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\begin{unitbox}
{\LARGE\bfseries Open C1 English · Unit 13}\\[2mm]
{\Large Business Communication \& Negotiation}\\[2mm]
{\bfseries Grammar:} Cleft sentences (It is / What I…) for emphasis\\
{\bfseries Pronunciation:} Sentence stress and weak forms\\
{\bfseries Generated:} 2026-04-21 05:23
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\begin{itemize}[leftmargin=1.2em]
\item Study the grammar and vocabulary before attempting the output tasks.
\item Use the public site for audio playback; this PDF is the printable study companion.
\item Mark answers directly on paper, then return to the online lesson for media-rich practice.
\item Keep a separate C1 notebook for rewritten answers, useful collocations and pronunciation notes.
\end{itemize}
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Input: reading, listening and media exposure.\\
Language focus: grammar, vocabulary, idioms and Use of English.\\
Output: writing, speaking, mediation and realistic everyday communication.
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\newpage
\lessonbox{Lesson 1: Introduction}{
\section*{¿De qué va esta unidad?}

En el nivel C1 Advanced, la comunicación no trata solo de transmitir información, sino de hacerlo con matices, intención y autoridad. En el mundo profesional, la capacidad de negociar y persuadir es lo que diferencia a un usuario competente de un líder. Esta unidad se sumerge en el complejo terreno de la comunicación empresarial, donde el lenguaje debe ser preciso, diplomático y, a menudo, estratégicamente enfático para lograr objetivos específicos.\par

El gran reto para los estudiantes hispanohablantes en este ámbito es el control de la sofisticación sintáctica. A menudo, tendemos a usar estructuras simples que pueden sonar demasiado directas o poco naturales en contextos de negociación. En esta unidad, aprenderás a utilizar estructuras avanzadas para enfatizar puntos clave y a dominar la entonación necesaria para proyectar confianza sin perder la cortesía profesional, habilidades críticas tanto para el éxito laboral como para las partes de Use of English y Speaking del examen de Cambridge.\par

\section*{Objetivos de aprendizaje}

\begin{itemize}[leftmargin=1.2em]
\item Utilizar cleft sentences (It is... / What I...) para enfatizar puntos cruciales durante una negociación profesional.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Ampliar el vocabulario especializado en contextos de reuniones, acuerdos y resolución de conflictos.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Dominar el sentence stress y las weak forms para mejorar la fluidez y la naturalidad al hablar en entornos de negocios.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Desarrollar estrategias de lectura crítica para comprender informes y propuestas comerciales complejas.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Practicar la escucha selectiva de debates y negociaciones para identificar posturas y matices de opinión.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Perfeccionar la redacción de correos electrónicos formales y propuestas de mediación siguiendo los estándares del examen C1.
\end{itemize}

\section*{Lo que vas a encontrar}

\begin{itemize}[leftmargin=1.2em]
\item Introduction: Una visión general de los escenarios de negocios que exploraremos.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Grammar: Dominio de las cleft sentences para dar énfasis estratégico a tus argumentos.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Vocabulary: Términos avanzados sobre acuerdos, disputas y gestión de reuniones.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Idioms: Expresiones idiomáticas esenciales para sonar natural en contextos de negociación.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Reading: Análisis de textos profesionales sobre tendencias de mercado y comunicación corporativa.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Listening: Práctica de comprensión auditiva con diálogos de negociaciones reales.
\end{itemize}
\{\$\textbackslash\{\}text\{7. Use of English:\}\} Ejercicios de transformación y reescritura enfocados en estructuras de énfasis.\par

\begin{itemize}[leftmargin=1.2em]
\item Writing: Redacción de documentos profesionales y de respuesta a propuestas.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Speaking: Simulaciones de juegos de rol para practicar la negociación y la persuasión.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Mediation: Ejercicios para sintetizar información de diferentes fuentes para resolver problemas profesionales.
\end{itemize}

\section*{Tiempo estimado}

Total: 6 horas\par

\begin{itemize}[leftmargin=1.2em]
\item Introduction: 15 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Grammar: 45 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Vocabulary: 30 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Idioms: 30 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Reading: 40 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Listening: 40 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Use of English: 40 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Writing: 45 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Speaking: 45 min
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Mediation: 30 min
\end{itemize}
}
\lessonbox{Lesson 2: Grammar Focus}{
\section*{Explicación (en español)}

En el nivel C1 Advanced, la capacidad de enfatizar información clave es fundamental para negociaciones y presentaciones de impacto. Las cleft sentences (frases hendidas o de división) se utilizan para "dividir" una oración simple en dos partes, permitiendo que el hablante dirija la atención del oyente hacia un elemento específico (el sujeto, el objeto o la acción). En lugar de decir simplemente "We need more time", podemos decir "What we need is more time", lo cual suena mucho más profesional y enfocado.\par

Existen dos tipos principales que utilizaremos en esta unidad. Las It-clefts (comienzan con It is/was...) se usan para enfatizar el sujeto o el objeto de la oración. Por ejemplo, si alguien te pregunta quién firmó el contrato, no dirías simplemente "John signed it", sino "It was John who signed it" (Fue John quien lo firmó). Las Wh-clefts (comienzan con What...) se utilizan para enfatizar una idea completa o una acción. Estas son extremadamente útiles en negociaciones para resaltar requisitos o problemas principales.\par

Un error muy común entre los hispanohablantes es intentar traducir literalmente estructuras del español. En español, solemos usar "Lo que..." de forma muy libre, pero en inglés, las Wh-clefts deben seguir una estructura gramatical estricta. Otro error típico es olvidar que, en una It-cleft, el verbo principal debe concordar con el elemento enfatizado. Por ejemplo, si enfatizamos "The managers" (plural), el verbo debe ser "are", no "is".\par

En el contexto de Business Communication, las cleft sentences ayudan a suavizar peticiones o, por el contrario, a marcar límites claros. Usar "What I am suggesting is..." suena mucho más diplomático y estructurado que simplemente lanzar una idea al aire. Dominar estas estructuras te permitirá pasar de un inglés funcional a un inglés persuasivo y de nivel avanzado.\par

\section*{Form — estructura}

Type |\par
Structure |\par
Purpose |\par
Example |\par

It-cleft |\par
It + is/was + [emphasized part] + relative pronoun (that/who) |\par
To focus on a specific person or thing. |\par
It was the marketing budget that caused the delay. |\par

Wh-cleft |\par
What + clause + is/was + [emphasized part] |\par
To focus on an idea, action, or requirement. |\par
What we need is a more flexible contract. |\par

All-cleft |\par
All + clause + is/was + [emphasized part] |\par
To emphasize that there is only one thing. |\par
All they want is a signed agreement. |\par

\section*{Examples}

\begin{itemize}[leftmargin=1.2em]
\item It was the sudden change in interest rates that affected our investment. (Fue el repentino cambio en los tipos de interés lo que afectó nuestra inversión.)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item What we require is a more detailed breakdown of the costs. (Lo que requerimos es un desglose más detallado de los costes.)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item It is your expertise in international law that makes you the perfect candidate. (Es tu experiencia en derecho internacional lo que te convierte en el candidato perfecto.)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item What I am proposing is a merger between our two departments. (Lo que estoy proponiendo es una fusión entre nuestros dos departamentos.)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item It was not the price, but the delivery time that we found problematic. (No fue el precio, sino el tiempo de entrega lo que nos resultó problemático.)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item All we need to do is reach a consensus on the final terms. (Todo lo que necesitamos hacer es llegar a un consenso sobre los términos finales.)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item What happened during the meeting was a complete misunderstanding of the goals. (Lo que ocurrió durante la reunión fue un malentendido total de los objetivos.)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item It is the quality of the service that distinguishes us from our competitors. (Es la calidad del servicio lo que nos distingue de nuestros competidores.)
\end{itemize}

\section*{Contrast}

-\par
✗ What we need is more employees. / ✓ What we need is to hire more employees.\par
(In Wh-clefts, if you use a verb after 'is', it's better to use the infinitive or a noun phrase to maintain clarity.)\par

-\par
✗ It is the CEO he called. / ✓ It is the CEO whom he called.\par
(In formal business English, when emphasizing a person as the object, 'whom' or 'that' is preferred over 'who'.)\par

-\par
✗ What I want is to I go to London. / ✓ What I want is to go to London.\par
(Avoid repeating the subject 'I' after the 'is' in a Wh-cleft structure.)\par

-\par
✗ It was my colleagues they were arguing with. / ✓ It was my colleagues that they were arguing with.\par
(The relative pronoun 'that' or 'who' is necessary to connect the emphasized part to the rest of the sentence.)\par

\section*{Mini-quiz — 10 preguntas}

Part 1: Rewrite the sentences using the prompts provided to emphasize the underlined part.\par

\begin{itemize}[leftmargin=1.2em]
\item The marketing team made this mistake. (Use It was...)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item I only want a clear explanation of the budget. (Use All I want...)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item We need a more competitive price. (Use What we need...)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item The board of directors approved the merger. (Use It was...)
\end{itemize}

Part 2: Multiple Choice. Choose the correct option (a, b, or c).\par

-\par
\_\_ we should focus on is improving customer retention.\par
a) It is\par
b) What\par
c) That\par

-\par
It was the lack of communication \_\_ led to the project's failure.\par
a) which\par
b) who\par
c) what\par

-\par
What \_\_ is to find a way to reduce overhead costs.\par
a) we need\par
b) is we need\par
c) is needing\par

Part 3: Fill in the gaps with a suitable word (e.g., is, was, that, what, who).\par

-\par
It was during the negotiation \_\_ the deal finally fell through.\par

-\par
What I am trying to say \_\_ that we are over budget.\par

-\par
It was the legal department \_\_ insisted on these changes.\par

Respuestas:\par
1. It was the marketing team that/who made this mistake.\par
2. All I want is a clear explanation of the budget.\par
3. What we need is a more competitive price.\par
4. It was the board of directors that/who approved the merger.\par
5. b) What\par
6. a) which\par
7. a) we need\par
8. that\par
9. is\par
10. that / who\par
}
\lessonbox{Lesson 3: Vocabulary Lab}{
\section*{Vocabulario C1 — Business Communication \& Negotiation}

30 palabras con definición, traducción, ejemplo y audio.\par



\subsection*{substantiate  //}
/səbˈstæn.ʃi.eɪt/v\par
Definition:To provide evidence to support or prove the truth of a claim or statement.\par
Traducción:sustanciar / corroborar\par
Example:The consultant was unable to substantiate the projected growth figures during the quarterly review.\par
Collocation:substantiate a claim\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# equivocal  //
\end{itemize}
/ɪˈkwɪv.ə.kəl/adj\par
Definition:Open to more than one interpretation; ambiguous or uncertain.\par
Traducción:equívoco / ambiguo\par
Example:The CEO's equivocal response to the merger rumours left the shareholders feeling uneasy.\par
Collocation:equivocal results\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# paradigm  //
\end{itemize}
/ˈpær.ə.daɪm/n\par
Definition:A typical example or pattern of something; a model.\par
Traducción:paradigma\par
Example:The shift towards remote work represents a new paradigm in corporate culture.\par
Collocation:paradigm shift\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# cogent  //
\end{itemize}
/ˈkoʊ.dʒənt/adj\par
Definition:Clear, logical, and convincing.\par
Traducción:convincente / coherente\par
Example:She presented a cogent argument for restructuring the department to improve efficiency.\par
Collocation:cogent argument\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# delineate  //
\end{itemize}
/dɪˈlɪn.i.eɪt/v\par
Definition:To describe or portray something precisely.\par
Traducción:delinear / describir detalladamente\par
Example:The contract clearly delineates the responsibilities of both the client and the agency.\par
Collocation:delineate responsibilities\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# concede  //
\end{itemize}
/kənˈsiːd/v\par
Definition:To admit that something is true or valid after first denying or resisting it.\par
Traducción:conceder / admitir\par
Example:After reviewing the data, the negotiator had to concede that their initial valuation was too high.\par
Collocation:concede a point\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# leverage  //
\end{itemize}
/ˈliː.vər.ɪdʒ/v\par
Definition:To use something to maximum advantage.\par
Traducción:aprovechar / potenciar\par
Example:We need to leverage our technological advantages to secure the deal.\par
Collocation:leverage resources\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# contingent  //
\end{itemize}
/kənˈtɪn.dʒənt/adj\par
Definition:Subject to chance; occurring only if certain circumstances are met.\par
Traducción:supeditado a / contingente\par
Example:The final approval is contingent upon the successful completion of the audit.\par
Collocation:contingent on something\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# arbitrate  //
\end{itemize}
/ˈɑːr.bɪ.treɪt/v\par
Definition:To reach an authoritative judgment or settlement in a dispute.\par
Traducción:arbitrar / mediar\par
Example:The legal team was called in to arbitrate the dispute between the two suppliers.\par
Collocation:arbitrate a dispute\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# imperative  //
\end{itemize}
/ɪmˈper.ə.tɪv/adj\par
Definition:Of vital importance; crucial.\par
Traducción:imperativo / crucial\par
Example:It is imperative that we reach a consensus before the end of the fiscal year.\par
Collocation:imperative that...\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# negotiate  //
\end{itemize}
/nəˈɡoʊ.ʃi.eɪt/v\par
Definition:To try to reach an agreement or compromise through discussion.\par
Traducción:negociar\par
Example:The team is working hard to negotiate a more favourable contract.\par
Collocation:negotiate terms\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# compromise  //
\end{itemize}
/ˈkɒm.prə.maɪz/n/v\par
Definition:An agreement reached by each side making concessions.\par
Traducción:acuerdo / compromiso\par
Example:After hours of discussion, they finally reached a reasonable compromise.\par
Collocation:reach a compromise\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# consensus  //
\end{itemize}
/kənˈsen.səs/n\par
Definition:A general agreement among a group of people.\par
Traducción:consenso\par
Example:The board is striving to build a consensus regarding the new sustainability policy.\par
Collocation:reach a consensus\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# scrutinise  //
\end{itemize}
/ˈskruː.tɪ.naɪz/v\par
Definition:To examine or inspect closely and thoroughly.\par
Traducción:escrutar / examinar minuciosamente\par
Example:The auditors will scrutinise every transaction made during the last quarter.\par
Collocation:scrutinise details\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# unilateral  //
\end{itemize}
/ˌjuː.nɪˈlæt.ər.əl/adj\par
Definition:An action performed by or affecting only one person, group, or country involved in a situation, without the agreement of others.\par
Traducción:unilateral\par
Example:The company's unilateral decision to cut bonuses caused significant friction.\par
Collocation:unilateral decision\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# nuanced  //
\end{itemize}
/ˈnjuː.ɑːnst/adj\par
Definition:Characterised by subtle shades of meaning or expression.\par
Traducción:matizado / sutil\par
Example:A nuanced understanding of the market is essential for successful expansion.\par
Collocation:nuanced approach\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# discrepancy  //
\end{itemize}
/dɪˈskrep.ən.si/n\par
Definition:A lack of compatibility or similarity between two or more facts.\par
Traducción:discrepancia / discrepancia\par
Example:There was a significant discrepancy between the projected budget and the actual spend.\par
Collocation:detect a discrepancy\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# mitigate  //
\end{itemize}
/ˈmɪt.ɪ.ɡeɪt/v\par
Definition:To make something less severe, serious, or painful.\par
Traducción:mitigar / suavizar\par
Example:We must implement strategies to mitigate the risks associated with the new venture.\par
Collocation:mitigate risks\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# reconcile  //
\end{itemize}
/ˈrek.ən.saɪl/v\par
Definition:To make one view or belief compatible with another.\par
Traducción:reconciliar\par
Example:It is difficult to reconcile the company's high profits with its poor environmental record.\par
Collocation:reconcile differences\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# ambiguous  //
\end{itemize}
/æmˈbɪɡ.ju.əs/adj\par
Definition:Open to more than one interpretation; not having one obvious meaning.\par
Traducción:ambiguo\par
Example:The wording of the clause was too ambiguous, leading to legal disputes.\par
Collocation:ambiguous wording\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# synergy  //
\end{itemize}
/ˈsɪn.ə.dʒi/n\par
Definition:The interaction or cooperation of two or more organisations to produce a combined effect greater than the sum of their separate effects.\par
Traducción:sinergia\par
Example:The merger was expected to create significant synergies between the two firms.\par
Collocation:create synergy\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# bottleneck  //
\end{itemize}
/ˈbɒt.əl.nek/n\par
Definition:A situation that causes delay in a process or system.\par
Traducción:cuello de botella\par
Example:The lack of skilled staff has become a major bottleneck in our production line.\par
Collocation:create a bottleneck\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# alignment  //
\end{itemize}
/əˈlaɪn.mənt/n\par
Definition:The state of being in agreement or in a position that matches something else.\par
Traducción:alineación / concordancia\par
Example:We need to ensure strategic alignment between our marketing and sales teams.\par
Collocation:strategic alignment\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# frictionless  //
\end{itemize}
/ˈfrɪk.ʃən.ləs/adj\par
Definition:Smooth and without difficulty; (in tech/business) seamless.\par
Traducción:sin fricciones / fluido\par
Example:Our goal is to provide a frictionless user experience to increase customer loyalty.\par
Collocation:frictionless experience\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# pivot  //
\end{itemize}
/ˈpɪv.ət/v\par
Definition:To fundamentally change the direction of a business or strategy.\par
Traducción:pivotar / cambiar de rumbo\par
Example:The startup had to pivot towards a subscription model to survive the market shift.\par
Collocation:pivot towards something\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# bandwidth  //
\end{itemize}
/ˈbænd.wɪtθ/n\par
Definition:(Informal/Business) The mental capacity or time available to deal with a task.\par
Traducción:capacidad / ancho de banda (mental/temporal)\par
Example:I don't have the bandwidth to take on another project this week.\par
Collocation:have the bandwidth\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# deep dive  //
\end{itemize}
/diːp daɪv/n/v\par
Definition:An in-depth examination or analysis of a particular topic.\par
Traducción:análisis profundo\par
Example:Let's do a deep dive into the analytics to understand why conversion rates dropped.\par
Collocation:conduct a deep dive\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# buy-in  //
\end{itemize}
/ˈbaɪ.ɪn/n\par
Definition:Acceptance of and willingness to support a proposition or decision.\par
Traducción:apoyo / aceptación\par
Example:We need to get buy-in from the department heads before we implement the new policy.\par
Collocation:get buy-in\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# touch base  //
\end{itemize}
/tʌtʃ beɪs/phrase\par
Definition:To briefly contact someone to update them or check progress.\par
Traducción:ponerse en contacto / hablar brevemente\par
Example:I'll touch base with you on Friday to see how the negotiations are progressing.\par
Collocation:touch base with someone\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# game-changer  //
\end{itemize}
/ˈɡeɪmˌtʃeɪ.nər/n\par
Definition:A person or thing that significantly alters the existing situation or activity.\par
Traducción:algo que cambia las reglas del juego\par
Example:The new AI integration is a total game-changer for our customer service efficiency.\par
Collocation:a real game-changer\par

-\par
}
\lessonbox{Lesson 4: Idioms \& Natural Expressions}{
\section*{Idioms \& expressions — Business Communication \& Negotiation}



\subsection*{To touch base  ·  neutral}
neutral\par
Meaning:To briefly contact someone to update them or check progress.\par
Significado:Ponerse en contacto brevemente o hacer un seguimiento.\par
Example:I'll touch base with the legal team tomorrow to ensure the contract is ready for signing.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To reach a stalemate  ·  formal
\end{itemize}
formal\par
Meaning:A situation in which no progress can be made or no agreement can be reached.\par
Significado:Llegar a un punto muerto o estancamiento.\par
Example:Negotiations reached a stalemate when neither side would budge on the equity split.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To move the needle  ·  neutral
\end{itemize}
neutral\par
Meaning:To make a noticeable or significant difference in a situation.\par
Significado:Lograr un cambio significativo o marcar la diferencia.\par
Example:We need a marketing strategy that actually moves the needle on our user acquisition rates.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To be on the same page  ·  neutral
\end{itemize}
neutral\par
Meaning:To have the same understanding or agreement as others.\par
Significado:Estar en la misma sintonía o estar de acuerdo.\par
Example:Before we present to the board, let's make sure we are all on the same page regarding the budget.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To iron out the details  ·  neutral
\end{itemize}
neutral\par
Meaning:To resolve minor problems or finalize the specifics of a plan.\par
Significado:Ultimar los detalles o resolver pequeños problemas.\par
Example:The merger is almost complete; we just need to iron out a few final details in the service level agreement.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To play hardball  ·  informal
\end{itemize}
formal\par
Meaning:To act in a very aggressive or uncompromising way to get what you want.\par
Significado:Jugar sucio o actuar de forma agresiva/implacable en una negociación.\par
Example:If they don't accept our initial offer, we might have to play hardball to protect our interests.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To lean in  ·  neutral
\end{itemize}
neutral\par
Meaning:To embrace an opportunity or approach a challenge with enthusiasm and focus.\par
Significado:Aprovechar una oportunidad o involucrarse con determinación.\par
Example:Instead of fearing the new AI integration, the leadership decided to lean in and lead the transition.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To be in the loop  ·  neutral
\end{itemize}
neutral\par
Meaning:To be kept informed about a particular situation or project.\par
Significado:Estar al tanto o estar informado.\par
Example:Please keep me in the loop regarding any changes to the project timeline.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To prompt-engineer a solution  ·  neutral
\end{itemize}
neutral\par
Meaning:To use AI-driven interaction to find an answer or resolve a complex problem (contemporary).\par
Significado:Diseñar una solución mediante ingeniería de prompts/IA (contemporáneo).\par
Example:We didn't have the data analysis ready, so we had to prompt-engineer a solution using our new LLM tools.\par

\begin{itemize}[leftmargin=1.2em]
\item \#\#\# To signal-boost a proposal  ·  neutral
\end{itemize}
neutral\par
Meaning:To use digital platforms or internal networks to give visibility to an idea (contemporary).\par
Significado:Dar visibilidad o amplificar una propuesta (contemporáneo).\par
Example:The CEO decided to signal-boost the sustainability proposal to ensure it reached all global departments.\par

-\par
}
\lessonbox{Lesson 5: Reading Practice}{
\section*{Unit 13: Business Communication \& Negotiation}

\subsection*{Reading text}

\subsection*{The Death of the 'Hard Sell': Negotiation in the Age of Radical Transparency}

In the rapidly evolving corporate landscape of 2025, the traditional archetypes of negotiation—the aggressive closer and the tactical silencer—are becoming increasingly obsolete. As digital footprints become permanent and real-time data access becomes universal, the era of information asymmetry, once the negotiator's greatest weapon, has effectively drawn to a close. We have entered the age of radical transparency, where the "hard sell" is no longer just frowned upon; it is professionally suicidal.\par

Historically, successful negotiation relied heavily on the ability to withhold information or manipulate perceptions of value. A seasoned negotiator could walk into a boardroom with a hidden agenda, confident that their counterpart lacked the data to challenge their assertions. However, in today’s hyper-connected environment, such tactics are easily dismantled. With AI-driven market analysis tools and instant access to global supply chain data, any discrepancy between a negotiator's proposal and reality is flagged within seconds. Consequently, the power dynamic has shifted from those who hold the most secrets to those who can build the most credible narratives.\par

This shift necessitates a fundamental change in communication styles. The modern professional must move away from distributive bargaining—a zero-sum game where one party's gain is another's loss—towards more integrative, relationship-based approaches. In a world where reputation is a liquid asset, the long-term value of a partnership often outweighs the immediate windfall of a single successful deal. If a negotiator is caught being deceptive or overly aggressive, the fallout is not merely limited to the current contract; it can lead to a permanent loss of market standing.\par

Furthermore, the rise of remote and asynchronous communication has added a layer of complexity to interpersonal dynamics. Without the subtle cues of body language or the immediate feedback of a face-to-face meeting, misunderstandings can escalate with alarming speed. This has led to the emergence of "empathy-driven negotiation." Professionals are now being trained to use emotional intelligence to bridge the gap created by digital screens. It is no longer enough to be logically sound; one must also be perceived as authentic and emotionally intelligent to maintain trust across virtual interfaces.\par

As we look toward the remainder of the decade, the most successful leaders will be those who view negotiation not as a battle to be won, but as a collaborative problem-solving exercise. The goal is no longer to "beat" the other party, but to co-create value that satisfies both sides. This requires a high degree of psychological sophistication and a commitment to transparency. In this new paradigm, the most powerful tool in a negotiator's arsenal is not a clever trick or a hidden piece of data, but an unshakeable reputation for integrity. Those who fail to adapt to this shift in communicative ethics will find themselves increasingly sidelined in an increasingly transparent global market.\par

\subsection*{Comprehension — multiple choice (Cambridge Part 5 style)}

1. What is the writer's main point in the first paragraph?\par
A. Traditional negotiation tactics are becoming ineffective due to technological changes.\par
B. The "hard sell" is the most efficient way to close deals in 2025.\par
C. Information asymmetry is still the most important tool for modern negotiators.\par
D. Digital footprints are making it harder for companies to expand globally.\par

2. According to the second paragraph, how has the power dynamic changed?\par
A. It has shifted towards those who can successfully hide their true intentions.\par
B. It is now dominated by those who possess the most sophisticated AI tools.\par
C. It has moved from those with secret information to those with credible stories.\par
D. It has become more unpredictable due to the lack of traditional boardroom settings.\par

3. What does the writer suggest about "distributive bargaining" in the modern era?\par
A. It is the most effective way to ensure a win-win outcome.\par
B. It is becoming less viable because of the importance of long-term reputation.\par
C. It is necessary to prevent the loss of "liquid assets" in business.\par
D. It is the primary method used in remote and asynchronous communication.\par

4. How has remote communication affected negotiation, according to the text?\par
A. It has made it easier to use emotional intelligence to influence others.\par
B. It has eliminated the need for traditional negotiation techniques.\par
C. It has introduced new challenges in reading social cues and maintaining trust.\par
D. It has allowed negotiators to hide their true intentions more effectively.\par

5. What is the "new paradigm" of negotiation described by the author?\par
A. A competitive struggle to secure the maximum possible profit.\par
B. A process of using psychological tricks to gain a competitive edge.\par
C. A collaborative effort focused on creating mutual value.\par
D. A way to ensure that all data is shared openly with competitors.\par

6. What is the overall tone of the article?\par
A. Optimistic about the future of aggressive sales tactics.\par
B. Critical of the technological advancements in the business world.\par
class C. Analytical regarding the shifting nature of professional communication.\par
D. Dismissive of the importance of emotional intelligence in business.\par

\subsection*{Gapped text — missing sentences}

Instructions: Read the text again. Four sentences have been removed. Choose from the sentences A-E to fill the gaps. There is one extra sentence which you do not need to use.\par

A. This lack of physical presence means that negotiators must work harder to establish rapport.\par
B. Consequently, the focus has shifted toward building trust through transparency.\par
C. Therefore, the most successful deals are those where both parties feel they have lost something.\par
D. In such a climate, the ability to manipulate data is no longer a sustainable strategy.\par
E. Such an approach requires a total overhaul of how we train future business leaders.\par

\subsection*{Glossary}

\begin{itemize}[leftmargin=1.2em]
\item Obsolete (obsoleto/en desuso)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Asymmetry (asimetría)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Dismantle (desmantelar)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Windfall (golpe de suerte/ganancia inesperada)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Fallout (consecuencias negativas/repercusiones)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Asynchronous (asíncrono)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Sophistication (sofisticación/complejidad)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Arsenal (arsenal/conjunto de recursos)
\end{itemize}

\subsection*{Answers}

Comprehension\par
1. A\par
2. C\par
3. B\par
4. C\par
5. C\par
6. C\par

Gapped text (Note: In a real exam, these would fit into specific gaps in the text. For this exercise, identify the logical match):\par
The sentences are provided as a matching exercise to the themes of the text.\par
*   Gap in Para 2 (Information asymmetry): D\par
*   Gap in Para 3 (Reputation/Windfall): B\par
*   Gap in Para 4 (Remote communication): A\par
*   Gap in Para 5 (New paradigm): E\par
(Distractor: C)\par
}
\lessonbox{Lesson 6: Listening Lab}{
\section*{Mastering the Art of Negotiation}

Esta actividad de comprensión auditiva se divide en tres partes: preguntas de opción múltiple, completar frases y preguntas de comprensión sobre un monólogo. Escucha atentamente los audios para identificar detalles específicos, ideas principales y vocabulario avanzado.\par

\subsection*{Part 1 — Conversation (questions 1–6)}

\# |\par
Question |\par
Options |\par

1 |\par
What is the primary reason for Speaker 1's apprehension regarding the merger? |\par
A fear of losing financial stability  /  Concerns about how the two company cultures will merge  /  Anxiety over the loss of individual jobs  /  Disagreement with the strategic objectives |\par

2 |\par
How does Speaker 2 describe the potential changes to Speaker 1's company structure? |\par
A complete overhaul of the existing hierarchy  /  A total replacement of the current management  /  Minor adjustments to ensure smooth operation  /  A significant shift towards a more lateral model |\par

3 |\par
What does Speaker 1 fear might happen if communication protocols are not established? |\par
The merger will be cancelled immediately  /  Significant bottlenecks will occur in the workflow  /  The company will lose its competitive edge  /  A power struggle will happen instantly |\par

4 |\par
What is the 'crux of the matter' according to the speakers? |\par
The immediate financial implications of the deal  /  The need to align their long-term visions  /  The difficulty of managing day-to-day friction  /  The risk of being overtaken by competitors |\par

5 |\par
Why does Speaker 2 argue that consolidation is necessary? |\par
To avoid the discomfort of integration  /  To prevent competitors from exploiting their weakness  /  To eliminate the need for a management transition  /  To ensure the merger is successful at the eleventh hour |\par

6 |\par
What is the final agreed-upon strategy to move forward? |\par
To delay the merger until more details are known  /  To focus on the most controversial issues first  /  To prioritize the operational side over strategy  /  To ignore the cultural differences for now |\par

\subsection*{Part 2 — Monologue: sentence completion (questions 7–12)}

Complete each sentence with 1–3 words from the recording.\par

1.  Speaker 1 is worried about the potential for \_ once the merger is complete.\par

2.  The speaker describes the situation as a \_ because they must choose between integration or obsolescence.\par

3.  Speaker 2 suggests that the differences in company structure might require some \_.\par

4.  Speaker 1 fears that without clear protocols, the company will run into \_.\par

5.  The speaker mentions that they have not come this far to let \_ ruin the deal.\par

6.  The goal is to strike a \_ between maintaining strengths and creating a cohesive unit.\par

\subsection*{Part 3 — Panel discussion (questions 13–18)}

13. According to the narrator, what is a common misconception about negotiation?\par
\begin{itemize}[leftmargin=1.2em]
\item That it is a tool for building rapport
\item That it is a zero-sum game where one side must lose
\item That it requires active listening techniques
\item That it is primarily about reaching a consensus
\end{itemize}

14. What is the main advantage of 'principled negotiation'?\par
\begin{itemize}[leftmargin=1.2em]
\item It allows you to defend your rigid positions
\item It focuses on interests rather than fixed positions
\item It ensures you always get a ten percent increase
\item It prevents the need for any compromise
\end{itemize}

15. Why does the narrator suggest that active listening is beneficial?\par
\begin{itemize}[leftmargin=1.2em]
\item It allows you to dominate the conversation
\item It helps you gather intelligence and understand nuances
\item It is a way to avoid making any concessions
\item It makes the negotiation process much faster
\end{itemize}

16. What is the purpose of 'hedging' in professional communication?\par
\begin{itemize}[leftmargin=1.2em]
\item To sound more assertive and dominant
\item To hide the truth from your counterpart
\item To present ideas without being confrontational
\item To avoid discussing the most important topics
\end{itemize}

17. What does 'BATNA' stand for in the context of the lecture?\par
\begin{itemize}[leftmargin=1.2em]
\item A way to ensure a win-win outcome
\item A strategy to avoid all possible risks
\item The best alternative to a negotiated agreement
\item A method for building rapport with partners
\end{itemize}

18. What is the consequence of negotiating without a clear BATNA?\par
\begin{itemize}[leftmargin=1.2em]
\item You will be forced to accept a bad deal
\item You will appear too aggressive to your counterpart
\item You will negotiate from a position of weakness
\item You will fail to achieve your primary objectives
\end{itemize}

\subsection*{Vocabulario clave}

\begin{itemize}[leftmargin=1.2em]
\item to hash out — discutir/resolver algo detalladamente  - apprehensive — aprensivo/temeroso  - at the eleventh hour — en el último momento  - the crux of the matter — el quid de la cuestión / el punto crucial  - obsolescence — obsolescencia  - pivotal — crucial/fundamental  - to draw a line in the sand — marcar un límite infranqueable  - a pushover — alguien fácil de manipular/sumiso  \#\#\# Respuestas
\end{itemize}

Part 1: 1. C  ·  2. A  ·  3. C  ·  4. D  ·  5. C  ·  6. C\par
Part 2: 1. power struggles  ·  2. catch-22  ·  3. fine-tuning  ·  4. significant bottlenecks  ·  5. cold feet  ·  6. balance\par
Part 3: 13. A  ·  14. C  ·  15. A  ·  16. D  ·  17. B  ·  18. A\par

\subsection*{Transcript}

Ver transcript completo\par

SEGMENT 1 — CONVERSATION\par

Speaker 1: So, I suppose we’re finally sitting down to hash out the terms for the merger, but I must admit, I’m feeling a little apprehensive about the whole thing.\par

Speaker 2: I can see why you might feel that way, but I think it’s important to keep things in perspective. We haven't exactly come this far to let cold feet ruin the deal at the eleventh hour.\par

Speaker 1: It’s not so much cold feet as it is a concern regarding the cultural integration. If we move forward, how on earth are we going to reconcile our corporate identities? Your team is much more... well, let’s say, hierarchical, whereas we tend to operate on a more lateral basis.\par

Speaker 2: That’s a valid point, and I wouldn't want to dismiss it. However, I think we might be overstating the friction. It’s certainly going to require some fine-tuning, but I’m confident we can find a middle ground. We’re not looking to overhaul your entire structure, you know?\par

Speaker 1: I hear you, but "fine-tuning" sounds a bit like an understatement. If we don't establish clear communication protocols from the outset, we're going to run into significant bottlenecks.\par

Speaker 2: Well, that’s exactly why we’re having this discussion now. We need to strike a balance between maintaining our respective strengths and creating a cohesive unit. I’m prepared to be flexible on the operational side, provided we can reach an agreement on the core strategic objectives.\par

Speaker 1: I suppose that’s the crux of the matter, isn't it? If we can align our long-term visions, the day-to-day friction might be manageable. But I’ll be honest, I’m still somewhat wary of the potential for power struggles once the dust settles.\par

Speaker 2: Look, I understand your hesitation. It’s perfectly natural to be cautious when the stakes are this high. But let’s try to look at the bigger picture. If we don't consolidate, our competitors will certainly take advantage of our fragmented position.\par

Speaker 1: I can't argue with that. It’s a bit of a catch-22, really. We either face the discomfort of integration or the risk of obsolescence.\par

Speaker 2: Precisely. So, shall we try to look at the specific clauses regarding the management transition? Perhaps if we tackle the most contentious issues first, the rest will fall into place.\par

Speaker 1: That sounds like a sensible way to approach it. Let's dive in, then.\par

SEGMENT 2 — MONOLOGUE\par

Narrator: Good afternoon, everyone. Today, we’re delving into a topic that is frequently misunderstood, yet remains absolutely pivotal to professional success: the art of effective negotiation. Now, many people mistakenly believe that negotiation is essentially a zero-sum game—a battle of wits where one side must win and the other must lose. However, in a sophisticated business environment, this mindset is not only outdated but fundamentally flawed.\par

Narrator: To truly master negotiation, one must first understand the concept of 'principled negotiation.' This approach, rather than focusing on rigid positions, focuses on interests. When you focus on a position, such as "I want a ten percent increase," you are essentially drawing a line in the sand. This often leads to deadlock. But when you shift the focus to the underlying interest—for instance, "I need to ensure my team's compensation reflects the increased workload"—you open up a much broader spectrum of potential solutions.\par

Narrator: This leads us to the importance of rapport-building and active listening. It might seem counter-intuitive to spend so much time listening when you are trying to persuade, but in reality, the more you listen, the more intelligence you gather. By employing active listening techniques, you can identify the subtle nuances of your counterpart's needs, their fears, and their non-negotiable constraints. This isn't about being a pushover; it's about gathering the data necessary to craft a proposal that is both persuasive and sustainable.\par

Narrator: Furthermore, we should touch upon the concept of 'hedging' in communication. In high-stakes negotiations, being overly assertive can often trigger defensiveness in the other party. Using cautious language—what we call hedging—allows you to present your ideas without sounding confrontational. Instead of saying, "This price is unacceptable," which is quite blunt, you might say, "I'm slightly concerned that this pricing structure might not be sustainable in the long term." This subtle shift in tone keeps the dialogue open and prevents the conversation from devolving into an argument.\par

Narrator: Finally, it is crucial to prepare a BATNA—a Best Alternative to a Negotiated Agreement. This is your safety net. Knowing your BATNA gives you the confidence to walk away from a bad deal. Without a clear understanding of your alternatives, you are essentially negotiating from a position of weakness, which can lead to regrettable concessions. So, as you prepare for your next meeting, don't just think about what you want to say; think about what you need to know and what your alternatives truly are.\par

SEGMENT 3 — PANEL DISCUSSION\par

Speaker 1: Welcome to our final panel discussion of the day. We’ve been discussing various facets of business communication, and now we’re going to tackle the elephant in the room: the rise of remote work and its impact on professional negotiation and relationship building. Joining me are two experts in the field.\par

Speaker 2: Thank you for having me. It’s a fascinating time to be discussing this.\par

Speaker 3: It certainly is. I think we have a lot to unpack here.\par

Speaker 1: Let’s jump straight in. Speaker 2, you’ve argued in your recent paper that digital communication is actually enhancing our ability to negotiate. Do you truly believe that the lack of physical presence doesn't hinder the rapport-building process?\par

Speaker 2: Well, I wouldn't say it's "enhancing" it in a vacuum, but it certainly provides a different set of tools. Digital communication forces us to be more concise and more deliberate with our language. When you can't rely on physical cues or body language to the same extent, you have to become much more adept at verbal and written clarity. It necessitates a higher level of emotional intelligence to read between the lines of an email or a video call.\par

Speaker 3: I have to respectfully disagree with that, Speaker 2. While I acknowledge the efficiency of digital tools, I believe we are losing something vital. Negotiation is, at its heart, a human endeavor. There is a level of nuance, a subtle energy in a room, that is simply impossible to replicate through a screen. The "micro-expressions" and the unspoken tension that can shift the direction of a negotiation are often lost in translation via Zoom or Teams.\par

Speaker 1: That's a compelling point, Speaker 3. But isn't it true that many of the most successful global deals are now being brokered virtually?\par

Speaker 3: Certainly, they are. But I'd argue that those are often the deals where the groundwork has already been laid through face-to-face interaction. The virtual meeting is often just the final stage of the process. I'm concerned about the junior professionals who are entering the workforce now. They aren't getting that "apprenticeship" in reading human dynamics that comes from being in the same room as a seasoned negotiator.\par

Speaker 2: I see your point, but I think we shouldn't romanticise the past. Physical presence isn't always an advantage. Sometimes, it can lead to unnecessary biases or even physical intimidation. Digital platforms can, in some ways, level the playing field.\par

Speaker 1: So, we have a tension between the efficiency of the digital age and the depth of traditional interpersonal interaction. How do we find a way to integrate both without losing the essence of effective communication?\par

Speaker 3: I think it's about intentionality. We need to recognise when a situation requires a face-to-face meeting and when a digital approach is sufficient. It's about being strategic with our medium.\par

Speaker 2: I couldn't agree more. It's not about one being better than the other, but about understanding the context of the negotiation at hand.\par
}
\lessonbox{Lesson 7: Use of English}{
\section*{Part 1 — Word formation}

Instructions: Read the text below. Use the word in CAPITALS at the end of some of the lines to form a word that fits in the gap in the same line. There is an example at the beginning (0).\par

In today's global market, effective communication is essential for any successful business. (0) unclear (CLEAR) negotiators must be able to convey their points precisely to avoid any (1) \_ between parties. During a high-stakes meeting, the (2) \_ of the arguments presented can often determine the final outcome. It is also vital to maintain a level of (3) \_\_\_\_ when discussing sensitive contractual terms.\par

Sometimes, a lack of (4) \_ can lead to significant misunderstandings, especially when working across different cultures. Therefore, businesses often invest in training to improve the (5) \_ of their staff. A (6) \_ approach to problem-solving is often required to reach a mutually beneficial agreement. Ultimately, the ability to reach a (7) \_ is a sign of a well-managed negotiation process.\par

\begin{itemize}[leftmargin=1.2em]
\item \_\_\_\_ (UNDERSTAND)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item \_\_\_\_ (PERSUADE)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item \_\_\_\_ (PROFESSION)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item \_\_\_\_ (TRANSPARENT)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item \_\_\_\_ (EFFECT)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item \_\_\_\_ (STRATEGY)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item \_\_\_\_ (SETTLE)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item \_\_\_\_ (SUCCESS)
\end{itemize}

\section*{Part 2 — Key word transformations}

Instructions: Complete the second sentence so that it has a similar meaning to the first sentence, using the word given. Do not change the word given. You must use between three and six words, including the word given.\par
1. The main problem was his lack of preparation for the meeting. | WAS\par
→ \_\_ that he was not prepared for the meeting.\par
2. I only realised how much we had lost when the contract was signed. | REALIZED\par
→ What \_\_ was how much we had lost when the contract was signed.\par
3. We need to focus on the budget, not on the marketing strategy. | IS\par
→ It \_\_ on the budget rather than on the marketing strategy.\par
4. He didn't mention the deadline, which caused a lot of trouble. | WAS\par
→ It \_\_ that he didn't mention the deadline.\par
5. I want you to sign the agreement immediately. | WANT\par
→ What \_\_ is for you to sign the agreement immediately.\par
6. The delay in shipping was caused by the new regulations. | WAS\par
→ It \_\_ the new regulations that caused the delay in shipping.\par

\section*{Answer key}

Part 1\par
1. misunderstanding\par
2. persuasiveness\par
3. professionalism\par
4. transparency\par
5. effectiveness\par
6. strategic\par
7. settlement\par
8. successful\par
Part 2\par
1. was his lack of preparation\par
2. I only realized\par
3. is to focus\par
4. was that\par
5. I want\par
6. was\par
}
\lessonbox{Lesson 8: Writing Workshop}{
\section*{Unit 13: Business Communication \& Negotiation}

\section*{Writing: The Formal Proposal}

\section*{Task (Cambridge C1 Advanced, Part 2)}

Question:\par
You work for a multinational company that is planning to move towards a more flexible working model. Your manager has asked you to write a proposal outlining how the company could implement a hybrid working scheme.\par

In your proposal, you should:\par
* Suggest how many days employees should work from home and how many from the office.\par
* Propose how communication and team cohesion can be maintained.\par
* Explain how this change might affect productivity and employee retention.\par

Write your proposal.\par
Word count: 220–260 words.\par

\section*{Tips (en español)}

\begin{itemize}[leftmargin=1.2em]
\item Structure: Utiliza subtítulos claros para cada sección (e.g., Introduction, Proposed Scheme, Impact on Productivity). Esto es vital en un proposal para que el lector encuentre la información rápidamente.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Register: Mantén un tono formal y profesional. Evita contracciones (don't, won't) y lenguaje coloquial. Usa la voz pasiva para sonar más objetivo.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Linking: Usa conectores de transición avanzados para guiar al lector entre ideas. No te limites a and o but; usa furthermore, nevertheless o consequently.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Hedging: En negocios, no siempre puedes ser tajante. Usa "hedging" (lenguaje cauteloso) como it is highly probable that... o this could potentially lead to... para mostrar profesionalismo.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Evaluación de ideas: No solo presentes hechos; evalúa las consecuencias. No digas solo "trabajaremos desde casa", di "esto permitirá un equilibrio vida-trabajo que aumentará la lealtad".
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Time management: Dedica 5 minutos a planificar la estructura antes de escribir. En el examen, el tiempo es oro; no te quedes atrapado en un párrafo.
\end{itemize}

\section*{Useful language}

\# |\par
Expression |\par
Español |\par
Audio |\par

1 |\par
What immediately stands out is... |\par
Lo que destaca enseguida es... |\par
|\par

2 |\par
At first glance, the scene appears to... |\par
A primera vista, la escena parece... |\par
|\par

3 |\par
Whereas the first image suggests..., the second one points to... |\par
Mientras que la primera imagen sugiere..., la segunda apunta a... |\par
|\par

4 |\par
There is a striking contrast between... and... |\par
Hay un contraste marcado entre... y... |\par
|\par

5 |\par
The people seem to be dealing with... |\par
Las personas parecen estar lidiando con... |\par
|\par

6 |\par
It is highly likely that... |\par
Es muy probable que... |\par
|\par

7 |\par
One could infer that... |\par
Se podría inferir que... |\par
|\par

8 |\par
This might reflect a broader issue: ... |\par
Esto podría reflejar un problema más amplio: ... |\par
|\par

9 |\par
Although the setting is different, both images convey... |\par
Aunque el contexto es distinto, ambas imágenes transmiten... |\par
|\par

10 |\par
The overall impression is one of... |\par
La impresión general es de... |\par
|\par

11 |\par
This would be a useful example of... |\par
Esto sería un ejemplo útil de... |\par
|\par

12 |\par
I would argue that the second image feels more... |\par
Diría que la segunda imagen resulta más... |\par
|\par

\section*{Model answer}

Proposal for the Implementation of a Hybrid Working Model\par

Introduction\par
The purpose of this proposal is to outline a transition towards a hybrid working model within the company. This document suggests a structured approach to balance flexibility with operational efficiency.\par

Proposed Working Arrangement\par
It is suggested that employees adopt a three-two model: three days of in-office presence and two days of remote work per week. This arrangement ensures that core collaborative tasks are performed face-to-face, while providing employees with the autonomy to manage their personal commitments. To maintain team cohesion, it is vital that all staff members are present in the office on Tuesdays and Wednesdays to facilitate weekly department meetings.\par

Communication and Productivity\par
To address the potential risks of isolation, the company should implement advanced digital communication tools. While it is true that remote work can sometimes lead to fragmentation, the use of integrated project management software could mitigate this risk. Furthermore, regular video conferences will ensure that team spirit remains intact. It is highly likely that this flexibility will lead to an increase in productivity, as employees can focus on deep-work tasks in a quiet home environment.\par

Impact on Retention\par
Regarding employee retention, offering a hybrid model is a significant competitive advantage. In the current job market, flexibility is often as valued as salary. Consequently, adopting this scheme could significantly reduce turnover rates.\par

Conclusion\par
In conclusion, I recommend the immediate adoption of this hybrid model. By balancing office presence with remote flexibility, the company will likely see improved morale and sustained productivity.\par

\section*{Marking checklist}

\begin{itemize}[leftmargin=1.2em]
\item Content: Has the candidate addressed all three bullet points from the task? Is the information relevant to the reader (the manager)?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Communicative Achievement: Is the tone appropriately formal and professional? Does the text follow the conventions of a proposal (using headings and an objective tone)?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Organisation: Is the text logically organised into clear paragraphs with headings? Are cohesive devices (linking words) used to connect ideas smoothly?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Language: Is there a wide range of advanced vocabulary and complex grammatical structures? Are there errors that impede communication?
\end{itemize}
}
\lessonbox{Lesson 9: Speaking Lab}{
\section*{Speaking — describe \& compare}

Se te presentan dos fotografías. Compara y contrasta ambas imágenes, centrándote en las diferentes formas de comunicación y el tono de las negociaciones. Debes hablar durante 1 minuto sobre la relación entre las imágenes y luego responder a una pregunta relacionada durante 1 minuto. Total: 2 minutos.\par

\begin{center}
\includegraphics[width=0.82\linewidth]{\detokenize{/Users/c/c1-run/public/generated/images/unit-013-speaking-speaking.png}}\\[1mm]
{\small speaking}
\end{center}

\subsection*{Useful phrases}

\begin{itemize}[leftmargin=1.2em]
\item It appears as though the atmosphere is somewhat strained. — Parece como si el ambiente estuviera algo tenso.  - In stark contrast to the first scene, this one suggests... — En marcado contraste con la primera escena, esta sugiere...  - One could infer that they are reaching an impasse. — Se podría inferir que están llegando a un punto muerto.  - The subtle body language implies a sense of urgency. — El lenguaje corporal sutil implica una sensación de urgencia.  - While the first image depicts a collaborative effort, the second... — Mientras que la primera imagen representa un esfuerzo colaborativo, la segunda...  - There is a palpable sense of tension between the parties. — Hay una sensación de tensión palpable entre las partes.  - Judging by their facial expressions, it seems likely that... — A juzgar por sus expresiones faciales, parece probable que...  - The setting serves to underscore the seriousness of the meeting. — El entorno sirve para subrayar la seriedad de la reunión.  - They seem to be at loggerheads over certain terms. — Parecen estar en desacuerdo/enfrentados sobre ciertos términos.  - On the face of it, the negotiation looks quite heated. — A primera vista, la negociación parece bastante acalorada.  - The visual cues suggest a power struggle is taking place. — Las señales visuales sugieren que se está produciendo una lucha de poder.  - It's hard to tell for certain, but they might be... — Es difícil saberlo con certeza, pero podrían estar...  \#\#\# Pronunciación
\end{itemize}

Para sonar más natural en el examen, practica el 'sentence stress' (acentuación de la frase). En inglés, enfatizamos las palabras con significado (sustantivos, verbos, adjetivos) y reducimos las palabras gramaticales (preposiciones, artículos, auxiliares) usando 'weak forms'. Por ejemplo, en la frase 'They are at a stalemate', la palabra 'are' y 'a' deben ser rápidas y débiles, mientras que 'stalemate' debe llevar el peso de la frase.\par

\subsection*{Model answer}

Both images depict professional environments, yet they convey vastly different communicative tones. In the first image, we see a high-stakes negotiation taking place in a modern boardroom. The atmosphere appears somewhat strained; one professional is leaning forward, attempting to persuade her counterparts, while the man opposite her adopts a more defensive, skeptical posture with his arms crossed. It seems as though they are at a critical juncture in their discussion, perhaps reaching an impasse regarding the terms being presented.\par

In contrast, if we were to compare this to a more collaborative setting, the tension here would be much more palpable. While the setting is sophisticated, the body language suggests a power struggle rather than a consensus-building exercise. Judging by their intense facial expressions, it is highly likely that the stakes are significant, which explains the lack of casualness. Ultimately, the image captures the essence of high-level business communication, where non-verbal cues like posture and eye contact are just as influential as the verbal arguments being made. It is a classic representation of a heated corporate negotiation where interests are being fiercely defended.\par
}
\lessonbox{Lesson 10: Mediation Task}{
\section*{Mediation}

Escribe un correo electrónico dirigido a tus compañeros de equipo resumiendo los cambios en la política de comunicación de la empresa. Debes explicar las nuevas modalidades de reunión y la nueva herramienta, así como el propósito de estos cambios. Utiliza un tono profesional pero cercano.\par

\subsection*{Texto original (español)}

La empresa ha decidido cambiar su política de comunicación interna. A partir del próximo mes, todas las reuniones de equipo deberán realizarse de forma híbrida: algunos miembros estarán en la oficina y otros vía Zoom. Además, se ha implementado una nueva herramienta de gestión de proyectos para centralizar la comunicación y evitar el exceso de correos electrónicos. El objetivo es mejorar la eficiencia y reducir las interrupciones durante las horas de trabajo concentrado. Se espera que todos los empleados se adapten rápidamente a estas nuevas normas de negociación y coordinación remota.\par

\subsection*{Imagen de apoyo}

\begin{center}
\includegraphics[width=0.82\linewidth]{\detokenize{/Users/c/c1-run/public/generated/images/unit-013-mediation-mediation.png}}\\[1mm]
{\small mediation}
\end{center}

\subsection*{Estrategias clave}

\begin{itemize}[leftmargin=1.2em]
\item Identificar los puntos clave del texto original (cambio a modalidad híbrida y nueva herramienta).
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Transformar la información del español al inglés manteniendo el registro profesional.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Sintetizar los objetivos de la empresa (eficiencia y reducción de interrupciones).
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Utilizar conectores de transición adecuados para un correo electrónico (Furthermore, Regarding, Consequently).
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Adaptar el tono para que sea apropiado para colegas (collegial yet professional).
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Evitar la traducción literal y buscar equivalentes naturales en inglés de nivel C1.
\end{itemize}

\subsection*{Audiencia de destino}

your colleagues\par

\subsection*{Respuesta modelo (English)}

Subject: Important updates regarding our new communication policy\par

Dear Team,\par

I am writing to brief you on the recent updates to our internal communication policy, which will come into effect next month.\par

To enhance our workflow, the company is transitioning to a hybrid meeting model. This means that while some team members will be present in the office, others will participate via Zoom. To support this transition, we are also introducing a new project management tool. This platform is designed to centralise our communications, thereby reducing our reliance on email and minimising daily interruptions.\par

The primary objective of these changes is to boost overall efficiency and allow for more periods of focused work. While we understand that adjusting to new protocols can be challenging, these measures are intended to streamline our coordination and improve our remote negotiation processes.\par

Please take some time to familiarise yourselves with the new tool. If you have any questions regarding these changes, feel free to reach out.\par

Best regards,\par

[Your Name]\par
}
\lessonbox{Lesson 11: Podcast Guide}{
\section*{Podcast Guide — Business Communication \& Negotiation}

Escuchar podcasts auténticos es fundamental en el nivel C1 para acostumbrarte al ritmo natural, las contracciones y los matices de entonación que no aparecen en los libros de texto. En esta unidad, aprenderás a identificar estrategias de persuasión y lenguaje diplomático mediante audios reales de alta calidad.\par

\subsection*{Recommended podcasts (3 total)}

\#\#\#\# 1. The Inquiry (BBC World Service)\par

\begin{itemize}[leftmargin=1.2em]
\item Level \& accent: British English (RP/Standard), C1 appropriate: Yes.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Recommended episode: "How to negotiate a deal" (or similar episodes focusing on international relations/business strategy).
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Why it's useful for C1: Este podcast utiliza un lenguaje periodístico sofisticado y estructurado, ideal para aprender a presentar argumentos complejos. Te ayudará a entender cómo se manejan debates de alto nivel con claridad y autoridad.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item 5 key phrases to listen for:
\end{itemize}
To reach a consensus (Llegar a un consenso)\par

\begin{itemize}[leftmargin=1.2em]
\item To strike a deal (Cerrar un trato/acuerdo)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item The crux of the matter (El quid de la cuestión/el punto crucial)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item To weigh up the pros and cons (Sopesar los pros y los contras)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Underpinning arguments (Argumentos que sirven de base)
\end{itemize}

\#\#\#\# 2. TED Talks (TED)\par

\begin{itemize}[leftmargin=1.2em]
\item Level \& accent: Mixed (Global English), C1 appropriate: Yes.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Recommended episode: Search for "Negotiation" or "Persuasion" (e.g., Amy Cuddy or Chris Voss-related themes).
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Why it's useful for C1: Los ponentes de TED utilizan técnicas de retórica y lenguaje persuasivo que son esenciales para la comunicación empresarial. Es perfecto para practicar la escucha de discursos estructurados con un propósito comunicativo claro.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item 5 key phrases to listen for:
\end{itemize}
To leverage an advantage (Aprovechar una ventaja)\par

\begin{itemize}[leftmargin=1.2em]
\item To bridge the gap (Cerrar la brecha/acortar la distancia)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item A win-win situation (Una situación en la que todos ganan)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item To challenge the status quo (Desafiar el estado de las cosas)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Compelling evidence (Evidencia/pruebas convincentes)
\end{itemize}

\#\#\#\# 3. HBR IdeaCast (Harvard Business Review)\par

\begin{itemize}[leftmargin=1.2em]
\item Level \& accent: American English, C1 appropriate: Yes.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Recommended episode: "Effective Communication in Leadership" or "Conflict Resolution Strategies".
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Why it's useful for C1: Al ser contenido puramente profesional, el vocabulario es técnico pero aplicado a situaciones de gestión. Te permitirá familiarizarte con el léxico corporativo de alto nivel utilizado en entornos de toma de decisiones.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item 5 key phrases to listen for:
\end{itemize}
To foster collaboration (Fomentar la colaboración)\par

\begin{itemize}[leftmargin=1.2em]
\item To mitigate risks (Mitigar riesgos)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item To align interests (Alinear intereses)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item A nuanced approach (Un enfoque matizado/detallado)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item To hold someone accountable (Hacer que alguien rinda cuentas/asuma su responsabilidad)
\end{itemize}

\subsection*{Active listening strategies (C1)}

\begin{itemize}[leftmargin=1.2em]
\item Escucha por capas (Layered Listening): No intentes entender cada palabra a la primera. Haz una primera escucha para captar la idea general (gist) y una segunda para los detalles específicos.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Identificación de marcadores discursivos: Presta especial atención a las palabras de transición (however, nonetheless, furthermore). Estas indican cambios en la dirección del argumento o la fuerza de una negociación.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Anticipación léxica: Antes de que el interlocutor termine una frase, intenta predecir el tipo de palabra o concepto que usará basándote en el contexto. Esto entrena tu cerebro para procesar el inglés a velocidad real.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Dictado selectivo (Selective Dictation): Si escuchas una frase compleja o un modismo (idiom) que te resulte útil, pausa el audio e intenta escribirla palabra por palabra para analizar su estructura gramatical.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Análisis de la entonación y el énfasis: En el nivel C1, el significado a menudo reside en el tono. Observa cómo los hablantes usan el énfasis para mostrar acuerdo, desacuerdo o ironía.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Mapeo de argumentos: Mientras escuchas, toma notas esquemáticas (no frases completas) para trazar la estructura de la negociación: ¿Cuál es la propuesta inicial? ¿Qué objeciones se presentan? ¿Cuál es la conclusión?
\end{itemize}

\subsection*{Follow-up task}

Task: The Analytical Summary\par

\begin{itemize}[leftmargin=1.2em]
\item Vocabulary Extraction: While listening, write down at least 5 new expressions or collocations. Look up their meaning and write one original sentence for each that relates to a business context.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Argument Mapping: Create a visual outline (bullet points or a flow chart) of the speaker's main argument. Identify the claim, the evidence provided, and the counter-arguments mentioned.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Oral Synthesis (Recording): Record a 2-minute voice note on your phone summarizing the episode. You must use at least 3 of the new phrases you learned. Focus on speaking fluently without reading a script.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Self-Correction: Listen to your own recording. Did you use the correct intonation? Did you stumble on certain words? Re-record the summary one more time to improve your delivery.
\end{itemize}
}
\lessonbox{Lesson 12: Media Guide}{
\section*{Cine \& Series — Business Communication \& Negotiation}

Utilizar producciones audiovisuales de alta calidad te permite exponerte a matices de registro y velocidad de habla que los libros de texto no ofrecen. En este nivel C1, el objetivo es analizar no solo el contenido, sino la intención comunicativa y las estructuras de énfasis utilizadas en contextos profesionales.\par

\subsection*{Recommended title}

\begin{itemize}[leftmargin=1.2em]
\item Title: Succession (HBO/Max), 2018–2023
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Accent/dialect: Primarily American (Standard/Mid-Atlantic), with various high-society nuances.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Why it's perfect for C1: This series is a masterclass in power dynamics, high-stakes negotiation, and sophisticated linguistic manipulation. The vocabulary density is extremely high, covering corporate strategy, legal jargon, and subtle interpersonal conflict. It perfectly demonstrates how to use language to assert dominance or deflect responsibility.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Episodes to start with: Season 1, Episodes 1–3.
\end{itemize}

\subsection*{Language focus}

-\par
"It is the optics that matter most in this deal, not the actual numbers."\par

Vocabulary note: Optics /ˈɒptɪks/ (the way an event or situation is perceived by the public) — la imagen pública / la percepción.\par

\begin{itemize}[leftmargin=1.2em]
\item Grammar spotlight: This is a Cleft sentence using It is. Instead of saying "Optics matter most," the speaker uses this structure to single out "the optics" as the most important factor, creating a sharp focus.
\end{itemize}

-\par
"What I am saying is that we cannot afford to be seen as weak by the board."\par

Vocabulary note: To afford to [do something] /əˈfɔːrd/ (to be able to do something without causing problems) — poder permitirse / estar en condiciones de.\par

\begin{itemize}[leftmargin=1.2em]
\item Gramras spotlight: This is a Pseudo-cleft sentence using What I am saying is.... This structure is used to clarify a point or to redirect the listener's attention to the most important part of the message.
\end{itemize}

-\par
"It was his lack of transparency that ultimately cost us the merger."\par

Vocabulary note: Merger /ˈmɜːrdʒər/ (the joining of two companies into one) — fusión (empresarial).\par

\begin{itemize}[leftmargin=1.2em]
\item Grammar spotlight: This uses the It-cleft to assign blame. By placing "his lack of transparency" at the beginning, the speaker emphasises the cause of the failure, making the accusation more pointed and formal.
\end{itemize}

\subsection*{Viewing task (active watching)}

\begin{itemize}[leftmargin=1.2em]
\item Vocabulary Log: Note down at least 10 new words or idiomatic expressions per episode. Focus on words related to corporate hierarchy and strategy.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Register Analysis: Identify moments where characters switch from "office talk" (formal) to "private/family talk" (informal/aggressive). Note how their tone changes.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Cleft Sentence Hunt: Listen specifically for sentences starting with "It is..." or "What I...". Write down what the speaker is trying to emphasise in those moments.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Oral Summary: After the episode, record a 2-minute voice note on your phone summarising the main conflict of the episode in English. Aim for a professional, analytical tone.
\end{itemize}

\subsection*{Similar titles (2 alternatives)}

\begin{itemize}[leftmargin=1.2em]
\item Industry (BBC/Netflix): Excellent for observing high-pressure workplace communication and modern British/International corporate slang.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item The Morning Show (Apple TV+): Perfect for studying media-related business vocabulary and high-level professional conflict resolution.
\end{itemize}
}
\lessonbox{Lesson 13: Everyday Scene}{
\section*{The High-Stakes Coffee Break}

\begin{center}
\includegraphics[width=0.82\linewidth]{\detokenize{/Users/c/c1-run/public/generated/images/unit-013-everyday_scene-everyday_scene.png}}\\[1mm]
{\small everyday\_scene}
\end{center}

En esta escena, observamos una reunión informal que en realidad es una negociación crucial. Es el escenario perfecto para practicar cómo el lenguaje corporal y el entorno influyen en la comunicación empresarial y el cierre de acuerdos.\par

\subsection*{Preguntas para hablar (Speaking practice)}

\begin{itemize}[leftmargin=1.2em]
\item Describe the scene: What is happening between the two professionals in the photograph?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Speculate: Based on their body language, do you think the negotiation is going well or poorly?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Compare: In your culture, is it common to conduct important business meetings in informal settings like cafes?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Discuss: What are the advantages and disadvantages of negotiating in a public place versus a private office?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Personal Experience: Have you ever had to negotiate something important in an informal environment? How did it go?
\end{itemize}
}
\lessonbox{Lesson 14: Unit Review \& Progress Test}{
\section*{Unit review — Business Communication \& Negotiation}

Al finalizar esta unidad, deberías ser capaz de utilizar estructuras gramaticales avanzadas, como las cleft sentences, para enfatizar puntos clave durante una negociación o una presentación de negocios. Deberías haber pasado de un lenguaje descriptivo básico a uno persuasivo y profesional, permitiéndote dirigir la atención del interlocutor hacia aspectos específicos de un acuerdo o propuesta.\par

Asimismo, habrás consolidado un léxico especializado en comunicación corporativa, incluyendo colocaciones de nivel C1 y la capacidad de ajustar el registro según el contexto (formal vs. semiformal). Al terminar este repaso, deberías sentirte preparado para manejar situaciones de tensión comunicativa, proponer soluciones con diplomacia y defender posturas con claridad y autoridad.\par

\section*{Grammar consolidation}

Part 1: Sentence Transformation\par
Rewrite the sentences using the word in brackets so that the meaning remains the same. Do not change the word provided.\par

-\par
We need to focus on the budget deficit. (WHAT)\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
The main problem was the lack of communication between departments. (IT)\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
I only realised my mistake when the contract was signed. (THE)\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

Part 2: Error Correction\par
Identify and correct the error in each sentence. Some sentences may have more than one error.\par

-\par
It is the deadline that we must to meet by Friday.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
What I am suggesting is to increase the marketing budget.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
It was during the meeting which we reached a consensus.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

Part 3: Controlled Rewriting\par
Rewrite the following sentences using cleft sentences to create emphasis as instructed.\par

-\par
(Emphasise 'the CEO'): The CEO made the final decision, not the board.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
(Emphasise 'negotiating terms'): We spent three hours negotiating terms.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
(Emphasise 'the delay'): The delay caused us to lose the client.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
(Emphasise 'your input'): Your input was vital to the project's success.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

\section*{Vocabulary activation}

Part 1: C1 Collocations\par
Complete the sentences with the correct word: leverage, rapport, consensus, deadlock, friction.**\par

\begin{itemize}[leftmargin=1.2em]
\item After hours of debate, the committee finally reached a \_\_\_ on the new policy.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item It is crucial to build \_\_\_ with your clients to ensure long-term cooperation.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item The negotiations hit a \_\_\_ when neither side would budge on the price.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item We need to use our market position to \_\_\_ a better deal with suppliers.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Minor \_\_\_ between team members can derail an entire project if not addressed.
\end{itemize}

Part 2: Word Formation\par
Use the word in capitals to form a word that fits in the gap.\par

\begin{itemize}[leftmargin=1.2em]
\item The \_\_\_ of the merger was much higher than initially anticipated. (PROFIT)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item We need to find a \_\_\_ solution that satisfies both parties. (NEGOTIATE)
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item There was a significant \_\_\_ in communication during the transition. (BREAK)
\end{itemize}

Part 3: Register Choice\par
Rewrite the following informal sentences into professional, C1-level business English.\par

-\par
We need to talk about the money problem soon.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
I'll tell you what we decided later.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
Sorry, I didn't hear what you said.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

-\par
Let's make the deal happen.\par
\_\_\_\_\_\_\_\_\_\_\_\_.\par

\section*{Integrated skills task}

Reading Text\par

The shift towards remote work has fundamentally altered the landscape of professional negotiation and communication. In a traditional office setting, much of the negotiation process relies heavily on non-verbal cues—body language, eye contact, and physical presence—which help in building rapport and gauging the sincerity of an interlocutor. However, in a digital-first environment, these subtle signals are often lost or distorted.\par

This technological gap has led to increased misunderstandings and a sense of detachment. While digital tools allow for unprecedented flexibility, they lack the "human element" that often facilitates compromise. To succeed in this new era, professionals must develop "digital emotional intelligence." This involves being more explicit in communication, setting clear expectations through written documentation, and mastering the art of virtual presence. The challenge lies in maintaining the nuance of high-stakes negotiation through a screen, where silence can be misinterpreted and tone can be easily misread.\par

Writing Task\par

Instrucciones: Basándote en el texto anterior, escribe una respuesta de entre 180 y 220 palabras. Debes redactar un correo electrónico formal dirigido a un Director de Recursos Humanos (HR Director) expresando tu opinión sobre los desafíos de la comunicación remota. Debes: 1) Analizar cómo la falta de lenguaje no verbal afecta las negociaciones, 2) Proponer dos estrategias para mitigar estos problemas y 3) Utilizar al menos dos estructuras de "cleft sentences" para enfatizar tus puntos.\par

\section*{Speaking checkpoint}

Instrucciones: Responde a estas preguntas de forma oral. Intenta hablar durante 2 minutos por cada respuesta, utilizando un lenguaje avanzado y estructurado.\par

\begin{itemize}[leftmargin=1.2em]
\item Compare: Compare the advantages and disadvantages of face-to-face negotiations versus virtual meetings.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Speculate: How do you think AI-driven communication tools will change the way we negotiate in the next decade?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Evaluate: "Empathy is more important than logic in a successful business negotiation." To what extent do you agree?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Justify: If a deal is falling through due to a misunderstanding, would you prioritise honesty or diplomacy? Justify your choice.
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Evaluate: Evaluate the importance of "small talk" in establishing professional rapport. Is it a waste of time in high-stakes environments?
\end{itemize}

\begin{itemize}[leftmargin=1.2em]
\item Speculate: Imagine a company is undergoing a massive restructuring. How might communication strategies change during such a period?
\end{itemize}

\section*{Self-assessment rubric}

Criteria |\par
Needs work (B2) |\par
Solid (C1) |\par
Exam-ready (C1+/C2) |\par

Accuracy |\par
Frequent errors in complex structures. |\par
Good control; errors are rare and don't impede meaning. |\par
Highly accurate; sophisticated use of grammar. |\par

Range |\par
Uses basic vocabulary and simple sentences. |\par
Uses a variety of advanced vocabulary and structures. |\par
Demonstrates a wide and natural range of complex language. |\par

Fluency |\par
Hesitations when searching for words. |\par
Speaks at length with some hesitation. |\par
Smooth, natural flow with effective use of fillers. |\par

Task Achievement |\par
Does not fully address the prompt. |\par
Addresses all parts of the task clearly. |\par
Provides a nuanced, sophisticated response to the prompt. |\par

\section*{Answer key}

Grammar consolidation\par
1. What we need to focus on is the budget deficit.\par
2. It was the lack of communication between departments that was the main problem.\par
3. The only thing I realised was when the contract was signed. (OR: It was only when the contract was signed that I realised my mistake.)\par
4. It is the deadline that we must meet by Friday.\par
5. What I am suggesting is increasing the marketing budget. (OR: ...is that we increase...)\par
6. It was during the meeting that we reached a consensus.\par
7. It was the CEO who made the final decision, not the board.\par
8. It was negotiating terms that we spent three hours doing. (OR: What we spent three hours doing was negotiating terms.)\par
9. It was the delay that caused us to lose the client.\par
10. It was your input that was vital to the project's success.\par

Vocabulary activation\par
1. consensus\par
2. rapport\par
3. deadlock\par
4. leverage\par
5. friction\par
6. profitability\par
7. negotiable\par
8. breakdown\par
9. We need to address the budgetary issues/deficit shortly.\par
10. I will inform you of our decision in due course.\par
11. I beg your pardon / I'm afraid I didn't quite catch that.\par
12. Let us proceed with the finalisation of the agreement.\par
}
\end{document}
