1. Business English Upper Intermediate U1S09 John Silberstein johnsilb@aol.com

2. Agenda Project/Presentation Interview with a Marketing Director Language of Meetings – General Language Points

3. Project Presentation Franchising Project

4. Marketing Interview with a Marketing Director Imagine you are a marketing director of a company that sell domestic appliances, e.g. fridges, ovens, etc. Think about the following questions: 1.Who are your two main types of customer? 2.How can you use existing customer to do market research? 3.How can you get a list of potential new customers?

5. Marketing Interview with a Marketing Director 1.Americans are more interested in design than functionality? 2.His company is going to stop providing appliance for holiday flats because the profit is zero? 3.A facelift happens more than a restyling? 4.In Europe your social status is judged by your kitchen? 5.If you fill in a questionnaire, people will use your name and address to send you junk mail, whether you like it or not?

6. Marketing Interview with a Marketing Director 1.Why do companies need a wide product range? 2.What is the relationship of price and quality? 3.What is the effectiveness of advertising in increasing brand awareness?

7. Language of Meetings General Language Points Everyone always says exactly what we mean? Why don’t people say what they mean?

8. Language of Meetings General Language Points

9. Language of Meetings General Language Points Effective communication in meetings is partly a matter of knowing certain special expression. Many of these are given in this book. Some of the ways we change the basic message are, however, generalisable. Thinking of the cartoon, how many of the following generalizations do you notice? 1.Using would, could or might to make what you say more tentative. 2.Presenting your view as a question. 3.Using a grammatical negative (adding n’t) to make a suggestion more open and negotiable. 4.Using an introductory phrase to prepare an listener for you message. 5.Adding, ‘I’m afraid’ to make clear that you recognize the unhelpfulness of your response. 6.Using words which qualify or restrict what you say to make your position more flexible. 7.Using not with a positive word instead of the obvious negative work. 8.Using a comparative to soften your message. 9.Using a continuous form instead of a simple form to make a suggestion more flexible.

10. Language of Meetings General Language Points Using Would Would is often used to make any statement more tentative. It takes away the dogmatic tone of many statements. That is unacceptable. That would not be unacceptable. That does not met our requirements. That would not meet our requirements. We need further reassurance. We would need further reassurance.

11. Language of Meetings General Language Points Restate each sentence using Would. 1.That is too late. 2.I prefer to meet before that. 3.We expect them to accept our proposals. 4.We hope to be able to complete before the end of the year. 5.Flying has definite advantages. 6.I’m not able to give a guarantee at this stage. 7.Finance is no problem. 8.I don’t agree. 9.I’m afraid I don’t accept that.

12. Language of Meetings General Language Points Questions Often suggestions are present in the question form. That is too lateIs that too late? That would be too late.Would that be too late?

13. Language of Meetings General Language Points Questions Change these questions into suggestions. 1.Flying would have advantages. 2.Friday would be convenient. 3.We would need another meeting fairly soon. 4.We could ask the UN to finance the project. 5.It would be a good idea to involve the French. 6.We could cancel. 7.We’ve got to increase our offer. 8.They can raise some of the finance themselves.

14. Language of Meetings General Language Points Adding “n’t” to suggestions The previous examples all sound more tentative and negotiable if they are grammatically negative. Isn’t that too late. Wouldn’t that be too late.

15. Language of Meetings General Language Points Adding “n’t” to suggestions Now use “n’t” to change these to a negative question 1.Flying would have advantages. 2.Friday would be convenient. 3.We would need another meeting fairly soon. 4.We could ask the UN to finance the project. 5.It would be a good idea to involve the French. 6.We could cancel. 7.We’ve got to increase our offer. 8.They can raise some of the finance themselves.

16. Language of Meetings General Language Points Introductory Phrases Often we introduce our reaction with a word or phrase which tells the listener what kind of comment we are going to make. In particular some phrases warn the listener that disagreement follows. Here are the most common introductory phrases. Which ones are warning. Actually, With respect, In those circumstances, Well, To be honest, In fact, Frankly, As a matter of fact, To put it bluntly,

17. Language of Meetings General Language Points I’m Afraid The most common phrase in spoken English to show that the speaker recognises that their reaction is in some way unhelpful or unwelcome is, “I’m afraid.” It may warn of disagreement, but its general meaner is wider and indicates the speaker see theur reaction as unavoidably unhelpful. “Could I speak with Jack please?” “I’m afraid he’s our of the country at the moment.” “Would next Tuesday be convenient?” “I’m afraid I’m tied up all day.”

18. Language of Meetings General Language Points I’m Afraid Reply to these inquiries using, “I’m afraid.” 1.Can we meet again later this week? 2.Couldn’t we ask the IMF to fund us? 3.Wouldn’t it be a good idea to involve the Americans? 4.Could you guarantee delivery by late September? 5.Do you know the Chairman personally? 6.Have you got last year’s figures yet? 7.Where’s the report? 8.I thought you were going to bring the details today?