Англ. Essential Business English Practice (магистрат. Практикум по основам делового общения на английском языке учебное пособие
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Handling questions It’s useful to re-word the question, as you can check that you have understood the question and you can give yourself some time to think of an answer. By asking the question again you also make sure that other people in the audience understand the question. Thank you. So you would like further clarification on our strategy? That’s an interesting question. How are we going to get voluntary redundancy? Thank you for asking. What is our plan for next year? After you have answered your question, check that the person who asked you is happy with the answer. Does this answer your question? Do you follow what I am saying? I hope this explains the situation for you. I hope this was what you wanted to hear! If you don’t know the answer to a question, say you don’t know. It’s better to admit to not knowing something than to guess and maybe get it wrong. You can say something like: That’s an interesting question. I don’t actually know off the top of my head, but I’ll try to get back to you later with an answer. I’m afraid I’m unable to answer that at the moment. Perhaps I can get back to you later. Good question. I really don’t know! What do you think? That’s a very good question. However, we don’t have any figures on that, so I can’t give you an accurate answer. Unfortunately, I’m not the best person to answer that. What can you say if things go wrong? You think you’ve lost your audience? Rephrase what you have said: Let me just say that in another way. Perhaps I can rephrase that. Put another way, this means… What I mean to say is… Can’t remember the word? If it’s a difficult word for you – one that you often forget, or one that you have difficulty pronouncing – you should write it on your index card. Pause briefly, look down at your index card and say the word. Using your voice Don’t speak in a flat monotone – this will bore your audience. By varying your speed and tone, you will be able to keep your audience’s attention. Practise emphasizing key words and pause in the right places – usually in between ideas in a sentence. For example:  "The first strategy involves getting to know our market (pause) and finding out what they want. (pause) Customer surveys (pause) as well as staff training (pause) will help us do this."Don’t forget – if you speak too fast you will lose your audience! 5. Now study the text of the presentation about Tara Fashions. a) Answer the questions that follow the text. b) Analyse the structure of the presentation. c) Note the ‘presentation vocabulary’ the speaker uses and define its function. Good morning, everyone. Thanks for coming to my presentation. My name’s Marta Rodriguez. I’m Personnel Director of Tara Fashions. I’m going to talk to you today about our company. First, I’ll give you some basic information about Tara Fashions. Then I’ll talk about our overseas stores. After that I’ll outline the strengths of the company. Next I’ll talk about career opportunities with Tara. And finally I’ll mention our future plans. I’ll be pleased to answer any questions at the end of my talk. Let me start with some basic facts about Tara. The company started in 1978. We are a family-owned business and our head office is in Cordoba, Spain. We sell clothes for men and women, and our customers are mainly fashion-conscious people aged 20 to 35. We have 15 stores in Spain. All of the stores are very profitable. Right, those are the basic facts. Let me add a few figures. We have an annual turnover of about €260 million. Our net profits last year were approximately €16 million. We have a workforce of just over 2,000 employees. So those are the numbers. Now about our overseas stores. We have 4 large stores in France and another 10 in other European countries. We are planning to open 5 new stores next year. What are our strengths? We keep up with fashion trends. If we spot a trend, we can bring out a new design in 15 days. And we get it to the stores very quickly. We deliver to stores twice a week. And we sell our designs at the right price. OK, now what about career opportunities? It’s quite simple. If you are ambitious and fashion-conscious, we have opportunities in all areas of our business. We will welcome you with open arms. Finally, a few words about our new project. We are planning to open a new store in New York next year on Fifth Avenue. This will give us a foothold in the US market. We’re very excited about this new development. Well, thanks very much for listening to my talk. Are there any questions? (From Market Leader Business English) What’s Marta Rodriguez’s position in the company? What is Marta’s presentation about? When did the company start? Is Tara Fashions a joint-stock company? Where is the company’s head office situated? What does Tara Fashions sell? Who are the company’s customers? What is the company’s annual turnover? What are the company’s net profits? How many people work for Tara Fashions? How many stores does Tara Fashions have in Spain? In other European cities? What are the company’s strengths? What are the company’s future plans? 6. Three human resources directors make presentations about their companies at a business school recruitment day. You are one of the HR directors. Use the notes below to make a presentation about your company.
7. Trade Conference. There going to be an Annual World Trade Conference in London next week. The CEO of your company wants you to attend the conference and attract potential investors from abroad to your company. Prepare a presentation about your company and give it to your fellow students (who act as investors). At the end of ‘the conference’ ‘investors’ are to choose a company they would like to invest in. ‘Investors’ should justify their choice. Y  ou can make a presentation about the company you really work in or choose any existing company you like.NEGOTIATIONS ‘During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.’ Brian Koslow, prominent American businessman 1. Study the information below and answer the questions which follow it. One of the most important skills anyone can hold in daily life is the ability to negotiate. In general terms, a negotiation is a resolution of conflict. We enter negotiations in order to start or continue a relationship and resolve an issue. Even before we accept our first jobs, or begin our careers, we all learn how to negotiate. For one person it begins with the negotiation of an allowance with a parent. For another it involves negotiating a television schedule with a sibling. Some people are naturally stronger negotiators, and are capable of getting their needs met more easily than others. Without the ability to negotiate, people break off relationships, quit jobs, or deliberately avoid conflict and uncomfortable situations. In the world of business, negotiating skills are used for a variety of reasons, such as to negotiate a salary or a promotion, to secure a sale, or to form a new partnership. Have you ever had to negotiate for anything in your life? Did you get what your wanted or did you agree on a compromise? How did you feel when negotiating? Negotiating Across Cultures 2. Work in groups of four. You are each going to read an article (taken from the FINANCIAL TIMES) about a different negotiating style. Choose either Article A or B, or Article C or D below. Before you read, match the words from your article with their definitions. Then, as one group, answer the questions in ex. 3. Article A
Negotiations are demanding and may become emotional. You may find your Russian negotiator banging his or her fist on the table or leaving the room. Accept such tactics with patience and calmness. They are designed to make it difficult for you to concentrate. Russian negotiating teams are often made up of experienced managers whose style can be like a game of chess, with moves planned in advance. Wanting to make compromises may be seen as a sign of weakness. Distinguish between your behaviour inside and outside the negotiations. Impatience, toughness and emotion during the negotiations should be met with calmness, patience and consistency. Outside the negotiating process you can show affection and personal sympathy. Article B
Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. There is liberal use of a sense of humour that is more direct than it is in the UK. Informality is the rule. Business partners do not use their academic titles on their business cards. Sandwiches and drinks in plastic boxes are served during conferences. This pleasant attitude continues in the negotiation itself. US negotiators usually attach little importance to status, title, formalities and protocol. They communicate in an informal and direct manner on a first-name basis. Their manner is relaxed and casual. The attitude ‘time is money’ has more influence on business communication in the US than it does anywhere else. Developing a personal relationship with the business partner is not as important as getting results. Article C
As well as being formal, negotiations are direct. German managers speak their mind. They place great weight on the clarity of the subject matter and get to the point quickly. Excessive enthusiasm or compliments are rare in German business. You should give a thorough and detailed presentation, with an emphasis on objective information, such as your company’s history, rather than on clever visuals or marketing tricks. Prepare thoroughly before the negotiation and be sure to make your position clear during the opening stage of the talks, as well as during their exploratory phases. Avoid interrupting, unless you have an urgent question about the presentation. Article D
At the start of the negotiations you might want to decide whether you need interpreters. You should have documentation available in Spanish. Business cards should carry details in Spanish and English. During the negotiations your counterparts may interrupt each other, or even you. It is quite common in Spain for this to happen in the middle of a sentence. For several people to talk at the same time is accepted in Latin cultures, but is considered rather unusual in Northern Europe. The discussion is likely to be lively. In negotiations, Spanish business people rely on quick thinking and spontaneous ideas rather than careful preparation. It may appear that everybody is trying to put his or her point across at once. That can make negotiations in Spain intense and lengthy, but also enjoyably creative. 3. Work in your groups to answer these questions. A) In which country (Russia, the USA, Germany or Spain): should you start a negotiation with general conversation? do negotiators show strong emotions? is it common for there to be several conversations at the same time during a negotiation? do negotiators focus on results rather than developing relationships? do negotiators plan their tactics carefully? should you not stop someone while they are talking? is it usual for the atmosphere to be relaxed and friendly? do negotiators prefer to think of ideas during a negotiation rather than before it starts? do negotiators like to talk about business immediately? should you not give the other side too much as they will not respect you? B) 1. Do you agree with what the articles say? 2.Which of the countries is the nearest to your own country in terms of negotiating behaviour? Why? 4. Study the information about the process of negotiating and summarize it in English or in Russian. |