English

MODULE

Name | | Class | |
MEETING 1: Who Am I?
Brainstorming
Do you know who you are?
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The image was downloaded from https://goo.gl/images/DPNzHe

READING
Let’s explore ourselves! Look at the example of the diagram below. The elements of the
diagram can be different for each person. However, you may have the same all categories
(family identity, ethnicity, religious, hobby, etc) and/or you may add or change some
elements (professional, gender, etc).

Family
Identity
(Daughter)

Professional Ethnicity
Identity Identity
(Midwife) (Javanese)

Alifia

Hobby Religious
Identty Identity
(Tracking) (Islam)

My Identity
Global world requires each person to have self-identity awareness. My self-identity consists
of various aspects which lead to my self-determination. For me family, ethnicity, religious,
hobby, and professional identity are considered as the important elements which define
myself.

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 Born as a daughter of a middle-class family, I am demanded to be tough person.
Although I am a woman, my family teaches me to be always persistent. My persistency is
reflected in my effort in achieving a dream to be a student in the Polytechnic State of
Semarang. You know, to be accepted in this campus is not easy. It needs strong effort. I have
to study day and night for the entry exam.
Ethnicity is another element which influence my identity. As a Javanese person, I
am typically calm and empathetic one. Javanese people strongly encourage young people to
look up on the elder people and respect other people no matter they are much younger than
you. This identity is also influenced by my religion. Islam teaches me to be calm and
respectful to anyone as it encourages me to be moderate in pace and lower my voice. It also
teaches me to be humble as it encourages me to not walk through the earth exultantly and
to not turn my cheek (in contempt) toward people.
However, when analyzing the individual identity, I find some aspects surprise me
that is a hobby identity. Tracking is my hobby which trains me to be strong and brave.
Tracking requires me to be brave and skillful to sometimes find a new way of the destination
site and tackle the severe challenge and the unexpected situation. In the real life, for
instance, I face many severe condition. For example, when I and my family had a problem
in financial issue, I had to be brave to decide to take a part-time job to survive.
Finally, now I am a professional midwife working in an international hospital. Being
a professional midwife broadens my knowledge in midwifery context and expands my
network. Now I have much broader mind as I have various exposure of midwifery knowledge
as well as other cultures from my workplace and surrounding environment.
Source: Thohiriyah

PRACTICE: Multiple Identities

Describe your multiple identities here. What identities are in your "Multiple Identities"? If
possible, draw one first on a piece of paper. Then in the text box, describe your own identity
covering the following information:

- Which aspects/roles did you choose?

- Which seem most important to you?
- Which are ones that were determined for you?
- What surprises you when you look at this list?

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LANGUAGE STUDY: pre-modifier and post-modifier
Function Structure Examples
Pre-Modifier Adjective The young man is a multi-talented director.
The new president of the student union is a wise
leader.
That small office was in fire.
Noun My guidance book is lost.
The company owner is an accountant.
The power plant is devastated by the hurricane
Irma.
Verb-ing The lecturer discusses an interesting topic.
The students are fixing the report by using the
adjusting journal.
I bought a walking stick for my beloved
grandpa.
Verb-en The broken calculator has been repaired.
The stolen student’ ATM card has been found.
Verb-ed The planned project is canceled all of a sudden.
A boiled egg is my favorite dish for breakfast.
Post-Modifier Prepositional The man in the workshop is a blue collar
phrase worker.
The bridge over the river has been refurbished.

WORD STUDY: vocabularies

Try to define the following words.

Diligent Persistent
Meticulous Creative
Open-minded Sunken
Close-minded Belligerent
Broad-minded Narrow-minded
Rotten Coolheaded
Studious Persistent
Curious Conscientious

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MEETING 2: Socialising

Do you know how to socialise?

Do you know the impact of culture on
business?

Brainstorming
List the main branches of engineering.
Write your ideas here.
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Exchange your ideas with peers and combine yours and your peers’ ideas.
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After having a discussion with you peers, now please the following text and try to
communicate to the class what is “impact of culture on business” based on the text you have
read.
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PRACTICE: Culture diversity and socializing

Practice: Pronouncing the words

Word are divided into syllables. Each syllable is pronounced separately, but normally on
syllable is stressed. Listen carefully how to pronounce the following words, then repeat the
pronunciation.
management conform authority solution
distribute guideline bureaucracy quality
product preconceived verification failure
circumstance doctrine accountability performance
theory monetary unaware policy
reward physical organization assume
promotion capacity conduct concept
scheme development appropriate premise
multinational phenomena truth culture

Look at the phonetic spelling table below. The phonetic spelling is beneficial to help the
learners to pronounce the English words well. You will see the phonetic symbol in which
each symbol represents one sound.

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 Table 2.1. Phonetic Spelling
Vowels Example Transcription Vowels Example Transcription
i: see [si:] З: fur [f З:(r)]
ɪ sit [s ɪ t] Ə ago [Ə’gƏʊ]
e ten [ten] eɪ pay [peɪ ]
ӕ hat [hӕt] ɑɪ five [fɑɪ v]
ɑ: arm [ɑ:m] Əʊ home [hƏʊm]
Ͻ got [gϽt] ɑʊ now [nɑʊ]
Ͻ: saw [sϽ:] Ͻɪ join [dʒϽɪ n]
ʊ put [pʊt] ɪƏ near [nɪ Ə(r)]
u: too [tu:] eƏ hair [heƏ(r)]
ʌ cup [kʌp] ʊƏ pure [pjʊƏ(r)]

Consonants Example Transcription Consonants Example Transcription

p pen [pen] s so [sƏʊ]
b bad [bӕd] z zoo [zu:]
t tea [ti:] ʃ she [ʃ i:]
d did [dɪ d] ʒ vision [‘vɪ ʒn]
k cat [kӕt] h how [hɑʊ]
g got [g Ͻ t] m man [mӕn]
tʃ chin [tʃ ɪ n] n no [nƏʊ]
dʒ June [dʒu:n] ŋ sing [sɪ ŋ]
f fall [fϽ:l] l leg [leg]
v van [vӕn] r red [red]
θ thin [θɪ n] j yes [jes]
ð then [ðen] w wet [wet]

Practice: Eating out

Imagine you are in a restaurant with your business colleague. Work in group and discuss as
many examples as you can of the language indicated below.

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 Recommending what to eat Expressing preferences Ordering

Commenting on the food Asking for the check Offering to pay

Insisting on paying Inviting thanking

Language expression for Socialising

Saying what’s going on and what’s available
 There’s a (good) movie / play / concert / playing at……..
 We have a good theater in the city ……………………
 There are some…..
- interesting museum/ public buildings…..
- good restaurants
 are interested in ……
- eating out?
- visiting/ seeing…….?

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Inviting
 Would you be interested in going to see….
 I’d like to invite you to have dinner this evening. Is that good idea?
Responding invitation
 That would be very nice.
 I’d like that.
 Thank you. That would be a pleasure.
Declining an invitation
 I’d like to, but I am afraid…
 That would be nice, but unfortunately….
- I’m rather tired…
- I have an appointment this evening…
- I’m rather busy…
- I have some work to do…
Stating preference
 I like Japanese cuisine very much…
 I think I’d like to…..
 I think I’d prefer….
 I love (classical) music….
Looking at a menu
 The (fish) sounds nice..
 I think I’d like to try….
 I think I’ll have….
 Shall we have a glass of…?
Commenting on a night out
 It’s been great! / a terrific night / evening.
 It’s been very nice.
 Thank you very much for your hospitality.
 I enjoyed it very much.

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MEETING 3-4: Telephone calls

Brainstorming
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Preparing a telephone
………………………………………………………………… call……..
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Practice: having a purpose

Different people have different aims in a telepohone call. Wha do you think are the aims of
the people in the following situations? Fisrt is done for you as an example.
Situation Aims
1. A purchasing manager who has
received an incomplete delivery

2. A tax payer with a tax bill problem

calling tax authority

3. A sales representative for a furniture

manufacturer making a first call to
Mora Fine Design, a company which
sells office furniture.

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Practice: Leaving a message

Take a look on the telephone conversation below and write the above form according to the
conversation.

Assistant : hello, Harris & Co, how can I help you?

Michael : Hi, Michael Horgan here from Baylis in Miami. Is Mary Jeangeorges there?
Assistant : I beg your pardon? Who would you like to speak to?
Michael : Mary Jeangeorges? Is she there?
Assistant : Who’s calling please?
Michael : Michael Horgan.
Assistant : I’m sorry Mrs. Jeangeorges has already left the office today. Shall I ask her
to call you tomorrow?
Michael : No, it’s okay. I’ll send her an email.
Assistant : oh, okay. That’ll be fine. Do you have her address?
Michael : Yeah, no problem/ I’ll email her. Bye for now.
Assistant : Bye.

Practice: Telephone conversation

Use the following flow chart to make a complete conversation. You can use the language
expressions on the next page to compose your conversation.

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Language Expression for telephone calls
Introducing yourself
 Good morning, Greendale.
 Hello, this is……from…….
 Hello, my name is ……calling from……

Saying who you want

 I’d like to speak to ………, please.
 Could I have the ……. Department, please?
 Is…… there, please?

Saying someone is not available

 I’m sorry he/she’s not available….
 Sorry, he/she’s away / not in / in a meeting / in Frankfurt.

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Leaving and taking messages
 Could you give him/her a message?
 Can I leave him/her a message?
 Please tell him/her….
 Please ask him/her to call me at….
 Can I take a message?
 Would you like to leave a message?
 If you give me your number I’ll ask him/her to call you later.

Offering to help in other ways

 Can anyone else help you?
 Can I help you perhaps?
 Would you like to speak to his assistant?
 Shall I ask him to call you back?

Asking for repetition

 Excuse me. / Sorry, I didn’t catch (your name / your number / your company name
/ etc).
 Excuse me. / Sorry, could you repeat your (name, number, etc.).
 Excuse me. / Sorry, I didn’t hear that.
 Excuse me. / Sorry, I didn’t understand that.
 Could you spell (that / your name), please.

Acknowledging repetition
 Okay, I have got that now.
 (Mr. Andi Abraham.) I understand.
 I see, thank you.
Setting up appointment
 Could we meet some time next month?
 When would be a good time?
 Would Thursday at 5 o’clock be good for you?

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  What about July 2nd?
 That would be fine.
 No, sorry, I can’t make it then.
 Sorry, I’m too busy next week.

Changing appointment
 We have an appointment for next month, but…
 I’m afraid I can’t come on that day.
 Could we re-schedule it?

Confirming information
 So ….
 Can I check that? You said ….
 To confirm that….
 Can you /Can I confirm that by fax?

Ending a call
 O.K. I think that’s all.
 Thanks very much for your help.
 Please call if you need anything else.
 I look forward to ………..seeing you / your call / your letter / tour fax / our meeting.
 Good bye and thanks.
 Bye.

Practice
Suggest suitable language expression (phrases, etc) for each step in the conversation, then
practice the dialogue with a colleague.

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Situation scheme 1:
Work in pairs, A and B. Create a dialogue based on the cues below.

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Situation scheme 2
Work in pairs, A and B. Create a dialogue based on the cues below.

Practice: Telephone conversation  Handling problems

Stating reason for the call
 I’m calling about….
 Unfortunately, there’s problem with…
 I’m calling to complain about….
Explaining the problem
 There seems to be…
 We haven’t received…
 The…….doesn’t work.
 The quality of the work is below standard.
 The specifications are not in accordance with our order.
Referring to the previous problems
 It’s not we’ve had this problem.
 This is the (third) time this has happened.

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  Three months ago….
 We had a meeting about this and you assured us that…
Threatening
 If the problem is not resolved……..
we’ll have to consider our position.
we’ll have to renegotiate the contract.
we’ll contact other suppliers.
the consequences could be very serious.
Handling complaints and other problems
Asking for details
 Could you tell me exactly what…..?
 Can you tell me…..?
 What’s the……?
Apologizing
 I’m sorry to hear that.
 I’m very sorry about the problem / delay / mistake…..
Denying and accusation
 No, I don’t think that can be right.
 I’m sorry but I think you’re mistaken.
 I’m afraid that’s not quite right.
 I’m afraid that can’t be true.

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MEETING 5-6: Business Presentation
Language expressions for presentations

1. Starting the presentation

 Greeting
Good morning/ afternoon/ evening, ladies and gentlemen.
Welcome to the “Mini Seminar”.
Hello/ Hi everyone.

 Name and position

Let me just start by introducing myself. My name is Rebecca Wuhan.
As some/ most of you already know, I am Rebecca Wuhan.
I’m in charge of/ responsible for production.
I’m the new managing director.

 Title / subject
The title/ subject/ topic of today’s presentation/ talk is……
Today, I’d like to speak about…
What I’d like to talk about is….

 Objective
The objective of this presentation is to present…..
This talk will act as a springboard for discussion.
The aim of today is to give some background about…

 Main parts / outline

I’ve divided/ split my talk into four main parts/ sections.
Firstly, what I want to do is give you some background…
Secondly/ thirdly, we will look at/ move on to…
Then/ Next/ After that/ Finally, I will speak about/ examine…

 Visuals
I will be using the whiteboard and flipchart.

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 I will be using the projector.

 Timing
The presentation will take/ last about………….minutes.
I will speak for about………..minutes.
I plan to be brief. About……………minutes.

 Questions
If you have any questions, please feel free to interrupt.
Please interrupt me as we go along if you have any questions.
I’d be glad to take any questions at the end of my presentation.

 Audience
I know that you have all travelled a long way.
I’m very grateful that you could come today.
It’s nice to see so many faces.
I look forward to your comments on this.

 Link to start
Ok. Let’s start with the first point which is…………
Right. We can begin by looking at……

2. Signaling – linking the parts

 Sequencing ideas
Firstly/ Secondly/ Thirdly/ Then/ Next/ Finally…..
The first/ Second/ Third/ Final point is…………

 Ending a section
Right/ So/ Well/ Ok……
That’s all I wanted to say about….
I think that covers everything on….
I think that deals with….
To summarize….

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  Intermediate questions
Are there any questions or comments on that?
Would anyone like to ask a question at this point?

 Opening a new section

Let’s now look at….
Now I want to turn to….
This brings me to the third and final point which is….

 Exploring a list of points

In relation to…
Regarding….
Concerning….
With respect to….

 Adding ideas
In addition to this…. Moreover….
However…. / Despite this…..
So…. / Therefore….

 Digressing
If I could digress for a second….
I would like to look at ……in passing.
By the way…../ Incidentally….

 Going back
Let me now return to….
Let me now come back to….

3. Highlighting and emphasizing

 Focusing
I’d like to emphasize….
I’d like to stress…

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 I should reiterate/ repeat…
It is critical/ essential to understand…

 “What”
What we can’t do is….
What I’d like to do is….
What I have been able to do is….
What is really important is….

 Repetition
This is a very, very difficult problem….
We thought for a long, long time about this.
We need to do something and we need to do it now.

 Simplifying
To be honest…./ Frankly speaking….
Basically,…. / To put it simply, …..
Believe me,……

 Analyzing
Let’s look at this more closely.
What does this mean exactly?
In other words,….

 Articulation – stressing
[AUXILIARY VERBS – DO – DOES – DID]
We did achieve my things last year.
It does seem to be the best solution.
We did think very carefully about this.
[KEY WORDS]
I agree, it is important.
We have tried repeatedly, believe me.
There is lot of room for improvement.

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  Dramatic language
A total/ absolute/ complete disaster.
A great/ outstanding/ remarkable success.
Totally unacceptable/ Quite brilliant.

 Contrast
Actually… /In fact…. / In reality…. / The truth is that….
Yesterday it was easy. Today it is far more difficult.

4. Engaging your audience

 Rhetorical questions
How can we explain this?
Is there anything we can do about this?
How will this affect our company?
What will be the result?

 Offer clarification
Is that clear?
Are there any questions on that?
I’m sure some of you want to take me up on this.

 Directing questions
Rebecca, I know you have a lot of experience. Could you comment?
Perhaps, I can ask Rebecca to answer that questions? Rebecca?
I’d like to try an experiment. Could you ask your neighbor….?
Can I ask for a show of hands? How many people….?
How many people here have ever….?

 Creating rapport
We need to….
We don’t need to spend time on this.
I know what you are thinking.
I am sure everyone in this room……

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  Interesting facts
Did you know that….?
According to a recent study….
I read somewhere that….
Statistics show that….

 Interesting examples
Or example….
For instance….
As an example….

 Acknowledge
I am sure you do not realize me to tell you that….
I realize you all know….

 Diplomacy – softening
I tend to think that….
It seems to me that….
It may be a little/ bit difficult.

5. Visual aids – Design & Type

 Introducing the visual
Ok. Let’s take a look at….
I have a transparency to show you.
The first / Second/ Next/ Final slide is….

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  Check with the audience
Is that clear for everyone?
Is that in focus?
Can everybody see that?

 Meaning of the visual

This shows/ illustrates/ demonstrates/ refer to…
This is a graph/ an organigram which shows….
As you can see, this is….
Here we can see….

 Focusing attention
I’d like to draw your attention….
One of the most important aspects of this is….
At first glance it seems…. but….

6. Closing a presentation
 Signaling the end
Ok. That brings me to the end of my presentation.
Right. That covers everything I wanted to say about…
So, that’s all I have to say.

 Summarizing
To sum up then,….
In brief,….
Before I finish, let me just go over….
If I can briefly summarize,….

 Concluding
To conclude, I’d like to say that….
I’d like to finish by saying….
In conclusion,….

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  Final recommendation
It seems to me, then, that we should….
I would therefore recommend/ advice that….
 Support
I have prepared some handouts which I will pass around.
I’ll give you my e-mail address in case you wat to follow up something I said.
 Closing
Thank you for listening so attentively.
Thank you for your attention.
I hope that this has been useful.

 Inviting questions
I’d be glad to answer any questions.
So, do you have any questions?
Are there any questions?
Ok. I think that brings me to the end of the presentation. Are there any
questions?
Yes, the gentlemen/ lady sitting there. (points)

7. Handling questions
 Questions for the presenter
Are you saying that….?
What did you mean when you said….?
Could you go over that again, please? It wasn’t very clear for me.
Could you say a little bit more about….?
Don’t you think that….?

 Positive response
That’s a good/ difficult/ complex/ an interesting question.
Thank you for asking that question.
I am glad someone asked that question. It allows me to say….

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 Check your answer
Does that answer your question? / Is that okay?
Is that clear now? / Can we move on?

 Clarify
If I understand you correctly, you want to know….
You’re asking me about…. Is that right?
Sorry, I didn’t follow/ catch the question.
Could you repeat for me, please?
In other words, you’re asking….

 Refer back
As I said earlier, in the first section/ at the end of the second section….
Yes, I mentioned in the introduction….

 Accept criticism
I accept that. / That’s clear a far point. / I agree with what you’re saying.
Up to a point, I agree.

 Referring back to the presentation

As I said/ pointed out/ explained earlier,….
I think/ already made it clear that….

 Avoiding
1. Wrong person
I am afraid I can’t really answer that.
That’s not really my area/ field, I am afraid.
I don’t have the figures with me.

2. Wrong topic
I am afraid that question goes beyond the subject of today’s presentation.
I am afraid that’s confidential./ I am not at liberty to give you that
information.

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 3. Tennis – returning a question
Well, let me ask you the same question.
Ok. Let me ask you a question.
I can answer that by asking you a question.

4. Hedging
Well, that depends on what you mean by…
Well, it’s a very complicated matter…
Well, there are various ways of looking at it.

A. The structure in presenting a presentation is as follows:

Introduction
1. Greet
Good morning.
Welcome to….
2. Introduce yourself
My name is…..
3. State objective
The objective of my presentation today is…..
4. Outline structure
I’ve divided the talk into five sections….
5. Timing
I will take 15 minutes………
6. Questions
Feel free to interrupt.
7. Link
Ok, to begin with, I’d like to look at…..
Main Body
1. Part one
So, the first part of my presentation is……
2. Closing part
So, that’s all I have to say on the first point. Any
questions on that?

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 3. Opening part two
Ok, let’s move on to the second part called…..
4. Sequencing
There are two sequence to look at here: firstly….
5. Closing / moving on
So, that’s all on part two. I will now move to part
three.
6. Highlighting
Here I would like to highlight two items.
7. Using a visual
As you can see on this chart…..
8. Recommending
I would suggest…..
9. Digressing
Could I digress for a second?
10. Returning
Let me know return to…..
11. Closing
OK, that’s all I wanted to say on part three.

Ending
1. Signal end
That brings me to the end of presentation.
2. Summarize
To sum up…..
3. Conclude
In my conclusion, I would like to say….
4. Invite questions
Is there any question?
5. Handle question positively
That’s a good question.

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 6. Closing
If there are no more questions, Ill finish here.

Practice
1. Now please create a draft for a presenting the graph below.

Presentation draft

2. Conduct a small presentation simulation in your class. Take a role of presenter and
present your ideas you have prepared.
Source: English for Presentation. 1999. Jakarta: The Regional English Language Office, U.S.
Embassy Jakarta.

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MEETING 7: Meetings
a. Making meeting effective
To have an effective meeting, you have to:
- have a written agenda
- have a clear objective – known to everyone.
- respect the time available / have a good time planning.
- have good chair – effective control.
Example of a meeting agenda:
MEETING

To identify ways to advertise clothes and lifestyle

products to youth markets in Aasia.

Time: ……… Finish: ……………..

Place: ………

Agenda
1. Budget to be decided at a later meeting.
2. Preferred markets:
Suggestion: Asia, especially China, South Korea,
Vietnam, and Indonesia.
3. Advertising media: Lifestyle magazines / Television /
Internet / sport sponsorship / others?
Note: TV advertising is the most expensive.

b. Chairing and leading discussion

Opening the meeting
 Thank you for coming….
 (It’s ten o’clock). Let’s start….
 We’ve received apologies from…
 Any comments on our previous meeting?
Introducing the agenda
 You’ve all seen the agenda….
 On the agenda, you’ll see there are three items.
 There is one main item to discuss…

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 Stating objectives
 We’re here today to hear about plans for….
 Our objective is to discuss different ideas…
 What we want to do today is to reach a decision….
Introducing discussion
 The background to the problem is….
 This issue is about….
 The point we have to understand is….
Calling on a speaker
 I’d like to ask Mary to tell us about….
 Can we hear from Mr. Randi on this?
 I know that you’ve prepared a statement on your Department’s view…
Summarizing
 So, what you’re saying is….
 Can I summarize that? You mean….
 So, the main point is….
Moving the discussion on
 Can we go on to think about…..
 Let’s move on to the next point.
Closing the meeting
 I think we’ve covered everything.
 So, we’ve decided….
 I think we can close the meeting now.
 That’s it. The next meeting will be….
c. Interrupting a meeting
Stating opinion
 It seems to me….
 I tend to think….
 In my view….
 We think / feel / believe….
 There’s no alternative to…

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  It’s obvious that….
 Clearly / obviously….
Asking for opinion
 I’d like to hear from….
 Could we hear from….?
 What’s your view?
 What do you think about….?
 Do you have any strong views on….?
 Any comments?
Interrupting
 Excuse me, may I ask for clarification on this?
 If I may interrupt, could you say….?
 Sorry to interrupt, but….
 Do you think so? My impression is….
 What? That’s impossible. We / I think….
Handling interruptions
 Yes, go ahead.
 Sorry, please let me finish…
 If I may finish this point…
 Can I come to that later?
 That’s not really relevant at this stage….
 Can we leave that to another discussion?
Practice:
Use the scheme below to create dialogue with a partner.

PAGE 32
d. Ending the meeting
Asking for clarification
 Could you be more specific?
 Could you explain that (in more detail)?
 What do you mean by….?
Clarifying
 This means…
 What I mean is….
 What I want to say is….
 To explain this in more detail….
Checking that the clarification is sufficient
 Is that okay? / is that clearer now?
Referring to other speakers
 As Andi has already told us….
 I’m sure Mr. Andi knows about this…

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  Later we’ll hear a report from Neil on….
 Professor Andi is certainly aware of….
Delaying decisions
 I think we need more time to consider this.
 I think we should postpone a decision….
 Can we leave this until another date?
 It would be wrong to make a final decision….
Ending the meeting
- Summarizing
 I think we should end there. Just to summarize….
 We’ve covered everything, so I’d like to go over the decisions we’ve taken….
 So, to conclude…. We’ve agreed….
- Confirming action
 We’ll contact….
 John will….
 We’ve got to….
 We need to look at….
- Referring to next contact
 We’ll meet again next month….
 We look forward to hearing from you….
 It’s been a pleasure to see you today and I look forward to our next
meeting…

PAGE 34
MEETING 8: Mid-Term Test

PAGE 35
MEETING 9: Negotiating
A. Making a successful negotiation
Planning
 Read and gather pre-negotiation documentation
 Clarify important questions prior to the negotiation
 Know the other party: business and culture
 Decide objectives, strategy and agenda
 Specify roles and responsibilities within the team
 Inform people about date, venue and time
 Prepare and rehearse your opening statement
Beginning the negotiation
 Create positive atmosphere
 Respect cultural expectations of behavior
 Establish a framework: agenda, procedure, roles
 Agree a timetable
 State your position
 Stress common interest
During the negotiation
 Listen and clarify the objectives of the other party
 Check to make sure they understand you
 Focus initially on areas of agreement
 Make a proposal
 Be clear, firm and to the point
 Handle conflict positively
 Be creative and flexible when bargaining
 Reach a position of mutual advantage
Ending the negotiation
 Summarize and agree the deal
 Clarify future responsibilities
 End positively

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 After the negotiation
 Recognize successes
 Learn from failure and improve for the next time
 Build up and extend the new relationship
B. Agreeing the agenda
Procedure
 To begin, I think we should firstly agree a procedure for the negotiation
 May I suggest that we begin by establishing a procedure for the session
 I think we could begin by outlining our position. Then….
 After that we should hear your presentation.
 Then we’ll have a question and answer session. Finally…..
Stating your aims and objectives
 I’d like to begin with a few words about our general expectations….
 May I outline our principal aims and objectives today….
 We want to clarify our positions….
 We have a formal agenda….
 We don’t have a formal agenda, but we hope to reach agreement on….
 There are three specific areas we would like to discuss. These are….
 We have to decide….
Stating shared aims and objectives
 Together we want to develop a good relationship….
 We agree that….
 It is important for both of us that we agree on….
Introducing the agenda
 We’ve drawn up the agenda.
 Let’s just run through the agenda.
 As you can see, there are 2/3/4 items on the agenda.
 I’d like to take……………first.
 We aim to deal with/ cover……….under item 3.
 We’ve put…………..last.

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 Roles
 ………..is going to sit in.
 ………..is going to take the minutes.
 ………..would like to say a few words about….
 ………..you’re going to give us a presentation.
Timing
 It will take two hours. / It won’t take long.
 I need to be away by……….o’clock. That gives us two hours.
 I suggest that we take a break/ lunch at……
 How are you fixed for time? (informal context)
Questions
 OK. Are there any questions at this point?
 Would you like to ask or add anything?
 If you have nothing to add, we can move on to outlining our positions.
C. Making an opening statement
Welcoming
 Welcome to….
 I’m sure we will have a useful and productive meeting….
First meeting
 We see this as a preparatory meeting….
 We would like to reach agreement on….
One of a series of meetings
 Following previous meetings we have agreed on some important issues.
Today we have to think about….
 We have reached an important stage….
D. Clarifying positions
Confirming negotiating positions Responding
 So, you…..is that an accurate That’s right
summary of where you stand?
 So, for you, this is an opportunity
to…..
 The most important thing for you is… Exactly

PAGE 38
  As I understand it, you would like Yes. It is.
to…
 Is that right? Not exactly, I said…
Asking for clarification Clarifying
 I didn’t understand. What exactly do When I said…….I meant…….
you mean by….? Perhaps I should clarify that.
 Could you clarify one point for me? Of course.
 When you say…..are you saying Not exactly. What I was saying was…
that…? Sure
 Could you say a little bit more
about…
General questions Encouraging / showing interest
 Can I just ask you question about… Go ahead.
 I’d be interested to know more Of course.
about… Yes, certainly.
 Could you tell us something about…? Please do. Go ahead.
 Could I move on to another
question?

E. Bargaining
Restating position
 Let me just clarify our basic position.
 Perhaps I should reiterate our objective here.
 Can I just stress that….
Setting conditions
 That’s acceptable…
 We can agree to…
 That’s fine.
 We could offer you…
 We might consider…
 What would you say if we offered you…
Responding in the bargaining phase
 Accepting
 That is acceptable
 OK. We can agree to that but we could….

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  That would be difficult. However, would you consider….?
 I’m afraid this is not acceptable. But why not…?
 Refuse with new offer
 We couldn’t agree to that but we could…
 That would be difficult. However, we would you consider…?
 I’m afraid this is not acceptable. But why not…?
 Accept with a condition
 That’s fine if you….
 If you………
 Reject
 I’m afraid that wouldn’t meet our requirements.
 Even with this offer, we couldn’t accept.
 Authority problem
 I’m afraid I don’t have the authority to sanction that.
 I’ll have to get back to you on that.
 I would need to refer back on that.
F. Handing over
 I’d like to end there and give you the opportunity to respond to this.
 I’d like to hand you over to my colleague…., who has something to say about….
G. Handling conflict
Always stress the positive
 I think we should look again at where we have agreement.
 I think we should take a quick look at what we have achieved so far.
 There is no problem in relation to….
 As far as ………….is concerned, we agree.
Identifying obstacles
 The major obstacle at the moment seem to be….
 The main sticking point here is…
Creating solutions
 What do you think is reasonable solution?
 A compromise could be to….

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 Reassuring
 Let me reassure you that….
 You needn’t worry about…
Postponing
 I think it would be a good idea to come back to this later
 Let’s break and hopefully we can come back with some fresh ideas.
Asking and showing understanding
 I realize that this is difficult.
 I fully understand….
Threatening
 If you are unable to move on this, we will have to…
 If you cannot offer us something, we’ll have to look elsewhere.
Terminate the negotiation
 I think we have gone as far as we can today.
 I’m afraid that we’re not going to reach agreement today.
H. Ending negotiation
Closing signal
 OK, perhaps we should stop at this point.
 So, that brings us to the end of…
 Right, I think that covers everything for today.
Progress made
 We’ve made some/good/excellent progress.
 We’ve taken a step in the right direction.
 We didn’t get as far as we hoped but…
Summarize
 Can I just run over the main points?
 Let’s go over the main points again.
Review areas of agreement
 We’ve agreed the following: ………………….
 As far as……..is concerned, we agreed………….

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 State unresolved areas
 Outstanding issues are…..
 We can tie up the loose ends at later date.
Checking and confirming
 Do you agree with that?
 Does that reflect what we said?
 Is that an accurate summary?
Action points for the future
 We’ll review this again in six months.
 We will draw up a final contract.
 Andi’s been keeping notes.
 We’ll let you have a detailed summary.
Next meeting
 Shall we say 4 o’clock? Does that suit you?
 I suggest we meet at the same time next week.
Positive close
 I think we’ve got a good deal.
 It remains for me to thank you for coming and…
 We can finish there. I look forward to our next meeting.

Practice

Practice a negotiation for the following scenario:

You are marketing managers in a large fashion company. You are having a meeting with the
leader of your team of marketing representatives to negotiate new contracts. Sales have not
increased in the past year and so you do not want to increase either reps’ pay or their
commissions.
Write your ideas for negotiation below:
Negotiation ideas

PAGE 42
MEETING 10: Email
A. Parts of E-mail
Before practicing email writing, you have to get familiar with parts of email. Parts of
email are presented below.
1. Email Address
Email addresses, e.g. "me@example.com", are composed of several elements. Most
prominently, you find the '@' character in the "middle" of every email address. To
the "right" is the domain name,"example.com" in our example.
2. The Domain Name
Domains on the internet follow a hierarchical system. There are a certain number
of top-level domains ("com", "org", "info", "de" and other country codes, for
example), which build the last part of every domain name. Within such a top-level
domain, custom domain names are assigned to people and organizations applying
for them. "about" is an example of such a custom domain name. The domain owner
can then set up sub-level domains freely, to form something like
"boetius.example.com". Unless you buy your own domain, you don't have much say
(or even choice) concerning the right, the domain name part of your email address.
The User Name. To the "left" of the '@' sign is the user name. It designates who at a
domain is the owner of an email address, for example "me". If it was not assigned to
you by your school or employer (or friend), you can choose the user name freely.
When you sign up for a free email account, for example, you can enter your own
creative username. You are not completely free, however. In fact, the number of
characters that can be used the user name part of email addresses is literally
numbered. Everything that is not allowed explicitly is forbidden.
3. Characters Allowed in Email Addresses
Now, what are the characters that can be used to build an email address? If we
consult the relevant internet standard document, RFC2822, identifying them seems
to be a horrendously complicated endeavor. The user name consists of words,
separated by dots [`.']. A word is an "atom" or a quoted string. An "atom" is a
sequence of ASCII characters (from 33 to 126; 0 to 31 and 127 are control characters,
32 is whitespace), excluding braces (`(', `)', `[', `]', `<', `>'), punctuation marks

PAGE 43
 (`.', `,', `;', `:'), two other characters (`\', `"'), spaces(` ') and the mighty (`@'). A
quoted string begins and ends with a quotation character (`"'). In between the
quotes, you can put any ASCII character (now from 0 to 177) excluding the quote
itself (`"') and the carriage return (`\r'). You can quote the quote with a back slash
(`\') to include it. The backslash will quote any character. The backslash causes
the following character to lose the special meaning it usually would have in the
context. For example `\"' does not end the quoted string but appears as a quote in
it. I think it's best if we forget all this (quoted or not) quickly.
4. Characters You Should Use in Your Email Address
What the standard boils down to is using any ASCII alphanumeric character plus
some fancy, but otherwise "normal" characters (`!', `#', `$', `% `&', `*' `+', `-' `~', and
whatever you can find in between ASCII 33 and 47).
5. BCC
Short for Blind Carbon Copy, BCC sends copies of an e-mail without displaying any
of the names or e-mails in the e-mail. Keep in mind that most programs will not
display the BCC field; however, anyone familiar with their e-mail program can
enable this field to see all e-mail addresses and names.
6. CC
a. Short for Carbon Copy, CC is used to send copies of an e-mail to additional
people. This allows a user to send that e-mail to individuals who may be
interested or may need to know about thee-mail, but the e-mail is not directly
to those individuals.
b. When referring to the mouse or mouse cursor, CC is short for Cursor Control.
Cursor Control describes the ability to move the cursor. This is accomplished
by using the arrow keys.
c. When referring to a Linux and Unix command, cc is a C compiler command.
Additional information about the cc command can be found on our Linux and
UNIX cc command page.
d. Abbreviation for Creative Commons.

PAGE 44
 7. Signature
a. A signature or signature block is data used for identification purposes most
often found in e-mail messages. A signature may be as simple as the individual's
name or alias, contain additional information such as a job description,
company, e-mail address, position, phone number, URL, quote, funny
saying or joke. Below is an example of the Computer Hope signature sent with
all of our e-mails. In the below picture, is an example of a window that will
appear when composing a new e-mail message. In our example, the signature
is automatically inserted any type a new e-mail message is being composed. E-
mail signature etiquette keep the signature as small and simple as possible. We
suggest no more than four lines. Your signature doesn't need to be a complete
bio of yourself. If you have five different phone numbers, you shouldn't post all
five of them in your signature. Often a cell phone number is enough. Have a
divider or empty lines between the signature and main message. Don't
advertise more than your web page. Everyone gets bombarded enough by e-
mail solicitation. E-mail questions and answers.
b. Signatures are also often found on online communities and forums as a way for
a user to identify them, something they enjoy, etc.
8. Plaintext
A text file or document that contains only text and is capable
of being viewed in any text editor. An example of a plaintext editor and viewer is
Microsoft Notepad, although Microsoft WordPad and Word could also be used to
view plaintext. Unlike a rich-text document
a plaintext document cannot have bold text, fonts, larger font sizes, orany other
special text formatting.
Adopted from: Minimax. Dignen, Bob 1999: Design lab.Jakarta

B. How to write E-mail

Below are the guideline on how to write a business email.
1. Email
To : All members of staff

PAGE 45
 From : Jennifer Ranford <j.ranford@firm.com>Date : 1 April 201331 March 2013
Subject : E-mail Writing Guidelines
Please note and follow the guidelines below concerning the writing of
company e-mail messages.
2. Subjects
Give the message a subject/title. E-mail messages without a subject may not be
opened because of a fear of viruses and especially note that it is very easy to forget
to type this important information.
3. Subject contents
Keep the subject short and clear but avoid such headings as: ‘Good News’, ‘Hello’,
‘Message from Mary’. These headings are common in messages containing viruses.
Short but specific headings are needed, e.g. Order No. 2348X
Delayed Shipment Laboratory Equipment Order
4. Greetings
Start the message with a greeting so as to help create a friendly but business-
like tone. The choice of using the other name versus thesurname will depend on
who you are writing to. If you have communicated with the receiver previously and
he/she is at a similar level to you, then the use of the other name would be
appropriate. If the receiver is more senior to you, or if you are in doubt, it would be
safer (particularly in the first communication) to use the person’s surname/family
name together with a title,
e.g. Dear Mr. George, Dear Ms Nina.
It is also becoming quite common to write the greeting without a comma,
e.g. Dear Miss Diana
5. Purpose
Start with a clear indication of what the message is about in the first paragraph. Give
full details in the following paragraph(s).Make sure that the final paragraph
indicates what should happen next.
e.g. I will send a messenger to your office on Tuesday morning to collect the faulty
goods.
e.g. Please let me have your order by the beginning of the month.

PAGE 46
 6. Action
Any action that you want the reader to do should be clearly described, using
politeness phrases. Subordinates should use expressions such as 'Could you...' or ' I
would be grateful if...'. Superior staff should also use polite phrases, for example,
'Please...'.
7. Attachments
Make sure you refer, in the main message, to any attachments you are adding and
of course make extra sure that you remember to include the attachment(s). As
attachments can transmit viruses, try not to use them, unless you are sending
complicated documents. Copy-and-paste text-only contents into the body of the e-
mail. If you use an attachment, make sure the file name describes the content, and
is not too general; e.g. 'message.doc' is bad, but 'QA Report2013.doc'2013.doc' is
good.
8. Endings
End the message in a polite way. Common endings are: Yours sincerely, Best regards,
Best wishes, Regards, If you did not put a comma after the greeting at the beginning
of the message, then do not put a comma after the ending either,
e.g. Best wishes
Regards
9. Names
Include your name at the end of the message. It is most annoying to receive an email
which does not include the name of the sender. The problem is that often the
email address of the sender does not indicate exactly who it is from, e.g.
company@npg.uk

Tips for writing an effective email

1. Keep your e-mails short

Less is more. The shorter you can keep your e-mail while still relaying your message or
question the better. At most we suggest no more than three paragraphs of text.

PAGE 47
2. Make the subject line clear and easy to read
The subject of the e-mail should contain enough information to let the recipient know
what the e-mail is about.
3. Make the e-mail personal
Always include the name or alias of the e-mail recipient. If you want the e-mail to be
even more personal include your real name in thee-mail as well.
4. Watch your spelling and grammar
E-mail with spelling and other grammatical errors tells the reader it's not that
important. Always spell check, keep the below suggestions in mind, and proof read the
e-mail before sending it out. Always use proper punctuation and capitalization. Never
use shorthand or acronyms people don't understand. Do not write in all caps; it gives
the impression you're yelling.
5. Don't forward jokes and other e-mails
While you may find a joke funny or find an e-mail interesting or disturbing most people
doesn’t enjoy getting forwarded e-mails. Never forward e-mails to all your friends and
family.
6. Remember e-mail isn't private
Realize that e-mail is not encrypted and can be forwarded to other people. Never send
personal or company confidential data in e-mail.
7. Reply to e-mails effectively
When replying to e-mails keep the below suggestions in mind. Try to reply to e-mails as
quickly as possible. Use the "Reply to all" option cautiously. Really make sure if there
are multiple recipients in the CC that everyone really needs to see your reply. Keep the
e-mail thread (previous messages) in the body of the message and your response at the
top. This helps remind the reader what the e-mail was about. Do not over use e-mail
program options such as "high-priority", "automatic replies", "read receipts", etc.
8. Keep the CC and BCC to a minimum
When using CC to send to e-mail to multiple recipients try to keep the list to a
minimum. Often when someone sees more than four in the list they'll disregard it as
not important or think one of the other recipients will take care of it. Also, use BCC

PAGE 48
 instead of CC when it's not important for the e-mail recipients to see whom the e-mail
was sent to and to help keep everyone's e-mail addresses private.
9. Use plaintext instead of HTML
Always send your e-mails as plaintext. It may not be as pretty but it does allow the e-
mail to be read easier and is often lessdistracting.
10. Use a clean signature
Signatures can be an effective method of displaying your contact information at the
bottom of e-mails. However, follow e-mail signature etiquette when creating your own
signature.
Adapted from: Minimax. Bob Dignen1999: Design lab. Jakarta

Practice:
Work in pair, A and B. A as the customer and B is the sales representative of the furniture
company.
A. Customer: Sending an email
You intend to buy furniture for your company
Ask for a discount before agreeing to the price
B. Sales representative: Responding an email
Confirming whether or not there is a discount for your company

Please draft your email below before you write and send it by using the above scenario.
Drafting an email

PAGE 49
 MEETING 11: Business Letter
Writing letter: requesting information

GLOBAL MATERIALS, Ltd. Printed

08 Cambridge Avenue, Cambridge, Massachusetts, USA letterhead.
(T) +1 888 578 (F) +1 888 577
UK Date:
Your ref: HG271 August 14, 2017 14 August 2017
Reference.
Our Ref: CC5018 US Date:
August 14, 2017
Mr. Schlosser
Managing Director Open punctuation is
used with no commas or
International Industry GmbH full stops for address,
Frankfurt 4518 date, references,
salutations, and closure.
Salutation. Dear Mr. Lawrence
Explain Following your letter of order dated 8 August 2017, I am writing to
reason for confirm that our company commits to supply the engineering materials
writing. to your company.
We are about to send the items you are requested. However, there is an It is easy to read
Main
body of item which we think needs a clear description for the number of order. with consistent
letter. Would you mind if you tell us the detail amount of the Brass you need? and adequate
We would be glad if you could provide information regarding our spacing

Positive and inquiry.

polite close is
I am looking forward to hearing from you soon.
left justified
Closure. Sincerely yours,
Signature. Name and professional
tittle. If you see p.p.
Leo Lawrence next to a signature, the
letter was signed on
Managing Director behalf of another
encs shows person
that a encs c.c. shows that
document is c.c a copy has been
sent to Rownie
Rownie Clare, Procurement manager Clare

The above picture is the business letter layout, while the following table are some common
expressions for salutation and closure.
Context Salutation Closure
You do not know the name Dear Sir Yours faithfully (UK only)
Dear Madam Sincerely yours (US)
Dear Sir/Madam Yours truly (US)
Dear Sirs Sincerely (US)

PAGE 50
 Yours sincerely (US)
You know the name Dear Mr. Sean Your sincerely
Dear Mr. and Mrs. Sean *In British and US English
Dear Ms. Sean* Ms. is common for both
Dear Mrs. Sean (married) married/unmarried women
Dear Ms. Sean (single)
You know someone quite Dear Helga Best regards/ Regards
well Dear Ron Best wishes

For writing the business the letter, there are some correspondence phrases can be employed
as follows.
Context Expression
Starting With reference to your letter dated 15 August ….. (year)
Further to our meeting last week, …
Thank you for your letter of ….. (date)
Re* your fax

*in business letter it means about; on the subject of:

Reason for writing We are writing to request/confirm/inform/ask/check…

I am just writing to request/confirm/inform/ask/check…
Just a short note to request/confirm/inform/ask/check…

Giving good news We are delighted to inform you that…

You will be pleased to…
You will be happy to learn that…

Giving bad news We regret to inform you that…

I am afraid that… / Unfortunately…
I am sorry but…

Making a request We would appreciate it if you could…

I would be grateful if you could…
Could you…

Offering help If you wish, we would be happy to…

Would you like me to…? Shall I…?
Do you want me to…?

Apologizing We must apologize for (not)… / We deeply regret…

I do apologize for… (any inconvenience) caused.
I am really sorry for/about…

Enclosing document We are enclosing… / We enclose…

Please find enclosed…

PAGE 51
 I am enclosing… / I have enclosed…

Closing remarks Do not hesitate to contact us again if you need further

assistance.
If you have any further questions, please contact me.
Let me know if you need any more help.

Positive future reference We look forward to meeting/seeing you next week.

We look forward to hearing from you.

Model Letter
Here are some model letters which you can use. You can simply adapt it.

PAGE 52
PAGE 53
MEETING 12: Report

There are any different layout for business reports. You should write based on your
company’s in-house style. Useful Phrases and Structures for Writing Reports:

Introduction
The aim of this report is to provide an evaluation of____________. It is based on (an
audit carried out on the premises) as well as (comments from staff). It will also
provide suggestions and recommendations for improvement.

The body of the report

Quoting People
It is clear from employee feedback that . . .Comments from staff suggest that . . .It
has been mentioned that . . .It has also been reported that . .

Reporting Observations
It has been noted that . . .It has been observed that . . .Yet another observation is
that . . .Another point to mention is . . .Yet another aspect to highlight is . . .

Expressing Possible Results of Problems

This could lead to . . .This may well result in . . .This might give rise to . .One possible
outcome of this could be . . .This could have serious implications for .This could
have negative impact on…..

Expressing causes of problem

This could be due to (the fact that) . . .This could be attributed to (the fact that)...
This could be the result of . . .

Suggesting ideas
It would (not) be advisable / practical to…
Perhaps the most effective way to.....would be to . . .
…… must be taken into account / consideration.

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 Suggesting Solutions to Stated problems
One solution to this problem could be . . . . To combat this, . . . This could be
prevented by. . . .To improve this situation, it is suggested that . . . A (more spacious
area) would be the solution.
…………….. would be an effective way of dealing with this problem.

Appendices
(include table of figure, illustration)

Practice

Situation
You are a sales representative of the fashion company (you may also use your own
company). The sales index is dropping gradually in Asian market and you are asked to
write a report.

Before you write the report:

1. Identify the problems causing the dropping index
2. Ask what people might say or comment about the problems
3. Express the possible results of the problem
4. Suggest possible solutions for the problems

Now write the report:

PAGE 55
MEETING 13: Job Application
Semarang, August 14, 2017

Fara Breinner
Foodtech Company
812 Avenue of the Americas, New York, NY 1208

Dear Ms. Breinner:

Introduction I am writing to apply for a production operator that you posted

on Foodtech.com. I believe that both my education and my
Thesis statement experience in machining qualify me for the position you
advertised.

Examples I have graduated from Diponegoro University, where I am

majoring in Mechanical Engineering. Throughout my colleague
career, I have maintained a 3.4 average. I have a strong intension
to find a full time job in machining. For this reason, I am very
interested in your vacation. It would not only give me additional
technical experience, but it would also give me insight into a
large-scale machining operation. A production operator would
enable me to operate and maintain the production machine – a
subject I now a lot about.

Examples Throughout my college, I have been involve in machining. I have

served as laboratory assistant in machining laboratory and have
operated and maintained several production machines. I have
also worked as a research assistant in machining project, an
international collaboration project between Diponegoro
University and DELF universitat, Germany. In addition, I
acquired professional machining experience as well as experience
maintaining fabrication machine, when I worked as an intern for
Wijayakusuma Industry in Semarang.

Conclusion I believe that my education and my machining experience make

me a good candidate for your position. As your ad requested, I
have enclosed my CV and academic transcript for your
consideration. You can contact me by mobile phone at (+62) 813-
678-9988 or by email aravian912@gmail.com. I am available for
interview at your convenience. I look forward to meeting you to
discuss my qualifications.

Sincerely
aravB
Aravian B. Rumi

PAGE 56
MEETING 14: Curriculum Vitae
CHRONOLOGICAL CV

Namey McName

Peleburan Raya No.1, Semarang

nameymcname@email.com
http://uk.linkedin.com/in/nameymcname
+62 813 2564 3350

Profile
Proactive, responsible final-year undergraduate who has undertaken a relevant internship
and is currently secretary of a student society, demonstrating commercial awareness,
leadership, self-motivation and flexibility. Seeking position in mechanical engineering
that matches skills and experience.

Education
Diponegoro University

Bachelor in Mechanical Engineering

Relevant modules include: Module A, Module B, Module C, Module D, and Module E.

Final-year project: taking the role as a team member, I was responsible for drawing the
block diagram, counting the efficiency, checking the reliability of the components,
ensuring the component’s quality, and assembling the component into a large simulator.
Worked effectively in our team of six to build an effective pneumatic simulator and to
research and prepare our final report, for which we were awarded above average (80%).

Experience
Secretary, Mechanical Student Union January-December 2015
ͽ Designed ad maintained our social media pages to communicate with members.
ͽ Took the lead in promoting student union’ projects and programmes.
ͽ As Secretary, I work effectively in a team with the Leader of the Student Union, the
Treasurer and our Students’ Union contacts to ensure the efficient running of the
community.

Internship, Engineering Department, Indonesia Power, Ltd July-September 2016

ͽ Actively participated in induction and managed my own training.
ͽ Maintained the power plant regularly.
ͽ Responsible for meeting all targets and objectives agreed with my manager.

PAGE 57
 ͽ Participated in weekly review meetings, contributing to planning and decision making
on projects.
ͽ Gained experience in communicating with people at all levels in the organisation,
including meetings and via telephone, e-mail and social networks.
ͽ Delivered a presentation on my project findings to management and colleagues at
Indonesia Power, Ltd at the end of my internship.

Achievements and interests

Course Representative: nominated as course representative for Example Studies in my
second year and continue in the role this year, acting as liaison between fellow students
and academic staff and dealing with any issues arising using effective communication and
negotiation skills.

Travel: planned and organised a four week trip for myself and five friends to do a multi-
city tour around Europe, including extensive research and planning to source the best
value flights and accommodation, and negotiating group discounts for a range of
activities we wanted to undertake during our travels.

Sport: I have played tennis since primary school and represented UNDIP at national level
competitions, winning a variety of trophies for the school. Currently an active member of
the University Tennis Club and regularly participate in training and tournaments.

References
Available on request.

Adapted from Essex CV

PAGE 58
SKILLS CV

Namey McName

Peleburan Raya No.1, Semarang

nameymcname@email.com
http://uk.linkedin.com/in/nameymcname
+62 813 2564 3350

Profile
Proactive, responsible final-year undergraduate who has undertaken a relevant internship
and is currently secretary of a student society, demonstrating commercial awareness,
leadership, self-motivation and flexibility. Seeking position in mechanical engineering
that matches skills and experience.

Education
Diponegoro University

Bachelor in Mechanical Engineering

Relevant modules include: Module A, Module B, Module C, Module D, and Module E.

Final-year project: taking the role as a team member, I was responsible for drawing the
block diagram, counting the efficiency, checking the reliability of the components,
ensuring the component’s quality, and assembling the component into a large simulator.
Worked effectively in our team of six to build an effective pneumatic simulator and to
research and prepare our final report, for which we were awarded above average (80%).

Experience
Secretary, Mechanical Student Union January-December 2015
ͽ Designed ad maintained our social media pages to communicate with members.
ͽ Took the lead in promoting student union’ projects and programmes.
ͽ As Secretary, I work effectively in a team with the Leader of the Student Union, the
Treasurer and our Students’ Union contacts to ensure the efficient running of the
community.

Internship, Engineering Department, Indonesia Power, Ltd July-September 2016

ͽ Actively participated in induction and managed my own training.
ͽ Maintained the power plant regularly.
ͽ Responsible for meeting all targets and objectives agreed with my manager.
ͽ Participated in weekly review meetings, contributing to planning and decision making
on projects.
ͽ Gained experience in communicating with people at all levels in the organisation,
including meetings and via telephone, e-mail and social networks.
ͽ Delivered a presentation on my project findings to management and colleagues at
Indonesia Power, Ltd at the end of my internship.

PAGE 59
 Skills
Communication and Interpersonal
ͽ Gained experience in communicating with people at all levels in organisations while
completing internship at Indonesia Power, Ltd. including meetings and via telephone,
e-mail and social networks.
ͽ Delivered a presentation on my project findings to management and colleagues at
Indonesia Power, Ltd at the end of my internship.

Teamwork and Leadership

ͽ Taking the role of team leader, I was responsible for allocating tasks and communicating
plans and updates to other team members for a group project. I worked effectively in
our team of five to research and prepare our final report, for which we were awarded 80
per cent.
ͽ As Secretary of the Mechanical Student Union, I work closely with the Leader of the
Student Union, the Treasurer and our Students’ Union contacts to ensure the efficient
running of the Community.

Problem Solving
ͽ In my Technician Engineer role, I identified the problems in power plants that were
having an impact on energy production. I discussed with management and suggested
component changes which resulted in a more efficient production.

Time Management
ͽ Throughout my studies I have successfully organised my time to complete all
assignments and research, meeting all deadlines, while participating in a student
community.

Achievements and interests

Course Representative: nominated as course representative for Example Studies in my
second year and continue in the role this year, acting as liaison between fellow students
and academic staff and dealing with any issues arising using effective communication and
negotiation skills.

Travel: planned and organised a four week trip for myself and five friends to do a multi-
city tour around Europe, including extensive research and planning to source the best
value flights and accommodation, and negotiating group discounts.

Sport: active member of the University Tennis Club and regularly participate in training
and tournaments.

References
Available on request.

Adapted from Essex CV

PAGE 60
MEETING 15: Job Interview
A. Interviews by Interviewer
Some types of interviews are presented as follows:

1. One-to-one interview
The one interviewer, one interviewee format is the traditional and familiar style of
job interview. You and the employer meet, usually at employer’s office, and discuss
the job and your skills and other qualifications that relate to the job.

2. Group interview
Also called a panel, board, team, collective, or committee interview, this style puts
you stage center before a comparatively huge crowd — perhaps 5 to 12 questioners.
Usually they are people from the department where you would work, or they may
come from various departments throughout the organization. These people are
gathered to see whether they like you and whether you’ll fit into their operation.
Greet each person, handing out a fresh copy of your resume. Appear confident. Make
a quick seating chart to help you remember names.
Before you answer a first question, smile, thank everyone for inviting you to
meet with them, and then begin your answer, which will probably be “You asked me
to tell you about myself. . . .”
Should you try to identify the leader and direct most of your remarks to that
person? Not necessarily. The boss may be the quiet observer in the corner. Play it
safe — maintain eye contact with all committee members. When your curtain goes
up, play to a full house!
Group interviews highlight your interpersonal skills, leadership, and ability
to think on your feet and deal with issues in a stressful setting. The purpose of a
group interview is not only to hear what you say, but to see what behaviors and skills
you display within a group.
When the interview is over, thank the group as though you just finished a
speech. Thank you for having me here today. I enjoyed being with you. This

PAGE 61
 interview confirmed my research indicating that this company is a good place
to work. I’ll look forward to hearing from you, and hopefully, joining you.

3. Serial interview
A serial interview also involves a group of people, but not all at once. You are handed
off from person to person. You typically are passed from screener to line manager to
top manager — and perhaps a half-dozen people in between in the drawn-out
process of the serial interview. You strengthen your chances each time you are
passed onward.
Another type of serial interview is a prescheduled series of interviews,
usually lasting one to two days, that each applicant must complete before the
employer makes a hiring decision. The serial interview is almost always used when
a candidate is flown in from a distant locale. Paste a smile on your face and hope
that it doesn’t fall off after a day of being “on stage.”
When the initial interviewer says that you’re being passed on to the second
interviewer, try to find out a little about the second interviewer. Ask a question like
“Does number two feel the same way about customer service as you do?” You’ll get
information you need to find common ground with your next interviewer. Continue
the advance-tip technique all the way to the finish line.
When you’re interviewed by one person after another, consistency counts.
Don’t tell a rainbow of stories about the same black-and-white topics. When
interview team members later compare notes, they should be discussing the same
person.

B. Interview technique
1. Behaviour-based interview
Behavior-based interviewing relies on storytelling — examples of what you’ve done
that support your claims. Premised on the belief that the past predicts the future,
behavior-based interviewing techniques are used to ask the candidate how they have
handled specific situations — what kinds of behaviors they used to solve problems.

PAGE 62
 The presumption is that if you were a good problem solver in the past, you’ll
be a good problem solver in the future. Behavior-based interviewing emphasizes
“What did you do when,” not “What would you do if?”
Interview questions are designed to draw out clues to a candidate’s
workplace DNA. All candidates are asked virtually the same questions. The tip-off
that you’ve just been handed a behavior-based question, which should be answered
with a demonstrated skill or trait, is when the question begins with such words as
these:
 Tell me about a time when ………………
 Give me an example of your skills in………………….
 Describe a time when you……………….
 Why did you……………………………
Examples illustrate the behavior-based technique is as follows:
Think back to a time when you were on the verge of making a huge sale, and the
customer balked at the last minute, promised to get back to you, but didn’t. What
action did you take?

Remember a time when you improved inventory turns; how big an improvement
did you make?

Describe the types of risks you have allowed your direct reports to take.

Can you give me an example of when you were able to implement a vision for your
organization?

Companies using behavior-based interviewing first must identify the behaviors

important to the job. If leadership, for instance, is one of the valued behaviors,
several questions asking for stories of demonstrated leadership will be asked:
Tell me about the last time you had to take charge of a project but were lacking
in clear direction. How did you carry forward the project?

Below are some topics in behavior-based interview:

 Leadership
 Problem solving
 Negotiating

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  Initiative
 Overcoming difficulty
 Succeeding
 Dealing with stress
 Sacrificing to achieve an important work goal
 Dealing with someone who disagree with you
 Commitment
 Work ethic
 Task orientation
 Communication skills

2. Directive interview
The directive interview is one in which the interviewer maintains complete control
and walks you through the discussion to uncover what the interviewer wants to
know. The patterned interview is similar except the interviewer works from a
written list of questions asked of all candidates and writes down your answers.
A patterned interview is also called a structured interview. Although the
structured interview has been around a long time, the format is finding new
followers.
Whether you are in a directive interview, or a patterned (structured)
interview, expect interviewers to ask both closed- and open-ended questions. A
closed-end question can be answered yes or no:
Did you find my office easily?
An open-ended question usually asks how or why:
How do you like this industry?
This interviewer has an agenda and is intent on seeing that it’s followed. Being too
assertive in changing the topic is a mistake. The only safe way you can introduce
one of your skills is to ask a question:
Would you like to hear about my experience in quality assessment?

PAGE 64
 3. Non directive interview
A nondirective interview rewards you for leading the discussion. It’s often an
approach of line managers who don’t know much about professional interviewing.
Examples of nondirective interview questions include:
- We had a problem employee last quarter who revealed information about our
marketing strategies to a competitor — how would you handle this situation?
- You understand some of the difficulties this department faces — how would you
approach these in your first four months?
- Tell me about your goals in the next five years and how this position fits in with
them.
- Your resume shows you have a degree in Spanish and another in computer
science — how do you plan to use both of these in this position?
Summarized from: Kennedy, J.L. 2007. Job Interviews for Dummies: 3rd Edition. Indiana:
Wiley Publishing, Inc.

REFERENCES
1. Sweeney, Simon. 2003. Communicating in Business: Student’s Book Second
Edition. Cambridge: Cambridge University Press.
2. Sweeney, Simon. 2003. Communicating in Business: Student’s Book. Cambridge:
Cambridge University Press.
3. Dignen, Bob. 1999. English for Telephone Calls: Minimax Edition. Jakarta: RELO,
U.S. Embassy Jakarta.
4. Dignen, Bob. 1999. English for Socializing: Minimax Edition. Jakarta: RELO, U.S.
Embassy Jakarta.
5. Dignen, Bob. 1999. English for Negotiating: Minimax Edition. Jakarta: RELO, U.S.
Embassy Jakarta.
6. Dignen, Bob. 1999. English for Presentation: Minimax Edition. Jakarta: RELO, U.S.
Embassy Jakarta.
7. Dignen, Bob. 1999. Writing for International Business: Emails, Letters, & Report:
Minimax Edition. Jakarta: RELO, U.S. Embassy Jakarta.
8. Dignen, Bob & Brieger, Nick. 1999. Grammar for International Business: Minimax
Edition. Jakarta: RELO, U.S. Embassy Jakarta.
9. Kennedy, J.L. 2007. Job Interviews for Dummies: 3rd Edition. Indiana: Wiley
Publishing, Inc.

PAGE 65
MEETING 16: Final Test

PAGE 66