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体验商务英语第二册Unit 9 Managingpeople

发布时间:2013-10-08 11:38:49  

Unit 9

Managing people

Management problems always turn out to be people problems.
British management consultant

John Peet

Quotations about management
Management is nothing more than motivating other people.

I believe managing is like holding a dove in your hand. If you hold it too tightly you kill it, but if you hold it too loosely, you lose it.
If you want to manage somebody, manage yourself. Do that well and you'll be ready to stop managing. And start leading.

Which of the above quotations do you agree with? Why?

Starting up

A

What qualities and skills should a good manager have? Choose the six most important from the list.

To be a good manager you need to: 1 like people; 2 enjoy working with others; 3 give orders; 4 listen to others; 5 make suggestions; 6 judge people’s abilities; 7 plan ahead; 8 be good with numbers; 9 make good presentations; 10 be persuasive

B If you are managing people from different cultures, what other qualities and skills do you need?

listening

Good managers

A Listen to the first part of the interview & complete the chart.
Managers need to be good at … … in order to 1 observing ___________ the behavior, the understand __________ and ____________ of strengths their staff. weaknesses learn about ________________ their staff’s 2 listening _________. problems 3 asking questions 4 speaking __________ all the ____________ find out they need to make the right information decisions

communicate _____________ their ___________ objectives clearly to all their staff.

listening

Good managers

B Listen to the second part of the interview. Decide whether these statements are true or false.

1 plan in advance. and conditions.

true

2 find out about the local language, culture
true true 3 get to know the local people. possible questions

4 try to become experts as soon as false true

5 spend time observing and asking

listening

Good managers

C Listen to the third part of the interview and answer these questions.

1 What do foreign managers often want from Asian staff? They mistakenly want them to be more forceful, to deal with problems logically and to be ambitious.
2 What do managers sometimes ignore? They ignore the background, education and cultural differences between themselves and their staff. 3 Why might the managers underestimate the local skills and abilities? They focus too much on staff’s weaknesses, jump to conclusions too quickly and label all local staff as the same.

listening

Good managers

What advice would you give to a foreign manager D who is going to manage staff in your country?

Vocabulary

Verbs and prepositions

A Match the verbs 1 to 7 with the prepositions and phrases a) to g).
A good manager should: 1 respond a) in their employees’ abilities

2 listen
3 deal 4 believe 5 delegate 6 communicate

7 invest

b) to a deputy as often as possible c) to employees’ concerns promptly d) with colleagues clearly e) with problems quickly f) in regular training courses for employees

g) to all suggestions from staff

Which do you think are the three most important B qualities in Exercise A?

Vocabulary

C

Verbs and prepositions

Some verbs combine with more than one preposition. Decide whether the following combine with someone or something. Someone Something

1 a) report to b) report on 2 a) apologize for b) apologize to

√ √ √ √ √ √ √ √ √ √

3 a) talk to b) talk about 4 a) agree with b) agree on 5 a) argue about b) argue with

Vocabulary

Verbs and prepositions

D Complete these sentences with suitable prepositions from Exercise C.

with 1 I agree ______ her that we need to change our marketing strategy. 2 I talk _____ my boss every Monday at our regular meeting. to 3 We argue _______ next year’s budget for over an hour. about 4 He apologized _____ losing his temper. 5 We talked _______ our financial problems for a long time. for 6 The Finance Director argued ______ our Managing Director over profit sharing. about 7 I apologized _____ Paula for giving her the wrong figures. with 8 Can we agree ______ the date of our next meeting? to on

Vocabulary

Translations exercise
with …) 3. 你要相信自己,否则你永远都不会成功。(believe in …) 4. 经理应当学会向员工放权。(delegate to …) 5. 我们应尽力提高与他人沟通的能力。(communicate with …) 6. 公司大力投资进行新产品的研发。(invest in …)

Verbs and 1. 迄今为止还没人对我们的投诉作出回应。(respond to…) prepositions 2. 总经理向工人保证他将亲自处理这个问题。(deal

7. 今天上午我向董事会汇报了今年的销售情况。(report to … about …) 8. 我们就装货中出现的差错真诚地向你方道歉。 (apologize to … for …) 9. 我想和你谈谈新产品广告宣传方面的事。(talk to … about …) 10. 谈判进行了一上午,但双方仍不能在价格上达成一致。 (agree with .. on) 11. 双方在价格问题上争论不休。(argue with … about …) 12. 你最好向他解释一下你的观点。(explain to …)

Vocabulary 1. So far no one has responded to our complaints.

Verbs and prepositions

2. The Managing Director promised to the workers that he would deal with the problem himself. 3. You should believe in yourself, or you will never succeed. 4. Managers should learn to delegate power to their staff. 5. We should try our best to improve our ability to communicate with others. 6. The company has invested heavily in research and development. 7. This morning I reported to the Board of Directors on this year’s sales. 8. We sincerely apologize to you for the mistake we made in packing your order. 9. I would like to talk to you about the advertising campaign for our new product. 10. The negotiation went on the whole morning, but the two parties still could not agree with each other on prices. 11. The two parties argue with each other about prices. 12. You’d better explain to him your ideas.

Reading Read the article

and answer the questions.

Managing Part I (Para 1 – 2) across The globalization trend & the cultural problems cultures 1. Why are there so many people working abroad It now? is because of the recent globalization trend. Many companies have expanded globally through mergers, joint ventures and cooperation with foreign firms.
2. Do these people come across cultural problems & What is their failure rate? Many of them have difficulty adapting to the new culture and their failure rate is as high as 30%.

Reading

Part II (Para. 3 – 4)

Managing across cultures

Two typical failures
What did the German manager do with his staff in England? He stopped his staff from drinking and did not allow them off the premises at lunchtimes. What did the American manager do with his staff in France? He tried various ways to win the trust of his staff but failed. The nicer he tried to be to the staff, the more strongly the staff believed that he was trying to take advantage of them.

Reading

Managing across cultures

Part III (Para. 5 – 6) The mistakes of the German and American Managers What was the German manager’s mistake?
He did not pay enough attention to the cultural differences and was not flexible enough. He was too hard on the staff. What was the American manager’s mistake? He used the American ways to gain staff’s trust, which didn’t work in France. His friendly behavior only strengthened the staff’s feeling that they were being exploited by the management.

Reading

Managing across cultures

Part IV (Para. 7) The cultural problems and the frustrations What are the problems for the managers working in foreign countries? There may be misunderstandings between them and their employees. They may find that the techniques that worked at home are not effective in the new workplaces.

Reading

Managing across cultures

A Many US managers are sent abroad to work; some find it difficult to adapt to local conditions. What do you think the figure is? 1 approximately 1 in 7 2 approximately 1 in 5 √ 3 approximately 1 in 3 B Answer these questions about the article.
1 Why has the number of people working abroad increased? It is because of the globalization trend. 2 Who did the following – the German manager in England or the American manager in France? a) He made staff stay inside the building at lunchtime. German manager b) He gave staff targets. American manager c) He had meals with each member of staff. American manager d) He stopped staff drinking during working hours. German manager e) He seemed to be watching his staff. American manager f) He worked harder than other staff. American manager

Reading 3 What are the differences in the way the two managers managed their staff? Managing across The German manager didn’t pay enough attention to the cultures cultural differences while the American manager tried to get staff’s trust in American ways which didn’t work in France. Match words from each column to make common C word combinations

. 1 adapt to a) rules

2 take up
3 set 4 apply

b) relationships
c) goals d) a position e) a new culture

5 develop

Language If we report what another person has said, we usually review do not use the speaker’s exact words (direct speech), Reported but reported (indirect) speech. speech Statement
Direct speech “I’m going to meet one of my clients here tomorrow.” said the manager. Reported (indirect) speech The manager said that he was going to meet one of his clients there the next day. Sentence Structure: “……” – that clause Pronoun: I – he my - his Tense: am going to – was going to Time & place expressions: tomorrow – the next day here - there

Language review

Question
Direct speech “Do you have any class this morning?” a teacher asked me. “Why don’t you speak English in class?” the English teacher asked.
Reported speech A teacher asked me if/whether I had any class that morning. The English teacher asked me why I didn’t speak English in class. Question – indirect question Do you have – if/whether I had … Why don’t you – why I didn’t … Question words Yes-no question: if, whether Wh-question: wh- words

Reported speech

Language review

Request
Direct speech “Say hello to your mum for me.” she said to me. “Don’t give up, Bob.” he said. Reported speech She asked me to say hello to my mum for her. He told Bob not to give up. Request – to V- phrase Positive: to V-phrase Negative: not to V-phrase Choose a suitable verb She said – she asked me … He said – he told Bob …

Reported speech

Language review

A Complete these sentences with the correct form of say or tell. 1 He ______ that he was finding it difficult to said manage people.

Reported speech

told 2 He ______ me that he was finding it difficult
to manage people. 3 She ______ him to improve his performance. told

4 She ______ they would never agree. said
5 My boss ______ me not to pay the invoice. told 6 He ______ that he worked for General said Electric.

Language review

Reported Philip I that to wanted to motivate the more. speech Philip saidwant he motivate our managers managers more. Amanda asked Philip if he was delegating the less Amanda Are you delegating the less important importantdecisions? decisions.
Philip saidthink so. And I’m making more time to listen Philip I he thought so and also said that he was to their suggestions. making more time to listen to their suggestions. Amanda said that it was good and that responding to Amanda That’s good. Responding to their ideas is really really important. their ideas was important. Philip asked if the department was investing enough in Philip Is the department investing enough in training? training. Amanda said that itThis year’s budgetyear’s budget was Amanda Yes, it is. was and that this is bigger than last year’s. bigger than last year’s.

B Use say, tell and ask to report the dialogue between two company directors.

Language review

Reported speech

C Your colleague is away and you have been asked to check their voice mail. Listen to each message. Note down who rang and what was said or asked. Then write a short note for your colleague. Jason phoned about the management training course. He said he wanted to confirm his place on the course and he also wanted to know who was leading it. Carol rang about next Friday’s meeting. She asked how many people would be at the meeting and what time it would finish. Maria phoned about the budget. She wanted to know how much you had spent on the Tokyo trip. She said she needed to fill in the expenses claim by Friday.

Socializing & A Socializing is an important part of good management. When socializing for business in your country, how entertaining important are the following?

Skills

1 Being on time

2 The way people dress
3 How you address people (first name

or family names?)
4 Giving gifts

5 Shaking hands/ kissing/ hugging/
bowing

Skills Socializing & entertaining

Rachel, who is from the UK, is on a business trip to B Russia. Alexandra is a Russian business contact. Listen to their conversation. Then answer these questions. 1 What does Alexandra invite Rachel to do? Alexandra invites Rachel to have dinner at a restaurant in the town center together with some of her colleagues. 2 Does Rachel accept? No, she declines politely because she is a bit tired and wants to relax at the hotel. C Listen again and complete the extract. Rachel: Well, it’s very _____________, Alexandra, but I kind of you think I’d like to relax at the hotel tonight. _____ If you don’t ______. I’m a bit tired, quite honestly. mind Alexandra: Are you sure? You’d really enjoy it. another time Rachel: It’s very kind of you, but perhaps ___________.

Skills Socializing & entertaining

D Marta is being entertained by Sven. Listen to their conversation. Below are the answers to three questions. What were the questions? What do people here like doing in their spare time? 1 Well, Marta, people like to be in the open air.

What about you, Sven, what do you usually do after work? In the evenings? 2 I usually watch television.
How about you, Marta? 3 Well, generally I spend time with my children.

Skills Socializing & entertaining

E Listen to another conversation between Sven and Marta. What did Sven do to entertain Marta? Sven showed Marta round Stockholm and took her for a meal. F Listen again. In which order do you hear these sentences?

a) I’m glad you enjoyed the tour.
b) We’ll be in touch soon. c) I hope you have a good journey back.

4 6 5 3 1 2

d) Thanks for showing me round the city.
e) Thanks very much for your hospitality. f) I really enjoyed the meal tonight.

Skills Socializing & entertaining

G Role play these situations. 1 You are having dinner with a business contact who tries to persuade you to try a type of food you hate.

Refuse politely.
2 You meet a business contact in a foreign country.

Find out the information below. Also, tell them
about y

ourself using a) to d) as a guide. a) how they spend their weekends

b) where they go for their holidays
c) what they do in the evenings d) what kinds of hobbies and sports they like

The way we do things
Background
Company Muller Peterson Marine (MPM) Marine equipment

CASE STUDY

Product

New sales Head: Muller’s Sales Manager team Deputy: Peterson’s Sales Manager Members: Sales representatives of both companies Problem Two groups of sales reps have very different aims, beliefs and ways of working. Task Help the two groups of sales reps to work together more effectively.

The way we do things
Muller sales representatives
General approach
Ambitious, competitive, mainly interested in money, main aim is to maximize profit.
Promise early, unrealistic delivery dates & customers complain about it. Sales reports are late & incomplete. Often forget written confirmation of orders. Happy with the present payment system: low basic salary, high commissions. Do not share customer information with each other. Aggressive, offer expensive gifts to build up loyalty. Say MPM’s products are the best.

CASE STUDY

Delivery
Sales reports & confirmation Payment system Customer information Sales techniques

The way we do things
Peterson Sales representatives
General approach Delivery
Cooperative, support each other. Main aim is to customers happy & good relations
Do not promise early delivery – company should always meet its delivery dates.

CASE STUDY

Sales reports & Sales reports are well-written, in detail & on confirmation time. Always provide confirmation of orders. Payment system Customer information Sales techniques
Would like higher basic salary to individuals and bonus to the team. Share customer information with each other – the best way to maximize profit. Build up customer loyalty by gaining their trust. No pressure. Offer inexpensive gifts.

The way we do things
Task
Speaking You are members of the sales team. Read your role cards and hold a meeting to decide what actions to take so that the sales reps work together more effectively. Use the agenda as a guide for the meeting. AGENDA 1 Relations between sales representatives 2 Delivery dates 3 Reports 4 Payment system 5 Sharing information 6 Customer loyalty

CASE STUDY

The way we do things
Task
Writing As the Sales Manager of MPM, write a memo to the CEO about the actions agreed on in the meeting with the sales representatives.

CASE STUDY

MEMO
To: CEO From: Sales Manager Subject: improving cooperation in the sales department
A meeting was held on … to discuss how the sales reps could work together more effectively. The following points were agreed:


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