B- Read the article on page 100 about Vittorio Colao, CEO of the mobile-Phone company Vodafone. Do you find anything surprising in his use of communication technology?

How fast people learn to use it and how advanced the technology.

C- Read the article again and answer these questions.

1- How many mobile phones does Mr Colao have?

Has four phones and never switches them off.

2- What does he use these phones for?

- Blackberry - For business e-mail and to swap SMS messages with colleagues.

- Samsung 360 - For social contact and to access Facebook

3 - According to Mr Colao, do executives use their mobiles more in northern or southern Europe?

In southern Europe.

4- Why doesn´t the like video calling?

Do not want to see people when talking on the phone. Maybe it's because, when on the phone, he likes to take notes.

5- How does he use these communication technologies?

Conference calling

For keeping up to date on projects.

Fecebook

To send messages and see what friends are doing.

D- Find words in the article with these meanings.

1- To exchange (paragraph 3)

To swap.

2- To get into (paragraph 3)

To access.

3- Behaving in a controlled way (paragraph 4)

When they need to.

4- Someone who likes something very much (paragraph 5)

He is more positive about.

2.1.2 Read article Lessons in cultural difference on page 108 of your Market Leader book and develop exercises A to E (the exercises must be developed individually). Send these exercises in the Word file corresponding to Study Guide 4. DO NOT take photos of the pages and paste them on the Word file; you have to type these exercises (including the instructions).

A- Do you agree with these statements?

1- All meetings should have fixed start and finishing times.

Yes.

2- Being on time is equally important in all situations.

Yes.

3- It´s more important to learn about the culture of the country you do business with than to learn the language.

No, it's more important to learn about their culture.

4- There´s no point having a detailed plan before you star project. Things always change, and you need to be very flexible.

No, I agree but the Brazilians are like that while the Chinese are completely different. They like to plan everything in advance and in detail.

B- As you read the article below, think about this question.

What are two main causes of cultural misunderstanding between Brazil and China?

Punctuality and planning.

C- Decide whether these statements about the article are true (T) or false (F).

1- Brazil´s biggest trading partner today is the US.

(F) It´s now China.

2- At Chinbra, students spend most of the time learning Mandarin.

(F) About half the lesson is about cultural issues.

3- Charles Tang thinks deals go wrong mainly because of language problems.

(F) In addition to language problems, there is also a lack of cultural understanding between the two countries.

4- For the Chinese, being on time is very important.

(T)

5- Brazilians don´t give a lot of importance to planning.

(T)

D- Work in pairs. Read the situation at the beginning of the article again (paragraph 1) and discuss these questions.

1- What happened?

The Brazilians did not arrive on time.

2- How do you think both sides felt about the situation?

The Brazilian calm and Chinese upset.

3- For the next meeting with the Chinese, what could the Brazilians do differently?}

Be on time.

E- Find words in the article with these meanings.

1- Planned (paragraph 1)

Scheduled

2- Very important and needing attention (paragraph 3).

Is a priority.

3- Problems (paragraph 3).

Scheduled

4- To be unsuccessful (paragraph 4).

Is a priority.

5- When there is not enough of something (paragraph 4).

A lack of.

6- The last possible date for doing something (paragraph 5)

Meet deadlines.

2.1.3 Open your Market Leader book on page 115 and 116, read Helen Braoudakis profile, and develop exercises A to C (the exercises must be developed individually).

A- Ask and answer these questions in small groups.

1- Do you have a profile on a professional networking website such as Linkedln?

If so, which one? How do you use it?

No, I don´t have

2- Does your company/university have a profile on a professional networking website?

If so, which one?

No.

3- Discuss how a professional networking site can help individuals and compaies/educational institutions.

It can be useful for finding a job/getting new business.

B- Look at Helen Braoudakis´s profile on a professional networking site on page 116. Put these headings in the correct place on the profile.

Helen Braoudakis

Recruitment professional

Sydney, Autralia

Current:	Graduate Recruitment Manager, Deloitte, Sydney
Past:	Graduate Recruitment Assistant, ADM Consulting, Sydney
Education:	Macquarie University, Sydney: Master´s in Human Resource Management
Recommendation:	10 people have recommended Helen
Connections:	150
Public profile:	http-.//au.teamplayers.com.helenbraoudakis

Professional summary

I am a graduate recruitment specialist with a Master´s in Human Resource Management. I have over your years´ experience of recruiting in the management-consultancy industry. Recently, I have also taken responsibility for our summer internships. I enjoy the challenge of finding the best possible candidate for a position. I also have excellent planning and organizational skills.

Specialties

Graduate recruitment, planning, project management, presenting, interviewing, internship management

Work experience

Graduate Recruitment Manager

Deloitte, Sydney

June 2010-now

· Developed new graduate recruitment strategy.

· Set up and ran summer internship programme for 60 candidates

Graduate Recruitment Assistant

ADM Consulting, Sydney

March 2007-June 2010 (3years 3 months)

· Planned and attended university recruitment events in Australia and SE Asia

· Arranged interviews (skype, Phone and face to face)

Store Manager

Gemini, Melbourne

February 2003-January 2005 (1 year 10 months)

· Managed the day-to-day work of 30 staff, in two stores

· Responsible for all purchasing and stock control

Education

· Macquarie University, Sydney, Master´s in Human Resource Management 2006-2007

· University of Melbourne, Bachelor of Commerce 1999-2002

Interest

Other cultures, teaching scuba diving, playing the guitar, cooking

C- Decide whether these statements are true (T) or false (F). Correct the false ones.

1- Helen did her Master´s in HRM in Melbourne.

(F) She did her Master´s in HRM in Macquaire University, Sydney.

2- She has worked for three different companies.

(T)

3- She has always worked in graduate recruitment.

(T)

4- She has good communication skills.

(F) Have excellent planning and organizational skills.

5- When she was at ADM Consulting, she was responsible for organizing summer internships.

(F) She was responsible for planned and attended university recruitment events in Australia and SE Asia and arranged interviews (skype, Phone and face to face)

6- She doesn´t have any experience outside Australia.

(T)

2.2 Listening

2.2.1 Open your Market Leader book on page 98 and develop exercises B to F on listening.

B- Listen to the first part of an interview with Ros Pomeroy, a management consultant. Which of the social networking sites in Exercise A does she use?

Networking sites, Linkedln, specialist professional,

C- Listen to the second part of the interview. Which two advantages and one disadvantage of social networking does Ros mention?

Advantages: being able to keep in touch with many more people in your professional and has been in contact with people who are interested in the work you do.

Disadvantage: coming in contact with her and are trying to sell something that perhaps is not interested.

D- Listen to the third part of the interview. Who is the best communicator that Ros Knows?

His ex-boss.

E- Listen again and complete this text.

He always had a real passion for his subject – whatever he was talking about, he was enthusiastic. He made sure that he knew his subject very well, and the one thing that made a big difference, I think, is that when he spoke to an audience, he made that audience feel as if they were very important.

F- Listen to the final part of the interview. Make a note of whether Ros Likes (L), does not like (NL) or does not mention (NM) these forms of communication.

Letters (NM)
Face to face (L)
E-mail (L)
Handwritten notes (NM)
Corporate newsletter (NL)
Corporate magazine (NL)
Telephone calls (NM)

2.2.2 Go to page 106 of your Market Leader book and develop exercises A to E on listening.

A- Listen to John´s story and answer these questions.

1- What meal was John invited to?

Dinner

2- What did he look at?

Table

3- What was his mistake?

a) He talked during an important silence.

b) He talked about his host´s table.

c) He didn´t want a gift.

B- Listen to Cameron´s story and answer these questions.

1- Where was Peter´s new job?

France

2- What was his mistake?

a) He did not use first names.

b) He did not speak French.

c) He did not use family names.

3- How did the staff feel when Peter used first names?

The staffs were not happy about this.

C- Listen to Susan´s story and answer these questions.

1- Where did Susan make her mistake?

In Osaka Japan.

2- Who did she go out for a meal with?

Went to eat Japanese sales staff.

3- What was her mistake.

a) She poured her own drink.

b) She did not laugh

c) She poured too many drinks

4- What did she forget to do?

Forgot to pour drinks for the others.

D- Listen to Liz, Jeremy and Ros talking about cultural mistakes.

Which speaker…		Liz	Jeremy	Ros
1	Was working in East Africa?		·
2	Was working with a Dutch colleague?	·
3	Got straight down to business?		·
4	Writes long e-mails?			·
5	Often adds funny comments in e-mails?			·
6	Thought a colleague was abrupt and rude?	·

E- It is easy to make mistakes in other cultures. What other examples do you know?

· Kiss greeting between men.

· Eating with chopsticks.

· When women are dressed a little uncovered in Arab countries.

2.2.3 Develop exercises A to C on page 115 of your Market Leader book.

A- Listen to the first part of an interview with Liz Credé, an organization development consultant. In pairs, take notes on what she says abot:

1- Her current job

Management consultancy

2- A job she had over 20 years ago.

Didn´t like because didn´t think the company treated people very well.

B- Listen to the second part of the interview and decide whether these statements are true (T) or false (F). Correct the false ones.

1- Her strengths come from her work as a CEO over the last 20 years.

(F) Comes from his work as a consultant.

2- She understands how organizations work by studying them closely.

(F) Work through looking at their leadership, their culture and their business strategy.

3- She can see a situation from many different sides.

(T)

4- She finds it easy to make decisions.

(F) She finds it hard to make decisions.

C- Listen to the final part of the interview. Complete these notes on the advice that Liz gives.

· Take the opportunities that you are given and really learn as much as you can from them.

· Really listen to those around you and pay attention to what they are saying.

· Build relationships across the organization.

· Ask a question that demonstrates you´re really interested in the company.

Activity 3 - Speaking and Writing

3.1 Speaking and writing

3.1.1 Meet a classmate online and go over Case Study 10 on page 103 of your Market Leader book. Then develop tasks 1 and 2.

1- Discuss the various ways of choosing who will leave the company. What are the advantages and disadvantages of each way? Which way is the best?

· Reduce each department by 10 workers. And hope the other 20 employees will want to leave for various reasons.

Advantages: easier to choose.

Disadvantages: hope the other 20 employees will want to leave.

· 'Last in, first out' system.

Advantages: no costly lawsuits.

Disadvantages: new workers with good performance.

· Choose the workers who are not essential to the company.

Advantages: They are not necessary for the company.

Disadvantages: I see no disadvantage.

For me the best way is choose the workers who are not essential to the company.

2- Decide on the best way to communicate your decision to a) the staff, and b) the shareholders. Say who should communicate your decision.

The director must communicate it to company´s shareholders and the Head of Human Resource must notify the staff.

3.1.2 Develop exercise D on page 116 of your Market Leader book. Add this exercise to the Word file to be delivered as Study Guide 4.

D- Write a summary for a professional networking profile. Use the example summary above. Include information about your experience, qualifications, skills and personal qualities.

Elias Pimienta Tatis

Professional Electrical Engineering

Barranquilla, Colombia

Current: Melexa, Barranquilla.

Past: Siemens, Barranquilla.

Education: University of North, Barranquilla: Marketing Specialist.

Recommendation: 5 people have recommended Elias

Public profile: eliaspimienta@melexa.com

Professional summary

I have over eight years´ experience of in the field of engineering, especially in the industrial area. My biggest challenge is to acquire good engineering contracts with reputable company. I also have excellent planning and organizational skills.

Specialties

Visit enterprises, coordinate projects, presenting, designing projects, planning and project management.

Work experience

Project Manager

Melexa

June 2010 - now

Project Manager

Siemens, Barranquilla

January 2002- June 2010 (8 years 6 months).

Education

· University of North, Barranquilla, Marketing Specialist 1998-2000.

· University of North, Barranquilla, Undergraduate Electrical Engineering 1990-1996.

Interest

Being with family, traveling, going to the beach and gym.

Activity 4 - Final project (Stage 4)

4.1 Final project (Stage 4)

4.1.1 Work in the same groups of 3 or 4 people (of study guides 1, 2 and 3).

• Members of the group.

Gloria Giselly Jiménez Duarte.

Cesar Augusto Valencia Mosquera.

Andrés Builes Álvarez.

4.1.2 As in Stage 1 you chose one Colombian company or an international company and you have been working on their background, now you have to bring new and innovative ideas to adapt company culture in a new country.

Alpina.

4.1.3 If you chose the Colombian company, now you have to set all the necessary aspects to create a new branch abroad. You should select the country and look for relevant information regarding the country. Remember that each country has its particular behaviors and manners so that you should take them into consideration for your new branch. Now, design all the strategy to start up the new branch.

Argentina.

4.1.4 Use any collaborative and interactive tool to present this information -time lines, prezi, graphs, inphographics, etc. Remember that you have to use comparatives and superlatives, simple present, simple past, and present continuous for this activity.

Link prezi.com/achw1tgcgfen/argentina/?utm_campaign=share&utm_medium=copy

4.1.5 Put this information in your blog and paste the link of your blog on the Word file.

Link ingles-de-negocios-basico.webnode.com.co/

REFERENCIAS

David Cotton, David Falvey, Simon Kent, Nina O´Driscoll. (2012). Elementary Market Leader. Pearson.

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Activity 1 - Vocabulary and Grammar.

1.1 Vocabulary.

1.2 Grammar

Activity 2 - Reading and listening

2.1 Reading

2.1.1 Develop exercises A to D on pages 99 and 100 of your Market Leader book (the exercises can be developed individually).