Exercise 2. Match the beginnings of the sentences (1-S) with their endings (a-

product; it
market. 
2 Selling special-interest holidays
b) is outside the producer's country. 
is a niche market; it
c) is in the producer's country. 
3 Rolex watches sell in a luxury
d) high-quality and expensive 
market; they are
goods. 
4 An export market
e) sells to large numbers of people. 
5 A home market 
Task 2. Reading 
NEGOTIATING A PAY RISE 
For many people, one of the hardest discussions they have with senior 
management is about a raise in pay. Employees often choose to look for a better 
paid position within another company rather than face their own boss, but that is a 
situation that can have a negative impact on the employee (who is seen to lack 
loyalty to the company) and the employer (who stands to lose a trained staff 
member who works well and has a good knowledge of the company). However, 
there are some salary negotiation tactics that might just help. 
The most common error is, when finally gathering the courage to address the 
situation, many employees simply immediately accept whatever offer is first made. 
Research shows that younger job-seekers and female job-seekers often make this 
mistake – either from not completely understanding the negotiation process or 
from a dislike or discomfort with the idea of negotiating. There is, of course, the 
financial aspect of not receiving a higher compensation, but more importantly this 
can have a significant effect on motivation and morale and can eventually lead an 
employee who hastily accepted an inadequate offer to begin to resent both the job 
and the employer. 
Another common error is rating your required raise based on a value you 
personally need or would like. Few employers care whether you have enough 
money to pay for your mortgage or other bills, so negotiations should be based on 
your value to the company, based on good research of similar companies. Also, if 
possible, the actual figure aimed for in the negotiation should not be revealed until 
the last possible moment, giving as much flexibility as possible. Immediately 
blurting out a figure it then becomes clear the company will not meet puts both the 
employer and employee in an uncomfortable position. 
As previously mentioned, one of the key factors in a successful salary 
negotiation is research and preparation. With the number and variety of salary 
resources available online — from salary.com and salaryexpert.com to professional 

associations – there should be no reason not to have an accurate market value in 
mind. 
However, despite all the preparation and right attitude in the negotiation, 
there is another pitfall – declining an offer too quickly as it was lower than 
expected. A careful balance needs to be struck here; we have looked at the risks of 
accepting too quickly, but declining an offer can mean that the negotiation has 
nowhere to go. There are two points to consider at this juncture: a raise can also 
come in the form of other benefits such as better health cover, so if the money 
offered is low, think about discussing the perks of the job. The second point is that 
you have to be realistic – if the job market is low and the company is not having a 

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