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Файл:Functional English for university students (for economists and managers). Учебное пособие
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liked your book. How long did it take you to write it?", "That’s a nice jacket. Where
did you buy it?"
4_____________
Your face and your body can communicate much more than your words. If you
stand with your arms folded or if you keep looking around the room, the conversation
will quickly end, because you will look uninterested. Instead, you should make eye
contact, keep an open posture and smile. If you send out friendly messages, you will
get friendly messages back.
5_____________
A Victorian lady once compared the two British prime ministers, Gladstone
and Disraeli. "When you speak to Mr. Gladstone," she said, "you think he is the most
interesting man in the world. But when you speak to Mr. Disraeli, you feel that you
are the most interesting woman in the world." People like to talk about themselves
and they will think you are fascinating if you ask questions that allow them to do so.
6______________
But people often don’t listen properly. They are too busy thinking about the
next thing that they themselves want to say. Good conversationalists listen carefully
and they show that they are listening, too. They ask questions, nod their head in
agreement or say things like "Oh that sounds exciting".
7______________
There are some topics that you should avoid. Don’t ask people about personal
problems, money or religion. It’s also a good idea to avoid the kind of statements that
say "I’m right. You’re wrong." It’s all right to express your opinions, but soften your
comments with expressions such as "I’m afraid 1 have to disagree with you there."
So, there is no secret to successful small talk. Just follow these simple rules and
you’ll soon find that you can hold a pleasant conversation with anybody about
anything.
1.8 Translate, write transcription of these words and learn them by heart
1 according to psychologists;
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2 to form first impressions;
3 to look;
4 to sound;
5 to make up;
6 facial expressions;
7 body language;
8 eye contact;
9 general appearance;
10 tone of voice;
11 interested or bored;
12 to be sad;
13 fast or slowly;
14 loudly or softly;
15 the actual words you use;
16 message;
17 to get the wrong impression of smb.;
18 to change smb’s mind;
19 to give a good first impression;
20 the same behavior;
21 a different impression;
22 to look directly at someone;
23 alert and confident;
24 to be polite;
25 to consider smb aggressive;
26 to look away;
27 to stand close to smb.;
28 to keep the distance.
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2 Unit 2 Business ethics
2.1 Read this article and translate. Choose one of these titles for it
When in Rome… Problems that business people face
Travelling abroad Good manners, good business
Doing business in Europe I didn’t mean to be rude
Nobody actually wants to cause offence but, as business becomes ever more
international, it is increasingly easy to get it wrong. There may be a single European
market but it does not mean that managers behave the same in Greece as they do in
Denmark.
In many European countries handshaking is an automatic gesture. In France
good manners require that on arriving at a business meeting a manager shakes hands
with everyone present. This can be a demanding task and, in a crowded room, may
require gymnastic ability if the farthest hand is to be reached.
Handshaking is almost as popular in other countries including Germany,
Belgium and Italy. But Northern Europeans, such as the British and Scandinavians,
are not quite so fond of physical demonstrations of friendliness.
In Europe the most common challenge is not the content of the food, but the
way you behave as you eat. Some things are just not done. In France it is not good
manners to raise tricky questions of business over the main course. Business has its
place: after the cheese course. Unless you are prepared to eat in silence you have to
talk about something -something, that is, other than the business deal which you are
continually chewing over in your head.
Italians give similar importance to the whole process of business entertaining.
In fact, in Italy the biggest fear, as course after course appears, is that you entirely
forget you are there on business. If you have the energy, you can always do the polite
thing when the meal finally ends, and offer to pay. Then, after a lively discussion,
you must remember the next polite thing to do let your host pick up the bill.
In Germany, as you walk sadly back to your hotel room, you may wonder why
your apparently friendly hosts have not invited you out for the evening. Don’t worry,
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it is probably nothing personal. Germans do not entertain business people with quite
the same enthusiasm as some of their European counterparts.
The Germans are also notable for the amount of formality they bring to
business. As an outsider, it is often difficult to know whether colleagues have been
working together for 30 years or have just met in the lift. If you are used to calling
people by their first names this can be a little strange. To the Germans, titles are
important. Forgetting that someone should be called Herr Doktor or Frau Direktorin
might cause serious offence. It is equally offensive to call them by a title they do not
possess.
In Italy the question of title is further confused by the fact that everyone with a
university degree can be called Dottore and engineers, lawyers and architects may
also expect to be called by their professional titles.
These cultural challenges exist side by side with the problems of doing
business in a foreign language. Language, of course, is full of difficulties - disaster
may be only a syllable away. But the more you know of the culture of the country
you are dealing with, the less likely you are to get into difficulties. It is worth the
effort. It might be rather hard to explain that the reason you lost the contract was not
the product or the price, but the fact that you offended your hosts in a light-hearted
comment over an aperitif. Good manners are admired: they can also make or break
the deal.
2.2 Decide if the statements are true or false according to the writer
1 In France you are expected to shake hands with everyone you meet.
2 People in Britain shake hands just as much as people in Germany.
3 In France people prefer talking about business during meals.
4 It is not polite to insist on paying for a meal if you are in Italy.
5 Visitors to Germany never get taken out for meals.
6 German business people don’t like to be called by their surnames.
7 Make sure you know what the titles of the German people you meet are.
8 Italian professionals are usually addressed by their titles.
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9 A humorous remark always goes down well all over the world.
2.3 Translate, write transcription of these words and learn them by heart
1 to cause offence;
2 a single European market;
3 handshaking is an automatic gesture;
4 good manners require;
5 the common challenge;
6 the way you behave when you eat;
7 the deal you are continually chewing over in your head;
8 to give similar importance;
9 entirely forget;
10 to offer to pay;
11 a lively discussion;
12 to pick up a bill;
13 to entertain with the same enthusiasm;
14 to be notable for;
15 the amount of formality;
16 to be equally offensive;
17 to exist side by side;
18 it is worth the effort;
19 good manners are admired;
20 to make the deal;
21 to break the deal;
22 to get wrong;
23 on arriving;
24 the content of the food;
25 to shake hands;
26 a demanding task;
27 gymnastic ability;
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28 physical demonstration of friendliness;
29 university degree;
30 to be polite;
31 to possess a title;
32 to become international.
2.4 World guide to good manners. How not to behave badly abroad
Look at the title of the article. Do you think the article will be serious or
light-hearted? Why?
First read the article quickly. Write down one thing about each nationality
that you can remember (Fig. 1).
Figure 1 – First read the article quickly
Travelling to all corners of the world gets easier and easier. We live in a global
village, but how well do we know and understand each other? Here is a simple test.
Imagine you have arranged a meeting at four o’clock. What time should you
expect your foreign business colleagues to arrive?
If they’re German, they’ll be bang on time. If they’re American, they’ll
probably be 15 minutes early. If they’re British, they’ll be 15 minutes late, and you
should allow up to an hour for the Italians.
When the European Community began to increase in size, several guidebooks
appeared giving advice on international etiquette. At first many people thought this
was a joke, especially the British, who seemed to assume that the widespread
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understanding of their language meant a corresponding understanding of English
customs. Very soon they had to change their ideas, as they realized that they had a lot
to learn about how to behave with their foreign business friends.
For example:
The British are happy to have a business lunch and discuss business matters
with a drink during the meal; the Japanese prefer not to work while eating. Lunch is a
time to relax and get to know one another, and they rarely drink at lunchtime.
The Germans like to talk business before dinner; the French like to eat first and
talk afterwards. They have to be well fed and watered before they discuss anything.
Taking off your jacket and rolling up your sleeves is a sign of getting down to
work in Britain and Holland, but in Germany people regard it as taking it easy.
American executives sometimes signal their feelings of ease and importance in
their offices by putting their feet on the desk whilst on the telephone. In Japan, people
would be shocked. Showing the soles of your feet is the height of bad manners. It is a
social insult only exceeded by blowing your nose in public.
The Japanese have perhaps the strictest rules of social and business behavior.
Seniority is very important, and a younger man should never be sent to complete a
business deal with an older Japanese man. The Japanese business card almost needs a
rulebook of its own. You must exchange business cards immediately on meeting
because it is essential to establish everyone’s status and position.
When it is handed to a person in a superior position, it must be given and
received with both hands, and you must take time to read it carefully, and not just put
it in your pocket! Also, the bow is a very important part of greeting someone. You
should not expect the Japanese to shake hands. Bowing the head is a mark of respect
and the first bow of the day should be lower than when you meet thereafter (Fig.2).
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Figure 2 – The Japanese have perhaps
The Americans sometimes find it difficult to accept the more formal Japanese
manners. They prefer to be casual and more informal, as illustrated by the universal
"Have a nice day!" American waiters have a one-word imperative "Enjoy!" The
British, of course, are cool and reserved. The great topic of conversation between
strangers in Britain is the weather — unemotional and impersonal. In America, the
main topic between strangers is the search to find a geographical link (Fig. 3).
Oh, really? You live in Ohio? I had an uncle who once worked there.
Figure 3 – Enjoy!
"When in Rome, do as the Romans do."
Here are some final tips for travellers.
In France you shouldn’t sit down in a cafe until you’ve shaken hands with
everyone you know.
In Afghanistan you should spend at least five minutes saying hello.
In Pakistan you mustn’t wink. It is offensive.
In the Middle East you must never use the left hand for greeting, eating,
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drinking, or smoking. Also, you should take care not to admire anything in your
hosts' home. They will feel that they have to give it to you.
In Russia you must match your hosts drink for drink or they will think you
are unfriendly.
In Thailand you should clasp your hands together and lower your head and
your eyes when you greet someone.
In America you should eat your hamburger with both hands and as quickly
as possible. You shouldn’t try to have a conversation until it is eaten.
2.5 Comprehension check
Read the article again and answer the questions. Discuss the questions in
pairs
1 Which nationalities are the most and least punctual?
2 Why did the British think that everyone understood their customs?
3 Which nationalities do not like to eat and do business at the same time?
4 "They (the French) have to be well fed and watered." What or who do you
normally have to feed and water?
5 Look at the pictures. What nationality are they? How do you know?
6 An American friend of yours is going to work in Japan. Give some advice
about how he/she should and shouldn’t behave.
7 Imagine you are at a party in (a) England (b) America. How could you begin
a conversation with a stranger? Continue the conversations with your partner.
8 Which nationalities have rules of behavior about hands? What are the rules?
9 Why is it not a good idea to ...
... say that you absolutely love your Egyptian friend’s vase.
... go to Russia if you don’t drink alcohol.
... say "Hi! See you later!" when you’re introduced to someone in Afghanistan.
... discuss politics with your American friend in a McDonald’s.
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2.6 Discussion
1 Do you agree with the saying "When in Rome, do as the Romans do"? Do
you have a similar saying in your language?
2 What are the "rules" about greeting people in your country? When do you
shake hands? When do you kiss? What about when you say goodbye?
3 Think of one or two examples of bad manners. For example, in Britain it is
considered impolite to ask people how much they earn.
4 What advice would you give somebody coming to live and work in your
country?
2.7 Reading: Read the text and do the exercise given below
Culture clash.
You’ve just got on a plane for your long-haul flight to Australia. The flight is
full and there’s someone sitting in the seat next to you. You know that you’re going
to spend the next twenty hours or so next to your fellow passenger. What would you
like to happen?
You start a conversation with the other person and really get to know him
or her?
You sit quietly next to each other and perhaps just before you land you will
say how nice it was to meet?
You wait for the other person to start a conversation?
Would it make a difference if the other passenger was?
of the opposite sex?
from a different culture?
older than you?
younger than you?
These are questions from a cross-cultural workshop which helps business
people to avoid misunderstandings when they deal with people who come from
different cultures. Ideas about polite behaviour vary from one culture to another and
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