чего-л.
establish a new state создать но-
вое государство
establish relations установить
отношения
establishment [i'staeblijrnont] п введе-
ние, основание, учреждение
evidence ('evid(o)ns] п данные; дока-
зательство, свидетельство
exceed [ik'siid] v превышать
exchange [iks'tjein(d)3] n валюта
exchange market валютный ры-
нок
exclusive [iks'klu:siv] а исключитель-
ный
Ant. non-exclusive а простой, не-
исключительный
execute ['eksikul] v выполнять
execution [,eksi'kju:T(a)n] n выполне-
ние, исполнение
exist [ig'zist] v быть, существовать
existence [ig'z!St(o)ns] n существование
expel [ ik'spel] v зд. исключать из кон-
сорциума
expenses [ik’spensiz] n расходы
evacuation expenses затраты no
эвакуации
round travel expenses расходы no
проезду в оба конца
starting expenses начальные рас-
ходы
experience [ik'spionons] n опыт (жиз-
ненный); практика; квалифика-
ция
experience [iks'piorions] v испыты-
вать, переживать
expert ['eksp3:t] n эксперт
expertise [,eksp3:'ti:z] n компетент-
ность, специальные знания, заклю-
чение специалиста
extend [ik'stend] credit предоставить
кредит
extension [ik'stenf(o)n] n расширение
(сферы деятельности); продле-
ние (срока)
F
facilitate [fo'siliteit] v облегчать
facilities [fo'sihtiz] n удобства; средст-
ва обслуживания
transport facilities транспортные-
средства
fall behind отставать от кого-л., чего-л.
f.a.s. (free alongside ship) фас,
франко вдоль борта судна
fault [fo:it] тгвина
through no fault of ours не по на-
шей вине
faulty |'fp;lti] а имеющий недостатки,
дефекты
favour ['fervaj n расположение, бла-
госклонность
in one’s favour в чью-л. пользу
fee n вознаграждение, гонорар
doctor’s fee гонорар врача
lawyer’s fee гонорар адвоката
licensor’s fee вознаграждение ли-
цензиара
field n область, сфера деятельности
in the field в области, отрасли,
сфере
field of action поле деятельности
finalize ['fainolaiz] v завершать, за-
канчивать обсуждение, согласо-
вывать
finance [fai'naens] v финансировать
first option ['npf(a)n] право первого
выбора
first aid первая помощь
fix v устанавливать, назначать
flare-up ['Аеэ(г)'лр] п вспышка (бо-
лезни)
fleet п флот
merchant ['тз:1]"(э)п1] fleet торго-
вый флот
floating ['floutnj] а плавучий, плаваю-
щий
flood [flAd] п наводнение
flow sheet технологическая схема
f.o.b. (free on board) франко-борт
судна, фоб
f.o.r. (free on rail) франко рельсы,
франко-вагон
force majeure circumstances ['fb:s
'meicfeo 's3:komstonsiz] форс-мажор-
ные обстоятельства
foreman ['formon] n мастер, прораб,
бригадир
forward ['fxwodj v направлять, посы-
лать
forward goods отправлять товары
по месту назначения
forward a letter to a new address
пересылать письмо по новому ад-
ресу
foundation [faun'deiJXoln] п фунда-
мент
framework ['freimw3:k] п рамки,
структура
within the framework of в рамках
чего-л., в пределах чего-л.
free on site франко-строительная пло-
щадка
freight cargo manifest ['freit 'kccgau
'maenifest] грузовой манифест
frequency ['fri:kwansi] n частотность,
частота
fundamental [,fAnda'menti] а основ-
ной, существенный
furnished ['fknijt] а меблированный
a furnished house дом с обстанов-
кой
furnished rooms меблированные
комнаты
G
gantry ['gaentn] а портальный
give away commercial secrets раз-
глашать коммерческую тайну
give consent to давать согласие на
что-л., согласиться что-л. сделать
give preference отдавать предпоч-
тение
go by следовать, руководствоваться
go contrary to противоречить чему-л.
govern ['длу(э)п] v править, управ-
лять
be governed руководствоваться
grant v предоставлять
grant access (to) давать допуск
(к)
grant credit предоставлять кредит
grant extension предоставлять
продление срока
grant a right давать право
grant the right to pay by instal-
ments предоставлять право пла-
тить в рассрочку(кредит)
grow Igrou] v расти, увеличиваться,
усиливаться
growth [дгоиО] п рост, развитие; при-
рост, увеличение
guarantee [,gaer(a)n'ti:J п гарантия
conditional guarantee условная
гарантия
unconditional guarantee безус-
ловная гарантия
guarantee maintenance гаран-
тийная эксплуатация
guarantee v гарантировать
guarding ['ga:dii]| п охрана
Н
hand over передавать
handle v обращаться с кем-л., чем-л.;
управлять, регулировать; осу-
ществлять контроль; иметь дело с
чем-л.
cargo handling equipment обо-
рудование для разгрузки и погруз-
ки груза
rough handling небрежное обра-
щение
shipboard handling gear наборт-
ное погрузочно-разгрузочное ус-
тройство
harbour ['hcrbo] п гавань, порт
hatch п люк
hence conj таким образом
hire v зд. нанимать
hold п трюм
honour ['ппэ] п честь (в формулах
вежливости)
hospitalization ^hDspitalai'zeiJbM п
госпитализация, помещение в боль-
ницу
I
implementation |,imphman'teif(o)n] п
выполнение, исполнение, осущест-
вление
imponderables lim'pDnd(o)roblz] п
непредвиденные обстоятельства
income ['mkom] п доход
incorporate [in'ko’.pareit] v объеди-
нять, включать
incur [ш'кз:] v нести (расходы)
incur great expenses понести боль-
шие расходы
indelible paint [in'delibl 'pemt] нести-
рающаяся краска
indemnify [in'demnifai] v возмещать
убыток
indicate ['indikeit] v; Syn. point out,
show указывать, обозначать
indigenous [in'dicftinos] а местный,
туземный
inform v сообщать, извещать, инфор-
мировать
infrastructure [,infro'strAktfo] n ин-
фраструктура
infringe [in'frm(d)3] v нарушать
infringement [in'frin(d)3mont] и на-
рушение
initial (I'nijKo)!] а начальный, исходный
collect initial data собирать ис-
ходные данные
initial data исходные данные
inland ['inland] а расположенный
внутри страны
inland transportation транспор-
тировка по территории
inoculation [i,nnkju'leij'(a)n] n при-
вивка
inquire [in'kwaio] v запрашивать
inquiry n запрос
cable inquiry телеграфный запрос
inspect v рассматривать, проверять,
инспектировать
inspection п осмотр, проверка
install [in'sto:!] v устанавливать, мон-
тировать, собирать
installation [,inst9'ieif(o)n] п установ-
ка, сборка, монтаж
instalment [in'sto:lm9nt] п платеж,
очередной взнос
instructor [in'strxkta] п инструктор,
руководитель
insufficient [,msa'fif(a)nt] а недоста-
точный
insure [in'Jua] v страховать
insurance [m'Jborans] n страхование
insurance cover страховое покры-
тие
arrange for the insurance органи-
зовать страхование
internal [in't3:n(a)l] а внутренний
invite tenders назначать торги
invoice [m'vois] n счет
make out an invoice выставить счет
invoice v выставлять счет
involve [in'vniv] v включать в себя,
подразумевать, предполагать (на-
личие чего-л.)
J
jetty п пристань, пирс
joint venture совместное предприятие
jointly adv сообща, совместно
justify ['cfcAStifai ] v оправдывать, обос-
новывать
justified а оправданный
Ant. unjustified
К
keep smth confidential [,knnfi'den-
JI э)1] сохранять в тайне
keep up держаться на прежнем
уровне, не меняться, поддержи-
вать, продолжать, не бросать
keep up interest поддерживать ин-
терес
keep up correspondence поддер-
живать переписку
know-how ['паи 'hau] п «ноу-хау»,
секрет производства
L
labour п рабочая сила; труд, работа
lack n недостаток, нехватка, отсут-
ствие
lack of raw materials недоста-
ток/ нехватка сырья
lack v не хватать, недоставать
large-scale а крупномасштабный
lay-days п pl сталийные дни
layout ['lei'aut] п расположение (обо-
рудования); планировка, план
leader of consortium ['li:dar av
kan'so:tjom] руководитель консор-
циума, лидер консорциума
leadership fee ['li:dafip 'fi:] лидерское
вознаграждение
leave n отпуск
on leave в отпуске
sick leave отпуск по болезни
legal а юридический
levy ['levij v взимать (налоги)
liable ['laiobl] а несущий ответствен-
ность
be liable to отвечать за
liability [,laio'biliti] n ответствен-
ность, обязательство
licence n (Br.), license ['lais(a)ns] n
(Am.) лицензия
licence agreement лицензионное
соглашение
licensed product продукт по лицен-
зии
licensee [,lais(a)n'si:] n лицензиат
licensor ['laisansa] n лицензиар
lifting capacity ['liftirj ka'psesiti J подъ-
емная мощность
lighting ['iaitirj] n освещение
limits of one’s powers пределы пол-
номочий
line of cooperation направление (ли-
ния) сотрудничества
list v перечислять, составлять список
loan [laun] п заем
local expenses ['1эик(э)1 ik'spensiz]
расходы в местной валюте
local costs издержки в местной валюте
local firms местные фирмы
look into the matter рассматривать
(вопрос)
losses [Insiz] n убытки, потери
currency losses ['kAransi 'Insiz] ва-
лютные потери
suffer losses терпеть убытки
sustain [sas'tein] losses нести по-
тери
lump sum паушальная сумма (общая
сумма, выплачиваемая единовре-
менно)
lump-sum price паушальная цена
М
manually ['maenjuali] adv вручную
manufacturer [^aenju'faektfara] n из-
готовитель (часто употребляет-
ся во мн. ч.)
manufacturing works завод-изгото-
витель
market research ['ma:kit n's3:tj] изу-
чение рынка
marketing n маркетинг
marking n маркировка
weather resistant marking проч-
ная маркировка
master of the vessel капитан, хозяин
судна
match up приводить в соответствие,
координировать, согласовывать
maximum п максимум, высшая сте-
пень
means п средство, способ
by one’s own means собствен-
ными средствами
measures ['тезэг] п меры
sanitary ['ssenitan] measures са-
нитарные меры
mediator ['miidieita] п посредник
medical certificate [sa'tifikit] меди-
цинское свидетельство
medical treatment лечение
have medical treatment лечиться
give medical treatment лечить
meeting n собрание, совещание
convene [kon'vi:n] a meeting созы-
вать собрание
member n зд. член консорциума
method of payment форма расчета
military hostilities [hns'tihtiz] воен-
ные действия
minor а второстепенный, незначи-
тельный
minutes ['minits] n протокол (собра-
ния)
misleading [mis'ii:diij] а вводящий в
заблуждение, обманчивый
missing а отсутствующий, недостаю-
щий
mobile ['moub(a)il] а подвижный, мо-
бильный, переносной, передвижной
mobilization [,moubil(a)i'zeij{o)n] ex-
penses мобилизационные расходы
mode п метод, способ
mode of payment способ платежа
moreover |mo:'rauva] adv кроме того,
и более того
N
negotiate [ni'goufieit] v вести перего-
воры, обсуждать
negotiation п переговоры, обсужде-
ние условий
non-observance ['nnnab'z3:vons] п не-
соблюдение чего-л.
non-standard equipment нестандар-
тизированное оборудование
note v отмечать, записывать
notice п извещение, уведомление,
предупреждение
at short notice тотчас же, неза-
медлительно
number п число, количество
a number of некоторое количест-
во, ряд
О
objection п возражение, протест
make an objection to возражать
против чего-л.
obligations [,nbli'geij(o)nz] п обяза-
тельства
breach of obligations нарушение
обязательств
observe [эЬ'гз: v] v 1. наблюдать, заме-
чать, следить; 2. соблюдать (за-
коны)
observance [ob'z3:v(o)ns] п соблю-
дение чего-л.
observation [ab'za:veif(o)n] п наблю-
дение
obtain v получать, доставать
oil-well ['oilwei] п нефтяная скважи-
на
operation [,прэ'ге1]"(э)п] п действие;
работа; эксплуатация
commercial operation коммерчес-
кая эксплуатация, операция
faultless operation безошибочная
работа
trouble-free operation безотказ-
ная работа
uninterrupted operation беспе-
ребойная работа
organization [,ngon(a)i'zeij{o)n] п ор-
ганизация
original [o'ncfeonl] а первый, первона-
чальный
output ['autput] п выпуск продукции;
продукция, выработка
outstanding [aut'stsendiij] а 1. просро-
ченный, неуплаченный; 2. невыпол-
ненный; 3. неразрешенный
over and above сверх
overall maximum liability общая
максимальная сумма (долга)
overcome the circumstances [,ouva-
'клт Sa 's3:komstonsizj преодо-
левать, устранять обстоятельства
overdue [,auva'dju:| а просроченный,
запоздалый, несвоевременный
overestimated [,ouva(r)'estimeitid] a
завышенный
overlook [-auva'luk] v недосмотреть,
просмотреть
oversight ['ouvasaitl n недосмотр
through one’s oversight по недо-
смотру
overtime ['auvataim] n сверхурочная
работа
owe [эи] v 1. быть обязанным; 2. быть
должным, задолжать (кому-л.)
owner ['эипэ] п владелец, собствен-
ник
ownership ['эипэфр] п собственность,
право собственности
Р
packing п упаковка
export packing экспортная упа-
ковка
seaproof packing морская упаковка
seaworthy packing морская упа-
ковка
(the) party affected ['parti: o'fektid]
пострадавшая сторона
(the) party concerned ['parti: kon-
'S3:nd] участвующая, заинтересо-
ванная сторона
patent ['peit(a)nt] n патент
pay in cash платить наличными
payment ['pennant] n платеж
withhold [wid'hould] payment
приостанавливать платеж
penalties ['penltiz] n штрафные санк-
ции
penalty clause [kla:z] положение о
штрафной неустойке
penalty rates размер штрафной не-
устойки
percentage [pa'senticfc] п процент,
процентное содержание
performance [pa'fa:nians] п 1. вы-
полнение, исполнение договора;
2. показатели, характеристика ра-
боты оборудования
rated performance уровень, рас-
четная производительность
performance bond гарантия под-
рядчика на качественное выпол-
нение работ
permit ['рзгтй] п пропуск; разреше-
ние; лицензия
pertaining [рз:'teinirj] а касающийся,
связанный
phase [feiz] п фаза, стадия
pier [рю] п пирс
pilotage [’pailaticfe] п лоцманский сбор
plenary ['plirnan] а полный, неограни-
ченный
pool [pul] v объединять
positive а положительный, утверди-
тельный
post п почта
return post обратная почта
by return post обратной почтой
postpone smth [paus(t)'poun] v откла-
дывать что-л., отсрочивать
postponement [pous(t)'pounmant] n
отсрочка
powers of the leader полномочия ли-
дера консорциума
practice ['praektis] n практика
practise v применять; практиковать,
заниматься какой-л. деятельностью
preliminary [pn'liminori] а предвари-
тельный
presence п присутствие
in the presence of в присутствии
кого-л.
present smth to smb представить
что-л. кому-л. (на рассмотрение)
pressure ['рге/э] п давление; воздейст-
вие; напряжение
work under pressure работать с
напряжением, нагрузкой
price n цена
selling price продажная цена
principal n принципал
procedure [pro'sirc^a] n процедура, зд.
процесс производства работ
proceeds ['prousrdz] п pl финансовые
средства
process documentation технологи-
ческая документация
process engineering design pack-
age полная проектная докумен-
тация по технологии производства
process equipment технологическое
оборудование
procure [pra'kjua] v закупать, при-
обретать, поставлять (оборудова-
ние)
procurement п закупка, поставка
(оборудования и т. п.)
professional п профессионал, специ-
алист
progress report отчет о ходе выпол-
нения работ
prohibition ЬргошТи/эп] п запреще-
ние
project п 1. объект (строительный);
2. проект
irrigation project ирригационный
объект
take over a project принять объ-
ект
promotion [ргэ'тэи/эп] п рекламно-
пропагандистская деятельность
prompt а быстрый, проворный
propose о предлагать, вносить предло-
жения
propose smth предлагать что-л.
propose to do
(doing) smth
propose that someone
should do smth
propose that smth
should be done
prospective а будущий, возможный
предла-
гать
сделать
что-л.
protocol of division of supplies про-
токол разделения поставок
provide и Обеспечивать; снабжать;
предоставлять
provide a construction site пре-
доставлять площадку для строи-
тельства
provide for предусматривать
provide with обеспечивать чем-л.;
снабжать чем-л.
provision п условие, оговорка, поло-
жение (договора)
publicity [pAb'lisiti] п реклама, рекла-
мирование
pull down зд. сносить, разрушать
pull out выходить из (организации)
purchase ['p3:tfos] v покупать, заку-
пать
purchase п покупка, закупка, купля
purchaser п покупатель
put off откладывать
put out публиковать, издавать
Q
qualified ['kwohfaid] а квалифициро-
ванный, компетентный
highly qualified высококвали-
фицированный
query ['kwion] п вопрос
questionnaire [,kwestjb'neo] п опрос-
ный лист, вопросник
quorum ['kworrom] п кворум
quotation [kwou'teijbn] п котировка,
курс; цена
initial quotation начальная исход-
ная цена
quote v назначать цену
R
railway network сеть железных до-
рог
raise a point поднимать вопрос
range of activity(ies) масштаб (эко-
номической) деятельности
rate n норма; размер; уровень
interest rate процентная ставка,
проценты,
at an annual interest rate of... %
из расчета ... % годовых
rates n эд. расценки
excessive rates завышенные ставки
raw materials сырье; необработан-
ные материалы
ready for commercial operation
готовый к коммерческой эксплуа-
тации
realize v представлять себе, осозна-
вать, понимать,
recapitulate |,ri:ka'pitjuleit] v повто-
рять, резюмировать, суммировать
receipt [n'si:t] п получение
on receipt по получении
recent ['ricsant] а недавний, послед-
ний, свежий
recent developments последние
события
recent events недавние события
recent information свежая ин-
формация
recent news последние новости
re-do и вновь построить, переделать
reduce (to, by) о сокращать, снижать
(до, на)
reduction п снижение, сокращение
re-exportation п реэкспорт
on a re-exportation basis на усло-
виях временного ввоза
refer (to) [гэТз:] v 1. ссылаться (на);
2. направлять, отсылать
refer to arbitration передать дело
в арбитраж
reference п ссылка
reference to упоминание, ссылка на
with reference to ссылаясь на
with further reference to вновь
ссылаясь на
refrigerator п холодильник
regard v смотреть, считать
register ['retfcistaj v регистрировать,
отмечать
registered letter заказное письмо
registration п регистрация
regulations п pl правила, инструкция
reimburse [,ri:om'b3.s] v возмещать,
возвращать сумму
reimbursement п ставка возмещения
rate of reimbursement размер
ставки возмещения
relate to относиться, иметь отноше-
ние
related services соответствующие ус-
луги
relating to относительно
relevant ['reirvont] а уместный, отно-
сящийся к делу
a relevant contract соответствую-
щий контракт
a relevant remark уместное за-
мечание
a relevant letter соответствующее
письмо
reliable [n'laiobl] а надежный
remaining а остальной, оставшийся
remind [n'maind] v напоминать ко-
му-л. что-л.
remittance [n'mitans] п перевод
cash remittance денежный пере-
вод
remoteness п удаленность
remuneration [n,mju;na'reijbn] п воз-
награждение
rent п 1. арендная плата, рента; 2. на-
ем; прокат; плата за прокат
rent v 1. брать в аренду, арендовать,
снимать; 2. сдавать в аренду, в про-
кат
repay о погашать (кредит), выплачи-
вать
replace smth / smb by заменять, за-
мещать что-л./ кого-л.
replacement n замена
reply n ответ
in reply to в ответ на
represervation n переконсервация
request [n'kwest] n просьба
at smb’s request по чьей-л. прось-
бе
require v нуждаться; требовать
requirement n требование
reserve the right оставлять за собой
право
resident representative постоянный
представитель
resources п pl ресурсы, средства,
запасы
natural resources естественные
ресурсы
mineral resources ресурсы полез-
ных ископаемых
responsible а ответственный
be responsible for отвечать за
что-л.
hold smb responsible считать
кого-л. ответственным
re-state v зд. указывать еще раз
resume [n'zjurm] v возобновлять, про-
должать (после перерыва)
retain [n'tein] v удерживать, сохра-
нять
retention amount сумма удержания,
залог
retention money сумма удержания
retirement [n'taiamont] п зд. выход из
консорциума
revise [ri'vaiz] v пересматривать; ис-
правлять; просматривать, прове-
рять
revision п проверка; исправление
riot п бунт
rise п повышение, рост, увеличение
rise (rose, risen) v подниматься
rough [гл(] а приблизительный; грубый
royalty ['roiolti] n лицензионный пла-
теж, роялти
running royalties текущие
платежи, отчисления
rules пpl правила
work and safety rules правила
техники безопасности
run a business вести дело, предприя-
тие
run counter to идти против чегб-л.,
противоречить чему-л.
S
safety п безопасность, сохранность
sail v отплывать, отправляться
salary п зарплата; зд. ставка возмеще-
ния
sale п продажа, сбыт
satisfaction п удовлетворение
schedule ['Jedjutl] п график, распи-
сание
schedule of payments график пла-
тежей
service v обслуживать; производить
осмотр и ремонт
service а саг обслуживать авто-
мобиль
service equipment обслуживать
оборудование
serviceable |'s3:visobl] а в рабочем со-
стоянии
set п комплект
settle (for, on) и разг, договари-
ваться (о чем-л.); соглашаться (на
что-л.)
share п 1. доля, долевое участие; 2. ак-
ция
issue of shares выпуск акций
sheets of equipment спецификация
оборудования
shipment п отгрузка, отправка
shippingdrawingsand instructions
погрузочные чертежи и инструкции
shipping specification отгрузочная
спецификация
short delivery недостача, недопос-
тавка
short-delivered а недопоставленный
short shipment недогруз
short-shipped а оставшийся недогру-
женным
signature ['signatja] n подпись
over the signature за подписью
certify a signature удостоверить
подпись
since conj зд. поскольку, так как
skilled worker квалифицированный
рабочий
slight [slait] а слабый, незначительный
sole а единственный, исключитель-
ный
sophisticated [sa'fistikeitid] а слож-
ный
speciality n специальность
specifically [spi'sifikh] adv особо, спе-
циально, особенно
specification n спецификация
as per specification в соответ-
ствии co спецификацией
specify ['spesifai] v точно определять,
устанавливать
staff [st<rf] n штат служащих, служеб-
ный персонал
be on the staff быть в штате
staff v обеспечивать служебным пер-
соналом
stage п стадия
at the stage на стадии
stamp п штамп
stand adjourned [a'cfrr.nd] отсрочи-
вать, откладывать
starting-up and adjustment opera-
tions пуско-наладочные работы
stay n пребывание
a long/short/week’s stay дли-
тельное/ короткое/недельное пре-
бывание
steady а устойчивый, твердый, ров-
ный
stevedore ['sti:vido:j п стивидор; пор-
товый грузчик; подрядчик, произво-
дящий разгрузку и погрузку судов
stevedore v грузить, разгружать
stevedoring company компания по
погрузке и выгрузке грузов
stipulate v обусловливать, ставить ус-
ловием
stipulation п условие, оговорка
storage п складирование, хранение
store v хранить, складировать
storehouse п склад
stowage ['stauicfc] п хранение, склади-
рование
stowage of goods хранение това-
ра
subcontractor п субпоставщик, суб-
подрядчик
subject to ргр при условии, если; на
тот случай, если; в том случае,
если; при соблюдении; при условии
соблюдения
sublet v передавать в субаренду
sub-licence п сублицензия
grant a sub-licence предоставлять
сублицензию
submission [sab'mijan] п представле-
ние, подача (документов)
submit v представлять (документы)
sufficient [sa'fijant] а достаточный
suggest v предлагать, советовать
suggestion п предложение
sum п сумма
balance sum остаток суммы
invoice sum сумма, указанная в сче-
те
principal sum капитальная сумма
supervise ['sju:pavaiz] v наблюдать,
надзирать; контролировать
supervision п надзор, наблюдение;
тех. контроль
designer’s supervision авторский
надзор
supplier п поставщик
surplus ['s3:plas] а излишний, избы-
точный
suspend v приостанавливать, откла-
дывать
T
tackle v браться за что-л., решатьчто-л.
tax п налог
indirect tax налог с оборота
turnover tax налог с оборота
value-added tax налог на добав-
ленную стоимость
taxable ['tasksobl] а облагаемый налогом
team п зд. группа
technique(s) [tek'ni’Jc(s)] п прием, метод
assembly techniques приемы, ме-
тоды сборки оборудования
technological а технологический
technological process технологи-
ческий процесс
temporary [Четрэгэп] а временный
tor temporary use для временного
использования
temporary importation equip-
ment оборудование временного ввоза
tender n 1. заявка (на торгах)-,2. тор-
ги
tender v подавать заявку (на торгах)
tenderer п участник торгов
tentative ['tentotrv] а пробный, пред-
варительный, ориентировочный
terms and conditions of a contract
условия контракта
test n испытания
acceptance tests приемные испы-
тания
testify (to) ['testifai] v показывать,
свидетельствовать (о)
think over обдумывать
thorough ['блгэ] а тщательный
time n время
on time вовремя
time-limit n время, предоставляемое
для совершения какого-л. действия,
определенный срок
time-sheet п таймшит (ведомость
учета времени, затраченного на
погрузку и/или выгрузку судна)
tonnage [ЧлпкЩ п тоннаж, грузоподъ-
емность судна
total а общий
trace v проследить (ход оборудо-
вания, документа и т. д.)
train v обучать, готовить (специа-
листа)
trainee [trei'ni:] п стажер, практикант;
зд. специалист заказчика, коман-
дированный в страну поставщика
для производственно-технического
обучения
training п обучение
in-plant training обучение на
предприятии
vocational training професси-
ональное, производственное обу-
чение
training centre учебный центр
transaction п сделка
transfer ['traensfs:] п 1. перевод;
2. передача (права, имущества)
cable, telegraphic transfer теле-
графный перевод
transfer v 1. переводить (деньги), пе-
речислять (суммы); 2. передавать,
уступать права
tranship [traen'jip] v перегружать
transhipment п перегрузка, переот-
правка, перевалка (с одного судна
на другое)
arrange for transhipment органи-
зовать перегрузку
transit ['traenzit] п транзит
in transit в пути
transport vehicles ['vfciklz] транс-
портные средства
trial run пробная эксплуатация, об-
катка
turn-key construction строитель-
ство на условиях «под ключ»
U
unanimous [ju/naenimas] а единодуш-
ный, единогласный
undertake v предпринимать; брать на
себя
undertake responsibility to do
smth брать обязательство, обязать-
ся делать что-л.
undesirable [,Andi'zaiarabl] а нежела-
тельный
unit п зд. агрегат, установка
surface pump unit станок-качалка
unload v разгружать
unloading п разгрузка
urge [з:с^] v побуждать
utility [jir.'tihtij п (обычномн. ч.) раз-
личные виды энергии, подводимые
к рабочему месту (станку, пред-
приятию)
utilization [Juztilai'zeifonj п использо-
вание
utilize v использовать
V
vaccination [,v3eksi'neijan] n при-
вивка
vaccine n вакцина
valid а действительный, действенный
valid claim обоснованная претензия
valid objection убедительное воз-
ражение
valid argument/reason убеди-
тельный довод
validity [va'liditi ] n действительность,
легальность, законность, обосно-
ванность
variable ['veariabl] а изменчивый, не-
постоянный
vary I'vean] v меняться, изменяться
vendors’ engineers 1. компания заказ-
чика, осуществляющая шефмонтаж;
2.субподрядчики заказчика
venue ['venju:] п место встречи
vessel п судно, корабль
vote п голос, голосование
vote и голосовать
voting procedure процедура голо-
сования
W
watching п сторожевая охрана
way-bill п железнодорожная накладная
weather working day погожий ра-
бочий день
weight jweit] п вес
net and gross [grans] weight вес
нетто и брутто
wharf [wait] п (pl. wharves) верфь,
причал, пристань
winch п лебедка
winchman п лебедчик
wind [waind] up (wound, wound)
1. свернуть (дела, переговоры);
2. ликвидировать (фирму)
wise а зд. разумный
withstand [wid'staend] (withstood)f
устоять, выстоять, выдержать
word v выражать словами, формули-
ровать
wording п формулировка, редакция
(параграфа)
work п работа
mobilization [.maubilai'zeijan]
works мобилизационные работы
step up work форсировать работы
work v работать
work according to schedule рабо-
тать по графику
work out разрабатывать, составлять
working drawings рабочие чертежи
working model рабочая модель
РУССКО-АНГЛИЙСКИЙ СЛОВАРЬ
А
аванс advance п
авария accident I'aeksrdont] п
агент agent п
агент по рекламе publicity agent
агентство, агентская организация
agency п
акт о приемке acceptance report
акция share Цеэ] п
выпуск акци й issue ['i$ju:] of shares
контрольный пакет акций con-
trolling interest
альтернатива alternative [o:l't3:nativ]
амортизационные отчисления
depreciation [di,pri:ji'eijn] charges
арбитраж arbitration [,<rbi'treip(s)n] n
передать в арбитраж refer to ar-
bitration
арендная плата rent n
арендовать, брать в аренду rent v
ассортимент assortment n
расширять ассортимент diversify
[dai'v3:sifai] assortment -
Б
баланс balance n
безопасность; сохранность safety n
беспокоиться concern v, be con-
cerned about
беспокойство; забота; тревога con-
cern n
беспошлинный duty-free a
благо benefit n
благоприятный advantageous [,®d-
van'teicfcas] a
брать на себя обязательства, фун-
кции undertake v (undertook, un-
dertaken)
браться за выполнение чего-л. un-
dertake to do smth
браться за что-л. tackle v
будущий, ожидаемый, предпола-
гаемый prospective а
быстрый, проворный prompt а
бюро патентов patent ['peit(o)ntj of-
fice
быть обязанным owe v
В
вакцина vaccine ['vseksi(:)n] п
валюта currency п
валюта иностранная foreign ex-
change [iks'tjeincfc)
валюта твердая hard currency
валюта местная local currency
валютный рынок exchange market
введение, установление, основа-
ние, создание, учреждение es-
tablishment п
верфь, причал wharf [wo:f] (pl.
wharves) n
вес weight [weit] n
приблизительный вес rough [гл1]
weight
вес нетто и брутто net and gross
[graus] weight
веский, обоснованный valid a
веский довод valid argument (rea-
son)
вести дело run a business
взимать (налоги) levy и
взнос installment [in'storlmant] п
взыскивать, брать (за товар или
услуги) charge v
включать, покрывать, охватывать
cover v
включать в себя include и
влиять на что-л., кого-л. affect
smth, smb
внутренний (политика, торговля,
рынок) domestic a (policy, trade,
market); Syn. home, internal
вовремя on time
возмещать compensate v
возмещать, возвращать (сумму);
возмещать что-л. кому-л. reim-
burse [,ri:im'b3:s] v; reimburse smb
for smth
вознаграждение fee, remuneration n
вознаграждение лицензиара
licensor’s fee
возникать, появляться, происте-
кать, являться результатом
arise v (arose, arisen)
возобновление, продление (кон-
тракта) renewal [n'nju:(:)ol] n
возобновлять, продолжать (нача-
тое) resume v
возражать make an objection to
возражение, протест objection [эЬ-
'(feekftoln] n
вопрос query ['kwion] n, question n
поднять вопрос raise a point
вопросник, анкета questionnaire
[.kwestjo'neo] n
временный temporary a
временный ввоз temporary impor-
tation
оборудование временного
ввоза temporary importation equip-
ment
на условиях временного ввоза
on a re-exportation basis
время time n
в свое (положенное) время in
due time
вручную manually ['maenjuali] adv
всесторонне comprehensively adv
всесторонний comprehensive [,knm-
pn'hensiv] a
вследствие due to
вспышка (болезни) flare-up n
выгода benefit n
получать выгоду benefit by (from) v
выделять, финансировать allot v
выписывать (документ) draw up v
(invoice, cheque)
выполнение elaboration n, execution n
выполнять do v, elaborate v, execute
v, carry out, work out
выполнять, завершать accomplish
[o'knmplij] v
выправлять положение streamline v
выработка output n
высшая степень maximum n
выход (из консорциума) retirement
[ri'taiomont] n, pulling out
вычислять calculate v
вычитать deduct v
вышеупомянутый above; Syn. above
mentioned
выяснять clear up
Г
гавань, порт harbour |'ha:bo| n
гарантия guarantee [,gaer(a)n'ti:] n
безусловная гарантия uncondi-
tional guarantee
условная гарантия conditional
guarantee
гарантия подрядчика на ка-
чественное выполнение работ
performance bond
геолог geologist [cfci'nloctjist] п
годовой annual а
голос (на выборах) vote п
голосование vote п, voting п
процедура голосования voting
procedure [pra'skcfca]
гонорар, жалованье fee п
гонорар врача doctor’s fee
гонорар адвоката lawyer’s fee
госпитализация, помещение в
больницу hospitalization [,hospi-
talai'zeijn] п
график schedule ['Jedjurl] п
график монтажа erection sched-
ule
график платежей schedule of pay-
ments
составлять график draw up а
schedule
груз cargo (pl cargoes) n
грузовая накладная (при автомо-
бильной перевозке грузов) autoway
['o:tawei] bill
грузовой манифест freight [freit]
cargo manifest
грузоотправитель shipper, consignor
[kan'sama] n
грузополучатель consignee [,knnsai-
'ni:J n
группа, бригада team n -
Д
давление, воздействие pressure
I'preja] n
дата date n
предшествующая дата preceding
[pn'si:dii)] date
дата вступления в силу (доку-
мента) effective date
дать возможность кому-л. сделать
что-л. enable smb to do smth
действительный, имеющий силу
valid а
действенный effective а
действовать на affect [a'fekt] smth,
smb v
делить, разделить divide v
демеридж, плата за простой (суд-
на)', простой (судна) demurrage
[di'niAncfc] п
находиться на демеридже
(простое) be (be kept) on demur-
rage
день day n
погожие рабочие дни weather
working days
последний день closing date
сталийные дни lay-days
день закрытия closing date
деньги money ['голш] n
деньги на содержание allowance
[o'lauans] n
держать(ся) на прежнем уровне,
не меняться, поддерживать, про-
должать, не бросать keep up
дефект defect и
дефект завода-изготовителя
manufacturing defect
диапазон выполняемых работ
range [гешф] of activities
добавлять add v
договориться (разг.),согласиться
на что-л. settle for
договориться о чем-л. come to terms
документ, освобождающий одну из
сторон от уплаты налогов, пош-
лин customs exemption [ig'zemp/n]
certificate n
долг debt [det] n
невыплаченный долг outstand-
ing debt
быть должным owe [эи] v
доля share [Jeo] n
допускать, предполагать assume
[o'sjuim] v
дорогой, дорогостоящий costly a
доставлять deliver v
достаточно sufficiently adv
достаточный sufficient a; Ant. in-
sufficient
доступ access ['aeksas] n
доходить, достигать, равняться
come to; Syn. amount to, reach
дренирование drainage ['dreimcfc] n
дружески, дружеским путем amica-
bly [acmikabli] adv
дружеский amicable a
E
единогласный unanimous [ju:'naeni-
mas] a
единообразие содержания unifor-
mity [Ju;m'fo:mnj] in content
единственный sole a
ежегодный annual a
Ж
жалоба complaint n
железнодорожная накладная (rail)
way bill
3
завершать complete v
завершение completion n
завершить обсуждение finalize
('fainalaiz] v
заверять assure [o'Jba] v
зависеть от depend on
завод-изготовитель manufacturing
works
завышенный (ая) overestimated a
загруженность порта congestion
[kan'cfcestjon] of the port
заинтересованный concerned a
заказное письмо registered letter
заказчик customer n
заключать ( контракт .сделку) con-
clude v, make v
заключение специалиста expertize
[,ekspa:'ti:z] n
законность, легальность, действи-
тельность, обоснованность va-
lidity [va'liditi| n
законсервировать (объект) aban-
don la'baendon] v
замена replacement n
заменять кого-л., что-л. кем-л.,
чём-л., замещать replace smb,
smth by smb. smth
замечание comment [knmant] n
делать замечание comment v
запатентованные новшества в
процессе производства propri-
etary [pra'praiatari] process develop-
ments
запрещение prohibition [,proui'bifn} n
запродажа sale n
условная запродажа conditional
sale
запрос inquiry [in'kwaiari] n
телеграфный запрос cable in-
quiry
делать запросы о ком-л., чем-л.
make inquiries about smb, smth
отвечать на запросы meet inquir-
ies
зарплата, зд. ставка возмещения
salary п
заявка (на торгах) bid п, tender п
подавать заявку на торгах ten-
der for smth
окончательный срок подачи
заявок на торгах bidding deadline
зона экспорта export zone
И
избегать; уклоняться (от чего-л.)
avoid v
избыточный surplus ['s3:plas] а
известить, информировать кого-л.
о чем-л. notify smb of smth ['nauti-
fai]
извещать, сообщать advise v
извещение notice п
изготовитель manufacturer п
изготовлять manufacture v
издавать put out
издержки costs п pl, charges n
издержки в местной валюте lo-
cal costs
издержки в твердой валюте hard
currency costs
изменение amendment п, alteration п
изменчивый variable ['venabl] а
изменять что-л. (в документе)
amend v, alter v, change v, revise v
иметь в виду bear in mind
иметь счет в банке have (open) an ac-
count with (in) a bank
имеющий отношение (к чему-л.)
concerned а
имя name п
на чье-л. имя in smb’s name, favour
Инженер (фирма) engineer п
инжиниринг, совокупность про-
цессов по разработке проектов
engineering п
инкассо collection п
инспектировать inspect v
инструктор, руководитель instruc-
tor п
инфраструктура infrastructure п
исключительное право sole, exclu-
sive right
исключительный sole a, exclusive а
исполнение (договора) perform-
ance п
во исполнение in the performance
of
использование utilization n
испытание(я) test(s) n
приемные испытания accep-
tance tests
исходные данные initial data
собирать исходные данные col-
lect initial data
К
как ... так и as well as conj
калькулировать calculate v
калькуляция calculation n
кампания campaign [kam'peml n
капитал capital n
капитал в форме акций equity
['ekwiti] capital
капитализация capitalization n
капитан судна master n
касающийся pertaining [pa(:)'teimi)]
to prp
каф c.a.f.
квалификация, опыт experience n
повышение квалификации upgrad-
ing n
квалифицированный efficient a
квалифицированная рабочая
сила skilled labour
квалифицированный рабочий
skilled worker
квитанция receipt [ri'si:t] n
квота quota ['kwauta] n
количество amount n
комиссионное вознаграждение
commission n
скользящие, дифференциро-
ванные комиссионные sliding
scale commission
коммерческая тайна commercial se-
crets
компания заказчика, осущест-
вляющая шефмонтаж vendors’
['vendaz] engineers
компенсационная основа compen-
sation basis
компенсация compensation n
компенсировать, возмещать
убыток indemnify v, compensate v
компетентность expertize [,eksp3:-
'ti:z] n
компетентный, знающий compe-
tent a
комплекс предложений, мер pack-
age п
комплект set п
кондиционер air conditioner
конкурентоспособный competi-
tive а
конкурирующий competing а
коносамент, транспортная на-
кладная bill of lading
консигнант consignor [kan'sama] n
консигнатор consignee [,knnsai'ni:J n
консигнация consignment [kan'sain-
mant] n
консультационная фирма engi-
neering firm
консультационные услуги engi-
neering services
контракт contract n
проект контракта draft contract
контрактные обязательства
contract(ual) obligations
конфиденциальный confidential a
координировать coordinate v
котировка quotation [kwau'teifn] n
кран crane n
кредит credit n
предоставлять кредит extend
credit
предоставлять право платить в
рассрочку grant the right to pay by
instalments
кроме того, более того moreover
[mo:-'rauva] adv
крупномасштабный large-scale a
курс exchange rate, rate of exchange
курс дня quotation of the day
по курсу at the rate of exchange
Л
лебедка winch n
лебедчик winchman n
лидер консорциума leader of consor-
tium, consortium leader
лидерское вознаграждение leader-
ship fee
ликвидировать (фирму) wind [wamd]
up (wound, wound [waund])
лицензиар licensor n
лицензиат licensee [Jaison'si:] n
лицензионное соглашение licence
agreement
лицензионный платеж royalty
['roi(a)lti| n
лицензия licence ['laisans] n (Br.) =
license (Am.)
простая лицензия ordinary (simple)
licence
исключительная лицензия ex-
clusive licence
сопутствующая лицензия asso-
ciated licence
лоцман pilot n
лоцманский сбор pilotage ['paila-
ticfc] n
люк hatch n
M
максимум maximum n
маркетинг marketing ['тлкэШ)] n
маркировка marking n
прочная маркировка weather re-
sistant marking
мастер, прораб, бригадир foreman n
материал material n
конкурентный материал com-
petitors’ materials
меблированный furnished a
медицинское лечение medical treat-
ment
менять(ся) alter ['o:lto] v, change o,
revise v
место назначения destination n
метод, способ mode n
мнение opinion n
придерживаться мнения be of
the opinion
монопольный sole а
монтаж erection п
монтировать erect v
мост bridge п
мощность capacity п
подъемная мощность lifting ca-
pacity
проектная мощность rated per-
formance
производственная мощность
product capacity
Н
наблюдать observe v
наблюдение observation п
награда award п
награждать award v
нагрузка load п
пробная нагрузка trial load
надежный reliable а
надзирать supervise [,sju:po'vaiz] v
надзор supervision п
авторский надзор designer’s
supervision
наем rent п
назначать, вменять в обязанность
assign [a'sam] v
назначать (цену) quote [kwaut] v
назначать (день, цену) fix v
накапливание accumulation [a,kju:-
mju'leij(a)n] n
накапливать accumulate v
наладка adjustment [a'rfeAStmant] n
налаживать adjust [a'rfjASt] v
наличный расчет cash down
налог tax n
косвенный налог indirect tax
налог на добавленную стои-
мость value-added tax (VAT)
налог с оборота turnover tax
нанимать hire [haia] v, engage [m-
'geicfc] v
напоминать remind [n'maind] v
направление (линия) сотрудни-
чества line of cooperation
направлять (документ) forward
['fawad] v
нарушать infringe [in'fnncij] v, disrupt
[dis'Mpt] v
нарушение, срыв (графика и т. д.)
disruption [dis'rApf(a)n] п
нарушение (контракта) breach
[bri:tJl п
нарушение обязательств breach
of obligations
нарушение, несоблюдение infringe-
ment [m'fnncfcmant] п
нарушение патентных прав
patent ('peit(a)ntj infringement
начало commencement [ka'mens-
mant] n
начальный initial [i'nif(a)l] a
начинать commence [ka'mens] v
небрежность neglect [m'glekt] n
невыполненный outstanding [,aut-
'staendirj] a
недавний recent ['risant] a
недогруженный short-shipped a
недогрузка short-shipment n
недопоставка short-delivery n
недопоставленный short-delivered a
недосмотр overlook ['auvaluk] n, over-
sight ['auvasart] n
вследствие недосмотра through
(owing to) an oversight
недостаток lack n
недостаточный insufficient [,insa-
'fij(a)nt] a
недостающий missing a
нежелательный undesirable ['Andi-
'zaiarabl] a
незамедлительно at short notice
незначительный slight [slart] a, mi-
nor ['mama] a
неисправная работа malfunction
[,mael'fAnkJ(a)n] n
неисправный defective a
необоснованный unjustified ['лп-
'ctjAstjfaid J a
неограниченный plenary ['plimon] a
неоплаченный; нерешенный, не-
завершенный outstanding [,aut-
'staendir)| a
несоблюдение non-observance ['nnn-
ob'z3.vans] n
нестирающаяся краска indelible
[in'delibl] paint
неудобство inconvenience [,mkan-
'vknjans] n
неуместный irrelevant [frelivant] a
неустойка agreed and liquidated da-
mages ['daemitfeiz]
нефтяная скважина oil-well
новейшая технология latest technol-
ogy [tek'nnlacfci]
новшества, нововведения в про-
цессе производства process de-
velopments
норма rate п
норма бесплатного провоза ба-
гажа по билету зд. free allowance
[a'lauans]
норма выгрузки rate of discharge
[dis'tfmcfc]
ноу-хау know-how n
нуждаться require [n'kwaio] v
О
обдумывать think over
обезопаситьтЬетпИу [m'demnifai] v
обеспечивать provide (with) v
обеспечивать служебным персо-
налом staff v
облагаемый налогом taxable а
обменное письмо exchange letter
обозначать indicate ['indikertj v
оборудование equipment [1'kwip-
mant] n
нестандартизированное обору-
дование non-standard equipment
оборудование для разгрузки и
погрузки cargo handling equipment
технологическое оборудование
process equipment
тяжелое и негабаритное обору-
дование heavy and oversized equip-
ment
обоснованный justified ['cfeAstifaidJ a
обосновывать justify ['cfcAStifar], sub-
stantiate v
обработка материала iterial [ms-
'tiariol] handling
обратить чье-л. внимание на что-л.
call smb’s attention to, draw smb’s
attention to
обращаться к кому-л. за чем-л.
turn to smb for smth, approach smb
обращаться с чем-л., кем-л.; регу-
лировать, поддаваться контро-
лю; осуществлять контроль;
иметь дело с чем-л. handle
['hsendl] v
обращение, обхождение handlings
обслуживать service v
обсуждать consider v, discuss v
обсуждение consideration n
обусловливать, ставить условием
stipulate v
обучать (готовить специалиста)
train v
обучение training п
обучение на предприятии in-plant
training
объединять pool [pu:l] v, incorporate
[in'korpareit] и
объект project ['pnxfeekt] n, enterprise
['entopraiz] n
принимать объект take over a
project
ирригационный объект irriga-
tion project
объем amount n
обычный, привычный conventional
[kon'venfonl] a
обычные виды вооружения con-
ventional armed forces
одобрение approval [э'ргил'(э)!] п
одобрять approve v, accept v
ожидать, предвидеть anticipate
[asn'tisipeit] v
ожидаться be due
оправдывать justify о
определять determine [di't3:min] v
точно определять; оговаривать
specify ['spesifai] v
опреснение, обессоливание desali-
nation [di,saeli'neif(a)n] n
опреснительная установка desali-
nation plant
опросный лист questionnaire
[,kwestfo'neo] n
опыт experience [ik'spianans] n
организация organization n
ориентировочный tentative
['tentotiv] a
осадка судна draught [draft] n
освещение lighting ['laitirj] n
осваивать технологию master tech-
nology
осмотр inspection n
основной fundamental [,fXnda'men-
t(a)l] a
основывать(ся) base on, establish v
особенно, особо specifically adv
осознавать, оценивать appreciate
[a'pri:jieit] v
остаток balance n
осуществлять (план и m. d.) carry
out
осуществлять (платеж) effect v
отвергать deny v
ответ reply n
в ответ in reply
ответственность liability [,laio'biliti] n,
responsibility [ns,pnnsa'bilrti] n
нести ответственность bear re-
sponsibility
ответственный liable a, responsible a
отгрузка shipment n
отгрузочная спецификация ship-
ping specification
откладывать put off, postpone v
отклонение deviation [,dCTi'eif(a)n] n
отмечать (в документе), регистри-
ровать register v
отнимать, вычитать, удерживать
dedtict v
относительно relating to, referring to,
concerning
относиться, иметь отношение (к)
relate (to)
отозвать (претензию, документ)
withdraw [wiS'dro:] v, call back
отправка, отправление dispatch n,
shipment n
отправлять send v, dispatch v
отпуск leave n
в отпуске on leave
отпуск по болезни sick leave
отпускные leave allowance
отражаться (отрицательно) на af-
fect smth, smb
отрицать deny v
отсрочивать postpone v, stand ad-
journed [a'd53:nd]
отсрочка postponement [paus(t)-
'pounmont] n
отставать от кого-л., чего-л. fall be-
hind [foil bi'harnd]
отчет report n
отчет о ходе выполнения работ
progress report
охватывать cover ['kAvoj v
охрана guarding ['gtcdiij] n, watching
['wntjir)] n
П
партия (товаров) consignment [кэп-
'sainmant] n, lot n
тремя партиями in three consign-
ments
патент patent |'peit(a)nt] n
патент на изобретение patent for
an invention
первый, первоначальный original a
перевод remittance [ri'mitans] n,
transfer ['tnensfh:] n
денежный перевод cash remit-
tance
телеграфный перевод telegraphic
transfer, cable transfer
переводить деньги по телеграфу
transfer [traens'fs:] v
перевозка transportation n
во время перевозки, в пути in
transit [in 'traenzit]
перевозчик; фирма, занимающая-
ся перевозками carrier ['kaerio] n
переговоры, обсуждение условий
negotiation(s) [ni,gauTi,eiJ(a)nJ n
вести переговоры, обсуждать
что-л. negotiate v
перегружать, переотправлять, пе-
реваливать с одного судна на
другое tranship v
перегрузка, переотправка, пере-
валка transhipment п
передавать hand over, transfer v
передача (права, имущества)
transfer п
передвижной mobile ['maub(a)il[ а
переделывать re-do и
переконсервация represervation [re-
,priza'veij'(a)n] n
выполнять переконсервацию
carry out, do represervation
проводить переконсервацию
carry out represervation
переносный mobile a
пересматривать revise v
пересмотр, проверка revision n
пересчет (валюты) conversion [kan-
'v3j(a)n[ n
пересылать письмо по новому адре-
су forward a letter to a new address
перечислять (суммы) transfer v
плавающий floatinga
план(ировка) layout ['lei'aut] n
плата, платеж payment n
лицензионная плата (устанав-
ливаемая в виде процентного
отчисления от объема продаж
товара) royalty on sales
лицензионный платеж royalty
['roi(a)lti| п
платить pay v
платить наличными pay in cash
площадка site n
обеспечить площадку provide a
site
повестка дня agenda [a'djendo] n
повреждение damage n
повторять, суммировать recapitu-
late [, rkko'pitjuleit J v
повышение rise n, increase n
погашать, выплачивать repay v
подавать в суд на кого-л. bring suit
against smb
подача (документов) submission
[sab'mifan] n
подвижной mobile a
подготавливать elaborate [/'lasbareitj
v, work out
подготовка, разработка (докумен-
та) preparation n, elaboration
ba'reif(o)n] n
поддерживать интерес, переписку
keep up interest, correspondence
[.knns'pnndans]
подлежащий liable ['laiabl] a
поднимать (вопрос) bring up, raise v
подпись signature ['signatja] n
за подписью over the signature
удостоверить подпись certify a
signature
подробно in detail [in 'dileilj
подрядчик contractor n
подсчитывать calculate v
подтверждать confirm v
подтверждение confirmation [,knnfo-
'meifto)n] n
в подтверждение in confirmation
of
подходящий acceptable a
подъемные transfer allowance
[o'louons]
позволить себе сделать что-л. af-
ford v
покупатель purchaser ['pa.tjaso] n
покупать purchase ['p3:tjas] v
покупка, закупка, купля purchase n
поле деятельности field of action
полномочие authority [o:'9onti] n,
powers ['pauaz] n
полномочия лидера powers of the
leader
давать полномочия give author-
ity
иметь полномочия be authorized
['o:0oraizd] to do smth
получить полномочия receive
authority
положение (контракта) provision n
положительный, утвердительный
positive a
поломка breakdown [’breikdaun] n
польза benefit n
в чью-л. пользу in smb’s favour
получать пользу от benefit by/
from
получение receipt [n'skt] n
по получении on (upon) receipt
помощь assistance [a'sistans] n
оказывать помощь, содействие
render, give assistance, assist v
понимать appreciate [a'piij'iert] v
поправка amendment [o'mendmont] n
вносить поправки (в документ)
amend [a'mend] v
поручать assign [a'sain] v
посредник agent ['ercfcant] n, media-
tor ['mirdiertaj n
поставка supply n, delivery n
неполная поставка short-delivery n
разделение поставок division
[di'vijn] of supplies
поставлять deliver v
поставщик supplier n
постановление, решение компе-
тентного суда ruling of a compe-
tent court of law
поступать согласно чему-л. comply
with smth
посылать, отправлять forward v,
send v
потери losses n
валютные потери currency losses
нести потери suffer losses
пошлина(ы) dues [dju:z] n, duty (-ies)
['djurtiz] n
импортные пошлины import du-
ties
таможенные пошлины customs
duties
освобожденный от пошлины ex-
empt [ig'zempt] from duty
вводить пошлину to impose a duty
появляться, возникать неожидан-
но crop up
пояснение clarification [,klaenfi'kei-
J(s)n] n
пояснять clarify v
правила,инструкции,распорядок
regulations [,regju'leif(a)nz] n
правила трудового распорядка и
техники безопасности work and
safety rules
право right n
право первого выбора first option
иметь право be (feel) entitled
[in'tartld]
оставить за собой право reserve
the right
предоставлять право grant the
right
практика practice n, experience [iks-
'pionans] n
практиковать, заниматься какой-л.
деятельностью профессиона ль-
на; применять practise и
пребывание stay п
превышать, переходить границы
exceed [ik'si:d] v
предварительный preliminary а,
tentative а
пределы выполняемых работ range
of activities
предлагать suggest v, propose v
предложение suggestion n, proposal n
техническое предложение tech-
nical proposal
вносить предложение propose v
предоставлять grant v
предоставлять кредит grant cre-
dit
предоставлять право grant the
right
предоставлять продление grant
extension
предполагаемый prospective a
предпочтение preference n
отдавать предпочтение give pref-
erence
представитель representative [,repn-
'zentatrv] n
постоянный представитель resi-
dent representative
представление (документов) sub-
mission n
представлять (документы) submit
v, present v
представлять, осознавать realize v
предусматривать что-л. provide for
премия award [a'wo:d] n
претензия claim n
отклонить претензию decline (re-
ject) a claim
отозвать претензию withdraw
[wid-'dro:] a claim
предъявлять претензию make a
claim, claim v
признавать претензию admit a
claim
рассматривать претензию con-
sider a claim
приблизительно approximately
fo'pmksimahtil adv
приблизительный approximate a,
rough a
прибывать arrive v
прибывать в поврежденном со-
стояния arrive damaged
прививка inoculation [i,nnkju'lei-
J(a)n]n
прием(ы) technique(s) [tek'ni:kj n
приемы, способы сборки assem-
bly techniques
приемлемый acceptable a
прилагать (к документу) attach to,
enclose with
принимать, одобрять accept v
принципал principal n
принятие, одобрение acceptance n
приобретать; закупать; снабжать
procure [pro'kjua] v
приобретение; закупки;поставка
(оборудования) procurement
[pra'kjuamant] n
приостанавливать suspend [sas-
'pend] v
пристань, пирс jetty n, pier [pis] n
присуждать award [a'wo:d| v
присутствие presence n
в присутствии in the presence
приток капиталовложений invest-
ment flow [flou]
причина cause [ko:z] n
причинять; вызывать; служить по-
водом cause v
причитающийся due [dju:] a
пробный tentative |'tentativ] a, trial
I'traial] a
проверка inspection n
проверять check v
проводка судна pilotage I'pailatidj] n
продажа sale п
товары, поступившие в про-
дажу goods on (for) sale
продолжать (после перерыва) re-
sume [n'zju:m] v
продолжительность duration
[dju(a)'reif(a)ri] n
продолжительность эксплуата-
ции завода life time of the plant
продукция output ['autputj n
выпуск продукции output n
продукция по лицензии licensed
product
реализовать продукцию dispose
of the product
проект project n
проектирование designing n
рабочее проектирование и
строительство detailed engineer-
ing and construction
проектная документация design
documents (documentation)
проектные работы design work
производить manufacture [,maenju-
'faekfaj v
производственное обучение voca-
tional training
просить о чем-л. ask for smth
настойчиво просить urge v
просроченный overdue [.auva'du:] a
простой (в работе) downtime n
просьба request n
по чьей-л. просьбе at smb’s re-
quest
противоречить go contrary to, run
counter to
протокол, соглашение protocol
['proutoknl] n
протокол разделения поставок
protocol of division of supplies
протокол (собрания) minutes
['minits] n
профессионал, профессиональ-
ный работник professional n
процедура procedure [pro'sixfca] n
процент, процентное содержание
percentage [pa'senticfc] n
процентная ставка interest rate
процесс process n
новейший, коммерчески испы-
танный процесс the latest com-
mercially proven process
пункт (договора, контракта)
clause n
пункт первой помощи dispensary
[dis-'pensan] n
пуск (объекта) commissioning n
пробный пуск trial start-up
осуществлять пуск объекта com-
mission v
Р
работа(ы) work(s) п
мобилизационные работы
mobilization [,maubilai'zeijan] work
пуско-наладочные работы start-
ing-up and adjustment operations
сверхурочная работа overtime n
скрытые работы covered-up works
строительные работы civil engi-
neering works
рабочая документация working
drawings
рабочая модель working model
рабочая сила labour n
равный, одинаковый equal ['i:kwal] a
разбивка (цены) breakdown n
разбирать, демонтировать dis-
mantle v
развивать, совершенствовать de-
velop v
развитие development n
разгружать unload v
разгрузка unloading n, discharge n
размер, величина dimension [dai-
'menjan] n
разрабатывать work out
разрабатывать технологию de-
velop a process
разрешение permit I'ps.mit] п
разрешение на отгрузку release
note for shipment
разрыв gap n
разрыв, расхождение в уровне
технологии technology gap
разъяснение clarification п
разъяснять clarify v
рамки framework
в рамках чего-л. within the frame-
work
расписание schedule ['Jedjuil] n
расписка receipt [n'si:t] n
расположение, план lay-out ['leiaut] n
расположенный внутри страны in-
land a
распределять, распространять dis-
tribute [dis'tribjurt] v
рассматривать consider o, look into
(the matter)
рассмотрение consideration n
рассчитывать (на) count (on)
расти, увеличиваться grow v
расходы charges n, costs n, expenses n
мобилизационные расходы
mobilization expenses
начальные расходы starting ex-
penses
нести расходы bear the cost, ex-
penses; incur expenses
расходы в местной валюте local
expenses
расходы по обслуживанию суд-
на disbursement(s) [dis'b3:smant] п
расходы по проезду туда и об-
ратно round travel expenses
расценки rates п
расчет calculation п
расширение extension [ik'stenfan] п
рациональный efficient [I'fifant] а
регистрация registration [.recfcis-
'treijon] п
регистрировать register v
регулировать adjust [a'cfeAst] v
редакция (параграфа) wordings
режим работы mode of operation
результат, следствие effect [1'fekt] n
реклама advertising ['aedvataiziij] n,
publicity n
рекламирование advertisings
рекламная кампания publicity cam-
paign
организовать рекламную кам-
панию arrange a publicity campaign
рекламные материалы advertising
literature
реконструкция reconstruction n
ремонт repair n
профилактический ремонт pre-
ventive maintenance
ресурсы resources [ri'so:siz] n
объединять ресурсы to pool re-
sources
решение decision n
принимать решение make a deci-
sion
решительный, крутой; радикаль-
ный drastic j'drastik] a
рост growth n; rise n
роялти royalty ['roialti] n
руководить предприятием run a
factory
руководствоваться чем-л. go by
ручной manual ['maenjual] a
C
санитарные меры sanitary measures
сбор(ы) duty n
гербовый сбор stamp duties
таможенные сборы custom
charges
сверх over and above
свидетельство certificate[sa'tifikit] n
медицинское свидетельство
medical certificate
страховое свидетельство certifi-
cate of insurance
свидетельство о повреждении
certificate of damage
свидетельствовать testify ['testifai] v
своевременно, в свое время in due
time
связываться, вступать в контакт
contact smb, get in touch with
сделка deal n, transaction n
компенсационная сделка com-
pensation deaf
сертификат качества certificate of
quality
сертификат происхождения certifi-
cate of origin
сеть, система network n
ж. д. сеть railway network
сиф c.i.f.
скидка discount ['diskaunt] n
давать, предоставлять скидку
give a discount
просить о скидке ask for a dis-
count
склад storehouse n, warehouse n
складирование storage n, stowage
['sta(u)i(fe] n
складирование товара stowage of
goods, storage of goods
складировать store v
сложный sophisticated [so'fistikeitid] a
служба, работа employment n
случай accident ['aeksidant] n, inci-
dent n
несчастный случай accident n
смета; оценка estimate ['estimit] n
приблизительная смета rough
estimate
снабжение supply n
снижать (до, на) reduce (to, by) v,
cut v, bring down
сносить pull down
соблюдать bbserve v
соблюдение observance n
собрание meeting n
созывать собрание convene [kon'vi:n]
a meeting
собственный own a
собственными средствами by one’s
own means
совершать accomplish [a'knmphj] v
совместно jointly ['rfeomtli] adv
совместное предприятие joint ven-
ture
совпадающий, действующий од-
новременно или совместно con-
current [кэп'клгэШ] а
согласие consent [kan'sent] п
давать согласие на что-л., согла-
шаться что-л. сделать give con-
sent to
согласно as per, as regards, as to
согласовать, завершить, оконча-
тельно решить finalize v
согласовывать coordinate v
содействие assistance n
создавать establish v, set up
создать рынок build up a market
сокращать (до, на) reduce (to, by) v,
cut v
сообщать кбму-л. о чем-л. inform
smb of/about smth
соответствие compliance [kam'plai-
ons] n
в соответствии in compliance with
приводить в соответствие coor-
dinate v, match up, adjust v
соответствовать, быть годным be fit
соответствующий; уместный ap-
propriate [э'ргэирпп] a
соответствующий, отвечающий
требованиям adequate ['aedikwit] а
составлять (план, проект) draft v,
draw up, work out
сотрудничать collaborate [ka'laeba-
reit] v, cooperate v
сотрудничество collaboration n,
cooperation n, collaborative work
сохранять что-л. в тайне keep smth
confidential
специально specifically [spi'sifikli] adv
специальность speciality n
специальные знания expertise [,eks-
p3:'ti:z] n
спецификация specification n
спецификация оборудования
sheet of equipment
список list n
составлять список list v
список фирм, с которыми дан-
ная фирма не сотрудничает
black list
способный capable а
справляться, наводить справки
enquire v, inquire v (after, about,
of)
средства (финансовые); выручка,
доходы proceeds ['prausi:dz] n
срок time-limit(s) n, period n
испытательный срок trial ['traiol]
period
срыв (графика и m. d.) disruption
[dis'rApJbnj n
срывать (график и m. d.) disrupt v
ссылаться (на) refer (to) [n'f3:] v
ссылаясь на with reference to
вновь ссылаясь на with further
reference to
ссылка, упоминание reference (to)
['refrans] n
ставка (и) rate(s) n
завышенные ставки excessive
[ik'sesiv] rates
ставка возмещения reimburse-
ment [,ri:im'b3.smant] n
размер ставки возмещения,
компенсации rate of reimburse-
ment
ставки начисления штрафа pen-
alty rates
стадия stage n ,
на стадии at the stage
стажер, практикант; зд. специа-
лист заказчика, командирован-
ный в страну поставщика для
производственно-технического
обучения trainee [trei'ni:] п
сталийные дни lay-days п
станок-качалка surface pump unit
статья (договора, контракта)
clause [kb:z] п
статья о штрафных санкциях
penalty clause
стивидор,портовый грузчик; под-
рядчик, производящий раз-
грузку и погрузку судов steve-
dore ['stiwida] п
сторона, участвующее лицо party п
страна-заказчик client country
страхование ensurance [in'Juorans] п
страховать что-л. в каком-л. месте
ensure smth with smb
страховая премия premium ['pri:mi-
эт] n
страховое покрытие insurance cover
обеспечить страховое покры-
тие arrange for an insurance cover
страховой полис policy n, insurance
policy
строительство construction n
строительство на условиях «под
ключ» turn-key construction
строить construct v, build v
субаренда sublease [sAb'li:z] n
передавать в субаренду sublet v
сублицензия sub-licence n
предоставлять сублицензию
grant a sub-licence
субподрядчик subcontractor n
субподрядчики заказчика
vendor’s engineers
субпоставщик subcontractor n
судно, корабль vessel n
ставить судно на якорь berth [Ьз:0] v
место стоянки (судна, самоле-
та) berth п
сумма sum п, amount п
капитальная cyMMaprincipal sum
паушальная сумма lump sum
(lump-sum)
остаток суммы balance sum
причитающаяся сумма the
amount due
сумма удержания retention
[n'tenjon] money
сумма, указанная в счете invoice
sum
существенный, существенно важ-
ный essential [I'senfal] а
существенный вопрос essential
question
существование existence п
существовать exist v
существующий existing а
сфера (деятельности) field [fi:ld] п
в (данной) сфере in the field
счет account п, invoice п, bill п
выставлять счет make out an in-
voice, invoice v
относить на чей-л. счет charge to
smb’s account
за чей-л. счет for account of smb
считать count v
считать, рассматривать regard v
считать кого-л. ответственным
hold smb responsible
T
таймшит, расписание, табель time-
sheet n
таможенная очистка customs clear-
ance
текущий current a
тендерное предложение tender n
совместное (полное) тендерное
предложение comprehensive
[,knmpn'hensiv] tender
технологическая документация
process documentation
технологическая схема flow sheet
технологический technological a,
process a
технологический процесс techno^
logical process
технологическое оборудование
processing equipment
техно-рабочий проект technical and
execution design
товар(ы) goods n
некачественный (дефектный)
товар defective goods
торги tender n
выигрывать торги win a tender
назначать торги invite (issue) ten-
ders
принимать участие в торгах bid v,
tenders
проводить торги hold a tender
устраивать торги invite bids, tenders
торговать deal in
точность accuracy ['aekjurosi] n
точность исходных данных для
проектирования accuracy of basic
design data
транспортировка transportation n,
carriage n
транспортировка по суше inland
transportation
транспортные средства transport
vehicles, transport facilities
тратта, переводной вексель draft n
требовать (уплаты) claim v
тщательный thorough ['0лга] a
тяжеловесный груз heavy lift
У
убытки losses n
понести убытки sustain losses
терпеть убытки suffer losses
уведомление notice ['nautis] n
без дополнительного уведомле-
ния without further notice
впредь до дальнейшего уве-
домления until (till) further notice
увеличение rise n
уверять assure [o'Juo] v
удаленность remoteness n
удерживать, оставлять у себя re-
tain [n'tein] v '
уместный, относящийся к делу
relevant а
упаковка packing п
управлять govern v
упустить, проглядеть overlook v
урон, повреждение damage п
условие condition п
условие купли-продажи condi-
tions of sale
при условии on condition that, pro-
vided
при условии (если), на тот слу-
чай (если), в том случае (если),
при условии соблюдения subject
to...
условия (контракта) terms and
conditions
услуги services п
соответствующие услуги related
services
устанавливать (цену, срок) fix v, set v
устанавливать, монтировать, со-
бирать install v
установка, монтаж, сборка installa-
tion п
устоять, выстоять, выдержать
withstand [wid'staend] v (withstood)
устранять eliminate [I'limineit] v
устройство mechanism n
набортное погрузочно-разгру-
зочное устройство shipboard han-
dling gear
утверждать approve v, accept v
утверждение approval n
«утечка мозгов» brain drain
ухудшение (качества) deterioration
[di,tiana'reijan] n
участник торгов bidder n, tenderer n
учебный центр training centre
ущерб damage n
Ф
фаза phase n
фактически actually ['sektjuah] adv
фас, франко вдоль борта судна
f.a.s.
финансировать finance [fai'naens] v
фирма firm n
местная фирма local firm
фоб f.o.b.
форма расчета method of payment,
mode of payment
формулировать word v
формулировка wording n
форс-мажорные обстоятельства
force majeure circumstances j,fo:s-
'mei45a's3:komstansiz]
франко борт грузового автомоби-
ля free on truck
франко завод изготовителя ex-
works п
франко рельсы, франко вагон free
on rail, f.o.r.
франко строительная площадка
free on site
фрахтователь charterer n
фрахтовать (судно), сдавать судно
внаем (по чартеру) charter
I'tjkta] v
фундамент foundation п
X
холодильник refrigerator п
хранение storage ['storntfcj п
хранить store v
Ц
цена price п
паушальная цена lump-sum price
продажная цена selling price
ценить appreciate [a'prirjieit] v
4
чартер партия charter party
частотность, периодичность fre-
quency ['fri:kwansi] n
чертеж(и) drawing(s) n
погрузочные чертежи и ин-
струкции shipping drawings and
instructions
рабочие чертежи working draw-
ings
внести исправления в чертежи
revise drawings
честь honour ['ппэ] n
число number n
Ш
штамп stamp n
штат (служащих), персонал staff n
штраф penalty ['penlti] n
требовать уплаты штрафа claim
penalty
штрафные санкции penalty n
Э
экономический эффект economic
benefit
эксперт expert n
эксплуатация operation n
гарантийная эксплуатация
guarantee maintenance
пробная эксплуатация trial run
вводить в эксплуатацию com-
mission v
готовый к коммерческой экс-
плуатации ready for commercial
operation
эффективный efficient [I'fijant] a
Ю
юридический legal ['lizgalj a
ПИСЬМЕННЫЕ ШТАМПЫ ДЛЯ ДЕЛОВОЙ ПЕРЕПИСКИ
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Ввиду вышеизложенного...
В связи с этим...
В связи с Вашей просьбой...
В связи с вышеизложенным...
В противном случае, мы будем вы-
нуждены...
Further to our letter of...
We have to remind you that...
We have pleasure in offering you...
You are no doubt aware that...
You will understand that...
You may know that...
We enclose (are eclosing) a copy of a let-
ter from... about... (in connection
with...)
Please note that...
We are writing to let you know...
Binding Phrases
We express confidence that...
We are sure (confident) that...
At the same time we would like to remind
you that...
We find (consider) it necessary (im-
portant, reasonable) to note...
Apart from the above [said]...
Further to the above...
In addition to the above...
We would welcome the opportunity...
We are taking the opportunity to remind
you that...
It is self understood...
It goes without saying...
We wish to draw your attention to the fact
that...
We would like you to note that...
We wish to bring to you notice that...
In view of the above [said]...
In this connection...
In connection with your request...
In connection with the above [said]...
Otherwise we shall have...
Что касается Вашей просьбы (Вашего
заказа, Вашей претензии)...
Дело в том, что...
В сложившихся обстоятельствах...
По нашему мнению...
В соответствии с Вашей просьбой...
В случае задержки в поставках (в
уплате, в посылке специалистов)...
Мы не испытываем никаких труд-
ностей с...
Мы испытываем затруднения с...
Необходимо признать, что...
До сих пор мы не получили ответа...
Мы не согласны с Вашей точкой зре-
ния по следующим причинам...
В случае Вашего отказа...
В случае неуплаты...
Во избежание задержки в...
В соответствии с прилагаемым кон-
трактом...
В Вашем письме Вы заявляете, что...
Далее Вы пишете...
Более того...
Тем не менее...
В первую очередь...
Фактически...
Кроме того...
Тем временем...
Выражения, используемые в кон-
це письма
Мы будем признательны за быстрый
ответ
As to (as regards, with regard to your re-
quest (your order, your claim)...
| The matter is...
I The point is...
In the circumstances...
In our opinion...
We believe...
We think...
We feel...
As requested by you...
In case of delay in delivery (in payment,
in sending specialists)...
We have (are having) no difficulty in...
We have (are having) difficulty in...
We have to admit that...
So far (Up till now) we have received no
reply...
We cannot accept this point of view for
the following reasons...
I In case of your refusal...
I Should you refuse...
In case of your failure to make pay-
ment[s].„
Should you fail to make payment(s]...
To avoid delay in...
In accordance with the contract en-
closed...
You state (write, are writing) in your let-
ter that...
Further you write...
Moreover...
Nevertheless...
First of all (In the first place)...
In fact (In actual fact/Actually/ Virtu-
ally)...
Besides...
Meanwhile (In the meantime)...
Closing Phrases
Your early reply will be appreciated
Просим обращаться к нам, если Вам
потребуется помощь (содей-
ствие)...
Надеемся получить Ваш ответ в бли-
жайшем будущем
Просим сообщить нам как можно ско-
рее (в ближайшем будущем)
По получении письма просим теле-
графировать (сообщить по факсу)
подтверждение (согласие)
Мы хотели бы заверить Вас...
Надеемся поддержать сотрудничество
с Вами
Будем признательны за быстрое вы-
полнение нашего заказа
Мы не замедлим связаться с нашей
фирмой (проектными организа-
циями, заводами-производителя-
ми)
Заверяем Вас, что мы незамедлитель-
но свяжемся с соответствующими
фирмами
Заверяем Вас, что мы предпримем
срочные меры для исправления
создавшегося положения
Ждем приезда Ваших представителей
для дальнейших переговоров
Ожидаем Вашего согласия (одобре-
ния, подтверждения)
С уважением
If we can be of any assistance please do
not hesitate to contact us
We are looking forward to hearing from
you
We expect your early reply
We expect to hear from you in the near
future
Please, inform us (let us know) in the
shortest possible time (at your earli-
est convenience)
[Up] on receipt of the letter [will you]
please cable (fax) your confirmation
(consent)
We would like to assure you...
We wish (would like) to maintain coop-
eration with you
Your prompt execution of our order will
be (would be) appreciated
We shall not fail to contact (to get in
touch with) our company (design or-
ganizations, manufacturers)
We assure you that we shall get in touch
with companies concerned without
delay
We assure you that we shall take prompt
action (urgent measures) to remedy
(correct, rectify) the situation
We are expecting your representatives
(officials, engineers) to arrive for the
talks
We are looking forward to [receiving]
your consent (approval, confirma-
tion)
Your faithfully
Faithfully yours
Yours truly
Truly yours
Yours sincerely
Sincerely yours
Best regards
CONTENTS
Предисловие..................................................3
Unit 1. Performing a Contract................................5
Unit 2. Carryingout Design Work.............................39
Unit 3. Delivery of Equipment (Goods).......................81
Unit 4. Sending Russian Specialists. Vocational Training
of the Customer’s (Buyer’s) Trainees....................118
Unit 5. Doing Business Through Agents,
Participation in Tenders................................157
Unit 6. Licence and Franchise Agreements...................193
Unit 7. Turn-key Construction..............................230
Unit 8. Turn-key Construction (continued}..................263
Unit 9. Transportation of Cargo............................292
Unit 10. New Forms of Cooperation..........................330
Unit 11. Claims and Complaints.............................364
Англо-русский словарь......................................398
Русско-английский словарь..................................418
Письменные штампы для деловой переписки....................437
ООО «Лист Нью»
/1ИСГ
Адрес: г.Москва, ул. 1-я Парковая, д.7а, к.2.
Для писем: г.Москва, 105037, а/я 11
Тел./факс: (095) 367-70-96, 367-06-61
Издательство: 367-37*40
Время работы: понедельник - пятница с 10 до 17
LI/T
ИЗДАТЕЛЬСТВО, ОПТОВАЯ КНИГОТОРГОВЛЯ
Широкий выбор детской, учебной, прикладной, справочной и языковой литературы.
Учебное издание
Людмила Георгиевна Памухина
Тамила Рафаэльевна Архангельская
Лидия Романовна Жолтая
Светлана Николаевна Любимцева
Английский язык для деловых людей
Редактор Н.А. Шлепанова
Верстка А.А. Егоренков
Оформление обложки В.И. Феногенов
По вопросам приобретения учебника обращаться:
Издательство «Лист Нью» ИД № 06182 от 01.11.01
Адрес: Москва, ул. 1-я Парковая, дом 7а, кор. 2.
Для писем: 105037, Москва, а/я 11
Тел./факс: отдел реализации (095) 367-70-96, 367-06-61
, издательство 367-37-40
E-mail: klen@aha.ru
Издательство » Современное слово»
Беларусь
Адрес: 220021 г. Минск, ул. Центральная-14
Тел.: 238-38-52,273-91-92
Тел./факс: 242-07-52
E-mail: sovrslovo@tut.by
Издательство «Лист Нью»
Лицензия ИД № 06182 от 01.11.2001 г.
Подписано в печать 30.07.2003. Формат 60x84/16.
Бумага типографская. Печать офсетная. Усл. печ. л. 25,8.
Тираж 5000 экз. Заказ Я-532
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