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Учебное пособие

«Английский язык в профессиональной деятельности»

В.Т. Малыгин

Н.Д. Якушева

Учебное пособие подготовлено на основе действующего Федерального государственного образовательного стандарта высшего профессионального образования. Пособие включает шесть тематических блоков, состоящих из неадаптированных текстов и упражнений, способствующих формированию у обучаемых общекультурных и профессиональных компетенций.

Предназначено для студентов 2 курса направлений «Государственное и муниципальное управление», «Управление персоналом», «Менеджмент», «Экономика», изучающих английский язык в сфере профессиональной деятельности на продвинутом уровне. Может быть рекомендовано лицам, владеющим английским языком, в качестве бизнес курса.

Рецензент:

Е.Е. Лабцова, зав. кафедрой второго иностранного языка и методики обучения иностранным языкам ВлГУ, кандидат филологических наук, доцент

Содержание

• Пояснительная записка
• Unit 1. Entrepreneurship
• Unit 2. Company
• Unit 3. Management
• Unit 4. Marketing
• Unit 5. Human resources
• Ex.10. Discuss the following issues.
• Unit 6. Business Communication
• Ex.27. Analyze the golden rules to successful negotiations:
• Vocabulary
• Web Sites
• Литература

Пояснительная записка

Предлагаемое учебное пособие предназначено для студентов 2 года обучения направлений «Государственное и муниципальное управление», «Управление персоналом», «Менеджмент», «Экономика», успешно освоивших общий курс английского языка, и владеющих им на продвинутом уровне. Цель пособия - обеспечить студентам возможность свободного общения на английском языке в рамках профессиональной деятельности.

Данное пособие состоит из 6 разделов: Предпринимательство, Компания, Менеджмент, Маркетинг, Управление кадрами, Бизнес-коммуникация. Каждый раздел состоит из аутентичных текстов, источником которых послужили англоязычные интернет-ресурсы, а также из комплекса разнообразных упражнений, обеспечивающих отработку языкового материала и использование его в реальной речевой коммуникации. В конце каждого раздела предусмотрена ролевая игра на основе заданной ситуации, в которой студенты имеют возможность проявить творческие способности. В предложенных заданиях основной упор делается на неподготовленную речь, умение участвовать в дискуссии, высказывать собственную точку зрения, находить дополнительные сведения в интернет-источниках.

В конце учебного пособия авторы приводят список всех сайтов, которые были задействованы при его составлении. Они могут служить студентам и преподавателям источником дополнительной информации по изучаемым проблемам.

языковый речевой коммуникация общекультурный

Unit 1. Entrepreneurship

Entrepreneurs are the new rock stars. For those who have the right stuff, the journey of creating, running, and growing a business can be an exciting and highly rewarding experience. This is a journey for champions, a journey for warriors. The modern entrepreneur is more than a business owner. The modern entrepreneur is on a path to change the world. Are you ready to change the world?

Do you know what entrepreneurs do? How can they change the world? Do they help the society solve its problems? Can you give any examples? Can you name any entrepreneurs who have changed the world? What do you know about them?

Ex.1.Study the vocabulary and watch Video 1:

to overcome - преодолеть

obstacle - препятствие

to make a difference - внести свой вклад, изменить мир к лучшему

individual - человек

proof - доказательство

to own - владеть

vision - представление, видение

tough - жесткий, суровый

cluttered with obstacles - загромождено преградами

turbulence - вихревой поток

opportunity - возможность

to seize the opportunity - воспользоваться возможностью

success achievement - достижение успеха

to achieve success - достичь успеха

reward - награда

to run a business - управлять бизнесом

to support - поддерживать

tools - инструменты

to stay connected -оставаться на связи

to solve a problem -решить проблему

within your reach - в пределах досягаемости

Ex.2. Answer the questions:

1. Do you agree that one individual can make a difference?

2. The history of what country does the narrator describe speaking about immigrants?

3. Why did they immigrate?

4. Why did those people have to become entrepreneurs?

5. Is it easy to overcome obstacles?

6. Do obstacles help you achieve success?

7. Can you take risks?

8. How do you understand the statement: «Everything is within your reach»?

9. Why do children and adults act differently?

10. What is the main thing about becoming successful?

Ex.3. Translate into English:

1. Каждый человек в своей жизни должен преодолеть много преград, чтобы достичь успеха.

2. Управлять бизнесом нелегко, бизнесмену приходится решать много проблем.

3. Если мы поддержим друг друга, вместе мы преодолеем трудные времена.

4. Воспользуйся возможностью встретиться с этим знаменитым человеком. Я уверен, ты изменишь свое представление о мире.

5. Твой успех - это доказательство тому, что все в твоих руках. Каждый человек получает награду за свои усилия.

Ex.4. Watch Video 2. Read the script below to make sure you understood everything.

10 Secrets of Successful Entrepreneurs

Running a one-person business is a creative, flexible and challenging way to become your own boss and chart your own future. It is about creating a life, as it is about making a living. It takes courage, determination and foresight to decide to become an entrepreneur. From the relatively safe cocoon of the corporate world, where paychecks arrive regularly, you will be venturing into the unchartered territories of business.

Is there a way to determine whether you can be a successful entrepreneur, or you are better off to work for somebody else? Alas, there is no formula for success. However, most successful entrepreneurs share these ten characteristics. Check if you possess any one of them:

1. Think success.

To attain the kind of success that you want, you need to dream big. Every success story starts with big dreams. You need to have big dreams for yourself - which you want to be somebody rich, famous or fulfilled. You need to have a clear vision of what you want to achieve. But it doesn't stop in dreaming alone. You should actively visualize success in your mind that you can almost feel it, touch it or it is within your reach. Play this image back at every opportunity. What does it feel to triple your current income? How will your life change? What will your business look like if you achieved the million-dollar mark?

Successful entrepreneurs possess an attitude of openness and faith that you can have what you want if you can simply envision it as the first step on the path of action to acquiring it. Management gurus have taught us the power of visualization - seeing yourself in your mind as having accomplished your dreams. If you want to be a successful writer, envision yourself signing books for a throng of people who have lined up to have your autograph. If you want to be rich, picture yourself in luxurious surroundings holding a fat bank account. And the process of envisioning success for you should be a constant activity! You need to think that you are successful (or will be one) every single waking hour. A personal development coach shared me her secret to help her continuously visualize her goals for the moment: when climbing stairs, recite your goal with every step you take. So if you want more money, say «I will have money» in every step of the stairs. This technique will reinforce your goal and keep it fresh in your consciousness.

2. Be passionate with what you do.

You start a business to change any or all part of your life. To attain this change, you need to develop or uncover an intense, personal passion to change the way things are and to live life to the fullest. Success comes easily if you love what you do. Why? Because we are more relentless in our pursuit of goals about things that we love. If you hate your job right now, do you think you will ever be successful at it? Not in a million years! You may plod along, even become competent at the tasks, but you will never be a great success at it. You will achieve peak performance and do what you have to do to succeed only if you are doing something that interests you or something that you care about. Entrepreneurs who succeed do not mind the fact that they are putting in 15 or 18 hours a day to their business because they absolutely love what they do. Success in business is all about patience and hard work, which can only be attained if you are passionate and crazy with your tasks and activities.

3. Focus on your strengths.

Let's face it; you cannot be everything to everybody. Each of us has our own strengths and weaknesses. To be effective, you need to identify your strengths and concentrate on it. You will become more successful if you are able to channel your efforts to areas that you do best. In business, for example, if you know you have good marketing instincts, then harness this strength and make full use of it. Seek help or assistance in areas that you may be poor at, such as accounting or bookkeeping. To transform your weakness to strength, consider taking hands-on learning or formal training.

4. Never consider the possibility of failure.

Ayn Rand, in her novel «The Fountainhead», wrote, «It is not in the nature of man - nor of any living entity, to start out by giving up.» As an entrepreneur, you need to fully believe in your goals, and that you can do it. Think that what you are doing will contribute to the betterment of your environment and your personal self. You should have a strong faith in your idea, your capabilities and yourself. You must believe beyond a shadow of a doubt that you have the ability to recognize and fulfill them. The more you can develop faith in your ability to achieve your goals, the more rapidly you can attain it. However, your confidence should be balanced with calculated risks that you need to take to achieve greater rewards. Successful entrepreneurs are those who analyze and minimize risk in the pursuit of profit. As they always say, «no guts, no glory.»

5. Plan accordingly.

You have a vision, and you have enough faith in yourself to believe that you can achieve your vision. But do you know how to get to your vision? To achieve your vision, you need to have concrete goals that will provide the stepping-stone towards your ultimate vision. Put your goals in writing; not doing so just makes them as intangible fantasies. You need to plan each day in such a way that your every action contributes to the attainment of your vision. Do you foresee yourself as the next Martha Stewart of hand-made home furnishings? Perhaps today, you need to see an artist to help you conceptualize the new line of hand-made linens that you hope to launch. Intense goal orientation is the characteristic of every successful entrepreneur. They have a vision, and they know how to get there. Your ability to set goals and make plans for your accomplishment is the skill required to succeed. Plan, plan and plan - because without it failure is guaranteed.

6. Work hard!

Every successful entrepreneur works hard, hard and hard. No one achieves success just by sitting and staring at the wall every single day. Brian Tracy puts it out this way, «You work eight hours per day for survival; everything over eight hours per day is for success.» Ask any successful businessperson and they will tell you immediately that they had to work more than 60 hours per week at the start of their businesses. Be prepared to say goodbye to after-office drinks every day, or a regular weekend get-away trip. If you are in a start-up phase, you will have to breathe, eat and drink your business until it can stand on its own. Working hard will be easy if you have a vision, clear goals, and are passionate with what you do.

7. Constantly Look for Ways to Network.

In business, you are judged by the company you keep - from your management team, board of directors, and strategic partners. Businesses always need assistance, more so small businesses. Maybe the lady you met in a trade association meeting can help you secure funding, or the gentleman at a conference can provide you with management advice. It is important to form alliances with people who can help you, and whom you can help in return. To succeed in business, you need to possess good networking skills and always be alert to opportunities to expand your contacts.

8. Willingness to Learn.

You do not need to be a MBA degree holder or PhD graduate to succeed in your own business. In fact, there are a lot of entrepreneurs who did not even finish secondary education. Studies show that most self-made millionaires have average intelligence. Nonetheless, these people reached their full potentials achieved their financial and personal goals in business because they are willing to learn. To succeed, you must be willing to ask questions, remain curious, interested and open to new knowledge. This willingness to learn becomes more crucial given the rapid changes in technologies and ways of doing business.

9. Persevere and have faith.

No one said that the road to success is easy. Despite your good intentions and hard work, sometimes you will fail. Some successful entrepreneurs suffered setbacks and resounding defeats, even bankruptcy, yet managed to quickly stand up to make it big in their fields. Your courage to persist in the face of adversity and ability to bounce back after a temporary disappointment will assure your success. You must learn to pick yourself up and start all over again. Your persistence is the measure of the belief in yourself. Remember, if you persevere, nothing can stop you.

10. Discipline yourself.

Thomas Huxley once said, «Do what you should do, when you should do it, whether you like it or not». Self-discipline is the key to success. The strength of will to force yourself to pay the price of success - doing what others don't like to do, going the extra mile, fighting and winning the lonely battle with yourself.

Ex.5. Find in the text equivalents to the following words and word-combinations:

Управлять бизнесом; зарабатывать на жизнь; иметь ясное представление; достигать (2); мысленно представлять (2); доход; банковский счет; начать дело; компетентный; задача; достигнуть успеха (2); иметь что-либо против; деятельность; сильная сторона; слабая сторона; усилия; бухгалтерский учет; сдаваться; вносить вклад; способности; уверенность; минимизировать риск; прибыль; вера в себя ( 2); предвидеть; запустить в производство; ставить цель; ориентированность на достижение цели; неудача; выживание; управленческая команда; совет директоров; стратегический партнер; безопасное финансирование; связь; обладать; способность заводить знакомства и связи; расширять контакты; желать; любопытный; решающий; потерпеть неудачу; терпеть спад; банкротство; преуспеть; собраться c силами; настойчивость; самодисциплина; ключ к успеху; сила воли; заставить себя.

Ex.6. Match the words to their meanings.

1 profit a) of the greatest importance

2 achieve b) to be unsuccessful

3 income c) full trust, belief in one's own or another's ability

4 curious d) to join with others in giving (money, help, etc.)

5 fail e) to finish successfully, to gain an aim as a result of action

6 confidence f) payment for one's work or interest from investment

7 foresee g) to cause (an activity, plan) to begin

8 crucial h) money gained by business

9 launch i) to form an idea about what is going to happen in the future

10 contribute j) eager to know or learn

Ex.7. Translate the sentences using the vocabulary of Exercise 5.

1. Иногда сложно заставить себя встать рано утром и пойти на занятия. Но если вы хотите достигнуть успеха в учебе, вы должны собраться с силами, потому что самодисциплина - это ключ к успеху. 2. Совет директоров компании решил, что для получения прибыли необходимо минимизировать риски. 3. Во время кризиса многие компании терпели спад, но усилия команд менеджеров помогли им выжить. 4. Если вы обладаете способностью заводить знакомства и связи, вам будет легче начать свой бизнес. 5. Для того, чтобы заработать на жизнь, приходится много трудиться. 6. Чтобы управлять бизнесом, нужно иметь ясное представление о том, чего ты хочешь добиться, и ориентированность на достижение цели. 7.У каждого человека есть слабые стороны, которые нужно преодолевать усилием воли. 8.Когда компания запустила в производство новый продукт, ее прибыль увеличилась.

Ex.9. Write down the main idea of each paragraph of the text. Discuss them with your group.

Ex.10. Which of the secrets of successful entrepreneurs do you consider to be the most important? Make a list of 5 most important secrets. Compare your list with your partner's. Discuss your choice with your partner.

Ex.11. Would you like to become an entrepreneur? Why? What are the benefits of being an entrepreneur? What problems can one face with? Share your ideas with the group.

Ex.12. Watch Video 3. Try to write down 10 myths of entrepreneurship shown there. Compare your results with your partner's. Watch the video another time. Make the list of the myths complete. Expand on the ideas of the video. Discuss them with your group.

Ex.13. Role-play.

A university graduate is going to start a business. His parents are trying to talk him out of it because they know how extremely difficult it is going to be. His friends are sure he is going to succeed. They give their own arguments. Have a talk and decide which way to take. Work in groups of three.

Unit 2. Company

A company is a type of business. The definition of the term varies by country. In general, a company is same as a corporation. It is a business organization which makes goods in an organized manner and sells them to the public for profit. A company hires many people to be the staff of the company.

Ex.1. Study the vocabulary.

1	Accounts Department	department responsible for administering a company's financial affairs
2	A.G.M.UK	abbr. Annual General Meeting of a company's shareholders
3	board of directors	group of people chosen to establish policy for and control a company
4	chairmanUK	person who heads a Board of Directors; head of a company; chairperson
5	director	a member of the board of directors
6	executive officerUS	person managing the affairs of a corporation - chief executive officer (CEO)
7	headquarters	a company's principal or main office or centre of control
8	manager	person responsible for day-to-day running of a dept.; executive officerUS
9	managing directorUK	senior director after the chairman responsible for day-to-day direction
10	Marketing Dept.	department that puts goods on market, inc. packaging, advertising etc
11	organization chart	a table or plan showing a company's structure graphically
12	Personnel Dept.	department responsible for recruitment and welfare of staff or employees
13	presidentUS	the highest executive officer of a company; head of a company
14	Production Dept.	department responsible for physical creation of product
15	Purchasing Dept.	department that takes care of finding and buying everything for a company
16	R & D Department	department responsible for Research and Development of (new) products
17	reception	the place where visitors and clients report on arrival at a company
18	Sales Department	department responsible for finding customers and making sales
19	shareholder	person who holds or owns shares in or a part of a company or corporation
20	vice presidentUS	any of several executive officers, each in charge of a separate division

Ex.2. What is the English for:

Отдел, ответственный за что-то(3), акция (доля), акционер, клиент, производство, развитие, исследование, продажа, персонал (2), производство, сотрудники, набор персонала, реклама, председатель, совет директоров, возглавлять, головной офис, финансовые дела, бухгалтерский отдел, отдел закупок (материально-технического обеспечения).

Ex.3. Answer the questions.

1.What do we call a person who holds shares in a company? 2.What department is responsible for making sales? 3. What department is in charge of physical creation of product? 4. What department is responsible for finding and buying everything for the company? 5. What do we call a group of people elected to establish policy for a company? 6. What department is responsible for research and development of products? 7. What do we call a person managing the affairs of a corporation? 8. What department is in charge of recruitment and welfare of staff or employees? 9. What do we call a person who heads a Board of Directors? 10. What department takes care of a company's financial affairs?

Ex.4. Watch Video 4 and decide whether each statement is true or false.

1. Shareholders own the company.

2. Ed is one of the shareholders.

3. All the shareholders manage the company.

4. The shareholders hire a football team to run the company for them.

5. The management team reports to (отчитывается перед) every shareholder.

6. The board of directors is appointed by Ed.

7. The board of directors helps direct company's management.

8. The board of directors protects shareholders' investments.

Ex. 5. Study the organizational chart of Ford Motor. It shows the structure of the organization. Who does CEO report to? Who reports to CEO?

Ford Organizational Chart

Ex.6. What are the officials from the chart responsible for? Use the corresponding word combinations in your answers .

Recruitment, personnel training; world market research, sales promotion; finding the right suppliers, procurement of materials and supplies; the process of producing automobiles and affairs between employers and employees arising from it; managing money in the company; research and product development; the quality of manufactured articles, introducing new models; running the whole company; day-to-day management of the company.

Ex.7. Translate the sentences.

1.Компания «Nestle» каждый год запускает в производство несколько новых продуктов. 2.Ежегодное собрание акционеров компании выбрало совет директоров. 3.Задача научно-исследовательского отдела - разрабатывать новые виды продукции. 4.Совет директоров - это группа акционеров, выбранных для того, чтобы контролировать работу компании.5. Чтобы лучше понять структуру компании, изучите ее организационную схему. 6.Где находится головной офис вашей компании? 7.Компания должна производить больше товаров, чтобы получать высокую прибыль.

Ex.8. Before watching Video 5 study the following word-combinations:

Family-controlled business - семейный бизнес,

a quadricycle - квадроцикл,

to launch a company - образовать акционерное общество,

to incorporate - объединять, оформить в качестве юридического лица

right away - сразу

affordable - доступный по цене, недорогой

mass-produced - серийного (массового) производства

assembly line - сборочный конвейер

productivity - производительность

employee turnover - текучесть кадров

to expand - расшириться

to acquire - приобрести

to cater to/for - обслуживать, удовлетворять

to fall behind - отставать

to retire a model - снять модель с производства

unemployment rate - уровень безработицы

to get back on track - вновь войти в колею

Ex.9. Watch Video 5 about Ford Motor Company. Choose the correct answers.

1.When did Henry Ford launch the Detroit Automobile Company?

a) in 1901 b) in 1899 c) in 1896

2.How many automobiles per day did Ford Motor Company produce at the outset?

a) 2 cars b) a few cars c) 170 cars

3. What model became the first mass-produced automobile?

a) Model T b) Cadillac Escalade c) Ford Focus

4. When did the company produce one million cars?

a) in 1903 b) in 1912 c) in 1920

5.Why did Ford invent an 8-hour workday?

a)because he was a kind man b)because of high employee turnover

c) because of high unemployment rate

6. Why did the price of the Model T continue to drop?

a) due to the efficiency of production b) due to strong competition

c) because they used cheaper materials

7. What was the lowest price of the Model T?

a) $219 b) $290 c) $2090

8. Why did Ford fall behind its competitors?

a) because customers didn't consider its cars innovative

b) because its cars were too expensive

c) because it only produced luxury cars

9. Why did Ford lose so much after World War II?

a) because of the Great Depression

b) because of the war

c) because he had sympathized with Nazi

10. What brought Ford back on track?

a) new technologies b) new investments

c) a new board of directors

Ex.10. Read some more information about Ford Motor Company.

As the second-largest automobile company in the world, Ford Motor Company represents a $164 billion multinational business empire. Known primarily as a manufacturer of automobiles, Ford also operates Ford Credit, which generates more than $3 billion in income, and owns The Hertz Corporation, the largest automobile rental company in the world. The company manufactures vehicles under the names Ford, Lincoln, Mercury, Jaguar, Volvo, Land Rover, and Aston Martin. Ford also maintains controlling interest in Mazda Motor Corporation. Ford's financial stability was shaken in early years of the new millennium as a result of slowing sales, quality issues, and a debacle involving Firestone tires.

History

Origins of an American Legend

Henry Ford, the founder of the Ford Motor Company, was born on a farm near Dearborn, Michigan, in 1863. He had a talent for engineering, which he pursued as a hobby from boyhood, but it was not until 1890 that he commenced his engineering career as an employee of the Detroit Edison Company. In his spare time, Ford constructed experimental gasoline engines and in 1892 completed his first gasoline buggy. Dissatisfied with the buggy's weight, he sold it in 1896 to help fund the construction of a new car. Ford's superiors at the electric company felt his hobby distracted him from his regular occupation and, despite his promotion to chief engineer, he was forced to quit in 1899.

Shortly afterwards, with financial backing from private investors, Ford established the Detroit Automobile Company. He later withdrew from the venture after a disagreement with business associates over the numbers and prices of cars to be produced. Ford advocated a business strategy which combined a lower profit margin on each car with greater production volumes. In this way, he hoped to gain a larger market share and maintain profitability.

Independently in a small shed in Detroit, Henry Ford developed two four-cylinder, 80-horsepower race cars, called the 999 and the Arrow. These cars won several races and helped to create a new market for Ford automobiles. With $28,000 of capital raised from friends and neighbors, Henry Ford established a new shop on June 16, 1903. In this facility, a converted wagon factory on Mack Avenue in Detroit, the Ford Motor Company began production of a two-cylinder, eight-horsepower design called the Model A. The company produced 1,708 of these models in the first year of operation.

Read more: http://www.referenceforbusiness.com/

Additional details:

· Public Company (открытое акционерное общество)

· Incorporated (зарегистрирован в качестве юридического лица):1919

· Employees:327,531

· Sales:$164.1 billion (2003)

· Headquarters: Detroit, Michigan

· Principal Subsidiaries: Ford Brasil Ltda.; Ford Capital B.V. (Netherlands); Ford Motor Company (Belgium) N.V.; Ford Espana S.A.; Ford European Holdings, Inc.; Ford Holdings LLC; Volvo Car Holding Germany GmbH; Ford Motor Land Development Corporation, etc.

· Principal Competitors: DaimlerChrysler AG; General Motors Corporation; Toyota Motor Corporation

Ex.11. Find in the text equivalents to the following words and word-combinations:

Головной офис, открытое акционерное общество, конкурент, дочернее предприятие, владеть, производить (2), производитель, транспортное средство, держать контрольный пакет акций, финансовая стабильность, снижение продаж, проблемы качества, финансировать, финансовая поддержка, основатель, частный инвестор, учреждать, коммерческое предприятие, бизнес партнеры, чистая прибыль, объем производства, доля на рынке, прибыльность (рентабельность), привлекать средства.

Ex.12. Imagine that your partner is one of the shareholders of «Gazprom». Ask him questions about his company. Find out the following :

Где находится головной офис, какого типа эта компания, кто держит контрольный пакет акций, что производит компания, есть ли дочерние предприятия, есть ли конкуренты, кто является бизнес партнерами, является ли компания прибыльной.

Ex.13. Find information about some other world famous companies (both Russian and foreign market leaders). Make a presentation about the company you have chosen, use the vocabulary of the Unit.

Ex.14. Role-play.

You are taking part in a business meeting. Your company needs new investments. Try to interest the proposed investors in your ideas. Be ready to answer any questions about your company they might be interested in. Work in groups of four.

Unit 3. Management

Management in all business and organizational activities is the act of coordinating the efforts of people to accomplish desired goals and objectives using available resources efficiently and effectively. (Wikipedia)

Ex.1. Before you read the text, match the words to their meanings.

1. to succeed a) the sale of goods in small quantities to ultimate consumers

2. to monitor b) the commodities or goods that are bought and sold in business

3. retail c) to turn out well

4. to prevent d) to advance or make progress in what is desirable

5. benefit e) to take and hand over to or leave for another

6. to evaluate f) present or ready for immediate use; accessible

7. to deliver g) something that promotes well-being

8. available h) to determine or fix the value of

9. to improve at i) to keep from happening or existing

10.merchandise j) to watch, or check usually for a special purpose

Ex.2. Complete the sentences with the words of Exercise 3.

1. Nurses constantly __________the patient's heart rate.

2. We ________the training program as effective.

3. She has a job in ____________.

4. Can exercise and a healthy diet __________ heart disease?

5. There are many financial ____________ to owning your own home.

6. She __________ the mail on my street.

7. Fresh fruit is ___________ during the summer.

8. The ___________will arrive by truck at noon.

9. Maybe we'll buy a house when our financial situation __________.

10. You can _________ where others failed.

Ex.3. Read the text.

What is management? What do managers do? How do I manage?

By F. John Reh, http://management.about.com

These are standard questions that most of us in the management profession have been asked more than once. And questions we asked once in our careers too. Here, then, is a basic look at management.

Art and Science

Management is both art and science. It is the art of making people more effective than they would have been without you. The science is in how you do that. There are four basic pillars: plan, organize, direct, and monitor.

Make Them More Effective

Four workers can make 6 units in an eight-hour shift without a manager. If I hire you to manage them and they still make 6 units a day, what is the benefit to my business of having hired you? On the other hand, if they now make 8 units per day, you, the manager, have value.

The same analogy applies to service, or retail, or teaching, or any other kind of work. Can your group handle more customer calls with you than without? Sell higher value merchandise? Impart knowledge more effectively? etc. That is the value of management - making a group of individuals more effective.

Basic Management Skill № 1 - Planning

Management starts with planning. Good management starts with good planning. And proper prior planning prevents… well, you know the rest of that one.

Without a plan you will never succeed. If you happen to make it to the goal, it will have been by luck or chance and is not repeatable. You may make it as a flash-in-the-pan, an overnight sensation, but you will never have the track record of accomplishments of which success is made.

Figure out what your goal is (or listen when your boss tells you). Then figure out the best way to get there. What resources do you have? What can you get? Compare strengths and weaknesses of individuals and other resources. Will putting four workers on a task that takes 14 hours cost less than renting a machine that can do the same task with one worker in 6 hours? If you change the first shift from an 8 AM start to a 10 AM start, can they handle the early evening rush so you don't have to hire an extra person for the second shift?

Look at all the probable scenarios. Plan for them. Figure out the worst possible scenario and plan for that too. Evaluate your different plans and develop what, in your best judgement, will work the best and what you will do if it doesn't.

Basic Management Skill № 2 - Organize

Now that you have a plan, you have to make it happen. Is everything ready ahead of your group so the right stuff will get to your group at the right time? Is your group prepared to do its part of the plan? Is the downstream organization ready for what your group will deliver and when it will arrive?

Are the workers trained? Are they motivated? Do they have the equipment they need? Are there spare parts available for the equipment? Has purchasing ordered the material? Is it the right stuff? Will it get here on the appropriate schedule?

Do the legwork to make sure everything needed to execute the plan is ready to go, or will be when it is needed. Check back to make sure that everyone understands their role and the importance of their role to the overall success.

Basic Management Skill № 3 - Direct

Now flip the «ON» switch. Tell people what they need to do. I like to think of this part like conducting an orchestra. Everyone in the orchestra has the music in front of them. They know which section is playing which piece and when. They know when to come in, what to play, and when to stop again. The conductor cues each section to make the music happen. That's your job here. You've given all your musicians (workers) the sheet music (the plan). You have the right number of musicians (workers) in each section (department), and you've arranged the sections on stage so the music will sound best (you have organized the work). Now you need only to tap the podium lightly with your baton to get their attention and give the downbeat.

Basic Management Skill № 4 - Monitor

Now that you have everything moving, you have to keep an eye on things. Make sure everything is going according to the plan. When it isn't going according to plan, you need to step in and adjust the plan, just as the orchestra conductor will adjust the tempo.

Problems will come up. Someone will get sick. A part won't be delivered on time. A key customer will go bankrupt. That is why you developed a contingency plan in the first place. You, as the manager, have to be always aware of what's going on so you can make the adjustments required.

This is an iterative process. When something is out of sync, you need to Plan a fix, Organize the resources to make it work, Direct the people who will make it happen, and continue to Monitor the effect of the change.

Is It Worth It

Managing people is not easy. However, it can be done successfully. And it can be a very rewarding experience. Remember that management, like any other skill, is something that you can improve at with study and practice.

Ex.4. Find in the text sentences with the following words and word-combinations and translate them into Russian.

Monitor, retail, improve, success, succeed, successful, , according to the plan, go bankrupt, hire, benefit, handle, customer, merchandise, prevent, resources, strength, weakness, rent, evaluate, deliver, equipment, available, purchasing, execute the plan, make sure, keep an eye on, adjust the plan, contingency, fix, rewarding experience.

Ex.5. Answer the questions.

1.Why can we describe management as art? 2.Why is it science at the same time? 3.What are the four basic pillars of management? 4. What is the value of management? 5.What does management start with? 6.What questions should be answered while planning? 7.How can you make the plan happen? 8.Why can we compare directing people with conducting an orchestra? 9.What should be done if something doesn't go according to the plan? 10.Can one improve management skills, do you think?

Ex.6. Give the main ideas of the text.

Ex.7. Study the functions of management at different levels.

Levels of management

Most organizations have three management levels: first-level, middle-level, and top-level managers. These managers are classified in a hierarchy of authority, and perform different tasks.

Top-level managers (board of directors, president, vice-president, CEOs, etc.)

They are responsible for controlling and overseeing the entire organization. They develop goals, strategic plans, company policies, and make decisions on the direction of the business. In addition, top-level managers play a significant role in the mobilization of outside resources and are accountable to the shareholders and stakeholders.

According to Lawrence S. Kleiman, the following skills are needed at the top managerial level: broadened understanding of how: competition, world economies, politics, and social trends effect organizational effectiveness .

Top management's role is:

· Lay down the objectives and broad policies of the enterprise.

· Issue necessary instructions for preparation of department budgets, procedures, schedules, etc.

· Prepare strategic plans and policies for the enterprise.

· Appoint middle level executives, i.e., departmental managers.

· Control and coordinate activities of all departments.

· Maintain contact with the outside world.

· Provide guidance and direction.

· Answer to shareholders for the performance of the enterprise.

Middle-level managers (general managers, branch managers and department managers). They are accountable to the top management for their department's function. They devote more time to organizational and directional functions. Their roles can be emphasized as executing organizational plans in conformance with the company's policies and the objectives of the top management, they define and discuss information and policies from top management to lower management, and most importantly they inspire and provide guidance to lower level managers towards better performance. Their functions include:

· Design and implement effective group and inter-group work and information systems.

· Define and monitor group-level performance indicators.

· Diagnose and resolve problems within and among work groups.

· Design and implement reward systems that support cooperative behavior.

First-level managers

Consist of supervisors, section leads, foremen, etc. They focus on controlling and directing. They usually have the responsibility of assigning employees tasks, guiding and supervising employees on day-to-day activities, ensuring quality and quantity production, making recommendations, suggestions, and up channeling employee problems, etc. First-level managers are role models for employees that provide:

· Basic supervision

· Motivation

· Career planning

· Performance feedback

Ex.8. Translate the questions into English and let your partner answer them.

Сколько уровней менеджмента существует в большинстве организаций? Какие должности относятся к топ-менеджменту? За что отвечают топ-менеджеры? Кому подотчетны топ-менеджеры? Какими умениями должны они обладать? Какова роль топ-менеджмента?

За что отвечают менеджеры среднего звена? Перед кем они отчитываются? Каким функциям они уделяют больше всего времени? Какова их роль в отношении менеджмента низшего звена? Какие конкретные функции они выполняют?

Какие должности относятся к низшему звену менеджмента? В чем их основная функция? Каковы обязанности менеджеров низшего звена? Какую роль они выполняют по отношению к рядовым сотрудникам?

Ex.9. Watch Video 6 («How to Become a Manager»). Say if the statements are true or false.

1. The first thing for you to decide is if you can really become a manager.

2. Your employers should analyze your strengths and weaknesses.

3. You should discuss the issue with the top-manager of your company.

4. You should look at your current manager as a role-model.

5. You should ask your friends for advice.

6. You should ask your managers if they can provide tools and resources, training and development for you to become a manager.

7. The career advisor doesn't think that having a mentor is very important for becoming a manager.

8.You should show the employers your abilities to research, assimilate and communicate.

9. Every organization has internal workshops to prepare managers.

10. Communication skills are of first-rate importance in management.

Ex.10. Video 6 presents one of the ways to become a manager in an American company. Do you think her advice is applicable in Russia? What would you do in a different way? Discuss the ideas with your partner. Draw with your partner a path to management in Russia.

Ex.11. Role-play. A young promising employee comes to his current manager and tells him about his desire to start a career in management. The latter is ready to help him.

Ex.12. Discuss the questions.

Is a manager always a leader? Are there born leaders? Who do you call a leader? Make up a list of traits common to leaders. Are there any leaders in your group? Are you a leader?

Ex.13. Read the text about leadership.

Leadership

Leadership is «organizing a group of people to achieve a common goal». The leader may or may not have any formal authority.

A leader is a person who has a vision, a drive and a commitment to achieve that vision, and the skills to make it happen. Leaders see a problem that needs to be fixed or a goal that needs to be achieved. It may be something that no one else sees or simply something that no one else wants to tackle. Whatever it is, it is the focus of the leader's attention.

It is not enough to just have a vision. Lots of people see things that should be done, things that should be fixed, great step forward that could be taken. What makes leaders different is that they act. They take the steps to achieve their vision.

Leaders have the strength to move their vision forward despite all the obstacles, despite all the people saying it can't be done, it's too costly, we tried that before, or a dozen other excuses. The true leader perseveres and moves forward.

If you make the transition from manager to leader, you will achieve the success you truly want in your management career.

Ex.14. Comment on the following quotations. Try to find some information about the people quoted.

«The best executive is the one who has sense enough to pick good men to do what he wants done, and self-restraint to keep from meddling with them while they do it.» - Theodore Roosevelt

«Management is doing things right; leadership is doing the right things.»

- Peter F. Drucker

«Don't tell people how to do things, tell them what to do and let them surprise you with their results.»

- George S. Patton

«I must follow the people. Am I not their leader?»

- Benjamin Disraeli

Ex.15. Here are five easy steps to help you become a great leader. Which of them, do you think, will be of value for your future career?

1. Tell your team what you need

If you want to make things happen, let your team know what needs to be done. Tell them what you need, and let them come up with the plan on how to get there.

2. Give them the tools, time, and training they require

If you prepare your team properly, they'll be able to handle just about anything in your business.

3. Ask your team what they need

Once you've told your team what you need, ask them what they need to make it happen. This can be difficult for some managers, as they think the team is going to make outrageous demands. If you're being open and honest with your team, chances are they'll be open and honest with you about their needs.

4. Encourage your team as they work

Regular communication is key. Don't wait until the day of the deadline to check in with them. This way you can help them overcome barriers if they need it, or praise them if they are on or ahead of schedule.

5. Thank them for being on the team, share the reward with them

Appreciate your people. If they do a good job, show them that you are grateful. If you have a bonus structure, make sure they benefit from it too.

Ex.16. Decide whether each statement is true or false.

1. A great leader always gives his team a detailed plan of what they should do.

2. A great leader always helps his team to overcome obstacles.

3. A great leader always encourages his team if they meet the deadline.

4. The demands of the team are always very high.

Ex.17. What kind of leader can you become? This questionnaire will help you to determine your leadership style.

How do you lead? (from www.Leadership-Expert.co.uk)

		Strongly Disagree	Moderately Disagree	Neutral	Moderately Agree	Strongly Agree
1	It is often necessary to make decisions without consulting others due to time pressures upon the task at hand.	0	1	2	3	4
2	Teams operate best within a clear and structured framework of procedures.	0	1	2	3	4
3	The best decision will be the one with the largest consensus.	0	1	2	3	4
4	People will come up with the best working methods when given minimal instruction.	0	1	2	3	4
5	People repeatedly come to me for advice and support, and I generously give it.	0	1	2	3	4
6	People have learnt to not question my judgement, as I rarely back down when I am truly passionate about something.	0	1	2	3	4
7	If everyone is forced to perform the same task in the same way. The efficiencies gained outweigh the costs.	0	1	2	3	4
8	I receive employee approval before making absolutely any changes to their working conditions or role, even if just for a day.	0	1	2	3	4
9	I have learnt that people will never fail to positively surprise you if you leave them alone.	0	1	2	3	4
10	I consult a variety of people when making decisions, but they tend to agree with my original idea anyway.	0	1	2	3	4
11	Half of people are intrinsically hard working, but the other half need to be pushed into completing work to a high enough standard.	0	1	2	3	4
12	Over time, we can continue to build upon and add to our systems and ways of doing things, which will make life easier.	0	1	2	3	4
13	People constantly challenge my ideas and strategies because they know they are welcome when they do so.	0	1	2	3	4
14	I can say with 100% conviction that I do not micromanage.	0	1	2	3	4
15	People see me as a leader, not a manager.	0	1	2	3	4
16	Leadership is about making the right decisions, at the right time, and ensuring the workforce follow through with that decision with effectiveness.	0	1	2	3	4
17	Cost savings can be made if everybody does exactly what they're told, and don't try to over-engineer solutions.	0	1	2	3	4
18	I try to delegate as many tasks as possible in their complete entirety.	0	1	2	3	4
19	I let people get back to me when they decide to, rather than getting in touch myself.	0	1	2	3	4
20	I feel responsible for my employees, and I look after them accordingly.	0	1	2	3	4

Enter your points for each question against the question numbers below, and total up each column to paint a picture of which leadership styles your behavior matches most closely. Most managers tend to lean towards Style A. However leaders in reality can exhibit several different styles at once to help lead their businesses or organizations to success! Look at the results to discover which styles you possess!

question	result	question	result	question	result	question	result	question	result
1		2		3		4		5
6		7		8		9		10
11		12		13		14		15
16		17		18		19		20
total		total		total		total		total
	Style A		Style B		Style C		Style D		Style E

Results

Style A = Autocratic Leadership Style

Style B = Bureaucratic Leadership Style

Style C = Democratic Leadership Style

Style D = Laissez Faire Leadership Style

Style E = Paternalistic Leadership Style

Ex.18. Search the Internet to find information about the world's top business leaders. Choose one of them and make a presentation about his/her career and leadership style.

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