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1、Managing People,Quotations about management,Management is nothing more than motivating other people.,I believe managing is like holding a dove in your hand. If you hold it too tightly you kill it, but if you hold it too loosely, you lose it.,If you want to manage somebody, manage yourself. Do that w
2、ell and youll be ready to stop managing. And start leading.,Which of the above quotations do you agree with? Why?,Starting up,A,What qualities and skills should a good manager have? Choose the six most important from the list.,To be a good manager you need to:1 like people;2 enjoy working with other
3、s;3 give orders;4 listen to others;5 make suggestions;6 judge peoples abilities;7 plan ahead;8 be good with numbers;9 make good presentations;10 be persuasive,B,If you are managing people form different cultures, what other qualities and skills do you need?,A,Listen to the first part of the intervie
4、w & complete the chart.,understand,strengths,weaknesses,learn about,problems,find out,information,communicate,objectives,B,Listen to the second part of the interview. Decide whether these statements are true or false.,1 plan in advance.2 find out about the local language, culture and conditions.3 ge
5、t to know the local people.4 try to become experts as soon as possible5 spend time observing and asking questions,true,true,true,true,false,C,Listen to the third part of the interview and answer these questions.,1 What do foreign managers often want from Asian staff?,They mistakenly want them to be
6、more forceful, to deal with problems logically and to be ambitious.,2 What do managers sometimes ignore?,They ignore the background, education and cultural differences between themselves and their staff.,3 Why might the managers underestimate the local skills and abilities?,They focus too much on st
7、affs weaknesses, jump to conclusions too quickly and label all local staff as the same.,D,What advice would you give to a foreign manager who is going to manage staff in your country?,A,Match the verbs 1 to 7 with the prepositions and phrases a) to g).,A good manager should:,1 respond2 listen3 deal4
8、 believe5 delegate6 communicate7 invest,in their employees abilitiesto a deputy as often as possibleto employees concerns promptlywith colleagues clearlywith problems quicklyin regular training courses for employeesto all suggestions from staff,B,Which do you think are the three most important quali
9、ties in Exercise A?,C,Some verbs combine with more than one preposition.Decide whether the following combine with someoneor something.,D,Complete these sentences with suitable prepositions from Exercise C.,1 I agree _ her that we need to change our marketing strategy.2 I talk _ my boss every Monday
10、at our regular meeting.3 We argue _ next years budget for over an hour.4 He apologized _ losing his temper.5 We talked _ our financial problems for a long time.6 The Finance Director argued _ our Managing Director over profit sharing.7 I apologized _ Paula for giving her the wrong figures.8 Can we a
11、gree _ the date of our next meeting?,with,to,about,for,about,with,to,on,1. 迄今为止还没人对我们的投诉作出回应。(respond to)2. 总经理向工人保证他将亲自处理这个问题。(deal with )3. 你要相信自己，否则你永远都不会成功。(believe in )4. 经理应当学会向员工放权。(delegate to )5. 我们应尽力提高与他人沟通的能力。(communicate with )6. 公司大力投资进行新产品的研发。(invest in ),7. 今天上午我向董事会汇报了今年的销售情况。(repor
12、t to about )8. 我们就装货中出现的差错真诚地向你方道歉。(apologize to for )9. 我想和你谈谈新产品广告宣传方面的事。(talk to about )10. 谈判进行了一上午，但双方仍不能在价格上达成一致。(agree with . on)11. 双方在价格问题上争论不休。(argue with about ) 12. 你最好向他解释一下你的观点。(explain to ),Translations exercise,1. So far no one has responded to our complaints.2. The Managing Director
13、 promised to the workers that he would deal with the problem himself.3. You should believe in yourself, or you will never succeed.4. Managers should learn to delegate power to their staff.5. We should try our best to improve our ability to communicate with others.6. The company has invested heavily
14、in research and development.,7. This morning I reported to the Board of Directors on this years sales.8. We sincerely apologize to you for the mistake we made in packing your order.9. I would like to talk to you about the advertising campaign for our new product.10. The negotiation went on the whole
15、 morning, but the two parties still could not agree with each other on prices.11. The two parties argue with each other about prices.12. Youd better explain to him your ideas.,Read the article and answer the questions.,Part I (Para 1 2) The globalization trend & the cultural problems,1. Why are so m
16、any people working abroad now?,It is because of the recent globalization trend. Many companies have expanded globally through mergers, joint ventures and co-operation with foreign firms.,2. Do these people come across cultural problems & What is their failure rate?,Many of them have difficulty adapt
17、ing to the new culture and their failure rate is as high as 30%.,Part II (Para. 3 4)Two typical failures,What did the German manager do with his staff in England?,He stopped his staff from drinking and did not allow them off the premises at lunchtimes.,What did the American manager do with his staff
18、 in France?,He tried various ways to win the trust of his staff but failed. The nicer he tried to be to the staff, the more strongly the staff believed that he was trying to take advantage of them.,What was the German managers mistake?,He did not pay enough attention to the cultural differences and
19、was not flexible enough. He was too hard on the staff.,What was the American managers mistake?,He used the American ways to gain staffs trust, which didnt work in France. His friendly behavior only strengthened the staffs feeling that they were being exploited by the management.,Part III (Para. 5 6)
20、The mistakes of the German and American Managers,What are the problems for the managers working in foreign countries?,There may be misunderstandings between them and their employees. They may find that the techniques that worked at home are not effective in the new workplaces.,Part IV (Para. 7)The c
21、ultural problems and the frustrations,A,Many US managers are sent abroad to work; some find it difficult to adapt to local conditions. What do you think the figure is?,1 approximately 1 in 72 approximately 1 in 53 approximately 1 in 3,B,Answer these questions about the article.,1 Why has the number
22、of people working abroad increased?,It is because of the globalization trend.,2 Who did the following the German manager in England or the American manager in France?a) He made staff stay inside the building at lunchtime.b) He gave staff targets.c) He had meals with each member of staff.d) He stoppe
23、d staff drinking during working hours.e) He seemed to be watching his staff.f) He worked harder than other staff.,German manager,German manager,American manager,American manager,American manager,American manager,3 What are the differences in the way the two managers managed their staff?,The German m
24、anager didnt pay enough attention to the cultural differences while the American manager tried to get staffs trust in American ways which didnt work in France.,C,Match words from each column to make common word combinations.,1 adapt to2 take up3 set4 apply5 develop,rulesrelationshipsgoalsa positiona
25、 new culture,If we report what another person has said, we usually do not use the speakers exact words (direct speech), but reported (indirect) speech.,Direct speech“Im going to meet one of my clients here tomorrow.” said the manager.,Reported (indirect) speechThe manager said that he was going to m
26、eet one of his clients there the next day.,Sentence Structure: “” that clause,Pronoun: I he my - his,Tense: am going to was going to,Time & place expressions:tomorrow the next dayhere - there,Statement,Question,Direct speech“Do you have any class this morning?” a teacher asked me.“Why dont you speak
27、 English in class?” the English teacher asked.,Reported speechA teacher asked me if/whether I had any class that morning.The English teacher asked me why I didnt speak English in class.,Question indirect questionDo you have if/whether I had Why dont you why I didnt ,Question wordsYes-no question: if
28、, whetherWh-question: wh- words,Request,Direct speech“Say hello to your mum for me.” she said to me.“Dont give up, Bob.” he said.,Reported speechShe asked me to say hello to my mum for her.He told Bob not to give up.,Request to V- phrasePositive: to V-phraseNegative: not to V-phrase,Choose a suitabl
29、e verbShe said she asked me He said he told Bob ,A,Complete these sentences with the correct form of say or tell.,1 He _ that he was finding it difficult to manage people.2 He _ me that he was finding it difficult to manage people.3 She _ him to improve his performance.4 She _ they would never agree
30、.5 My boss _ me not to pay the invoice.6 He _ that he worked for General Electric.,said,told,told,said,told,said,B,Use say, tell and ask to report the dialogue between two company directors.,Philip I want to motivate our managers more.,Amanda Are you delegating the less important decisions?,Philip I
31、 think so. And Im making more time to listen to their suggestions.,Amanda Thats good. Responding to their ideas is really important.,Philip Is the department investing enough in training?,Amanda Yes, it is. This years budget is bigger than last years.,Philip said that he wanted to motivate the manag
32、ers more.,Amanda asked Philip if he was delegating the less important decisions.,Philip said he thought so and also said that he was making more time to listen to their suggestions.,Amanda said that it was good and that responding to their ideas was really important.,Philip asked if the department w
33、as investing enough in training.,Amanda said that it was and that this years budget was bigger than last years.,C,Your colleague is away and you have been asked to check their voice mail. Listen to each message. Note down who rang and what was said or asked. Then write a short note for your colleagu
34、e.,Jason phoned about the management training course. He said he wanted to confirm his place on the course and he also wanted to know who was leading it.,Carol rang about next Fridays meeting. She asked how many people would be at the meeting and what time it would finish.,Maria phoned about the bud
35、get. She wanted to know how much you had spent on the Tokyo trip. She said she needed to fill in the expenses claim by Friday.,A,Socializing is an important part of good management. When socializing for business in your country, how important are the following?,Being on timeThe way people dressHow y
36、ou address people (first name or family names?)Giving giftsShaking hands/ kissing/ hugging/ bowing,B,Rachel, who is from the UK, is on a business trip to Russia. Alexandra is a Russian business contact. Listen to their conversation. Then answer these questions.,1 What does Alexandra invite Rachel to
37、 do?,Alexandra invites Rachel to have dinner at a restaurant in the town center together with some of her colleagues.,2 Does Rachel accept?,No, she declines politely because she is a bit tired and wants to relax at the hotel.,C,Listen again and complete the extract.,Rachel: Well, its very _, Alexand
38、ra, but I think Id like to relax at the hotel tonight. _ dont _. Im a bit tired, quite honestly.Alexandra: Are you sure? Youd really enjoy it.Rachel: Its very kind of you, but perhaps _.,kind of you,If you,mind,another time,D,Marta is being entertained by Sven. Listen to their conversation. Below ar
39、e the answers to three questions. What were the questions?,1 Well, Marta, people like to be in the open air.2 I usually watch television.3 Well, generally I spend time with my children.,What do people here like doing in their spare time?,What about you, Sven, what do you usually do after work? In th
40、e evenings?,How about you, Marta?,E,Listen to another conversation between Sven and Marta. What did Sven do to entertain Marta?,Sven showed Marta round Stockholm and took her for a meal.,F,Listen again. In which order do you hear these sentences?,Im glad you enjoyed the tour.Well be in touch soon.I
41、hope you have a good journey back.Thanks for showing me round the city.Thanks very much for your hospitality.I really enjoyed the meal tonight.,1,2,3,4,5,6,G,Role play these situations.,1 You are having dinner with a business contact who tries to persuade you to try a type of food you hate. Refuse p
42、olitely.You meet a business contact in a foreign country. Find out the information below. Also, tell them about yourself using a) to d) as a guide. a) how they spend their weekends b) where they go for their holidays c) what they do in the evenings d) what kinds of hobbies and sports they like,Backg
43、round,Muller Peterson Marine (MPM),Marine equipment,Mullers Sales Manager,Petersons Sales Manager,Sales representatives of both companies,Two groups of sales reps have very different aims, beliefs and ways of working.,Help the two groups of sales reps to work together more effectively.,Muller sales
44、representatives,Ambitious, competitive, mainly interested in money, main aim is to maximize profit.,Promise early, unrealistic delivery dates & customers complain about it.,Sales reports are late & incomplete. Often forget written confirmation of orders.,Happy with the present payment system: low ba
45、sic salary, high commissions.,Do not share customer information with each other.,Aggressive, offer expensive gifts to build up loyalty. Say MPMs products are the best.,Peterson Sales representatives,Cooperative, support each other. Main aim is to customers happy & good relations,Do not promise early
46、 delivery company should always meet its delivery dates.,Sales reports are well-written, in detail & on time. Always provide confirmation of orders.,Would like higher basic salary to individuals and bonus to the team.,Share customer information with each other the best way to maximize profit.,Build
47、up customer loyalty by gaining their trust. No pressure. Offer inexpensive gifts.,Task,Speaking,You are members of the sales team. Read your role cards and hold a meeting to decide what actions to take so that the sales reps work together more effectively. Use the agenda as a guide for the meeting.,
48、AGENDA1 Relations between sales representatives2 Delivery dates3 Reports4 Payment system5 Sharing information6 Customer loyalty,Task,Writing,As the Sales Manager of MPM, write a memo to the CEO about the actions agreed on in the meeting with the sales representatives.,MEMOTo: CEOFrom: Sales ManagerSubject: improving cooperation in the sales departmentA meeting was held on to discuss how the sales reps could work together more effectively.The following points were agreed:,Thank you!,
