Vocabulary: Different strategies

A

1 d) 2 b) 3 a) 4 c)

1 takeover 2 joint venture 3 alliance

B

cost cutting: a demerger: a disposal: rationalisation: a sell off: acquisition: an economy drive:

reducing operating or production costs the undoing of a merger an asset which is being or has been sold off the making of changes in order to increase efficiency an asset which is being sold (perhaps a little cheaply) buying or taking over another company an organised effort to save time/money/resources

1 a) An acquisition can be used by firms to get bigger.

b) A demerger, a disposal and a sell off can be used by companies to get smaller.

c) Cost cutting, rationalisation and an economy drive can be used to become more efficient.

2 They are all likely to result in people losing their jobs.

C

Sample sentences:

1 The company is scheduled to implement its expansion plan in the autumn.

2 The management consultants are at this moment developing a new corporate strategy.

3 It is time we reviewed our departmental objectives.

4 The new head of personnel is very keen that we set ourselves new goals for the coming months.

5 If our competitor employs new tactics, we will have to respond.

Discussion: Mission statements

A – B

A The main advantage of a publicly stated mission statement is that the company's sense of direction and values are clear to everyone both inside and outside the company. The main disadvantage is that the company's corporate strategy - and degree of success or failure in achieving it - is open to all to judge.

B 1 Aims to achieve revenue growth through winning games and trophies, by being the best at what it does.

2 Aims to benefit humanity through research and product innovation; stresses its commitment to global humanitarian cause.

3 Aims to differentiate itself from other fast food retailers by stressing its commitment to using only natural healthy ingredients.

B

FO R

You can create a definite No 1 in terms of size by merging the top two companies in an industry.

You can strengthen your management quickly by merging two companies with good management teams.

You can widen your customer base.

You can increase your distribution channels.

The remaining competition in the industry becomes second level.

AGAINST

The competition is forced to respond actively to the new situation in the market.

50% of large-scale mergers fail.

Mergers can fail because they are not right for one or more of the company's shareholders, customers, employees and business partners.

After a merger there is a dangerous period where business momentum is lost.

If you are in an industry where you are acquiring people, the potential- and penalty- for losing those people is high.

C

b) John T Chambers mentions all these things as being important but says that integrating the staff Cisco has acquired is what the company focuses on first. (lines42-43)

Language review: Dependent prepositions

A

1 build up 2 respond to 3 focus on

4 incorporate into

B

1 agree with 2 hear about 3 refer to 4 think about

5 apologize for

C

Sample answers:

1 …for arriving late.

2…in developing the product before anyone else.

3…on the need to reduce costs.

4…on reducing the number of hours per shift.

5…on that particular supplier.

6…on corporate strategy.

7…to our new pay award.

8…of the disposal.

D

1 consists of 2 advise on 3 budgeted for 4 invest in

5 spend on 6 compete with 7 work with 8 succeed in

9 account for 10 rely on

Listening: Developing a strategy

A

1 b) 2 b) 3 c) 4 b) 5 c)

Part 1

B 12.1

3 What markets they know about.

4 What markets are growing.

5 Which of those markets can make the best use of the company's assets.

The first step - to operate better.

The second step - to decide which assets to keep and which to dispose of.

The third step - to stitch together their businesses to enable them to use each other's assets.

Part 2

C – D 12.2

C Marjorie Scardino mentions 1, 2, 3 and 5.

D 1 Strategies that are extremely clear and define a very unique goal.

2 a) It has a clearly defined product(…here's what their main product is...). b) It is aimed at a worldwide market(…they're going to focus on international markets…).c) It emphasises effective distribution (…they're going to focus on distribution…).

Skills: Decision – making

C 12.3

Can you give us the background?

We should sell out as soon as possible.

I don't agree with that at all.

We need more information about where we're going wrong.

I totally agree with you.

I am worried about the store's location.

I think on balance we feel we should keep the store going.

So, the next thing to do is…

UNIT 13 Cultures

Listening: Cultural awareness

Part 1

A 13.1

Statement 1: Malaysia; Statement 2: Turkey and Colombia;

Statement 3: Colombia; Statement 4: Papua New Guinea

Part 2

B 13.2

1 attitudes to work; resolving problems; working in teams

2 action, doing things and achieving things

3 concentrating on the relatively simple things (such as food and alcohol) rather than the more subtle differences (such as working practices)

C

Possible answers:

1	Language: It is a good idea to hire an interpreter who understands the Japanese language, traditions and customs.
2	Personal contact: Good representation within Japan is vital and trading on personal contact at a senior level is more important than trading on price.
3	Patience: It is not unusual for business deals to take several months to fall into place, so don't give up too soon.
4	Middlemen: Cut out unnecessary middlemen to keep your distribution chain to a minimum and ensure fast delivery times.
5	Currency: Make it easier for your customers to order by quoting in local currency.
6	Dialect, climate, culture: Because of the wide variations in dialect, climate and culture within Japan, you may need to vary your approach in different parts of the country.
7	Country of origin: Exploit your nationality's perceived strengths as a country of origin.
8	Meals: For meats, it is best to stick to fish restaurants when entertaining Japanese customers.
9	Customer visits: Look after visitors to the UK who are unfamiliar with western culture especially carefully throughout their visit.
10	Gifts: Follow the Japanese example in offering prestigious, beautifully presented gifts to your Japanese hosts and counterparts.

Language review: Modal verbs

A

1 possibility 2 possibility 3 ability 4 possibility 5 request

6 possibility 7 ability 8 request 9 obligation

B

Possible combinations:

1 a), b), c), d), e), f), h) 2 d), e), h) 3 b), d), e) h), i)

4 b), e), h), i) 5 b), c), d), e), i) 6 g) 7 a), b), c), f), h)

8 d), e), g), h) 9 a), b), c), f), h)

Skills: Social English

C

Possible answers:

Congratulations - praising a colleague on his/her promotion; Cheers - having a drink in a pub; Make yourself at home - welcoming a visitor to your home and getting them to relax; Help yourself-to food or drinks; I don't mind - when you would prefer someone else to choose (e.g. where to eat that evening); Excuse me - when you make a mistake (e.g. walk into the wrong room); Sorry - when you need to apologise for something (e.g. for being late); It's on me一when you want to pay in the pub or restaurant; I m afraid一when you have to give bad news (e.g. you can't attend the planned meeting); Please - inviting somebody to do something (e.g. sit down); Could you ...? - asking somebody to do something for you (e.g. photocopy some letters); That sounds good – responding positively to a suggestion (e.g. an invitation to have dinner with someone).

D

Sample answers:

1 I'm sorry. I didn't catch your name.

2 I'm sorry. I'm afraid I'm going to the opera on Tuesday.

3 Not for me thanks. I'm not very keen on (fish).

4 Excuse me, I really must be going. It was nice talking to you.

5 Welcome to (our headquarters).

6 Michael, can I introduce you to John Perry? John's over from the States. John, this is Michael Andrews, my boss.

7 Robin, this is Sandy. Sandy, meet Robin.

8 Here's to our success.

9 I'm so sorry to hear about your job.

10 I'm very sorry I'm late. (The traffic was terrible.)

E

1 c) 2 e) 3 a) 4 b) 5 d) 6 f) 7 h) 8 g)

9 l) 10 k) 11 j) 12 i)

F

Interrupt a lot and Stay silent are the only points likely to lead to an unsuccessful conversation, though some of the others (e.g. Keep eye contact) might be considered culturally sensitive.

The social – cultural game

Possible answers:

1	I'm sorry. Could you tell me your name again?
2	I'm very sorry I'm late. The traffic was terrible.
3	Excuse me a moment. I've just seen somebody I need to speak to.
4	No, thank you very much. I'm afraid I don't eat…
5	a)
6	Yes, of course. I'll get you an ashtray.
7	Excuse me, this is rather higher than I was expecting. Would you mind checking it for me?
8	I'm afraid I'm not familiar with some of these dishes. I wonder if you could explain them to me?
9	I'm afraid I don't drink alcohol, but thank you anyway.
10	a)
11	Well, I'm not very keen on fish, but I eat most other things.
12	I'd love to but I'm afraid I have a prior engagement.
13	Haven't we met somewhere before?
14	I'm terribly sorry. You must let me pay for your dress to be cleaned.
15	c)
16	There are lots of nice souvenirs to buy from here. What sort of things do you like?
17	There's a lot to choose from. What do you like doing?
18	It's Cotton. That's C - O - T - T - O -N.
19	It's oh-three-five-nine, double five-eight-six.
20	d)
21	What a beautiful/horrible day!
22	Well, I'm quite tall/short with long/short straight/curly dark/fair hair. I'll be wearing black trousers and a cream coat and I'll be carrying a copy of Market Leader.
23	My room's very noisy and the heating doesn't work. Would it be possible to change rooms?
24	Go out of the building and turn left. Go straight as far as the traffic lights, then turn right and first left and the station is on the right-hand side.
25	a)
26	I can really recommend The Lucky Dip. They do excellent food there.
27	Hello. My name's Brian.
28	Simon, this is Herr Hoffmann. Herr Hoffman, this is my boss, Simon Hope.
29	Anne, this is Clark, my friend from university. Clark, this is Anne who lives next door.
30	d)
31	Good morning. My name is John Smith. I have an appointment with the bank manager.
32	I need to contact my boss. Would it be possible to use your phone?
33	How are you finding the conference?
34	Can I take your suitcase?

UNIT 14 Leadership