МАТЕРИАЛЫ ПРАКТИЧЕСКИХ ЗАНЯТИЙ
по дисциплине «Иностранный язык специальности«
080105.65 Финансы и кредит
г. Спасск-Дальний
2012
Тема 1 Cultural Diversity and Socializing. (5 часа)
Примерные задания.
Think of any professional or business contacts you have with other countries. Think about any conventions that are different from those in your country and may affect your dealing with people from these countries. Consider for example:
Conventions of dress
Conventions regarding alcohol and food
Socializing
Shaking hands
Physical contact
Gestures
Eye contact
Humor
The relations between work and pleasure
The relations between family and work
Family matters
Тема 2 Using the phone. (8 часа)
Примерные задания.
Lee Santana is a telecommunications equipment retailer from Los Angeles. Listen to the recording of a conversation he has with a supplier, Yoshinaga Takafumi. He works for AKA Company, a Japanese telephone systems manufacturer.
Identify the problem and the suggested solution.
Listen again. Do you think Yoshinaga Takafumi provided good customer service?
Notice how the conversation follows the structure given.
Тема 3 Presentations. (Planning and getting started.
Image, impact and making an impression.) (4 часа)
Примерные задания.
Choose one of the situations below to present a short extract from a presentation. Use linking expressions to connect different parts of the talk.
Situation 1
You are a Project Manager of Usui, a Japanese electronic components manufacturer. You have to give a presentation to colleagues explaining the company’s decision to build a factory in Singapore.
Important factors influencing the decision are:
Local employment conditions: well–trained workforce, experienced in electronics industry
Local economic factors and market potential: strong growth in Singapore economy, good location, access to Southeast Asia market
Good economic potential in the region, major shipping center
Available subsidies, favorable tax environment; government wants inward investment
Тема 4 Presentations.
(The middle of the presentation. The end of the presentation.) (3 часа)
Примерные задания.
Comment on the different approaches used by the two speakers in the photos. Can you suggest reasons for the different endings?
In which of the following situations do you think a discussion is more appropriate than questions?
A sale’s representative’s presentation of a new product
A CEO’s statement on corporate policy
A politician’s speech on transportation policy
A team leader’s talk to colleagues on the next phase of a project
A manager’s proposal to a group of senior executives on improving productivity
Тема 5 Meetings. (4 часа)
Примерные задания.
What makes a good meeting? Suggest what you think are characteristics of a successful meeting.
Listen to the recording of Paul Beck, an engineer, talking about the characteristics of successful business meetings. He makes five of the eight points below. Identify the correct order of these points.
There is a written agenda
Clear objectives – known to everyone
Respect of the time available / time planning
Good chair – effective control
Emotions are kept under control
Good preparation
Everyone gets to say what they need to say
Reaching objectives
Тема 6 Negotiations. (Know what you want.) (5 часа)
Примерные задания.
1. What considerations are important in preparing to negotiate? In pairs, suggest as many as you can.
Listen to the recording in which a Management Communication Consultant, Diana Ferry, talks about preparing for a negotiation. Mark the seven points below in the order in which she mentions them.
Identify your minimum requirements
Prepare your opening statement
Decide what concessions you could make
Know your own strengths and weaknesses
Know your role as part of team
Prepare your negotiating position – know your aims and objectives
Prepare any figures, any calculations and any support materials you may need.
2. Study the case.
Markus Prepares to Negotiate with Louis
Markus approaches Louis after his shift on Friday afternoon and asks if he can arrange a meeting to discuss a potential promotion. Louis sighs and reminds Markus that they already had this discussion last year. Markus agrees, but reminds Louis of his loyalty to the company and insists that they speak again on the subject next week. Eventually Louis, who is afraid that Markus might quit on the spot, agrees to meet on Monday during the crew's lunch hour.
Over the weekend, Markus thinks about Monday's meeting. Last year, he was unprepared to negotiate and ended up only getting a 50 cent/hour pay raise. This did not satisfy him, and he has continued to feel undervalued ever since. Many times, after a hard day at work, Markus has considered quitting. However, it is difficult to find work in the middle of winter. Markus has a family to support and he can't afford to lose his job.
Markus decides to do some research on negotiating. He learns the principles behind collaborative negotiating, and decides that this is the approach he will take this time. After he has understood the concept he can ask himself the preparatory questions above. Finally, he can apply the rules of collaborative negotiating to his own case.
Тема 7 Negotiations. (Getting what you want. Not getting what you want.)
(6 часа)
Примерные задания.
1. A year ago an advertising consultancy, SAR Services, agreed to design and run a twelve–week magazine advertising campaign for KPack Inc., using specialist journal.
KPack is not happy with the campaign. The first advertisements were a month late, missing two important trade fairs. The advertisements did not appear in two key industry journals. Now KPack is refusing to pay the whole fee for the campaign. Construct part of the dialogue.
2. Study the case 1.
Markus Answers the Preparatory Questions
My main objective is to be named crew foreman and to earn a salary that is competitive with other foremen in the area.
Alternatives include looking for work elsewhere, asking for a dollar more an hour, suggesting that Louis hire someone else to take on extra duties.
I deserve this promotion because I have worked with Landscape Labourers for five consecutive years, and have received many compliments from satisfied clients. I am the team member who reports early every morning and leaves last. If we are under a deadline, I work through my lunchhour. All of the other team members come to me with their questions.
Louis will likely say that he can't afford to pay me more because business is slow in the winter. He will say that there are plenty of qualified labourers who will do the work for less money.
Both of these arguments are probably true. Landscape Labourers lost a lot of money last year due to poor weather. There were a few weeks that we couldn't work, but Louis had to pay us anyway because of our contracts. And, unemployment is at an all time high in our region. However, Louis just signed a contract with a new company that will mean regular work for at least the next two years. Also, the other team members rely on me, and none of them have the experience to take over my position if I quit. It will cost Louis a lot of money to train a new landscaper to do everything that I do.
I understand that winter is tough on this business, so I would like to have this issue resolved by spring.
I will look into three other local landscaping businesses and inquire about the salary and benefits of its employees. I will also review the classified ads to see if any other companies are hiring or looking for a foreman.
My bottom–line is to receive an extra dollar an hour and to be named team manager.
I think Louis and I have equal bargaining power right now. None of the other current members of our team are as committed to the job as I am. However, unemployment is high and there are other people he could hire.
I have never been a strong negotiator. I need to learn more about negotiation strategies and tactics.
3. Study the case 2.
Markus Applies the Principles for Collaborative Negotiating
I will not discuss the fact that I was only offered a 50 cent raise last year. It was my fault for not being prepared to negotiate.
Even though I think Louis is lazy, and takes too many days off when we are busy, I will not point out his shortcomings. This is about my promotion, not his work ethic.
I will first thank Louis for employing me for five consecutive years. I will tell him that the stable work has meant a lot to me and my family, and I appreciate the security, especially with so many people out of work.
I will tell Louis that I think his company is one of the most respected landscape companies in the region, and ensure him that my goal is to have a lifelong career at Landscape Labourers.
I will say that I hope I will never have to work for a company that does a poor job, such as Powell Designs.
I will acknowledge that last year's weather was a problem and note that it is not anyone's fault that the company lost money.
4. Study the case 3.
Louis Signals an End to the Negotiations and Attempts some Last–minute Tactics
Louis: Look, we're running out of time here and I've barely had a bite of my lunch.
Markus: I know, and we have a lot of work to get done this afternoon.
Louis: Well, I guess we'll have to settle this at another time.
Markus: Actually, I'd really like to get this settled today. I know how busy you are, and it's not easy to get you to sit down and talk.
Louis: (standing up and getting ready to walk out of the room) Well, we're not getting anywhere.
Markus: Please sit down for a few more minutes so we can make a decision.
Louis:And what if I don't? Are you going to quit?
Markus: I am a loyal employee, and I believe that it is in the best of both of our interests to have this conflict resolved. This should only take a few more minutes.
Louis: Fine. You can be the foreman. I'll even change the title on your pay stub. But no raise.
Markus: I think you and I both know, that the raise is more important to me than the title itself.
Louis: You know, not very many owners would agree to give a person like you the title of foreman. You don't even have your proper certification.
Markus:You've said before that experience means more to you than education. Remember that guy Samuel that you hired. He had a four year diploma in landscape design but had never worked a day out on the fields. You let him go before his probation was up.
Louis: Oh, don't remind me of that kid.
Markus: Look, I'd be willing to accept $24.00/hr, if you agree to review my salary again come spring.
Louis Fine. I guess, that's fair. You are my best employee, right now at least.
Markus: Great, then, you won't mind changing my status to crew foreman. I won't disappoint you. Remember, I'm willing to take on the extra duties of a foreman, which will give you more time to find new clients.
Louis: Speaking of new clients. I'm expecting an important phone call in ten minutes, so let's wrap this up.
Markus: Well, I think we've both agreed on the terms. Can we shake on it? I mean, can I have your word that my new hourly wage will begin at the beginning of next month?(Markus holds out his hand.)
Louis: (Louis shakes it.) Okay, Mr. Foreman. Get back to work, would you. And, I'll need you to order all of the supplies for Monday.
Markus: Thanks, Louis. I'll get on that right now.
МИНИСТЕРСТВО ОБРАЗОВАНИЯ И НАУКИ РОССИЙСКОЙ ФЕДЕРАЦИИ
Федеральное государственное автономное образовательное учреждение
высшего профессионального образования
«Дальневосточный федеральный университет«
(ДВФУ)
филиал двфу в г. спасске–дальнем
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«УТВЕРЖДАЮ«
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Директор филиала ДВФУ в г. Спасске–Дальнем
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________________Е.В. Лагунова___
(подпись) (Ф.И.О. директора.)
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«______«_________________2012 г.
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