ContentsWarming UpTextWords&PhrasesLanguage PointsExercisesExtensionActivitiesActive Rgading
Contents 1 2 3 4 5 6 Active Reading 2
WarmingUpWatch the video clip and answer the questions.1. What do you know about the man named BryanWoodman?He is a business man, trying to do business in the lineof energy with the King of an Arabian country.2. How are you impressed by the Arabs and their culture?They seem polite but arrogant when talking to aprospective business partner. The Arabian women areinferior to men. The white sheets make them all lookalike...End
Watch the video clip and answer the questions. 1. What do you know about the man named Bryan Woodman? 2. How are you impressed by the Arabs and their culture? Warming Up He is a business man, trying to do business in the line of energy with the King of an Arabian country. They seem polite but arrogant when talking to a prospective business partner. The Arabian women are inferior to men. The white sheets make them all look alike
福TextGJwethey
Text I, we, they
日TextI, we,theyA medium-sized Swedish high-technology corporation was1approached by a compatriot, a businessman with good contacts inSaudi Arabia. The company sent one of their engineers - letme call him Johannesson - to Riyadh, where he was introduced to asmall Saudi engineering firm, run by two brothers in their mid-thirties, both with British university degrees. Johannesson was toassist in a development project on behalf of the Saudi government.However, after six visits over a period of two years, nothing seemedto happen.More....Translation
I, we, they 1 A medium-sized Swedish high-technology corporation was approached by a compatriot, a businessman with good contacts in Saudi Arabia. The company sent one of their engineers – let me call him Johannesson – to Riyadh, where he was introduced to a small Saudi engineering firm, run by two brothers in their midthirties, both with British university degrees. Johannesson was to assist in a development project on behalf of the Saudi government. However, after six visits over a period of two years, nothing seemed to happen. Text
TextJohannesson's meetings with the Saudi brothers were always heldin the presence of the Swedish businessman who had establishedthe first contact. This annoyed Johannesson and his superiors,because they were not at all sure that this businessman did nothave contacts with their competitors as well - but the Saudiswanted the intermediary to be there. Discussions often dwelt onissues having little to do with the business - like Shakespeare, ofwhom both brothers were fansTranslation
Johannesson's meetings with the Saudi brothers were always held in the presence of the Swedish businessman who had established the first contact. This annoyed Johannesson and his superiors, because they were not at all sure that this businessman did not have contacts with their competitors as well – but the Saudis wanted the intermediary to be there. Discussions often dwelt on issues having little to do with the business – like Shakespeare, of whom both brothers were fans. Text
一TextJust when Johannesson's superiors started to doubt the wisdom2of the corporation's investment in these expensive trips, a telexarrived from Riyadh inviting him back for an urgent visit. A contractworth several millions of dollars was ready to be signed.From oneday to the next, the Saudis' attitude changed: The presence of thebusinessman-intermediary was no longer necessary, and for the firsttime Johannesson saw the Saudis smile, and even make jokes.Translation2
2 Just when Johannesson's superiors started to doubt the wisdom of the corporation's investment in these expensive trips, a telex arrived from Riyadh inviting him back for an urgent visit. A contract worth several millions of dollars was ready to be signed. From one day to the next, the Saudis' attitude changed: The presence of the businessman-intermediary was no longer necessary, and for the first time Johannesson saw the Saudis smile, and even make jokes. Text
Text3So far, so good; but the story goes on. The remarkable ordercontributed to Johannesson being promoted to a managementposition in a different division. Thus, he was no longer in charge of theSaudi account. A successor was nominated, another engineer withconsiderable international experience, whom Johannesson personallyintroduced to the Saudi brothers.A few weeks later a telex arrived fromRiyadh in which the Saudis threatened to cancel the contract over adetail in the delivery conditions.More....Translation
3 So far, so good; but the story goes on. The remarkable order contributed to Johannesson being promoted to a management position in a different division. Thus, he was no longer in charge of the Saudi account. A successor was nominated, another engineer with considerable international experience, whom Johannesson personally introduced to the Saudi brothers. A few weeks later a telex arrived from Riyadh in which the Saudis threatened to cancel the contract over a detail in the delivery conditions. Text
TextJohannesson's help was asked. Whenhe came to Riyadh it appeared that the conflict was over a minorissue and could easily be resolved - but only, the Saudis felt, withJohannesson as the corporation's representative. So thecorporation twisted its structure to allow Johannesson to handlethe Saudi account although his main responsibilities were now in acompletely different fieldTranslation2
Johannesson's help was asked. When he came to Riyadh it appeared that the conflict was over a minor issue and could easily be resolved – but only, the Saudis felt, with Johannesson as the corporation's representative. So the corporation twisted its structure to allow Johannesson to handle the Saudi account although his main responsibilities were now in a completely different field. Text
日Text4 The Swedes and the Saudis in this true story have different conceptsof the role of personal relationships in business.For the Swedesbusiness is done with a company; for the Saudis, with a personwhom one has learned to know and trust. As long as one does notknow another person well enough it is convenient to have present anintermediary or go-between, someone who knows and is trusted byboth parties. At the root of the difference between these cultures is afundamental issue in human societies:the role of the individual versusthe role of the groupTranslation
4 The Swedes and the Saudis in this true story have different concepts of the role of personal relationships in business. For the Swedes, business is done with a company; for the Saudis, with a person whom one has learned to know and trust. As long as one does not know another person well enough it is convenient to have present an intermediary or go-between, someone who knows and is trusted by both parties. At the root of the difference between these cultures is a fundamental issue in human societies: the role of the individual versus the role of the group. Text
Text5 The vast majority of people in our world live in societies in whichthe interest of the group prevails over the interest of the individual.I will call these societies collectivist, using a word which to somereaders may have political connotations, but it is not meant hereinanypoliticalsense.More....Translation
5 The vast majority of people in our world live in societies in which the interest of the group prevails over the interest of the individual. I will call these societies collectivist, using a word which to some readers may have political connotations, but it is not meant here in any political sense. Text