Subject: Business English

LP: GECOFI

Professor in charge:

Dr. BACHISSE Mohamed

Contact: mohamed.bachisse@um5.ac.ma
1
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Introduction
session
Around Management and
Business
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Definition of business

“ A business is defined as an
organization or enterprising entity
engaged in commercial or industrial
activities to produce goods and
services in order to make a profit.

”
 Exchange of flows Customers Government
between companies and
their stakeholder: M.B.

Payment or Cash

Sales of goods and

Echange de flux entre

services
l’entreprise et ses
parties prenantes

Work
Businesses or Payment or cash
Human Suppliers:
resources companies fournisseurs
Salaries
loans and payment
Sales of goods and services
Reimbursment of

Loans (emprunts)
Sales of raw materials
of interests

(matières premières)

Banks or
financial
Shareholders institutions
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Chapter 1: Business concepts and
activities
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Functional areas of business

 R&D
 Marketing
 Finance and accounting
 Production
 HR
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Functional areas of business

 R&D = Research & Development

› New product design and development
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Functional areas of business

 Marketing
› Planning and executing the conception, pricing,
promotion, and distribution of ideas, goods, and
services to create. exchanges that satisfy
individual and organizational objectives
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Functional areas of business

 Finance
› Everything related to revenues, expenses, budget,
financial records and financial statements
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Functional areas of business

 Accounting
› Accounting is the process of identifying,
recording, summarizing, and reporting in
monetary terms, informations about businesses
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Functional areas of business

 Production
A process of combining various material inputs and
immaterial inputs (plans, know-how) in order to make
something for consumption (output)

› Processing (changing and improving the form of

another product)

› Manufacturing (combines raw materials and

processes goods into finished products)
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Functional areas of business

 HR = Human Resources
› People who work for a business/organization
› Involvedin planning & staffing, performance
management, and employee relations.
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Definition of management

“ Management includes the activities

of setting the strategy of an
organization and coordinating the
efforts of its employees to
accomplish its objectives

”
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Who managers are ?

 A manager is someone who coordinates and

oversees (supervise) the work of other people in
order to accomplish organizational goals.

How many level of managers can we

classify?
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How to classify managers in organizations?

Traditional Pyramid Form of Management Levels

Top
Managers

Middle Managers

First-Line Managers
Non-Managerial
Employees
Functional R&D Marketing Finance Production HR
Areas
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Lowest level of management

• First-line managers: manage the work of

non-managerial employees who typically are
involve with producing the organization’s
products or servicing the organization’s
customer

• They are often called: supervisor, shift

manager, district manager, department
manager, office manager
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Middle level of management

 Middle managers: manage work of first-line

managers, they administer day to day routines
and monitor performance.

 They are often called: regional manager, project

leader, store manager, division manager
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Upper level of management

 Top managers: are responsible for making

organizationwide (strategic) decisions and
establishing the plans and goals that affect the
entire organization.

 They are often called: executive vice president,

president, managing director, chief operating
officer, chief executive officer
 Seven stages of a negotiation M.B.

Planning

Establishing rapport

Information gathering

Establishing needs

Bargaining

Making the deal

Confirming the terms of the deal

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Now match the seven stages of negotiation to the extracts.

So, just to summarize, the deal is that you will make a $10,000 contribution to the
marketing budget. Confirming the terms of the deal
Information
Could you tell us how quickly you could supply the software if we agree terms? gathering
I suggest we go through points 1, 2 and 3 on the agenda and then break for coffee.
Is that OK? Planning

So what you are saying is that you would want half the payment on signature of the
contract. Have I got that right? Establishing needs
Well, we could agree to that price if you can include training in that figure. Bargaining
That’s agreed then. I’ll get our lawyer to draw up a draft contract. Let’s have lunch to
celebrate. Making the deal

Thanks very much for coming to the meeting today. We really appreciate it. I’m really
confident we can agree a deal that is beneficial to both parties. Establishing rapport
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Internet research
• Look up ‘principled negotiation’ on the Wikipedia website
at: www.wikipedia.org

Wikipedia, which is
an online free-content
encyclopedia, is a
great source of
information when
doing research on the
Internet.
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Definition of principled

“
negociation

Principled negotiation is an interest-based

approach to negotiation that focusses
primarily on conflict management and
conflict resolution. Principled negotiation
uses an integrative approach to finding a
mutually shared outcome

”
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Principled negotiation (Integrative
approach)
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Use the following format to structure your negotiations:

Student A Student B

Ask a favour. Make a tentative offer.

Make a counteroffer. Make a firm offer.

Agree, go back to the beginning,

Propose a compromise.
or break off negotiations.
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Model dialogue

Student A: Could I ask a favour? Could you do the presentation to the sales team?
Student B: Again! What’s the problem this time?
Student A: I’ve got an important client meeting at the same time and I can’t get
out of it.
Student B: Well, I might be able to do it, if you do the PowerPoint slides for me.
Student A: I haven’t got time for that. If I give you the figures, will you input
them?
Student B: No, I want the whole thing. It’s that or nothing.
Student A: OK, I’ll do the text for the PowerPoint but could you format it?
Student B: Maybe. And I want you to help me with the business plan for
next year.
Student A: Oh, all right.
Student B: Fine, but this is the last time. You need to be more organized!
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Reported speech– what did he say?

The production is
based in China.
He said that the production was based in China.

The factory has

250 staff in total. He added that the factory had 250 staff in
total.

They exceeded He reported that they had exceeded

production targets production targets by 20% last year.
by 20% last year.

? He explained that they

We are expecting were expecting the same
the same results results that year.
this year.
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Reported speech– what did he say?

We save a lot of
money on raw
He revealed that they saved a lot of money
material costs.
on raw material costs.

The company
will invest He continued that the company would
more money in invest more money in machinery that year.
machinery
this year.

We have plans to He added that they had plans to

? open another
factory in Korea.
open another factory in Korea.

Look at our He said that we should

website for the look at their website for
latest news. the latest news.