66
4. Translate the following text into English.
Недавние исследования, проводимые в бизнес-школах США, показали, что традиционные стили управления быстро устаревают. Согласно традиционной модели управления, руководство компанией пользовалось своими полномочиями для того, чтобы контролировать исполнение своих решений работниками, стоящими на нижней ступени иерархических структур.
Однако в сегодняшней быстро развивающейся бизнес-среде стало абсолютно ясно, что инициатива – это понятие, с которым всем руководителям разных уровней приходится мириться, уживаться и приспосабливаться.
В современной производственной структуре принятие решения уже не является больше прерогативой начальников. А от подчинённых никто уже не ожидает слепого выполнения приказов свыше.
Из-за всё возрастающей сложности современного бизнеса руководители подразделений вынуждены передавать полномочия работникам низшего звена и наделять их правом, позволяющим принимать самостоятельные решения.
Таким образом, новый подход к ведению бизнеса предполагает проявление инициативы со стороны непосредственных исполнителей, принятие ими самостоятельных решений, понимание ответственности за качественное выполнение заданий. Людей уважают за хороший труд, награждают за заслуги. В свою очередь, работники организации связывают свои личные цели с целями компании, стараются внести свой вклад в общее дело, отождествляя себя с компанией.
Listening – 1 Presentation techniques
1.Pamela Pickford train business people to make presentations. Which of the points below does she make? Listen and mark each one either True or False.
1.When preparing a presentation, try to find out what your audience already knows.
2.Everyone in your audience should be at the same language level.
3.Visit the room in which you are presenting before you actually make the presentation.
4.The first stage of your presentation is when you should get the full attention of your audience.
5.If you memorize the introduction, you will be more confident when making a presentation.
6.The whole text of your presentation should be written on postcards.
7.If you use an overhead projector, you should remember to turn it off when you don’t need it.
8.Remember that the content of the presentation is much more important than your presenting style.
2. Comment on the following statements. In your opinion are they:
a. essential b. helpful c. unhelpful for a successful presentation
1.Tell a joke at the beginning.
2.Speak more slowly than you normally do.
67
3.Smile a lot.
4.Involve the audience.
5.Invite questions during the presentation.
6.Always keep to your plan.
7.Move around during your presentation.
8.Use a lot of gestures to emphasize important points.
9.Read out you presentation from a script.
10.Stand up when giving your presentation.
Listening - 2
Listen to a presentation to a company’s sales team about the launch of their new chocolate bar. Discuss the presentation techniques used by the speaker.
Communication skills 1. Introducing yourself
Good morning everyone.
Let me introduce myself. My name is…. I’m a specialist in …..
3. Inventing questions
If you have any questions, don’t hesitate to ask.
I’ll be glad to answer any questions
(at the end of my talk).
2. Structuring the presentation
I’m going to divide my talk into four parts.
First I … ; after that …. ; finally … .
4.Giving background information
I’ll give you some background
information.
Let’s start with the background.
5. Referring the audience’s knowledge. 6. Changing the topic.
As you know…. . |
Right, let’s now move on to … . |
As you are aware ….. |
OK, I’ll look at … . |
7. Concluding. |
8. Referring to visuals |
To sum up / To summarize …. |
If you look at the graph … . |
|
Could I draw your attention to the chart? |
|
If you take a look at the first year, you’ll |
|
see … |
9. Ending |
|
Thanks very much. Any questions? |
|
Well, that’s all I have to say. |
|
Case study International Leatherware: Create a design for an international competition. Make up a presentation.
Background
The International Leatherware Association (ILA) represents leather goods manufacturers and retailers. One of its main functions is to promote the use of leather for new products. Each year the Association awards prices to companies with
68
outstanding new ideas. Companies send a detailed product description and a marketing plan, and the four best proposals are selected. These companies then present their product concepts to a panel of judges. The presentations and awards are televised and the event is broadcast worldwide.
Task
Your company is competing for the ILA’s top prize. You believe that you have an outstanding idea for a new leather product. Prepare your product presentation and present it to the rest of the group. It will be an advantage if a company can offer a product showing a new use for leather. Product concept should be creative and have excellent sales potential. Answer any questions they may have, When you are not making presentation, you are a member of the judged panel. Decide who should get top prize.
1.Introduce your team. Outline the structure of you presentation.
2.Describe the product design, features and consumer benefits.
3.Describe the product’s target market.
4.Mention other competing products.
5.Present your strategy for the new product. For example:
*branding, packaging, other product features (guarantee, durability, etc) *pricing strategy
*distribution (What sales outlets will be used?)
*promotion (What advertising, product launch and sales promotion?) 6. Describe any ideas for television or radio commercials.
The words below can be used to describe inventions or new ideas. Some of them have a positive meaning, others have a negative meaning.
efficient |
pointless |
feasible |
brilliant |
ridiculous |
|
viable |
beneficial |
impractical |
marketable |
useless |
|
ingenious |
obsolete |
revolutionary |
ground-breaking |
||
clever |
uneconomical |
user-friendly |
cheap-looking |
||
Unit 7 Motivation and performance appraisal
to treat employees – обращаться со служащими ingenious – гениальный, хитроумный ingenuity – изобретательность
inherent dislike of – врождённая нелюбовь (неприязнь) к to coerce – принуждать, заставлять
to assume – предполагать
to perform to maximum potential – работать с максимальной отдачей to sustain life – поддерживать жизнь
context – контекст (окружение) content – содержание
repetitive job – рутинная работа
69
affiliation – принадлежность esteem – уважение, почёт
Starting up
Which of the following statements seem to you to be generally true? Why?
1.People dislike work and avoid it if they can.
2.Work is necessary to people’s psychological well-being.
3.People avoid responsibility and would rather be told what to do.
4.People are motivated mainly by money.
5.Most people are far more creative and ingenious than their employers realize.
6.People are motivated by anxiety about their security.
7.You can only motivate people by providing them with appropriate incentives (rewards).
8.People want to be interested in their work and, given the right conditions, they will enjoy it.
9.Under the right conditions, most people will accept responsibility and
want to realize their own potential.
Reading 1.
There are two different ways in which employers can treat their employees. Douglas McGregor, a well-known American theorist of the psychology, summarized these two approaches and named them Theory X and Theory Y.
.
In The Human Side of Enterprise, Douglas McGregor proposed two different sets of assumptions about what motivates people, which he called Theory X and Theory Y.
Theory X is a pretty gloomy view of human nature, while Theory Y is a more optimistic view. In brief, Theory X is the traditional approach to workers and working which states that the average human has an inherent dislike of work, will avoid it if he can at all costs. Because of their dislike of work most people must be coerced, controlled, directed and threatened with punishment (for example, with losing their job) to get them to make any effort at work. Theory X assumes that most people are incapable of taking responsibility for themselves and have to be looked after.
Theory Y, on the contrary, is the sunny, optimistic view of people, and the one which best characterizes human nature. At least for a substantial majority of the population, Theory Y states that most people will devote their energies to work as long as certain conditions are met. Firstly, they need set objectives and get
rewards for achieving them; secondly, they need responsibility; and thirdly, they need opportunities to apply their imagination, creativity and ingenuity to solve organizational problems. So, under the right circumstances, people want to work, are eager to work, derive satisfaction from work, and are good at work. Besides, they need achievements and responsibilities.
Pre-listening activity
One of the most important functions of a manager is to motivate the employees. But how? What kind of things motivate you? Which of the following factors have been or will be important for you in your choice of a job?
70
Classify them in order of importance:
-good administration and good labour relations
-good working conditions: enough space, light, heat and time, not too much noise, and so on
-an adequate wage or salary, and benefits such as paid holidays, sick pay, a pension, and so on
-job security
-a challenging, interesting and creative job
-responsibility
-contact with people
-opportunities to travel
-opportunities for promotion
-long holidays
Listening
James Lee Broadacre has had a successful career in manufacturing. In this informal discussion he talks about his life philosophy with colleagues.
As you listen, list the eight factors that have motivated Lames during various stages in his life and number them.
Reading 2.
You will read the text about two approaches to how people are motivated.
The work of managers is to ensure that staff work efficiently in an organization. They must know what motivates people. By understanding the factors influencing motivation, they can create the conditions in which employees will perform to their maximum potential.
Abraham Maslow, an American psychologist, put forward one of the best-known theories of motivation. In his theory, he presents a hierarchy of needs. He identified certain basic human needs and classified them in an ascending order of importance. Basic needs were at the bottom of the hierarchy, higher needs at the top: physiological, security, social, esteem, self-actualization.
Physiological needs These were things required to sustain life like food, water, air, sleep etc. Until these needs are satisfied, Maslow believed, other needs will not motivate people.
Security needs They are the needs to be free from danger, physical pain and loss of a job. They include the need for clothing and shelter.
Social needs A human being needs to belong to a group, to be liked and loved, to feel accepted by others and to develop affiliations.
Esteem needs After people have satisfied their social needs, they want to have selfrespect and to be esteemed by others. They have a need for power, status respect and self-confidence.
Self-actualization needs These are the highest needs, according to Maslow. They are the desire to develop to maximum potential and to achieve one’s goals.
Maslow said that people satisfied their needs in a systematic way. When a need had been met, it stopped being a motivating factor. For example, if a person was starving,