Business English

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Министерство науки и высшего образования Российской Федерации Южно-Уральский государственный университет Кафедра иностранных языков

Ш143.21 Л363

И.А. Левина, О.И. Чиркова

BUSINESS ENGLISH Учебное пособие Под редакцией К.Н. Волченковой

Челябинск Издательский центр ЮУрГУ 2020

ББК Ш143.21-923 Л363

Одобрено учебно-методической комиссией Института лингвистики и международных коммуникаций

Рецензенты: д.п.н. З.В. Возгова, к.ф.н. Н.Е.Кунина

Л363

Левина, И.А. Business English: учебное пособие / И.А.Левина, О.И. Чиркова; под ред. К.Н. Волченковой. – Челябинск: Издательский центр ЮУрГУ, 2020. – 107 с. Предлагаемое учебное пособие предназначено для студентов всех специальностей, изучающих английский язык. Материал пособия имеет профессионально-ориентированную направленность. Основной целью является развитие коммуникативных навыков в области делового общения. Пособие состоит из 6 разделов, которые соответствуют тематике и проблематике содержания образовательной программы по дисциплине «Деловой иностранный язык». Отбор языкового и речевого материала строится на принципе методической целесообразности. Основные коммуникативные умения и навыки формируются на современном информационном и методическом материале с использованием методов и форм обучения и воспитания, стимулирующих и мотивирующих учебную деятельность.

ББК Ш143.21-923

© Издательский центр ЮУрГУ, 2020 2

Contents Unit 1. Applying for a Job Lesson A. Writing a Resume ....................................................................................... Lesson B. Writing an Application Letter .................................................................... Lesson С. Winning an Interview ................................................................................. Active Vocabulary........................................................................................................ Grammar Focus ............................................................................................................ Unit 2. Business Travel Lesson A. Planning a Business Trip ............................................................................ Lesson B. Travelling for Business ............................................................................... Lesson С. Doing Business in Different Countries ...................................................... Active Vocabulary........................................................................................................ Grammar Focus ............................................................................................................ Unit 3. Starting a Business Lesson A. Innovation and New Ideas .......................................................................... Lesson B. New Business ............................................................................................. Lesson С. How to Make your Business a Success ...................................................... Active Vocabulary........................................................................................................ Grammar Focus ............................................................................................................ Unit 4. Time Management Lesson A. Time ........................................................................................................... Lesson B. Work-Life Balance ..................................................................................... Lesson С. Time Management Tools ............................................................................ Active Vocabulary........................................................................................................ Grammar Focus ............................................................................................................ Unit 5. Team Working Lesson A. Working Together ...................................................................................... Lesson B. Team Building ............................................................................................ Lesson С. Team Players and Stages of Team Life ...................................................... Active Vocabulary........................................................................................................ Grammar Focus ............................................................................................................ Unit 6. Leadership Lesson A. Being a Leader ........................................................................................... Lesson B. Effective Leader ......................................................................................... Lesson С. You Have Become A Leader! ..................................................................... Active Vocabulary........................................................................................................ Grammar Focus ............................................................................................................ Appendix 1 ................................................................................................................. Appendix 2 ................................................................................................................. References ...................................................................................................................

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4 10 16 20 21 22 27 31 35 36 37 42 47 53 54 55 58 61 65 66 67 71 74 78 79 80 83 88 92 93 94 103 107

Unit 1. Applying for a Job Lesson A. Writing a Resume Warm up A. In your opinion, which of the following factors are important for getting a job? Choose the five most important and back up your point of view. Are there any other missing factors? references

hobbies

family background

blood group

gender

handwriting

appearance

educational background

skills

qualifications

marital status

personal qualities

age

experience

intelligence

Discuss these statements in groups of 4 or 5. Choose one of the statements and give its advantages and disadvantages. Share your opinion with your groupmates. A. Usually people don’t like the environment where a lot of people don’t care about honesty, hard work and integrity. B. It is best to work for the only company during your working life. C. The most important thing in work is to correctly plan the process out for a week and stick to deadlines. D. It will never do for an employee to take sick leave.

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Working with words A. Match the words with the same meaning. 1) to apply for a) 2) qualifications b) 3) background c) 4) be in a position to d) 5) reference e) 6) to accept f) 7) to look forward to g) 8) applicant h)

to be able to to anticipate a degree to request a job a candidate to secure education testimonial

B. Complete the sentences with the words from the box. Applicant… a covering letter… a headhunter… a probationary period... a vacancy financial package… reference… interview… resume… a shortlist 1. The starting salary of the successful _______ will be decided on the basis of qualifications and experience. 2. The usual American word for CV is ______ . 3. Our company has ___________ for a graduate in economics. 4. Applicants will be called for ____________ between 20 and 25 of March. 5. We ask all our new employees to work ____________ of between one and three months. 6. The interview panel will draw up __________ of only five candidates. 7. Please send ____________ together with your CV. 8. It is usual to ask your previous employer for _________ when you are applying for a job. 9. For high performers, a good __________ is not all that matters. They need a challenge as well. 10. They hired __________ to attract some executives from a rival company. C. Replace the underlined phrases with correct forms of words and expressions from the box. Applicant…………an interview…….….….referee…………..qualification …………….CV………………offer a job…………shortlist turn down…..……….…application………………………………accept Fred had already (1) refused two job offers when he went for (2) a discussion to see if he was suitable for the job. They looked at his driving license and contacted (3) previous employers Fred had mentioned in his application. A few days later, the supermarket (4) asked him if he would like the job and (5) Fred said yes. Harry didn’t hear anything for six weeks, so he phoned the company. They told him that they had received a lot of (6) requests for the job. After looking at the (7) life stories of the (8) people asking for the job and looking at (9) what exams they had passed during their education, the company (10) had chosen six people to interview, done tests on their personality and intelligence and they had then given someone the job.

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Speaking A. Work in pairs and answering the following questions try to figure out your dream job. When listening to your partner ask some extra questions to help. 1. When do you feel happy? First of all,, think of activities you like best. 2. What are your talents? What are you good at? What specific skills do you have? 3. What kind of people do you like working with? Or what kind of people would you never like to work with? 4. Do you prefer to work alone or are you a team player? 5. Where do you like to work? 6. Are you an early riser or a night owl? 7. Are you ambitious? Would you like to have a job that gives you an opportunity to get promoted? Do you like the idea of becoming a boss? Why/why not? 8. How much would you like to earn? Would you like to get bonus? Will you mind working overtime for a bonus? 9. In your opinion, in what situation must the employer offer fringe benefits? 10. Your dream job is part-time/full-time/temporary/permanent. Choose the most suitable variant and explain why you have chosen it. 11. When you are thinking about your dream job, what is it like? Use adjectives to describe it. 12. Every employee has a boss. What kind of boss is good for you? What kind of boss wouldn’t you like to be managed by? Reading A. Read some tips how to write a resume, translate them and follow them when writing your own one.

Resume Writing Tips         



The most important to getting you hired must be put at the top. Use bold formatting and bullet points to highlight key skills but don’t overdo it so nothing stands for. Organize information in a logical way. Use action words and short sentences. Highlight the most valuable accomplishments. Delete ancient history. Recruiters only want to see the last 10 to 15 years. Tailor your resume to match each job posting. Pay special attention to spelling, grammar, punctuation and style. Stick with two fonts at most. The best recruiter-approved fonts for a resume ranked are Calibri, Times New Roman, Arial, Verdana, Cambria, Garamond, Book Antiqua, Trebuchet MS, Arial Narrow. Proofread your resume carefully, and be sure to have 2-3 persons proofread it as well. (www.thebalancecareers.com, www.monster.com)

B. Analyze John Smith’s resume. What is peculiar about each part of CV?

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C. Read the resume and put its parts in the correct order. 1. CAREER OBJECTIVE A forward-thinking developer offering more than four years of experience building, integrating, testing, and supporting Android applications for mobile and tablet devices on the Android platform seeks position with a top technology firm. 2. PROFESSIONAL EXPERIENCE ABC CORPORATION, Seattle, WA Android Developer, May 2016-Present Project lead of mobile development team for various ABC Corporation Android projects. Collaborate with marketing, key executives, UI designers, and other developers to develop cutting-edge applications for the financial sector without jeopardizing privacy or security.  Ensure applications are properly integrated with Android APIs.  Create SQL database structures that integrate with Android applications and web interfaces.  Participate in fast-paced development cycles; have completed 100% of deadlines ahead of schedule.  Contribute and participate in new feature product specifications. XYZ GAMING, Renton, WA Android Developer, May 2014-May 2016 Worked with architects, engineers, and product management to deliver user-friendly and visually appealing mobile games for the Android platform.  Created and tested over 50 high-quality Android games that included game functionality, animations, social networks, and server-side integrations.  Ensured that content met or exceeded business and client requirements 100% of the time.  Wrote clean, clear, efficient, well-tested, and maintainable code. Articulated technical risks and obstacles to key stakeholders and managers. 3. CORE QUALIFICATIONS    

Created 10+ fully functional applications for Android devices. Known for writing efficient, maintainable, and reusable code. Proficient in design, data structures, problem-solving, and debugging. Expert in the interaction between various devices and versions of Android.

4. JOE APPLICANT 125 First Street, Austin, TX (123) 456-7890 [email protected] 5. EDUCATION Bachelor of Science in Computer Systems and Programming (May 2014); GPA 3.9 XYZ University, Boston, Mass. Dean’s List; Graduated Summa Cum Laude 8

D. Answer the questions about the resume. 1. What’s the applicant’s name? 2. Where does he live? 3. What higher education institution did he graduate from? 4. What is his grade point average? 5. What are his main qualifications? 6. What is his objective? 7. What kind of experience does he have? 8. Where and when did he work? Listening. Preparing a CV A. Listen to Barry Hampton, a career adviser, explaining how to prepare a CV for a job. Which of the following points does he advise? 1. Write more than two pages. 2. Start with details of previous jobs. 3. Leave out your date of birth. 4. Don’t say anything about your hobbies and interests. 5. Give the contact details of two references at the end. Speaking A. Practice giving advice for preparing a resume for a job. Use the list in the Listening Section.

Writing Write your own resume as if you have already been granted a diploma.

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Lesson B. Writing an Application Letter Warm up Read the quotation. Do you agree with Confucius? Be ready to back up your opinion.

“Choose a job you love and you will never have to work in your life.” Confucius (551-479 BC), Chinese philosopher

Working with words

   

A. Which three qualities are the most important for a successful career? Back up your point of view using different opinion phrases. being on time  being adaptable (open to new ideas) having ambition  knowing about computers working hard  having a sense of humour getting on with people (being friendly)  looking smart

B. The phrases below all include the word career. Match them to their definitions. Use a dictionary if necessary. career ladder something you do in order to progress in your job career move period of time away from your job to, for example, look after a baby career break series of levels that lead to better and better jobs career plan chances to start/improve your career career opportunities ideas you have for your future career C. Complete the sentences with the verbs from the box. make

climb

have

offer

decide

take

1. Employees in large multinationals __________ excellent career opportunities if they are willing to travel. 2. Some people ___________ a career break to do something adventurous like sailing round the world or going trekking in India. 3. One way to __________ a career move is to join a small but rapidly growing company. 4. In some companies it can take years to __________ the career ladder and reach senior management level. 5. Certain companies _____________ career opportunities to the long-term unemployed or to people without formal qualifications. 6. Ambitious people often _____________ on a career plan while they are still at school or university.

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D. Look at the group of words. Cross out the noun or noun phrase which doesn’t go with the verb in each group. 1. make 1. do a fortune research progress a mistake a living a job a training course your best 2. get progress 5.take a pension a promotion time off the sack early retirement a nine-to-five job a break 3. earn a bonus 6. work flexi time a part-time job anti-social hours money overtime 50 thousand an office job E. Make sentences about your future career using the collocations from Exercises C and D. Reading A. Are certain careers more suitable for women than for men? Which do you consider a) for women only? b) for men only? c) for either?  soldier  nurse  teacher  police officer  chef  hairdresser  car mechanic  pilot  politician B. Scan the article. What do these numbers in the article refer to? (1400, 4.45, 27650, eight, one, 100, three)

Cosmopolitan readers queue for Tube job by Paul Marston, Transport Correspondent More than 1,400 readers of Cosmopolitan have applied to become a London Tube train driver. London Underground described the response to its single advert in this month’s issue as ‘exceptional’. Successful applicants will have to get out of bed for regular 4.45 a.m. starts, but the 27,650 salary and up to eight weeks’ holiday may prove sufficient compensation. Lorraine Candy, editor of Cosmo, said the interest her readers had shown demonstrated that young women were not bound by traditional career patterns. ‘It’ always been a classic thing for boys to want to be train drivers. Now we are seeing that girls can do it too,’ she said. ‘I don’t think the job is boring or unsexy and I’m sure the passengers couldn’t care less whether the train is being driven by a woman or a man — as long as it’s on time. ’The ability to break bad news to travelers more sympathetically is one reason why London Underground is keen to increase its number of female drivers from 100 — just three percent of driving staff. From the Daily Telegraph

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C. Read the article and answer the questions. 1. How many adverts did London Underground put in Cosmopolitan? 2. What are the advantages and disadvantages of the job? 3. What do passengers care about most? 4. Why does London Underground want to hire more women? Listening A. Listen to two people discussing the article “10 Ways to Improve Your Career”. Complete the table below with the number of the three tips they consider the most helpful. Nikola

Debbie 1. Tip #

Tip #

2. Tip #

Tip #

3. Tip #

Tip #

B. Listen to these extracts from the discussion and complete them. Do you agree with Nikola’s comment? Why (not)? Debbie

Debbie

Nikola

If you want to move ahead in your career, you also need to evaluate your progress regularly. If you do that, you get a better idea of (1)……………… , and also of the areas that you need to (2) ………………… . When a challenge presents itself, you have to (3) ……………. . If you play it safe all the time, if you just settle (4) …………………. , you’ll never move ahead in your career. If you always do what you’ve always done, you’ll only get (5) ………

Writing A cover letter (= an application letter/a letter of application) is a (typically) one-page document sent with your resume or CV to provide additional information on your skills and experience. An application letter explains to the hiring manager why you are an ideal candidate for the job. It goes beyond your resume to explain in detail how you could add value to the company. A cover letter which should be clear, easy to read and straight to the point typically accompanies each resume you send out. Employers use cover letters as a way to screen applicants for available jobs and to determine which candidates they would like to interview. So, an application letter’s purpose is to get the recipient to read your CV. A cover letter is as important as a resume which should raise enough interest for them to want to interview you. 12

The application letter contains paragraphs in which you should confirm that you wish to apply and say where you learned about the job say why you are interested in the position and relate your interests to those of the company

show that you can contribute to the job by highlighting your most relevant skills and experience indicate your willingness to attend an interview (and possibly say when you would be free to attend) A. Look at the outline of the letter and indicate where the information below should go.

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B. Read the letter of application and answer the questions below. 1. 2. 3. 4. 5. 6.

Whom is the letter addressed to? What position does the candidate want to apply for? Where was the job advertised? What experience does the applicant have? What skills does the candidate obtain? What results did the applicant obtain at his previous job? (www.thebalancecareers.com)

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Joseph Q. Applicant 123 Main Street Anytown, CA 12345 555-212-1234 [email protected] September, 1, 2018 Jane Smith Director, Human Resources Fit Living 123 Business Rd. Business City, CA 54321 Dear Ms Smith, I’m writing to apply for the position of Social Media Manager for Fit Living, as advertised on your website careers page. I have three years of experience as a Social Media Assistant for Young Living, and I believe I am ready to move up to the manager position. In your job posting, you mention that you want to hire a Social Media Manager who understands Internet and social media trends. During my time at Young Living, I was given the responsibility of increasing follower numbers on Instagram. I explained to my manager that I would be happy to do so, and that I would also work hard to increase follower participation, because engagement has become an important metric. Within six months, I increased our followers by over 50 percent and increased engagement by 400 percent. I’m very proud of that accomplishment. Currently, I am working to build a following with the best influencers in our niche. When I saw the job opening, I knew it was the perfect opportunity to offer you both my social media marketing skills and people skills. I have included my resume so you can learn more about my educational background and all of my work experience. Thank you for your time and consideration. Please feel free to email me or call my cell phone at 555-555-5555. I hope to hear from you soon. Sincerely, Joseph Q. Applicant

C. In the Internet find an advertisement on your specialty and write your own application letter using the italicized sentences and word combinations in the sample cover letter. Do remember to enclose your CV to the job application letter.

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Lesson C. Winning an Interview Warm up How do you understand the following quotation by Will Rogers? Do you agree or disagree with the statement? Give your reasons. When speaking use opinion and listing phrases. Listing phrases

Opinion phrases From my point of view …

First of all/ Firstly…

In/ With regard of …

Secondly…

As far as I can see/ judge/ know …

Then …

We/ I can safely assume that …

The next point I’d like to mention is that …

It goes without saying that …

And finally …

Despite/ Inspite of …

To finish with I’d like to say that …

It is vital to note that … Working with words A. Choose the words from the list to complete the newspaper advertisement. competitive bonus

record

ambitious knowledge

benefits maximum communicator

Leading Manufacturer Seeks European Sales Manager  Must be an (1) _________ self-starter with a proven track (2) _______.  Must have the ability to use time to (3) _________ effect.  This is a demanding role for a gifted (4) __________ with a sound (5) _______ of German and Spanish.  We offer a (6) ____________ salary plus (7) ___________ scheme and substantial (8) ____________ package.

B.

Let’s Talk

1. Explain how you

found your present (and any previous) employment.

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2. If you wanted to

find a new job, how would you go about it?

3. Advertising a job in a newspaper is a risky business, but is it as risky as paying a headhunter or an agency? How can the risks be reduced and the right person found more often?

Speaking A. Making a good first impression is one of the most important things at an interview. Look at the picture. Do you agree that an applicant should look and behave like in the picture?

B. Watch the video https://www.youtube.com/watch?v=S1ucmfPOBV8 and fill in the table with the career adviser’s tips on dos and don’ts at the interview. JOB INTERVIEW: HOW TO SUCCED DON’TS

DOS 1.

1.

2.

2.

3.

3.

C. Answer the questions about the interview using your own ideas. The answers are taken from different job application interviews. a) How do you work under pressure? b) What is your greatest weakness? c) Tell me about yourself. d) Describe your proudest professional achievement. e) Where do you see yourself in five years? f) Why should I hire you? g) What are your greatest strengths? h) Why do you want to work here? 17

i) How would your coworkers describe you? j) Why are you the best candidate for this position? 1. R: _______________ C: I started my career in retail but, after a few years, I decided to apply my customer service and management skills to medical supply sales. I started as a Medical Sales Rep and was promoted to an assistant management position within two years. I’ve loved every minute of it and now think that a senior management role should be my next challenge. 2. R: ________________ C: I have learned so much in my current position – both about the industry and about myself. However, after three years in the same role, I am ready to take on more responsibility and a different set of challenges at a larger organization that might have more room to grow. 3. R: ________________ C: I work really well under pressure thanks to my background as a reporter for a daily newspaper. That job taught me to be deadline-oriented, organized, and prepared for anything. I learned to use every spare moment productively because I never knew when I’d have to drop everything to cover a breaking story. In all of my years of newspaper reporting, I never once missed a deadline, which is something I’m really proud of to this day. 4. R: _________________ C: Growing up, my mother shopped for all of our holiday meals at Dean & Deluca. As a kid, I used to beg to go with her because I loved looking at the beautiful displays and tasting the incredible samples. As a chef, I love the idea of cooking for a company that brings joy into people’s homes, and I think my passion combined with my past experience in fine dining kitchens will make me an excellent addition to the team. 5. R: __________________ C: My coworkers would describe me as flexible and easy to collaborate with. I do my best to keep an open dialogue with my team, so I think they would also mention my strong communication skills as one of my strengths. 6. R: __________________ C: I think one of my strengths is my ability to learn independently. I taught myself to use WordPress using YouTube videos, and now I singlehandedly run my organization’s blog. 7. R: __________________ C: I’ve had to work hard to learn how to delegate tasks. I used to be a bit of a control freak, but through management training, I’ve learned that it isn’t necessary for me to have my hands on every project. It’s an ongoing process, but I think I am a better manager now that I am learning to let go of the reigns a bit. 8. R: ___________________ C: I have worked in some of the busiest customer service call centers in the country. By hiring me, you would be bringing in a manager who has a proven track record of galvanizing customer service teams who improve customer satisfaction year-over-year. 9. R: __________________ C: In my last role, I revamped our outreach methods for our annual membership drive. In addition to the usual postcard reminder, I sent out a series of email reminders and incorporated a call to action in our weekly newsletter. As a result, membership and retention improved by more than 25 percent over the previous year. 10. R: ___________________

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C: In the short-term, I am looking to expand my skillset in a marketing assistant role and learn more about the industry. Eventually, I’d like to move into a more senior marketing role, which is one reason why this company is appealing to me. Your organization seems to offer employees room to grow internally, which is something that I really value. ( www.livecareer.com) D. Using the italicized word combinations and sentences answer the questions of the previous task speaking about your career. Listening A. You will hear David Smyth, the Personnel Manager of a European insurance country, answering questions about the way he interviews and selects candidates. In the first extract he talks about the four points listed below. Listen and number them in the order he mentions them. a) b) c) d)

the mistakes a candidate can make in an interview the qualities a candidate must have his advice to interviewees the kinds of things a candidate is expected to know B. Listen again and make notes on each point. C. In the second extract, David Smyth talks about the stages of an interview. Listen to what he says and complete the following chart. D. Look at the questions that David Smyth uses during an interview. In which section of the interview would each question appear? 1. 2. 3. 4. 5. 6. 7. 8.

Have you ever been in a situation when you lost your temper? What sorts of projects did you work on during your time with them? What do you know about our recent acquisitions in Latin America? Did you have any trouble finding our building? How do you deal with difficult people? Which of the options that you took at university was the most interesting? How ambitious are you? Are there any questions that you’d like to ask me?

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Active Vocabulary 1. an applicant

соискатель, кандидат, претендент

2. to apply for a job

подавать заявление о приеме на работу

3. a career ladder

карьерная лестница

4. a career move

карьерное решение, карьерный ход

5. a career break

перерыв в профессиональной деятельности

6. a career plan

карьерный план

7. career opportunities

возможности карьеры

8. a covering letter

сопроводительное письмо

9. CV

резюме

10. educational background

образовательный багаж, подготовка

11. an employer

наемный работник

12. an employee

работодатель

13. to face a challenge

сталкиваться с проблемой; стоять перед проблемой; решать задачу

14. family background

семейное происхождение

15. handwriting

почерк

16. intelligence

ум, сообразительность, понятливость

17. an interview

собеседование

18. job application

заявление о приеме на работу

19. marital status

семейное положение

20. to offer a job

предлагать работу

21. a probationary period

испытательный срок

22. references

рекомендации

23. to shortlist

составлять окончательный список

24. a shortlist

окончательный список

25. to turn down a job offer

отклонить предложение о работе

26. a vacancy

вакансия

27. to win an interview

с успехом пройти собеседование

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Grammar Focus

A. Choose the correct answer from the words in italics. 1. I booked / have booked the hotel yesterday. 2. Have you ever been / Did you ever go to India? 3. I live in London now, but I lived / have lived in Paris from 2002 to 2004. 4. I didn’t see / haven’t seen him recently. 5. Last year I changed / have changed jobs. 6. Did you go / have you been to the meeting yesterday? 7. I have worked here since / for eight years. 8. She has been the CEO since / for 2005. B. Work with a partner. Ask and answer questions. Start the questions with the word in italics. 1. your present job / company (How long have … ?) 2. date you joined (When did you … ?) 3. previous job (What was … ?) 4. education (Where did you …?) 5. travel (Have you ever been …?) 6. people (Have you met …?) 7. other subjects (I still haven’t asked you about …)

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Unit 2. Business Travel Lesson A. Planning a Business Trip Warm up  How often do you travel by air, rail, road, sea?  Do you enjoy travelling? What don’t you enjoy about it?  What are the three best and the three worst things that can happen to you when you’re travelling?  Put the following in order of importance to you when you travel.  comfort  safety  price  reliability  speed  Does the order of priorities change for different types of travel? Working with words A. Read the text and discuss the following questions. 1 Are most business travellers positive or negative about business travel? 2 How close are the views of the travellers in the survey to your own views?

Travelling for business – love it or hate it? Most business travellers (87%) believe that technology such as email and ‘virtual’ meetings cannot replace faceto-face contact. Over three-quarters of business travellers enjoy travelling for business (78%). Of these, 66% like the variety, 62% appreciate the opportunity to see the world, and 51% enjoy experiencing a new culture. But only 8% say it makes them feel important. 22

Of those who don’t enjoy travelling for business – 58% find it tiring and stressful, 55% say it affects their personal life, 46% don’t like being away from home, and 32% just find it boring. Almost a third of business travellers (30%) have experienced a cancellation, a missed flight, or a delay.

B. Seville is an important destination for business travellers. It hosts many conferences and exhibitions. The local chamber of commerce is doing a survey at the airport to find out why business travellers come to Seville. Listen to two interviews and complete this table.

Traveller 1

Traveller 2

Reason for visit Where they are staying Plans (professional personal)

/

C. Listen again to Traveller 1. Match the words from the list to definitions 1-10. a. conference

1) visiting interesting buildings and places as a tourist

b. entertainment

2) a large meeting where people with the same work come together

c. exhibition

3) the place where a conference or a big event is held

d. excursion

4) space, equipment, and services provided (e.g. by a hotel)

e. venue

5) friendly and welcoming behavior to guests

f. facilities

6) a type of food or product that a restaurant or place is famous for

g. hospitality

7) things to do in the evening (e.g. bars, restaurant, etc.)

h. nightlife

8) somewhere you go to see different products or works of art

i. sightseeing

9) a short, organized trip made for interest or pleasure

j. speciality

10) activities which people do for fun and relaxation

D. Listen again to Traveller 2. Match a word from A to a word or phrase from B to make a new phrase. Then match each new phrase to pictures.

23

E. Replace the words in italics with one of the verb phrases from the list. Add a pronoun if you need to. go out pick someone up drop someone off meet up with show someone around eat out

freshen up check in

Pedro: It’s difficult to park here. Can I stop and leave you in front of the hotel? Sabrina: Sure, I’ll register and then I’d like to have a wash, and change my clothes. Pedro: If you like, tonight I can give you a tour of the old city. We could eat in a restaurant by the port. Sabrina: That sounds great! I’d rather leave the hotel than stay in my room. Pedro: I’ll collect you at 8.30 p.m. We’ll see Alberto and Maite in the main square. Reading A. Match the notions with their definitions. 1

an approval

a

2 3

the advent an asset

b c

4

to convince

d

5 6 7

hands-on LinkedIn to nurture

e f g

8

remote

h

9

a superior

i

a person or group of people who are higher in rank or position than others a useful or valuable quality, skill, or person to help a plan or a person to develop and be successful the name of a social networking website for business people to communicate, find new job opportunities, share information, etc. far away in distance or time, or not closely related to persuade someone or make someone certain involving or offering active participation rather than theory the fact of an event happening, an invention being made, or a person arriving official permission or agreement for something

24

B. Read the text and match the headings with the gaps at the start of each paragraph. a) b) c) d) e)

Touching Base with Remote Colleagues Additional Training Establishing a Relationship with a New Client or Customer Marketing Opportunities Nurturing Your Bond with an Existing Client or Customer

How to Convince Your Boss to Approve Your Business Trip The advent of technology like audio and video conferencing has enabled modern workers to connect with anyone, anywhere, simply with the touch of a button. As the mobile workforce grows and the telecommuting trends upwards, the business trip may seem like a needless luxury from a bygone era. However, in a few distinct circumstances, the business trip can still be an asset to your career (and your company). The difficult part lies in getting approval from your superiors to travel. So, how can you convince your boss to let you travel? You simply have to prove why the business trip is necessary and how your travels will enable you to accomplish something that you cannot achieve from a remote location. Here are a few examples of business trips would be a valuable investment for your company: 1 ____________________ When you are establishing a relationship and building trust with a new client, face time is crucial. There are social cues and communication that takes place via your body language that simply cannot be conveyed virtually. Once a relationship has been established, it is easier to maintain from a remote location, but with a new client or customer, meeting face to face to build that foundation of trust is essential. 2 ____________________ If you work for a company with many remote employees, there’s a good chance you haven’t met some of your colleagues who you regularly work with on a day-to-day basis. Thanks to conferencing software and other technology, it isn’t necessary for your co-workers to all be in one place anymore. That being said, when it comes to teambuilding and maintaining good working relationships with your colleagues, face-to-face time can be a valuable asset. Getting the whole team together in person at least once a year is a great way to ensure a strong team bond and facilitate a spirit of teamwork amongst employees. 3 ____________________ Although it is easier than ever to stay connected with clients thanks to virtual meetings and video conferencing technology, it’s always good to touch base in person on occasion to re-establish trust and show your customer that you are still dedicated to serving them. A short business trip is a great way to nurture an existing relationship while bringing a new offering to the table for the customer to give your face-to-face meeting added purpose. 4 ____________________ 25

As the old saying goes, it’s not about what you know, it’s about who you know. And while you might be a hustler on LinkedIn, nothing beats good old-fashioned face-to-face networking. Trade shows and conferences provide great opportunities for short business trips that will be valuable to both you and your company. You get the opportunity to network with leaders in your field while garnering industry knowledge and even gathering prospective leads and gaining new business through your marketing efforts. 5 ____________________ Though you can find tutorials to teach you just about anything on YouTube these days, in the corporate world, there are just some things that should be taught via in-person instruction. Hands-on learning is an invaluable experience that is far more beneficial than any virtual training course you may come across. If a training opportunity pops up that will help you learn a new skill or enhance your existing knowledge base, you should feel comfortable embracing the opportunity to better yourself as an employee and provide additional value to the company. C. Imagine that you are planning a business trip, try to get your business trip approved by your superiors.  Prove how your company will benefit from allowing you to travel.  Create a plan to establish how the return on investment (ROI) gained from your trip will be greater than the expenses of your trip.  Keep your expenses low.  Do your research and provide your boss with quantitative data to back up your claims that the trip will be a valuable investment for your company. Speaking A. Act out a conversation as passengers aboard the plane. One of you is an employee who doesn't want to travel for business and the other one is a manager who requires a lot of business travel. Make sure you use the active vocabulary. B. Debate the positives and negatives of business travel. As a first step, make notes for the positives and negatives, and then discuss with a partner. positives

negatives

26

Lesson B. Travelling for Business Warm up A. Look at the figures on inbound and outbound business travel to and from the UK. INBOUND % OUTBOUND % Business travel as % of all travel 26.7% Business travel as % of all travel 15.8 to UK from UK % Region of origin: Region visited: North America 13.1% North America 9.6% EU Europe 67.4% EU Europe 73.2 % Non-EU Europe 5.9% Non-EU Europe 9.0% Rest of World 13.6% Rest of World 8.2% B. Do you think the figures would be different for your country? How could you find out? C. What do business travellers do when they come to your country, for example, meetings, conferences? D. Which type of business do they visit? Think of the names of two or three large companies in your country that might be involved in international business travel. Working with words A. The acronym MICE is often used to describe the different parts of the business travel industry. What do you think the letters stand for? B. Look at the table to find the four words, beginning with M, I, C and E which mean the following. 1 occasions when people come together to discuss or decide something - usually involving a small number of people 2 journey or holiday given to a worker or group of workers as rewards for good work 3 large official meetings, usually lasting for a few days, at which people with the same interests come together to discuss their views 4 events at which products and services produced by different companies are shown to the public Individual business travel Business tourism    

presentations consultations investigations one-to-one meetings

     

meetings and seminars conferences product launches incentive trips (team, family) exhibitions (trade fairs, trade shows, consumer shows) corporate hospitality (spectator, participative) 27

C. Match the following events (a-e) with the items from the table. Then complete the sentences (1-5) with the words or phrases below. delegates

a PowerPoint presentation

box

stands

gala banquet

a __________: The World Federation of Tour Guides is meeting in Hong Kong to discuss a number of issues affecting their business and to hear talks from key representatives of the industry. There will be __________1 from all over the world. b __________: Hammond Brothers Ltd are pleased to announce their new ‘Green machine’ power-cycle, ideal for the business person and the weary sightseeing tourist alike. Come to the Meeting Room of the Imperial Hotel for __________2 by the Chief Designer and the Sales Manager. Drinks and snacks will be provided. c __________: Join us for the final of the Rugby League World Cup for champagne and a superb buffet lunch. Watch the game from the comfort and luxury of our private __________3. d __________: As a reward for achieving record sales figures in the last financial year, the Directors of General Instruments Inc. are delighted to invite you on a tour of the capitals of Western Europe. On the final evening the CEO will attend the __________4 to personally thank you. e __________: FITUR is the world’s largest travel show after ITB Berlin. There are three trade days (with 75,000 professional visitors expected) and two consumer days (with 150,000 visitors expected). FITUR is also the major event for Latin American tour operators contracting their European tours. Industry partners can hire __________5 for five days for approximately €4,000. Listening A. Which of these are most important for business travellers than for non-business tourists and travellers? 1 time to choose from different travel options 2 possibility to make reservations at short notice 3 access to reservations 24 hours a day 4 express check-in at airports 5 packaged travel arrangements – flight, transfer, accommodation, meals, etc. all included 6 fast internet connections in hotels 7 hotel in a quiet relaxing location 8 support information on local area and culture

28

B. Carlos Lozano is a travel agent specializing in business travel. Listen to the interview. Which of the items in A does he say are most important for the business traveller? C. Listen again. 1 What is the role of the account manager? 2 How does Carlos’s company ‘go the extra mile’? 3 What topics would you expect to be included in a ‘Culture guide’ covering basics of social etiquette and doing business with different cultures? Reading A. Before you read the passage, talk about these questions. 1 What are some ways people greet each other in formal and informal situations? 2 What are some things foreigners might accidentally do that are offensive in your culture?

Conducting Business Overseas Conducting Business Overseas is full of pitfalls! There are many different customs regarding etiquette. You may make a major social gaffe without realizing it! This guide outlines the areas where mistakes commonly occur. Consider how you will address your business associate. It is polite to address someone by their title and surname in many places. The handshake is recognized worldwide, but in the States and Britain people generally shake hands only once, when they first meet. Be aware that in Japan, it is to make eye contact when shaking hands, and in many Asian countries it is customary to bow. If you are invited to someone’s house, you should take a gift to thank them for their hospitality. But be careful! Your choice of gift is very important. Avoid giving white flowers in Japan or clocks in China because they symbolize death. Be conscious of eating customs. In Europe and the States, you may offend your host if you leave food on your plate. However, in Asia, a clean plate indicates you are still hungry. In conclusion, the best way to conduct business internationally is by researching manners and customs. Only this way can you ensure that you won’t make a terrible social blunder! B. Read the guide to business etiquette. Choose the correct answers. 1 What should you not do when visiting Japan? a give your host a gift b bow when you meet someone c leave food on your plate after a meal d look a person in the eyes during an introduction 2 What should business travellers do before doing business in other countries? a purchase reasonable gifts b learn the country’s language 29

3

c research the country’s etiquette d memorize new partner’s surnames According to the passage, when do British people shake hands? a when greeting business partners in the morning b when first being introduced to someone c when accepting a gift d when entering someone’s house

C. Work in pairs. Act out the roles below.

Student A

Student B

You are going on a business trip to Your colleague is going on a business trip another country. Explain to Student B abroad and is worried about etiquette. Help Student A plan for his or her trip. that you are worried about:  greeting people  giving gifts

Writing Write a guide to etiquette for business people visiting your country (100-120 words). Talk about:   

what is customary for people to do when they greet each other what people should be aware of during meals what sorts of gifts are appropriate

30

Lesson C. Doing Business in Different Countries Warm up A. What is your experience of meeting people from different countries? What differences in behavior have you observed? What do you say or do when you meet someone from another culture? B. Kwintessential is a global organization which offers intercultural training. Look at its briefings on how to handle first meetings in four different countries. Which countries are being described?

Senegal

Germany

Japan

Kazakhstan

1 Greetings are rather formal due to the hierarchical nature of society. The common greeting is the handshake, often done with both hands and a smile. Some men will not shake hands with women, so be sensitive to these religious differences. Wait until invited before using someone’s first name, although the invitation generally comes early in the relationship.

3 Greetings are very formal and ritualised. It is important to show the correct amount of respect and deference to someone based upon their status relative to your own. If at all possible, wait to be introduced. It can be seen as impolite to introduce yourself, even in a large gathering. A foreign visitor may bow the head slightly, since no one expects foreigners to generally understand the nuances of bowing.

2 Greetings are formal. A quick, firm handshake is the traditional greeting. Titles are very important and denote respect. Use a person’s title and their surname until invited to use their first name. In general, wait for your host or hostess to introduce you to a group. When entering a room, shake hands with everyone individually, including children.

4 When people greet, they take time to ask about the health and welfare of family members. It is customary for these questions to be asked over a very long handshake. People should be addressed by their academic, professional or honorific title and their surname or first name.

31

Listening A. Nigel Ewington is a director of WorldWork, an intercultural consultancy. Listen to him talking about managing first meetings in different cultures. B. Answer the questions. 1 Why does Nigel say it’s important to manage first meetings well when working internationally? 2 What does he describe as the main purpose of first meetings in the Arab world? 3 When he goes to China, how does he usually start small talk? Why does this create a positive impression? 4 Why is asking ‘open questions’ important? C. Role play a first meeting. Student A, you are the visitor. Student B, you are the host and will meet the visitor. Student C should observe the meeting and give feedback: use the observer feedback form.

You arrive on time at the company headquarters in Zurich for a meeting with James Schiro, a colleague working on the same international project. You work in a local company business unit – you choose the country. The purpose of the meeting is to discuss the progress of the project. If James Schiro is not there to meet you, ask when he will be back in the office. You work at the company headquarters in Zurich. Your boss is James Schiro. Host James just told you that he will be ten minutes late for meeting with a visitor who is about to arrive at the office. He has asked you to look after the visitor until he arrives. When the visitor arrives, explain the situation to the visitor and make him/her feel comfortable with small talk until James arrives. As you talk, observe your visitor and choose a style of communication, which works for both of you. Observer Feedback Good (examples) Could be better (examples) First introductions Greets politely Explains situation Small talk Asks questions Finds common ground Creates positive atmosphere Body language Helps the conversation Visitor

32

Reading A. Across cultures people build professional relationships in different ways. Susanne M Zaninelli analyses the impact of these cultural differences on smalltalk styles, using the metaphor of peaches and coconuts. Read the text and answer the questions. 1 What is the style of polite small talk for a coconut? 2 What is the style of polite small talk for a peach? 3 How can peaches and coconuts negatively judge each other? 4 The article ends, ‘Perhaps we should become “pea-nuts”. What does this mean?

B. Are you a peach or a coconut? Check with others in your group to see if they agree with your assessment of yourself. C. Questions can help to support small talk. However, it is important to choose the right topic. Look at the list of personal and professional topics. Add a few more 33

and brainstorm as many questions as you can for each topic. Aim for a list of 20 or more small-talk questions! Do you live far from the office? What are you working on at the moment? Personal focus: home, family, hobbies / interests, ............... Professional focus: work responsibilities, current tasks, developments in the organization, ...............

Speaking

Work in groups. Find the most important etiquette rules that you should take into account when doing business in different countries that constitute the major world markets. These rules relate to topics such as:  greetings and introductions  names and titles  organizing meetings  punctuality and time management  business meals  gift giving  business attire etc.

34

Active Vocabulary 1. accommodation

проживание, размещение

2. advent

открытие, наступление события

3. approval

одобрение, утверждение

4. arrangement

договорённость

5. asset

ценный вклад, положительное качество

6. cancellation

отмена, аннулирование

7. check in

регистрироваться

8. conduct

проводить, руководить

9. conference

конференция

10. convince

убеждать, уверять

11. delegate

делегат, представитель

12. drop someone off

довезти, высадить из машины

13. exhibition

выставка

14. excursion

экскурсия

15. facilities

сооружения, оборудование, услуги

16. freshen up

освежиться, привести себя в порядок

17. gaffe

оплошность, ошибка, бестактность

18. hospitality

гостеприимство

19. incentive

стимулирующий, поощрительный

20. look around

осмотреться

21. meet up (with someone)

встретиться, устроить встречу

22. nurture

содействовать, способствовать

23. offend

обижать, оскорблять

24. pick smb up

заезжать за кем-либо, забирать что-либо

25. pitfall

ошибка, опасность, 'подводный камень'

26. remote

удаленный, дистанционный

27. show someone around

показать достопримечательности, провести экскурсию

28. speciality

местная достопримечательность, фирменное блюдо

29. superior

начальник, старший по должности

30. venue

место проведения мероприятия

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Grammar Focus

A. Rewrite these sentences starting with the words given. Use must, have to, need, etc. 1 My job is to welcome guests and answer the phone. I have to welcome guests and answer the phone. 2 It isn’t necessary to bring your laptop – we have one you can use. You don’t ______. 3 This is a no-smoking area. We aren’t ______. 4 It is absolutely forbidden to take these documents out of the building. You ______. 5 In theory we’re not allowed to talk in the library, but everyone does. We’re not _____. B. Samantha is giving a presentation about the rules and duties to some temporary members of staff at a department store in London. Read her notes and complete the presentation. ‘Hi everyone, I’m Samantha and I’m going to tell you some of the dos and don'ts of working here. You don't need to 1 call other staff Sir, Madam, Mr, or Mrs - first names are OK. You have to 2 __________ and __________. You’re supposed to 3 __________ and __________. You mustn’t 4 __________ and __________. duties not necessary 

be polite and helpful to the customers wear an ID badge at all times

 absolutely prohibited 



smoking in warehouse wearing jeans



call other staff Sir, Mr, Mrs - first names are OK

rules which lots of people ignore 



leave bicycles at the back of the shop enter the shop through the main entrance 36

Unit 3. Starting a Business Lesson A. Innovation and New Ideas Warm up A. Read these quotes from people talking about ideas and obstacles in their lives. Think of different ways to help these three people. “I have this really simple idea for setting up a cleaning company where we clean local companies and people’s houses. The only problem is I have two small children who aren’t at school yet. How can I do both?” “My brainchild is a motorbike that runs on hydrogen, not petrol. I’ve already built a prototype, but how can I get the money to manufacture and market it?”

“I’ve retired with a pension but I’m bored. I have some money, but I don’t know what to do with it. I don’t want to work too hard. What could I do?” B. Think back to all the ideas and discussions and answer questions 1-4. 1 During the group discussion, did you hear any ideas which were  innovative?  simple?  revolutionary?  original?  other?

37

2 Which was the best ‘brainchild’ you heard? 3 Who was the most useful facilitator or catalyst in your group? 4 What obstacles did you encounter? Working with words A. When and where do you get your best ideas? At work? After lunch? In the middle of the night? When you are exercising? In the car? B. Read the article and answer the questions: - Why did Mitchell Ditkoff and John Havens invent The Breakthrough Café? - Would you like to go there?

Food for thought but also act as facilitators to encourage innovative ideas.

The Breakthrough Café is the brainchild of Mitchell Ditkoff and John Havens. The aim is that customers will have at least one ‘a-ha’ moment during an evening that is a combination of ‘party, restaurant, and brainstorming session.’

Ditkoff explains how he first came up with the concept. ‘I’ve asked thousands of people: “Where do you get your best ideas? What is the catalyst?” Less than one per cent of people say they get their ideas at work. They get their ideas when they are happy, away from the office, late

Over a three-course meal, customers begin by meeting each other and reading their name badges. The name badge also contains the words ‘How can I …?’ Each customer completes this with a question about an idea or obstacle in their life. For example, ‘How can I start my own catering business?’, ‘How can I find someone to invest in my prototype?’, ‘How can I get a new job?’ As well as discussing and giving advice to each other, there are ‘Innowaiters’ who serve food and drink, C. 1 2 3 4 5 6 7 8 9

at night, and in the company of friends.’

Match the words in bold from the text in B to definitions 1-9. an idea for something new: _______________ an idea or invention of one person or group of people: _______________ new and original: _______________ when you suddenly realize or understand something: _______________ people who help you: _______________ something to cause change: _______________ think of a new idea or plan: _______________ something stopping you: _______________ the first form of something new: _______________ 38

Listening A. The article gives three examples of questions people might ask at the café. Listen to three conversations at the Breakthrough Café. Which question from the article does each person have on his / her badge? 1. ________________________________________ 2. ________________________________________ 3. ________________________________________

B. Listen again. Tick (✓) adjectives each speaker uses to describe the three categories in the table. dynamic original reliable revolutionary simple sophisticated traditional

Job / Company ✓

Technology

Idea

C. Write your own How can I …? questions.

1 Tell the class your question and ask each person to give you an idea / solution. 2 Choose your favourite idea and explain why you like it. Example: I like the idea that John came up with because it’s simple but also very innovative and original. Reading A. Scan the article about the German businesswoman Ingrid Roth to find answers to the questions. 1. What type of service does Ingrid offer? 39

2. Why did she set up a Ltd company? 3. Does Ingrid spend a pot of time in England because of her company? 4. How is it possible to set up a Ltd company in Germany?

Unlimited Ltds in Germany Ingrid Roth was unemployed and single when she offered to organize her sister’s Christmas celebrations. Her sister, Karen Regensberger happily accepted because she was married with two children and a fulltime, very stressful job. Ingrid bought and wrapped all the presents, bought and cooked all the food and decorated the house. And she offered a complete service she cleaned and tidied everything after the event. It was such a success that friends of the family wanted the same service - and not only for Christmas, for all sorts of celebrations. Suddenly Ingrid had more work than she could cope with. There was a real gap in the market - people were too busy to organize their own festivities! She decided to set up her own company, but instead of choosing a GmbH (Gesellschaft mit beschränkter Haftung), the German legal model, she chose to register her company in England as Celebrations Ltd. Ingrid said, “I decided to set up a limited company and not a GmbH because it’s quick, simple and cheap.” The British title Ltd is also well-known internationally just in case Ingrid would like to expand her business in the future. Ingrid is part of a growing trend of small business owners who choose Ltds. The main advantage is that the minimum equity required in one pound, compared with a minimum of £25,000 for a GmbH. A Ltd

company can be registered within 24 hours whereas a GmbH can take months and involve a lot of red tape. It’s also much easier to change the company structure, such as having a new director. With a GmbH you would need to pay legal fees to change anything. Another advantage is that you don’t have to do the paperwork yourself. You can pay a consultant a modest fee of £500 to register your company at companies House, Britain’s business register office. Various documents are required, for example a Memorandum of Association which gives the details of the company. For a further £250 a year, your consultant will submit your annual accounts. Ingrid does all her business via the Internet and email. She has never been to her company’s headquarters in Birmingham or met her consultant face-to-face. Ltd companies have been growing in Germany since 2002 when the European Court of Justice allowed the use of business legal forms between countries in the European Union. There are now more than 30,000 German Ltds, these are mostly small retail or service companies like Ingrid’s. One reason for this is that they are not risky and the owners’ liability is only limited to the amount they invested. This means if the company runs into trouble and has debts, the owners don’t lose everything. Ingrid is not worried about going out of business; she now employs four people and works more than 12 hours a day. But, if anything happened to her company, she could start a new one within 24 hours.

40

B. In each set of four, match an expression from the article on the left to the correct definition on the right. 1 gap in the market a documents or processes that cause delays 2

minimum equity

b

a small amount of money as payment for a service

3

red tape

c

4

modest fee

d

5

e

6

Memorandum of Association annual accounts

the lowest amount of capital allowed to start up a company this product or service doesn’t exist, but there is a need for it the central office of a company

7

headquarters

g

8

limited liability

h

f

if the company has debts, you only lose the amount of money you invested a document detailing who owns the company, how much capital is invested and where it is based yearly record of the trading results of your company

C. In small groups discuss the questions. 1. What could Ingrid do to expand her business? 2. Is Ingrid Roth an entrepreneur? Give reasons for your answer. Speaking Work with a partner. You are entrepreneurs and you have decided to start a business providing a service for young professionals who lead busy lives. Decide together where you think there is a big enough gap in the market and think about what busy people don’t have time to do. Decide what kind of service you are going to provide, where your headquarters will be and how you will make sure that your business is a success. Present your ideas to the class.

41

Lesson B. New Business Warm up A. Read the quotations. Do you agree with Thomas J. Watson and Pavarti Patel? ‘You have to have your heart in the business and the business in your heart.’ Thomas J. Watson (1874-1956) Founder of IBM ‘An entrepreneur is someone who has a good idea and sees a chance to start a business with it.’ Pavarti Patel Start-up consultant B. Work with a partner. Decide which qualities are the most important for an entrepreneur to possess (1 = most important, 8 = least important)  Diplomatic  Organized  Willing to take a risk  Optimistic  Calm  Determined  Energetic  Creative Listening A. Listen to Robin Hurd interviewing Ms Patel, a start-up consultant, about being an entrepreneur and answer the questions. 1 Can anyone be an entrepreneur? 2 What stops most people from being an entrepreneur? 3 Which countries have a lot of entrepreneurs? B. Listen to the interview with Ms Patel again and answer the questions. Why does Ms Patel say these things are important when setting up your own business? 1 Energy 2 A social security system 3 A legal system Working with words A. What conditions are important for people starting new businesses? Choose the three most important from the list. Can you think of any others?  low taxes  high unemployment  skilled staff  a strong currency  government grants  low interest rates  cheap rents  stable economy  good transport links  training courses 42

B. Match the economic terms (1-10) to their definitions (a-j). 1 interest rate

a

2 3 4 5 6 7

b c d e f g

exchange rate inflation rate labour force tax incentives government bureaucracy GDP (gross domestic product) 8 unemployment rate 9 foreign investment 10 balance of trade

h i j

total value of goods and services produced in a country general increase in prices cost of borrowing money price at which one currency can buy another percentage of people without jobs people working low taxes to encourage business activity money from overseas official rules / regulations / paperwork difference in value between a country’s imports and exports

C. Try to complete this economic profile without looking back at the terms in B. The economy is stable following the problems of the past two years. By following a tight monetary policy the government has reduced …..the inflation rate…1 to 2%. After going up dramatically, the i……….. r………. 2 is now down to 8%. The last six months has seen a slight improvement in the e………. r……….3 against the dollar. The G……….4 has grown by 0.15%. Exports are increasing and the b………. of t……….5 is starting to look much healthier. The u………. r……….6 continues to be a problem as it is still 16%. In order to stimulate the economy and attract f………. i……….7 the government is offering new t………. i……….8 as well as making a renewed effort to reduce g………. b……….9 . Finally, a large skilled l………. f……….10 means there could be attractive investment opportunities over the next five years. D. Write a short paragraph about the economic profile of your country (100-150 words).

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Listening A. Listen to an interview about the development of a range of clothing, Fat Face, and answer the questions. 1 Where were the two friends working? 2 Why did they start making T-shirts? 3 Where did they print the T-shirts? 4 Why did they call the company Fat Face? 5 How do they describe their product?

B. Complete the flow chart for the development of Fat Face with the words from the list. Then listen to the interview again and check your answers. brand the product 1

design the product

have the original idea

2 Do market

3

research

6 Launch the

product

4 Do product

5

trials

C. Match 1-8 below to definitions a-h. 1 2 3 4 5 6 7 8

practical economical attractive functional stylish user-friendly well-designed compact

a b c d e f g h

44

cost less to run

easy to use fashionable and good to look

useful small useful with little decoration beautiful planned and made well

Reading A. Read the text and match the headings to the paragraphs. a) Did you plan on working in a field like this? b) Has your working style evolved on the job? c) What do you do at work? d) What challenges are you facing? e) Did anyone do this before you? f) How are you evaluated?

Using Digital Tools to Move a Candy Company into the Future 1 ____________________ My job is to help move the company forward in a world that’s digital. We’re a traditional manufacturing company, and we need to be ready for the future. I consider what opportunities the future will present, how we can best react and how we’ll make decisions about them. I explore the ways in which we can take advantage of new technologies and tools, such as artificial intelligence; how we should experiment; and whether we are even looking at the right problems. Mars is based in McLean, Va., and I work remotely in Manhattan. 2 ____________________ It’s a new type of role, and one of my goals is to explain what’s possible in simple language so people understand. Part of my work involves prototyping, such as growing peanut plants in a fish tank using digital automation — without human intervention. To do this, I worked with a few colleagues in Mount Olive, N.J., a unit that I’m part of, though I don’t work there all the time. We implemented an automated watering and fertilizing schedule to see how the plants would grow. We don’t only produce candy. We also offer pet care expertise and produce pet food and human food, like Uncle Ben’s Rice. With the peanut plants, we wanted to see if we could learn anything for partnering with our farmers, everything from how we might use technology to how a team comes together and tries different ideas. 3 ______________________ Yes. I’m part of a six-member “user centricity” team, in the digital technologies group. We help Mars solve problems by focusing on people’s needs. Recently, we set up our team as if we were a product we were selling to other groups in the company. We had to figure out how we would organize ourselves to be forward-thinking as we set up services, such as training sessions. We were learning how we actually engage with the rest of the organization as we get people to think critically and expand their vision. We set up weekly goals and focused on driving our own progress to guide others forward. 4 ____________________ 45

No. I grew up in Silicon Valley, so technology was all around me, and I had family members working in the field. But I didn’t understand the opportunities that were available, and a job like this would’ve never entered my mind. I graduated from the University of California, Davis, with a degree in international relations and communication, and my first job was at a mobile start-up. Every role I’ve had since then, mostly in emerging technologies, feels like it was created that very year in response to what’s happening in the world. 5 ____________________ My group is measured on whether we achieve our objectives, and on how much we’re actually contributing to the progress of the Mars teams we work with, including improving their digital skills. So by a mix of quantitative metrics and the qualitative responses we get when talking to people about whether we have helped them. 6 ____________________ The world is changing quickly, and I need to keep up with the pace. I’m optimistic about the future, but I need to make it realistic for us. The New York Times B. Find in the text the words which mean the following: 1. an occasion or situation that makes it possible to do something that you want to do or have to do, or the possibility of doing something 2. a condition giving a greater chance of success 3. the use of computer programs that have some of the qualities of the human mind, such as the ability to understand language, recognize pictures, and learn from experience 4. the activity of making basic models or designs for a machine or other industrial product 5. involvement in a difficult situation in order to improve it or prevent it from getting worse 6. to start using a plan or system 7. to solve or discover the cause of a problem 8. something that you plan to do or achieve Speaking Your company is launching a new product (a new kitchen utensil, a product for a pet, a car accessory) or service. Present this product or service to potential investors in 90-seconds, using the ideas below.  Product / service (What?)  Unique selling point (What is exciting and new?)  Loan (How much do you need?)  Break-even point (When?)  Return on investment (What can you give back to the Investors?) 46

Lesson C. How to Make your Business a Success Warm up Discuss these questions. 1. There are four key ingredients when starting a new business: an innovation, a good team, the right market opportunity, and the right financing strategy. In what ways are they important? These phrases may help you. If you have (an innovation), you can ……………. Without a good (team), you can’t …………………. If you want to ………………, you have to have ………. It is impossible to ………………… if you haven’t got …………. 2. In your opinion, which of these four ingredients is the most important?

Reading A. Go through the article quickly to find the four elements that a good team needs. A good team needs: 1 the ability to …………………………………… 2 …………………………………………………… 3 …………………………………………………… 4 ……………………………………………………

How to add the human touch by Doug Richard When thinking about how you start your business, getting the right team together will be the most important and the most difficult decision you make.

succeed, you will have to form a core team of people. Before that, however, you can only know who else you need by knowing your strengths and your weaknesses. Having a great business idea does not mean that you have the skills to manage others. The hardest of all your decisions may be to let someone else lead the company you founded. What, then, does the team need? First, it needs the ability to sell - and in particular the ability to persuade others to buy into your vision. Second, the team needs the ability to count. The business is managed by managing the flow of cash. It may be the accountant's job to do your books, but it is your

The reason is simple. No one person has all the skills, experience, contacts or reputation that are required to get a business up and running. So, in order to 47

Finally, you and your team must be fully aware that starting a business means giving up two things - time and money. It frequently means working evenings and weekends, and being last in line for payment. Succeeding with an innovationbased company takes everything: all of your time, all your great ideas, lots of personal sacrifices - and it may take all of your money. There is no magic formula to building a business. It is like putting together the pieces of a puzzle. But it is worth remembering that the team is the most important piece.

responsibility to understand them so well that you use them to drive the business. Third, the team needs experience. There are three types: customer experience, product experience and start-up experience. If you are going to sell an Internet service to restaurants, you need experience in the development of Internet services and the experience of running restaurants, if your team has only one or the other, you will either know what product to build or how to build it, but not both. Fourth, the team needs to have contacts, relationships, a network. Having people who can help you informally or formally will help your business succeed.

B. Read the article carefully. Then decide whether these statements are true (T) or false (F). 1 If you want your new business to succeed, you yourself first need to gain all the necessary skills and experience. 2 New entrepreneurs sometimes rightly decide to let another person lead the company they started up. 3 Good cashflow management is a necessary condition for a business to be successful. 4 An effective team will have experience in only one key area. 5 You need to put in a lot of time and effort before you can enjoy the rewards of owning a fast-growing start-up. 6 Building the right team is the magic formula to setting up a successful business. C. Work in groups of three or four. Think about a business you could start as a group. Consider these questions:



What kind of business would it be?



What do you already have as a group? Think about

 skills  experience  contacts  What other strengths do you have? What about your weaknesses?  What difficulties do you think you may face? How will you overcome them?

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Listening or watching A. Match the vocabulary with the correct definition and write a–g next to the numbers 1–7. 1 a niche in the market a a person who starts and manages a business, 2

an entrepreneur

b

3

set up

c

4

manufacture

d

5

come up with

e

6

a pioneer

f

7

throw smb in at the deep end

g

accepting the risks and hoping to make money a person who goes into new areas (of land, thought, research, or development, etc.) before other people make a product, especially using machines think of, discover or produce (an idea, solution, design, etc.) a special area of demand for a product make someone do something difficult without any preparation, help or training start or establish (a business)

B. Would you like to start your own business? Joe meets young British entrepreneurs who are doing just that, and gets expert advice from Sir Richard Branson on how to make your business a success. Watch or listen to Part 1-2 and choose the best answer. https://learnenglishteens.britishcouncil.org/ar/node/2482 Part 1 1. One problem in golf is … a. the long walk to get the ball. b. the difficulty of learning the game. c. the danger of balls hitting people. 2. The small, lightweight golf cart can … a. carry two people. b. easily fit in your car. c. help you improve your technique. 3. Arnold came up with the idea for the golf cart while he was … a. at school. b. at university. c. working at the golf course. 4. Arnold says golf is … a. not as important as design for him. b. an enjoyable hobby. c. the major passion in his life.

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Part 2 1. Richard Branson remembers that being a young entrepreneur is … a. exciting. b. tiring. c. hard. 2. Sir Richard says a business is … a. all about the people that work there. b. knowing that the customer is always right. c. having an idea that makes a positive difference to people’s lives. 3. Arnold manufactures his golf cart in … a. Britain. b. China. c. Germany. 4. Arnold’s golf cart is also … a. allowed in parks. b. easy to carry by hand. c. legal on the roads. C.

Check your vocabulary. Complete the gaps with a word from the box. course challenges boot invention end walk niche workshop

1. Wherever you are playing golf, there can be a long ______________ to get the ball after hitting your shot. 2. The RolleyGolf offers a new way to get around the golf _______________. 3. The small and lightweight golf cart fits in the _______________ of your car. 4. Arnold took the RolleyGolf idea to a golf course and discovered there was a ____________in the market. 5. Sir Richard Branson was once in Arnold’s position, facing the same __________ as a young entrepreneur. 6. Sir Richard says that when he first started, he just threw himself in at the deep _____________. 7. Many of the parts for Arnold’s invention are handmade in a small _______________ in South London. 8. Arnold’s _______________ is now legal on the roads, so Joe decides to borrow one to get home.

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Working with words A. Complete the quiz about companies. Successful companies: true

false

it depends

1 2 3 4 5 6 7

have to make big profits. share profits with their employees. continuously expand and diversify. offer good quality products to consumers. take over other companies. have the biggest market share. look after the environment and don’t pollute it. 8 have mission statements. B. Read and complete the company descriptions below using the words in the boxes. 1 __________________ capital

liability

accountants

share

This is for between 2 and 20 people, and very often it is a group of doctors or (1)__________ who set up this type of business. Each person has an equal (2)__________ in making decisions and in whatever profit is made. The more people you have, the more (3)__________ you can put into business, and you all have unlimited (4)__________. So if one of you makes a mistake, you all have to pay for it. 2 __________________ investment

agreement

accounts

shareholders

This type of company is owned by a small group of individuals, the (5)__________, who are very often the members of one family. You can only sell your shares if the owners are in (6)__________. You have limited liability so you only lose your (7)__________ if the company runs into trouble. You have a lot of paperwork to do as you have to publish your (8)__________ every year. 3 __________________ capital

fall

shares

Meeting

shareholder

Anyone can buy (9)_________ in this company. This is a good type of company if you need to raise (10)__________in order to expand and diversify. You have limited liability but you 51

can still lose money if there is a (11)__________ in the price of your shares. You have little control in the running of the company unless you are a major (12)__________ or enough other shareholders vote the same as you at the Annual General (13)__________ of shareholders. 4 __________________ debts

trading

profit

boss

This is the easiest type of business to start. You simply need a good idea and enough money to start (14)__________. You can organize your work as you want because you are your own (15)__________, and if you make a (16)__________, you keep it for yourself. On the other hand, you have to work long hours and you have limited liability. That means if you run up (17)__________ you alone have to pay for them. C. Read the text again and write each company type below at the top of the correct paragraph. Sole trader Private limited company (Ltd) Partnership Public limited company (PLC) Video Watching A. Watch the video ‘The single biggest reason why start-ups succeed’ by Bill Gross. https://www.ted.com/talks/bill_gross_the _single_biggest_reason_why_startups_su cceed B. Answer the questions. 1. What makes companies succeed the most? 2. What are five essential elements that lead to success? 1) 2) 3) 4) 5)

42% 32% 28% 24% 14%

3. What specific examples does the speaker give about each of the elements? 4. According to the speaker what might matter even more than execution? 5. Do you agree that start-ups can change the world and make it a better place?

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Active Vocabulary 1. annual accounts

годовая отчётность; годовой отчёт

2. balance of trade

торговый баланс

3. brainchild

идея, выдумка, оригинальная мысль, замысел

4. come up with

придумывать, разрабатывать

5. encounter

наталкиваться (на трудности), неожиданно встретиться

6. entrepreneur

предприниматель

7. equity

справедливость

8. execution

исполнение, осуществление

9. facilitator

координатор, куратор

10. foreign investment

зарубежные инвестиции

11. gap in the market

дефицит на рынке

12. headquarter

главное административное здание, штаб-квартира

13. interest rate

процентная ставка

14. labour force

рабочая сила, трудоспособное население

15. limited liability

ограниченная ответственность

16. launch

открывать, выпускать

17. obstacle

преграда, помеха, препятствие

18. product pitch

краткое описание продукта, блиц-выступление

19. product trial

пробное использование товара

20. profit

прибыль, доход

21. prototype

прототип, пилотная модель, прообраз

22. revolutionary

принципиально новый, революционный

23. set up

открывать дело, основывать

24. shareholder

акционер

25. sophisticated

сложный, тонкий

26. stable economy

стабильная экономика, устойчивая экономика

27. start a business

создавать бизнес, открывать дело, основать компанию

28. start-up

запуск в производство, молодая компания

29. tax incentive

налоговый стимул

30. unemployment rate

уровень безработицы

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Grammar Focus

A. Choose the correct answer from the words in italics. 1. The female workers encourages and trains / are encouraged and trained to set up their own business. 2. A charity called Humanitarian Assistance for Women supports / is supported the factory. 3. The factory only employs / is employed women. 4. The Kabul Star football manufactures / is manufactured in Afghanistan. 5. Employees make / are made the footballs in a large house in Kabul. B. Rewrite these sentences in either the passive or active from starting with the words given. 1. Most business these days is done over the phone. People do most of their business over the phone these days. 2. Hans Angst set up the company twenty years ago. The company __________ 3. The manager must sack employees for being late. Employees __________ 4. It has been agreed to extend the hours of work. We __________ 5. People in this culture regard punctuality as a sign of politeness. Punctuality _________ C. This article describes how a health-care company develops new products. Complete it with passive forms of the verbs in brackets. The idea for how our company’s new products ….. (develop) is not new – it …. (model) on the well-known example of the Body Shop. When a new product ….. (plan), the first step is to send Product Development Agents to the region of the developing world chosen for their project. They start by finding materials that … (use) in the product. Then links ….. (arrange) with local suppliers. Wherever possible, products ….. (manufacture) locally as well, although the finished product ….. (export) for sale mostly in the developed world. Normally, products …. (ship) in large containers and …. (package) in their final form only when they reach their destination. The Product Development Agent identifies and establishes links with local material suppliers. After that he or she ensures that these links …. (maintain). The agent is also responsible for producing the goods safely so that human rights …. (respect) and local workers ….. (not exploit). 54

Unit 4. Time Management “Yesterday is gone. Tomorrow has not yet come. We have only today. Let us begin.” Mother Teresa

Lesson A. Time Warm up A. 1. 2. 3. 4. 5.

Answer the following questions: What is time for you? What do you value more, time or money? How do you begin your day? Do you have any ritual about finishing it? Do you have a purpose for every day? What makes you value time of your precious life?

B. What sayings, proverbs and idioms about time do you know? Make a list of them. Choose one of them and explain its meaning. Working with words A. How do you understand Buddha’s words “The trouble is, you think you have time”? B. Read the text and answer the questions:  Why should we spend time wisely and efficiently?  Why is it important to have a well-developed skill of time management? Time is such a thing that cannot be brought back once it is gone. It is simply irreversible. This is the reason why we must spend it wisely and ensure it is not wasted. However, even though all of us know that time once gone can never be brought back most of us waste it without any inhibitions. We often indulge in useless tasks at the time we should be working on something important. We wile away our precious time thoughtlessly until it is too late. Many people have the habit of doing their tasks at the last moment. When there is little or almost no time left, the work is done in haste, and anything done in haste can never be accomplished appropriately. 55

We must recognize the importance of time and manage it efficiently. A person who learns the art of time management can accomplish almost any task in his life. However, it is easier said than done. It takes a lot of conviction to manage time efficiently. Time management should be among one of the good habits that children must be taught from the beginning. A child who understands the value of time is more disciplined. He grows up to be a responsible and successful person. C. Match the words in bold from the text to their definitions: 1. to succeed in doing something or dealing with something: __________________ 2. to allow yourself or someone else something enjoyable: ____________________ 3. a strong opinion or belief: ___________________ 4. to spend time in a relaxed manner because you have nothing to do: _______________ 5. a state of being in a hurry and doing something more quickly than it is necessary: _________________________ 6. suitable or right for a particular situation or person: __________________________ 7. to make certain that something is done or happens: ________________________ 8. to succeed in doing something good: _______________________________ 9. a feeling of embarrassment or worry that prevents you from saying or doing what you want: __________________________ 10. working or operating quickly and effectively in an organized way: ________________ 11. to use too much of something when there is a limited amount of it: _________________ 12. of great value because of being of rare, expensive, or important: _______________ 13. not being possible to change; impossible to return to a previous condition: __________ 14. not considering how your actions and words might upset someone else: ___________ D. Put the words from C in the order they are used in the text and use them as a plan to speak about how precious time is. Watching a video A. What do you value more, your time or money? Why? B. Watch the motivational video by Jay Shetty “Before You Waste Time” https://www.youtube.com/watch?v=lqVd3q3CdrY

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C. Answer the questions: 1. Do you agree with the statement “Time is free but it’s priceless”? 2. How do you understand the phrase: “Time is very slow for those who want, very fast for those who are scared, very long for those who are sad, very short for those who celebrate but for those who love time is eternal” (W. Shakespeare)? 3. What is good news and what is bad news about time? 4. What should you do to realize the value of one year? Of one month? Of one week? Of one hour? Of one second? 5. What does the author say about two voices inside every person? 6. Do you agree with the author’s ideas? Which idea do you like most? Why? What do you find useless? D. Reproduce the contexts in which the following figures are used. 1) 78 2) 30% 3) 50% 4) 9 5) 86,400 E. Complete the phrases from the video: 1. When asked “What’s the biggest mistake we make in life?” Buddha replied … 2. Steve Jobs said, “Your time is limited, so …”. 3. Life and time are the best two teachers. Life … and … .

Writing 1. Write down three things you always want to have time for and describe the ways to get the time for them. 2. Write an essay on the topic “Time is …” .

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Lesson B. Work-Life Balance Warm up A. What is work-life balance? B. Why should employers care about work-life balance? C. Talk in small in groups about the following things. Are you happy with your work-life balance? 1. How much time do you have … ?  for yourself  to do exercise  to see friends  to be with your family 2. How much … do you have?  work  school/university work  energy D. Complete the quiz. What would you like to change in your work-life balance? Do you know the way you can do it? Put 2 if the statement is true for you, 1 if it’s mostly true and 0 if it’s wrong. 1 I have plenty of time for outside interests and hobbies. 2

I occasionaly do overtime if it is paid.

3

I work flexitime or am able to organize my work and home life around each other.

4

I leave my to do list on my desk and rarely work from home.

5

I regularly relax by doing exercise or socialising with friends.

6

I regularly play sports in order to make useful work contacts.

7

I take all my paid leave every year and go on holiday.

Working with words. Speaking A. Match the verbs from the quiz to make collocations. make take do work 1. ___________ exercise / work / overtime 2. ___________ me somewhere / some holiday / paid leave / time off 3. ___________ late / from home / flexitime 4. ___________ time / useful contacts / progress B. Work in pairs. Talk about the following using the words from the previous exercise.  a typical week (e.g. I regularly work from home …) 58

 this week or last week (e.g. I made a lot of progress last week …)  your holidays this year (e.g. I’d like to take two weeks …)  the company policy on overtime (e.g. We do three hours extra …)

C. Work in threes. Use the adjectives to describe the activities. enjoyable interesting

boring

exciting frightening

tiring hard work

exhilirating relaxing

D. Work in a small group. Take turns to speak about activities you do outside work and why. e.g. I cook a lot because it’s relaxing and exciting to create new dishes. E. What’s your ideal balance of work and leisure time? Think about it. Work in pairs. Take turns to describe the current situation in each area, how you might like to change the things, and how this would make you feel.  hours worked in the week  hours in the office  type of job  activities outside work Listening

 number of weeks’ holiday per year  types of holiday

A. Listen to an expert speaking about five ways in which we can slow down in daily life. Listen once and complete Tips 1-5 with two words. Tips 1. Eat breakfast ________ ________. 2. Forget the ________ . Do _______.

Why?

3. Go for a __________ __________ . 4. Spend 10 minutes each day ______ ________ . 5. Have a _________ , not a ________ .

B. Listen again and write down any other information you can in the Why? column. C. In your opinion, which two tips are the best? Which tips do you already follow?

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Case study A. Look at the life balance wheel. Each part of the wheel is related to some life sphere. There is one part untitled. Think which sphere it can be according to your needs.

C. Each section is divided into 10 parts. Mark as many parts in each section as, in your opinion, they reflect the current situation in this life sphere. D. Consider each part of the life balance wheel. Which sphere of your life needs your attention? What are you going to do to change your life for the better?

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Lesson C. Time Management Tools Warm up A. What is time management? Give a definition of this notion. B. What time management tools do you know? Which of them do you use in everyday life? Which of the tools do you use more often? Why? C. Read Mark Twain's quotation. How do you understand it? What do you think the writer meant? “Eat a live frog every morning and nothing worse will happen to you for the rest of the day.” Mark Twain Working with words A. Use a good dictionary to check how the words are pronounced correctly. 10. designate 1. rewarding 2. pandemonium 3. crucial 4. yield 5. utilization 6. efficiency 7. rejuvenate 8. counterintuitive 9. pivotal B. Match the verbs to their definitions. 1. to enable

a) to give something in order to help achieve or provide something

2. to yield 3. to contribute

b) to distribute (resources or duties) for a particular purpose c) to make someone or something able to do something by providing whatever is necessary to achieve that aim d) to choose someone officially to do a particular job e) to try to deal with a problem f) to admire something very much g) to produce or provide something h) to make a group out of a number of things so they can all be dealt with together i) to do more than one thing at a time j) to press something very hard so that it is broken or its shape is destroyed

4. 5. 6. 7. 8.

to tackle to multitask to marvel to allocate to crush

9. to batch 10. to designate

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C. Fill in the gaps with the missing verbs. take hold sound lessen

pursue block

reap rejuvenate

imbibe

play

1. To … of every single minute in your life, you must know what exactly time management stands for. 2. They decided to … their flagship brand. He considered this situation as a chance to … his career. 3. We need to decide soon what marketing strategy we should … for these new products. 4. At the press conference, he … at his most relaxed. 5. If one does not … the culture, one cannot succeed. 6. A group of politicians … the proposal. 7. She studied every evening and … the benefit at exam time 8. Corporate executives are keen to embrace "green technology" in order to … their dependence on fossil fuels. 9. When you … Monopoly with your family, there are rules that you enforce and rules that you probably don't. D. Match the verbs from exercises B and C to make collocations. imbibe reap

allocate yield lessen sound

block

designate

take hold

tackle

1. ____________ the most impoprtant tasks 2. ____________ one’s overall productivity 3. ____________ habits 4. ____________ benefits 5. ____________ a positive impact on a professional life 6. ____________ of every single minute 7. ____________ a time-frame for every task 8. ____________ counterintuitive 9. ____________ distractions 10. ____________ specific time E. Using the word combinations of the previous exercise make up 2-3 pieces of advice (for yourself) how to use time effectively. Share your ideas with your groupmates. Work in the group and choose the most efficient pieces of advice and think how you can apply them in day-to-day life. Reading A. What techniques of efficient time-management do you know? Which of them is/are the most effective, in your opinion? B. What is procrastination? How can it be overcome? Are you a procrastinator? Does it somehow interefere with your life? C. Read the article. Which of the tips seem unusual to you? Are these tips applicable?

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Work Smarter, Not Harder: Time Management Tips that will Change your Life Time management is one of the most rewarding skills that will take you far in your life —  both personal and professional. If you aren’t managing your time effectively, sooner or later you would enter into the state of pandemonium. Time, being such a crucial aspect of life, deserves to be treated in the most respectful manner. Only if we learn to master the art of time management, our life would experience a positive change. To take hold of every single minute in your life, you must know what exactly time management stands for. What is time management? Time management is the coordination of tasks and activities to maximize the effectiveness of an individual’s efforts. Essentially, time management is enabling people to get more and better work done in less time. 1. Wake up early — Make your day longer. Start with setting up your alarm 15 minutes earlier than before and increase the time frame with the course of time. You can use this additional time to exercise, meditate, prioritize, or even to pursue a hobby. 2. Set SMART goals . Do you know that there is a right and wrong way to set goals? When your goals are not reaping benefits, something is missing or lacking in your approach. Whereas if you set goals the right way, your productivity could reach the sky. Set goals that are S.M.A.R.T. — Specific, Measurable, Achievable, Realistic, and Time-bound. These goals would bring a solid structure to your work life and prepare you for what’s in store for you today. 3. Keep mornings for MITs — Most important tasks. Mark Twain once said, “Eat a live frog every morning and nothing worse will happen to you for the rest of the day.” His point is to tackle the most important task as the first thing in the morning. And, if you have two or more frogs to eat, eat the biggest one first. Time management and prioritization both go hand in hand. You can manage your time effectively only when you know what is supposed to be done first. The point is to take up a hard or time-consuming task, accomplish it, and focus on other things. 4. Discover your zone. You must have noticed that at specific hours you are as focused as an eagle and your productivity shoots up like anything. It happens when your mind is in complete harmony with the external conditions. Some call it ‘flow’ while others refer it as their ‘zone’. Discovering your flow or zone can directly contribute to the right utilization of your time. It helps you reach an optimal state of consciousness when you feel and perform your best. 5. Block distractions — Get them out of your life. Emails, phone calls, and social media messages are some of the common yet biggest distractions at the workplace. So much so, that you end up wasting 759 hours each year due to workplace distractions. All thanks to these distractions that a task that requires 60 minutes takes more than 3 hours to be accomplished. 6. No multitasking — Quality over quantity. Instead of dividing your attention into three different things, it’s better to focus entirely on one thing and marvel at it. To make it more effective, try timeboxing them. It refers to the act of allocating a time-frame for every task which in return, increases the likelihood of its successful completion. 7. Take small breaks frequently — refresh and rejuvenate. It may sound counterintuitive but breaks do play a pivotal role in effective time management. Smart time management isn’t always about doing something or the other. It also emphasizes on the fact that little breaks after an hour or so can take your productivity to another level.

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8. Find inspiration — quotes, videos, audiobooks. Following a to-do list or a specific pattern can be boring. It’s hard to concentrate at work when you aren’t fully motivated within. Instead of wasting that time doing something unproductive, utilize it to inspire yourself. Tape those cliched time-management quotes around your desk. Watch motivational or TEDx videos or listen to audiobooks talking about time management tips at work. Or, just go for a small walk. You are familiar with the procrastination phenomena in which you either do nothing at all or engage in useless activities. The chronic procrastinators get an unusual high in putting important things for later and when it is too late, they start panicking. The best way to deal with procrastination is to break your work into a number of tasks. It not only makes it doable but also gives you a starting point to begin work. Also, try making detailed timelines that give you an exact idea of deadlines. When you surround yourself with people who take action and crush goals instantly, you automatically imbibe such habits and become more proactive with work. 9. Sleep at least 7–8 hours. Sleep is a detrimental factor that could affect many things both positively and negatively. When you get a sound sleep for six to eight hours, not only you feel fresh and rejuvenated but it also contributes to a healthy lifestyle. Human mind and body make better decisions and perform more efficiently when they are well-rested. Develop a schedule for your sleep and stick to it every day. Try going to bed and waking up at the same time. 10. Do less but impactful. It’s never a good idea to take up more than you can handle. High achievers and great performers all over the world do less but better. When you prioritize tasks, it gives you clarity and direction so that you can start working on things, save time, and be more productive. 11. Delegate or outsource. You don’t have to do it all whether you are a newbie, executive, or a manager. One of the best things about delegating and outsourcing is that it gives you enough time to focus on important things and reduces your workload a big time. If it’s hard for you to delegate work or take out time to train others for certain tasks, you can always outsource or hire a freelancer. If done correctly, both delegating and outsourcing can real time-savers for you and your business. (https://blog.proofhub.com) D. Which of the tips do you find useful for yourself? Watching a video A. Watch the video “6 Tips How To Increase Your Organizational Skills and Productivity” by Brian Tracy at home and be ready to discuss in class. https://www.youtube.com/watch?v=3KafgR2WEgY B. Discuss in groups of four. What time management techniques do you know and apply in day-to-day life? C. Write down 10 expressions you have learnt from the video. D. Write down the comments Brian gives to each tip. E. Work in groups of four. Do you have your own life hacks? Can you suggest your own technique of spending time wisely?

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Active Vocabulary 1. to accomplish

выполнять, достигать, совершать

2. appropriately 3. conviction

соответствующе, подходящим образом, уместно убеждение, убежденность

4. be disciplined

дисциплинированный

5. do overtime

работать сверхурочно

6. efficiently

эффективно, действенно, продуктивно

7. to ensure 8. in haste

обеспечивать, гарантировать, подстраховать в спешке

9. to indulge

потакать, потворствовать, баловать

10. inhibition

торможение, подавление, задержка

11. to imbibe

впитывать, поглощать

12. impactful

эффективный

13. irreversible

необратимый

14. to manage time

управлять временем

15. to make time

спешить, пытаясь наверстать упущенное

16. to outsource

передавать независимому подрядчику, заказывать/нанимать на стороне драгоценное время

17. precious time 18. to prioritize

19. to pursue 20. to rejuvenate 21. to tackle 22. to take paid leave 23. to take time off 24. to take hold of 25. time management 26. time management tools 27. thoughtlessly 28. to waste time 29. to wile away the time 30. to work flexitime

отдавать предпочтение, уделять первостепенное внимание, располагать в порядке очередности (по срочности, по важности) заниматься, искать, добиваться омолаживать, восстанавливать, реставрировать энергично браться за что-либо; заниматься; биться, работать над чем-л. взять оплачиваемый отпуск сделать перерыв в работе воспользоваться; ухватиться; схватывать управление временем инструменты управления временем бездумно тратить время впустую приятно проводить время работать по гибкому графику

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Grammar Focus

A. Rewrite the sentences using the words in brackets. 1. Although your last order was late, we are prepared to give you another chance. (however) Your last order was late. However, we are prepared to give you another chance. 2. She is our best salesperson. However, she is bad at paperwork. (even though) _________________________________________________________ 3. They only have two products. It is an extremely successful business. (despite+verb+ing)_____________________________________________________ 4. They went ahead with the project, even though the research was unfavourable. (despite+the fact that) __________________________________________________ 5. The meeting went on and on but we made some useful decisions. (although) _____________________________________________________________________ 6. Although he didn’t know that the company was for sale, he did have an idea of how much it was worth. (however) ____________________________________________ B. Correct the sentences. Sometimes more than one answer is possible. 1. Although the meeting was a great success, we felt really happy. Although the meeting was a great success, we felt really depressed. / Although the meeting was a total disaster, we felt really happy. 2. However the seminar was a waste of time, we enjoyed meeting our new colleagues. ____________________________________________________________________ 3. But he was miserable, he earned a lot of money. ____________________________________________________________________ 4. Despite we forgot our notes, we managed to give our presentation. ____________________________________________________________________ 5. But the office was big, there wasn’t enough space for all the desks. ____________________________________________________________________

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Unit 5. Team Working Lesson A. Working Together Warm up A. Match these eight names to make four partnerships. John Lennon, Domenico Dolce, Douwe Egberts, Crédit Lyonnais, Philips, Paul McCartney, Tour de France, Stefano Gabbana. B. Which sector do / did the companies / people work in? C. What do you think are possible benefits of teams and partnerships? Working with words A. Have you ever been teamed up with anyone? What’s the most productive team you worked with? B. Imagine you are putting together a project team. All the people on your shortlist have the right expertise and skills. So what personal qualities are you looking for? C. Complete the sentences with the words in the box. Did you have similar ideas about the ideal team-player in B. Do you know anyone with all these qualities? committed constructive co-operative engaged flexible reliable supportive The ideal team-player is: a __________ - they get the job done to a consistent standard. b __________ - they have a positive attitude and look for solutions. c __________ - they really care about the success of the project. d __________ - they treat everyone with respect and are willing to help. e __________ - they can adapt to changing needs and circumstances. f __________ - they take an active role in meetings and discussions. g __________ - they work well with others and do what’s asked of them. 67

Reading

A. Read the article. Playing as a team They say T.E.A.M. stands for ‘together everyone achieves more’, but we’ve all worked in teams where the reality was very different! Certainly, when ‘the whole is greater than the sum of the parts’, synergy is created which can produce terrific results. But teams that lack collaborative skills are likely to disintegrate into a battle of egos and conflicting priorities. And it’s hard to reach your goals when everyone has their own agenda and is fighting over who gets the credit! To avoid the typical arguments and points-scoring of many project meetings, executive coach Carol Kinsey Goman suggests using what she calls the P.P.R. technique. Here’s how it works. Whenever someone shares an idea, the first thing you do is mention the ‘positives’ or what you like about it. This creates a climate of collaboration. Next come ‘possibilities’ – here you talk about how their idea could be applied, extended or perhaps combined with someone else’s idea. Finally, if you have any ‘reservations’, make sure you leave these till last and focus less on the reservations themselves than how they might be overcome. Don’t say: ‘This won’t work.’ Ask instead: ‘How could we make this work?’ Remember, a team is a group of people who work hard to make each other look good! B. Answer the questions. Without looking back at the article, can you remember what T.E.A.M. and P.P.R. stand for? b How far do you agree with T.E.A.M.? What are the pros and cons of working in teams? c What does synergy mean? d What kind of ego battles and ‘points-scoring’ can go on in team meetings? e Which cultures (or types of business culture) do you think are best at promoting teamwork? f What do you think of the P.P.R. approach to creating a collaborative atmosphere in meetings? a

C. Work in pairs. Discuss the questions. 1 What do you like and dislike about working in groups? 2 Describe a team that you have been a member of (a musical group, a sports team, a study group). How well did you function as a team? What challenges, if any, did you face? 3 How can managers improve the efficiency of their teams? Video Watching A. Put a cross on the line at a position which best represents your view on working in a team. Compare and discuss your answer with a partner.

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B. Watch the video 'Team Working' and answer the questions. 1 2 3

How does the speaker describe a typical team? What parallels does the speaker draw with 'flying geese'? How does she apply this to a team meeting?

C. Choose a team and evaluate it along the following lines:     

What are the team's common goals and objectives? Is everyone clear about these? What individual roles exist in this team? What is the balance of skills? Does this team achieve good results?

a football club

/

a project team

/

national Olympic team

/

a sales team

A team I'm in / was in: .............................................................................. Speaking A. Look at the list of teamworking tasks (a-j) which are often given as reasons for holding meetings and answer the questions. 1 Which tasks are not good reasons to hold a meeting? 2 Which tasks could be easily completed by email, memo or telephone? 3 Which tasks are best achieved in a meeting? Meetings are held to … a b c d e f g h i j

explain new projects establish common goals make team decisions allow members to socialize create policies share information announce minor decisions co-ordinate team activities get weekly progress updates solve problems

B. Alternative types of meeting can save time and reduce the number of people present. Read the descriptions and decide which one is best for situations a-d below. a

You want an alternative to the lengthy Monday morning meeting, in which team members report back on the previous week’s work. b You need to talk to three project leaders so that they come up with the ideas about how to get their teams on board a new project. c You are concerned about the quality of one of the team’s work. You wish to get the opinion of two of the other project managers. d You want precise feedback from all the team managers on current projects. 69

C. Which type of meeting do / would you prefer? Are there other situations they could be suitable for? D. Teams can be moulded in meetings. Some companies organize other team-moulding activities like paintballing, away days and bungee jumping. How do you feel about these activities? What other activities can help to build a team? Which ones would you personally like / not like? E. You are all members of a newly-formed international team which will share ideas for marketing activities. Each of you is the marketing manager in a different country. You are all of equal status in the organizational hierarchy. Hold an initial meeting to cover the agenda below. Everyone should make a contribution to the meeting. Be sure to keep to the time limit. 1 Choose a Team Coordinator. 2 Choose a Team Secretary (to take notes at meetings, keep everyone informed and keep people to deadlines). 3 AOB (any other business): Someone brings up this problem: One manager has made an excuse not to be present today. You think he may be reluctant to come to team meetings because he has a much lower level of English than the rest of you. He told one of you that he doesn’t feel he can contribute much. How can you encourage him to take part in future? Did your team reach agreement on the three points within the time limit? How did you choose the roles of Coordinator and Secretary? Was it a natural choice or difficult one? In your discussions, who …  reminded other about the goals of the meeting?  kept an eye on the time?  made the most creative suggestions?  paid most attention to different people’s opinions?  offered to do something practical?

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Lesson B. Team Building Warm up Do the questionnaire. Agree or disagree with the statements. 1 2 3 4 5 6

Life is easier when someone else tells you what to do. I would rather work on my own than with other people. I prefer to work with people who are different from me. Winning is more important than getting on with other people. I usually welcome suggestions from other people. Colleagues are often more dangerous than business rivals.

Listening A. Harriet and Conrad work in the project management section of a large finance group. They are looking for someone to join their team. They are discussing a candidate’s responses to the questionnaire. Listen to their conversation. Which choices did the candidate make? B. Match the words to make phrases and write a–g next to the numbers 1–7. Then listen again and check your answers. 1 take a skills 2 team b forces 3 work c responsibility 4 join d benefit 5 complementary e alliances 6 common f closely 7 form g venture 8 joint h goals 9 mutual i player 10 shared j ground C. 1 2 3 4 5 6 7 8 9 10

Work with a partner. Match the phrases you made in B to definitions 1-10. when two people have different abilities that work well together: __________ come together to form a team: __________ put yourself in a position to be blamed if something goes wrong: __________ advantageous to both sides: __________ make partnerships: __________ have a strong working relationship with: __________ project that is being worked on by two or more parties: __________ similar objectives: __________ someone who works well in a team: __________ similar ideas or experience in something: __________

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Reading A. Read the blog page and answer the questions. 1 Which adjective best describes the blogger’s attitude? angry depressed frustrated 2 What do you think about the blogger’s last sentence?

Why I hate team-building days had missed exactly the same lecture last year – or the year before that). One or two colleagues suddenly remembered important client meetings that they couldn’t cancel. The rest of us were put into groups so that we could spend the next twenty minutes finding out things that the various members of the group had in common. My group bonded very quickly when we discovered that all of us would prefer to be somewhere I like to think of myself as a good team else. We decided that an early coffee break member. In my last appraisal, I was would not be a bad idea. The morning congratulated on my co-operative approach continued with more inane activities (one of to work. I get on well with most of my which involved some creative engineering colleagues and we have no problems with office stationery), followed by working together. Our ‘team leader’, as she reflections on how efficiently we had is called, is liked and respected for both her functioned as a group. After a long lunch, organized management and her the room seemed a lot emptier than the communicative skills. Our department is a morning, so we reformed into new groups in happy one. But not when it comes to our order to brainstorm ‘ways of motivating our annual ‘Developmental Away-Day’. This customers’. At that point, I realized that I year, the company’s entire sales force was had to be decisive. I invented a sudden invited to an out-of-town business centre for illness and left. Otherwise, there’s a a day called ‘Let’s Get motivated’. The day possibility I would have been really ill. began with an early-morning, a forty-five Why, oh why, do ‘Motivation’ days depress minutes PowerPoint presentation about the me so much? The answer, I think, is that I importance of team motivation (in case we really hate it when … B. Read the blog page again and say if sentences 1–6 are true (T) or false (F). Correct the false answers. 1 2 3 4 5 6

The blogger is probably a good employee. All the company’s sales representatives were asked to go to the ‘Away-Day’. In the blogger’s opinion, the ‘Developmental Away-Day’ was a success. The blogger did not have anything in common with the members of his group. A number of people found reasons to leave early. The blogger suddenly felt ill.

Working with words

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1 2 3 4 5 6

A. Complete the table with words from the text. noun adjective negative adjective decisiveness (1) …………… indecisive cooperation (2) …………… uncooperative organization (3) …………… disorganized communication (4) …………… uncommunicative motivation (5) …………… demotivating/ -ed creativity (6) …………… uncreative B. Complete the sentences with a word from the table. I often feel ______ working on my own. I’m much happier in a team. I know I’m a very ______ person, so I’m happy to let other people come up with the ideas. I’m not very ______ and it takes me a long time to make up my mind. The biggest problem I have is with the ______ of my time. I have a ______ personality type: I know my responsibilities and I follow the rules. I’m not very ______ first thing in the morning, but I start talking after my first coffee. C. Work in pairs. Change the sentences in B so that they are true for you.

Speaking A. Work with a partner. Think of a current or future project one of you is working on. This could be at work or at home. You have to form a team of four, including you and your partner, and two people from the list below, to complete this project. 1

2

Decide which two people would be best in your team. Think about the skills you and they can offer. Tell the class why you have chosen these two people.

Greta: Quiet and hard-working. Very methodical. Good at statistical analysis. Good at detail. Quite shy. Carlos: Friendly. Good team player and very easy to talk to. No special skills, but quite good at everything. Has a lot of experience of dealing with clients. Billy: Very good communication and presentation skills. Can get angry and aggressive. Has a lot of friends and colleagues in the business. Likes to lead and be dominant. Penny: Clever with words. Quite creative and artistic. Sometimes lazy, needs others to keep her on track. Stevie: IT specialist with good financial skills. Not very good with people. Can be difficult. Tessa: Experienced office manager. Good at logistics and systems. Gets on well with most people. Cool and organized. Not very imaginative or creative. B. Work in groups.  Plan two activities that would encourage people to work well as a team.  Discuss the questions. What do you think of team-building activities? Are they a waste of time and money or do they have a value? 73

Lesson C. Team Players and Stages of Team Life Warm up Work in pairs. Discuss the questions: 1 What do you like and dislike about working in groups? 2 Do you get along easily with people? 3 Are you an effective collaborator? 4 Can you communicate with people from various backgrounds and with different personalities? 5 Can you motivate people? 6 Can you deal with difficult personalities? Working with words A. Look at the types of team members. the implementer

converts the team’s plan into something achievable

the co-ordinator

a confident member who sets objectives and defines team members’ roles defines issues, shapes ideas and leads the action

the shaper the plant the resource investigator the monitor evaluator the teamworker the completer

B. 1 2 3 4 5 6 7 8

a creative and imaginative person who supplies original ideas and solves problems communicates with the outside world and explores opportunities sees all the possibilities, evaluates situations objectively, and sees what is realistically achievable builds the team, supports others and reduces conflict meets deadlines, corrects mistakes and makes sure nothing is forgotten

Say if these statements are true or false. Implementers are not interested in final results. Coordinators tend to take a leading, organizing role. Shapers tend to follow what other people say. Plants can be useful in providing new ideas when the team has run out of steam. Some resource investigators might love using the Internet. Monitor evaluators are not good at seeing all sides of a problem. Teamworkers may help to defuse arguments between members. Completers are bad at finishing things on time.

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Reading A. Look at the diagram below. It shows that an effective team contains different people with different roles and different qualities. Study the diagram, then read the text that follows and fill in the spaces.

Team-building: getting the balance right The whole point of teamwork is that people work together. The most effective teams contain a balance of different people with different skills. For example, a team needs (1) innovators. These are creative, ideas-oriented people. They look for new solutions and explore alternatives. The team also needs (2) _____________, people who get results. These are task-oriented and understand the objectives of the team. Both these types tend to be competitive. Balancing this are more cooperative individuals. These may include (3) ___________, who support team members and make sure good relationships are maintained. Others are (4) ___________, with technical expertise and the ability to check progress, measure performance and ensure that things are both possible and desirable. Another important role is the (5) _________, who works on all levels of coordination and organization of the team. At the heart of the team is the (6) ____________. His/her role is to make sure that all parts of the team work well together. He/she must motivate team members to achieve the agreed objectives. He/she is also responsible for summarizing and reporting the work of the team. Team building in the workplace creates a sense of collective responsibility. Everyone shares in success, everyone learns from mistakes, everyone works together to help everyone else. The result is - in theory - more harmony, less competition; more support, less isolation; more job satisfaction and lower turnover of staff. The combined result is more success.

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B. Members of a team brought together to work on a design project said the following things. Match them to the stages. There are two sentences relating to each stage.

Stages of team life a forming: the group is anxious and feels dependent on a leader; the group tries to discover how it is going to operate and what the ‘normal’ ways of working will be b storming: the atmosphere may be one of conflict between members, who may resist control from any one person; there may be the feeling that the task cannot be achieved c norming: at this stage, members of the group feel closer together and the conflicts are forgotten; members of the group will start support each other; there is increasingly the feeling that it is possible to achieve the task d performing: the group is carrying out the task for which it was formed; members feel safe enough to express differences of opinion in relation to others e mourning: the group’s work is finished, and its members begin to have pleasant memories of their activities and achievements Listening A. Listen to a project team discussing a problem with a project they are running with a client, KNP. Choose the option (a–d) which best summarizes the problem. KNP … wants to have more involvement in decision-making so they don’t lose control of the project. b is changing decisions agreed in meetings and so the project is falling behind schedule. c is taking too long to respond to proposals with the result that the project is no longer on schedule. d wants to set up a website so that everyone involved in the project can keep track of progress.

a

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B. Listen again and note down the following: a Elaine’s idea: ___________________________________________________________ b Rolf’s ‘positives’: ___________________________________________________________ c Rolf’s ‘possibilities’: ___________________________________________________________ d Rolf’s ‘reservations’: ___________________________________________________________ Speaking Form teams to brainstorm solutions to the business problems below. Take turns to be the facilitator – one for each problem. Use the draft agenda to structure your meetings. Step 1 The facilitator should open and close the meeting, encourage full participation, write down all the ideas generated on a flipchart or whiteboard, and discourage evaluation or criticism of the ideas at this stage. Step 2 The facilitator should now lead the discussion-and-evaluation stage. Team members give their reactions to each other’s ideas in a constructive and supportive way using the P.P.R. technique (‘positives’, ‘possibilities’, ‘reservations’). a You own a chain of supermarkets. Every week, hundreds of shopping carts are stolen. b You sell jewellery online. But customers typically like to try on items before they buy. c You manage a customer helpline. Staff turnover is high, so you keep losing good people. Positives I really like your idea of … -ing … What I especially like about it is … And it would certainly solve the problem of …

Possibilities And if we did that, we could also … Perhaps another thing we could do is … If we combined your idea with X’s idea …

Reservations The only thing is, I’m not sure if we could … And I’m also a bit worried about … How do you think we could manage that?

Agenda 1 Welcome the group. 2 Outline the purpose of the meeting and get the team to define the problem. 3 Invite team members to take a few minutes to note down their ideas individually. Make sure they take the logistical and budgetary constraints into account. 4 Throw the meeting open for discussion by getting the team to share their ideas. Emphasize that they should use the P.P.R. technique. 5 Take a vote on the best idea or combination of ideas. 6 Discuss how your solution will be implemented and who will be responsible for what. 77

Active Vocabulary 1. announce decision

объявить о своём решении

2. argument

спор, довод

3. create policy

формировать политику

4. collaborative

совместный, объединённый

5. committed

преданный идее, вовлеченный

6. common goals

общие цели

7. constructive

конструктивный

8. cooperative

участвующий в совместной работе, конструктивный

9. decisiveness

влиятельность, решительность

10. disintegrate

распадаться

11. engaged

занятый, поглощённый

12. face a challenge

сталкиваться с проблемой

13. form alliance

создавать союз; формировать союз

14. implementer

реализатор, специалист по внедрению

15. joint venture

совместное предприятие

16. mentor

наставник, куратор

17. morning meeting

утренняя планёрка

18. mutual benefit

взаимная выгода

19. objective

цель, задача

20. possibility

возможность

21. priority

первоочередная задача

22. progress updates

информация о ходе работ, текущий отчёт

23. reservations

сомнения, опасения

24. socialize

общаться, встречаться

25. solve problems

разрешать проблемы

26. solution

решение

27. supportive

оказывающий поддержку, верный

28. synergy

совместная деятельность

29. take responsibility

брать ответственность

30. team building

формирование команды, развитие команды

31. team working

работа в команде, командная работа

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Grammar Focus A. Some guests from Russia are visiting Patrick Wilson’s company. Complete the conversation with will or going to. Angie Why are you wearing a tie today Patrick? It’s not like you. Patrick I 1________ meet the Russian visitors today, and I want to make a good impression. Angie Oh, of course. I’d forgotten about that. What are your plans for today then? Patrick Well, I 2________ bring them to the office and show them around, but there are no plans after that, so I need some suggestions from you both. Sasha We should probably take them out for a meal tonight. Angie Yes, that’s a good idea… I know, I 3________ book a table at that new French restaurant. Sasha That sounds good, and I 4________ try and organize something for after the meal. Patrick Great. Let me know when you’ve arranged it. Oh, look at the time! I 5________ be late. I’m supposed to be at their hotel in five minutes! Sasha Don’t worry Patrick, I’ve got my car with me today. I 6________ give you a lift. Patrick Thanks, Sasha. That’s great. B. Choose the best answer to complete the sentences. 1. A Would you like to join us for a dinner after the meeting? B That’s kind of you, but I ________ have an early night. I’m tired after the journey. a will b could c am going to 2. A How do I get to your place from the airport? B Don’t worry, I ________ be there to pick you up. a could b might c will 3. A Where’s Marika? B She ________ be here any minute. She generally comes in at half past nine. a might b could c should 4. Guess what! My secretary ________ have another baby. She’s three months’ pregnant. a is going to b will c could 5. Their new product range _______ challenge our market position, there’s no question of it. a might b will c should 6. You never know with Michael. These changes ________ make him angry. b could c am going to a will 79

“We are all leaders. Leadership is not a position, it is a mindset” Fredrick Arnander, “We are All Leaders” (2013)

Unit 6. Leadership Lesson A. Being a Leader Warm up A. Can you answer these questions? Do remember to use opinion phrases. 1. Which modern or historical leaders do you most admire? 2. What makes a great leader? Write down a list of characteristics. Compare it with your groupmates’. 3. Are there any differences between men and women as leaders? Why have most great leaders been men? 4. What skills should a leader have? 5. Do you think great leaders are born or made? 6. Is there any difference between a manager and a leader? B. In groups, think of someone who is in a powerful position. List three positive qualities and three negative qualities about the person. Compare your list with your groupmates’ ones. Working with words A. Which of the adjectives below would you use to describe an ideal leader? Back up your opinion. What adjectives would you add? charismatic energetic persuasive passionate accessible motivating thoughtful opportunistic magnetic adventurous flexible open

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B. Match the adjectives in the box with their opposites. e.g. assertive – diffident 1) assertive 2) decisive 3) encouraging 4) principled 5) realistic 6) approachable 7) laid-back 8) realistic

a) b) c) d) e) f) g) h)

cautious critical distant diffident casual idealistic dynamic ruthless

C. Complete the sentences with suitable adjectives from the previous exercise. 1. She doesn’t like to rush into things. She’s careful and ______________ . 2. He’s very good at pointing out problems with people and systems in the company. He’s often ___________ , but this helps make improvements. 3. He’s a serious, ______________ , person, both in the way he dresses and in his dealings with people. Everyone knows he’s the boss. 4. She has a very clear vision for the long-term future of the company, but many people think she’s too ____________ . 5. He’s a very ________________ man. He sacked anyone who got in his way. 6. Our boss is friendly and ________________ . She’s very easy to talk to. 7. She’s very ______________. She would never approve any policies that were remotely unethical. D. Match the phrasal verbs to the nouns. 1. 2. 3. 4. 5. 6. E. 1) 2)

a) a proposal/suggestion to take on b) the job to be up to to put forward c) criticism to deal with d) your resignation to hand in e) responsibility for something to come in for f) a problem Which of the phrasal verbs in exercise D mean the following: to manage 3) to accept 5) to receive to give 4) to propose 6) to be good enough

F. Write three-four questions about an ideal leader using the phrasal verbs and the adjectives. Stick to the topic. Work in pairs and ask each other the questions. Reading and Speaking A. Discuss before you read. 1. How usual in the Russian culture is it to see young people in management positions? What do people generally think of them? 2. What challengers do young managers face, compared with older ones? 3. What may be the advantages of being a relatively young manager? B. Read the title of the article. What do you think it is about? Give 2-3 points and enlarge them. C. Read the article and answer the questions about the first part.  Why is it important for young managers to make the key people believe in them and trust them? 81

 What should young managers do about their weaknesses, according to Mr Newhall?

Clever Tactics for Brilliant Young Managers by David Stern ‘If you are good enough, you’re old enough,’ a team manager once said when giving Michael Owen, a world-class goal scorer, his first international game at the age of 18. Is the same true in business? Young executives come back from business school armed with big ideas. But these may or may not win support from colleagues. So what are the practical steps that young managers need to take in order to be welcomed? ‘The biggest challenge is a basic lack of experience,’ says Steve Newhall, a management consultant. ‘This will affect how other people see you. You need to build credibility with your key stakeholders on a one-to-one basis in order to show that you are up to the job. You have got to have confidence in your ability to do the job. But remember that people around you may not share that opinion.’ Young managers also need to recognize their own weaknesses – and then do something about them. ‘You will need a good mentor straight away,’ says Mr Newhall, ‘someone who has plenty of experience and who gives you support and plenty of good advice.’ Some advice  Act your age. Do not try to look like an older person or like a statesman. Dress your age, too.  Avoid favoritism and cliques. Leaders win respect by treating people the same.  Build coalitions right away. Show colleagues you are aware of your limited experience. And show you are interested in getting advice, too.  Keep a cool head, even when you are under a lot of pressure. Some colleagues will expect you to crack. Do not give them the satisfaction.  Show respect to older colleagues. They may be on a slower (or different) career just because that is where they want to be. They have seen many ambitious young people come and go. Draw on their experience.  Find the right balance between being enthusiastic and being over-confident. You have been selected for your youth and energy – draw on it. But do not overdo it.  Under promise and over-deliver. That motivating speech on your first day may sound pretty stupid if the market turns against you. Financial times D. a) b) c) d) e) f) g) E.

Find words or phrases in the second part of the text which mean the following: when one person or group is treated better than others in an unfair way a small group of people who seem unfriendly to other people a group of people who agree to work together to reach the same objective to lose control of yourself because of stress when you think you are better or more important than other people to work more or better than other people expect you to that makes people feel enthusiastic and excited Work in pairs. Discuss and agree on the three most important pieces of advice. Be ready to give reasons for your choice. 82

Lesson B. Effective Leader Warm up A. Work in pairs and discuss the following questions giving reasons for your opinion. 1. How would you describe the typical leadership style where you work or study? Is the style of leadership different at different levels of the organization? 2. If you were a leader, what leadership style(-s) would you choose to manage your employees? In what situation would you choose which style? Reading and Speaking A. Read the text and answer the questions after it.

WHAT MAKES AN EFFECTIVE LEADER? Professor D. Quinn Mills Harvard Business School Whether you are leading a team at work, captaining your local sports team, or in charge of a major company, your leadership style is a critical factor in the success of your team. So, what makes an effective leader? According to Professor D. Quinn Mills of the Harvard Business School, research shows that there are certain preferred leadership qualities that are common to all cultures. In general, people appreciate leaders who appear honest and trustworthy. However, integrity is a complex idea, often determined by national culture, and what is considered honest in one society is not necessarily so in another. Conviction – a strong belief in what you are doing – is a characteristic of leaders in all cultures, but how it is displayed can vary widely. Demonstrating a whole-hearted commitment to the success of your team or project is possibly more overt in America than elsewhere. However, a passionate leader with energy and enthusiasm – someone who can energize and inspire their team to succeed – is an asset almost everywhere. Similarly, in most cultures it helps to be a good communicator, to be people-focused and have well-developed interpersonal skills. The ability to make good decisions quickly is something most cultures see as important. However, being decisive means different things to different people. European and Japanese leaders are the most collaborative decision-makers, taking time to consult with colleagues and consider the options. This is typical of a more participative style of leadership. In contrast, Chinese leaders, for whom the typical role model is often the head of the family, are more likely to make decisions personally. This more autocratic approach tends to be typical of task-oriented, top-down leaders, where what counts is results — it is also frequent in American leaders. Being adaptable is also an important quality; team leaders often need to be flexible in their response to changing circumstances. Similarly, the ability to delegate and to know when to be hands-off is also necessary. There’s evidence that being able to show empathy – to understand feelings, needs, and 83

motivation of others – is increasingly seen as a key trait of effective leadership in the United States and Europe, and will become more important in Asia as companies have to compete for managerial talent in a global market. Related to this, certain Asian cultures value leaders who are self-aware and humble – the ability to know yourself and accept your limitations is often a trait of the most effective leaders. B. Answer the questions about the text. 1. What are the key characteristics of the effective leader? 2. What differences might there be between leadership styles in established economies like those in America, Japan and Western Europe, and emerging economies of Asia?

1. 2. 3. 4. 5. 6.

C. Say whether the statements are true or false. The research shows that there are certain leadership qualities that are characteristic of some Asian cultures and some qualities that are common for European ones. Chinese leaders are inclined to make decisions personally. Being tough is one of the most important qualities for a leader. People commonly appreciate honest and reliable leaders. Empathy is a key trait for efficient employees. European and Japanese leaders are considered to be the best decision-makers. D. Match the adjectives (A) or nouns (N) in bold in the text to quotes 1-12.

1. ‘I appreciate the way she isn’t at all arrogant, even though she’s so successful.’ (A) 2. ‘Someone who isn’t afraid to make difficult choices – who can weigh up a situation and commit to a course of action.’ (A) 3. ‘He really understands us – he knows how we operate and what makes us tick.’ (N) 4. ‘He knows his own mind and what he’s capable of – I like that.’ (A) 5. ‘My team are focused on the success of this project – they always give 100%.’ (N) 6. ‘I love this business – it’s my life and I want everyone know how great it is!’ (A) 7. ‘You have to believe totally in what you are doing – if you don’t, you won’t succeed.’ (N) 8. ‘She isn’t afraid to change direction if the circumstances demand it, but she always thinks through the implications.’ (A) 9. ‘People have to know that you are principled, that you mean what you say, and that they can trust you to do the right thing at the right time.’ (N) 10. ‘I believe in involving everyone in the decision-making process.’ (A) 11. ‘He never interferes unless we ask for his input – he just lets it get on with it.’ (A) 12. ‘She’s an excellent communicator – she gets on well with everyone.’ (A) E. Work in pairs. Analyze the team leader’s qualities and describe the leadership styles. Then prepare a short verbal report on one of the team leaders to present to the group.

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Team Leader A Analyze the following leader’s qualities: (1=excellent, 5=poor) 1 Ability to achieve results



Commitment to the project



2

3

4



Honesty and openness 

Ability to make decisions



Willingness to consult team about decisions Flexibility in dealing with change



Communication with team



Understanding of team’s needs and concerns Allowing the unsupervised

team

5

to

do

their

 

work



Self-awareness Team Leader B Analyze the following leader’s qualities:

(1=excellent, 5=poor) 1 Ability to achieve results



Commitment to the project



Honesty and openness



2



Flexibility in dealing with change Communication with team



Understanding of team’s needs and concerns



to

5



Willingness to consult team about decisions

team

4



Ability to make decisions

Allowing the unsupervised

3

do

their

work

 

Self-awareness

F. Work in four. Discuss how you would react to the challenge of a new leadership role. What would you work on?

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Watching the video A. Watch the video by Simon Sinek “Why Good Leaders Make You Feel Safe” www.ted.com/talks/simon_sinek_why_good_leaders_make_you_feel_safe up to 1:47 and tell the story with which Simon introduces his presentation with your own words. B. Answer the questions about the video: 1. Why do people sacrifice themselves so that others may gain? What is your opinion about the military story described? Can you sacrifice yourself so that others may gain? 2. What do you get “if you get the environment right”? 3. What 2 words are important to get the environment right? What kind of concepts about these 2 words work here? 4. According to Simon, what is the circle of safety? How does it work in the modern society? What examples does Simon give to illustrate his idea? 5. What is the role of the leader within the organization? 6. What analogy of being a great leader does Simon give? Do you agree with this example? What does being a good leader mean for you? 7. Why do people feel visceral hatred and anger at banking CEOs and their salaries and bonuses? 8. What is the difference between people who have authority over us and leaders? 9. According to Simon, what is a leader? 10. What Simon’s phrase best summarizes his idea of being a great leader?

C. Reproduce the contexts in which the following words and word combinations are used: 1) government officials 6) Mother Teresa 2) a medevac helicopter 7) labour pool 3) the Paleolithic era 8) a manufacturing company 4) a tribe 9) head counts – heart counts 5) danger

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D. 1) 2) 3) 4) 5) 6) 7) 8) 9)

Explain in English the following words and word combinations: to receive the gunshot to the neck to reduce one’s lifespan the ups and downs in the economy to make the point to lay off people inside an organization to implement a policy of lifetime employment to be hit very hard by recession to discuss layoffs to simply reduce the heart count

E. 1) 2) 3) 4) 5) 6) 7) 8) 9)

Give the Russian equivalents of the following word combinations: to come under the ambush to come up with furlough program and morale went up to evolve into social animals at the seniormost levels of organizations to render one’s business model obsolete overnight to violate visceral hatred to be recognized for running into live fire to rescue the wounded and pull out the dead

F. Complete the following phrases: 1. “In business we get (1) __________ to people who are (2) __________ to (3) ________ others so that we may (4) __________ .” 2. “It’s that they (5) ___________ the very definition of (6) ___________ . They have violated this (7) ____________ (8) _____________ contract. We know that they allowed their people to (9) __________________ so they could protect their own interests, or worse, they sacrificed their people to (10) _____________ their own (11) ______________ .” 3. “Great leaders would never sacrifice the people to (12) _________ the (13) ________ . They would sooner sacrifice the numbers to save the people.”

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Lesson C. You Have Become A Leader! Warm up A. Discuss in pairs. 1. Do you know any contemporary leaders? What are their names? What do they do? What are they famous for? If they are businessmen, what do their companies produce? 2. Choose one of the leaders mentioned and speak about him/her. Give as many details about the person as you can. Watching the video A. What qualities do you think are essential for contemporary leaders? Make up a list of at least 3 qualities and be able to explain why they are crucial for leaders. B. Watch the video “7 Essential Qualities of All Great Leaders” by Brian Tracy. https://www.youtube.com/watch?v=eG16EmA2Fe0 C. What are the qualities of a great leader Brian Tracy mentions? 1. Write down them into the Qualities column. 2. Complete the table with the missing information about each quality. Qualities Explanation 1. ...

2. ...

3. ...

4. ...

5. ...

6. ...

7. ...

   

This quality of vision ... them from managers. Having a ... vision turns an ... into a special type of ... . While a manager gets the job done, great leaders tap into the ... of their ... . The quality of courage means that you are ... to take ... in the achievement of your ... with no assurance of success.  Every commitment you ... and every action you ... entails a risk of some kind.  They all agree on the importance of ... ... in everything they do both internally and externally.  The ... of intergrity is truthfulness.  Truthfulness is the ... quality of the trust that is necessary for the success of any business.  Great leaders are those who are strong and ... but also ... .  Humility doesn’t mean that you are ... or ... of yourself.  It means that you have the ... and ... to recognize the valuue of others without feeling threatened.  Great leaders are also ... at strategic planning.  They have the ability to look ... to ... with some ... where the industry and the markkets are going.  Leaders have the ability to anticipate trends well ... ... .  Leaders always focus on the ... of the company and the ... .  Leaders focus on ... , on what must be ... by themselves and by ... and by the ... .  Great leaders focus on ... in themselves and in others.  They focus ... the strengths of the ..., on the things that the company does ... in satisfying ... in a ... marketplace.

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D. Translate the following word combinations into Russian. 1. to make a commitment 2. to entail a risk 3. the most outwardly identifiable trait of a leader 4. to anticipate trends 5. to call the shots 6. to stand out as being more important 7. to accomplish what you are planning 8. to get the job done 9. internally and externally 10. to accept the responsibility for results E. Do you agree with Brian Tracy’s list of a great leader’s qualities? Add 2-3 more qualities to the list and explain why you have chosen them. Reading A. Read the text “You’re A New Leader: Now You’re In The Bubble”. In your opinion, what points are discussed? What does “to be a new leader” mean? Give at least 2 ideas and be ready to back up your opinion.

You’re A New Leader: Now You’re In The Bubble by Joyce E. A. Russell You’ve done a great job in your performance the past few years and you’ve just been promoted. Congratulations! It’s an exciting time with lots of new challenges and some new perks. One thing that most new leaders are not coached on is how visible their new role is to others. Yes, you’re in the leadership bubble now. What you do and what you say is now being scrutinized more than ever. Many new leaders make the mistake of behaving the way they always have. What’s changed? A lot has changed. You are now in a position of leadership and what you do and say is no longer under the radar. The higher you move up in an organization, the more visible you are to others. It’s one of the mixed blessings of leadership. The opportunity facing you now is to learn how to manage your public image. So what can you do to manage the impressions others form of you?  Make sure you have the right gatekeeper. Whoever is managing your calendar and access to you plays a key role. You want someone who understands and accommodates your work style and preferences. This person is critical to your success!  Ensure that your staff sees you in the office. Schedule meetings in their offices, not just in your own. Sure, it’s more convenient to hunker down in your office, but when people don’t see you around, they form opinions about what you are doing or not doing. People appreciate when you meet them in their own space.  Make sure you spend time with your leadership team so that they know what your priorities are and how you are spending your time. Your leaders are your ambassadors and can carry your vision and message to the rest of your organization.

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

Use social media as a way to share your views and your actions with others. Of course, it is important that you monitor your use of social media so that it is professional and represents your personal brand. More people than you can imagine are checking it out.  Periodically, share the company’s progress and accomplishments as they relate to your strategic imperatives. This helps people to understand what’s important to you and how the company is doing. It also can serve to motivate them when you celebrate team’s successes.  Have someone periodically give you feedback on your public image or ask your team a few key questions about, “What am I doing that I should continue?” and “What am I doing that I should stop?” While being in a leadership position puts some pressure on you in terms of everyone watching what you are doing, focus on the positive impact you can have from your new platform. Use that extra visibility to highlight the importance of treating everyone in the firm fairly (regardless of background, position, etc). Use your social media to send messages about what’s really important to your firm, like sustainability or community service or what your company’s values are. Visibility can be a way for you to have an even stronger positive impact, if you remember to use it effectively! B. Make up one true statement and one false one about the text and ask your deskmate to answer them. C. Answer the questions. 1. Do you agree with the pieces of advice offered? Would you change any of them? 2. Which of the pieces of advice is the best, in your opinion, and which is optional? 3. Imagine a situation that you have become a leader of some rapidly developing but quite small organization. Which advice would you follow first of all? 4. Can we say that the author of the article has described the strategy of being a leader and supporting leadership? D. Match the italicized words with their definitions. 1. to attract attention to or emphasize something important____________________ 2. to examine something very carefully in order to discover information__________ 3. something that is extremely lucky or makes you happy______________________ 4. to give special classes in sports or a school subject, especially privately, to one person or a small group_________________________________________________ 5. the quality of being able to continue over a period of time___________________ 6. not to be aware of something (idiom)___________________________________ 7. a powerful effect that something, especially something new, has on a situation or person___________________________________________________________ 8. to be prepared to stay in a particular place or situation for as long as necessary, esp. for protection or to achieve something______________________________ 9. to watch and check a situation carefully for a period of time in order to discover something about it__________________________________________________ 10. an advantage or something extra, such as money or goods, that you are given because of your job_________________________________________________

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E. Work in groups of four. Choose one to be a new leader, the three others are his former colleagues. Discuss in your group how your new boss should behave and what do to fight your respect. In his turn, the new leader is supposed to speak about his plans how to manage the staff. Both, the leader and the staff, are to be persuasive and polite while speaking. Speaking A. Split up into two teams. The members of the 1st team should find arguments to agree with the statements given below and the members of the 2nd team should find arguments to disagree with them. Keep persuading each other till your opponents are unable to find further arguments. The team which wins more rounds is the winner of the debate.

“The art of saying no, not yes. It is very easy to say yes.” (Tony Blair) “A leader is best when people barely know he exists, when his work is done, his aim fulfilled, they will say: we did it ourselves.” (Lao Tzu) 3. “Leadership should be more participative than directive, more enabling than performing.” (Mary D. Poole) 4. “The ability to learn is the most important quality a leader can have.” (Sheryl Sandberg) 5. “Leadership is an action, not a position.” (Donald McGonnan) 6. “Leadership is solving problems. The day soldiers stop bringing you their problems is the day you have stopped leading them. They have either lost confidence that you can help or concluded you do not care. Either case is a failure of leadership.” (Colin Powell) 7. “Leadership is not about titles, positions or flowcharts. It is about one life influencing another.” (John C. Maxwell) 8. “Leaders think and talk about the solutions. Followers think and talk about the problems.” (Brian Tracy) 9. “The secret of a leader lies in the tests he has faced over the whole course of his life and the habit of action he develops in meeting those tests.” (Gail Sheehy) 10. “If you can't swallow your pride, you can't lead. Even the highest mountain had animals that step on it.” (Jack Weatherford) 11. “Successful leaders see the opportunities in every difficulty rather than the difficulty in every opportunity” (Reed Markham) 12. “A leader is a dealer in hope.” (Napoleon Bonaparte)

1. 2.

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Active Vocabulary 1. accessible

доступный

2. assertive

уверенный в себе

3. be under the radar

не осознавать (идиома)

5. casual

командовать, принимать решения, отдавать приказы небрежный, безразличный

6. to come under the ambush

попасть в засаду (идиома)

7. to crack

свести с ума, довести до нервного срыва

8. diffident

неуверенный в себе, застенчивый

9. to draw on experience

опираться на опыт

10. encouraging

ободряющий, обнадеживающий

11. to evolve

развиваться, эволюционировать

12. be hands-off

не вмешиваться, пускать на самотек

13. to highlight

заострять внимание, подчеркивать

14. to hunker down

затаиться

15. laid-back

спокойный, непринужденный

16. a mentor

наставник

17. opportunistic

использующий ситуацию к своей выгоде

18. to over-deliver

перевыполнить, сделать сверх нормы

19. to overdo 20. a perk

переусердствовать дополнительная льгота, надбавка

21. ruthless

жестокий, безжалостный

22. to scrutinize

тщательно проверять

4. to call the shots

23. be self-aware 24. sustainability 25. to under-promise

самокритичный, очень хорошо знающий себя устойчивость

26. to violate

связать себя обещанием попирать, нарушать

27. visceral hatred

очень глубокая, утробная ненависть

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Grammar Focus

A. Complete the sentences using the verb in the present perfect simple or continuous. 1. I _______________ (write) five emails today. 2. Sorry I'm late! Have you _______________ (wait) long? 3. He _______________ (learn) English for six years. 4. I _______________ (see) that film! It was terrible. 5. They've been playing for forty minutes but no one _______________ (score) a goal yet. 6. We _______________ (know) each other for years. 7. I really need a break! I _______________ (revise) all morning! 8. Can we go if we _______________ (finish)? 9. Your hands are really dirty! What have you _______________ (do)? 10. Who _______________ (eat) all the cake? There's none left. B. Read the situations and write 2 sentences, one sentence with Present Perfect Simple and one sentence with Present Perfect Continuous. e.g. Tom has been translating the text since morning. Tom has translated five pages of the text so far. 1. Linda is from the U.S.A. Now she is traveling round the Europe. She began her tour 3 months ago. She / travel / around Europe for three months. She / visit / 6 countries so far. 2. Jimmy is a tennis champion. He began playing tennis when he was 11. Now he won the national competition for the fourth time. He / play / tennis since he was 11. He / win / the national competition four times. 3. Bill and Andy work for the tourist firm. They started working together when they left college. They / work / for the firm since they left college. They / open / several branches of the firm since they began working. 4. Samantha studies languages. She began studying languages when she was a schoolgirl. Samantha / study / languages since her childhood. Samantha / study / 5 languages since her childhood. 93

Appendix 1 Unit 1. Project Work A. Clarke Hooper is advertising for graduates. Read the job description carefully, then prepare the resume and letter of application that you would send to Michelle Hocking. You may invent as many details as you wish, but note that the person who you present in your resume will not graduate until the end of this year.

B.

Look through the advertisement once again. You are going to interview a candidate for a place on the graduate recruitment program. Swap your resumes and letters of application with another pair and prepare questions you would like to ask each of them. Do remember that an interview is a two-way traffic!

C. When you have prepared the questions, interview one of the students whose CV you have read. After the interview, discuss the candidate with your partner. Would you employ him/her? Why? Why not?

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Unit 2. Case study A specialist travel agent has to work hard to retain a key client. Background Business Travel Services (BTS) is based in Philadelphia, USA. One of its most important clients is the large multinational corporation NeoTech, whose head office is also in Philadelphia. Recently, NeoTech's senior executives have had problems when they have been on business trips organized by BTS. Who we are BTS provides a full range of corporate travel services. We are highly experienced in handling the requirements of today's business traveller. Among our many clients are multinational companies which are household names. What we do Our travel consultants work to produce top-value fares and the best itineraries to suit the needs of your staff. We will minimize your expenses by arranging your staffs travel at the right price, getting additional discounts for you and establishing direct contact with the best service providers. All our overseas partners are selected because of their high standard of service, attention to detail and quality of product. We offer:

Flights, Hotel bookings, Car rental, Conference bookings, Insurance

Stage 1 The Head of Travel at NeoTech phones the Account Manager of BTS to set up a meeting, so that they can discuss the problems that executives have had while on business trips. In pairs role-play the telephone conversation to set up the meeting. Student A: You are the Head of Travel at NeoTech. Student B: You are the Account Manager of BTS.

Stage 2 NeoTech's Head of Travel phones BTS's Account Manager to change the time of the meeting. Some equipment has been stolen from their office, and the police are investigating. The Head of Travel suggests meeting in two weeks' time on a Wednesday. BTS's Account Manager cannot meet on the Wednesday - he/she is giving a speech at an international travel conference. He / She suggests an alternative day and time. Role-play the telephone conversation.

Stage 3 Following a request from BTS's Account Manager, NeoTech's Head of Travel sends summaries of four problems which senior executives at NeoTech had during recent business trips. 95

Hotel Problem Last Thursday, I checked into the Excelsior Hotel. The receptionist told me I had been upgraded and my room was on the 16- floor. Well, I stayed there for an hour or so then asked to move to another room. The "upgraded" room had no safe for my money, and the lighting was very bad. Also, there was a group of noisy people next door. The new room was no better. I couldn't take a shower because there was no water for four hours. The coffee machine didn't work, the ice machine was out of order and the desk was too small. I called the receptionist to get some action, but she seemed too busy to do anything.

Diverted Flight I was on a flight to Moscow, but the flight was diverted to Helsinki because of bad weather. There was a lot of confusion at Helsinki because the airline sent all the passengers to the same hotel for the night. Some passengers became very aggressive when they tried to get a room. I had to share a room with another passenger. The hotel made all passengers pay for their rooms. The next morning, we had to wait six hours in a cold terminal for the flight to Moscow.

This hotel simply isn't up to standard. What can you do about it for me?

The airline wouldn't pay for our hotel expenses. They said the circumstances were "beyond their control". I think we should be compensated for all the inconvenience.

Car Rental Problem

Lost luggage

The rental office at the airport couldn't give me the car I had reserved. It was in the medium price range at $250 a week. Instead, they offered me a choice:

Three months ago, I travelled to Atlanta, Georgia. Two pieces of luggage didn't arrive. I reported the loss to the airline. They promised to find the bags and send them to me. Some weeks later, they wrote saying they couldn't find the bags and asked me to fill out a claim form. I didn't hear from them for another month, then they asked me to send receipts for all the missing articles. I didn't have receipts for the lost items.



a smaller car, which was uncomfortable and had a small trunk;  a bigger car for an extra $20 a day. I was expecting a free upgrade, but the clerk on the desk refused to do that. His attitude was "take it or leave it". So I hired the bigger car. When the company billed me, I ended up paying $490 for the car.

It's three months later, and still no news from the airline. My e-mails and letters get no response. The airline has recently merged with another company, and I wondered if this is part of the problem. Can you help?

Task Work in groups of four. One of you is BTS's Account Manager, the other three are travel consultants who work with the Account Manager. 1. Each member of the group (Account Manager / travel consultant) reads one of the problems above and makes notes about it. 2. Each person summarises the problem for his/her colleagues, and answers any questions they may have. 3. After each summary, the groups discuss the following:  Did the executive deal with the problem in each case effectively? Why? Why not?  What can BTS do to help to solve the problem?  What is the best solution for each executive? What, if anything, should he/she hope to get from the company concerned? 96

Unit 3. Case Study Soup Kitchen vs Gourmet to go A. Discussion. You and your partner want to start up your own business and you need money from the bank. Think of four questions the bank might ask you about your new business. B. Listen to Cristiana Vatland, a business expert, explaining what a business plan is. Add the items which are necessary for a business plan. Items Personal details

a

1

Where is it? Is it a partnership or sole trader?

Mission statement

b

2

What specifically will the company do?

Product description

c

3

Where and how will you make the product? What equipment do you need? d

Staff 4

Questions

How much money do you need to start up the business? What is your estimated profit and loss account?

C. Listen to Cristiana again and complete the table with the questions about each item. D. Match the expressions from the listening with the correct definition. 1 cast

a

the people you want to sell your product to

2 mission statement

b

accounts which show income and expenditure

3 target group

c

4 profit and loss account

d

5 return on investment

e

estimate of how much money comes into the company from sales, and how much is spent the money you expect to get back on the amount you invested definition of why company exist

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E. Read the business plans below and answer the questions. 1. What do you think the main differences are between the two business plans? 2. Which company do you think is more likely to succeed? Why?

F. Work in small groups. Brainstorm a business you would like to start in a food industry. Write a business plan. Use the table in B to help you.

When you have finished, present your business plan to the other groups who are all potential visitors. Be prepared to answer any questions they may have.

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Unit 4. Project work Project goal 1. Study what time management is. Learn about the most useful ways to manage your time. 2. Demonstrate the use of adjectives, using will, be going to, the present continuous, and the present simple. 3. Discuss problems and solutions using ought to, have (got) to, must, to be to, would rather, had better and the active vocabulary.

Procedure Step 1 Stating the problem. Are you a multitasker? How do you manage your time? Do you have any problems? Find the definition of “time management”, using online dictionaries http://www.businessdictionary.com/definition/management.html http://dictionary.cambridge.org/ Make up your own definition. Step 2 Learn about the ways how to manage time. You may use the links below http://www.goodluckexams.com/8-steps-to-effective-time-management-for-students/ http://timeman.com/time-management-tips/time-management-tips-for-students/ http://www.daniel-wong.com/2017/07/17/time-management-tips-for-students/ https://www.skillsyouneed.com/rhubarb/time-management-students.html Step 3 Search for time tools using the Internet (search by key words only in English). Find some extra resources about time management. Analyze them. Step 4 Choose the examples that are interesting to you. Step 5 Make up a short presentation “Time management: tips for students”. Make a glossary of basic terms. Step 6 Deliver your presentation to the class. Step 7 After listening to all presentations discuss the most effective tools for students how to manage time.

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Unit 5. Case Study Creating a plan for effective teamwork Background

Virtual teamwork at Nortel Nortel creates Internet technologies, and has 80,000 employees located in 150 countries. It conducts business 24 hours a day, seven days a week with people on different continents and in different time zones.

The HR Director works at the head office in Ontario, Canada, but as a member of a virtual team, she has colleagues as far away as Europe and China. She trained her virtual team of 60 finance and legal employees on deal-making skills. Since they were located throughout the world, she used a group meeting technology tool called Meeting Manager. Virtual participants were on individual PCs and also on a teleconference line. The meeting took place in real time from team members’ desktops. Charts from the presenters were uploaded onto Meeting Manager, which allowed for group viewing. The chair was able to control the order of the meeting and the viewing of the charts. Participants posted questions on an electronic white board, which could be answered online or by phone. Discussion 1. What is a ‘virtual team'? How does the team meet? 2. What are the advantages and disadvantages of virtual teamwork? Why might an international company decide 3. against virtual teamwork? Task 1. You work for a global company. It has five key regions: North American; Latin America; Europe; the Middle East and North Africa; and Asia. The head office is in the Netherlands. You need to set up new working practices to allow for better and more effective teamwork across the different regions. Read this information about the international meetings, training sessions, and conferences that take place throughout the year. 100

2. Work in small groups, divided into two parts – A and B. Read the information and make notes.

3. Share the information and discuss what to do about all the international meetings in 1. Decide what changes you will make and when. 4. Present your plans to the rest of the class. 101

Unit 6. Case Study ORBIT RECORDS Background Orbit records was founded in London 20 years ago, and now has 12 large stores in the UK and five in Germany. The company grew quickly because it had a successful marketing strategy. The stores offer a wide range of CDs which they sell at reasonable prices. Their record stores carry over 80,000 titles — about three times more than their main competitors. About 5 years ago, Orbit stores diversified into selling computer games, DVDs, videos, T-shirts, adventure holidays, concerts tickets, books and comics. Not all the new areas of business were profitable and, as a result, the company’s profits fell sharply. A change of leadership After the founder of Orbit Records died, a new Chief Executive, Sheldon Drake, took over. However, he failed because he had no clear vision of where the company was going. Also, he did not communicate well with employees, who started to lose confidence in the business. They began to worry about losing their jobs and their morale suffered. Three months ago Sheldon Drake resigned and his place was taken by someone from outside the company. Task of the new CEO One of the new CEO’s main tasks was to motivate staff and raise morale, so that staff would be more productive. The HR Department sent questionnaires to all employees below senior management level. The results are summarised in the following table. staff attitudes (%) 1. Do you feel you participate fully in decision-making? 2. Do you feel valued by the company? 3. Do you understand the company’s objectives and overall strategy? 4. Do you have enough contact with senior management? 5. Do you have enough opportunities to express your ideas or make suggestions? 6. Are you paid adequately? 7. Do you think you will be working for this company in five years’ time? 8. Do you have enough opportunities to meet each other socially?

Yes

No

Don’t know

12 48

70 46

18 6

16

20

64

18

50

32

42

26

30

48

45

7

25

14

61

55

42

3

Task 1. Work in small groups. Discuss the results of the survey. What are the most important findings? 2. Think of six practical ideas for motivating staff, improving morale and increasing loyalty. Note them down. 3. Listen and make notes on the CEO’s ideas on these issues. 4. Choose the six best ideas from the CEO’s list and your own list, giving reasons for your choices. 5. As one group, try to agree on the six best ideas for further action. 102

Appendix 2 Unit 2. Writing task A. You are planning to go on a business trip. Write the details below. The situation can be imaginary, or you can make it similar to your real-life job.  Where are you going?  How long are you going to stay?  Why are you going?  What is your itinerary (the places you will visit)?  Who will you meet?  How well do you know them? Have you written / spoken to / met them before? B. Write two e-mails, on separate sheets of paper, using the situation you created in A. If possible, use real people’s names and a realistic content. The maximum length for each e-mail is 100 words. E-mail 1: Write to the person you are going to meet. What do you need to tell them? Perhaps you need to let them know what you want to discuss. Do you want them to arrange anything for you? E-mail 2: Write an e-mail to all your colleagues. Tell them about your plans and ask them if they want you to take / do / find out / bring back anything. C. Work with a partner. Exchange e-mail 1, and read each other’s situations from A. Ask and answer questions about your two situations. In particular, talk about the kind of reply your partner expects. D. Work individually. Imagine that you are the person your partner is going to meet. Write a reply to your partner’s e-mail. The maximum length for the e-mail is 100 words. E. Exchange and read the e-mails. When you are ready, act out two roleplays using the situations that you and your partner created. Student A Visitor You are the visitor (who created the situation). You arrived at your destination a few hours ago, you have checked in to your hotel, and now you have arrived at your host’s office by taxi. The receptionist has shown you to the office. Knock on the door. Student B Host You are the host, ready to receive the visitor. Welcome your visitor, offer them a drink and make some small talk (the journey? the hotel? the news in their country? the state of the market?). Have a short business discussion. End in a friendly way and offer to take your visitor to dinner this evening.

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Unit 3. Writing task

Letter-Suggestion for starting up business A. Read the letter. Hi Melanie, I hope you’re well and keeping busy. I’ve been thinking about what you told me the other day about your idea for starting a graphic design business. The more I think about it the better it sounds. In fact, I like the idea so much I’d like to suggest that we do it together. We could share the work and as you know I have a lot of experience in marketing and business administration so I could concentrate on organizing the website and social media campaigns and take care of client accounts and all the administration requirements while you focus on the design side of the business. I think together we’d make a great team. What do you think? If you like the idea we should meet up and discuss it in more detail … you know, make a plan and get things started. Write me soon and let me know what you think. All the best, Pavlo

B. Your friend has an idea for a start-up business. Write a letter to him / her to say that you are interested to become a partner. Include in your letter:  What do you think about the idea?  Why do you want to be part of this business?  Give some suggestions.

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Unit 5. Writing Task Team Building Skills for Effective Teamwork Team building skills and qualities are crucial not only for every business area but for all life’s areas. On a business context, the question how to build an effective team is crucial for the company’s growth. To build a good and an effective team you have to learn how to build confidence, trust and friendships. This is a long lasting process that requires many skills.

A. Look at the Team Building Skills Table. Good communication Without communications, there is not a team at all. Good skills communication skills are absolutely crucial for every good team and effective teamwork. Examples of good communication skills are verbal and non-verbal communication skills, to be patient and confident. Active listening and Listening skills have the top position in the team building care for others skills list. To build a team you have to understand other team members needs, beliefs, worries, hopes. This can be achieved only by active listening including care and attention to other members. Collaborative skills To make collaboration with many people is one of the most difficult task, but also one of the most important prerequisites to achieve successful team work. That is why collaborative skills are key team building skills. Effective team means a great collaborative team. Building confidence Creativity is a characteristic of every good and effective team. Creative thinking is the most important factor for future success. This is the factor that can turn a previously unsuccessful organization to one that is a leader in the market. Good and creative ideas are among main reasons for business growth. Every team should have a suitable environment for idea exchange. Members have to share and develop ideas. Idea exchange and creativity are key team building skills.

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Patience

Supportive

Problem-solving skills

To be patient is crucial quality too. Patience is about being tolerable and understanding. If you want to build a friendship with others you have to be patient. There is no team without support. Team members have to support each other and have to rely on each other. These are the main building elements of a team. In every team there are problems. No matter whether you are a team manager or an employee, you have to learn to deal with conflicts in the most effective way. Other essential abilities in the team building list for effective teamwork are:       

Respectful Positive Attitude Relationship Building Responsibility Understanding Feelings Honesty Influencing

B. Study these teamwork skills and write an essay answering the question “How to build an effective team?”  What is essential for effective teamwork?  You should spend about 40 minutes on this task.  You should write at least 250 words.

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2. 3. 4. 5. 6. 7. 8. 9. 10. 11.

12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28.

Крупнов, В. Н. Активная бизнес лексика: краткий словарь-справочник англорусских соответствий = Active Business Vocabulary. A Guide to Effective Words and Phrases in English and Russian: учеб. пособие / В. Н. Крупнов. – М.: Астрель: АСТ: Транзиткнига, 2005. – 334, [2] с. Baade, Kate Business Result. Advanced Student’s Book/ Kate Baade, Christopher Holloway, Jim Scrivener, Rebecca Turner. – Oxford: University Press, 2009. – 170 p. Cotton, David Market Leader. Intermediate Business English Coursebook/ David Cotton, David Falvey, Simon Kent. – England: Pearson, 2010. – 176 p. Dignen, Bob Communicating Across Cultures/ Bob Dignen. – Cambridge: Cambridge University Press, 2011. – 94 p. Grant, David Business Result. Pre intermediate Student’s Book/ David Grant, Jane Hudson. – Cambridge: Cambridge University Press, 2012. – 94 p. Hughes, John Business Result. Intermediate Student’s Book/ John Hughes, John Naunton. – Oxford: Oxford University Press, 2012. – 163 p. Mascull, Bill Business Vocabulary in Use. Intermediate/ Bill Mascull. – Cambridge: Cambridge University Press, 2002. – 172 p. Mascull, Bill Business Vocabulary in Use. Advanced/ Bill Mascull. – Cambridge: Cambridge University Press, 2003. – 174 p. Oxenden, Clive New English File. Intermediate Student’s Book/ Clive Oxenden, Christina Latham-Koenig. – Oxford: Oxford University Press, 2006. – 162 p. Powell, Mark In company 3.0. Intermediate Student's Book/ Mark Powell. – London: Macmillan Education, 2014. – 159 p. Richardson, Karen The Business. Pre intermediate Student’s Book/ Karen Richardson, Marie Kavanagh, John Sydes, Paul Emmerson. – London: Macmillan Education, 2008. – 108 p. Trappe, Tonya Intelligent Business. Coursebook. Upper Intermediate. Business English/ Tonya Trappe, Graham Tullis. – England: Longman, 2006. – 176 p. http://www.macmillandictionary.com www.thebalancecareers.com www.monster.com www.career.vt.edu www.livecareer.com www.acethecase.com www.careerspots.com www.consultingcase101.com www.skillsyouneed.com www.ccl.org www.mindtools.com www.indiacelebrating.com www.iamfearlesssoul.com www.briantracy.com www.actionbeginssuccess.com http://blog.proofhub.com

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Учебное издание

Левина Ирина Александровна, Чиркова Ольга Ивановна BUSINESS ENGLISH Учебное пособие

Под редакцией К.Н. Волченковой

Техн. редактор А.В. Миних Дизайн обложки А.В.Коноваловой Издательский центр Южно-Уральского государственного университета Подписано в печать 10.06.2020. Формат 6084 1/8. Печать цифровая. Усл. печ. л. 13,02. Тираж 100 экз. Заказ 117/204. Отпечатано в типографии Издательского центра ЮУрГУ. 454080, г. Челябинск, проспект Ленина, 76. 108