BUSINESS COMMUNICATION PRE-MASTER 2018-2019 SEMESTER 2
COURSE COORDINATOR: PETER DALY LECTURERS:
LARS DRINKROW BRIAN HOFER AGNIESZKA LARQUET FRANCOISE LEBLANC ROGER MARTIN ANNE O’SHEA NICOLE VAN MAASTRICHT SARAH WILLIAMS EDDIE RYAN
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Opening hours Contact: karine.dubois@edhec.edu
WORKSHOPS
TANDEM PROGRAMME
Small groups in round-table discussions Variety of topics discussed: current affairs, politics, pronunciation, grammar, cultural aspects (film, music, arts, etc.)
Tea & coffee provided EXAM PREPARATION (TOEFL, TOEIC, IELTS, GMAT…)
OTHER LANGUAGES
Discover the different exams Get advice and practise SOS INTERNATIONAL CV AND COVER LETTER
Start exchanging on a one-to-one basis Improve language skills and learn about a different culture Meet someone new! Online registration. Check out our Edhec Planet page for more information.
Material available in many languages besides English ANY OTHER BUSINESS
Get help with your international application documents
Make sure you have already seen CVs and cover letters with your class and that you have produced your own English documents before asking for help.
Pop in to see us with any questions you may have about learning languages For course registrations please see Peter Daly (Department Head) or Fabienne Labbe (Executive Assistant)
Check out the LRC Edhec Planet page for the latest news 2
TABLE OF CONTENTS Business Communication: Course description
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Rules and Regulations
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Programme and assignments
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Class 1: Gaining clear understanding of the language of numbers
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Class 2: Presenting stats, figures and numbers
Case study
Dealing with cultural difference in email communication
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Class 3: Writing effective emails
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Class 4: Dealing with cultural difference in email communication
24
Class 5: Familiarizing yourself with stakeholder issues
25
Class 6: Discussing ethics in fast-food industry
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Class 7: Gaining valuable skills for the negotiation table
29
Class 8: Negotiation practice
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Louisville Dumpling company
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Case study
https://learning.edh WESSNER’S
Chocolats Memlinck
Class 9: Negotiation practice
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Case study Class 10: Presentation skills
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COURSE DESCRIPTION
NUMBER OF HOURS: 15 SEMESTER: 1 INTERNATIONAL PROGRAMME: 2 ECTS COURSE COORDINATOR + MAIL: Peter Daly – peter.daly@edhec.edu
COURSE OBJECTIVES
LEARNING OUTCOMES
To improve the student’s lexical, syntactical and grammatical proficiency to enable them to become operational in M1 and in their first internship. To develop communicative competence and business vocabulary knowledge. To prepare students to achieve the requisite TOEIC score. To provide students with the necessary skills for effective professional managerial communication. To practise business register awareness through the drafting of various business documents
After having taken this course, participants will be able to/are expected to know or understand (knowledge-based outcomes) Presentation of graphs, statistics and figures Business meeting language and techniques Ethical communication in business Written communication structure and techniques of short business documents More specifically, participants should be able to (skill- and competency-based outcomes) Present figures and graphs effectively Hold and participate in a business meeting Draft meeting documents: agendas; and minutes Write short business documents Discuss issues relating to the current affairs/crises Debate on ethical issues in communication
PREREQUISITES Admitted to the first year programme having completed the competitive examination with Level B2/C1 (CEFR) 4
COURSE CONTENT CLASS
DURATION
1
50 min
2 3 4 5
1 hour 50 min 50 min 1 hour 50 min 50 min
6 7
1 hour 50 min 50 min
8 9
1 hour 50 min 50 min
10
1 hour 50 min
TOPIC
TYPE OF COURSE
TYPE OF GROUP (P – P/)
Language of Numbers Presenting graphs Writing Skills Case Study Analysis Ethical communication Case study analysis Gaining negotiation skills Negotiation practice Gaining negotiation skills Presentation skills
CONTENT
Input on numbers, stats and graphs Presenting graphs and statistics Input on business writing Case study written exercise Input on ethical communication Ethical corporate crisis communication Input on negotiation Memlinck / star game Memlinck / star game Presenting investments
TEACHING & LEARNING METHODS An e-learning component as preparation work for each class lesson TOEIC practice tests Small group case study work Discussions, simulations and role plays in class Web-based activities
ASSESSMENT METHODS ASSESSMENT
NATURE
% OF THE TOTAL MARK
Business Writing Evaluation
40-Minute writing exercise
40 %
Negotiation
30-minute negotiation
40%
Participation Grade
Engagement Interaction Learning
20%
DETAILS
DURATION
Written evaluation based on Case Study analysis
40 minutes
Case study Negotiate a contract Promptness, engagement in class, listening skills, behaviour, preparation…
40 minutes
LEARNING OUTCOME EVALUATED Write effective business documents Develop business writing style Acquire negotiation skills
15 hours
READING Students will be provided with a course package at the beginning of the semester All other course documents are available on BlackBoard COURSE COORDINATOR 5
COURSE RULES AND REGULATIONS Absences 2 points will be deducted from your final grade for unjustified absences. Students will receive a grade of zero for all in-class evaluations from which they are absent. There are no make-ups for in-class evaluations. Punctuality Students should arrive in class no later than 10 minutes. Participation 25% of the grade for each module is based on student participation. Components of the participation grade are attendance, contribution to class discussions / activities, active involvement in language learning, and attitude. Classroom behaviour Unruly, immature classroom behaviour will not be tolerated. Students misbehaving will be asked to leave. Please note that in English-speaking countries, when one person is speaking, all others present listen. Therefore, if the instructor or a fellow student i s speaking, please listen and refrain from talking. Cheating Students caught cheating or plagiarising will receive a grade of zero and be brought before the Conseil de Discipline. Late work Students will be penalised one point per half business day. No late work will be accepted after three business days. Written Work All written work must strictly adhere to the guidelines outlined in the EDHEC Style Sheet. Rules of Style for Written Work Please note that your written work will be graded on both content and form. Following are some of the rules which need to be respected for all written assignments for this course. Neglect of these rules will result in a significant reduction in your grade. All written work done outside of class must be typed. No hand-written work will be accepted. Font and Type Size Students should use either Arial 10 – 12 or Times New Roman 12. Spacing Reports and summaries should be double-spaced to allow your instructor to make legible corrections. Letters and memos should be single-spaced to reflect proper letter and memo format. Margins Left and right margins as well as top and bottom margins should be 2.5 cm. Student Name(s) and Group These should be typed in the upper right hand corner of the first page on lines 1- 3. No credit will be given for names which are handwritten. Title of Paper Centre the title of your paper three lines below your name and group. Your text will begin three lines below your title. Do NOT use a separate title cover page. Punctuation Familiarise yourself with and use conventional English punctuation. Use the spell check. Sources Document your sources either with footnotes or a bibliography. Plagiarism is unethical and illegal. All plagiarised materials will result in a grade of zero and a Conseil de Discipline. Stapling Papers of more than one page must be stapled in the top left hand corner.
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PROGRAMME AND ASSIGNMENTS – SEMESTER 2- 2018-2019
Writing skills
Laguage of numbers
Objective
Prep work
Class work
To go further
Gaining clear understanding of the language of numbers
- Do basic financial vocabulary exercise - Learn the language of numbers
Class 2 (1h50)
Presenting stats, figures & numbers
- Select a listed company - Financial vocabulary - Do listening activity with numbers
Presenting investment opportunities
Class 3 (50min)
Writing effective emails
- Review writing skills
- Emails input - Writing workshop (emails and written style) - Professional writing exercise - Activity on emails
The economist style guide
Participation
Class 4 (1h50)
Dealing with cultural difference in email communication
- IMD case study - Hofstede vs Fang - Written evaluation (40 min)
Hofstede’s cultural dimension theory video Calculate and compare country scores
Written grade 40%
- Introduction - Review language of numbers
Email writing E-learning module
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Activities on visuals
Evaluation
Class 1 (50min)
Participation
Participation
Crisis management Negotiation
Class 5 (50min)
Familiarising yourself with stakeholder issues
- Read article on McDonaldisation - Watch TED Talk – How an obese town lost a million pounds – Mick Cornett - Watch Jamie Oliver on Ted.com, discuss his findings and complete booklet exercises - Read Louisville Dumpling Company case study - Study press statements
- Study the stakeholder model - Input on LDC
Participation
Class 6 (1h50)
Discussing ethics in fastfood industry
- LDC board of directors meeting - Press statement (oral presentation)
Participation
Class 7 (50min)
Analysing ethical issues in corporate communication
- Read “Getting To Yes” article - Study negotiation terms - Listen to “Getting To Yes” audio file
- Input on negotiation
Participation
Class 8 (1h50)
Analysing ethical issues in corporate communication
- Prepare Memlinck roles with 3 partners
Memlinck negotiation practice / Star game
Class 9 (50min)
Gaining valuable skills for the negotiation table
Oral grade 40% + Participation Learn INCO terms
- Memlinck negotiation practice / star game
Review presentation skills, visuals and language of numbers
Negotiation feedback Report on class 2 investment Debrief of the year
Negotiation practice
Presentation skills / negociation
Class 10 (1h50)
- Negotiation practice
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Participation
CLASS 1 – GAINING CLEAR UNDERSTANDING OF THE LANGUAGE OF NUMBERS
Don’t forget your prep work! Before class 1: - Do basic financial vocabulary exercise - Learn the language of numbers
COURSE DOCUMENTS Activity 1
ZERO, OH AND NOUGHT
HUNDREDS, THOUSANDS, MILLIONS AND BILLIONS
0.8 0.009 0125-369 369 1805 Room 104
100 200 100,000 1,000,000 1,000,000,000
POINTS AND COMMAS
YEARS
15.258 15,258
DECIMALS
SQUARE, CUBE AND ROOT
0.158 5.88 3.1415926 10-3 $3.25 £1.60 €25.20 1.68m
2,015 2015
10² 15³ √12
FRACTIONS
¼,½,¾ 6¾
NUMBERS AS ADJECTIVES
TELEPHONE AND FAX NUMBERS
0104 12 15 14 0171- 66 33 55
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a fifty-minute lesson a twenty-hour walk a four-day trek a ninety-five dollar price cut a one and a half litre bottle a twelve-week term
Activity 2
STUDENT A Please read these sentences to Student B: 1. There is a £98 price cut 2. No, it’s not 8.004, it’s 0.804 3. You can get back to me on 0172 88200008 4. The price has been reduced by $14.65 5. Check out our web site. The address is http://www.pystzina.ie 6. The Weekly Telegraph costs $6.00 including VAT in Singapore and 150 Baht in Thailand but only €3.98 in Europe 7. It’s 20°C 8. Co-operate is spelt c o – o p e r a t e in British English but is not hyphenated in American English 9. 46 x 365 = 16,790 + 11.5 = 16,801.5 10. This morning they were buying € at 1.462 and selling them at 1.642 11. Get back to me on my e-mail – Jason.dickinson@verbitec.ac.uk 12. Fax me on 046-470 407 13. Is it 0.024 or 0.042? 14. He is 1m66 and weighs 63kg 15. 10²- 10³³ =
ENT B STUDENT B Please read these sentences to Student A: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15.
It’s got 1001 different uses the telephone number is 22 55 003 What’s 17% of 177? 0.45% will not make a lot of difference my e-mail is 5849Bec@mandotronix.fr He was born in 1905 and died in 1989 the Registration number of the red car is LI 2560 1,999 years and not 1999 3.1415926 is π He lent us £25,589 x²+ y ¼ or ¾? 90% of the forests were destroyed (x-y)/z is not the same as x-y/z In the UK we say 175 but in America they say 175.
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To go further… Activity on visuals: Describing trends and visual aids ACTIITY 1 - CHECK OUT THIS USEFUL YOUTUBE CLIPS on how to describe graphs and trends:
Below is a summary of useful terms and expressions, based on meaning and grammatical category:
UPWARD MOVEMENT: Verbs Transitive (to) increase (to) raise (to) push/put/step up
Nouns Intransitive
(to) increase (to) rise (rose, risen) (to) go/be up (to) grow (to) extend, (to) expand (to) progress (to) boom/soar/climb (to) jump, (to) (sky)rocket (to) reach a peak, (to) peak (to) reach an all-time high (to) surge (to) take off (to) shoot up (to) improve
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(an) increase (a) raise (US), a rise (UK) (an) upswing (a) growth (an) extension, expansion (a) progression (a) boom (a) jump (a) peak (an) upturn (a) leap
DOWNWARD MOVEMENT: Verbs
Nouns
Transitive
Intransitive
(to) decrease (to) cut, (to) reduce
(to) decrease
(a) decrease (a) cut, (a) reduction (a) fall (a) plunge (a) drop (a) downswing (a) decline (a) collapse (dramatic fall) (a) slump
(to) fall (off) (fall, fell, fallen) (to) plunge, to plummet (to) drop (off) (to) go down (to) decline (to) collapse (to) slump, (to) go bust (to) bottom out
NO CHANGE: Verbs Transitive (to) keep ... stable
Nouns
Intransitive (to) remain stable, unchanged, fixed, static (to) stay constant (to) stabilize (to) stagnate
(to) hold ... constant (to) stabilize
stability
CHANGE OF DIRECTION: OR ... Verbs Transitive (to) level off (to) stand at
Useful adjectives to describe The degree of change A dramatic / considerable / sharp / significant / substantial / moderate / slight rise or fall
Nouns
Intransitive (to) level off/out, to flatten out (to) stop falling/rising (to) remain steady (to) stop falling and start rising (to) stop rising and start falling (to) reach a peak / a low point (to) top out (to) bottom out (to) recover (to) rebound (to) revive (to) fluctuate
The speed of change An abrupt / a sudden / rapid / quick / steady / gradual / slow rise or fall
(a) levelling-off (a) change
Useful adverbs to describe The degree of change to rise or fall dramatically / considerably / sharply / significantly / substantially / moderately / slightly
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The speed of change To rise or fall abruptly / suddenly / rapidly / quickly / steadily / gradually / slowly
Important prepositional usage
- a rise from $3 to £5 - to increase / fall by 25 per cent (60 – 25 = 35) - to increase / fall to 25 per cent (60 25)
ACTIVITY 2 – to which visual aid category do the following examples correspond? Choose from the list below: 1. table 2. pie graph / chart 3. exploded pie graph / chart 4. line graph 5. standard bar graph / bar chart 6. grouped bar graph / bar chart 7. subdivided bar graph / bar chart 8. bilateral bar graph / bar chart 9. scatter diagram 10. flow chart 11. tree diagram
EXAMPLE 1:
EXAMPLE 2: Trade balance with China (percent of GDP)
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EXAMPLE 3:
EXAMPLE 4:
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EXAMPLE 5:
EXAMPLE 6: Percentage of persons under age 65 years without health insurance coverage at the time of interview, by age group and sex: United States, January-September 2009.
EXAMPLE 7:
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EXAMPLE 8:
EXAMPLE 9:
EXAMPLE 10:
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EXAMPLE 11:
ACTIVITY 3 – IN PAIRS, DRAW the graph that corresponds to the following description: Source: web.efzg.hr Description: in the period between Feb 1999 and Jan 2000, an upward trend was recorded in the growth rate of retail sales peaking at 6% at the end of the observed period. Having reached a low at the beginning of February 1999, retail sales started rising in February, slipped back slightly in March and remained stable at 1.5% throughout April. A sharp increase to 3.5% is visible by late May followed by an abrupt drop to 2.5% in June. Retail sales climbed back to 3.5% in July. They went up mildly in August, continued rising in September to reach 4.5%, and eventually peaked at 6% at the end of the observed period despite a slight drop during the month of October 1999.
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ACTIVITY 4 – Using specific vocabulary, describe the following visuals:
EVOLUTION IN TIME OF A COMPANY’S SALES
Source: http://docs.dhtmlx.com/chart__dhxoverview.html
Source : http://blogs.sas.com/content/iml/2012/12/03/show-percentages-for-bar-charts-with-proc-sgplot.html
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CLASS 2 - PRESENTING STATS, FIGURES AND NUMBERS
Don’t forget your prep work! Before class 2: Select a listed company Revise financial vocabulary (below) Do the 2 listening activities with numbers (on blackboard) o Activity 1: BBC – Microsoft o Activity 2: Financial news from the markets around the world
PREP WORK DOCUMENTS Accounting and financial vocabulary Study the simplified financial statements for an imaginary retail store. All figures are in €100s. The convention in accounting is that a negative figure is shown by a bracket. To understand the figures, work from the right: - The right-hand column shows totals for each major category - The central column shows information that is used in producing the figures to the right - The left-hand column shows details of the calculations in the central column. Vocabulary in financial statements is surprisingly non-standard, with many companies using a mixture of US and European terms. Move the cursor over the words in blue for alternatives, more detail, etc.
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Profit and Loss Account (US Income Statement) for the year ended December 31, 20XX
Revenues Gross sales Less: Sales returns Less: Sales discounts
640 6 4 (10)
Net sales Cost of goods sold Purchases Salaries of manual workers Transport costs Cost of goods sold Gross profit Operating expenses Selling expenses Salaries for sales staff Advertising Total selling expenses General expenses Salaries for administrative staff Insurance Rent Light, heat and power Office supplies Miscellaneous Total general expenses Total general expenses Operating profit Non-operating income EBITDA Depreciation EBIT (Earnings before Interest, Tax) Interest paid on bank loans Net income before taxes Less: Income tax Net income (or loss) after taxes Dividends Retained profit
20
630 290 30 30 (350) 280
82 18 100 52 6 18 10 2 2 90 (190) 90 5 95 (10) 85 (6) 79 (19) 60 (13) â‚Ź47
Balance Sheet December 31, 20XX ASSETS Current Assets Cash at bank Accounts receivable Inventory Total current assets Fixed assets Building and improvements Less: accumulated depreciation
300 (90)
Equipment and vehicles Less: accumulated depreciation
120 (80)
15 200 180 395
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40 Furniture and fixtures Less: accumulated depreciation
20 (8) 12
Total fixed assets
262
Intangible assets Total intangible assets Total assets LIABILITIES AND EQUITY
20 677
Current Liabilities Bank debt Accounts payable Accrued taxes Accrued salaries Total current liabilities Long-term liabilities Mortgage Bonds payable (due Mar 2018) Total long-term liabilities Total liabilities Shareholders’ equity Share capital (300,000 shares @ 1€) Retained profit Total owners’ equity Total liabilities & equity
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20 30 22 45 117
100 20 120 237
300 140 440 677
CLASS 3 – WRITING EFFECTIVE E-MAILS
Don’t forget your prep work! Before class 3: - Do the linking words exercise - Read the two articles
Course documents
E-mail basics: The phrases you need! More formal
More informal
First line
Dear (name)
Hi… / (just the name/nothing at all)
Friendly open
It was a great pleasure to meet you in …
How is it going? / I hope you’re well
Thank you very much for sending …
Thanks for your email.
Further to our earlier conversation, …
Following your call, …
I’m writing with regard to …
This is just a quick note to say / ask for …
Previous contact Reason for writing
I’m writing to find out more information about … Request Offer help Final comments
Friendly close Last line
Great to hear from you again
Re your email below, …
I was wondering if you could …
Please …
I would be grateful if you could …
Can you …?
Would you like me to …?
Shall I …?
If you wish, I would be happy to …
Do you want me to …?
If I can offer any further assistance, please don’t hesitate to contact me.
If you need any more information, just let me know.
Please feel free to contact me if you have any questions.
Just give me a call if you have any questions.
I look forward to hearing from you.
See you soon. / Thanks for your help.
Give my regards to …
Good luck with… / Best wishes to …
Yours sincerely / Kind regards / Best wishes
Best wishes / All the best / (just the name)
- THE PHRASES YOU NEED 22
Emails – International communication – the phrases you need
REMIND
GIVE NEWS
Just a quick note to remind you that … I’d like to remind everyone that …
I’m pleased to tell you that ….. / I’m sure you will be pleased to hear that … The bad news is that … / Unfortunately, … Would all staff please note that … I would like to take the opportunity to tell you about … The reasons for the changes are as follows: …
REQUEST Please … / I need you to … / I’d grateful if you could… I wonder if you could give me some information? Can I ask you to …? I would appreciate your help with this.
FRIENDLY CLOSE Please get back to me if you need any more/further information. Let me know if there’s anything else I can do. Thanks again for all your help. I really appreciate it. Thanks for your co-operation.
BE HELPFUL Here’s the … you wanted. / I’ve attached … I’ll … / I’ll get onto it right away. Shall I …? Do you want me to …?
THANK I would like to thank you very much for … Well done! You’ve done a great job.
To go further… •Read The Economist Style Guide
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CLASS 4 – DEALING WITH CULTURAL DIFFERENCE IN E-MAIL COMMUNICATION
Don’t forget your prep work! Before class 4: Do the e-mail e-learning module on blackboard.
Course documents: IMD Case study CASE A: JOHANNES VAN DEN BOSCH SENDS AN EMAIL
CASE B: JOHANNES VAN DEN BOSCH RECEIVES A REPLY Will be handed out to you in class.
To go further…
Watch this video
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Calculate and compare country scores
CLASS 5 – FAMILIARIZING YOURSELF WITH STAKEHOLDER ISSUES
Don’t forget your prep work! Before class 5:
Prep work documents: Ritzer's Theory of McDonaldisation • Read this article outlining Ritzer's theory on the McDonaldization of the world
How an obese town lost a million pounds - Nick Cornett • • • • • • •
Watch this video :
Teach every child about food – Jamie Oliver • Watch this video about Jamie Oliver’s wish for tackling obesity in the USA and around the world.and answer the questions below
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EXPRESSIONS USED IN HIS SPEECH: *
Ain’t
Used by many British and American speakers of English to replace be+not and have+not
At the top of your game
You can’t aim any higher (usually used in a positive context - here, negative)
Life-span
Life expectancy
Tipping point
The moment from when something can no longer be contained
The eye of the storm
The centre of the problem
Look at it holistically
Look at the whole picture
*
Crack into my rant
Crack into something – start something; a rant is an angry monologue. He says this with irony as in reality his rant has already been going on for ten minutes!
*
Slag off lunch ladies
To criticise the people who serve children’s food at school
Duck and dive
Get around a difficult situation through ingenuity
Box-ticker
Narrow-minded person working in government office controlling what goes through and what doesn’t
Crockery
Plates, cups, dishes (Cutlery = knives and forks)
Geezer
British slang term for a man
Reboot
To start again (IT term)
Wean onto
To accustom or familiarise a person to something
Mates
British slang term for friends
6.5 grand
Grand = thousand ($6,500)
Rolling out a project
Extending a project to more and more places
Movers and shakers
The people who make the decisions
*
*
*British slang 26
QUESTIONS TO ANSWER: 1/ What do you think of Jamie Oliver’s presentation style? Think about appearance, humour, interaction, movement on stage.
2/ Do you find his visuals effective?
3/ Have you ever seen him do a cookery demonstration? If yes, did you like it?
4/ What does Jamie advocate to tackle obesity in the USA? Is his argument valid?
5/ Do you think French schools and canteens have found the right balance in teaching children about food and feeding them healthily?
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Course documents – The stakeholder model / LCD / CSR companies The stakeholder model and LCD role description
To go further…
•
Watch the opening scene of Supersize me
•
Watch Pierre Woreczek’s interview
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•
Read this article on Ethics in the workplace
CLASS 6 – DISCUSSING ETHICS IN FASTFOOD INDUSTRY
Don’t forget your prep work! Before class 6: • Read Louisville Dumpling Company case study
•
Study press statements
CLASS 7: GAINING VALUABLE SKILLS FOR THE NEGOTIATION TABLE
Don’t forget your prep work! Before class 7: •
Read “Getting to Yes” article
•
Study negotiation terms and idioms
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Course documents WESSNER’S GOURMET FOODS INC. & CHOCOLATS MEMLINCK SA VIDEO EXERCISE
Watch the video sequence all the way through. Make notes on the main areas of discussion. Write a short note for Haberland’s boss listing these points. During the meeting van Houton questioned Haberland about Wessner’s distribution set-up. Watch the middle part of the video again and make a note of the answers Haberland gave him.
Transport?
Weekly sales?
Average purchase per customer per week?
Future orders?
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Work with a colleague. Watch the video again. One of you should note down Wessner’s position on the points listed below. The other should note down Memlinck’s position.
Wessner’s Gourmet Foods
Chocolats Memlinck
Shelf life
Taste
Prices
Mark-up
Discount … ………… ……… ……… ………
… ………… ……… ……… ……… . Payment terms
Memlinck case Click here to read and prepare the case
Assignment briefs Will be handed out to you in class
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CLASS 8 – NEGOTIATION PRACTICE
Don’t forget your prep work! Before class 8: • Prepare Memlinck roles with 3 partners (see class 7 - Memlinck case and assignment briefs ) •
Do “Negotiating on the Merits” elearning module
Course documents
Star Game Assignment briefs will be handed out to you in class.
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CLASS 9 – NEGOTIATION PRACTICE
Don’t forget your prep work! Before class 9: • Prepare Memlinck roles with 3 partners (see class 7 - Memlinck case and assignment briefs) •
Learn INCO terms
CLASS 10 – PRESENTATION SKILLS / NEGOCIATION
Don’t forget your prep work! Before class 10: Review: o Presentations skills (S1 – Classes 7 & 8) o Visuals o Language of numbers Prepare presentation/report on class 2 investment
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