ENGELS
UNIT 6 ALLIANCES
6.1 STRATEGIC ALLIANCES
A few examples of famous alliances
Pixar and Disney: Pixar provided creative computer-generated (CG) animation,
while Disney handled funding, marketing, and distribution. Together, they
revolutionized animation with hits like Toy Story.
Nestlé and Starbucks (2019): Nestlé launched 24 new products, including roast
and ground coffee, whole bean coffee, and Starbucks capsules for Nespresso and
Nescafé Dolce Gusto systems. This allows coffee lovers to enjoy Starbucks at
home.
6.2 BUSINESS PARTNERSHIPS: PAST MODALS
Trademark: A name or symbol on a product that shows it was made by a particular
company. Other companies cannot use it without permission.
6.2.1 DEFINITION AND FORM
WHAT ARE MODALS?
Modal verbs are auxiliary verbs that express the speaker’s
perspective:
Certainty: He must be there now
Possibility: He may/ might/ could be there now
Impossibility: He can’t be there now
Ability: He can speak 3 languages
WHAT ARE PAST MODALS?
Past modals are the past forms of modal verbs
Forms:
Active: modal + have + past participle (= infinitive + -ed)
Passive: modal + have + been + past participle
Negative: put not after the modal
Example: Could not have accepted, ought not to have accepted, may not have
accepted
Present modals Past modals (active) Past modals (passive)
Can/ Could accept Can/ Could have accepted Can / Could have been
accepted
Should / Ought to accept Should / Ought to have Should / Ought to have
2
, accepted been accepted
Must accept Must have accepted Must have been accepted
May / Might accept May / Might have accepted May / Might have been
accepted
6.2.2 USE – WHEN TO USE PAST MODALS
FEELINGS ABOUT THE PAST
Function Form(s) Example(s)
Regret – you wish you Should (not) / ought We should have considered merging
had (not) done (not) to + PP with XY sooner.
something We really ought not to have formed a
strategic alliance with ZX.
Disapproval – you Should (not) / ought You shouldn’t have entered into that
think someone else did (not) to + PP joint venture agreement.
wrong The takeover ought to have been
blocked by regulators.
Surprise / Disbelief – Cannot / could not The company cannot have secured a
you cannot believe + PP takeover bidder so soon.
something happened They couldn’t have been serious
about this offer; it was far too low.
DEDUCTIONS ABOUT THE PAST
Function Form(s) Example(s)
Speculation / Could / may / might The company could have secured a
Possibility – no hard + have + PP more profitable partnership.
evidence The delay may have been caused by
disagreements.
Positive deduction Must + have + PP They must have invested a lot in this
(based on evidence) collaboration.
Negative deduction Cannot / could not They cannot have lost the deal due to
(based on evidence) + have + PP pricing.
She could not have attended the
negotiations.
6.2.3 SUMMARY TABLE – PAST MODALS
Function Modal verb form
Regret Should(n't) / ought (not) to + have + PP
Disapproval Should(n't) / ought (not) to + have + PP
Disbelief / Surprise Can't / couldn't + have + PP
Deductions Can't + have + PP
Deductions based on evidence Must + have + PP
2
, Speculation / Possibility Could / might / may + have + PP
6.3 DIFFUSING CONFLICT
6.3.1 TWO APPROACHES TO DIFFUSE CONFLICT
THE ASSERTIVE APPROACH
Assertiveness means standing up for your views without being aggressive or passive
Strengths: Builds trust, prevents escalation, sets clear expectations
Use: When quick, firm decisions or clear boundaries are needed
Disadvantage: Can seem stubborn without good listening skills
THE COLLABORATIVE APPROACH
Combines assertiveness (own ideas) with cooperation (others’ input)
Strengths: Better, more creative solutions; strong relationships; higher morale
Usage: Complex, high-stakes decisions needing full agreement
Disadvantage: Time-consuming; not ideal for quick decisions
Analysis: Which approach fits best and why?
1. Emma (junior, enthusiastic, you have concerns)
Assertive approach (you need to clearly express risks and set boundaries)
2. Noah (tension, uncertainty)
Collaborative approach (reduce tension, involve both perspectives)
3. Project delay (shared responsibility)
Collaborative approach (find solutions together and divide tasks)
6.3.2 FUNCTIONAL LANGUAGE
EXERCISE
Alice: Alright, I’ll get straight to the point. (assertive)
Ben: What most concerns me is our cash-flow problems. (assertive)
Alice: What if we just were to meet them and see how it goes? (collaborative)
Ben: I’d like to raise the issue of that call. (assertive)
Alice: So, we’re agreed on that. (collaborative)
Ben: How about if we figure out other ways to bring down our
costs? (collaborative)
Alice: I’m glad we’ve reached a compromise. (collaborative)
CATEGORIES AND FUNCTIONAL LANGUAGE
IDENTIFY AND EXPLORE ISSUES CLEARLY
Phrasal phrase Example sentence
I’ll get straight to the point I’ll get straight to the point: we need a
decision.
What if we were to just… What if we were to just meet them first?
2
UNIT 6 ALLIANCES
6.1 STRATEGIC ALLIANCES
A few examples of famous alliances
Pixar and Disney: Pixar provided creative computer-generated (CG) animation,
while Disney handled funding, marketing, and distribution. Together, they
revolutionized animation with hits like Toy Story.
Nestlé and Starbucks (2019): Nestlé launched 24 new products, including roast
and ground coffee, whole bean coffee, and Starbucks capsules for Nespresso and
Nescafé Dolce Gusto systems. This allows coffee lovers to enjoy Starbucks at
home.
6.2 BUSINESS PARTNERSHIPS: PAST MODALS
Trademark: A name or symbol on a product that shows it was made by a particular
company. Other companies cannot use it without permission.
6.2.1 DEFINITION AND FORM
WHAT ARE MODALS?
Modal verbs are auxiliary verbs that express the speaker’s
perspective:
Certainty: He must be there now
Possibility: He may/ might/ could be there now
Impossibility: He can’t be there now
Ability: He can speak 3 languages
WHAT ARE PAST MODALS?
Past modals are the past forms of modal verbs
Forms:
Active: modal + have + past participle (= infinitive + -ed)
Passive: modal + have + been + past participle
Negative: put not after the modal
Example: Could not have accepted, ought not to have accepted, may not have
accepted
Present modals Past modals (active) Past modals (passive)
Can/ Could accept Can/ Could have accepted Can / Could have been
accepted
Should / Ought to accept Should / Ought to have Should / Ought to have
2
, accepted been accepted
Must accept Must have accepted Must have been accepted
May / Might accept May / Might have accepted May / Might have been
accepted
6.2.2 USE – WHEN TO USE PAST MODALS
FEELINGS ABOUT THE PAST
Function Form(s) Example(s)
Regret – you wish you Should (not) / ought We should have considered merging
had (not) done (not) to + PP with XY sooner.
something We really ought not to have formed a
strategic alliance with ZX.
Disapproval – you Should (not) / ought You shouldn’t have entered into that
think someone else did (not) to + PP joint venture agreement.
wrong The takeover ought to have been
blocked by regulators.
Surprise / Disbelief – Cannot / could not The company cannot have secured a
you cannot believe + PP takeover bidder so soon.
something happened They couldn’t have been serious
about this offer; it was far too low.
DEDUCTIONS ABOUT THE PAST
Function Form(s) Example(s)
Speculation / Could / may / might The company could have secured a
Possibility – no hard + have + PP more profitable partnership.
evidence The delay may have been caused by
disagreements.
Positive deduction Must + have + PP They must have invested a lot in this
(based on evidence) collaboration.
Negative deduction Cannot / could not They cannot have lost the deal due to
(based on evidence) + have + PP pricing.
She could not have attended the
negotiations.
6.2.3 SUMMARY TABLE – PAST MODALS
Function Modal verb form
Regret Should(n't) / ought (not) to + have + PP
Disapproval Should(n't) / ought (not) to + have + PP
Disbelief / Surprise Can't / couldn't + have + PP
Deductions Can't + have + PP
Deductions based on evidence Must + have + PP
2
, Speculation / Possibility Could / might / may + have + PP
6.3 DIFFUSING CONFLICT
6.3.1 TWO APPROACHES TO DIFFUSE CONFLICT
THE ASSERTIVE APPROACH
Assertiveness means standing up for your views without being aggressive or passive
Strengths: Builds trust, prevents escalation, sets clear expectations
Use: When quick, firm decisions or clear boundaries are needed
Disadvantage: Can seem stubborn without good listening skills
THE COLLABORATIVE APPROACH
Combines assertiveness (own ideas) with cooperation (others’ input)
Strengths: Better, more creative solutions; strong relationships; higher morale
Usage: Complex, high-stakes decisions needing full agreement
Disadvantage: Time-consuming; not ideal for quick decisions
Analysis: Which approach fits best and why?
1. Emma (junior, enthusiastic, you have concerns)
Assertive approach (you need to clearly express risks and set boundaries)
2. Noah (tension, uncertainty)
Collaborative approach (reduce tension, involve both perspectives)
3. Project delay (shared responsibility)
Collaborative approach (find solutions together and divide tasks)
6.3.2 FUNCTIONAL LANGUAGE
EXERCISE
Alice: Alright, I’ll get straight to the point. (assertive)
Ben: What most concerns me is our cash-flow problems. (assertive)
Alice: What if we just were to meet them and see how it goes? (collaborative)
Ben: I’d like to raise the issue of that call. (assertive)
Alice: So, we’re agreed on that. (collaborative)
Ben: How about if we figure out other ways to bring down our
costs? (collaborative)
Alice: I’m glad we’ve reached a compromise. (collaborative)
CATEGORIES AND FUNCTIONAL LANGUAGE
IDENTIFY AND EXPLORE ISSUES CLEARLY
Phrasal phrase Example sentence
I’ll get straight to the point I’ll get straight to the point: we need a
decision.
What if we were to just… What if we were to just meet them first?
2
