Manage

time Keepto the point Closethe meeting

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f u ii r t f ' l i ' - , r , : : ' ',

l V h a t w a s t l l c b c s t o t ' w o l - s tn t c r c t i n Q
that vou havc begr to titis vcar?,
Wh a t n ta dc i t good or l t;rc1i ,
l J a v c v t x t b e c t r i t r a t n c c t r n g t h a t f r n t s h c d n ' t r - r c lha t c r t h a n s c h c c l u l e d ?
i s i t r - r s c l ' rt-or lh a v c : u t a _ o c l t d ian a n t c c t i n ! ? W h y ?
[ ) t l v t l t t L l s L l u l tdr ,i s c L l s sA O i ] ( A n v O t h c r F ] u s i n c s sa)t t h c s t a r t . r r t i c l c l l co r
urd oi rrn"rttctt:,i:'

The management team at the Imperial Hotel is having a project

meeting to discu.ssthe opening of a new spa complex. The meeting is
running late and the team still has three agenda points to cliscusr.lirt.tt
to part of the meeting and ticl< the topics that are discussed.What extra
topic is mentioned at the meeting, but is not on the agenda?

Agenda
. S c h e d u l ef o r t h e o P e n l n g
- -4 q . Catertng
..................-
a-7 . l n t e r v i e w i n gs t a f f
. Uniforms for sPastaff
fi
TE . P r e s sr e l e a s e

/ 1
\)L tinit l3
 ffi Listen again and tick the phrases that you hear.
I We'rerunningout of time. T
2 Could we quickly talk about ... ? r
3 We must finish by three o'clock. tr
4 We need to be quick. T
5 We don't have much time. r
6 OK - it's time to finish. T

Task1 Objective: Manage time

You are in a meeting that is going to finish in five minutes. There

staff reward scheme:we achievedgood resultsthis year.

How can we reward the staff?

Reception: How can we make the receptionareamore

interestingfor visitors?

Paternity leave: Severalmembersof staff have enquired

aboutthe possibilityof taking unpaidpaternityleave.
Should we introduce it for all staff?

Wereyouableto discuss
atlthe agenda
pointsin time?
Didyouusephrasesto manage time?

Keepingto the agenda

Match the phrases l{ with the headings a-c.
I We need to focus on the main point.
2 Let'sget back to the point.
3 Can we keep on track?
F',
.Y+S
..i'.: ..
4 Let'smove on.
b, {&fi 5 Now where were we?
tt'
I .n
6 What'sour next point?

a Keepto the point

b Return to the point
c Move on to a new topic

Unit 13r 63
 I cutrur..t *orr. Attitudesto time in meetings
In somecultures,attitudesto time in meetingsare relaxedand theremight
not be a formal agenda.In other cultures,peoplehavea more structured
attitudeto meetings,they areexpectedto beginand end on time and keep
to a pre-setagenda.Which styleis more common in your country?Compiete
your cultureprofile on page82.

Peoplemaycomeandgo at Themeetinghasa set starttime andit is

differenttimesthroughoutthe
meeting.
Topicsdo not haveto be discussed
in a particularorder.
Themeetinggoeson as longas
necessary, until everyoneagreeson
a decision.Agreement is more
importantthan deadtines.
not polite to be late or to leavebefore
the end.
A formalagendais circulatedbeforethe
meeting.Itemsarediscussed in the order
that theyappearon the agenda.
Themeetinghasa pre-arranged time to
finishanda[[decisions shoutdbe agreed
by that time.

Task2 Objective: Keep to the point

Groups
of 3
Step I Preparation
You are $oing to have a staff meeting. Iook at the three items on the
5 n ri n u te s
agenda.

Agenda:
I Decide on a colour schemefor the new staffrestaurant.
2 Decide on the date of the staff summer party.
3 English courses- should staffpay for their own coursebooks?

Read your information for the meeting carefully and prepare what
you want to say.
Student A turn to page 9?.
Student B turn to page lOO.
Student C tum to page lO2.

Step 2 Meeting
Stan the meeting. Keep to a time limit of three minutes for each
agenda item. There is no chairperson; all members of the group are
equally nesponsible for managing time and keeping to the subject.

Analysis Didyou usephrases to keepto the point?

2 minutes If the subjectwentoff the point,wereyou ableto usephrases
to returnto
the item?

64 a Unit B
C D2 8 C t i s t e n i n g I fisten to the closing comments from four meetings and match
'rlii'.lii
l;'
i them with one of the meeting types a-d.
a A monthly productivitymeeting
b A weeklydepartmentalmeeting
c meeting
A problem-solving
d An informaldiscussion

I risten again and choose the correct words in italics.

I Is therearvother/ anUtlungelsewe needto discuss?
2 OK. Let'sstop/ start there,and I'll seeyou all nextweek.
3 Thisis a good/ betterpoint to finish.
4 Thank youJrom I for all your ideas.
5 Right,is that sornethmlgI arcrythxng?
6 Let'sfinish there/ here.

Task3 Objective: Close the meeting

ItilLrPs
Step I Preparation
There has been a heat-wave and your product, the Solafan (a fan
.ir':
that works off solar eneryy) is selling quickly. You need to reach an
agreement about production or your company might not be able to
meet the demand. You are coming to the end of an emergency
meeting and are discussingthe final agenda item.
Srudent A look at the information below.
Student B tum to page l0l.
Srudent C rurn to page 1O2.
Srudent D turn to page lO4.
SrudentA: You arethe CEO.You only haveten minutesto finish the
meetingbecause you havea flight to Taipeithis afternoon.
Introduce the final agendaitem: Should production move to fuia?
You have to reach a decision before the end of the meeting.
Beforeclosing the meeting,check if anyone has any other items to discuss.
Close the meeting and thank everyonefor their ideas.

Step 2 Meeting
Hold the meeting. Use expressionsto manage time, keep to the
subject and close the meeting.

i A r r a l y s i s Wereyou abteto cometo a decision?

' - i ' - - '
WasA0Bdiscussed?
Whatphrases t'ime,keepto the point,closethe meeting?
wereusedto manage

5 e i f as s e s s m e n t Thinkaboutyourperformance
on the tasks.Wereyouabteto:
manage
time? I yes I needmorepractice
keepto the point? I yes tr needmorepractice
closethe meeting? tr yes tr needmorepractice

Unit B r 65
 I

W h a td o think? Successful
negotiations
5 minrrtes
We use negotiations in most areas of life:
If Uou help me washthe car, IIL do the washtngup.
If we mcreasedorn order, coul"dgou gwe us a betterpnce?
can you think of any examples of negotiations that you have had
this month?
'successfuL
negonattngshould not resulttn a wtnner and a Loser.'
Do you agree with this view of a successfulnegotiation?

CD29-31 @ t-istening part I

cD 29 61 Il n-V Tang is the Managing Director of a small textile company

i0 mrnrff that sp_ecialises
in hand-painted silk fabric. A fashion company nis
asked for-a big order.-Amy wants to extend the deadline for dilivery.
Listen to her proposal and choose the correct option (a-c) to answer
the questions.
I Theoriginalorderwas for
a 2,O2Ometres. b ZOOmetres. c 2,000 metres.
2 Theorderwas increasedto
a 1,500metres. b soometres. c 5,500metres.
3 Amy wantsan extensionof
a two months. b two davs. c tvvo weeks.

66 a Unit t+
 B fisten again and anstrverthe questions.
I What phrasedoesAmy useto show that both companieswant to find an
a$reement?
2 What would happenif Amy employedmore staff?
3 What compromisedoesAmy suggest?

+H practice,
Goodbusiness page8L

j c o r o @Pafi 2
i 5 minutes
Listen to C'ordon's response and choose the words in italtcs that he
uses.
I can understandyour position/ probl.e.m,Amy,
but I don't want the quality
or the priceto change.lpropose/wggest that we receivehalf the orderby
the agreeddeliverydateand half two weekslater.

i c o : 1O Pan 3
I 2 minutes
Do you think Amy will agred?Usten to the last part of the
negotiation to check

Objective: hsent a prcposal

You are Soing to negotiate a deadline. Read your information
carefully and role-play the telephone conversation. Use language
from the listening to help you.
Student A turn to page 9?.
Student B tum to page lol.

Analysis Wereyou ableto presentyourproposalto yourpartner?

2 minutes Wereyou ableto respond
to yourpartne/sproposal?

atworkSaying'No' in a negotiation
I currur.
In somecultures,peopleprefernot to refusedirectlyin negotiations,because
T it can seemimpolite.In othercultures,peoplewill saydirectlyif theyaccept
or refusea proposal.How do you refuseproposalsin negotiationsin your
country?Completeyour culture profile on page82.

Peoplepreferto avoidconfrontation. Peoplepreferto say'No'directly.

Communication is tactful.A directYes' Communication is clear,direct
or'No'mightoffend. andto the point.
Peopleoften useindirectwaysof saying Peopleoften usedirectwaysof
'No'forexample:
saying'No',for exampte:
Yes,but... No.
I'm afraid that's not possible. No,we won't do that.
I'm not surethat wecondo that.

Unit t4 a 6z
 W h a t d o y o u say?
1 Accepting and refusing
1( l l r i j i r i l t , . ' S
In a ne$otiationyou may needto explainin detailwhat you agreeor disagree
with in the otherperson'sproposal.It helpsto keepyour language
neutral:
Theprobl,emis the pnce / quantity / del.wergdate.
when you agreeto a proposalyou may needto includeconditions:
We a$reextbject to contracts/ pnce / quartnty, etc.
Mark the phrases agreeing (A), disagreeing(D), giving yourself time
to think (G).
I'm afraid that'snot possible. T Can we come back to that? T
I'll needto think aboutthat. I No, we can't do that. r
Yes,that'sfine. T We can accept that. T
Objective: Accept and refuse
You are going to negotiate details of a hotel booking on the phone.
Read your information and role-play the telephone conver'tsation.
Student A look at the information below.
You arean eventsorganiser.
You needto arrangehotel accommodationfor a seriesof trainingvisits
to your new productionplant in Thailand.
Lookat the informationaboutthe hotel.Decidewhat discountvou want.
Phonethe hotel managerto negotiatea discount.
Usepolitephrases to acceptand refuseoffersor to giveyourselftime to think
The normal priceof a hotel room is $150.
You havea budgetof $tzsper personper night.Thebookingis for 12people
but theywill be stayingat the hotel on differentnights.

Number Date of Number

of guests booking of nights Additional information

4 25thJanuary 2 Your bookingwill not need

4 l2th February 2 breakfastor dinner asthis is
providedat the training centre.
4 lgth March 2

Student B turn to page lol.

l;:i ysrs
Itrtt'r
Wereyou abteto explainwhatyou wantedfromthe negotiation?
Couldyou acceptoffersthat you agreedwith?
Didyou refuseanyproposals?
Didyou useanyphrases to giveyou time to think?

Whatdo Brainstorming
ideas
i r r i lt r l u t t ' :
fl nrainstorming is a creative way to suggestideas. Tick the things
that are a good thing to do during brainstorming.
Interrupt n Arguefor and againstideas n
Leteveryone
saytheirideas I Discussideasin detail tr
Nominate someoneto note all ideas I Giveshort,quick ideas n
68 r Unit t+
 I efter brainstorming, the next step is to evaluate which suggestions
to discuss in more detail. which of the phrases would you use to
brainstorm and which would you use to evaluate ideas?write B
(brainstorm) or E (evaluate).
I Would it help to introduceflexibleworkinghours? n
2 Thatwouldn't work. tr
3 That could be a solution. n
4 What if we gavea staffbonusfor goodattendance? x
5 If we did that,it would be a cheapersolution. tr
6 What we reallywant is a way to improve staff motivation. n
( , r a r r n i l trdert f e r e rer:r C 0 r r d i t i 0 r r a Ipsa, q e 9 - 3

Objective: Iook for a creative solution

Step I Preparation
Gaia Telecommunications is having a prcblem with staff attendance.
The Managing Director has organised two teams to think of creative
ways to solve the problem.
Srudent A turn to page 97.
Student B turn to page lol.

Step 2 Blziinstorrn
Employee representativeswor{< in one group, HR representatives in
another. Have a brainstorming meeting to discuss creative wa5xsto
encourage staff to improve attendance.

Step 3 Meeting and evaluation

Each group should have two employee reprlesentativesand two HR
representatives.Discuss your ideas for improving staff attendance.
Evaluate which ideas would work best. Decide which idea to
recommend to the Managing Director.

Didyousuggest anyideasat the brainstorming

meeting?
Didyou put forwardyourideaat the secondmeeting?
Wereyou ableto evaluatethe bestideasandnegotiate
whichoneto
recommend to the Managing Director?

| ,u,r-.rsessment Thinkaboutyourperformance
onthetasks. youabteto:
Were
present
a proposa[? I yes I needmorepractice
accept
andrefuse? I yes I needmorepractice
lookfora creative
solution? I yes I needmorepractice

Unit t4 a 69
 Task1 Objective: Give neasons and enplanations
Pairs
Step I
You are an HR manager. Your company is planning to move the
5 minutes
prcduction department to Slovenia. C-ompletethe notes with erygressions
in Useful language.Take tums to read the reasons and orplanations.
Notes for staff presentation:
'-highproductioncosts,thecompanywillmoVetoSlovenianext
Thismeans that... year,z it can remaincompetitivein a difficult market.
' to makethe moveassmoothas possible,the companywill pay
sothat...
all relocationcostsand languagetrainingand will alsoguarantee bonuses
In order(+ infinitive)... for the next threeyears.
BecauTe
of (+ noun)... you all keepyour currentpositionsand havean excitingnew
future with the company.

L0 minutes Step 2
Imagine that you work for the company in Step l.
Brainstorm the pros and cons of moving with the company and
decide if you want to move or not.
Preparewhat you will say to the HR Manager. Use the Useful
language for giving explanations and reasons.
Tell the HR Manager (your partner) about your decision.

Analysis Didyou usethe correctlanguage

for givingreasonsandexplanations?
2 minutes Wereyou ableto makea decisionandte[|'yourpartner?

70 a Unit ts
r-irnri' Motivation
Who is responsible for motivating employees in their joba Is it an
employee's responsibility to motivate himself or herseifa Or is it the
company's responsibility to find ways to motivate staff?

$# Howard Franks has been giving a presentation about staff

motivation. Listen to him summarising his presentationand put his
key points (a-e) in the correct order. wtricn point is not meniioned
in his summar58
a Tell staffwhentheydo somethingright. I
b Setcleargoalsthat staffcanachieve. I
c Help staffto learnnew skills. I
d Letstaffknowthat you will listento new ideas.r
e Tell staffaboutany big changes. f
'{i;t
risten again, and complete the summary. Take turns to read the
summary to your partner.
To' , I ' d l i k et o ' look at the points again.
, help your staffto succeed
by givingthemclear,achievable
objectiveS.'-,keepstaffinformedofanymajorchan$es.Worried
peoplearenot motivatedpeople.' , ceiebraiesuccess. Letyour
staffknow when theydo sometningwett.non't just tell staffwhen thly do
somethingwrong.'-'encourageinitiativeandcreativity-.i.,t.,
workingenvironmentwhereeveryone feelsthat their ideaswill be heard.

Formalandinformalpresentations
Somecultureslike presentationsthat entertain the audience.They usejokes
and storiesto illustratepoints.Other culturesexpectpresentationsto b.
serious.Thesepresentationswould have more factsrnd l.rt direct contact
with the audience.What styleof presentationdo you prefer in your culture?
Completeyour culture profile on pageg2.

Informal Formal
Casuat A business
suit
,,, Youuseeveryday expressions Youuseformalexpressions
andshortsentencesto with technical
vocabu[ary.
explaininformation.
Youusehumourandstoriesto Youdo not usehumouror stories.
makethe audience
relax. Youkeepto factualinformation.

Unit t5 a zl
 Listen to the conclusion of two presentations. Which is more formal?

Listen again and complete the phrases.

Signalthe final point
I T f
2 T c

Thank the audience

I T
2 T

lnvite questions
l D a h
2 W a a__ q

Task2 Objective: Summarise and conclude

Step I Preparation
You are a staff trainer and you are coming to the end of your
presentation.Look at the notes and prepare the summary and
conclusion.
StudentA: Your presentationis on motivating teams. Look at the
information below.

Summingup: Conctuding:
I t ' sj m p o r t a nt th a t g r o u p sh a v ea g o o d A m o t i v a t e tde a m
t e a ml e a d e r . p r o d u c ebse t t e rr e s u l t s .
L i s t e nt o c o n c e r nasn dh e | . p with
a n yp r o b [ e m s . Usefulphrases
I n v o l v et e a m si n d e c j s i o n - m a k i n q .
A n dt o c o n c L u d. .e.
Thankyoufor your attention.
Usefulphrases
Arethereany questions?
Let'slookof the mostimportontpoints
ogatn...
T os u mu p . . . T os u m m a n s.e. .
F i r s t. . . s e c o n .d. . o n df i n o l l y. . .

Srudent B: Your presentation is on motivating new staff. Turn to

page lo2.

Step 2 Presentation
Read your summary and conclusion to your partner. Note down the
main points in your partner's conclusion.

,.nmarjseyour presentation?
i d e n t i f yt h e m a i np o i n t si n y o u r p a r t n e r ' p
sresentat'ion?
p a r t n e ru s ea n y p h r a s etsh a t w e r ed j f f e r e nt o t h e o n e st h a t y o u u s e d ?

72 a Unit rs
 3 Asking and respondingto questions
cD34O Listenins
E e team leader is gMng a presentation to explain the problems
his team experienced on a r€cent project. Listen to the summary and
conclusion and note down four questions you would like to ask.
Who... ? WILA...? What... ? When... ?

CD35 e [ ruow listen to the presenter'sresponseto questions.Does anyone

ask any of the questions that you notd? What phras(s) does he use to:
say it was a good question?
delay answeringl?
deal with questions that are not about the subject?

-*{\ paqe79
practjc-e,
i) Goocj
business

iD G r a m m raer f e r e n cPea: ssLj n r p l ep,a q e8 8

Objective: Deal with questions

Step I Preparation
You are giving a presentation to your staff about a new project. Use
phrases from the lesson to prepare a short conclusion to your
presentation and anticipate questions.
Student A look at the information below.
Summary of pnesentation:
Your companyis relaunchinga PeterThompsonmotivationalvideo
as a DVD.
The new designis modernand exciting.
New targetmarketis fuia.
It will be launchedat the sametime as PeterThompson'snew book.
Presentthe conclusionof your talk to your partner.Invite questionsand
respond,giving reasonswherenecessary.
Student B turn to page lO2.

Pairs Step 2 Presentation

5-i0 minutes
Take tums to sum up your presentation. When you are listening to
your partner's pnesentation, think of a question to ask When you
are pnesenting,respond to your partnefs question.

Wereyou ableto aska questionaboutthe summary?

Couldyou respondto questions?

on the tasks.Wereyou ableto:

i Setf-assessmentThinkaboutyourperformance
givereasons
andexplanations?I yes I needmorepractice
andconclude?
summarise I yes I needmorepractice
deal.with questions? I yes tr needmorepractice

Unit 15a T3
 What do you think? Matctr the names of parts of a report t-e with the descriptions a-f.
I title page a list of pagenumbers,illustrationsand charts
2 summary b all the facts,informationand data
3 contents c what the report is about and wherethe information
comesfrom
4 introduction d what the report is calledand the author'sname
5 main text e a shortdescriptionof the keypoints and any action
required
6 conclusion f recommendations and ending

I wn., do youwrite?1 Here ane some ways to make your report easy to read:
Useshort sentences.
Usesimple vocabulary.
Usebullet pointsor numberedliststo organiseinformation:

2 Findout if any particular

departmentsseem
3 Establish
a recruitmentpoticywhich
ensures

ReuniteF9 p?ograph using the advice.Take out any words that are
not needed,simplift vocabularyand oqanise the information.

herewiththe most importantpointsgainedfrom

To summarise,
the aforementionedtrainingseminbron time management.The
mainpointsare to note down everythingyou needto do and
prioritisetask and set deadlines.

T4.Writing s
 Objective: Summarise points
Look at your notes about your partner's pnesentation fitom Unit tS
Task 2. Write a summary of the main points of the presentation.
To stnntrtanise,the matn points oJthe presentanonwere ...

I *nr, do youwrite?2 Complete the conclusion and necommendationsin this time

management report using the following words.
also efficiently recommendations moment unnecessary good
finally better
In conclusion,hereare my' on how to mana$etime more
At the'
in our department. we spendtoo much time
answeringn-businesscorreSpondence.Itwouldbea'
idea to prioritise all written communication: letters,emails and phone calls,
so that the most important are dealt with first. ' , employees
shouldnotedown how long theywill spendon eachjob. A taskthat is
importantshouldbe givenmoretime than a lessimportanttask.
, we usuallyhavea monthly meetingto discussand prioritise
departmentaldeadlines.It would be' if this waschangedto a
weeklymeeting.

+D Adjectives
reference:
Gramrnar page94
andadverbs,

Objective: Make nscommendations

Imagine that you have just written a report to your training mana$er
about English language training in your company. Now that you
have finished the Skills Book, write a conclusion to the report,
recommending how you can continue to impnove your English in
the future.
In conclusion,hereare nLATeconlmendanonsonhov't to contwtue
imprwtng ffi4 EnglishLn thefuwre ...

Writings .75