Business spotlight 2017 03 04

EINFACH BESSER BUSINESS-ENGLISCH

MÄRZ–APRIL 2017

COMMUNICATE TO INNOVATE

2 — 17

Deutschland €13,90 CH sfr 22,90 A·E ·I ·L · P (cont.) · SK: € 15,80

The language you need when creating new ideas

Careers

Coping with pressure

Debate

Do we need global trade deals?

Wenn die Franzosen sagen, dass sie Angst vor Marine haben, ils ne veulent pas dire qu’ils ont peur de la marine.

Französisch besser sprechen und verstehen Alles über Kultur, Menschen & Sprache Jeden Monat neu Jetzt Sprachmagazin gratis testen. ecoute-online.de/gratis Tel. +49 (0)89 / 8 56 81-16

EDITORIAL

Innovate!

Let’s go!

Innovation is the only way that you can protect your organization against the dangers of disruption.

T Disruption can hit your business model at any time.

Do you have the communication skills to innovate effectively?

he Oxford Dictionaries Word of the Year in 2016 was “post-truth”. The equivalent concept of postfaktisch was also honoured in Germany. So what words will dominate 2017? One possibility is related to “posttruth” —“alternative facts”. Another is “disruption”, which refers to an impact that makes it impossible for things to continue in the same way.

Disruption can hit industries at any time. Look, for example, at the way that Uber and Airbnb have revolutionized the taxi and hotel businesses. And as Bob Dignen explains in his latest Business Skills article, the only effective protection against disruption is constant innovation. This means not just coming up with good ideas, but also being able to put them into practice. In his article, Bob looks at the communication skills you’ll need when you’re making your organization truly innovative (p. 40).

The election of Donald Trump is also a form of disruption, a challenge to the existing political order in the United States. In his English 4.0 column, Eamonn Fitzgerald discusses the connection between Trump’s “Make America great again” message and the disruption coming from Silicon Valley.

Ironically, this disruption could hit many Trump supporters. Just one example: the potential impact of self-driving vehicles on truck drivers (p. 72).

Kostenloser Sprachtest.

Selbsttest in nur 15 Minuten Gratis in 6 Sprachen Einstufung nach Europa-Standard In Kooperation mit telc GmbH Jetzt unter sprachtest.de/dein-businessenglisch

PS: Spotlight Verlag will be a media partner at the studyworld 2017 fair for higher and continuing education in Berlin on 12 and 13 May. We look forward to seeing you there.

Fotos: Gert Krautbauer; Getty Images

SPRACHTEST.DE

IAN MCMASTER, EDITOR-IN-CHIEF i.mcmaster@ spotlight-verlag.de

EDITORIAL

2/2017 Business Spotlight

3

CONTENTS 2/2017

Debate 32 Head-to-Head A Do we need global trade deals?

The Big Picture 6 Social Media M Youth, fame and Instagram

Intercultural Communication 34 Next-Generation Workplace M Facing the future

Working World 8 Names & News E M A The latest from the world of business

Global Business 14 Interface Management A Logistics in the Bahamas

Cover story Business Skills 40 Innovation A Making it work 48 Personal Trainer M Ken Taylor provides answers to workplace questions

Facts & Figures 20 The Cruise Industry M All aboard!

Language Test 22 Information Technology E M A High up in the cloud

Viewpoint 31 It’s Personal A Elisabeth Ribbans on job titles

Language section 50 Vocabulary A garden centre E 52 Easy English Checking facts E 54 Writing Invitations M 55 Talking Finance Exchange rates A 56 English for…

Factoring A 58 English on the Move A presentation to a client M 59 Translation Tricky translations M 60 Short Story The book M 62 Grammar Relative clauses M 63 Language Cards To pull out and practise 65 Key Words Vocabulary from this issue

4

Business Spotlight 2/2017

Technology 66 Green Industry A Urban factories 72 English 4.0 M America’s deep divide

Careers & Management 74 Series (3): Surviving at Work A Dealing with pressure 78 How to... M Deal with a control freak 79 Executive Eye A Adrian Furnham on what influences leaders

Work & Relax 80 In the Zone M Social media at work 82 Away from Your Desk M Tips for your off-duty hours

And Finally...

88 One Question M How can women succeed in technology?

Regular sections 3 71 84 86 87

Editorial Classified Ads SprachenShop Feedback / Jargon Buster Preview / Impressum

40

Business Skills

Innovation is the key to success

14

Global Business Keeping things moving in the Bahamas

Titel: Foto-Illustration Mitch Payne und Kyle Bean; Fotos:F. M. Frei; Getty Images ; Illustrationen: M. Airs/Getty ; BIG

Learning with Business Spotlight

66 Technology

Factories that combine function and leisure

74

Business Spotlight plus Practise the language used in the magazine with our exercise booklet. Learn the vocabulary of innovation.

Business Spotlight Audio Our audio product offers more than 70 minutes of texts, dialogues, exercises and interviews.

Business Spotlight in the classroom To order this six-page supplement for teachers and trainers, send an email to: schulmedien@ spotlight-verlag.de

SKILL UP! Our vocabulary booklet provides a wide range of terms and expressions. In this issue, learn the language of negotiating.

Careers & Management In the final part of our threepart series, we take a closer look at workplace pressure

For more articles, audio and exercises: www.business-spotlight.de www.facebook.com/businessspotlight

Language in Business Spotlight ➻ Articles use the style, spelling, punctuation and pronunciation of British English unless otherwise marked. ➻ Articles that use American style, spelling, punctuation and pronunciation are marked with “US”.

Approximately at CEF level A2

Approximately at CEF levels B1–B2

Approximately at CEF levels C1–C2

CEF: European Framework of Reference for Languages ifml.: informal word or phrase vulg.: vulgar word or phrase; sl.: slang word or phrase non-stand.: non-standard word or phrase UK: chiely British usage; US: chiely North American usage

➽

READERS’ SERVICE Email abo@spotlight-verlag.de Internet www.spotlight-verlag.de Telephone +49 (0)89/8 56 81-16 Fax +49 (0)89/8 56 81-159

CONTENTS

2/2017 Business Spotlight

5

In your face: Ariana Grande (far right) and young fans

6 

Business Spotlight 2/2017

THE BIG PICTURE SOCIAL MEDIA

Where followers are currency MEDIUM

Instagram, the mobile photo- and videosharing app, has become a popular self-promotional tool for celebrities.

Thanks to their fans, selfies can potentially reach a wide audience — the service has more than 600 million users. (Here, singer Ariana Grande poses at an MTV Video Music Awards ceremony.)

Launched in 2010 in California by Kevin Systrom and Mike Krieger, Instagram was sold to Facebook in 2012 for $1 billion in cash and stock options. At the time, it had about 100 million users and has grown rapidly since.

According to Business Insider, 68 per cent of Instagram users are female and 32 per cent are male; 90 per cent are under the age of 35. Instagram requires that users be at least 13 years old.

Not all famous Instagramers are pop stars. The Obamas and Hillary Clinton, for example, have accounts. So does Donald Trump. But some stars have decided that being on Instagram is more trouble than it’s worth. Last year, singer Justin Bieber (nearly 78 million followers) deleted his account after getting negative comments about his girlfriend.

celebrity [sE(lebrEti] , Prominente(r) currency [(kVrEnsi] , Währung; hier: bares Geld delete sth. [di(li:t] , etw. löschen

BIG PICTURE

launch sth. [lO:ntS]

, etw. starten

stock option [(stQk )QpS&n] , Aktienoption

wide audience [)waId (O:diEns] , breites Publikum

2/2017 Business Spotlight

Foto: Tristan Fewings/Getty Images

billion [bIljEn] , Milliarde(n)

7

WORKING WORLD NAMES & NEWS

Childcare: whose interests are being served?

AUSTRALIA

Corporate kids?

ADVANCED AUDIO PLUS

Childcare in Australia is big business, with private childcare centres making about A$1 billion (approx. €680 million) in profit in 2016. Especially profitable were childcare centres that are open for longer hours, as working parents are willing to pay more for this service.

But critics are worried that the best childcare is being offered to those who can pay for it, rather than being provided equitably. “Services are established where they are profitable, not necessarily where vulnerable children need access to quality early education, or where they will be the most affordable and convenient for 8

Business Spotlight 2/2017

working parents on lower wages,” says Labor politician Kate Ellis. “Increasingly, decisions about early education services in Australia are being made in corporate interests — based on the highest price the market can bear — not community need,” Ellis, the party’s early-childhood spokeswoman, said at the National Press Club.

Jo Briskey, of parent advocacy group The Parenthood, agrees. “If we treated early learning like we do our school system, we wouldn’t see ever increasing fees for families,” Briskey says. She adds that the high turnover in staff would be reduced if childcare workers were better paid.

access [(Äkses]

, Zugang

advocacy group [(ÄdvEkEsi )gru:p] , Lobby; hier: Interessen-

vertretung

childcare [(tSaI&ldkeE] , Kinderbetreuung

convenient [kEn(vi:niEnt] , hier: geeignet

corporate [(kO:pErEt] , Unternehmensearly education

equitably [(ekwItEbli] , gerecht

fee [fi:] , Gebühr spokeswoman [(spEUks)wUmEn] , Sprecherin

turnover [(t§:n)EUvE] , Fluktuation

vulnerable [(vVlnErEb&l] , schutzlos;

hier: hilfsbedürftig

[)§:li )edju(keIS&n] , frühkindliche Bildung

WORKING WORLD

FRANCE

Bon appétit!

EASY AUDIO

Chris Wright wanted less stress in his life.

So the British chef left his job at a busy Paris cafe and started his own restaurant in a remote village.

Now, his restaurant has been named France’s best village bistro and he’s busier than ever. “Looking at it from that point of view, it’s been a bit of a disaster,” the 44-year-old told Agence FrancePresse.

Wright, who was born in Manchester, started his cafe and shop in the Cantal region in June of 2016. “By mid-July, it was mad and I had to get a bit of help,” he says.

Wright had chosen the village of Dienne, which has a population of 200, thinking it would be quiet. “I wanted it to be a low-key thing,” he says. But it is located in the Auvergne Volcanoes Regional Park and the cafe soon became popular.

The award for his Epicerie de Dienne came from the trendy restaurant guide Le Fooding. Among the food praised by the guide was Wright’s Devon scones and a vegan vegetable Kiev.

France and Britain: good food unites

chef [Sef] , Koch/Köchin it was mad [)It wEz (mÄd] ifml.

, hier etwa: es ging zu wie in einem Taubenschlag

Kiev [(ki:ev] , hier: Hühnchen Kiew

remote [ri(mEUt]

, abgelegen

scone [skQn]

, eine Art Milchbrötchen

mit Rosinen vegetable

[(vedZtEb&l] , hier: mit Gemüse

low-key [)lEU (ki:] , ruhig, unaufgeregt

PROFILE

Open is what we are

A heavy burden MEDIUM

First woman: Tokyo’s governor, Yuriko Koike

briefly [(bri:fli] , kurzzeitig burden [(b§:d&n]

, Last, Bürde

fluently: speak (a language) ~ [(flu:Entli] , (eine Sprache)

fließend sprechen

host sth. [hEUst]

Fotos: iStock; Shutterstock; 360 editorial

, etw. austragen

mayor [meE] , Bürgermeister(in)

London’s mayor, Sadiq Khan, 46, on his city’s global business and cultural position

WORKING WORLD

mayor [meE] , Bürgermeister(in)

strong [strQN] , hier: drastisch wholesale market [(hEUlseI&l )mA:kIt] , Groß(handels)-

Yuriko Koike is under pressure to succeed.

The 64-year-old Koike, who was elected in August of last year, is the first female governor of Tokyo. She will also be responsible when the city hosts the 2020 Summer Olympics.

“With the world watching, I accepted the two flags of the Olympics and Paralympics from the [Rio] mayor and felt then that it is now Tokyo’s turn,” she told The Japan Times. “The flag itself was not heavy, but the burden of responsibility which comes along with it is.”

Because Koike’s father worked in the oil industry, she was often in the Middle East.

She studied Arabic, which she speaks fluently, and sociology at Cairo University. Later, she worked in television and was briefly the Japanese defence minister.

In the face of criticism that the job is too much for a woman, Koike has taken some strong decisions. Recently, she fired the head of the Tokyo Metropolitan Central Wholesale Market for corruption. “I want him to feel and take responsibility,” Koike explained.

markt

2/2017 Business Spotlight

9

Good ideas Die beiden Ideen, die wir hier vorstellen, haben eins gemeinsam: Sie wollen unser Leben verbessern oder zumindest leichter machen.

…the US Army veterans behind Rumi Spice for starting a company that helps Afghan farmers. Rumi Spice buys saffron from Afghan farmers and sells it on the international market, including to top restaurants. “We wanted to create something to empower everyday Afghans long after we left,” Kimberly Jung, one of the company’s founders, told The New York Times. Jung, a former army officer and engineer, served in Afghanistan. So did cofounders Keith Alaniz and Emily Miller. The fourth co-founder, Carol Wang, worked as a civilian in Afghanistan for the World Bank.

The group started the company in 2014 — with some initial resistance from the farmers, who had seen other aid projects fail. “Once they started seeing we could really sell the product, the farmers started knocking on our doors,” Miller comments.

Additional employment is provided for about 75 women at Rumi’s processing plant, which was opened in Herat in 2015. Rumi pays the women directly, rather than following the traditional practice of paying their husbands or fathers. Another 300 to 400 women were hired for the annual harvest.

Saffron is one of the most expensive spices in the world. A kilogram can sell for as much as $30,000 (about €28,000).

10

Business Spotlight 2/2017

Full marks to... [fUl (mA:ks tu] , Die Bestnote

erhält ...

aid project [(eId )prQdZekt] , Hilfsprojekt

annual [(ÄnjuEl]

, jährlich

civilian [sE(vIliEn] , Zivilist(in)

empower sb.

[Im(paUE] , hier etwa: jmdn. mehr über sein Leben entscheiden lassen

engineer [)endZI(nIE] , Ingenieur(in)

founder [(faUndE] , Gründer(in) harvest [(hA:vIst]

, Ernte

processing plant [(prEUsesIN )plA:nt] , Verarbeitungs-

betrieb

saffron [(sÄfrEn] , Safran serve [s§:v]

, Militärdienst leisten

spice [spaIs] , Gewürz

Full marks to… …the department of biomedical engineering at the University of Strathclyde in Glasgow for developing a new technology that reduces blood loss in surgical patients. Their product, called HemoSep, recovers blood spilled during major surgery, and returns the blood cells to the patient’s body. This reduces the need for blood from donors.

The process, known as autotransfusion, is not new, but in the past, it has required large, expensive devices. HemoSep, which is being marketed by Advancis Surgical Ltd, is compact and does not require the use of a complex centrifuge and pump.

“It’s an amazing device, which you can train someone to use in 15 minutes,” says Stephen Cotton, managing director of Brightwake, a production and research firm in Nottinghamshire that helped to develop and manufacture it. “It is saving lives as well as money, and we have orders pouring in from across the world — China, India, Canada, the States, France, the Middle East,” Cotton told The Guardian.

Strathclyde is working to make HemoSep even smaller and portable. This version could be used by the military or at the scene of major accidents or disasters. It is being partly funded by the UK Ministry of Defence.

Full marks to... [fUl (mA:ks tu] , Die Bestnote erhält ...

biomedical engineering [)baIEU)medIk&l )endZI(nIErIN] , Biomedizintechnik

department [di(pA:tmEnt] , Fakultät

device [di(vaIs]

, Gerät

donor [(dEUnE]

, Spender(in)

fund sth. [fVnd] , etw. finanzieren Ltd (limited) [(lImItId] UK , etwa: GmbH major surgery [)meIdZE (s§:dZEri] , größere Operation(en)

managing director [)mÄnIdZIN dE(rektE] , Geschäftsführer(in)

pour in [)pO:r (In]

, hereinströmen; hier:

in großer Zahl eingehen recover sth. [ri(kVvE]

, hier: etw. auffangen

research [ri(s§:tS] , Forschung spilled [spIld] , verschüttet; hier: verloren surgical [(s§:dZIk&l] , chirurgisch; Chirurgie-

WORKING WORLD

Fotos: HemoSep; iStock

Full marks to...

WORD WATCHER JAM This acronym stands for “just about managing”. It refers to families that are very close to the poverty level. “Most JAMs in Britain have at least one person in work, but they may have several children to feed.”

If you’re offered a seat on a rocket ship, don’t ask what seat!

Just get on

shrinkflation This term refers to the practice of reducing the size of a product or its packaging, but without lowering the price. The US food company Mondelez International got a lot of complaints when it reduced the number of peaks in its Toblerone chocolate bar as a reaction to higher prices for cocoa. “The new Toblerone illustrates how shrinkflation works in the confectionery industry.” chocolate bar [(tSQklEt bA:]

, Verpackung

confectionery industry

peak [pi:k] , Gipfel; hier: Dreieck

, Süßwarenbranche

chief operating officer

get on [)get (Qn] , einsteigen

[)tSi:f (QpEreItIN )QfIsE]

rocket ship [(rQkIt )SIp] , Raumschiff

, Leiter(in) operatives Geschäft

packaging [(pÄkIdZIN]

, Schokoladentafel, -riegel

[kEn(fekS&nEri )IndEstri]

Facebook’s chief operating officer, Sheryl Sandberg, 47

poverty level [(pQvEti )lev&l]

, Armutsgrenze

COMPARISON ......................................................................... .......................................................................... ......................................................................... .......................................................................... .......................................................................... .......................................................................... .......................................................................... .......................................................................... .......................................................................... ......................................................................... .......................................................................... .......................................................................... ......................................................................... .......................................................................... .......................................................................... ......................................................................... .......................................................................... ......................................................................... ......................................................................... .......................................................................... .......................................................................... ......................................................................... .......................................................................... .......................................................................... .......................................................................... .......................................................................... ......................................................................... ......................................................................... .......................................................................... ......................................................................... .......................................................................... .......................................................................... .......................................................................... ......................................................................... .......................................................................... .......................................................................... .......................................................................... ......................................................................... .......................................................................... .......................................................................... ......................................................................... .......................................................................... ......................................................................... ......................................................................... .......................................................................... .......................................................................... ......................................................................... .......................................................................... ......................................................................... ......................................................................... ......................................................................... ......................................................................... ..........................................................................

£482,000

Average price of a house in London (€565,000)

Average yearly wage in London (€40,000) Sources: The Guardian; Hometrack property consultancy (https://www.hometrack.com/uk)

Acquire management skills and improve your English now!

Distance/Online Education HR Management, Marketing, Healthcare Management, Sport Management, Tourism Management and many more

£33,720

• • • •

Practice orientation: Case studies and industry dossiers Flexible schedule: Study where and when you want Customized curriculum: Millions of module combinations World-class faculty: Harvard, MIT, Wharton, NUS, HEC, ESCP, and many more.

• Quality Management: Compliant with ISO 29990:2010.

• Optional German-speaking support available • German State Authorization: ZFU 7292015

www.openschoolofmanagement.com WORKING WORLD

Up and down Use it or lose it: the power of sunshine

The global market for vegan products is growing rapidly. According to research from Euromonitor International, the vegan market for China is expected to grow by 17.2 per cent by 2020, followed by the United Arab Emirates (10.6 per cent) and Australia (9.6 per cent).

Source: Euromonitor International (www.euromonitor.com) research [ri(s§:tS]

UP

, Forschung

SAMOA

Island in the sun MEDIUM

If the sun shines more than 200 hours a month, it makes sense to use it. That’s why the people of Ta’u, a small island in American Samoa, have converted entirely to solar power.

In the past, Ta’u was dependent on receiving diesel oil from the main island of Tutuila. But if the weather was bad and the seas were rough, they sometimes ran out. The 600 islanders were also concerned about possible oil spills.

“Shipping diesel has been a long-standing environmental risk, and an inefficient use of taxpayers’ money,” says Utu Abe Malae, executive director of the American Samoa Power Authority. “We want all of American Samoa to be solar-powered by 2040, but Ta’u has been the priority and test run,” Malae told The Guardian.

After a two-year construction period, the island now uses over 5,000 solar panels and 60 Tesla power packs to bring electricity to homes, government buildings and water pumps. With the help of solar engineers from Tesla and the SolarCity Corporation in California, 15 local men were involved in the construction phase. The locals are now employed full-time as solar-power technicians.

“It is fantastic what they have done, and they should provide a working model for other Pacific island countries to study,” says Ashton Partridge, associate professor in the faculty of engineering at Auckland University in New Zealand. “Most get six to eight sunshine hours a day, 1,000 watts per square metre — which is a resource that is otherwise wasted.” associate professor

faculty of engineering

solar engineer

[E)sEUsiEt prE(fesE]

[)fÄk&lti Ev )endZI(nIErIN]

, außerordentliche(r)

, Fachbereich Ingenieur-

[)sEUlEr )endZI(nIE] , Solaringenieur(in)

Professor(in)

wissenschaften

convert to sth. [kEn(v§:t tu] , auf etw. umstellen

oil spill [(OI&l spIl] , Ölkatastrophe

corporation [)kO:pE(reIS&n] , Unternehmen; hier: Aktiengesellschaft

, Netzteil; hier: Strom-

executive director

run out (of sth.)

[Ig)zekjUtIv dE(rektE] , leitende(r) Direktor(in)

12

Business Spotlight 2/2017

power pack [(paUE pÄk]

speichersystem

[)rVn (aUt (Ev)] , (von

etw.) nichts mehr haben

solar panel [)sEUlE (pÄn&l] , Sonnenkollektor

technician [tek(nIS&n] , Techniker(in) working model [)w§:kIN (mQd&l] , Arbeitsmodell;

hier: Prototyp

DOWN The dollar value of South Africa’s mining exports fell by 22 per cent in 2015–16. More than 60,000 jobs have been lost in the mining industry since 2012.

Sources: Financial Times; PricewaterhouseCoopers (https://www.pwc.com); World Bank (www.worldbank.org) mining [(maInIN] , Bergbau-; hier auch: Bergbauprodukte

1,000%

Budget airlines often increase the price of in-flight snacks — sometimes by as much as 1,000 per cent compared to normal retail prices. A sachet of instant soup selling for 12 pence in a grocery store can cost passengers up to £2.50 (about €3). grocery store

retail price

[(grEUsEri )stO:]

[(ri:teI&l )praIs]

, Lebensmittelgeschäft

, Einzelhandelspreis

sachet [(sÄSeI] , Tütchen; hier: Tüte

Sources: The Guardian; KAYAK travel search engine (https:// www.kayak.co.uk) WORKING WORLD

THE RIVALS Die Ketten für modische Bekleidung, Zara und H&M, nutzen auch soziale Medien, um ihre Kunden zufriedenzustellen. Zahlen und Fakten hat EAMONN FITZGERALD für Sie. MEDIUM

ZARA

H&M

BEGINNINGS Founded by Amancio

BEGINNINGS Founded by Erling Pers-

Ortega and Rosalía Mera in 1975 in A Coruña, Spain.

son in 1947 in Västerås, Sweden.

INVESTING INDITEX, the parent company, is listed on the Bolsa de Madrid, where it is traded as ITX.

CEO Pablo Isla (53). Education: Universidad Complutense de Madrid

SOCIAL MEDIA Twitter: 1.2 million followers (@ZARA); Facebook: 24.8 million likes; Instagram: 14.9 million followers

MODELS The day after her wedding to Prince William, Kate Middleton, the new Duchess of Cambridge, wore a £49.99 Zara dress. It sold out immediately. Why spend more money than you need to?

DESIGNERS Zara does not work with big-name designers for either its clothing or its accessories.

REUSE AND RECYCLE “Join Life” is the name of Zara’s sustainable line. The collection consists of simple designs and clothing made from recycled wool and organic cotton.

2,100

NUMBER OF STORES

88

NUMBER OF COUNTRIES IN WHICH ZARA SELLS ITS CLOTHING

152,854

4,000

Fotos: Shutterstock; PR

accessory [Ek(sesEri]

billion [(bIljEn] , Milliarde(n) brand [brÄnd] , Marke

WORKING WORLD

CEO (chief executive officer) [)si: i: (EU] , Firmenchef(in)

duchess [(dVtSIs] , Herzogin

company listed on the Nasdaq Stockholm.

62

CEO Karl-Johan Persson (41).

NUMBER OF COUNTRIES IN WHICH H&M SELLS ITS CLOTHING

Education: Regent’s University London

SOCIAL MEDIA Twitter: 8.23 million

148,000

followers (@hm); Facebook: 29.2 million likes; Instagram: 17.8 million followers

NUMBER OF EMPLOYEES

NUMBER OF EMPLOYEES

$15.9 BILLION

$21.73 BILLION

(APPROX. €15.1 BILLION) REVENUE (2016)

0%

(APPROX. €20.6 BILLION) REVENUE (2016)

4%

PERCENTAGE OF ITS SALES THAT H&M SPENDS ON ADVERTISING

BRANDS

BRANDS

ZARA, MASSIMO DUTTI, PULL & BEAR, BERSHKA, STRADIVARIUS, OYSHO, ZARA HOME, UTERQÜE

H&M, CHEAP MONDAY, COS, MONKI, WEEKDAY, & OTHER STORIES

MODELS In November 2016, H&M announced that singer The Weeknd will replace footballer David Beckham in promoting the brand.

DESIGNERS H&M has worked with

INDITEX HAS ALMOST NO ADVERTISING BUDGET APART FROM SOCIAL-MEDIA MARKETING.

Karl Lagerfeld, Alber Elbaz, Consuelo Castiglioni, Pierre Balmain and Kenzo.

REUSE AND RECYCLE The H&M “Conscious Exclusive Collection” is a clothing line created entirely from sustainable materials. It’s part of a worldwide initiative to encourage consumers to reuse and recycle their clothes.

WEBSITE www.hm.com

WEBSITE www.zara.com

, Accessoire

INVESTING H&M is a public limited

NUMBER OF STORES

found sth. [faUnd]

, etw. gründen

line [laIn] , Produktlinie listed: be ~ [(lIstId] , an der Börse notiert sein

organic cotton , Bio-Baumwolle

public limited company (plc) [)pVblIk )lImItId (kVmpEni] UK , AG

parent company

revenue

[(peErEnt )kVmpEni]

[(revEnju:]

, Muttergesellschaft

, Umsatzerlös

[O:)gÄnIk (kQt&n]

sales [seI&lz]

, Umsatz

sustainable [sE(steInEb&l] , nachhaltig

2/2017 Business Spotlight

13

GLOBAL BUSINESS INTERFACE MANAGEMENT

POINTS OF CONTACT nutzen

Auf ihrem Weg zum Empfänger durchlaufen Waren viele Stationen.

Um den Transport zu optimieren, nutzen Logistikunternehmen das Schnittstellenmanagement. Begleiten Sie FRANZ MARC FREI auf die Bahamas, um zu sehen, wie das funktioniert.

ADVANCED

The Bahamas: a logistical nightmare?

S

ince I boarded the boat New G some two hours ago, there has been intense activity on the quay.

Deliveries are arriving every few minutes. Vans stop in front of an open container that functions as a temporary office. Men carrying boxes are discussing something with the loadmaster, a young Bahamian wearing a “Yo, Relax.” T-shirt. There’s laughter and nodding.

Money, boxes and freight papers change hands. A firm handshake seems to seal the deal. The freight is then placed on one of three palettes on our boat — one for each of three different destinations.

I look down at the quay again and again to see whether we are about to leave. New G is moored at Potter’s Cay dock, the part of the Port of Nassau reserved for the mailboats that service the Out Islands of the Bahamas. The boat regularly connects the main island of New Providence with Long Island and, on its way back, with the islands of Rum Cay and San Salvador.

Passengers are welcome on these trips; I paid $65 for my ticket to Long Island, with dinner and breakfast included. The airfare to Long Island would have cost three times the price and wouldn’t have been nearly as interesting.

According to the timetable, we should have left two hours ago, at 14.00. But there is no sign that our departure is imminent.

Watching all the activity on the quay, I realize that what I am observing is a typical interface — part of a complicated network of interconnecting systems. In this case, the network involves the sender, the carrier and the receiver, and it links transport over land and sea.

Major international container terminals, such as the one in Hamburg, are of a different scale, but the systems and structures here are similar. In Hamburg, the containers all have to be loaded on to the correct ships. Here, it is the parcels, boxes, letters and commodities for the local population of the Bahamian islands.

An interface is a point of contact in a network, the boundary between different parties. Interfaces are often accident-prone, which is why effective interface management is so important (see box on p. 17). At every point of contact, something can go wrong. Think of transport interfaces such as airports or railway stations, which can be disrupted by weather, technical problems, terrorism or strikes. Or think of technical interfaces, such as routers. In November 2016, some 900,000 customers of Deutsche Telekom were unable to use their phones, internet or TV for days, following a hacker attack.

accident-prone

function as sth.

[(ÄksIdEnt prEUn]

Foto: Franz Marc Frei

, unfallgefährdet

carrier [(kÄriE] , Transportunternehmen commodity

No sign of departure

, hier: als etw. dienen

moored: be ~ [mUEd] , ankern, festgemacht sein

imminent: be ~

nod [nQd] , nicken

[(fVNkS&n Äz]

airfare [(eEfeE] , Flugpreis

, Grundbedarfsgut

Bahamian [bE(heImiEn] , Einwohner(in) der Bahamas

disrupt sth. [dIs(rVpt] , etw. stören, durcheinanderbringen

, Schnittstelle

boundary

freight [freIt] , Fracht(gut)

loadmaster [(lEUdmA:stE] , Lademeister

[(baUndEri] , Grenze

[kE(mQdEti]

[(ImInEnt] , unmittelbar bevorstehen

interface ~ [(IntEfeIs]

scale [skeI&l]

, Größe(nordnung)

seal a deal [)si:&l E (di:&l] , ein Geschäft besiegeln

2/2017 Business Spotlight

15

Point of departure: Potter’s Cay

Logistical challenges

The global economy is connected via countless interfaces: within a department of a company, university or government; within the hierarchy of an organization; between departments and production units of a company; and between the multiple organizations in a holding company. Whenever people work together, communication problems arise.

Differences in language, culture, mentality, education and age need to be bridged. Miscommunication and the resulting loss of information not only slow down processes, but also endanger economic success.

Here, at Potter’s Cay, there is also considerable potential for disruption. Freight could get damaged, be delivered to the wrong island or simply get lost. Yet even if the loading of goods looks unplanned and at times hopelessly chaotic, there is a system in place and there are rules.

Still waiting to leave, I study the map of the Bahamas, which is made up of numerous far-flung islands, round or oddly shaped, in the Atlantic Ocean to the east and the Caribbean to the west. My guidebook tells me that the “Commonwealth of the Bahamas”, as it is officially known, is made up of more than 700 islands, 35 of which are inhabited. A British colony from 1718 to 1973, the Bahamas is now an independent realm within the British Commonwealth, with the queen as its monarch. Its two most important industries are tourism and offshore finance.

The territory of the Bahamas is spread over an area of 750 by 650 kilometres.

Some of the islands are hundreds of kilometres away from a doctor, hospital, high school or supermarket. According to the latest census, the Bahamas had a population of just over 350,000 in 2010,

This is part of a network of interconnecting systems

16

Business Spotlight 2/2017

with around 250,000 living on New Providence. On the smallest islands, such as Ragged Island and Rum Cay, the population is under 100.

The islands make up a grid of countless interfaces and are the source of enormous logistical challenges. Some 20 mailboats, owned and run by Bahamian families, provide the islanders and their businesses with the goods (and tourists) they need.

On their way back from the islands, the mailboats transport the surplus agricultural production and other goods to the markets in Nassau. The mailboats also transport the mail, of course, and the captains take care of paperwork with banks and authorities in Nassau.

disruption [dIs(rVpS&n] , Störung(en), Behinderung(en)

far-flung [)fA: (flVN] , abgelegen

grid [grId]

, Gitter, Netz

oddly [(Qdli]

, seltsam

ragged [(rÄgId] , zerklüftet realm [relm]

, Gebiet

surplus [(s§:plEs] , überschüssig

GLOBAL BUSINESS

Foto: Franz Marc Frei. Map: iStock

A world of interfaces

There and back: the mailboat route from Nassau to the Out Islands

What is “interface management”?

Interface management is a key component of project management within organizations and in the logistics industry. It involves managing in a structured way all the different points of contact in a project — that is, the boundaries between various parties, such as different contractors.

Interface management requires the clear definition of roles and responsibilities, optimal information sharing and collaboration. One definition, from InterfaceManagement.org, puts it very simply: interface management is “making sure that nothing gets lost in the middle”.

GLOBAL BUSINESS

Effective interface management is essential to the success of large capital projects and can lead to shorter production times, lower costs, increased flexibility and increased competitiveness. boundary [(baUndEri] , Grenze component [kEm(pEUnEnt] , Bestandteil contractor [kEn(trÄktE] , Auftragnehmer

in the middle [)In DE (mId&l]

, hier: unterwegs, zwischendurch

interface management [(IntEfeIs )mÄnIdZmEnt] , Schnittstellenmanagement

2/2017 Business Spotlight

17

Loadmaster: everything’s under control

18

Business Spotlight 2/2017

GLOBAL BUSINESS

Handing over the cargo (left); (below) order or chaos at the port?

An exception, not the rule After finally departing from Potter’s Cay, we are on our way to Long Island. “Mr Yo, Relax.” receives a radio message. It is from the captain of a sister ship that has just left the port of Cockburn Town on San Salvador and is on its way to Nassau.

A bag and a box that were supposed to be delivered to Long Island had been placed on the wrong palette. To get the freight to the correct recipient as quickly as possible, a meeting at sea is scheduled for the next morning.

The next day, I witness the freight changing boats. I ask “Mr Yo, Relax.” how often this happens. “There are more than 900 mailboat tours and many hundred thousand shipments each year,” he explains. Then he assures me: “This is the exception, not the rule.”

At every point of contact, something can go wrong depart [di(pA:t] , hier: ablegen

recipient [ri(sIpiEnt] , Empfänger(in)

schedule sth. [(Sedju:l] , etw. ansetzen, planen

FRANZ MARC FREI is a travel writer and photographer who likes to look at ordinary things differently. Contact: office@franzmarcfrei.de

shipment [(SIpmEnt] , (Fracht-)Sendung

Fotos: Franz Marc Frei; Holger Leue

Standardization and norming A key component of efficient interface management is norming. Norms make machines compatible and allow them to communicate. Norms also enable companies to create trust with customers because they make goods more comparable and thus function as a seal of quality. Global trade, with all its complications, would be impossible without a clear system of international norms.

The International Organization for Standardization (ISO) was founded in 1947 and has its headquarters in Geneva. It is an international body that sets standards and is made up of representatives from national standards organizations

GLOBAL BUSINESS

around the world, including the German Institute for Standardization in Berlin (DIN: Deutsches Institut für Normung). Together with the International Telecommunication Union (ITU) and the International Electrotechnical Commission (IEC), ISO makes up the World Standards Cooperation (WSC) consortium. component [kEm(pEUnEnt]

norming [(nO:mIN]

, Bestandteil

, Festsetzen von Normen

interface management

seal of quality

[(IntEfeIs )mÄnIdZmEnt]

[)si:&l Ev (kwQlEti]

, Schnittstellenmanagement

, Gütesiegel

2/2017 Business Spotlight

19

FACTS & FIGURES THE CRUISE INDUSTRY

All aboard!

Die europäische Kreuzfahrtbranche ist seit 2008 um fast 50 Prozent gewachsen – Tendenz steigend. Die Bücher der großen Schiffswerften sind mit Bestellungen für noch mehr und noch größere Kreuzfahrtriesen gefüllt.

MEDIUM

Dynamic Europe

The world’s biggest

The European cruise industry has grown by 49 per cent since 2008, and Europe’s shipyards have 48 orders to be delivered to international cruise lines by 2019.

Harmony of the Seas is the world’s biggest cruise ship. Launched in November 2016, this 5,497passenger ship sails year-round from Port Everglades, Florida, for the Royal Caribbean International line on seven-night trips to the Caribbean.

Number of cruise passengers (millions) Research by Eamonn Fitzgerald Sources Cruise Line International Association (CLIA), Deutscher ReiseVerband, individual cruise liner companies

projected

Size of fleets Illustrationen: iStock; Infografik: Özhan Bülbül

(number of ships)

20

ROYAL CARIBBEAN INTERNATIONAL

CARNIVAL CRUISE LINES

PRINCESS CRUISES

COSTA CRUISES

NORWEGIAN CRUISE LINE

HOLLAND AMERICA LINE

MSC CRUISES

CELEBRITY CRUISES

AIDA CRUISES

P&O CRUISES

TUI CRUISES

CUNARD LINE

Business Spotlight 2/2017

FACTS & FIGURES

GERMAN PASSENGERS • Germany is the country of embarkation for around ten per cent of the European market.

• 1.81 million Germans took a cruise in 2015.

• They stayed 15.75 million nights on board cruise ships that year.

• They spent €2.87 billion on cruises.

billion [(bIljEn] , Milliarde(n) Caribbean [)kÄrE(bi:En]

, Karibik

cruise industry [(kru:z )IndEstri] , Kreuzfahrtbranche embarkation [)embA:(keIS&n] , Einschiffung launch sth. [lO:ntS] , etw. starten; hier: vom Stapel laufen Mediterranean [)medItE(reIniEn] , Mittelmeer projected [prE(dZektId] , prognostiziert shipyard [(SIpjA:d] , (Schiffs-)Werft

The top sailing destinations in 2016 Percentage of global passenger capacity

9.2%

4.1% Alaska

Asia

11.7% Northern/ Western Europe

33.7% Caribbean

6.1%

2.7% South

Australia/ New Zealand

America

18.7% Mediterranean

FACTS & FIGURES

2/2017 Business Spotlight

21

LANGUAGE TEST INFORMATION TECHNOLOGY

High up in the cloud Was in unserem digitalisierten Umfeld heute neu ist, kann morgen schon veraltet sein.

Ob Sie mit den Innovationen bisher Schritt gehalten haben und auch für die Zukunft gewappnet sind, können Sie in diesen Übungen testen.

EASY MEDIUM ADVANCED

Technology: creating new terms

➻ HILDEGARD RUDOLPH is a certified translator and a freelance editor, teacher and book author. Contact: bs.lektorat@spotlight-verlag.de

22

Business Spotlight 2/2017

EAMONN FITZGERALD writes daily at www.eamonn.com.

He uses social media to build relationships for organizations.

Contact: eamonn@eamonn.com

THE CLOUD: What kinds of systems does a cloud administrator configure? People hoping to work in cloud computing should know that the learning never stops, but the good news is that many companies offer training and certification.

Tip: The Amazon Web Services (AWS) certification programme is a good place to start.

LANGUAGE TEST

THE SITUATION Every year, the Irish Chamber of Industry and Commerce organizes a careers day for school-leavers. This year, it is taking place in Dublin in cooperation with major IT companies. The purpose of this day of talks and presentations is to inform young people about the latest developments and job opportunities in the IT industry and to find junior staff.

1. Changes everywhere (8 points) First, the young people talk about how the digital revolution has changed everyday life. Fill in the missing vowels of the words in bold.

A. “My grandfather said that, when he went ckb rd to school, there was a bl in every classroom. Now, nt r ct v wh t b rds are used instead.”

B. “My aunt, who was a translator, looked words up in pr nt d dictionaries. My sister, who is also a translator, works with nl n ones.”

C. “To communicate with the media, many politicians no longer wr t l tt rs. Instead, they s nd tw ts.”

D. “In the not so distant past, drivers used str t m ps to help them find their way in strange cities. Today, however, almost every car has a GPS n v g t r.”

E. “Products were traditionally assembled m n lly by workers. Now, a lot of manufacturing is done by r b ts.”

Fotos: Getty Images; iStock

F. “People used to go to d nc s to find a boyfriend or girlfriend. Nowadays, dating apps like T nd r and OkCupid are used instead. ” G. “Unlike my parents, who listened to music on r c rds, I str m my favourite songs.”

2. Short and sweet (7 points) Many acronyms are used in IT, and everybody who works in the industry has to understand what they mean. Choose the correct option in each sentence below.

A. SEO stands for search engine optimization / search engine organization. This refers to the strategies and techniques used to get a top place on the results page of a search engine.

B. SEA is short for search engine analysis / search engine advertising. This is an online marketing tool with paid-for ads that are shown on the results pages of search engines.

C. MAU is an acronym for monthly active users / mostly adult users. This measures the success of a social network by counting the number of users during a 30-day period.

D. IoT, short for the Internet of Things / Internet of Tasks, is a network of physical objects that uses technology to collect and transfer data.

E. AR stands for added reality / augmented reality. Users of AR are able to interact with content — images and sounds — in the real world.

F. VR is short for visualized reality / virtual reality. Users of VR interact with a completely digital world created by software and hardware.

G. AI is an acronym for artificial internet / artificial intelligence. AI is the science and engineering of making machines that are capable of learning.

➻ The people needed for the jobs of the near future are being called “digital artisans” (artisan = Kunsthandwerker). To do the kind of work needed, they will need to be A-R-T-I-S-A-N, which is short for authentic, relevant, transformationminded, intelligent, speedy, artistic and non-conformist.

H. “You used to have to see your d ct r for a check-up. Nowadays, you can find out how fit you are with a wearable ct v ty tr ck r.”

LANGUAGE TEST

2/2017 Business Spotlight

23

4. Let’s be social! (8 points)

➻ DATA: Business and government are now collecting so much data that there is a huge need for people who can make sense of this data. The job of the data analyst is to help organizations make better decisions.

Tip: Begin with the basics of programming and statistics.

3. Experts needed (5 points) Jackie Robertson, head of human resources at a software company, says she is hiring. Match the statements about various job openings (A–E) to the correct job titles (1–5).

A. To integrate internet, intranet, LAN and WAN, we are looking for an experienced .

B. We also need a(n) to evaluate how the new Datastax system can make the best use of the available computer resources.

C. As all our computing infrastructure will be in the cloud by the end of the year, our team needs the support of a(n) who knows languages such as Java, Ruby and Python.

D. To identify and manage risks, threats and vulnerabilities, we have an opening for a(n) .

E. In order to make our apps more interactive and attractive, we’re seeking a creative .

1.

2.

3.

4.

5.

24

information security manager database administrator network engineer user experience designer programmer

Business Spotlight 2/2017

Communication manager Dirk Sundar says some social media sites and apps are best for connecting with family and friends, while others are for careers, photos or music. The names of the sites in bold are in the wrong places; put them in the right ones.

⋅ ⋅ ⋅ ⋅ ⋅ ⋅ ⋅ ⋅

All of us here are on YouTube (A) , the biggest social media network. Some day, one of you might be as rich and famous as its founder, Mark Zuckerberg.

When our teams discuss projects and take action together, they use Facebook , a solution that enables us to (B) put all our notifications, be they from sales or tech support, in one searchable place.

We use Twitter (C) as our mobile messaging app because it enables us to exchange text and images without having to pay for text messages.

Today’s most popular social site for professional networking is Snapchat . It can help you find career (D) opportunities and build a strong online reputation.

When we put videos online, our platform of . choice is WhatsApp (E) I read somewhere that 300 hours of video are uploaded there every minute.

Be careful about using Spotify (F) , which allows you to send videos and pictures, both of which self-destruct after a few seconds of a person viewing them. It’s a fun app, but not safe for work!

Although posts are limited to 140 characters, is the best social LinkedIn (G) network when you need to communicate company news instantly.

Finally, it’s not all about work here, so for relaxing, I’d recommend Slack (H) a music streaming service that gives you access to millions of songs from artists all over the world.

,

LANGUAGE TEST

6. The new money (6 points) Penelope Perry’s job is to hire Generation Z trainees, which means people aged 15 to 25. Her slogan: “You’ll work hard but we’ll pay you well, so let’s talk about money.” Choose the correct options to complete the sentences.

➻ SECURITY: Cyber security experts of the future will need to ensure that safety starts at a company’s (virtual) front door. This means having strategies and programs in place before the hackers arrive.

Tip: Know the differences between routers and servers, and read about risk management.

5. Firewalls (10 points) “Be careful what you download,” says Kenneth Oltermann, who is in charge of IT security at a bank. Here, he is explaining the work of the European Cybercrime Centre. Complete the text with the words from the box.

Fotos: iStock

data | geeks | hacking | identity | networks | online | predators | research | secrets | web The European Cybercrime Centre (EC3) helps protect European citizens, businesses and governments from (A) crime. Who is behind this crime? Everyone from spies and terrorists to computer (B) , companies trying to get an advantage in the marketplace by (C) competitor websites and groups of criminals wanting to steal your personal (D) and sell it on ”. Cyberattacks are the “Dark (E) becoming more commonplace, more dangerous and more sophisticated. Europe’s critical infrastructure, including both private and public sector (F) , is being targeted. Companies are targeted for trade (G) and other sensitive corporate data, and universities for their (H) and development. Citizens are targeted by fraudsters and (I) thieves, and children are targeted by online (J) . The job of the EC3 is to fight this evolving cyber threat.

LANGUAGE TEST

The times are changing, and the ways people make and spend money are really changing. We’re preparing for a (A) flexible / mobile payment revolution in which traditional banknotes will disappear. Future money will be phone money.

Some of you will work on projects dealing with global currency (B) solutions / solvents and you might even develop AI technologies that offer new ways to manage investments, so-called (C) robo-advisers / finance-robots. Take a look at Robocoin, a US company that makes a (D) bytecoin / bitcoin ATM that enables people to exchange virtual money. I’ve just come back from Kenya, where everyone’s talking about the (E) blockchain / chainblock and (F) microentrepreneurs / enterprises have created a currency called Banglapesa. By the time you become managers, you might have your own bank in your pocket!

➻ ROBOTS: Many companies are now planning for a time in the future when most manufacturing will be done by robots. This means new jobs for those who can manage robots to improve productivity and communicate with engineers.

Tip: Learn about automation and mechatronics.

2/2017 Business Spotlight

25

7. In the year 2020 (6 points) Derek Lane is a futurologist. It’s his job to tell us where he thinks technology is going. Here’s his vision of the year 2020. Unscramble the words in bold.

⋅ ⋅ ⋅ ⋅ ⋅

26

The forecasts of when (A) m a t o t e d a u vehicles will fill the streets vary dramatically, but 2020 has been marked as the year BMW’s self-driving cars will begin transporting people around Munich. There are still a huge number of legal and safety hurdles to overcome, however.

ANSWERS 1. Changes everywhere A. blackboard = (Wand-)Tafel; interactive whiteboards B. printed = gedruckt, in Buchform; online C. write letters; send tweets (tweet = Twitter-Nachricht) D. street maps = Straßenkarten; navigator = Navi(gationsgerät) E. manually = manuell, von Hand; robots F. dances; Tinder G. records = Schallplatten; stream H. doctor; activity tracker = Fitnessarmband

Some scientists suggest that same-day cancer treatment could be a reality by 2020. This would require a major change in the way by health data is (B) e d s h r a doctors, hospitals and insurers.

The soldiers of 2020 will be covered in and equipped (C) s o r s e s n with smart glasses, all running from a power supply built into their uniform, according to the UK’s Ministry of Defence.

2. Short and sweet A. search engine optimization = Suchmaschinenoptimierung B. search engine advertising = Suchmaschinenwerbung C. monthly active users = aktive User/Nutzer monatlich D. Internet of Things = Internet der Dinge, Allesnetz E. augmented reality = erweiterte Realität F. virtual reality = virtuelle Realität G. artificial intelligence = künstliche Intelligenz

Four billion people online was the UN target for 2015, but the global organization doesn’t expect that number of users to get until 2020.

(D) t e d n e c c n o NASA will launch the successor to the rover Curiosity (E) b o t o c r i in 2020, bringing us never-before-collected data about Mars. It will use a range of improved instruments to detect minerals on the red planet.

3. Experts needed A–3; B–2; C–5; D–1; E–4

4. Let’s be social!

A. Facebook B. Slack C. WhatsApp D. LinkedIn E. YouTube F. Snapchat

A quarter of the world’s energy needs will be by met by (F) n e w l e s r e a b 2020, according to a report by the International Energy Agency.

G. Twitter H. Spotify

5. Firewalls A. online (online crime = OnlineKriminalität) B. geeks (computer geeks ifml. = Computerfreaks) C. hacking D. data E. Web F. networks = Netzwerke G. secrets (trade secrets = Geschäftsgeheimnisse) H. research (research and development = Forschung und Entwicklung) I. identity J. predators = „schlechte Menschen“ (im Internet)

6. The new money A. mobile B. solutions = Lösungen C. robo-advisers D. bitcoin E. blockchain F. micro-entrepreneurs = Kleinstunternehmer(innen)

7. In the year 2020 A. automated = hier: voll automatisiert B. shared C. sensors = Sensoren D. connected E. robotic = roboterhaft, RoboterF. renewables = erneuerbare Energien

HOW DID YOU DO?

40–50 30–39 18–29

Note: In order to be able to compare your language knowledge across different areas of business English, all Business Spotlight tests now have a maximum possible score of 50 points.

Excellent!

Well done!

Good

Could do better

Congratulations!

If anyone needs information on the latest IT developments, they can ask you. You are sure to know the answer.

You only just missed “Excellent!”. To reach the highest score, go on absorbing information about developments in the IT industry.

You are interested in what is happening in the digital world, but are not completely up to date. Try repeating the exercises that caused you problems.

Perhaps you feel a bit overwhelmed by anything new. No reason to despair: do the test again and get more points on your second go.

Business Spotlight 2/2017

Up to 17 LANGUAGE TEST

Foto: iStock

⋅

LAL SPRACHREISEN Erwachsene

Große Kursauswahl – unter anderem: ) Business English ) NEU: Fachspeziische Englischkurse ) 30+/40+/50+ Programme Englisch | Französisch | Spanisch | Italienisch | Portugiesisch | Russisch | Türkisch | Chinesisch | Japanisch

10% Rabatt auf Sprachreisen für Leser der Business Spotlight*

Mit LAL auf Erfolgskurs: Sprachkenntnisse für den Beruf verbessern • Über 35 Jahre Erfahrung • Höchster akademischer Standard • Garantierter Lernerfolg mit der LAL Lehrmethode • Angebote für 9 Sprachen auf allen 5 Kontinenten • 7 eigene Sprachschulen auf Malta & Gozo, in Torbay, London, Fort Lauderdale, Boston und Kapstadt sowie über 70 Partnerschulen

LAL Sprachreisen

Business Sprachkurse Mit LAL beste Englischkenntnisse erwerben und berulich weiterkommen!

Die Anforderungen an Fremdsprachenkenntnisse im Berufsleben wachsen ständig. Unsere Business Kurse vermitteln Ihnen mehr als nur Fachvokabular und Geschäftsetikette. Wir haben die Inhalte und Übungen speziell darauf zugeschnitten, Sie auf typische Situationen im Geschäftsalltag, wie z.B. Meetings, Telefongespräche, Verhandlungen, geschäftliche Korrespondenz und Small Talk vorzubereiten.

Entspannt auf die Geschäftswelt vorbereiten

10% Rabatt*

„Business English“ auf der Insel Gozo (Malta) • • • • • • •

Business Minigruppenkurs Englisch (ab Level 3) 20 Lektionen à 45 Minuten pro Woche Max. 6 Teilnehmer pro Klasse Welcome Event & Einführungsveranstaltung 7 Nächte in der Schulresidenz Migiarro Kursmaterial, Einstufungstest, Zertiikat Buchbar 01.04.–03.12.17.

1 Woche p.P. ab €

483 statt € 537

Englisch lernen in Südafrika

10% Rabatt*

Standardkurs + Business in Kapstadt • 30 Lektionen à 45 Minuten, davon 10 Business English ab Level 3 • Welcome Event & Einführungsveranstaltung • 7 Nächte im Doppelzimmer in der LAL Campus Residenz inkl. kleinem Frühstück • Kursmaterial, Einstufungstest, Zertiikat 1 Woche p.P. ab €

473 statt € 525

Fachspeziische Englischkurse NEU!

Mit zunehmender Globalisierung sind auch die Fremdsprachenkenntnisse im Berufsleben immer bedeutender und verschiedene Branchen verfügen über ein eigenes Fachvokabular. Unsere fach­ speziischen Englischkurse (ab Level 3 bzw. Mittelstufe) setzen genau dort an und vermitteln Inhalte und Übungen, die speziell auf Ihr gewähltes Fachgebiet zugeschnitten sind. Alle 4 Lernbereiche wie Wortschatz, Text­ und Hörverständnis, Konversation sowie schriftlicher Ausdruck werden aktiv trainiert und perfektioniert.

Kursauswahl & Unterrichtsthemen Fachgebiet

Kurs

Termine

Land

Ort

Medical English z.B. Krankheitsbilder beschreiben, Diagnostik, Behandlungsformen, Krank­ heitsberichte verfassen, Technologie.

2­wöchig ab 06.02., 04.09.17

England

LAL Torbay

2­ bis 8­wöchig ab 06.02., 01.05., 02.10.17 USA

LAL Boston

Reisen & Tourismus

English for Travel & Tourism z.B. efektive Kommunikation mit Gästen und Kunden, Geschäftsetikette, interkulturelle Interaktion, Beschwerdemanagement, Meetings.

2­wöchig ab 06.03., 02.10.17

England

LAL Torbay

Finanzen & Business

English for Finance & Business z.B. Analyse von Firmenberichten, Bewertung von Unternehmensleistungen sowie das Verfassen von Reports inklusive klarer und eindeutiger Präsentation von Daten.

2­wöchig ab 17.04., 24.07.17

England

LAL London

2­ bis 8­wöchig ab 06.03., 05.06., 06.11.17

USA

LAL Boston

Medizin

Marketing

English for Marketing z.B. Konsumverhalten, Marktforschung, Branding, Markttendenzen, Präsentation.

2­wöchig ab 13.02., 17.07., 09.10.17

Südafrika

LAL Kapstadt

Recht

English for Law u.a. zur Vorbereitung auf die Cambridge Prüfung ILEC ­ International Legal English Certiicate. Z.B. Gesellschafts­ und Handelsrecht, Wettbewerbsrecht, Fusionierungen, Übernahmen, authentische Fallstudien, Gesetzestexte erörtern, Klienten beraten, Meinungen ausdrücken.

2­wöchig ab 13.02., 07.08.17

England

LAL London

2­wöchig ab 20.03., 21.08., 20.11.17

Südafrika

LAL Kapstadt

Ingenieurswesen

Technical English for Engineering z.B. Bauwesen, Elektrotechnik, Maschinenbau, Symbole und Maßeinheiten, Kalkulation, Statistik, Prozesse beschreiben, Berichte verfassen.

2­ bis 8­wöchig ab 06.02., 01.05., 02.10.17 USA

LAL Fort Lauderdale

Luftfahrt

English for Aviation: ICAO Level 4 u.a. Ausdrucksweisen im Funkverkehr und GE­Aviation.

10­wöchig ab 03.01., 03.04., 05.09.17

LAL Fort Lauderdale

USA

In der Metropole it für die Geschäftswelt

„English for Finance & Business” oder „English for Law” in London • • • • •

10% Rabatt*

20 Lektionen à 45 Minuten pro Woche Max. 12 Teilnehmer pro Klasse Welcome Event & Einführungsveranstaltung 13 Nächte Privatunterkunft inkl. Frühstück Kursmaterial, Einstufungstest, Zertiikat 2 Wochen p.P. ab €

896 statt € 996

Englisch für Ingenieure im Sunshine State der USA

„Technical English for Engineering“ in Fort Lauderdale • • • •

20 Lektionen à 45 Minuten pro Woche Max. 10 Teilnehmer pro Klasse Welcome Event & Einführungsveranstaltung 14 Nächte Privatunterkunft oder Hotel La Quinta inkl. Frühstück • Kursmaterial, Einstufungstest, Zertiikat, WLAN 2 Wochen p.P. ab €

1116 statt € 1240

10% Rabatt*

LAL Sprachreisen

30+/40+/50+ Programme Lernen Sie mit Gleichgesinnten!

Wer mitten im Berufsleben steht und es bevorzugt mit Gleichgesinnten statt mit Schulabgängern oder Studenten zu lernen, für den empfehlen sich unsere 30+/40+/50+ Sprachkurse. Spezielle 40+/50+ Programme verbinden Standard­ oder Minigruppenkurse in einer homogenen Gruppe mit einem interessanten Aktivitäten­ und Auslugspaket zur praktischen Anwendung der Sprache.

Begleitend genießen Sie anspruchsvolle kulturelle und kulinarische Angebote, die von interessanten Besichtigungen in Museen oder Galerien über Konzert­ und Theaterbesuche, leichten Wanderungen und soziokulturellen Veranstaltungen bis zu Kochkursen und Weinverkostungen reichen. Besonders beliebte Destinationen für diese Programme sind u.a. Malta, Los Angeles und Hawaii. Für weitere Sprachen wie Französisch, Italienisch oder Spanisch erfreuen sich auch Nizza, Antibes, Málaga, Ibiza, Tropea, Rom und Florenz großer Beliebtheit.

Kursübersicht Englisch Destination

Alter

Kursbeginn

Wochenanzahl

Malta Sliema

40+

03.04., 08.05., 05.06., 04.09., 02.10.17

1­ und 2­ wöchig

Torbay

30+

jeden Montag 10.04.–24.04. (Kursende 28.04.) und 14.08.–18.09. (Kursende 22.09.17)

1­ bis 6­ wöchig

London

30+

jeden Montag 10.04.–24.04. (Kursende 28.04.) und 14.08.–18.09. (Kursende 22.09.17)

1­ bis 6­ wöchig

Galway

30+

jeden Montag 03.07.–14.08. (Kursende 18.08.17)

1­ bis 7­ wöchig

Fort Lauderdale

30+

jeden Montag 13.02.–20.03. (Kursende 24.03.) und 27.11.–18.12. (Kursende 22.12.17)

1­ bis 6­ wöchig

Boston

30+

jeden Montag 08.05.–29.05. (Kursende 02.06.) und 04.09.–23.10. (Kursende 27.10.17)

1­ bis 8­ wöchig

Los Angeles

50+

10.04.17

2­wöchig

Hawaii

50+

03.01., 09.01., 17.01., 23.01., 10.10., 16.10., 23.10., 30.10., 06.11., 13.11., 20.11., 27.11.17

1­ bis 4­ wöchig

Kapstadt

30+

jeden Montag 13.02.–20.03. (Kursende 24.03.) und 30.10.–11.12. (Kursende 15.12.17)

1­ bis 7­ wöchig

Zusätzlich stehen Angebote für Französisch, Italienisch oder Spanisch zur Verfügung.

Lernen unter Gleichgesinnten

10% Rabatt*

40+ Programm auf Malta • 20 Englischlektionen à 45 Minuten in der Minigruppe • Moderne LAL Schule in Sliema • Welcome Event & Einführungsveranstaltung • 7 Nächte in einer Privatunterkunft • 4 Halbtagesaktivitäten pro Woche z.B. Auslüge, Weinproben, English Film Night, Hafenrundfahrt oder Besuch eines traditionellen Restaurants mit Live Musik & Tanz • Kursmaterial, Einstufungstest, Zertiikat 1 Woche p.P. ab €

468 statt € 520

Nutzen Sie den exklusiven Rabatt von 10% auf Ihre Sprachreise! * *Gültig auf alle Sprachreisen bei Buchung bis 25.04.2017 unter Angabe des Aktionscodes „Business10“. Flug­ und Busanreise sind nicht rabattfähig.

Unser kompetentes Team berät Sie gern unter:

+49 (0)89 - 2525 2402

Weitere Informationen und Katalogbestellung unter www.lal.de/business

LAL Sprachreisen GmbH • Landsberger Str. 88 • D-80339 München

Aktions­Code: Business10

VIEWPOINT IT’S PERSONAL

“Job titles are getting longer and even sillier” In Jobbörsen stößt man immer öfter auf Berufsbezeichnungen, die nicht gleich erkennen lassen, welche Position denn nun eigentlich besetzt werden soll.

ADVANCED PLUS

Fotos: iStock

W

hile looking at jobs on LinkedIn recently, I spotted an exciting opportunity in the United States: “Ambassador wanted!”

I thought it unlikely to be an advert for the UK’s representative in Washington, because when Donald Trump said that Brexit promoter Nigel Farage would be the ideal man for the job, the British government was quick to tell him: “There is no vacancy for that position.”

Nevertheless, I read on: “Must be able to work various shifts … and be available weekdays and weekends.” Well, you’d expect a diplomat to be flexible.

Those formal dinners rarely happen between nine and five. I could agree to that. What else?

“Must have reliable transportation.” Now, I thought an ambassador would get a company car, but my VW is very reliable, so I still meet the criteria. What’s next?

“Be authorized to work in the US.” Ah, now that’s a problem; I don’t have a green card. But my sister does — maybe I’ll send the advert to her. Oh, look. This ambassador job is, strangely, in Atlanta, and that’s where she lives. How perfect! The perks look excellent, too: “free scoops”. Hey, what?

Yes, the “ambassador” was for Jeni’s Splendid Ice Creams. The advert says it’s “the ice cream Time magazine calls ‘the best in America’”. In which case, why wouldn’t you be proud to be a “sales assistant” for that company?

The fashion for overblown and opaque job titles started long ago. The problem is that, as each overblown title becomes the norm, we up the silliness.

As I write, Verizon is looking for a sales representative, “or what we like to call a Solutions Specialist”.

They’re not alone in liking it: “solutions” jobs are everywhere, even though Private Eye magazine has VIEWPOINT

ELISABETH RIBBANS is a British journalist and editorial consultant. She is also a former managing editor of The Guardian in London.

➳ Contact: eribbans@ gmail.com

satirized this word as terrible corporate speak for over a decade.

Clare Lynch, director of Doris & Bertie, a London firm that helps businesses talk and write like human beings, says: “Any rebrand of a job is always accompanied by an increase in syllables. I suspect it’s a way of compensating for stagnating wages.”

New positions are no excuse for getting complicated. It’s clear what a “social media manager” does.

But “scrum master”? My dictionary defines “scrum” as a term in rugby. You must look elsewhere to learn it’s an important job in software development.

How about “seasonal loss prevention service ambassador”? I think it’s a temporary store detective.

A “multilingual inbound channel marketing concierge”? No idea. Meanwhile, a London company seeks a “customer experience detective” — perhaps to find customers who are having experiences. I think I may be having one right now.

ambassador

perk [p§:k] ifml.

[Äm(bÄsEdE]

, Vergünstigung

, Botschafter(in)

private eye

concierge

[)praIvEt (aI] ifml.

[(kQnsieEZ]

, Privatdetektiv(in),

, Portier(sfrau); hier etwa: Profi

Schnüffler(in) rebrand

scrum [skrVm] , Gedränge; hier: Vorgehensmodell der agilen SoftwareEntwicklung shift [SIft] , Schicht suspect sth.

corporate speak

[)ri:(brÄnd]

[(kO:pErEt spi:k]

, Umfirmierung;

, Wirtschaftsjargon

hier: Umbenennung

, etw. vermuten

opaque

sales representative

[EU(peIk]

syllable [(sIlEb&l] , Silbe

, undurchsichtig;

[(seI&lz repri)zentEtIv]

hier: unklar

, Außendienst-

overblown [)EUvE(blEUn] , hochtrabend

mitarbeiter(in) scoop [sku:p] , (Eis-)Kugel

[sE(spekt]

up sth. [Vp] ifml. , etw. steigern vacancy [(veIkEnsi] , Vakanz, freie Stelle

2/2017 Business Spotlight

31

Free trade: do we need more of it?

DEBATE HEAD-TO-HEAD

Fotos: iStock; privat; Genevieve Stevensont

Do we need global trade deals?

Braucht die globale Wirtschaft überhaupt noch globale Handelsabkommen?

JULIAN EARWAKER hat Argumente dafür und dagegen gehört.

ADVANCED AUDIO

32

Business Spotlight 2/2017

DEBATE

YES

NO

“We need to maintain the momentum on free trade” Andrew Sentance

“There are more important things than the free flow of goods” Nick Dearden

World trade is a bit like riding a bicycle: if you’re not moving forward, you’ll tend to fall off.

ANDREW SENTANCE So, we need to be continually is a business economist and working on a liberalization senior economic adviser agenda. to PricewaterhouseCoopers (PwC) in London We saw a lot of growth as a result of the launch of the World Trade Organization (WTO), the European single market and the North American Free Trade Agreement (NAFTA). The WTO has been the most successful international organization in the post-Second World War period.

Crafted properly, world trade deals are win-win solutions for consumers and producers. There are provisions in WTO treaties that allow countries to impose environmental conditions on imports. In the past 20 to 30 years, consumers have enjoyed the ability to buy things more cheaply, including computers and clothing. At the same time, we have record levels of employment in the UK and Germany.

The challenge for countries that trade with low-cost producers is to find other ways of generating higher living standards, which means improving skills and education, and supporting the high-tech sectors that generate growth for the future. The General Agreement on Trade in Services (GATS) has stalled, but it would benefit many Western economies if we could open up the services market more.

There is a protectionist mood in the air — and that is worrying. We only need to look back to the 1930s, when protectionism intensified the recession and created a depression. If we see a reversal of the world trade that we’ve experienced since the 1980s and 1990s, that is bad news for the world economy. Global deals like the Trans-Pacific Partnership (TPP), the Transatlantic Trade and Investment Partnership (TTIP) and the Comprehensive Economic and Trade Agreement (CETA) are made to create benefits for consumers and producers alike. Whether they are the right deals remains to be seen. I would like to see a broader global deal that includes Asia, North America and Europe.

There are always winners and losers, but the opening up of world trade and the associated investments that have followed have been good for the growth and development of the global economy. We need to maintain the momentum.

Formulated in the right way, global trade deals can be incredibly helpful. The European sinNICK DEARDEN gle market, despite its problems, is the director of improved living standards for all Global Justice Now of the countries signed up to it. in London. www.globaljustice.org.uk However, the model embedded in global trade deals like CETA and TTIP cares about nothing except the lowest possible price.

We’re not against trade or global rules on trade — but these deals are removing the standards and protections that we have built up over many years.

Over the past 20 to 30 years, especially in Britain and the United States, governments have backed the interests of multinational corporations. When we looked at CETA, for example, we found that 95 per cent of European Commission meetings had been with multinational corporations, compared to just five per cent with representatives of consumer and human rights, development and environmental concerns.

CETA includes an investor-state dispute settlement (ISDS) system that allows businesses to sue governments for introducing just about anything that threatens their ability to make profits. Huge corporations can use a secret legal route to claim compensation from a government doing what it is supposed to do in order to protect its people and the environment.

It takes only two years to exit the European Union treaty, yet TTIP and other big trade deals include sunset clauses of up to 20 years. It’s nearly impossible to get out of them. In the meantime, liberalization and private-sector involvement are locked into your public services, whatever the consequences.

The rise of the populist right in the United States and Europe indicates a rejection of current global trade deals, but, sadly, also means attacking the best aspects of globalization — bringing cultures closer together, building better international understanding and allowing people more freedom to travel.

Lower consumer prices are great — but not if the real cost is the exploitation of people in other parts of the world, or making the planet uninhabitable. There are more important things than the free flow of goods around the world. We need trade rules that plan longer term for society as a whole. The survival of our civilization depends upon it.

back sth. [bÄk]

momentum

, etw. unterstützen

claim compensation [)kleIm )kQmpEn(seIS&n] , Schadenersatz fordern

corporation [)kO:pE(reIS&n] , Unternehmen craft sth. [(krA:ft] , etw. gestalten embedded [Im(bedId] , verankert, integriert

DEBATE

exit (a treaty) [(eksIt (E tri:ti)] , (aus einem Vertrag) austreten

exploitation [)eksplOI(teIS&n] , Ausbeutung

impose sth. on sb./sth.

[Im(pEUz )Qn] , etw. jmdm./etw. auferlegen

incredibly [In(kredEbli] , unglaublich launch [lO:ntS] , Einführung; hier: Gründung legal route [(li:g&l ru:t] , juristischer Weg lock sth. into sth. [)lQk (Intu] , hier: etw. zu einem festen Bestandteil von etw. machen

[mEU(mentEm] , Dynamik

reversal [ri(v§:s&l]

sue sb. [sju:]

, Umkehr(ung)

, jmdn. verklagen

settlement

sunset clause

provision [prE(vIZ&n] , Bestimmung

[(set&lmEnt]

[(sVnset klO:z]

, Beilegung, Schlichtung

, Auslaufklausel, -frist

public services

single market

[)pVblIk (s§:vIsIz]

[)sINg&l (mA:kIt]

, hier: öffentliche Versorgungsbetriebe

, (EU-)Binnenmarkt

treaty [(tri:ti] , Vertrag

rejection [ri(dZekS&n] , Ablehnung

stall [stO:l] , ins Stocken geraten sein

uninhabitable [)VnIn(hÄbItEb&l] , unbewohnbar

2/2017 Business Spotlight

33

INTERCULTURAL COMMUNICATION NEXT-GENERATION WORKPLACE Challenges ahead: more employees work internationally

FACING THE FUTURE

Globalisierung und Digitalisierung haben Auswirkungen auf den Arbeitsplatz der Zukunft und betreffen nicht nur die Geschäftstätigkeit von Firmen, sondern auch den Fremdsprachenunterricht und die Vermittlung interkultureller Kompetenzen. ROBERT GIBSON führt dies näher aus.

This article is based on a plenary talk given by Robert Gibson at the IATEFL-BESIG business English conference in Munich in November 2016, at which Business Spotlight was a media partner.

IATEFL is the International Association of Teachers of English as a Foreign Language (www.iatefl.org) and BESIG is the Business English Special Interest Group of IATEFL (www.besig.org). A version of the article is in the spring issue of the BESIG magazine, Business Matters. plenary talk [)pli:nEri (tO:k] , Plenarvortrag

34

Business Spotlight 2/2017

INTERCULTURAL COMMUNICATION

Foto: iStock

MEDIUM PLUS

H

ow can organizations and language and intercultural trainers deal with a business world that is increasingly characterized by four factors: volatility, uncertainty, complexity and ambiguity — otherwise known as “VUCA”?

And what do the megatrends of demographic change, globalization and digitalization mean for our work?

Changing demographics The ageing of the population in many countries is creating a shortage of skilled workers. As a result, companies are competing fiercely for the best people in the “war for talent”.

In doing so, organizations need to respond by avoiding bias and being open to all applicants for jobs. They cannot afford to reject people on the basis of their gender, age, sexual orientation, physical ability, ethnicity or anything else that is not directly related to their suitability for the job.

One concrete way that companies are responding to demographic change is by creating a new, more flexible type of working environment (see Business Spotlight 1/2017). Separate offices for individuals or just a few people are being replaced by large open spaces that are suitable for the different kinds of work and leisure associated with the modern workspace.

Many firms also have a “clean-desk policy” — according to which employees can sit at any desk, but they must clear it of documents and removable media at the end of each working day.

This, together with encouraging staff to work from home on certain days, aims to create a more flexible working life, particularly to attract younger, Generation Y employees (those born in the 1980s and 1990s).

Globalization The Financial Times has defined globalization as “the integration of economies, industries, markets, cultures and policymaking around the world”. More employees are involved in international work than ever before, whether it be in the form of business travel, projects, delegations abroad or strategic assignments.

And more and more of those who don’t travel are increasingly becoming members of global teams, collaborating virtually with individuals and teams around the world.

Digitalization According to the technology research company Garnter Inc., digitalization is “the use of digital technologies to change a business model and provide new revenue and value-producing opportunities; it is the process of moving to a digital business”.

One example from everyday life illustrates the enormous changes that are taking place in organizations. For much of its history, Foyles in London was considered to be one of the largest bookshops in the world, with its flagship store offering some 200,000 books on four miles of shelf space. Now, Amazon, provides not only millions of books on demand but also delivers them to your home, offers personalized recommendations and a whole range of additional products and services.

Change has also taken place in the world of language teaching.

The traditional English-teaching world involved coursebooks and classroom training. But it is now embracing the opportunities provided by the digital world, including online videos, blogs, social media, webinars and wikis.

INTERCULTURAL COMMUNICATION

The customer challenge Yet how can individual trainers compete with global digital suppliers, such as Duolingo.com, which offers free-on-demand English learning to more than 100 million users worldwide and is backed by multi-million financing?

The key for us trainers will be to look carefully at our customers, our content and the way we are delivering our services — and then to turn this into a business model that reflects the realities of the market.

1. Customers New target groups are emerging for business English and intercultural training. These include: People in existing markets who are newly influenced by globalization, such as back office staff dealing with customers, suppliers and colleagues from around the world.

People in new markets, for example, China.

People new to training. Online services provide training to those who would previously not have had the chance to take part in a face-to-face course.

Members of diverse, dispersed teams.

Refugees and social workers, as well as other employees of public authorities who work with them.

Native speakers of English who are working internationally and need to improve their communication skills.

⋅ ⋅⋅ ⋅⋅ ⋅

2. Content Language trainers must focus on the specific needs of the client. The trainer has to speak the language of the client, offering solutions to their problems rather than standardized products.

Intercultural trainers, meanwhile, need to consider the fact that people have multiple cultural identities — for example, national, corporate, departmental, gender-based. The training ambiguity [)ÄmbI(gju:Eti] , Doppel-, Mehrdeutigkeit applicant [(ÄplIkEnt] , Bewerber(in) assignment [E(saInmEnt] , Auftrag, Einsatz back sb./sth. [bÄk] , jmdn./etw. unterstützen back office [)bÄk (QfIs]

, Innendienst

bias [(baIEs] , Voreingenommenheit

dispersed [dI(sp§:st]

public authority

Orten) verstreut

, Behörde

embrace sth. [Im(breIs]

refugee [)refju(dZi:] , Flüchtling

, (an verschiedenen

, etw. annehmen;

hier: einbeziehen

emerge [i(m§:dZ] , entstehen face-to-face

[)feIs tE (feIs] , direkt;

hier: mit einer eigenen Lehrkraft

[)pVblIk O:(TQrEti]

reject sb. [ri(dZekt] , jmdn. abweisen research [ri(s§:tS] , Forschung respond to sth. [ri(spQnd tu] , auf etw. reagieren

fiercely [(fIEsli]

collaborate with sb.

, erbittert

revenue [(revEnju:] , Einnahme(n)

[kE(lÄbEreIt wID]

flagship store

shortage of skilled workers [)SO:tIdZ Ev

, mit jmdm. zusammen-

arbeiten

compete for sb. [kEm(pi:t fO:]

[(flÄgSIp stO:] , Flagship-Store, Vorzeigeladen

, um jmdn. konkurrieren

gender [(dZendE] , Geschlecht

corporate [(kO:pErEt] , Unternehmens-

Inc. [INk] US , etwa: AG

coursebook [(kO:sbUk] UK , Lehrbuch departmental [)dipA:t(ment&l] , Abteilungs-

leisure [(leZE] , Freizeit on demand [Qn di(mA:nd] , auf Abruf previously [(pri:viEsli] , zuvor

)skIld (w§:kEz] , Fachkräftemangel

suitability [)su:tE(bIlEti] , Eignung, Tauglichkeit target group [(tA:gIt gru:p] , Zielgruppe volatility [)vQlE(tIlEti]

, Unbeständigkeit

working environment [(w§:kIN In)vaI&rEnmEnt] , Arbeitsumfeld

2/2017 Business Spotlight

35

All change: dealing with an uncertain and volatile world

appropriate [E(prEUpriEt]

pattern [(pÄt&n]

, Interaktion

, Muster

assessment [E(sesmEnt]

magnetic resonance imaging (MRI)

recruiter

, Beurteilung

implicit [Im(plIsIt]

, indirekt; hier: nicht

bewusst wahrgenommen

36

interplay [(IntEpleI]

, geeignet, zweckdienlich

Business Spotlight 2/2017

[mÄg)netIk )rez&nEns (ImIdZIN] , Kernspin-

[ri(kru:tE] , Personalvermittler(in)

Foto: iStock

also needs to take into account the interplay between the individuals and their multiple cultures within a particular situation or context. Simplistic models based on cultural generalizations are not appropriate.

Many companies are now investing in training programmes to increase awareness of their employees’ “unconscious bias” — the implicit and automatic patterns of thought that we are unaware of and which enable our brains to make quick assessments of situations. Recruiters, as mentioned above, need to be aware of their biases to avoid discriminating against particular groups.

Research into the brain using magnetic resonance imaging (MRI) and other technologies has shown that physical and social pain (for example, that caused by exclusion from a group) are remarkably similar as far as the brain is concerned. This means that, if global teams are to work together effectively, they must

DIGITALIZATION IS LEADING TO THE DISAPPEARANCE OF SOME TYPES OF TRADITIONAL TRAINING AND BUSINESS MODELS

tomographie (MRT)

INTERCULTURAL COMMUNICATION

be inclusive. In his book Where in the World Is My Team?, Terence Brake suggests that there are six key performance areas for successful global virtual collaboration: cooperation (for example, trust and managing different time zones) convergence (shared goals and priorities) coordination (clear roles and responsibilities) capability (using the knowledge of all team members) communication (written and oral language) cultural intelligence (sensitivity to cultural differences) Intercultural trainers need to consider such areas if they are to offer effective solutions to their customers.

⋅ ⋅⋅ ⋅⋅ ⋅

3. Delivery A number of factors will determine how training can best be delivered in the future. The “70:20:10 model” claims that 70 per cent of learning and development takes place on the job, 20 per cent comes from feedback from colleagues and only ten per cent is from formal training. Although this model is sometimes used as a justification for reducing training budgets, it also provides a theoretical underpinning for the importance of on-the-job training.

There are a number of challenges facing trainers within organizations: The time available for training is becoming more limited.

Often, training measures are requested at short notice.

Course participants often lack focus as they are trying to keep up with their daily business in the breaks.

As a result of their studies and international experience, participants come to training with higher levels of English and more intercultural knowledge than they typically have in the past.

⋅⋅ ⋅ ⋅

How can trainers deal with these challenges? There are a number of possibilities. For example: On-the-job training: embedding the business English trainer in the team or department. The trainer then prepares employees for meetings and presentations, checks documents and supports team members during phone calls and videoconferences.

Creating short videos on key topics that are then made available on the company intranet.

Developing toolkits that contain a range of materials on a topic (for example, unconscious bias) and can be used by nonexperts following a train-the-trainer programme.

Running web-based workshops with a trainer to reach a large or geographically dispersed target group (for example, on the topic of global virtual collaboration).

⋅ ⋅ ⋅ ⋅

4. Business models Digitalization is leading to the disappearance of some types of traditional training and business models. The boom areas are at the two extremes of the price range. Social media, online videos and apps are available free or at low cost and on demand. Unless you can create a large volume, it will be hard to generate much income from this part of the market. High-end, customized training and consulting, on the other hand, is harder to acquire but potentially more lucrative.

INTERCULTURAL COMMUNICATION

Digitalization is also leading to the emergence of new roles in training, such as that of community manager, curator of content and self-publisher. One effective way of creating your own business model is using the “Business Model Canvas” template — described in the book Business Model Generation by Alexander Osterwalder and Yves Pigneur, and co-created by 470 practitioners from 45 countries (see “For more information”, below).

An active presence on social media, such as LinkedIn, is also likely to be essential, as is fostering your network through participation in interest groups of professional organizations, such as IATEFL (International Association of Teachers of English as a Foreign Language) and SIETAR (Society for Intercultural Education, Training and Research).

Your challenge A world that is characterized by volatility, uncertainty, complexity and ambiguity can seem daunting. But with an open approach, it is possible, as the German futurist Gerd Leonhard suggests, to transform this situation into something more positive. To do so, Leonhard says we need a different VUCA: velocity, unorthodox behaviour, collaboration and awesomeness.

The challenge is yours. Are you ready to meet it?

approach [E(prEUtS]

department [di(pA:tmEnt] , Abteilung

sensitivity [)sensE(tIvEti] , Feingefühl

at short notice

embed sb. [Im(bed] , jmdn. einbeziehen

template [(templeIt] , Vorlage

emergence [i(m§:dZEns] , Entstehung

toolkit [(tu:lkIt] , Werkzeugkasten; hier: Materialsammlung

, Ansatz

[Ät )SO:t (nEUtIs] , kurzfristig

awesomeness [(O:sEmnEs] ifml. , Großartigkeit; hier: Exzellenz break [breIk]

, Pause

challenge [(tSÄlIndZ] , schwierige Aufgabe

face sb. [feIs] , jmdn. konfrontieren foster sth. [(fQstE] , etw. fördern, ausbauen goal [gEUl] , Ziel

[kE)lÄbE(reIS&n]

high-end [)haI (end] , hochwertig; hier: für hohe Ansprüche

, Zusammenarbeit

keep up with sth.

consulting [kEn(sVltIN] , Beratung

, etw. nachkommen

collaboration

curator [kju&(reItE] , Verwalter(in) customized [(kVstEmaIzd] , maßgeschneidert daunting [(dO:ntIN]

, beängstigend

topic [(tQpIk] , Thema underpinning [)VndE(pInIN] , Untermauerung velocity [vE(lQsEti]

, Geschwindigkeit

[)ki:p (Vp wID]

on the job [)Qn DE (dZQb] , am Arbeitsplatz practitioner [prÄk(tIS&nE] , Fachkraft self-publisher [)self (pVblISE] , Selbstverleger(in)

➻ FOR MORE INFORMATION Books Business Model Generation, Alexander Osterwalder, Yves Pigneur (Campus) Where in the World Is My Team?, Terence Brake (Wiley) Websites BESIG: www.besig.org IATEFL: www.iatefl.org Gerd Leonhard: www.gerdleonhard.de SIETAR Europa: www.sietareu.org

ROBERT GIBSON leads an international team of specialists at SIEMENS AG in Munich, which provides intercultural training and consultancy services for individuals, teams and organizations. He has written more than 70 intercultural articles for Business Spotlight.

2/2017 Business Spotlight

37

Jetzt mit Ihrer Wunsch Das Komplett-Paket EINFACH BESSER BUSINESS-ENGLISCH

MÄRZ–APRIL 2017

COMMUNICATE TO INNOVATE

2 — 17

Deutschland €13,90 CH sfr 22,90 A·E ·I ·L · P (cont.) · SK: € 15,80

4 1 95 378 41 3906

02

The language you need when creating new ideas

Careers

Coping with pressure

Debate

Do we need global trade deals?

SKILL UP!

NEGOTIATING ➺

Sprachtraining leicht gemacht

THE LANGUAGE OF

Ausgabe ➳ 43

LESEN

HÖREN

Sprachmagazin Business Spotlight – Einfach besser Business-Englisch!

• Viele Artikel rund um die Businesswelt • 92 Seiten interkulturelle Tipps und Sprachtraining • Als Magazin oder E-Paper Zusätzlich nur für Lehrer: Business Spotlight „in the classroom“ – für den Einsatz im Unterricht

Business Spotlight Audio – Hörtraining „ganz nebenbei“ • Hervorragend zur Verbesserung von Aussprache und Wortschatz • Ca. 1 Stunde Hörtraining mit Übungen, Reportagen und Kultur-Tipps • Lernerfolg ganz nebenbei: z. B. im Auto oder beim Joggen

sprache durchstarten: zum Sparpreis.

EINFACH BESSER BUSINESS-ENGLISCH

MÄRZ–APRIL 2017

COMMUNICATE TO INNOVATE

2 — 17

Deutschland €13,90 CH sfr 22,90 A·E ·I ·L · P (cont.) · SK: € 15,80

4 1 95 378 41 3906

02

The language you need when creating new ideas

Coping with pressure

Debate

Do we need global trade deals?

SKILL UP!

NEGOTIATING ➺ Careers

Sprachtraining leicht gemacht

THE LANGUAGE OF

Ausgabe ➳ 43

Im Paket für nur 145 €

ÜBEN Business Spotlight plus – die Extra-Dosis Sprachtraining • Mehr Eizienz durch zusätzliches Übungsmaterial • 24-seitiges Übungsheft zur Intensivierung der Trainingserfolge • Mit Übungen für Grammatik und Wortschatz

Lesen, hören, üben – alles im Paket Nur für kurze Zeit: 145 € statt 206,40 € Auch bestehende Abonnenten sparen* Bestellen Sie jetzt: spotlight-verlag.de/start17 Tel. +49 (0)89 / 8 56 81-16 Das Aktionsangebot gilt bis 31.03.2017. * Sie erhalten eine neue Gesamtrechnung. Ihren bestehenden Auftrag werden wir stornieren.

Der bereits bezahlte Betrag wird Ihnen gutgeschrieben.

BUSINESS SKILLS INNOVATION

Making it work Kreativität ist die Entwicklung neuer Ideen, Innovation deren Umsetzung.

Doch, wie BOB DIGNEN ausführt, ist es mit Ideen allein nicht getan.

Um sie erfolgreich umzusetzen, müssen sie zwischen allen Betroffenen in einem Unternehmen klar kommuniziert werden.

ADVANCED AUDIO PLUS

Four components of innovation In the following pages, we will look at four key components that organizations need to implement if they are to innovate successfully: analysis, strategy, leadership and communication. You will find some examples of the language you can use on page 46.

40

Business Spotlight 2/2017

1. Analysing the environment Business innovation, which many believe comes from an almost mystical moment of creativity, normally begins with a far less exciting moment of analysis of a business environment. Analytical procedures can be used to investigate current business models and the likely impact of political, social, economic and technological trends (PEST).

For some industries, innovation may mean little more than optimization of the current procedures, such as finding new ways to manufacture the same product more cheaply. For other industries, innovation may mean something much more disruptive.

Indeed, the term “disruptive innovation” describes the ever-present challenge to current business models from new players, for example, those with new versions of a product or service. The taxi service Uber is one such example. With its clever use of technology, it is threatening the survival of the traditional business model of the taxi industry, providing not only lower prices but also extra convenience for customers. Another example of disruptive innovation is e-learning, which threatens traditional teaching models that involve face-to-face interaction.

In addition to analysing the market for direct signs of new competitors, large corporations are looking for deeper signals of innovation, for example, by watching the venture capital firms that fund start-ups.

Their investment portfolios offer clues to the future.

Any data needs to be analysed carefully so that firms understand the dangers that the disruptor poses to their own ability to

survive. They also need to determine the extent of their own financial and organizational flexibility and their ability to fight back, for example, with even more extreme forms of invention or with legal challenges to maintain the status quo.

2. Engaging strategically Once analysis is complete, strategy can be defined. The way organizations think about innovation can be divided into two main strategies: organic engagement and non-organic engagement.

Organizations that engage organically aim to create processes inside their own structures that can deliver innovation. The existence of large research and development departments is a classic

clue [klu:]

fund sth. [fVnd] , etw. finanzieren

convenience

impact [(ImpÄkt] , Auswirkung(en)

, Hinweis, Anhaltspunkt

[kEn(vi:niEns] , (praktischer) Nutzen

corporation [)kO:pE(reIS&n] , Unternehmen

implement sth. [(ImplIment] , etw. umsetzen

implementation

disruptive [dIs(rVptIv] , störend; hier: umwälzend

, Umsetzung

disruptor

, unvermeidlich

[dIs(rVptE] , Faktor, der den Wandel

herbeiführt

engage [In(geIdZ] , sich einsetzen, mitwirken engagement [In(geIdZmEnt] , Einsatz, Mitwirkung

face-to-face [)feIs tE (feIs] , persönlich

[)ImplImen(teIS&n]

inevitable [In(evItEb&l] pose a danger [)pEUz E (deIndZE] , eine Gefahr darstellen

research and development [ri)s§:tS En di(velEpmEnt] , Forschung und

Entwicklung

shift [SIft] , Verschiebung venture capital firm [(ventSE )kÄpIt&l f§:m] , Risikokapitalgesellschaft

BUSINESS SKILLS

Foto: Getty Images

F

or organizations, innovation is in many ways similar to change.

Both are inevitable, and both are things that people and organizations try to manage to their own advantage.

Innovation is driven by many factors that are, at least partly, beyond the control of individual people and organizations. These include demographic shifts, political and economic changes, technological advances and demands from new and ageing generations.

At the same time, innovation is essential for companies that wish to grow and succeed in an increasingly competitive marketplace.

Innovation and creativity have an almost symbiotic relationship. If creativity is the development of ideas, then innovation is the implementation of these ideas in a new process, practice or product. Without innovation, creativity is often wasted.

In this article, we will be examining how organizations and individuals can respond to the pressure to innovate, and at which processes and behaviours are essential for success.

Innovation: putting ideas into practice

manifestation of this desire to internalize, despite the cost and risk of failure. Sometimes, semiautonomous innovation centres are created, which are geographically and culturally apart from the parent company so as to allow independent thinking, but which are close enough to remain aligned with the organizational strategy.

Alternatively, an organization can use a strategy of non-organic engagement.

This means looking externally to find structures that can deliver innovation.

This could be through mergers and acquisitions, or by partnering with centres of expertise and therefore keeping in touch with the latest trends and developments. In the pharmaceutical industry, for example, universities and independent research clinics often serve as the knowledge incubators for new drugs and treatments.

A third possibility is an “ecosystem strategy” for innovation. Here, companies form open, collaborative relationships with their stakeholders (suppliers and customers) to co-create innovation in key areas of shared interest, particularly logistics and IT. Integrating these systems across companies can lead to significant

synergies and savings. And involving experts with different backgrounds and experiences can lead to greater mutually beneficial innovation.

3. Leading effectively Successful innovation requires effective leadership, with those who are most senior in organizations taking responsibility and not simply facilitating others to do so. It is essential for senior managers to stabilize the level of uncertainty in organizations, particularly at times when business is difficult. Feelings of uncertainty can reduce people’s openness to new ideas and their ability to think creatively. This can paralyse organizations at exactly the time when they require maximum innovation.

Take a moment to reflect on your own organization’s leadership and its engagement with innovation measures.

Answer yes or no to the following activities, according to whether you have experienced your leadership doing these tasks. If you cannot answer yes to more than three of the statements, it is perhaps time to discuss the need for your firm’s leadership to focus more on innovation.

aligned: be ~ with sth.

[E(laInd] , auf etw. abgestimmt sein business unit [(bIznEs )ju:nIt] , Geschäftsbereich

centre of expertise [)sentEr Ev )eksp§:(ti:z] , Kompetenzzentrum

collaborative [kE(lÄbErEtIv] , gemeinschaftlich

embed sth. [Im(bed] , etw. einbetten, verankern foster sth. [(fQstE] , etw. fördern funds [fVndz] , Mittel incentivize sth.

[In(sentIvaIz] , Anreize für etw. schaffen

incubator [(INkjubeItE] , Inkubator, Zentrum insight [(InsaIt] , Erkenntnis internalize [In(t§:nElaIz] , internalisieren; hier: innere Strukturen aufbauen keep in touch with sth. [)ki:p In (tVtS wID] , über etw. auf dem

Laufenden bleiben manifestation

[)mÄnIfe(steIS&n]

mergers and acquisitions [)m§:dZEz En )ÄkwI(zIS&nz] , Fusionen und Über-

nahmen

metric [(metrIk] , Maß; hier: Messgröße mutually beneficial [)mju:tSuEli benI(fIS&l] , beiderseitig nutz-

bringend

paralyse sth. [(pÄrElaIz] , etw. lähmen

parent company [(peErEnt )kVmpEni] , Muttergesellschaft

pharmaceutical [)fA:mE(su:tIk&l] , [wg. Aussprache]

senior [(si:niE]

, ranghoch, in leitender

Position

senior executive [)si:niEr Ig(zekjUtIv] , Mitglied der oberen

Führungsebene stakeholder

[(steIk)hEUldE] , (Mitglied einer)

Interessengruppe

track sth. [trÄk] , etw. verfolgen venture capitalist [(ventSE )kÄpItElIst] , Risikokapitalgeber(in)

, Ausdruck

MY ORGANIZATION’S LEADERSHIP…

Yes No

appoints senior executives with the explicit purpose to innovate. creates cross-functional teams with the mission to develop new ideas, products, etc. develops relationships with venture capitalists to understand innovation start-ups. promotes the message that failing is fine as long as it is fast and leads to learning. establishes metrics to incentivize and track innovation in the organization. finds funds to finance meaningful innovation activities. designs creative workspaces to foster interaction and knowledge sharing. embeds innovation and creativity into the organization’s values. invests in experimental projects. uses a rotation of staff across business units and organizations to promote new insights.

42

Business Spotlight 2/2017

KEY TIPS! • Analyse your existing business environment carefully before considering which innovations might be beneficial.

• Think about whether your organization should create innovations internally, externally or as a mixture of both.

• If you are a leader in an organization, take personal responsibility for creating an innovation-friendly environment.

• Communicate with as many people as possible about innovation, talk about it openly, connect ideas and discuss effective decision-making.

BUSINESS SKILLS

Disruption: how can you use it to your advantage?

Case study: Innovating for health and safety

Fotto: Getty Images

The health and safety committee of an engineering firm is meeting to discuss the number of employee accidents caused by the use of machines. The firm’s target is zero accidents, but there were more than 20 last year, ten of which were serious.

Maurice: Look, the basic problem is that our younger technicians continue to use the high-power drills when they shouldn’t. Because they don’t have the proper training, they don’t know how to use the drills and they make mistakes and get injured. I think we need to have more notices in the workplace telling our technicians which equipment they can and can’t use.

Monika: I agree. The high-power drills should be used only by experienced people, and we need to make sure that the younger guys don’t pick them up by mistake. Sometimes, they don’t even realize they’re using a high-power drill. We need more notices, as you say. And we need more briefings by their managers every week.

John: I think we should give them a short training session on the high-power drills.

Maurice: You need a year of experience before you can operate these drills. Most of these guys have been with us for six weeks. They can’t even tell which drill BUSINESS SKILLS

is which sometimes. We need to limit them to the low-power drills, or we’re creating a really dangerous workplace. If you give them a quick training session, you’re going to make things worse.

Sascha: OK, so we agree on more notices, more briefings by managers and more penalties if they use the wrong drills.

After the meeting, Sascha’s summary was implemented as an innovation. Four months later, accidents were still at the same level and motivation among new employees was poor, as they were now punished for making mistakes.

adopt sth. [E(dQpt]

, etw. übernehmen

briefing [(bri:fIN] , Einsatzbesprechung by mistake [baI mI(steIk] , aus Versehen engineering firm [endZI(nIErIN f§:m] , Ingenieurbüro

health and safety committee [)helT En (seIfti kE)mIti] , Komittee für Arbeits-

sicherheit

high-power drill [)haI )paUE (drIl] , Hochleistungsbohrer

implement sth. [(ImplIment]

What to think about

• What do you think about this discussion as a way to create innovation? Were the right things discussed?

• In fact (this is a real case), one idea was later adopted and led to a creative solution to the problem.

Who had the idea and how did it solve the problem?

• What other advice would you have given in the meeting on ways to produce a lasting improvement in safety procedures?

➻ You will find our feedback on page 44.

, etw. umsetzen

penalty [(pen&lti] , Strafe; hier: Sanktion summary [(sVmEri]

, Zusammenfassung

target [(tA:gIt]

, Ziel(setzung)

technician [tek(nIS&n] , Techniker(in) younger guys: the ~ [(jVNgE gaIz] ifml. , die Jüngeren (guy , Typ, Mann)

2/2017 Business Spotlight

43

4. Communicating creatively Organizations need productive and creative communication in order to create opportunities for innovation. In practice, this means adopting four key behaviours: Communicate with many people Many organizations recognize that the silo nature of their structures, separating different functions and management levels, works against creative thinking.

Creative communicators abandon the four walls of traditional meeting rooms.

Instead, they seek out a range of different people in a range of different moments and contexts. They visit suppliers to their own and other industries, and they visit their own customers as well as those from other industries.

Communicate openly Those seeking to generate ideas need to talk and listen openly. They need to ask questions constantly and to be open to questions. They need to challenge assumptions and not to disagree too quickly with challenges from others. They also need to listen in silence as others articulate what might seem to be nonsense, but may contain the germ of brilliance.

connect existing technologies (GPS and telephone services) with prepayment devices and app functionality. The genius was in the association.

Connect ideas Most innovations emerge from connecting already existing ideas. Therefore, you should aim to connect existing ideas, to add new ideas to them, to overlap ideas and so on. Playing in new ways with ideas and processes is essential for innovation. The key innovation in the case of Uber, for example, was to

, etw. aufgeben

Drive to a decision Ultimately, innovation needs to get done.

Those people who commit to experimenting and to risking potential failure abandon sth. [E(bÄndEn]

IT IS ESSENTIAL FOR SENIOR MANAGERS TO STABILIZE THE LEVEL OF UNCERTAINTY

adopt sth. [E(dQpt] , etw. übernehmen assumption [E(sVmpS&n] , Annahme

germ of brilliance [)dZ§:m Ev (brIljEns] , Ansatz einer brillanten Idee (germ , Keim)

overlap sth. [)EUvE(lÄp]

, etw. überschneiden

commit to sth.

lassen

[kE(mIt tu]

seek sb. out [)si:k (aUt] , jmdn. ausfindig machen

, sich zu etw. verpflichten

device [di(vaIs] , Gerät function [(fVNkS&n] , Aufgabenbereich genius [(dZi:niEs] , Genie; hier: geniale Idee

silo nature [(saIlEU )neItSE] , von Abgrenzung

geprägter Charakter

Case study: Feedback (see p. 43)

What do you think about this discussion as a way to create innovation? Were the right things discussed?

In general, the participants contributed positively and worked hard to find a solution. The focus on better training, better notices and penalties for misuse or non-compliance is reasonable and might have been expected. But there was little creative thinking, which may partly explain why the actions had little effect.

In fact (this is a real case), one idea was later adopted and led to a creative solution to the problem. Who had the idea and how did it solve the problem?

The creative idea came from John, who suggested training the technicians on the high-power drills, even though they were not yet permitted to use them. In the end, this was the solution implemented by the organization. It not only had the advantage of familiarizing the young technicians with the highpower drills. They also learned to distinguish these drills better from the low-power drills and thus avoid the mistake of using the wrong ones. Accidents dropped to zero. John’s idea was counter-intuitive; it seems illogical to train technicians on a drill that they are not allowed to use. In order to implement such counter-intuitive ideas, participants need to listen carefully to them, challenge their assumptions and work creatively to find an innovative solution.

44

Business Spotlight 2/2017

What other advice would you have given in the meeting on ways to produce a lasting improvement in safety procedures?

There are a number of alternative procedures that could be (and were) considered. Tours of other workplaces took place, in order to compare safety cultures and build better awareness of the need to follow guidelines. Incentives were given for the correct use of drills: a prize was awarded each week to the young technician showing best proficiency with the low-power drill.

Also, mentoring and supervision processes were improved to provide further individual training.

adopt sth. [E(dQpt] , etw. übernehmen assumption [E(sVmpS&n] , Annahme

counter-intuitive [)kaUntEr In(tju:EtIv] , auf den ersten Blick

food for thought

non-compliance

[)fu:d fE (TO:t]

[)nQn kEm(plaIEns]

, Denkanstoß/-anstöße

, Nichteinhaltung

guideline

penalty

[(gaIdlaIn]

[(pen&lti]

, Richtlinie

, Strafe; hier: Sanktion

high-power drill

proficiency

[)haI )paUE (drIl]

[prE(fIS&nsi]

unlogisch erscheinend

, Hochleistungsbohrer

, Können

distinguish sth.

implement sth.

supervision

[dI(stINgwIS]

[(ImplIment]

[)su:pE(vIZ&n]

, etw. unterscheiden

, etw. umsetzen

, Beaufsichtigung,

familiarize sb. with sth.

incentive

[fE(mIliEraIz wID]

[In(sentIv]

, jmdn. mit etw. vertraut

, Anreiz

machen

Anleitung

technician [tek(nIS&n] , Techniker(in)

BUSINESS SKILLS

Foto: Getty Images

The following comments are provided as food for thought.

Different interpretations are, of course, possible.

Fotos: XX

Get the ball rolling: how can you encourage innovation?

BUSINESS SKILLS

2/2017 Business Spotlight

45 

Language reference

are invaluable to organizations. Organizations also need effective mechanisms for taking decisions — knowing what information is needed, who should be involved, when to review decisions and what to do if the decision turns out to be wrong. And this means communicating more openly about decision-making, because if we want to innovate, we need to take decisions, not postpone them.

Here are some suggestions for talking about typical situations relating to innovation. However, you should use only the language that you feel comfortable with in your specific work situation..

Analysing the environment

• What innovations are happening currently in our business environment?

• Which innovations represent a threat or an opportunity for us?

• Are we at risk if we don’t… ?

• What happens if… ?

• How capable are we of changing… ?

MOST INNOVATIONS EMERGE FROM THE CONNECTION OF ALREADY EXISTING IDEAS Conclusion Innovation has a different meaning and significance to different organizations and individuals. But most job descriptions in the future are likely to require individuals to think creatively and contribute to the realization of ideas through practical innovations. Take some time to reflect on your own environment and the innovation potential that is needed and that you can offer. Then think of some creative ways to realize your innovative potential in your organization. At the very least, it should make working life more fun. But it is also likely to be essential to your organization’s success.

• I think our focus/objective should be to…

• I think we need to develop/expand/grow…

• We should limit/reduce/decrease…

• Our best option is to continue to….

• The best way for us to handle innovation is to…

Leading effectively

• Innovation is important because…

• Failing is not a problem because…

• Taking risks is important in order to…

• Personally, I believe we should invest in…

• Successful innovation will enable us to…

Communicating creatively

• So, tell me a little bit about your world.

• What’s happening/changing?

• What are the main trends affecting… ?

• So, what do you see as the main solution to… ?

• If we assume this, can we… ?

• Just to challenge that, can’t we… ?

• Can we abandon the assumption that… ?

• This idea connects to…

• Just to build on that idea, could we… ?

• If we put these two thoughts together, could we… ?

• So, what decision can we take now?

• I think we should decide to…

• If we want this to fly, do we need to consult… ?

• What happens if this decision is wrong?

• So, in order to innovate, can we decide to… ?

review sth. [ri(vju:]

, etw. überprüfen

postpone sth. [pEUst(pEUn] , etw. auf-, verschieben

abandon sth.

assume sth.

[E(bÄndEn]

[E(sju:m]

, etw. aufgeben; hier: fallenlassen

BOB DIGNEN is a director of York Associates (www.york-associates.co.uk) and author of many business English books.

Contact: bob.dignen@york-associates. co.uk

46

Business Spotlight 2/2017

Foto: iStock

affect sth. [E(fekt] , sich auf etw. auswirken

➻

, von etw. ausgehen

assumption [E(sVmpS&n] , Annahme

engage [In(geIdZ] , sich einsetzen, mitwirken fly [flaI] , hier: Erfolg haben objective [Eb(dZektIv] , Ziel(setzung)

For more tips on communication skills, watch our “Business with Bob” series of videos at www.business-spotlight.de/videos/bob

BUSINESS SKILLS

Fotos: XX

invaluable [In(vÄljuEb&l] , unschätzbar, wertvoll

Engaging strategically

tolia

ud/fo g a ll gon

©a

Ab in die weite Welt:

Englisch lernen rund um den Globus Logisch, beim Stichwort „Englisch“ denken die meisten Menschen an England.

Doch es gibt eine ganze Reihe spannender Alternativen.

Es muss nicht immer Standard sein „Doch wie steht es um die lokalen Akzente?“, mag sich manch einer insgeheim fragen: Sicher wird im Alltag in den wenigsten anglophonen Ländern lupenreines Oxford-English gesprochen. Doch dies gilt auch für die internationale Geschäftswelt: Wer sich mit fremden Akzenten leicht tut, hat hier am Ende oft sogar einen Vorteil. In den Schulen selbst spielt der lokale Akzent eine untergeordnete Rolle, denn die Lehrer vor Ort sind nicht nur in Sachen Aussprache geschult, sondern ohnehin meist internationaler Herkunft.

Der Sonne entgegen Bei der Auswahl des Sprachreiseziels lohnt es sich daher, nicht nur auf sprachliche Aspekte zu schauen. Genauso wichtig ist die Frage des allgemeinen Ambientes: Strand und Wassersport? Das gibt es in Malta garantiert, wer nach dem Unterricht lieber auf Safari geht, ist in Südafrika richtig, im irländischen Dublin ist dafür das Nachtleben besonders lebhaft. Von allen kulturellen Aspekten einmal abgesehen, spielt hier und da auch das Klima eine große Rolle: So liegen Australien, Neuseeland und Südafrika auf der Südhalbkugel und erfreuen sich während des europäischen Winters sommerlicher Temperaturen – kein schlechtes Argument, wenn man den Jahresurlaub für eine Sprachreise nutzt.

Eine Adresse – alle Infos

27 Sprachreise-Veranstalter haben sich im Fachverband Deutscher Sprachreise-Veranstalter (FDSV) zusammengeschlossen und auf einen gemeinsamen Katalog von verpflichtenden Qualitätskriterien verständigt.

Auf der Webseite des Fachverbands warten zahlreiche nützliche Tools auf den Besucher: Zum Beispiel der Sprachreise-Finder, mit dem es gleich viel leichter fällt, die passende Reise aus dem Angebot der Mitglieder auszusuchen, ein Ratgeber zum Thema Sprachreisen und viele praktische Tipps zu Fördermöglichkeiten. www.fdsv.de

©daigor/fotolia

In mehr als 20 Ländern ist Englisch die offizielle Staatssprache und oft auch Muttersprache der meisten Einwohner, darunter nicht nur die USA, Kanada, Irland und Australien, sondern auch zahlreiche karibische und afrikanische Länder. Rund 50 weitere Staaten nutzen Englisch als Verkehrssprache. So sind nahezu perfekte Englischkenntnisse in den Städten Indiens genauso ein Muss, wie in Malaysia, Singapur und Nigeria.

www.fdsv.de

BUSINESS SKILLS PERSONAL TRAINER

Involving your audience in a presentation Als Ihr Personal Trainer gibt KEN TAYLOR Ihnen Expertentipps, wie Sie Ihre Kompetenzen im Geschäftsalltag verbessern können. Hier spricht er mit einem Zauberproi darüber, was eine Präsentation mit Magie zu tun hat.

MEDIUM AUDIO

KEN TAYLOR is a communication consultant and personal coach and author of 50 Ways to Improve Your Business English (Summertown).

Contact: KTaylor868@aol. com

keynote speaker [)ki:nEUt (spi:kE]

degree: earn a ~ [di(gri:] , einen Abschluss machen engineer [)endZI(nIE] , Ingenieur(in) engineering [)endZI(nIErIN] , Ingenieurwesen

48

Business Spotlight 2/2017

, Haupt-, Festredner(in)

magician [mE(dZIS&n] , Zauberer/Zauberin perception [pE(sepS&n] , Wahrnehmung

Taylor: Let’s start at the beginning. How do you manage the start of a show?

Alexander: It starts before it starts! I need to be aware of the arrangement of the room and the seating plan. I check whether everyone can see me and whether I can see them.

Taylor: I tell presenters that, whenever possible, they should check out the room and seating arrangements and, if necessary, be prepared to rearrange the furniture so that they feel more comfortable (see also p. 58).

Alexander: Right. Then the first few seconds of the show or presentation are very important. How are you going to present yourself? I try to project a positive image with good energy. I smile and make eye contact with everyone in the room.

Taylor: Eye contact is so important. I use the analogy of a lighthouse. I say that you should sweep the room regularly with your eyes and try to give the audience the feeling you are looking at everyone in the room.

Alexander: It’s certainly a magical moment when you first make contact with your audience. It’s perhaps the best magic of the whole magic show! But I use a different analogy about eye contact. audience [(O:diEns]

, Publikum

stagecraft [(steIdZkrA:ft] , Bühnenkunst, dramatur-

lighthouse [(laIthaUs] , Leuchtturm

gisches Können

magician [mE(dZIS&n] , Zauberer/Zauberin

sweep sth. with one’s eyes [swi:p] , seinen Blick durch etw. schweifen lassen

seating plan [(si:tIN plÄn] , Sitzordnung

technique [tek(ni:k]

, [wg. Aussprache]

BUSINESS SKILLS

Fotos: Sebastian Konopik; Gert Krautbauer

JÖRG ALEXANDER is an engineer, speaker and magician.

After earning a degree in engineering, he turned his lifelong passion for the art of magic and illusion into his full-time profession.

Apart from his artistic performances, he also works as a keynote speaker on reality, perception and illusion.

Ken Taylor: Jörg, as a professional magician, you must be very aware of the importance of involving your audience in your show. And I’m sure many of the techniques you use are very relevant to anyone who has to stand up and present in front of an audience.

Jörg Alexander: I agree. Stagecraft, like making presentations, involves getting, keeping and directing your audience’s attention — making sure your audience is focused on what you want them to be focused on.

I imagine I’m sending out invisible threads to each member of the audience.

Then, whenever I look at someone, it’s like tightening the thread and pulling that person in towards me. If I’m not looking at someone, the thread loosens, so I need to retighten it by looking at that person again.

Taylor: I like that analogy. Perhaps I can borrow it for my training!

Alexander: You’re welcome to do so. If I’m faced with a tough, sceptical audience, I look for any friendly faces and try to build a positive connection with them. And it’s catching. These positive islands expand to include the people around them. Then, when you are left with one or two “black holes” in the audience, you can use the positive energy that has built up to convince these people to come on board, too.

Taylor: That’s interesting. I sometimes meet sceptical people when I’m training or presenting. And I find that if I can break through the barriers they put up, they often become my biggest allies for the rest of the time.

Alexander: I find that, too. Another key area in keeping your audience’s attention is storytelling. People love stories. It’s in our genes. It’s how we learn. Magic tricks can have a negative impact on people. The audience can feel fooled or cheated. So it’s important to build a story around the trick to make it emotionally acceptable.

Taylor: A business presenter can do this, too. You can show a surprising statistic, or offer a surprising opinion or a surprising solution to a problem. If you do things a bit differently from everyone else, your message is more likely to be remembered.

Alexander: And it’s not just what you say. It’s also how you say it.

Taylor: Too many business presentations sound boring because they are delivered in a monotone.

Alexander: It’s all to do with your delivery — the tempo, the use of pauses and the repetition of key memorable phrases. This is so important to me that I go for voice training and singing lessons.

➻ What’s your challenge?

Would you like to have a conversation with Ken Taylor about your current work challenges? If so, send an email with your name, company and the subject you would like to discuss to business.trainer@ spotlight-verlag.de.

In each issue, we will choose one reader who will talk to Ken, and the dialogue will be published in Business Spotlight.

Taylor: Singing lessons?

Alexander: So that I am able to control my voice to get the effect I need.

Taylor: This monotonous delivery often happens when people are working in a foreign language. They are concentrating on finding the words and using correct grammar. They are afraid of making mistakes.

Alexander: I used to be afraid of making mistakes.

I thought it would make me lose my status as a magician immediately. But if you have that mindset, that’s when the mistakes happen. In fact, mistakes can often have a positive effect.

They make you vulnerable, human — and people like that. They want you to succeed and will help you if they can.

“It’s a magical moment when you first make contact with your audience”

ally [(ÄlaI]

, unsichtbar

catching [(kÄtSIN]

memorable

, hier: ansteckend

cheat sb. [tSi:t]

, jmdn. betrügen

come on board [)kVm Qn (bO:d]

Taylor: Too many business presenters ignore the power of a good story.

Alexander: Perhaps the first question you should ask yourself when preparing a presentation is: what is the story I want to tell?

Taylor: And, anyway, people often don’t notice you have made a mistake unless you tell them!

Alexander: That’s right. So forget your fears, focus on your connection to your audience and communicate!

Taylor: Then the various facts and figures are simply tools for moving the story along. A clear storyline puts these facts into a context and gives them an emotional hook.

Alexander: A magician also keeps his audience involved by building in surprises.

Taylor: That seems like a very good piece of advice to end with. Jörg, it’s been really interesting finding out the similarities between magicians and presenters.

Based on these ideas, let’s hope our readers can sprinkle some magic on their next business presentation!

BUSINESS SKILLS

invisible [In(vIzEb&l]

, Verbündete(r)

[(memErEb&l] , erinnerungswürdig

mindset [(maIndset]

, Einstellung, Denkweise

phrase [freIz]

, etwa: sich anschließen

, Ausdruck, Formulierung

deliver sth. [di(lIvE] , hier: etw. vortragen

sprinkle sth. on sth.

delivery [di(lIvEri] , hier: Vortragsweise

[(sprINk&l Qn] , etw. auf etw. streuen

storyline [(stO:rilaIn] , Handlung(sablauf)

faced: be ~ with sb. [feIst] , sich jmdm. gegenübersehen

thread [Tred] , Faden

fool sb. [fu:l]

, etw. spannen

, jmdn. in die Irre führen

hook [hUk] , Haken; hier: Anker impact [(ImpÄkt] , Wirkung

tighten sth. [(taIt&n]

vulnerable [(vVlnErEb&l] , verwundbar

you’re welcome to... [jO: (welkEm tu] , du kannst gerne ...

2/2017 Business Spotlight

49

v w x X u y V ap

W

ao U

ar aq an

bt

at

as am

al ak

5. yucca palm [(jVkE pA:m]

In a garden centre Auf diesen Seiten präsentieren wir nützliche Begriffe aus der Arbeitswelt.

Von HILDEGARD RUDOLPH EASY 1. pot/potted plant [(pQt/(pQtId plA:nt] , Topfpflanze

2. hanging basket [)hÄNgIN (bA:skIt] , Blumenampel

50

Business Spotlight 2/2017

3. herbicide [(h§:bIsaId], weedkiller [(wi:d)kIlE] , Herbizid, Unkrautvernichtungsmittel 4. cactus [(kÄktEs] , Kaktus (pl. cacti [(kÄktaI])

, Yuccapalme

6. potted flower [)pQtId (flaUE] , Topfblume

7. orchid [(O:kId] , Orchidee 8. cyclamen [(sIklEmEn] , Alpenveilchen 9. climbing plant [(klaImIN plA:nt],

climber [(klaImE] , Kletterpflanze 10. fertilizer

11. perennial (plant) [pE(reniEl ()plA:nt)],

herbaceous perennial (plant) [h§:)beISEs pE(reniEl ()plA:nt)] , mehrjährige

Pflanze, Staude 12. annual (plant) [(ÄnjuEl ()plA:nt)] , einjährige Pflanze

13.flower/plant pot [(flaUE/(plA:nt pQt] , Blumentopf; Übertopf

14. cut flower

15. gardening gloves [(gA:d&nIN )glVvz] , Gartenhandschuhe

16. garden(ing) tool [(gA:d&n(IN) )tu:l] , Gartengerät

17. bulb [bVlb] , (Blumen-)Zwiebel 18. seed [si:d] , Samen 19. deciduous shrub [di)sIdjuEs (SrVb] , laubabwerfender Strauch

20. evergreen hedge plant [)evEgri:n (hedZ plA:nt]

[(f§:tElaIzE]

[)kVt (flaUE]

, immergrüne Hecken-

, Dünger

, Schnittblume

pflanze

LANGUAGE

Illustration: Mike Ellis

LANGUAGE VOCABULARY

Other useful vocabulary Garden styles

Gardening activities

Garden(ing) tools

cottage garden [(kQtIdZ )gA:d&n] , Bauerngarten

dig sth. [dIg] , etw. (um)graben

hoe [hEU] , Hacke

formal garden [(fO:m&l )gA:d&n] , architektonischer Garten

fertilize sth. [(f§:tElaIz] , etw. düngen

rake [reIk] , Harke, Rechen

plant sth. [plA:nt] , etw. pflanzen

secateurs [(sekEtEz] (US pruning shears [(pru:nIN )SI&rz*]) , Rosenschere

herb garden [(h§:b )gA:d&n] , Kräutergarten orchard [(O:tSEd] , Obstgarten rock garden [(rQk )gA:d&n] , Steingarten vegetable/kitchen garden

[(vedZtEb&l/(kItSEn )gA:d&n] , Gemüsegarten

rake sth. [reIk] , etw. harken sow sth. [sEU] , etw. säen

spade [speId] , Spaten

stake sth. [steIk] , etw. hochbinden

trowel [(traUEl] , Pflanzschaufel

trim sth. [trIm] , etw. stutzen, (be)schneiden water sth. [(wO:tE] , etw. gießen * This symbol marks US pronunciation.

weed [wi:d] , Unkraut jäten

Exercise 1: What’s right?

Exercise 2: House with garden

Choose the correct options without looking at the vocabulary list on the left.

Unscramble the words in bold, all of which are listed on page 50.

A. To make the soil more productive, you use…

1. fertilizer.

2. weedkiller.

Janet and Tom are garden designers, and their dream has finally come true: they have moved into a house in the country with a large garden. Since the garden is very old , and overgrown by all kinds of (A) t s a l p n they are now planning to redesign it.

Gardens worth visiting Jardín de Cactus, on Lanzarote, Canary Islands, was created by the island-born artist César Manrique. It is a showcase of more than 1,000 different cacti planted on steep terraces. www.cactlanzarote.com Keukenhof in the western Netherlands is well known for its spring flower shows, with over 800 varieties of tulips. https://keukenhof.nl Kew Gardens, located in south-west London, were founded in 1840 and house the largest botanical gardens in the world. Especially worth a visit are the large Palm House and the Hive. www.kew.org Lost Gardens of Heligan on the south coast of Cornwall is a mysterious garden rediscovered after years of neglect.

There are 200 acres of meadows, ponds, kitchen gardens and orchards, tropical trees and shrubs. http://heligan.com Mainau is a flowering island on Lake Constance in Germany. In the vast park, there are giant sequoias, Mediterranean palm and citrus plants, a tropical greenhouse and thousands of butterflies. www.mainau.de The Volksgarten in Vienna was opened to the public in 1823. With over 3,000 rose bushes, it is famous for its rose gardens. www.city-walks.info

LANGUAGE

hedge along two sides The (B) v e r n e e r e g of the garden is no longer green but brown and has to be replaced. They would like to have tulips and other spring in flowers, so they have to plant (C) b s u b l the autumn. Some of the plants and flowers they have and some are chosen are (D) a l n u s a n . Along the wall on one side (E) s l i a p e r n e n of the garden, there are a few old (F) s b u r s h with red leaves, which look really beautiful in the autumn, but they are all (G) c i d u e d u o s bushes, so they lose their leaves in the winter. plants and some hanging (H) d e t t p o would be nice around the ter(I) b a k e t s s would make the race. And a(n) (J) m b e c l i r grey wall of the garage look nicer.

Janet and Tom would also like to have an organic garden, or without artificial (K) t i l i f e r z e s r . But what they urgently (L) c i d e s h i r e b . need are some new gardening (M) s o l o t

Answers Exercise 2 A. plants B. evergreen C. bulbs D. annuals E. perennials F. shrubs G. deciduous H. Potted I. baskets J. climber K. fertilizers L. herbicides M. tools

C. A shrub that loses its leaves in the autumn is a…

1. deciduous plant.

2. perennial plant.

Exercise 1 A–1; B–2; C–1

B. The onion-shaped things that you plant in the autumn to have flowers in the spring are called…

1. seeds.

2. bulbs.

2/2017 Business Spotlight

51

LANGUAGE EASY ENGLISH

Checking facts Missverständnisse in der Kommunikation, vor allem wenn sie auf Englisch erfolgt, können einem Unternehmen hohe Kosten verursachen. Durch das Gegenchecken von Fakten lässt sich das vermeiden.

EASY AUDIO PLUS

MIKE HOGAN is a director of York Associates (www. york-associates. co.uk) and a coursebook author.

Contact: mike.hogan@yorkassociates.co.uk

T

he risks of misunderstandings in business life are great, particularly when communicating internationally. People may hear what they want to hear, or are expecting to hear, rather than what is actually communicated. This doesn’t happen only in spoken communication. It’s also very easy to misinterpret written communication, such as emails, as they might not be read the way they were meant.

Questions Read the following dialogue and emails between Anita and Tom and think about the answers to these questions: • What are the two points of misunderstanding?

• Are both points clarified?

• Who is at fault for the misunderstandings?

52

Business Spotlight 2/2017

Dialogue A phone call Anita: Hi, Tom. It’s Anita here from L-VAND. I need to place another order for office supplies for next week.

Tom: Hi, Anita. OK, no problem. What do you need?

Anita: I have a short list of things for the staff kitchen and the toilets. Are you ready?

Tom: Sure.

Anita: OK. I need 300 packets of paper towels, 100 packets of organic soap and 500 disposable cups for the staff kitchen.

Can you read that back to me, just to be sure?

Tom: That’s 300 packets of paper towels, 100 packets of organic soup and 500 disposable cups.

Anita: Also, I really need them early next week so I can get them to the right rooms before I go on holiday on Wednesday. Can you manage that?

Tom: Sure, no problem. I can get them to you

by Thursday.

Anita: Great. Thanks, Tom. Goodbye.

Tom: You’re welcome. Bye.

at fault: be ~ for sth. [)Et (fO:lt] , an etw. schuld sein

by mistake [)baI mIs(teIk] , aus Versehen clarify sth. [(klÄrEfaI] , etw. klären disposable [dI(spEUzEb&l] , Einwegfollow-up [(fQlEU Vp]

, Anschluss-, Folge-

kind regards [)kaInd ri(gA:dz] , viele Grüße

mix sth. up [)mIks (Vp] , etw. verwechseln office supplies [(QfIs sE)plaIz] , Büromaterial

packet [(pÄkIt] , Packung; hier auch: Schachtel; Tüte reconfirm sth. [)ri:kEn(f§:m] , etw. nochmals

bestätigen

subject [(sVbdZekt] , Betreff you’re welcome [)jO: (welkVm] , gern geschehen

Follow-up communication To: Tom From: Anita Subject: Reconfirming my order for next week Hi Tom I just want to reconfirm my order for next week: • 300 packets of paper towels • 100 packets of organic soap • 500 disposable cups Also, I think you said you can deliver on Thursday, but I’m going away on Wednesday. I need the delivery earlier in the week. Can you manage that?

Kind regards Anita To: Anita From: Tom Subject: Re: Reconfirming my order for next week Hi Anita Sure, the order is fine and I have already sent it to logistics to prepare your delivery: • 300 packets of paper towels • 100 packets of organic soup • 500 disposable cups Yes, I can arrange the delivery on Tuesday next week. That is what I mentioned in our call. Maybe I said Thursday by mistake. I always mix up Tuesday and Thursday — sorry!

Kind regards Tom

LANGUAGE

Useful phrases for checking facts

Answers Here are the answers to the three questions we asked: • The first point is about one of the products Anita ordered. Is it soup or soap?

The second is whether Tom means Thursday or Tuesday.

• No. Anita needs soap and Tom is going to deliver soup. Clearly, his company can supply both products.

• Both people are responsible for the communication being successful — or not — and need to check that they have been understood and have understood correctly.

Grammar: Uncountable nouns Nouns that are countable are generally made plural by adding “-s” or “-es”: packets, addresses, etc. Nouns that are uncountable, such as “soap” or “soup”, can be counted with the help of a countable noun, typically, the word for the container it comes in. Look at these examples from the dialogue and emails: • 100 packets of soap • 100 packets of soup Other examples are: • five bottles of milk • two spoonfuls of sugar

“Soup” or “soap”?

It’s important to get it right

A. Checking during a phone call • Can you read that back to me?

• Can I read that back to you?

• Could you please confirm the information?

• Could you say that again, please?

KEY TIPS! • Check all key information at the end of a phone call to make sure you have understood everything correctly.

• Send a follow-up email to confirm important details of phone calls or meetings.

• If something doesn’t make sense to you, ask a question to clarify exactly what was meant.

• Read emails carefully.

Don’t just assume that you know what is in them.

B. Checking spelling • Can you spell that, please?

• How do you spell “soup”?

• Is that “soup” with a “u”, like “useful”?

• Is that “s” as in “Sierra”?

C. Checking facts later • Are my notes correct?

I wrote down…

• I don’t remember what you said about…

• I think you said…, right?

• I want to reconfirm…

• Can you please reconfirm… ?

D. Checking with “wh-questions” • Who is coming to the meeting?

• What is the order number?

• When is the delivery?

• Where is the information saved?

• Why is there a delay?

• How can I access the files?

access sth. [(Äkses] , auf etw. zugreifen assume sth. [E(sju:m]

, von etw. ausgehen

clarify sth. [(klÄrEfaI]

, etw. klären

file [faI&l] , Datei follow-up [(fQlEU Vp]

, Anschluss-, Folge-

order number [(O:dE )nVmbE] , Auftrags-,

Bestellnummer

packet [(pÄkIt] , Packung; hier auch: Schachtel; Tüte reconfirm sth. [)ri:kEn(f§:m] , etw. nochmals bestätigen

save sth. [seIv] , etw. (ab)speichern Foto: iStock

spell sth. [spel] , etw. buchstabieren spelling [(spelIN]

, Rechtschreibung

LANGUAGE

2/2017 Business Spotlight

53

LANGUAGE WRITING

Invitations

ANNA HOCHSIEDER is a Munich-based teacher of English who writes regularly in Business Spotlight.

Contact: a.hochsieder@ googlemail.com

Wie eine schriftliche Einladung formuliert wird, hängt in erster Linie vom Anlass ab.

Wir zeigen Ihnen zwei Beispiele.

MEDIUM

Explanations Whether you send your invitations by post or by email depends on the event in question. A formal occasion, such as the one in our first example, requires an invitation printed on attractive cards or expensive stationery, while the party in the second example might be announced by email or on photocopied leaflets. The medium you choose, as well as the layout and wording, should match the tone of the event.

2017 MARKS THE 75TH ANNIVERSARY OF

· · ·

Burton, Chapelle and Robertson YOU ARE CORDIALLY INVITED TO JOIN US IN CELEBRATING THIS EVENT.

·

FRIDAY, 5 MAY 2017 PARK HOTEL IN CHESTER

· · DINNER: 7.30 P.M.

·

COCKTAILS: 6 P.M.

PLEASE RSVP BY 5 APRIL TO JILL MORRIS, J.MORRIS@BCR.COM

· BLACK TIE

OPTIONAL

·

Time to say goodbye!

After nearly six years as our head of accounting, Amanda Smith is leaving on a new adventure.

Please join us for drinks and snacks · on Friday, 26 May, at 6 p.m. · in the conference room · to thank Amanda and wish her well.

Regrets only to Jill Morris, j.morris@bcr.com

· ·

Whatever the degree of formality, keep your invitation short. Include only important information. Use a clear layout so that the reader can see the purpose of the invitation immediately.

Centre the text and use different font sizes to draw attention to the key points: Who is extending the invitation, and why? What kind of event is it? When and where is it going to be held?

Formal invitations often include standard expressions, such as “you are cordially invited”) or “XY requests the pleasure of your company”. Less formally, you can write, “Please join us”.

RSVP stands for the French Répondez s’il vous plaît (“Please reply”). Alternatively, write “Please reply by” or “Please respond by”, followed by the latest date by which you would like to receive an answer.

“Regrets only” means that people need only reply if they are unable to attend the event.

Invitations may include a reference to the dress code. “Black tie” means “formal evening dress”. For men, this could be a black or dark blue dinner suit (US: tuxedo), a white shirt and a black bow tie, and for women, a long, simply cut evening gown. If there is no mention of clothing, the wording and design of the invitation can give you an idea of how formally or informally you should dress for the occasion. evening gown [(i:vnIN gaUn]

, Abendkleid

extend (an invitation) [Ik(stend] , (eine Einladung) aussprechen

font size [(fQnt saIz] , Schriftgröße head of accounting

Foto: Peter Weber

[)hed Ev E(kaUntIN]

54

anniversary [)ÄnI(v§:sEri] , Jubiläum; hier auch: Bestehen

bow tie [)bEU (taI] , Fliege

dinner suit [(dInE su:t] UK , Abendanzug; hier: Smoking

black tie [)blÄk (taI] , Abendanzug

, herzlich

cordially [(kO:diEli]

dress code [(dres kEUd] , Kleiderordnung

Business Spotlight 2/2017

, Leiter(in) der Buchhaltung

leaflet [(li:flEt] , Flyer optional [(QpS&nEl]

, fakultativ

regret [ri(gret]

, Bedauern; hier: Absage

RSVP [)A:r es vi: (pi:]

, u.A.w.g. (um Antwort wird

gebeten)

stationery [(steIS&nEri]

, Briefpapier

tone of the event: match the ~ [)tEUn Ev Di I(vent] , dem Anlass entsprechen tuxedo [tVk(si:dEU] US , Smoking wording [(w§:dIN] , Formulierung(en)

LANGUAGE

LANGUAGE TALKING FINANCE

Will the dollar gain currency?

Was tun, wenn die Währung eines Landes infolge politischer und wirtschaftlicher Ereignisse immer teurer wird und man eine Reise dorthin geplant hat? Schon jetzt Devisen kaufen oder abwarten?

ADVANCED AUDIO

Fotos: iStock; Gert Krautbauer

T

his summer, I plan to visit the US, which means that I will need dollars. In recent months, the greenback has risen sharply against the euro, making the US more expensive for tourists (and US exports more expensive for other countries).

So should I buy dollars now in case the US currency goes even higher before my visit? It is tempting to answer yes, because we often expect past trends to continue. Sometimes, they do; but if it were 100 per cent certain that the dollar will rise further, the markets would already have pushed up its value.

Exchange rates — the prices of currencies in terms of each other — are unpredictable because they react to news. And news is, by definition, unforeseeable, even though many people make a living by trying to forecast future trends.

Explaining the past is often, though not always, easier. The euro began 2016 at around $1.08, rising to nearly $1.16 in May. Following the Brexit vote in June, the euro fell to $1.10. It then fell further after Trump’s election victory in November and ended the year at around $1.05.

The British pound is also more than 15 per cent lower against the dollar than it was before the Brexit referendum.

The main reasons for these movements are increased uncertainty about LANGUAGE

IAN MCMASTER is editor-in-chief of Business Spotlight. Read his weekly blog on global business at www. business-spotlight. de/blogs

Contact: i.mcmaster@ spotlight-verlag.de

the impact of Brexit; concerns about the financial stability of Italy and Greece; a clear signal from the US central bank, the Fed, that it will raise interest rates, starting in December 2016; and Donald Trump’s plans for an expansionary fiscal policy, which would also push up interest rates.

Other things being equal, higher interest rates make US bonds more attractive to investors compared to those in the eurozone, where the European Central Bank still has a strategy of ultra-low interest rates. Following Trump’s victory alone, the dollar jumped by more than five per cent to a 14-year high.

Some experts see the dollar rising further in 2017, with the euro falling to dollar parity or even lower. They also see the pound falling further when the Brexit process starts.

Other analysts, however, see the euro at anywhere between $1.03 and $1.13 at the end of 2017. In other words, nobody really knows what will happen next to the world’s leading currency.

So what should I do about buying dollars for my trip in the summer? I’ll have to think carefully about that. Maybe I’ll buy some now just in case the greenback does rise further.

bond [bQnd]

, Anleihe

currency [(kVrEnsi] , Währung exchange rate [Iks(tSeIndZ reIt]

➻ For more on this subject You can listen to Ian McMaster talking about exchange rates on Business Spotlight Audio.

, Wechselkurs

expansionary [Ik(spÄnS&nEri] , expansiv

fiscal policy [)fIsk&l (pQlEsi] , Finanz-, Steuerpolitik

forecast sth. [(fO:kA:st]

, etw. prognostizieren

gain currency

other things being equal

[)geIn (kVrEnsi]

[)VDE TINz )bi:IN (i:kwEl]

, fruchten (Ideen),

, unter sonst gleichen Umständen

greenback

parity [(pÄrEti] , Parität; hier: Parikurs

Verbreitung finden

[(gri:nbÄk] US ifml.

, Dollar(schein)

impact

tempting: be ~ to do sth. [(temptIN]

, Auswirkung(en)

, verlockend sein, etw. zu tun

interest rate

unforeseeable

[(IntrEst reIt]

[)VnfO:(si:Eb&l]

, Zinssatz

, unvorhersehbar

in terms of each other

unpredictable

[(ImpÄkt]

[In )t§:mz Ev i:tS (VDE]

[)Vnpri(dIktEb&l]

, im Verhältnis zueinander

, nicht vorhersagbar

2/2017 Business Spotlight

55

LANGUAGE ENGLISH FOR…

➻ More job vocabulary can be found at www.business-spotlight. de/vocabulary

Factoring ADVANCED

W

e all have problems with cash flow sometimes. Companies are no different from individuals in this respect. According to figures from the Asset Based Finance Association (ABFA), small businesses in the UK are owed a total of £67.4 billion (€80 billion) in outstanding invoices. No wonder that some of them go bankrupt through no fault of their own.

One solution to this cash-flow problem is factoring. This involves a company selling its receivables (its accounts receivable or, simply, its invoices) to a third party, a factor, which buys the debt and is responsible for collecting it. The factoring company makes money by paying the company selling the receivables less than the face value of the invoices.

In addition to smoothing cash-flow problems, factoring can help companies to obtain money quickly and to borrow money secured by their debts. It also means that they do not need to waste time and resources chasing late or outstanding accounts receivable and can focus on their business.

In practice, a company submits copies of its invoices to the factoring company (usually electron56

Business Spotlight 2/2017

ically), which then makes a pre-agreed percentage of the value of the invoices available to the company to draw down immediately.

The factoring company maintains the client’s sales ledger and will contact the customer for payment of the invoices if they become overdue. When the customer has paid the debt to the factor, the client becomes eligible for the balance of the invoice, less the factor’s charges.

Large factoring companies also provide additional services, such as managing sales ledgers, as well as performing credit checks and risk management on potential customers, and even getting better terms with suppliers.

However, there are some negative aspects to using factoring firms. The cost of factoring reduces a company’s profit, so this form of finance must be compared with other forms, such as business overdrafts.

Also, it may influence a company’s creditworthiness and reputation if suppliers and competitors become aware that they are using factoring or invoice discounting. Confidential invoice factoring involves the factoring company contacting customers as if they were the actual client. This means that customers are unaware of the factoring company’s involvement.

Factoring can be used only for transactions that take place with other firms: if a company trades with the general public, it is usually not able to make use of factoring.

accounts receivable [E)kaUnts ri(si:vEb&l] , Außenstände,

Forderungen

asset [(Äset] , Vermögenswert balance [(bÄlEns] , Saldo chase sth. [tSeIs]

, etw. hinterherjagen

collect (a debt) [kE)lekt (E (det)] , (eine Forderung)

eintreiben

confidential invoice factoring [kQnfI)denS&l (InvOIs )fÄktErIN] , stilles Factoring

creditworthiness [(kredIt)w§:DinEs] , Kreditwürdigkeit

debt [det] , Forderung draw sth. down

[)drO: (daUn] , etw. in Anspruch nehmen

eligible [(elIdZEb&l] , (anspruchs)berechtigt face value [)feIs (vÄlju:] , Nominalwert factoring [(fÄktErIN] , Factoring, Forderungsverkauf go bankrupt [)gEU (bÄNkrVpt] , bankrott gehen

Exercise: Factoring terms

invoice [(InvOIs] , Rechnung

Choose the correct option in each sentence.

oustanding [aUt(stÄndIN] , offen, unbezahlt

A. A formal term for an invoice is an account liability / account receivable.

overdraft [(EUvEdrA:ft]

, (Konto-)Überziehung

overdue [)EUvE(dju:]

, überfällig

B. A firm can usually draw down / draw from the money made available by the factoring company within 24 hours.

receivables [ri(si:vEb&lz] , Außenstände, Forderungen

C. If a company cannot meet its financial obligations, it may go bankrupt / bankruptcy.

submit sth. [sEb(mIt] , etw. vorlegen

D. If an invoice is “outstanding”, it is very high / unpaid.

E. The value, or cost, of an invoice is also called the named value / face value.

sales ledger [(seI&lz )ledZE] , Debitorenbuch

terms [t§:mz] , Konditionen ANSWERS

Factoring terms A. account receivable B. draw down C. bankrupt D. unpaid E. face value

Ausstehende Rechnungen können für ein Unternehmen den Ruin bedeuten. Um das abzuwenden, schalten sie Factoring-Firmen ein. Wichtige englische Begriffe zu dieser Art des Geldeintreibens inden Sie hier.

LANGUAGE

FACTORING AND INVOICE DISCOUNTING

Factoring: capturing debts for other companies

Recourse factoring: The firm remains liable for the debt. If the factor cannot recover the debt, the firm has to repay the cash advance.

Non-recourse factoring: The factoring company takes on the debt risk. If the debt is not paid, the firm does not have to repay the advance.

Accounts receivable factoring: The factoring company is responsible for managing a company’s accounts receivable and collecting its debt.

Invoice discounting: The company is responsible for collecting its own debt, but the factoring company provides a cash advance for most of the outstanding debt. The remaining balance (minus interest and an administration charge) is paid when the company has collected its debt.

Useful vocabulary Expand your vocabulary with these factoring terms.

GENERAL TERMS asset-based lending

evaluate a risk

refactoring charge

[i)vÄljueIt E (rIsk]

[ri:(fÄktErIN tSA:dZ]

Forderungen

, ein Risiko bewerten

, bei Überschreitung der

reminder [ri(maIndE] , Mahnung, Erinnerungsschreiben

have a bad payment record

sales ledger [(seI&lz )ledZE] , Debitorenbuch

[hÄv E )bÄd (peImEnt )rekO:d] , ein schlechtes

[(peImEnt )prÄktIs]

trust account [(trVst E)kaUnt] , Treuhandkonto

, Zahlungsmoral, -gewohnheit

FINANCIAL PROBLEMS bankrupt: be/go ~

, besichertes Darlehen

[E)kaUnts ri(si:vEb&l]

Forderungen

assess a risk

assign sth. [E(saIn] , etw. abtreten

[E)ses E (rIsk]

risk assessment

, ein Risiko bewerten

[(rIsk E)sesmEnt]

assignment

-einschätzung

factoring [(fÄktErIN] , Factoring, Forderungsverkauf

[E(saInmEnt]

bad debt [)bÄd (det] , uneinbringliche Forderung

, Abtretung

call in a debt

factor(ing company)

[kE(lekS&n )letE]

, eine Forderung einziehen

, Factoring-Firma

, Inkassoschreiben, Mahnbrief

collect a debt

factoring facility

dunning letter

, eine Forderung eintreiben

[(fÄktE(rIN )kVmpEni)]

[(fÄktErIN fE)sIlEti] , Factoring-Vereinbarung

invoice discounting [(InvOIs dIs)kaUntIN] , Rechnungsdiskontierung

invoice financing [(InvOIs )faInÄnsIN] , Rechnungsfinanzierung

non-disclosure [)nQn dIs(klEUZE] , Unterlassen einer

Mitteilung, Verschweigen non-recourse factoring [)nQn ri(kO:s )fÄktErIN] , echtes Factoring

overdraft

collection letter

[(dVnIN )let&r*] US

, Mahnbrief

face value [)feIs (vÄlju:] , Nominal-, Nennwert

invoice (sth.) [(InvOIs] , Rechnung; eine Rechnung für etw. ausstellen

[kO:l )In E (det]

[kE)lekt E (det]

credit control [(kredIt kEn)trEUl] , Kreditkontrolle, -überwachung

creditor [(kredItE] , Gläubiger(in) credit risk [(kredIt rIsk]

, Risikobewertung,

write off debt [)raIt Qf (det] , Forde-

rungen abschreiben PAYMENT, CHARGES & FEES advance sb. money [Ed)vA:ns (mVni] , jmdm. Geld vorschießen

advance payment [Ed)vA:ns (peImEnt] , Vorauszahlung

discounting charges [dIs(kaUntIN )tSA:dZIz]

, Kreditrisiko

, Diskontierungsspesen

, verspätete Zahlung

creditworthiness

draw sth. down

maintain a sales ledger

, Kreditwürdigkeit

, etw. in Anspruch nehmen

buch führen

debtor [(detE] , Schuldner(in)

drawdown [(drO:daUn] , Inanspruchnahme

oustanding

default: be in ~

escrow account

late payment [)leIt (peImEnt]

[meIn)teIn E (seI&lz )ledZE] , ein Debitoren-

[(kredIt)w§:DinEs]

[di(fO:lt]

[)drO: (daUn]

[(eskrEU E)kaUnt]

[(EUvEdrA:ft]

[aUt(stÄndIN]

, (Konto-)Überziehung

, offen, unbezahlt

, im Zahlungsverzug sein

, Treuhandkonto

recourse factoring

overdue [)EUvE(dju:] , überfällig

defaulter [di(fO:ltE] , säumige(r) Zahler(in)

factoring commission

raise an invoice

default on payment

[ri(kO:s )fÄktErIN] , unechtes Factoring

supplier [sE(plaIE] , Lieferant

LANGUAGE

[)reIz En (InvOIs] UK

, eine Rechnung ausstellen

[di)fO:lt Qn (peImEnt] , Zahlungsverzug; -ausfall

[sEb)mIt En (InvOIs]

payment practice

credit line [(kredIt laIn] , Kreditrahmen

RISKY BUSINESS

submit an invoice , eine Rechnung vorlegen

accounts receivable , Außenstände,

Kreditlaufzeit fällige Gebühr

Zahlungsverhalten haben

[)Äset beIst (lendIN]

disclosure [dIs(klEUZE] , Bekanntgabe

Illustrsation: iStock; Foto: privat

PAPERWORK & ACCOUNTS

receivables [ri(si:vEb&lz] , Außenstände,

[(bÄNkrVpt] , bankrott sein/gehen

broke: be/go ~ [brEUk] ifml. , pleite sein/gehen bust: go ~ [bVst] ifml. , pleitegehen call in the receivers / Official Receiver [kO:l )In DE ri(si:vEz / E)fIS&l ri(si:vE] UK

, den Konkursverwalter bestellen

file for Chapter 11 bankruptcy [)faI&l f&r )tSÄpt&r i)lev&n (bÄnkrVptsi*] US

, ein Vergleichsverfahren

balance [(bÄlEns] , Saldo collect a debt

[kE)lekt E (det] , eine Forderung eintreiben

debt [det] , Forderung(en) invoice discounting [(InvOIs )dIskaUntIN] , Rechnungsdiskontierung

liable: remain ~ [(laIEb&l] , weiterhin haften outstanding [aUt(stÄndIN] , offen, unbezahlt

take sth. on [)teIk (Qn] , etw. übernehmen

➻ FOR MORE INFORMATION BOOKS Factoring: A Powerful Tool in the World of Finance, Partho H. Chakraborty, Arvind Sonmale (Notion Press) Factoring: Sell Your Invoices Today, Get Cash Tomorrow: How to Get Unlimited Funds without a Loan, Jeff Callender (Dash Point Publishing) WEBSITES The ABFA represents the asset-based finance industry in the UK and Ireland: https://www. abfa.org.uk GE Capital is a leading provider of accountsreceivable financing: www.gecapital.eu/en Information on factoring and invoice discounting: https:// www.factoringsolutions. co.uk

zur Insolvenzabwendung eröffnen

file for insolvency [)faI&l fEr In(sQlvEnsi] , Insolvenz anmelden

go into administration [)gEU )Intu EdmInI(streIS&n] UK

, Insolvenz anmelden

go to the wall [)gEU tE DE (wO:l] UK ifml. , Konkurs gehen

, Factoring-Gebühr

insolvent: be ~ [In(sQlvEnt] , insolvent sein

interest (rate) [(IntrEst ((reIt)] , Zins(satz)

* This symbol marks US pronunciation.

[(fÄktErIN kE)mIS&n]

advance [Ed(vA:ns]

, Vorschuss

MIKE SEYMOUR is an author, trainer and translator based in Bonn.

Contact: www.mikeseymour.com

2/2017 Business Spotlight

57

LANGUAGE ENGLISH ON THE MOVE

An out-of-office presentation

KEN TAYLOR is a communication consultant and author of 50 Ways to Improve Your Business English (Summertown).

Contact: KTaylor868@aol. com

Sie sollen eine Präsentation in einem anderen Land halten? Die Vorbereitungen dazu laufen in der Regel auf Englisch ab.

MEDIUM AUDIO PLUS

Harry: What’s the likelihood of getting some business from them? Worth the expense of the trip?

Gwen: He’s offered to put me up in their guest house, so it’s just the airfare and 24 hours of my time. I think there is a good chance of some sort of sale. Miguel wants to make a mark in his new job.

And I think he thinks we can help him do that.

Harry: Fine. I trust your intuition. Make the arrangements and I’ll sign off on them.

Preparation makes perfect

Discussing the presentation Miguel: I think my team would like to hear about your quality-control tools. Would you be able to come down to Barcelona for half a day with us?

Gwen: That should be OK. I could get an early flight in the morning and be with you just before lunch.

Then I could get the last flight back that evening.

Miguel: Or come the night before, spend the morning with us and get an afternoon flight back to the UK. We have a company guest house nearby.

Gwen: That sounds more civilized than a 16-hour day, I must say!

Miguel: Good. It’s just a question of when we can make it happen.

Gwen: I’ll need to finalize it with my boss first, but a couple of days in the week beginning the 15th would work for me, if that’s of use.

Miguel: That would be perfect. We’ll all be back from the trade fair in Florence by then.

Gwen: Super. I’ll just chat to Harry and get back to you by mail this afternoon.

Fotos: iStock; Gert Krautbauer

Talking to the boss

58

Gwen: I’ve just had a call from Miguel Oliveras at Cabrera Enterprises in Barcelona. He wants me to go down to Barcelona and present our qualitycontrol package to his management team.

Harry: Sounds promising. How did you get that contact?

Gwen: We met at a seminar about a year ago and kept up sporadic contact afterwards. Miguel has just been promoted to head of production.

Business Spotlight 2/2017

Making travel arrangements Gwen: Good morning, Martina. I’m calling to make the arrangements for my visit on the 15th.

Martina (Miguel’s PA): Sure. How can I help you?

Gwen: Could you send me the address of the guest house and of your office?

Martina: I’ll mail them over when we’ve finished speaking. When will you be arriving?

Gwen: My flight arrives at 5.30 p.m. I’ll only have hand luggage and I’ll get a cab. How long will that take, do you think?

Martina: It’s about a 40-minute cab ride. There are several restaurants nearby.

Gwen: Great. And how far is it to your office?

Martina: It’s only a ten-minute walk. I’ll give you directions in my mail.

Gwen: Great. That sounds convenient.

airfare [(eEfeE]

, Flugkosten

boardroom [(bO:dru:m] , Sitzungszimmer des

Vorstands

cab [kÄb] , Taxi civilized [(sIvElaIzd]

, hier: angenehm

convenient [kEn(vi:niEnt] , praktisch; hier auch:

günstig gelegen

expense [Ik(spens] , Kosten finalize sth. [(faInElaIz] , etw. endgültig festlegen

get back to sb. [)get (bÄk tu] , sich wieder bei jmdm.

melden

make a mark [)meIk E (mA:k] , sich profilieren

mount sth. [maUnt] , etw. befestigen

Preparing for the presentation

PA (personal assistant)

Gwen: Do you know which room we’ll be using for the presentation?

Martina: It will be the boardroom.

Gwen: What are the seating arrangements there?

Martina: It’s boardroom style, but the screen is quite high up on the wall, so everyone can see it.

Gwen: Is the projector on the table?

Martina: No. It’s mounted on the ceiling. Do you need any other equipment?

Gwen: Do you have a flip chart and pens?

Martina: I can arrange that.

Gwen: Excellent. When I come to reception, who should I ask for?

Martina: Ask for me. I’ll come down and pick you up. Then I can help you set up the equipment.

[)pi: (eI] , Chefsekretär(in)

package [(pÄkIdZ] , Paket; hier: Systempaket projector [prE(dZektE] , Projektor; Beamer promote sb. [prE(mEUt]

, jmdn. befördern

put sb. up [)pUt (Vp] , hier: jmdn. unterbringen screen [skri:n]

, hier: Leinwand

sign sth. off [)saIn (Qf] , etw. unterzeichnen, absegnen trade fair [(treId feE] , Messe

LANGUAGE

LANGUAGE TRANSLATION

Tricky translations

Es gibt englische Wörter, die man immer wieder verwechselt. Und es gibt englische und deutsche Wörter, deren Übersetzung in die jeweils andere Sprache schwierig ist. Beispiele inden Sie hier.

compliment, complement If you compliment someone, you say something nice to praise them (beglückwünschen, loben; ein Kompliment machen): “My boss complimented me on the quality of my analysis.”

The noun compliment is used to praise someone (Lob; Kompliment): “I take that as a compliment!”

The plural compliments can also refer to formal greetings that are passed on to someone (Grüße): “My compliments to your new boss!”

MIKE SEYMOUR is an author, trainer and translator based in Bonn.

Contact: www. mikeseymour.com

·

·

1.

A. compliment B. complement

·

Answers

2.

A. Als ich in Boston studierte, habe ich in einem Wohnheim gewohnt.

B. Ford Dagenham was once the largest factory / production plant in Europe.

·

A “dormitory” is a large bedroom for people to sleep in, for example, in a boarding school or youth hostel. It is translated as Schlafsaal or Schlafraum: “Today’s youth hostels are much more comfortable: they offer not only dormitories, but double rooms as well.” — Die heutigen Jugendherbergen sind viel bequemer: Sie bieten nicht nur Schlafsäle, sondern auch Doppelzimmer an.

In a commercial context, Werk refers to a place where something is manufactured or produced, and is translated as factory, facility, (production) plant or works: Dreizehn Mitarbeiter wurden bei dem Unfall im Ford-Werk in Dagenham, bei London, verletzt.

— “Thirteen employees were injured in the accident at the Ford works in Dagenham, near London.”

In US English, a “dormitory”, or “dorm”, is a residence hall at university or college that provides rooms for students to live in. It is translated as (Studenten-)Wohnheim: “In the USA, most freshmen live in dorms.” — In den USA wohnen die meisten Erstsemester in Wohnheimen.

A Werk can also be the product of a creative process, such as a book, painting or piece of music. It is translated as work or piece or, more formally, the French word oeuvre is used to refer to the gesammelte Werke (collected works) of a famous artist, writer or composer: Bei niedrigen Verkaufserlösen ist der Verlag berechtigt, das Werk des Autors aus dem Verlagskatalog zu löschen. — “In the event of low sales, the publisher is entitled to delete the author’s work from its catalogue.”

·

·

To complement something means “to add something so as to improve it” (ergänzen; vervollständigen): “We need two more people to complement the existing team.”

As a noun, a complement is something that adds new qualities to something (Ergänzung, Vervollständigung): “This red wine is an excellent complement to meat, game or pasta.”

Complement also refers to the number needed (volle Zahl) to make a group complete: “To meet the deadline, we need the full complement of technicians.”

How do you say Werk in English?

·

MEDIUM AUDIO

Don’t confuse...

How do you say “dormitory” in German?

·

In British English, a “dormitory town” is a suburban town near a big city. Many people who live there commute to the city each day for work. It is translated as Schlafstadt. In US English, this sort of town is called a “bedroom community” or “bedroom suburb”: “In dormitory towns, rents are lower but there’s a lack of cultural offerings.” — In Schlafstädten sind die Mieten niedriger, aber es fehlt an kulturellen Angeboten.

·

·

·

When talking about a craftsman’s skilful work, we often translate Werk as handiwork: Jo ist ein wirklich begabter Schreiner: Alle unsere Gäste bewundern sein Werk. — “Jo is a very gifted carpenter: all our guests admire his handiwork.”

·

2. How would you say that?

1. Make your choice

Translate the following sentences.

Complete the sentences with “compliment” or “complement”.

A. When I studied in Boston, I was living in a dormitory.

A. Why is she so angry? My remark was meant as . a B. Ford Dagenham war einst das größte Werk Europas.

B. This painting is a great our collection.

LANGUAGE

to

2/2017 Business Spotlight

59

LANGUAGE SHORT STORY

The book

JAMES SCHOFIELD is the co-author of the Double Dealing series.

You can find more of his stories and his blog at http:// jrtschofield. blogspot.de

Wer alte Meister fälscht, macht sich viele Feinde und muss gar mit seiner Ermordung rechnen.

Doch wer war der unheimliche Mörder in diesem Fall?

MEDIUM AUDIO

amazing [E(meIzIN]

, fantastisch, toll

art forger [(A:t )fO:dZE] , Kunstfälscher(in)

art historian [)A:t hI(stO:riEn] , Kunsthistoriker(in)

art school [(A:t )sku:l] , Kunstakademie

HE COULD PRODUCE NEW MASTERPIECES IN THE STYLE OF TITIAN OR LEONARDO. IT WAS AS IF HE HAD BROUGHT THEM BACK TO LIFE

60

Business Spotlight 2/2017

[)blÄNk (peIdZ]

new masterpieces in their style. It was as if he had brought them back to life.

After art school, he found it difficult to make an honest living as an artist. So one day, when he had no money, he did a little sketch of a woman’s head in the style of a Rubens, sold it to a commercial gallery and began a career as a forger.

Oh, he was amazing! He preferred drawings to paintings because they were easier to sell, and he could imitate the technique of the original artists so perfectly that not even the experts noticed any difference. Even the scientists didn’t have a chance.

We made our own ink and chalk based on original recipes and we got the drawing paper by buying old books. They always had a couple of blank pages at the beginning or the end. We’d remove those, resell the books and then Derek could create his drawings on authentic paper from the time of the artist in question. It was practically impossible to prove they weren’t originals.

One day, Derek came to the studio with a book he’d bought. It had large pages and — best of all — was only half-filled with something handwritten in French. The other pages were blank.

“What’s it about?” I asked, looking at the strange black script, full of numbers with the occasional little diagram. I couldn’t understand anything, but it looked unpleasant, even sinister.

, Leerseite

fake [feIk] , Imitation, Fälschung; nachgemacht, gefälscht genuine [(dZenjuIn]

, echt

ink [INk] , Tinte make an honest living [)meIk En )QnIst (lIvIN] , auf ehrliche Weise seinen

Lebensunterhalt verdienen masterpiece [(mA:stEpi:s] , Meisterwerk

old-master drawing [)EUld (mA:stE )drO:IN] , Zeichnung alter Meister

recipe [(resEpi] , Rezept script [skrIpt] , Schrift sinister [(sInIstE]

, unheimlich

sketch [sketS] , Skizze smash sb.’s head in [)smÄS )sVmbEdiz (hed )In] , jmdm. den Schädel einschlagen

trade [treId] , hier: Handwerk

LANGUAGE

Fotos: iStock; privat

T

he police found Derek Ebdon with his head smashed in on the floor of his studio in north London. Their theory is that somebody had found out Derek was an art forger.

It’s not a bad theory. You make a lot of enemies if you sell fake old-master drawings — investors, for example, when they find out that the Michelangelo sketch they paid so much money for is suddenly worthless. Or art historians who have to tear up everything they’ve written about Rembrandt because their theories were based on fakes. You see, the whole art market — with millions of dollars invested — is at risk when there is no confidence that what is bought and sold is genuine. So it’s true, Derek had many potential enemies. But his murderer wasn’t one of them. I can say this because I was his assistant at the time, so I know what happened.

Derek was a brilliant artist, just not very original. Like most art students, he learned his trade by copying masterpieces by Titian, Velázquez or Leonardo. But what made him special was that he didn’t just copy. He could produce

blank page

“Some alchemy or witchcraft nonsense,” said Derek. “It’s from about 1700. They were crazy about that stuff then. This paper will be perfect for Watteau!”

Watteau was one of Derek’s favourite artists.

Watteau was an early 18th-century painter who’d done pictures of ladies and gentlemen in parks and gardens, dancing and flirting, with maybe a little bit of polite sex going on in the background. Just right for his aristocratic French customers. To prepare his paintings, Watteau did lots of sketches, which always sold for a good price when they came on the market.

We cut out the pages of the book and Derek got to work.

After a week, he had about three pages filled with beautiful little aristocratic figures in different poses and 18th-century clothing. I was admiring them when I noticed something strange.

“Derek, what’s this?” I asked.

It was just a small detail. The technique was Watteau, but the content was not. It showed a man standing over a naked girl who was screaming in terror. You couldn’t see his face properly, but there was something horrible about him. I said earlier that Watteau liked to hint at a bit of polite sex going on in his pictures, didn’t I? But this looked like rape!

“I didn’t do that!” Derek said. “I mean, I had a couple there, but nothing like that.”

He took it back and reworked it into something completely different. But the next day, when he was checking one of the other sheets, Derek found a tiny picture of the same girl, but now she looked dead.

Near her body was a cold, thin face he hadn’t drawn either, staring at us with contempt.

“What about the third sheet?” he asked. We checked it inch by inch.

AS THE PICTURES BLACKENED, THEY CHANGED FROM HARMLESS ILLUSTRATIONS INTO SCENES OF TORTURE, MURDER AND TERROR

“Nothing, thank God! What are we going to do?” I asked.

“I’m taking this sheet to a dealer now. You burn the others.”

“What about the book?” I didn’t want to even look at it.

“Didn’t I tell you? I sold it on eBay yesterday. Somebody is picking it up tonight.”

It was dark as he drove off, and I admit that I was afraid. I took the two sheets of paper, put them in the kitchen sink and lit the edges. They burned with a blue-green flame and it seemed to me that, as the pictures blackened, they changed from harmless illustrations of an 18th-century dream into scenes of torture, murder and terror. I gave a cry and moved away, and as the flames died, all the lights blew.

I stood perfectly still, listening. Apart from my heart, there was no sound. I lit another match and felt my way carefully towards the fuse box by the front door. There was a mirror just next to it, and it was then that I saw him behind me: the rapist from the picture with his cold, thin face and terrible eyes.

I was out the door and running across the street so fast that I never even saw the taxi that knocked me over and left me unconscious in hospital for a week.

So poor Derek had no warning when he returned home. The man who’d bought the book called the police when he saw the blood coming from under the front door, but the book itself was gone.

That’s the part that worries me. I don’t know how, but somehow that book makes evil come alive. The question is, where is it now? And what is it doing?

Exercise: Reading comprehension How well did you understand our short story? Test yourself with these questions.

1. What motivated Derek to become a forger?

M

ANSWERS Exercise: Reading comprehension 1. He couldn’t earn enough money to live by selling his own works.

2. He could perfectly imitate the style of old masters and used the same materials (ink, chalk and paper) as the original artists did.

3. He/she had been hit by a car and was unconscious at the time of the murder.

blow [blEU]

, hier: durchbrennen

come alive [)kVm E(laIv] , lebendig werden

contempt [kEn(tempt]

, Verachtung

fuse box [(fju:z bQks] , Sicherungskasten inch by inch [)IntS baI (IntS] , Zentimeter für Zentimeter (inch , Zoll (2,54 cm))

kitchen sink [)kItSEn (sINk] , Küchenspüle

knock sb. over [)nQk (EUvE] , jmdn. umwerfen;

hier: überfahren

light [laIt] , hier: Glühbirne polite [pE(laIt] , hier: brav, nicht aufregend rape [reIp] , Vergewaltigung rapist [(reIpIst]

, Vergewaltiger

scream [skri:m] , schreien

2. How did Derek deceive experts and scientists?

torture [(tO:tSE] , Folter witchcraft [(wItSkrA:ft] , Hexerei

3. Why could the narrator not be the murderer?

LANGUAGE

2/2017 Business Spotlight

61

LANGUAGE GRAMMAR

EXPLANATIONS Relative clauses are sentence parts that give us more information about a person, thing or situation in the previous clause. They often begin with a relative pronoun, for example, “that”, “who” or “which”. The relative pronoun can be the subject or the object in the relative clause.

Relative clauses Relativsätze enthalten zusätzliche Informationen über zuvor erwähnte Personen, Dinge oder Situationen.

Hier erläutern wir die Einzelheiten.

To refer to people, use who: Mel, who also installed the program,…

·

MEDIUM AUDIO PLUS

To refer to things, use which or that: …which was not a good idea,… …an error message that reads…

· ·

You can use when, where and why as relative pronouns to refer to a time, a place or a reason: Every time when I click on a file name…

·

In our sample text, most relative clauses are “defining”. This means that they are essential for understanding the sentence. If the relative pronoun is the object of such a clause, you can leave it out: …the software (that) you installed…

·

Hi Ewan I’m afraid the software you installed for me is still not working properly. Every time when I click on a file name, I get an error message that reads: “The file that you are trying to open cannot be found.” Mel, who also installed the program, has not had any trouble with it.

·

You can usually leave out the relative pronouns when and why, but not where: Every time (when) I click on a file name…

·

If the relative pronoun is the object of a preposition, the preposition is often moved to the end of the clause, especially in informal language: The other problem (that) I’m struggling with is…

The other problem I’m struggling with is that my computer has become extremely slow. I deleted hundreds of old files, which was not a good idea, because I accidentally deleted something that I still need.

Aargh!

[)ÄksI(dent&li] , aus Versehen

clause [klO:z]

, Haupt- oder Nebensatz

delete sth. [di(li:t] , etw. löschen file [faI&l] , Datei in advance [In Ed(vA:ns] , im Voraus

previous [(pri:viEs]

, vorangegangen

read [ri:d] , hier: den Wortlaut haben relative clause [)relEtIv (klO:z] , Relativsatz

relative pronoun [)relEtIv (prEUnaUn] , Relativpronomen

sample [(sA:mp&l] , Beispiel

·

The relative pronoun which can refer to a whole sentence or a clause. (German uses was as the relative pronoun here.) A comma must come before it: I deleted hundreds of old files, which was not a good idea…

·

After the pronouns something, everything, nothing and all, use that, not which: I accidentally deleted something that I still need.

·

➻ More exercises can be found at www.business-spotlight.de/grammar

LANGUAGE

Foto: Peter Weber

Answers Exercise: Find the mistakes A. no comma B. nothing (that) C. the hotel where you stayed / (that) you stayed in D. which is larger than mine

M

A. We are looking for staff, who speak Spanish.

B. She told me nothing which I didn’t know already.

C. What’s the name of the hotel you stayed last week?

D. His office, that is larger than mine, has two windows.

Business Spotlight 2/2017

accidentally

Some relative clauses (called “non-defining”) simply add extra information. They are separated from the rest of the sentence by commas. A non-defining relative clause must begin with a relative pronoun, but never with “that”: Mel, who also installed the program, has not had any trouble…

Correct the mistake in each sentence below.

62

aargh [A:g] ifml. , grrr; hier: wie ärgerlich

·

Thanks in advance Jess

Exercise: Find the mistakes

If the relative pronoun is the subject of the clause, you cannot leave it out: …an error message that reads…

ANNA HOCHSIEDER is a Munich-based teacher of English who writes regularly in Business Spotlight.

Contact: a.hochsieder@ googlemail.com

LANGUAGE CARDS Phrasal verb

by Hildegard Rudolph

Business Spotlight 2/17

Phrasal verb

Business Spotlight 2/17

What does the speaker mean?

What does the speaker mean?

“Due to the suppliers’ strike most car manufacturers have run out of spare parts.”

“He was off sick last week and has to catch up on some of his tasks now.”

False friends

False friends

Business Spotlight 2/17

Business Spotlight 2/17

What’s dementieren in English?

What’s “foresight” in German?

Translate this sentence into English.

Translate this sentence into German.

Die Geschäftsleitung dementierte Berichte über die Entlassung von mehr als hundert Mitarbeitern.

“This wouldn’t have happened if she had acted with the appropriate foresight.”

Abbreviation

Abbreviation

Business Spotlight 2/17

Business Spotlight 2/17

What does “BOGOF” stand for?

What does “GMT” stand for?

“At its reopening, the supermarket will be offering lots of BOGOF products.”

“Is it true that Spanish authorities are considering turning Spanish clocks back to GMT?”

Pronunciation

Pronunciation

Business Spotlight 2/17

Business Spotlight 2/17

How do you pronounce this word?

How do you pronounce this word?

“Serving niche markets is key to our success.”

“Climate change will have a disastrous impact on tourism in the Caribbean.”

LANGUAGE CARDS Phrasal verb

Business Spotlight 2/17

Phrasal verb

Business Spotlight 2/17

When you catch up on something, you do something that you did not manage to do at the usual time.

When you run out of something, you have nothing left of it.

etw. nachholen

etw. geht jmdm. aus

False friends

Business Spotlight 2/17

False friends

Business Spotlight 2/17

Das wäre nicht passiert, wenn sie mit der entsprechenden Voraussicht gehandelt hätte.

“Management denied reports about the dismissal of more than one hundred employees.”

Don’t say Vorsicht, as this is “caution” or “attention” in English.

Don’t say “demented” (dement), as this is an adjective used to describe someone suffering from dementia, or someone behaving irrationally (wahnsinnig, irre).

Abbreviation

Abbreviation

Business Spotlight 2/17

Business Spotlight 2/17

GMT is short for “Greenwich Mean Time”. This time zone takes its name from Greenwich (pronounced [(grenItS]), a town to the south-east of London, which is crossed by the prime meridian (Nullmeridian).

BOGOF (pronounced [(bQgQf]) is short for “buy one, get one free”. It is an advertising tool to attract customers. If they buy one item, they get a second one (of the same product) for free.

(mittlere) Greenwich-Zeit

zwei zum Preis von einem

Pronunciation

Business Spotlight 2/17

Caribbean is most often pronounced [)kÄrE(bi:En].

This region in the western, tropical part of the Atlantic, north of the equator, takes its name from the Caribs, an indigenous ethnic group that inhabited the region at the time of the Spanish conquest in the 15th–16th centuries. karibisch; Karibik

Pronunciation

Business Spotlight 2/17

In British English, niche is pronounced [ni:S]; in US English, you say [nItS]. “Niche market” refers to a specialized and profitable segment of the market.

Nische

LANGUAGE KEY WORDS

Vocabulary trainer Use our Key Words list to learn vocabulary from the current Business Spotlight. The deinitions will help you understand the words — and build your vocabulary.

Listen and learn!

You can download an MP3 file of this Key Words list from our website.

➳

Subscribers to Business Spotlight can download a PDF of these key words as well as a complete vocabulary list (English–German) for each magazine at www.business-spotlight.de/words

NOUNS AND NOUN PHRASES airfare

the price of travelling by plane

Flugkosten, -preis

art forger

a person who makes illegal copies of works of art, especially paintings

Kunstfälscher(in)

confectionery industry

the industrial sector that produces sweets

Süßwarenbranche

maiden voyage

the very first trip of a newly built ship

Jungfernfahrt

office supplies

the items used in an office, such as paper, pens, folders, etc.

Büromaterial

shipyard

a place where ships are manufactured

(Schiffs-)Werft

single market

the common market of a community, particularly that of the European Union

(EU-)Binnenmarkt

sunset clause

a provision in a contract regulating the time when the contract ends

Auslaufklausel, -frist

vacancy

a job opening

Vakanz, freie Stelle

convert to sth.

to change to something

auf etw. umstellen

embed sth. in sth.

to integrate or fix something firmly into something else

etw. in etw. einbetten, verankern

fool sb.

to make someone believe something that is not true

jmdn. in die Irre führen

mix sth. up

to take something for something else

etw. verwechseln

run out of sth.

not to have anything left of something

von etw. nichts mehr haben

seek sb. out

to look for and find someone

jmdn. ausfindig machen

briefly

for a short time

kurzzeitig

equitably

in a fair way

gerecht

humiliating

causing someone to feel ashamed or stupid

demütigend

overblown

seeming more impressive than it actually is

hochtrabend

projected

planned or estimated

prognostiziert

sinister

causing an anxious feeling, spooky

unheimlich

unforeseeable

not predictable

unvorhersehbar

be at fault for sth.

to be to blame for something

an etw. schuld sein

by mistake

accidentally, without intention

aus Versehen

go zero-carbon

to achieve a situation in which no carbon dioxide is emitted into the atmosphere

emissionsfrei werden

have the final say

to have the authority to decide what is done

das letzte Wort haben

make an honest living

to work hard to earn the money needed to support oneself and one’s family

auf ehrliche Weise seinen Lebensunterhalt verdienen

match the tone of the event

to be as is required in a particular situation

dem Anlass entsprechen

mutter under one’s breath

to say something very quietly so that no other person can understand it

leise vor sich hin brummeln

other things being equal

assuming that no other changes take place

unter sonst gleichen Umständen

VERBS

ADJECTIVES AND ADVERBS

IDIOMS AND EXPRESSIONS

LANGUAGE

2/2017 Business Spotlight

65

TECHNOLOGY GREEN INDUSTRY

Urban factories Können Industriebauten erneut Teil des städtischen Gefüges werden? Ja, wie TERRY SLAVIN am Beispiel der ökologischen Müllverbrennungsanlage Amager Bakke in Kopenhagen zeigt.

ADVANCED

Green industry: the Amager Bakke incinerator

W

alk along Copenhagen’s waterfront, and you can clearly see the chimneys of the old power plant at the tip of Amager Island. Construction has just begun on a replacement plant that will run on fossil-fuel free biomass when it opens in 2020.

Next to it, the striking aluminiumcovered incinerator Amager Bakke is being built. This will double as recreational space for the city when it opens next year — complete with an artificial ski slope running down its roof.

Copenhagen plans to be the first city in the world to go zero-carbon by 2025, and it hopes that the incinerator will be the cleanest burning building of its kind in the world.

But Amager Bakke is also a sign of something bigger: industry trying to transform itself into something cleaner and greener. Bjarke Ingels Group (BIG), a Danish firm of architects, have designed the incinerator to be “part of the city”.

Besides the all-weather ski slope, there will be a climbing wall to scale the 80-metrehigh structure. And visitors will be able to picnic on a grassy area on the roof while enjoying the view over Copenhagen. This contrasts strongly with the building’s main purpose: to convert waste from the city into electricity.

BIG’s founder, Bjarke Ingels, says Amager Bakke will marry art and science and “change public perceptions of what a public utility should be”. Ingels adds: “The Tate Modern in London was a power plant that was turned into a museum. What we are trying to do here is make a functioning power plant that also has these other elements.”

energy-efficient district heating system. This is the most extensive in the world, covering 98 per cent of the capital’s heat demand. “The central location of our combined heat and power plants is important because it minimizes transporting the district heating and thus the heat loss,” he says.

Jørgen Abildgaard is the man in city hall in charge of realizing Copenhagen’s climate plan. He explains that wind power and geothermal energy will secure Copenhagen’s energy future in the long term. In the medium term, however, the power plant will use wood pellets so that it can bring to an end the use of coal, which currently powers more than half the district’s heating system. Coal is both a dirty fossil fuel and more energy-intensive to extract than wood.

By converting completely to sustainably sourced wood pellets, the new Copenhagen system will not only be CO₂-neutral but also extremely low in pollution caused by sulphur dioxide (SO₂) and nitrogen oxide (NOx). This is an important consideration because the plant will be less than a kilometre away from homes. The wood pellets are

The incinerator will marry art and science and be “part of the city”

chimney [(tSImni]

, Schornstein

city hall [)sIti (hO:l] , Rathaus design sth. [di(zaIn] , hier: etw. konzipieren double as sth. [(dVb&l Äz] , als etw. (anderes) eine zweite Funktion haben feed sth. into sth. [)fi:d (Intu] , etw. mit etw. versorgen

forestry [(fQrIstri] , Forstwirtschaft; hier: Wald fossil-fuel free [)fQs&l fju:El (fri:] , frei von fossilen Brennstoffen

go zero-carbon [)gEU )zIErEU (kA:bEn] , emissionsfrei werden

incinerator [In(sInEreItE] , Verbrennungsanlage lord mayor [)lO:d (meE] UK

, Oberbürgermeister(in)

nitrogen oxide [)naItrEdZEn (QksaId]

Under construction: Copenhagen’s Amager Bakke

, Stickoxid

perception [pE(sepS&n]

, Wahrnehmung

pollution [pE(lu:S&n] , Umweltverschmutzung power plant [(paUE plA:nt] , Kraftwerk

public utility [)pVblIk ju(tIlEti] , öffentliches Versorgungs-

unternehmen

recreational space [)rekri(eIS&nEl speIs]

Fotos: BIG (2)

, Erholungsraum

Born again, as “BIO4” A similar transformation will take place a few hundred metres away, at the 45-year-old power plant, which currently runs on coal and biomass. The plant will be converted to run entirely on biomass and be reborn as “BIO4” in 2020. While Amager Bakke will serve as the city’s ski resort, the BIO4’s theme will be forestry. Gottlieb Paludan Architects plan to cover the facade of the 46-metre-high building with hanging tree trunks. His design won the Leading European Architecture Forum (LEAF) Award in October 2016.

Frank Jensen, Copenhagen’s lord mayor, says that the two plants were not moved away from the city because they need to feed into Copenhagen’s highly TECHNOLOGY

scale sth. [skeI&l]

, etw. erklimmen

ski slope [(ski: slEUp] , Skipiste source sth. [sO:s] , etw. beschaffen sulphur dioxide [)sVlfE daI(QksaId] , Schwefeldioxid

sustainably [sE(steInEbli] , nachhaltig tree trunk [(tri: trVNk] , Baumstamm waterfront [(wO:tEfrVnt] , Ufer; hier: Uferpromenade

2/2017 Business Spotlight

67

“We call them urban factories — new industries put back into the centre of the city”

From waste to energy: Shenzhen East incinerator

sourced from waste wood that would otherwise rot and emit methane.

Public education will play a role Jesper Gottlieb, creative director of Gottlieb Paludan, the architects behind the BIO4 plant, says the educational function of the building was part of the vision of the city’s publicly owned utility Hofor. Visitors will be able to follow a nature trail through the tree trunks up to a viewing platform, from which they will be able to see how the plant works, and learn about clean and green energy.

Public education will also play a big role in a similar project in China. Gottlieb Paludan, together with the Danish firm Schmidt Hammer Lassen, have been awarded the contract for a state-of-the-art incinerator in Shenzhen. As with BIO4, visitors will be invited inside to view how the plant works. By following a 1.5-kilometre circular path, they will pass each part of the process before reaching the roof, with its 44,000 square metres of solar panels — and a panoramic view of the city.

Gottlieb explains that Chinese authorities are trying to allay public fears about waste incineration, which has delayed efforts to deal with the country’s mounting rubbish problem. It is a serious issue for the city of Shenzhen, where late last year an illegal landfill site collapsed, killing 58 people.

“We are in a position where utility companies want to engage with people and show them that there are no dangerous substances coming out of their smokestacks,” says Gottlieb.

allay sth. [E(leI]

, etw. zerstreuen

emit sth. [i(mIt] , etw. ausstoßen engage with sb.

[In(geIdZ wID] , den Dialog mit

Menschen suchen

executive director [Ig)zekjUtIv dE(rektE] , geschäftsführende(r) Direktor(in)

facility [fE(sIlEti] , Einrichtung heavy goods traffic [)hevi (gUdz )trÄfIk] , Schwerverkehr

landfill site [(lÄndfIl saIt] , Mülldeponie methane [(mi:TeIn] , Methan nature trail [(neItSE )treI&l] , Naturlehrpfad

nitrous oxide [)naItrEs (QksaId] , Stickstoffoxid

paradigm shift [(pÄrEdaIm SIft] , Paradigmenwechsel

rot [rQt] , verrotten rubbish [(rVbIS] UK , Müll smokestack [(smEUkstÄk] , Schlot

Foto: Gottlieb Paludan Architects

Back to the future According to BIG, sulphur dioxide emissions in Copenhagen’s new waste treatment plant will be reduced by 99.5 per cent and nitrous oxide by 90 per cent compared with the plant it will replace.

But Philipp Rode, executive director of the London School of Economics’ cities programme, worries about having waste-to-energy plants so near a city — regardless of how advanced the technology to clean their emissions. “In the end, these chimneys are still emitting something. We can’t really square the circle.”

Copenhagen is an extreme example of a paradigm shift in the way many cities around the world deal with industry, he says. In the 20th century, cities began moving industry — and the associated pollution, noise and heavy goods traffic — well away from urban centres.

Now, Rode says, with cleaner technology and the rise of 3D printing, “there’s no longer the enormous pressure to push these facilities out of the city.

TECHNOLOGY

solar panel [)sEUlE (pÄn&l] , Sonnenkollektor

square the circle [)skweE DE (s§:k&l] , die Quadratur des

Kreises erreichen

state of the art [)steIt Ev Di (A:t] , dem neuesten Stand der

Technik entsprechend

viewing platform [(vju:IN )plÄtfO:m] , Aussichtsplattform

waste treatment [(weIst )tri:tmEnt] , Abfallaufbereitung

2/2017 Business Spotlight

69

Instead there’s excitement about maintaining diversity and keeping those sites, and their legacy with it.”

Martin Powell, global head of urban development at Siemens, agrees. “We call them urban factories, the idea being that you can have new industries being put back into the centre of the city. Cities, historically, have been very, very wasteful. They export a lot of waste; they use and consume a lot of energy. Now they are looking at correcting that historical inefficiency” by importing those functions again.

The factory as a tourist attraction Powell says the BIG-designed waste treatment plant in Copenhagen shows how even an industry as smelly, loud and disruptive as a waste treatment plant can be situated in a densely populated urban area. “They are quieter, you can control the odours and you can create recreational space around it. I always hold Amager Bakke up as an example of how you should think of waste-to-energy plants going forward.”

Nina Rappaport, author of Vertical Urban Factory (ActarD), a history of factories in cities, says the first contemporary example was Volkswagen’s Gläserne Manufaktur in Dresden in 2001. The municipal government persuaded VW to build the 81,600-square-metre factory in the middle of the city to create jobs in East Germany after reunification.

The factory has become a tourist attraction, as has a similar one built by BMW in Munich. People passing outside are able to see what is happening inside.

Philipp Rode says German carmakers have been able to build factories in city centres only because

they have outsourced the manufacturing elements that create the most pollution to countries like China. “What you have are high-end components being put together with robotic machinery.”

Reusing old factory sites But the fact that the BMW plant in Munich is sited next door to the company’s headquarters is also significant, Rode says. “It tells you a lot about Germany, that sense of bringing management and workers closer and creating an exchange between researchers and the production line. That is part of the selling proposition of the cars. It’s an extended version of a flagship store.”

Rappaport says innovations such as 3D printing have allowed high-end products to be made with smaller machines. This has seen many companies currently manufacturing in city centres, reusing factory sites from early last century, which have been divided into smaller units.

She gives examples in London’s Shoreditch and King’s Cross, and the former naval works in Brooklyn, New York. However, Rappaport believes the model would be better suited to former industrial cities like Detroit and Manchester, which have been in decline.

“It’s a great model, but maybe not for the most expensive cities, like London, New York and Paris, where the high cost of land may make it less viable.

For former industrial cities that have the space and land — and need the jobs — it makes a lot of sense,” Rappaport comments. © Guardian News & Media 2016

contemporary [kEn(temp&rEri] , zeitgenössisch, modern

decline: be in ~ [di(klaIn] , sich (wirtschaftlich) im

Rückgang befinden

densely populated [)densli (pQpjuleItId] , dicht besiedelt

disruptive [dIs(rVptIv] , störend; hier: die

Lebensqualität beeinträchtigend going forward [)gEUIN (fO:wEd] , in Zukunft

high-end component [)haI end kEm(pEUnEnt] , hochwertiges Bauteil

legacy [(legEsi] , Vermächtnis, Erbe municipal government [mju)nIsIp&l (gVvEnmEnt] , Stadtverwaltung

naval works [(neIv&l w§:ks] , Marinewerft

odour [(EUdE] , Geruch(sbelästigung) outsource sth. [(aUtsO:s] , etw. auslagern

production line [prE(dVkS&n laIn] , Fertigungsanlage; hier: Fertigungsmitarbeiter(innen)

reunification

Recreation area: the incinerator site will include a ski slope

[)ri:)ju:nIfI(keIS&n] , Wiedervereinigung

selling proposition [(selIN prQpE)zIS&n] , Verkaufsargument,

Herausstellen der Besonderheit

sited: be ~ [(saItId]

, liegen, gelegen sein

Foto: BIG

viable [(vaIEb&l] , umsetzbar, zukunftsfähig

70

Business Spotlight 2/2017

TECHNOLOGY

SPRACHKURSE UND SPRACHFERIEN

Englisch in London Sprachkurse, Prüfungszentrum Sprachreisen, Sprachberufe

Einzelunterricht für Schule, Freizeit, Beruf Halbpension in Gasfamilien Exkursionen mit dem Lehrer Auch als Bildungsurlaub buchbar

Tel. 06221 7050-4006, sprachen@fuu.de

www.fuu-languages.com

CrashSprachtraining in Baden-Baden: 2 Wochen lang, halb- oder ganztags, mit muttersprachlichen Pädagogen und Freizeitprogramm: Kur, Casino, Thermalbäder, Theater, Festspielhaus Baden-Baden hat Niveau!

BBS, Lange Str. 94, ☎ 07221/22661 www.bbs-sprachen.de

info@reichardt.eu, T. +49 (0) 6181 424830 www.reichardt.eu

IMPROVE YOUR ENGLISH IN ENGLAND

Lernen Sie Englisch in Cornwall

Living in your teacher’s home.

www.learnenglishincornwall.co.uk

English courses One-to-one

www.live‐n‐learnenglish.com

Agent in Germany. 0049 76I 6I29060I

VERSCHIEDENES

Nächster Anzeigentermin: 22. März für die Business-Spotlight-Ausgabe 3/17

Julie Tamblin MA - 0044 (0) 1208 871 184

BERUFSAUSBILDUNG, FORTBILDUNG

www.welthandelskorrespondent.com

staatl. anerk. Berufsfachschule: Europasekretär/in, Korrespondent/in, 06221 7050-4006

SPRACHPRODUKTE Von unseren Sprachprofis für Sie zusammengestellt: sprachenshop.de

WERDEN SIE JETZT GASTFAMILIE UND

ENTDECKEN SIE ZU HAUSE DIE WELT!

040 22 70 02 -0 gastfamilie@yfu.de

www.yfu.de

Bücher, Filme, Lernsoftware u.v.m für Sprachbegeisterte.

auf allen redaktionellen Sites von www.business-spotlight.de in Rotation

THEMENVORSCHAU Business Spotlight-Ausgabe 3/17:

Kontakt: Tel. +49 (0)89/8 56 81-131/-135 anzeige@spotlight-verlag.de

Business Skills: Smart use of time Wirtschaft und Gesellschaft: The Business of Sports Interkulturelle Kommunikation: Schottland Anzeigenschluss: 22.3.2017, Erstverkaufstag: 26.4.2017

Haben Sie Fragen zu Anzeigenschaltungen in Business Spotlight?

Tel. +49 (0)89/8 56 81-131/-135 anzeige@spotlight-verlag.de | www.business-spotlight.de

TECHNOLOGY ENGLISH 4.0

America’s deep divide

Neue Technologien bedeuten für Unternehmen wirtschaftliche Vorteile, für die Beschäftigten aber oft tiefe Einschnitte. Doch geht das eine nicht ohne das andere.

MEDIUM AUDIO

Self-driving trucks?

Bad for truck drivers and Trump voters

72

Business Spotlight 2/2017

“Silicon Valley’s elite believes in disruption” trade is good and jobs come and go in a globalized world. That’s life.

On 30 November, the same New York Times published a story with the headline, “Trump to Announce Carrier Plant Will Keep Jobs in U.S.”. Apparently, he had convinced the air-conditioner maker Carrier not to move a factory from Indiana to Mexico. The company had agreed to keep 800 manufacturing jobs as well

as another 300 engineering and management jobs in the US. Make America great again? Sorry, it’s not going to happen like that, says Silicon Valley.

The deep divide between urban Americans, many of whom hate Trump, and those in rural areas who support him, can be summed up in two words: Silicon Valley. There, the technology elite believes in disruption, the idea that new

apparently [E(pÄrEntli]

, anscheinend

disruption [dIs(rVpS&n] , Störung; hier: Ablösung, Verdrängung divide [dI(vaId] , Kluft engineering EAMONN FITZGERALD writes daily at www.eamonn.com.

He uses social media to build relationships for organizations.

Contact: eamonn@eamonn.com

[)endZI(nIErIN] , Ingenieurwesen;

hier: Technik-

Inc. [INk] US

, etwa: AG

patent and trademark office [)peIt&nt En (treIdmA:k )QfIs] US , Patent- und Markenamt plant [plA:nt] , Werk ridiculous [rI(dIkjUlEs]

, lächerlich

rural [(rUErEl] , ländlich sum sth. up [)sVm (Vp]

, etw. zusammenfassen

trademark [(treIdmA:k] , Marke(nzeichen)

TECHNOLOGY

Foto: PR

“M

ake America great again”: if you visit the website of the United States Patent and Trademark Office, you’ll see that, on 14 July 2015, this trademark was registered with the number 4773272. And who registered it? “DONALD J. TRUMP FOR PRESIDENT, INC.” People laughed at the slogan and they laughed at the candidate, but they stopped laughing on 9 November last year, when Donald J. Trump was elected the 45th president of the United States.

Like so much about Trump’s controversial election campaign, the “Make America great again” slogan was regarded as ridiculous. The New York Times kept explaining that America was already great at several things and, anyway, the idea behind the slogan, stopping the export of American jobs, was absurd because free

technologies will destroy established companies too slow to react to change.

Cloud computing is a perfect example of a new technology disrupting the establishment. Amazon and Microsoft now sell computing resources on demand, which means that their customers no longer have to buy expensive data-centre hardware. As a result, hardware companies like Hewlett-Packard have lost business and fired thousands of workers.

Cloud computing is also making it easier to create software that powers a range of radical services, such as the accommodation-sharing Airbnb and, soon, self-driving cars.

For Silicon Valley, all this means prosperity and opportunity. But for people in Michigan, where the decline of the car industry has led to big job losses, the same technology means something very different. They believe we are heading for a future where disruption is destroying

“Trump voters want stability, not revolution” traditional industries and they don’t like what this is doing to their families and communities.

What’s the most popular job in America? Police officer, you say? No. According to an analysis of US census data, truck driving is the most popular job and this means that the great battle between Tump voters, who want stability, and the technologists, who want revolution, will be fought on the highways.

The economic benefits of self-driving technology are undeniable for businesses, but the rise of self-driving trucks will put millions of people out of work. You can’t have one without the other.

Silicon Valley venture capitalists like Marc Andreessen and Benedict Evans

say that “software is eating the world”.

Many more industries will be eaten by software, and this is terrifying news for members of a working class who believe their jobs will be taken by technologies they don’t understand. Slogans like “Make America great again” offer hope in a time of change.

I don’t think we can stop disruption from happening, but we do need to discuss how to deal with it. Soon.

accommodation [E)kQmE(deIS&n] UK

prosperity [prQ(sperEti]

, Unterkunft

, Wohlstand

computing resources

radical [(rÄdIk&l] , hier: revolutionär

[kEm(pju:tIN ri)zO:sIz] , Rechenressourcen

undeniable

decline [di(klaIn] , Niedergang

, unbestreitbar

disrupt sth.

venture capitalist

[)VndI(naIEb&l]

[dIs(rVpt]

[)ventSE (kÄpItElIst]

, hier: etw. umkrempeln

, Risikokapitalgeber(in)

2017 TRENDS

SHOPPING

SECURITY

SOCIAL

“Those who predict the future we call futurists. Those who know when the future will happen we call billionaires.” So says Horace Dediu, a mobile phone industry analyst. When exactly will the future happen in 2017, and who will be in the right place at the right time to profit?

Three tips: shopping, security and social. “You can place selected furniture in your own room with the help of 3D and Augmented Reality!” That’s what the IKEA catalogue app tells users. The race is on to make the digital shopping experience more interactive, and companies like London-based GoInStore could be the winners. www.goinstore.com

In November of last year, 900,000 Deutsche Telekom customers lost their broadband internet connection after their routers had been attacked. Suddenly, “cybersecurity” became reality. When Symantec speaks about security, people listen. The technology company got its name from the words “syntax” and “semantics”, and it knows lots about language, technology and security.

In July 2015, CEO Michael Brown said, “The demand for the cybersecurity workforce is expected to rise to six million globally by 2019.” But who will train them?

The American creators of the DarkLight cybersecurity platform say the solution is artificial intelligence (AI) systems that can be taught by humans, and humans who can then be taught by AI systems. https://www.darklightcyber.com

For business users of social media, practical posts about how to do something useful with a company’s products get attention, but it’s the emotional posts that usually go viral. Emotion is a tricky thing, though, so you have to be very careful with love and hate, anger or joy.

A good strategy for 2017 would be to combine the practical and the emotional with some inspirational posts. So, this year, share some motivating images or inspiring thoughts with your customers.

Here’s an example from Benjamin Franklin (1706–90): “One today is worth two tomorrows.” Wikiquote has a database of 100,000 quotes. https://en.wikiquote.org

augmented reality [O:g)mentId ri(ÄlEti] , erweiterte Realität

billionaire [)bIljE(neE]

, Milliardär(in)

industry analyst [)IndEstri (ÄnElIst] , Branchenanalyst(in)

TECHNOLOGY

predict sth. [pri(dIkt]

, etw. vorhersagen, eine

anger [(ÄNgE]

Prognose für etw. treffen

, Wut

race is on: the ~

database

[)reIs Iz (Qn]

[(deItEbeIs]

, der Wettkampf ist eröffnet

CEO (chief exceutive officer) [)si: i: (EU] , Vorstandsvorsitzende(r)

workforce [(w§:kfO:s] , Arbeitnehmer(innen)

, Datenbank

go viral [)gEU (vaI&rEl]

, sich rasant (im Internet)

verbreiten

quote [kwEUt] , Zitat tricky [(trIki] , schwierig

2 /2017 Business Spotlight

73

CAREERS & MANAGEMENT PRESSURES AT WORK

A FACT OF MODERN WORK SERIES: PART THREE

Worin besteht Stress am Arbeitsplatz, wie zeigt er sich und wie kann man sich davor schützen? Im dritten und letzten Teil unserer Serie zum Thema Überlebenskampf am Arbeitsplatz gibt JULIAN EARWAKER Antwort auf diese Fragen.

ADVANCED

JULIAN EARWAKER is a freelance journalist, prison writer-in-residence and book author.Contact: julianearwaker@gmail.com

74

Business Spotlight 2/2017

CAREERS & MANAGEMENT

Y

ou have to withstand presThe three Ps sure. If you can’t handle In this series, we pressure, you can’t be a look at three key great or successful entreaspects of work preneur.” The words of that everyone Donald Trump, billionaire needs to master in businessman and newly order to survive: elected president of the people, places and United States, are quoted pressures. widely across business publications, websites and motivational books.

For many entrepreneurs and business leaders, pressure is part of everyday working life. And it is often passed down the line.

“Putting pressure on the team is a tool for leaders to use in order to achieve extraordinary performance,” says Bernie Bulkin, US business expert and author of Crash Course (see “For more information”, p. 77). “We learn that setting expectations beyond what people believe is possible can lead to great achievements,” Bulkin writes on the human resources website HRZone.com.

In her 2016 book, The Upside of Stress (see “For more information”, p. 77), American psychologist and author Kelly McGonigal describes the positive side of pressure: “The latest science reveals that stress can make you smarter, stronger and more successful. It helps you learn and grow.” Her approach emphasizes the need to rethink pressure and even to enjoy it.

Handling workplace pressure Others disagree. Hendrie Weisinger and J. P. Pawliw-Fry, authors of Performing under Pressure, say that nobody works better under pressure, only that some people can handle the negative effects of pressure better than others. For the majority of people, workplace pressure is not something easily handled.

Reports by the UK mental-health charity Mind show that work is the most stressful factor in most people’s lives. This is supported by studies by the UK Health and Safety Executive (HSE), which reveal that five million people in the UK feel

“very” or “extremely” stressed by their work and that half a million workers become ill every year from work-related stress.

The British Psychological Society estimates that this costs the British economy 11.3 million working days a year. In the US, Forbes estimates that 36 per cent of workers suffer from work-related stress, costing businesses $300 billion a year in lost workdays.

One person who knows about stress is Dan, a British housing officer. “There was always a lot of pressure with the job,” he says, explaining that his clients often faced very difficult situations. Despite this, Dan enjoyed his work. Over the course of six months, things changed, however. A number of experienced colleagues left; a new, inexperienced manager arrived and immediately made changes. Meanwhile, Dan started to have problems at home. Soon, he couldn’t stop thinking about work. He felt guilty about not helping his clients enough, couldn’t sleep, started to drink, became ill and began to arrive late at the office.

This is one of the case studies used by the HSE on its website explaining the dangers of stress. HSE defines stress as “the adverse reaction people have to excessive pressure or other types of demand placed upon them”. Dan’s experiences, they say, are far from unusual.

adverse [(Ädv§:s] , negativ, widrig charity [(tSÄrEti] , karitativer Verband emphasize sth. [(emfEsaIz] , etw. hervorheben entrepreneur [)QntrEprE(n§:]

, Unternehmer(in)

feel guilty [)fi:&l (gIlti] , Schuldgefühle haben Health and Safety Executive (HSE) [)helT En (seIfti Ig)zekjUtIv] UK , Aufsichtsbehörde für Arbeitsschutz housing officer [(haUzIN )QfIsE] UK

, Mitarbeiter(in) eines Wohnungsamts

human resources [)hju:mEn ri(zO:sIz]

, Personal(wesen)

mental health [)ment&l (helT] , psychische Gesundheit pass sth. down the line [)pA:s daUn DE (laIn] , etw. nach unten weitergeben

quote sth. [kwEUt] , etw. zitieren reveal sth. [ri(vi:&l] , etw. (auf)zeigen upside: the ~ [(VpsaId]

, die gute Seite, das Positive

withstand sth. [wID(stÄnd] , etw. standhalten

Illustrationen: Mark Airs/Getty Images; Foto: privat

Where stress began…

“If you can’t handle pressure, you can’t be great,” says Donald Trump

CAREERS & MANAGEMENT CAREERS & MANAGEMENT

Hans Selye (1907–82) was an Austrian-Canadian endocrinologist. In 1925, while studying the diagnoses of illness, Selye observed that the patients he was analysing had many common symptoms.

While medical professionals focused on specific ailments and how to treat them, Selye studied what he called the “syndrome of being sick”. Further experiments led him to rename this as the “general adaptation syndrome”, or GAS. Although his ideas were frequently rejected, in 1946, Selye described the cause and effect of his syndrome(s) as “stress”. Today, Selye’s work is seen as groundbreaking. And Selye himself is said to have enjoyed working 14-hour days, without too much stress...

ailment [(eI&lmEnt]

, Erkrankung, Leiden

general adaptation syndrome (GAS) [)dZen&rEl )ÄdÄp(teIS&n )sIndrEUm] , Allgemeines Anpassungssyndrom, Selye-Syndrom

groundbreaking [(graUnd)breIkIN] , bahnbrechend

professional [prE(feS&nEl] , Fachkraft

reject sth. [ri(dZekt]

, etw. ablehnen

2/2017 Business Spotlight

75

Top tips for dealing with pressure

⋅ ⋅ ⋅ ⋅ ⋅ ⋅ ⋅ ⋅ ⋅

Slow down. Give yourself time to think before responding, acting or making decisions. Build in time for the unexpected and change schedules/ deadlines accordingly.

Plan ahead. Do as much “what if” and “predecision” work as possible to get ready for pressure situations. Try not to imagine the worst — this will only increase your pressure and stress.

Remember past successes and be positive about the pressure you face.

You are not alone. Share your pressure and emotions with other people.

Focus on what you can control, not on what lies outside of your control. Act rather than reacting.

Connect with your senses. See, hear, smell, touch and taste what is going on around you. Use things to change your mood (such as listening to music or buying yourself a food treat).

See pressure as a challenge and opportunity rather than as a threat or disaster. Look for solutions rather than seeing only the problems.

Plan downtime. Switch off work emails, texts and phone calls at home. Book holidays and time away from the workplace.

Consult your doctor if symptoms such as sleeplessness or ill health continue.

downtime [(daUntaIm] US , Ausfallzeit; hier: Auszeit

mood [mu:d] , Stimmung

schedule [(Sedju:l]

respond (to sth.) food treat [(fu:d tri:t] [ri(spQnd ((tu)] , Leckerei , (auf etw.) reagieren

, Terminplan

text [tekst] , SMS

Forms of pressure in the workplace So what are the most common pressures in the workplace? Deadlines and lack of time, long working hours, lack of downtime/holiday, lack of sick pay, peer pressure and unrealistic or unfair performance targets (management constantly changing the standards that need to be met) are all major factors. Lack of job security, lack of control, overbearing and demanding management, weak management, bullying and harassment, and unexpected or unplanned change are also classic causes of stress.

The Trades Union Congress (TUC) says that, in the UK, public sector employees experiencing government cutbacks are worst affected. Education and health services are also near the top of the list of most stressful fields of work. “The message from the shop floor is clear: stress is becoming a bigger and bigger problem,” Frances O’Grady, TUC general secretary, recently told IOSH Magazine, the journal of the Institution of Occupational Safety and Health (IOSH). “Pressures of long working hours and low job security are being felt in workplaces across the UK.” The British Psychological Society says that presenteeism is a major problem: workers fearing disapproval, discipline or dismissal may be going to work when stressed and unwell. Boredom or “under-load” is often overlooked, although it also has a negative impact on engagement, welfare and performance. The divided loyalty between work and home, and the combined impact of the pressures of both, cannot be ignored either.

affect sb. [E(fekt]

, jmdn. betreffen

anticipate sth. [Än(tIsIpeIt] , etw. voraussehen, im Voraus bedenken

bullying [(bUliIN] , Mobbing cutback [(kVtbÄk]

, Kürzung

disapproval [)dIsE(pru:v&l] , Missbilligung; hier: mangelndes Verständnis dismissal [dIs(mIs&l] , Entlassung downtime [(daUntaIm] US , Ausfallzeit; hier: Auszeit engagement [In(geIdZmEnt] , Einsatz, Mitwirkung

entitled: be ~ to sth.

[In(taIt&ld] , Anspruch auf etw. haben harassment [(hÄrEsmEnt]

, Belästigung; Schikane

impact [(ImpÄkt] , Auswirkung(en) leave [li:v] , Urlaub occupational safety [Qkju)peIS&nEl (seIfti] , Sicherheit am Arbeitsplatz

overbearing [)EUvE(beErIN] , herrisch, dominierend

peer pressure [(pIE )preSE] , Druck von Kolleg(inn)en presenteeism [)prez&n(ti:)IzEm] , hier: Druck, am Arbeits-

Signs of stress Are you and/or your colleagues experiencing any of these symptoms?

Poor timekeeping Overworking and/or failure to delegate Loss of confidence Excessive drinking, smoking or drug abuse Eating disorders Indigestion Sleep disturbances

⋅⋅ ⋅⋅ ⋅⋅ ⋅

abuse [E(bju:s]

, Missbrauch

heart rate [(hA:t reIt] , Pulsfrequenz

anxiety [ÄN(zaIEti]

indigestion

, Angst(gefühle)

eating disorder [(i:tIN dIs)O:dE] , Essstörung

76

⋅ ⋅ ⋅ ⋅⋅ ⋅

Anxiety and panic attacks Headaches and migraine High blood pressure and increased heart rate Muscle tension Depression Irritability, aggression and relationship problems

Business Spotlight 2/2017

[)IndI(dZestS&n] , Magenverstimmung

muscle tension [(mVs&l )tenS&n] , Muskelspannung; hier: Verspannung

timekeeping

[(taImki:pIN] , hier: irritability [)IrItE(bIlEti] Erfüllung des Zeitsolls , Reizbarkeit

The importance of downtime

platz zu sein

Rest, relaxation and holidays are an essential part of reducing pressure. Studies show that downtime helps restore attention, motivation and cognitive processes. Workers in the EU and Australia are entitled to a minimum of 20 days’ paid leave plus public holidays.

Many countries exceed this. The US, however, remains the only developed nation without statutory paid leave. The average vacation time there is around ten days plus public holidays.

Not everybody, of course, wants to be a top entrepreneur or business leader — or president of the United States. Employers and managers will always value workers who react well to emergencies and adapt well to pressure and change. Experts agree that, in most situations, pressure can be anticipated and avoided, and that effective planning, organization and time management (see tips above) can help to produce a healthy workplace in which everyone performs to the best of their ability.

rest [rest] , Ruhe, Erholung restore sth. [ri(stO:]

, etw. wiederherstellen

shop floor [(SQp flO:] , Produktionsstätte; hier: Belegschaft sick pay [(sIk peI] UK , Krankengeld statutory [(stÄtSUtEri] , gesetzlich (festgelegt) Trades Union Congress (TUC) [)treIdz )ju:niEn (kQngres] UK , gewerkschaftlicher Dachverband in Großbritannien under-load [(VndE lEUd] , Unterbelastung; hier: Unterforderung vacation time [veI(keIS&n taIm] US

, hier: Urlaubstage

welfare [(welfeE] , hier: (gutes) Befinden

CAREERS & MANAGEMENT

INTERVIEW

“The pressures of twice as much work required from fewer people creates huge stress levels”

IAN DRAPER is national convenor and a founder member of the UK National WorkStress Network.

A retired teacher and union representative, he is also a member of the European Work Hazards Network steering group.

➻

Illustration: Mark Airs/Getty Images; Foto: privat

FOR MORE INFORMATION BOOKS Crash Course: One Year to Become a Great Leader of a Great Company, Bernie Bulkin (Whitefox Publishing) Performing Under Pressure: The Science of Doing Your Best When It Matters Most, Hendrie Weisinger, J. P. Pawliw-Fry (Crown Business) The Upside of Stress: Why Stress Is Good for You, and How to Get Good at It, Kelly McGonigal (Avery) WEBSITES UK Health and Safety Executive: www.hse.gov.uk UK National Work-Stress Network: www.workstress.net CAREERS & MANAGEMENT

How does healthy pressure develop into unhealthy pressure?

There is a mixed view on whether some stress is good for us to enable work to be carried out. We prefer to say good (controllable) pressure is acceptable. The crossover is when pressures are relentless. This causes overproduction of essential hormones, which results in serious damage to autoimmune systems.

This makes us more vulnerable to illness.

Do business leaders take the problems of workplace pressure seriously?

There is a wide mix of reactions, from total ignorance and disregard to more empathetic and sympathetic approaches. In the UK, we have HSE stress-management tools available online, yet many employers are totally ignorant of them, or believe they do not fit their model.

To what extent have austerity and cutbacks made the problem worse?

Austerity and cuts have had very serious effects on workers, and continue to do so.

Cuts in staffing and resources have created increased demands on those who remain in their posts. The pressures of sometimes twice as much work required from fewer people creates huge stress levels and associated ailments. There is little evidence of any lowering of demands, especially in some public-sector professions, for example, the health service, local government and education.

What are the most overlooked or neglected pressures?

Six key areas are identified by HSE stress management — these include workload demands, control over work rate, relationships in the workplace leading to harassment and bullying, which is common in the public sector; issues around role and, most importantly, the constant stream of change. Equally, there are issues of how workers are treated and supported when going through personal crises. Many employers are unsympathetic and disregard the pressures of bereavement, illness, divorce, etc.

great frustration in the workplace and can, and do, increase stress levels.

What are your top tips for dealing with pressure?

There are many supportive ways in which people can help themselves — and good reasons why employers and managers should be made more aware of the need for, as trade unions say, a “caring and supportive” culture with “dignity in the workplace for all”. It is an issue that needs to be looked at in full to examine the working methods that cause stress. Once that is done, through risk assessment processes and the adaptation of work, things are better and there is less stress.

ailment [(eI&lmEnt]

, Erkrankung, Leiden

associated [E(sEUsieItId]

, hier: Begleit-

austerity [O:(sterEti] , Sparmaßnahmen bedding-in process [)bedIN (In )prEUses] , Ablauf in der Anlaufphase

bereavement [bi(ri:vmEnt]

[In(ÄdIkwEt] , unzulänglich

issue [(ISu:]

, Frage, Problem

neglect sth. [nI(glekt] , etw. vernachlässigen

relentless [ri(lentlEs]

, unablässig

resources [ri(zO:sIz]

, Trauerfall

, Mittel

bullying [(bUliIN] , Mobbing

risk assessment

convenor [kEn(vi:nE]

, Person, die Versammlungen

[(rIsk E)sesmEnt] , Risikobewertung

einberuft und leitet

role [rEUl] , hier: Position

crossover [(krQs)EUvE] , Übergang

, Personal(ausstattung)

cutback [(kVtbÄk]

steering group

, Kürzung

dignity [(dIgnEti] , Würde, Respekt divorce [dI(vO:s] , Scheidung empathetic [)empE(TetIk] , einfühlsam

evidence [(evIdEns] , Anzeichen harassment [(hÄrEsmEnt] , Belästigung; Schikane

health service

What role does new technology play?

The rapid developments in IT frequently create problems and increase stress levels when training is inadequate or not provided.

Bedding-in processes are often the cause of

inadequate

[(helT )s§:vIs] , Gesundheitswesen

HSE (Health and Safety Executive) [)eItS es (i:] UK , Aufsichtsbehörde für Arbeitsschutz

staffing [(stA:fIN]

[(stIErIN gru:p] , Leitungsgruppe, -gremium

stream of change [)stri:m Ev (tSeIndZ] , nicht aufhörende

Änderungen

union [(ju:niEn] , Gewerkschaft vulnerable [(vVlnErEb&l] , anfällig work hazard [(w§:k )hÄzEd] , Gefahr bei der Arbeit

work rate [(w§:k reIt] , Arbeitstempo

workload [(w§:klEUd] , Arbeitsbelastung

2/2017 Business Spotlight

77

CAREERS & MANAGEMENT HOW TO...

Deal with a control freak Wer stets alles und jedes bis ins kleinste Detail selbst regeln möchte, kann ganz schön nerven.

MARGARET DAVIS gibt Tipps für den Umgang mit solchen Menschen.

MEDIUM

Under control?

Working with a micromanager

M

ost offices have at least one of these often well-meaning but difficult colleagues: the control freak. And good luck to you if that person is your boss! Still, there are ways to take some control of your own over this controlling character, according to business writer Kat Boogaard of TheMuse.com.

Illustration: iStock

Find the positive “When you’re dealing with someone who seems to want to micromanage every small detail of every single project, it can be tough to see him or her as anything more than meddling and obnoxious,” Boogaard writes. “Let’s face it — this person probably doesn’t behave this way to purposely annoy you or make your job more difficult. Instead, he’s just incredibly passionate about the work he does and wants it to be as polished and professional as it can be.”

Ask questions Do the rest of your colleagues also have problems with the controlling co-worker?

78

Business Spotlight 2/2017

If so, it could be because no one has ever questioned her methods. Boogaard advises discussing the situation with your colleagues rather than just “muttering under your breath”.

When it’s the boss...

“Of course, you’re still free to share your ideas and opinions,” Boogaard writes.

“But it’s probably better to couch them with ‘I started doing it this way because…’

If your reasoning’s valid and you’re still getting the desired result, it’ll be harder for your boss to respond with, ‘Well, still, do it my way.’” A word of warning, though: “Your supervisor ultimately has final say on the way you get things done. So, you might just have to suck it up and move forward with his or her instructions.”

annoy sb. [E(nOI]

, jmdn. ärgern;

[)mVtE )VndE wVnz (breT]

hier: jmdm. auf die Nerven gehen

, leise vor sich hin brummeln

case [keIs] , hier: Argumente

obnoxious

couch sth. with (certain words) [)kaUtS (wID (s§:t&n (w§:dz)] , etw. (mit bestimmten

Worten) ausdrücken

final say: have (the) ~

[Eb(nQkSEs] , unausstehlich

polished [(pQlISt] , glänzend; hier: exzellent purposely [(p§:pEsli] , absichtlich reasoning [(ri:zEnIN]

[)faIn&l (seI]

, Argumentation

, das letzte Wort haben

respond with sth.

let’s face it [)lets (feIs It] ifml.

, hier: machen wir uns nichts vor

meddling [(medlIN] , sich einmischend micromanage sth. [(maIkrEU)mÄnIdZ]

Get a mediator “Set up a meeting with your boss or supervisor where you and the other employee can each present your case. Then, your manager can decide which method he thinks is best — or even pull pieces from both of your ideas to reach a compromise,” Boogaard says.

mutter under one’s breath

, etw. haargenau regeln

[ri(spQnd wID] , mit etw. reagieren

suck it up [)sVk It (Vp] US ifml. , es aushalten, durchstehen supvervisor [(su:pEvaIzE] , Vorgesetzte(r) valid [(vÄlId] , hier: stichhaltig

Keep up to date with career trends at www.business-spotlight.de/careers CAREERS & MANAGEMENT

CAREERS & MANAGEMENT EXECUTIVE EYE

“The bottom line is that leadership takes time” Wer eines Tages eine erfolgreiche Führungskraft sein möchte, braucht vor allem Zeit. Denn auf dem Weg dorthin müssen gemeinhin sechs Stationen durchlaufen werden.

ADVANCED

Fotos: iStock

A

ll successful leaders have a similar narrative about the factors that influenced them most. Indeed, the factors seem to be so clear that academics, somewhat uncharacteristically, say that no further work needs to be done in this area.

Leaders typically report six powerful learning experiences. The first is early work experience. This may be a part-time Saturday job while they were at school, a relatively unskilled summer holiday job at university or one of the first jobs they ever had. Many leaders say that they felt powerfully motivated never to repeat the tedium of these first jobs. Others learned a particular work style or process that they maintained all their lives.

The second factor is the influence of a boss or of particular colleagues. Some leaders model themselves on an inspirational mentor or supervisor. Others vow never to repeat the humiliating behaviour of a control-freak boss.

The third learning experience comes from short-term assignments. This could be project work, standing in for a colleague or interim management. These jobs usually take people out of their

CAREERS & MANAGEMENT

comfort zones, exposing them to new problems, so that they learn quickly. They can also provide a lucky break — an opportunity to discover a new skill or passion, for example.

The fourth shaping factor — and one of the most profound — is the first major assignment. This is often the first promotion, a foreign posting or a departmental promotion. Here, the stakes become higher, the job is much more complex and the leader is held accountable for the first time. Suddenly, the difficulties of management become real.

The fifth powerful learning experience is a professional or personal crisis, which can teach the true value of things. It not only brings out someone’s strengths and weaknesses, but can also build resilience.

The last and reportedly least powerful factor is to do with training, learning or further education, such as an MBA course, 360-degree feedback or a coach. This is rather bad news for trainers, business-school professors and coaches.

The bottom line is that you need time (and money) to develop leadership skills.

The best leadership development plan or learning strategy should therefore be to define what people need to learn to do; determine what experiences offer the best opportunities to learn them; enhance this learning through feedback, support and even incentives; and, of course, find the people eager and able to learn from these experiences. A quick coaching session or one-month MBA course is not going to be enough.

academic

humiliating

resilience

[)ÄkE(demIk]

[hju(mIlieItIN]

[ri(zIliEns]

, Wissenschaftler(in)

, demütigend

, Widerstandsfähigkeit

accountable

incentive [In(sentIv] , (Leistungs-)Anreiz

short-term assignment

[E(kaUntEb&l] , verantwortlich

bottom line

ADRIAN FURNHAM is a psychology professor at University College, London. His latest book is The Resilient Manager: Navigating the Challenges of Working Life (Palgrave Macmillan).

lucky break [)lVki (breIk]

[)bQtEm (laIn] , Fazit

, Glücksfall; hier: Chance

eager: be ~ to do sth.

maintain sth.

tun wollen

, etw. beibehalten

enhance sth. [In(hA:ns] , etw. erweitern

model oneself on sb.

[(i:gE] , unbedingt etw.

expose sb. to sth.

[Ik(spEUz tu] , jmdn. etw. aussetzen;

[meIn(teIn]

[(mQd&l wVn)self Qn] , sich jmdn. zum Vorbild nehmen

hier: mit etw. konfrontieren

profound [prE(faUnd] , tiefgreifend

foreign posting

promotion

[)fQrEn (pEUstIN]

[prE(mEUS&n]

, Auslandseinsatz

, Beförderung

[)SO:t t§:m E(saInmEnt] , Kurzzeittätigkeit

stakes: the ~ are higher [steIks] , es steht mehr auf

dem Spiel

stand in for sb. [)stÄnd (In fO:] , für jmdn. einspringen

supervisor [(su:pEvaIzE] , Vorgesetzte(r)

tedium [(ti:diEm] , Eintönigkeit vow sth. [vaU]

, etw. geloben, schwören

2/2017 Business Spotlight

79

WORK & RELAX IN THE ZONE

Just being social?

Geht es um die Nutzung sozialer Medien am Arbeitsplatz, scheiden sich die Gemüter.

Dabei kann das, was auf den ersten Blick als rein private Angelegenheit erscheint, durchaus seine beruliche Berechtigung haben, wie MARGARET DAVIS zeigt.

MEDIUM AUDIO

T

80

Business Spotlight 2/2017

WHY DO PEOPLE USE SOCIAL MEDIA AT WORK?

34%

To “take a mental break from work”

27% 24%

To “connect with friends and family”

To “make or support professional connections”

20% 17%

To “get information that helps solve problems at work”

To “build or strengthen personal relationships with co-workers” Fotos: iStock

here have been a number of developments in social media since 2002, when Heather Armstrong (see Business Spotlight 2/2012) was fired for writing rude things about her boss on what she thought was a private blog. Even so, it’s worth remembering that a) you can still lose your job for criticizing your employer or colleagues, and b) hardly anything online is actually private.

According to CareerBuilder.com, 28 per cent of employers have fired people for using the internet for non-work-related activities during working hours, while 18 per cent have fired people for something they posted on social media. It seems that not everyone takes such statistics seriously, though. A recent US study (see box, right) showed that 34 per cent of employees said they used social media to “take a mental break from work”. And according to a study of 2,000 American office workers by the professional staffing agency Ajilon (reported in Harvard Business Review), 19 per cent said that they played Pokémon GO at work.

The U.S. Chamber of Commerce Foundation says that Americans spend an average of one hour of their working day on social media. For millennials, that figure goes up to 1.8 hours. Millennials also say that having access to social media at work makes them more productive.

“To expect someone to maintain focus for eight hours straight is unreasonable. People need a break and, in today’s world, that break includes social-media access,” Suzana Flores, author of Facehooked, told CNBC. “My advice to corpo-

Sources: Pew Research Center (www.pewresearch.org); Harvard Business Review

access [(Äkses] , Zugang

corporation

maintain focus

rude [ru:d] , ungehörig

break: take a ~ [breIk] , eine Pause machen

[)kO:pE(reIS&n]

[meIn)teIn (fEUkEs]

, Unternehmen

Chamber of Commerce

foundation

, bei der Sache sein, konzentriert bleiben

staffing agency

[)tSeImbEr Ev (kQm§:s]

[faUn(deIS&n]

, Handelskammer

, Stiftung

millennials [mI(leniElz] , Generation Y

[(stA:fIN )eIdZEnsi] , Personalvermittlung

straight [streIt] , hier: am Stück

WORK & RELAX

rations is: don’t restrict or over-moderate [social-media use at work], but you can limit it. And also have in place policies and procedures that will protect the integrity of your company.”

Does your company have social-media guidelines? It should, not only to protect employees — better to know what the company expects than to be surprised — but also because it can reassure management. According to a Pew Center study, in companies where there is a clear social-media policy, employees are actually less likely to use social media to take breaks (30 per cent, as compared to 40 per cent in companies that do not have guidelines). This is also true in the case of contacting family or friends from work: those whose companies have guidelines are only 20 per cent likely to do so, compared to 35 per cent of those whose companies do not.

Guidelines can be developed with the help of your HR department and works council. You should also ask your company to provide training on the most appropriate ways of using social media in the workplace.

There are many areas of potential conflict between social-media use and the workplace, some of which you may not have even considered. For example, employees may breach company confidentiality in private posts or may post something negative about a competitor on a company account. “An employee untruthfully tweeting on an official company Twitter account about the alleged negative treatment of women by a competitor’s managing director may be faced with claims against them for defamation and their employer may face the same claims,” says John Plant of the international legal firm Taylor Wessing.

“Communication between employees, not only in the workplace, but also through social-media sites, also has implications,” Plant adds. Some companies encourage social-media contact as team building. “But some comments which seem appropriate to one employee might be unwanted by another,” he says. Such comments could lead to claims of sexual harassment or bullying.

Employers also fear time theft — which is when people are paid for time when they are not actually working (for example, when they are checking private WORK & RELAX

Working?

Having fun?

Or both?

“ Many of us are working and not working at the same time, for much of the time” Facebook, Pinterest and Instagram accounts or personal email in the workplace).

Stefan Stern, visiting professor at Cass Business School, is sceptical about whether a quick visit to Facebook at work is time theft, however. “Many of us are, in a sense, working and not working at the same time, for much of the

time,” Stern writes in The Guardian. “For example, your social-media presence may not only amuse and impress your friends, but could remind a potential employer that you are available. How many of your Facebook friends are really friends, for that matter? Are they in fact contacts? Or both? There may be no simple answers to these questions.”

alleged [E(ledZId] , angeblich

confidentiality

HR department

procedure [prEU(si:dZE]

[)kQnfI)denSi(ÄlEti]

[)eItS (A: di)pA:tmEnt]

, Verschwiegen-

, Verfahren

, Personalabteilung

appropriate [E(prEUpriEt] , angemessen, geeignet

breach sth. [bri:tS] , etw. verletzen bullying [(bUliIN] , Mobbing business school [(bIznEs sku:l] , Fakultät für Wirtschafts-

wissenschaften claim [kleIm] , Klage competitor [kEm(petItE] , Konkurrenzunternehmen

heit(spflicht) defamation [)defE(meIS&n] , Verleumdung,

üble Nachrede faced: be ~ with sth. [feIst] , von etw. konfrontiert werden for that matter

implication [)ImplI(keIS&n] , Auswirkung

in place: have sth. ~ [)In (pleIs] , über etw. verfügen

reassure sb. [)ri:E(SO:] , jmdm. ein sicheres Gefühl geben sexual harassment [)sekSuEl (hÄrEsmEnt] , sexuelle Belästigung

managing director

tweet [twi:t] , zwitschern; hier: twittern

[)mÄnIdZIN dE(rektE]

visiting professor

[)fE (DÄt )mÄtE]

, Geschäftsführer(in)

, eigentlich

over-moderate sth.

guideline

[)EUvE (mQdEreIt]

works council

, etw. übermäßig kontrollieren

[(w§:ks )kaUns&l] UK

[(gaIdlaIn] , Richtlinie

[)vIzItIN prE(fesE] , Gastprofessor(in)

, Betriebsrat

2/2017 Business Spotlight

81

Futuristic: the renovated London Design Museum

WORK & RELAX AWAY FROM YOUR DESK

Recommended for you Verbannen Sie die englische Sprache nicht an den Arbeitsplatz! Mit Büchern, Kunst und anderen Genüssen räumen Sie ihr auch in Ihrer Freizeit einen Platz ein. Von MARGARET DAVIS MEDIUM

MUSEUM The Design Museum of London has moved around a bit. Originally opened at the Victoria and Albert Museum in 1981, it relocated to the south bank of the Thames in 1989. Late last year, it found a new home, in the former Commonwealth Institute, a futuristic, tent-like building at 224–238 Kensington High Street. The museum is open daily from 10 a.m. to 6 p.m. https://designmuseum.org relocate [)ri:lEU(keIt] , umziehen

south bank [)saUT (bÄNk]

, Südufer

Not just for breakfast: Tex-Mex tacos

Thames [temz]

, Themse

FOOD AND DRINK DVD Fans of British history and architecture will enjoy the BBC TV series Six English Towns. Originally released in 1978, this is an informative look at what makes these small towns (from Richmond in Yorkshire to Totnes in Devon) architecturally important. The series is knowledgeably — if somewhat eccentrically — hosted by the architectural historian Alec Clifton-Taylor. Also enjoyable are the “modern” street scenes. Complete with 1970s clothing and cars, they are a vintage delight.

Visitors to Austin can enjoy one of this West Texan city’s specialities: breakfast tacos. These Tex-Mex delights are often available all day and usually include scrambled eggs, bacon and refried beans, with a variety of toppings, such as avocado or salsa. They are served in a wheat or corn flour tortilla. According to The Wall Street Journal, there are more than 1,000 restaurants in Austin serving breakfast tacos. The newspaper recommends Veracruz All Natural (http://veracruztacos.com) and Tamale House East (1707 East 6th Street), among others. corn flour

release sth. [ri(li:s] , etw. veröffentlichen; hier: erstmalig zeigen

[(kO:n )flaUE] US , Maismehl

, Rührei(er)

knowledgeably [(nQlIdZEbli]

vintage delight: be a ~ [)vIntIdZ di(laIt] , Liebhabern einer früheren Epoche großes Vergnügen bereiten

refried beans

topping [(tQpIN] , Belag

, sachkundig, kompetent

82

Business Spotlight 2/2017

scrambled eggs

host sth. [hEUst] , etw. ausrichten; hier: moderieren

[ri:)fraId (bi:nz] , Bohnenmus

[)skrÄmb&ld (egz]

wheat flour [(wi:t )flaUE]

, Weizenmehl

WORK & RELAX

BOOK More than a century ago, in 1909, British writer E. M. Forster (A Room with a View / Zimmer mit Aussicht) wrote a novella called The Machine Stops. This science-fiction story about a world in which people have thousands of friends but no direct contact with them (sound familiar?) predicted the emergence of devices like the smartphone and television. Imaginative, moving and frightening, The Machine Stops (Penguin Modern Classics) is a warning about the dangers of uncontrolled technology. device [di(vaIs] , Gerät

novella [nEU(velE] , Erzählung

emergence [i(m§:dZEns] , Aufkommen

predict sth. [pri(dIkt] , etw. vorhersagen, prophezeien

Shanghai Biennale: art in a former electric power station

TRAVEL

ART

A trip on a luxury train (think Orient Express or Royal Scotsman) is a once-in-a-lifetime experience. The newest such train is the Belmond Grand Hibernian, which travels from Dublin to destinations around Ireland. The Belmond, whose maiden voyage took place in August 2016, is described as a “country house hotel on wheels”, with an emphasis on fine dining and fine views. Excursions are included in the price. www.belmond.com/grand-hibernian-train

The 11th Shanghai Biennale runs until 12 March at various galleries and museums in the Chinese city.

Among them is the Power Station of Art, the site, in 1897, of China’s first electric power plant (see also pp. 66–70). It has been a museum since 2012.

The city’s art scene has expanded in recent years, with 15 to 20 private museums currently open. www.shanghaibiennale.org/en

emphasis [(emfEsIs] , Schwerpunkt

Fotos: Gravity Road; iStock; Shutterstock; Richard James Taylor

Hibernian [haI(b§:niEn] , irisch, Irland betreffend (Hibernia , lateinischer Name für Irland zur Zeit der Römer)

maiden voyage [)meId&n (vOIIdZ]

, Jungfernfahrt, -reise

think [TINk] , hier: wie zum Beispiel

electric power plant [i)lektrIk (paUE plA:nt] , Elektrizitätswerk

power station [(paUE )steIS&n]

, Kraftwerk

site [saIt] , Ort, Gelände

Fine food on wheels: the Grand Hibernian’s dining car

WORK & RELAX

2/2017 Business Spotlight

83

Von unseren Sprachprois für Sie zusammengestellt: SONDERANGEBOT

SPRACHKURS

On Track - Package

Business English Intensivkurs

Holen Sie sich diese beiden Audio-Schnellkurse zum Sonderpreis! Business Spotlight präsentiert Ihnen ein exklusives Hörbuch mit lebensnahen Dialogen, praktischen Übungen und Tipps für die wichtigsten Redewendungen bei Telefongesprächen. Die zweite Audio-CD enthält 10 Kapitel rund ums Thema Small Talk.

Die lebensnahen Dialoge sind in natürlicher Sprechgeschwindigkeit aufgenommen. Die Begleithefte enthalten alle Dialoge inklusive Übungen, Hörtexte und ein Vokabelverzeichnis. on Track Package. Niveau: A2–B2 English Artikel-Nr. 64052. € 9,90 (D)/€ 9,90 (A)

Der Business English Intensivkurs ist die professionelle Komplettlösung für verhandlungssichere Englischkenntnisse. Das Paket beinhaltet einen Business-Sprachkurs und einen Kommunikationstrainer. Das besondere Plus: Ein kostenloser Audiotrainer als MP3-Download mit den wichtigsten Wendungen für den Geschäftsalltag. Folgende Themen werden u. a. behandelt: Telefonieren, Geschäftsreisen, Präsentationen u.v.m.

Sprachkurs für Windows + 2 Audio-CDs + 1 Textbuch.

Englisch. Artikel-Nr. 63045 € 99,99 (D)/€ 99,99 (A)

REDEWENDUNGEN

WÖRTERBUCH

Bessersprecher Englisch (US)

CASIO EW-G6600C

Mit dem Bessersprecher Englisch (US) lernen Sie 150 Redewendungen, die Ihnen tagtäglich begegnen werden. Eingängige und praxistaugliche Beispielsätze, spannende Hintergrundinformationen zur US-amerikanischen Gesellschaft und lehrreiche Übungsaufgaben machen es Ihnen besonders leicht, Ihre Sprachkenntnisse zu erweitern und die gelernten Redewendungen stilsicher einzusetzen.

Ob Lehrer, Dolmetscher oder Sprachwissenschaftler: Für den täglichen Einsatz im Bildungsbereich ist das EX-word EW-G6600C bestens geeignet. Es bietet eine Bibliothek von umfangreichen Wörterbüchern und ermöglicht so einen schnellen Zugang zu Vokabeln, Phrasen und idiomatischen Wendungen.

Sprachcomputer für Englisch, Französisch, Spanisch, Deutsch und Latein

Buch mit 294 Seiten. Englisch Artikel-Nr. 15631 € 9,95 (D)/€ 10,30 (A)

Artikel-Nr. 13084. € 195,90 (D)/€ 195,90 (A)

Empfehlung aus der Sprachredaktion ETpedia Business English The subtitle of this book, “500 ideas for Business English teachers”, says clearly what it offers: lots of tips, ideas and activities for preparing and customizing your business English classes according to your students’ needs. The book recently won the IATEFL-BESIG David Riley Award for Innovation in Business English and ESP — a well-deserved prize, as any teacher or trainer using this book will agree.

“Teaching business English classes can be a particular challenge.

This excellent and imaginative book will help to make your classes run smoothly.”

Buch mit 174 Seiten. Englisch

Hildegard Rudolph, Sprachredakteurin bei Business Spotlight

Artikel-Nr. 65491.

SPRACHSPIEL

Compact Sprachrätsel Business English

FACHLITERATUR

Powerful Phrases for Successful Interviews

Mit diesem Rätselblock werden die Englischkenntnisse auf abwechslungsreiche Weise gefestigt. Ob Schwedenrätsel, ankreuzen, übersetzen, Wörter suchen, Synonyme zuordnen oder Sätze entwirren – unterschiedliche Rätseltypen zu Business-Wortschatz und Grammatik ermöglichen spielerisches Lernen. So werden die Kenntnisse im Bereich Wirtschaftsenglisch mühelos erweitert, der Wortschatz wiederholt und die Grammatik trainiert.

Vor einem Job-Interview sind viele Leute nervös. Dieses Buch soll Ihnen dabei helfen sich gut vorzubereiten und die Aufregung zu mindern. über 400-Wörter mit vielen Redewendungen unterstützen Sie intensiv bei der Vorbereitung und beim Lernen.

Buch mit 240 Seiten. Englisch Artikel-Nr. 65475. € 10,56 (D)/€ 11,00 (A)

Sprachrätsel. Niveau A2-B1. Englisch Artikel-Nr. 65490. € 4,99 (D)/€ 5,20 (A)

BUSINESS SPOTLIGHT

SCHÖN UND LEHRREICH

Business Spotlight Jahrgänge 2016

Kaffeetasse mit Mini English Course

Nutzen Sie jetzt die Gelegenheit, alle sechs Ausgaben von Business Spotlight des Jahres 2016 zu bestellen – um Wissenswertes zu erfahren und Versäumtes nachzuholen.

Auf der Tasse inden Sie einen kleinen Englischkurs, der Ihnen Verben, Zeitformen, falsche Freunde und typische Fehler aufzeigt.

Englisch-Tasse. Artikel-Nr. 18121

Der Magazin-, der Übungsheft- wie auch der Audio-CD-Jahrgang sind um 20% vergünstigt.

Magazin-Jahrgang 2016 Artikel-Nr. 962016. € 60,00 (D)/€ 61,70 (A) Übungsheft plus-Jahrgang 2016 Artikel-Nr. 961628. € 19,20 (D)/€ 19,70 (A) Audio-CD-Jahrgang 2016 Artikel-Nr. 961600. € 84,50 (D)/€ 86,90 (A)

Der Onlineshop für Sprachprodukte Bücher, Hörbücher, Computerkurse, DVDs & mehr Für abwechslungsreiches Lernen und Lehren Jetzt unter sprachenshop.de/business oder telefonisch unter: 0711-7252-245

sprachenshop.de

€ 10,99 (D)/€ 10,99 (A)

FEEDBACK READERS’ LETTERS

Where is Legal English?

I like the new face of Business Spotlight, as introduced in issue 5/2016. However, I noticed that Legal English was missing. Has Matt Firth finally run out of topics?

Josephine Keller-Blagden, Bubikon, Switzerland Although we no longer have the regular Legal English column, Matt Firth will still be covering legal topics from time to time in the future, including in our English for... section. Also, in issue 5/2016, he wrote a special legal English test.

The Editor

Dedicated and skilful Your magazine has changed in terms of content and look, but it shows that the same dedicated and very skilful people are behind it. I am an avid reader of Mike Seymour’s very interesting translation page. And I love the way Elisabeth Ribbans writes It’s Personal.

Bob Dignen’s thought-provoking pieces are an invaluable source of helpful information.

However, I miss My Working Life and, although I welcome the Skill Up! tips in your magazine, it is a pity that Picture This! can no longer be found in the Skill Up! booklet.

Eyka Lorenz, via email

So ein Fehler...

In meinem Unterricht für Fremdsprachenkorrespondenten nutze ich sehr häufig Business Spotlight. Vor kurzem verwendete ich einen älteren Artikel zum Thema Kurzantworten mit so, nor und neither. In einer anschließenden Übung machten die Schüler häufig folgenden Fehler: My sister has a great voice . – So has mine.

Im Internet fand ich die Erklärung, dass die obige Lösung mit have in der Kurzantwort als „old-fashioned“ zulässig sei. Können Sie mir diesbezüglich verlässliche Infos geben?

Stefan Breitkreuz, via email Thank you for your question. In reply to the comment “My sister has a great voice”, both “So does mine” and “So has mine” are possible, although the latter is indeed somewhat oldfashioned or more formal. “So has mine” is also more typical of British English.

The Editor

Readers’ letters to: The editor-in-chief Business Spotlight Fraunhoferstr. 22 82152 Planegg Deutschland Emails to: i.mcmaster@ spotlight-verlag.de Please include your daytime telephone number and full address. We reserve the right to edit comments for clarity or length.

Polished English I polish my English with Business Spotlight every day on my commute to work. Thank you for your wonderful magazine and I wish you a very successful 2017.

Chuan Shan, via LinkedIn

JARGON BUSTER

Understand the jargon — be careful how you use it EASY

action ➻ Example

“The boss asked Janet to action the file right away.”

86

Business Spotlight 2/2017

➻ Explanation

The word “action” is most commonly used as a noun (as in, “that film bored me — there wasn’t enough action”). But in business, “action” is often used as a verb, meaning “to do or to deal with something”. Be careful, though — language purists do not approve!

FEEDBACK

PREVIEW ISSUE 3/2017

Blindtext expressions

Time management Do you make the most of your time at work? In our next Business Skills article, we provide you with tips for improving your performance.

Blindtext wirken in der Schriftsprache elegant und dienen dazu, Nebensätze zu verkürzen und Wungen zu vermeiden.

The business of sport Sport isn’t just entertainment and big business. It’s a question of your health.

How can firms encourage their staff to be more active?

SKILL UP! Business travel In our next Skill Up! booklet, we give you the vocabulary and expressions you’ll need when travelling on business.

Time management: could you do better?

Business Spotlight 3/2017 is on sale from 26 April 2017

impressum Herausgeber Rudolf Spindler

Redaktion Dr. Karl Brehmer, Margaret Davis, Hildegard Rudolph, Vicki Sussens, Michele Tilgner Bildredaktion Sarah Gough (Leitung), Judith Rothenbusch

E-Mail Redaktion business@spotlight-verlag.de

Mitarbeiter im Redaktionsbereich Petra Daniell, Sabine Hübner-Pesce, Ina Sinning

Geschäftsführer Rudolf Spindler, Markus Schunk

Chefredakteur Dr. Ian McMaster Art Director Michael Scheufler Geschäftsführende Redakteurin (CvD) Maja Sirola

Gestaltungskonzept Henning Skibbe, ErlerSkibbeTönsman, Hamburg Gestaltung Anna Sofie Werner, Nerina Wilter, Özhan Bülbül Autoren Stephanie Ashford, Genevieve Besser, Bob Dignen, Julian Earwaker, Matt Firth, Eamonn Fitzgerald, Steve Flinders, Evan Frendo, Adrian Furnham, Claire Hart, Barbara Hiller, Anna Hochsieder, Mike Hogan, Paul Kavanagh, Talitha Linehan, Elisabeth Ribbans, Karen Richardson, James Schofield, Mike Seymour, Tom Smith, Dagmar Taylor, Ken Taylor

Leitung Lesermarkt Holger Hofmann Vertriebsleitung Monika Wohlgemuth Leitung Marketing B2C & PR Heidi Kral Leitung Marketing B2B & Kooperationen Susanne Mürbeth Leserservice Birgit Hess Vertrieb Handel MZV, Ohmstraße 1 85716 Unterschleißheim

Leitung Redaktionsmanagement Thorsten Mansch

Bankverbindungen Commerzbank AG, Düsseldorf IBAN DE46 3008 0000 0212 8652 00 SWIFT (BIC) DRESDEFF300

Litho Mohn Media Mohndruck GmbH, Carl-Bertelsmann-Straße 161M, 33311 Gütersloh

Credit Suisse AG, Zürich IBAN CH12 0483 5055 4833 4100 0 SWIFT (BIC) CRESCHZZ80C

Druck Vogel Druck & Medienservice GmbH, Leibnitzstr. 5, 97204 Höchberg

© 2017 Spotlight Verlag, auch für alle genannten Autoren, Fotografen und Mitarbeiter.

Produktionsleitung Ingrid Sturm

Foto: iStock

kundenservice Verlag und Redaktion Spotlight Verlag GmbH Postanschrift: Postfach 1565, 82144 Planegg Hausanschrift: Fraunhoferstr. 22, 82152 Planegg Telefon +49 (0)89/8 56 81-0 Fax +49 (0)89/8 56 81-105 www.business-spotlight.de

Business Spotlight wird besonders umweltfreundlich auf chlorfrei gebleichtem Papier gedruckt.

PREVIEW

Erscheinungsweise zweimonatlich ISSN 1617-1888

Gesamt-Anzeigenleitung Matthias Weidling +49 40-3280-142 matthias.weidling@zeit.de Leitung Kooperationen Key Account Manager Sprachenmarkt Iriet Yusuf Tel. +49 (0)89/8 56 81-135 Fax +49 (0)89/8 56 81-139 i.yusuf@spotlight-verlag.de Sales Manager Sprachenmarkt Eva-Maria Markus Tel. +49 (0)89/8 56 81-131 e.markus@spotlight-verlag.de Repräsentanz Empfehlungsanzeigen Anzeigenleitung iq media marketing gmbh Anke Wiegel Speersort 1, 20095 Hamburg Tel. +49 (0)40/3280-345 Mobil 0160/90 17 28 99 anke.wiegel@iqm.de iq media marketing gmbh Katja Bredemeyer, Susanne Janzen, Ulrich Rasch, Simone Teichgräber, Marion Weskamp Kasernenstraße 67 40213 Düsseldorf Tel. +49 (0)211/887-2055 Fax +49 (0)211/887-97-2055 marion.weskamp@iqm.de Thomas Wolter, Annelore Hehemann, Oliver Mond, Christian Leopold Eschersheimer Landstraße 50 60322 Frankfurt Tel. +49 (0)211/887-2335 Fax +49 (0)211/887-97-2335 christian.leopold@iqm.de

Jörg Bönsch, Axel Schröter, Kerstin Jeske Nymphenburger Straße 14 80335 München Tel. +49 (0)211/887-2053 Fax +49 (0)211/887-97-2053 kerstin.jeske@iqm.de Jörg Bönsch, Dieter Drichel, Kerstin Jeske Mörikestraße 67 70199 Stuttgart Tel. +49(0)211/887-2053 Fax +49(0)211/887-97-2053 kerstin.jeske@iqm.de Andreas Wulff, Sandra Holstein, Matthias Schalamon Brandstwiete 1, 20457 Hamburg Tel. +49 (0)211/887-2340 Fax +49 (0)211/887-97-2340 matthias.schalamon@iqm.de Andreas Wulff, Michael Seidel, Matthias Schalamon Berlin, Tel. +49 (0)211/887-2340 Fax +49 (0)211/887-97-2340 matthias.schalamon@iqm.de International Sales Empfehlungsanzeigen

ABO Spotlight Verlag GmbH Kundenbetreuung, Postfach 1565, 82144 Planegg KUNDENBETREUUNG Privatkunden und Buchhandlungen Tel. +49 (0)89/8 56 81-16 Fax +49 (0)89/8 56 81-159 Montag bis Donnerstag: 9 bis 18 Uhr Freitag: 9 bis 16 Uhr abo@spotlight-verlag.de

BEZUGSKONDITIONEN JAHRESABO (6 AUSGABEN) Deutschland € 75,00 inkl. MwSt. und Versandkosten Österreich € 75,00 inkl. MwSt. und zzgl. € 10,20 Versandkosten Schweiz sfr 112,50 zzgl. sfr 18,00 Versandkosten Übriges Ausland € 75,00 zzgl.

Versandkosten

Lehrer, Trainer und Firmen Tel. +49 (0)89/8 56 81-150 Fax +49 (0)89/8 56 81-119 Montag bis Donnerstag: 9 bis 18 Uhr Freitag: 9 bis 16 Uhr lehrer@spotlight-verlag.de

Studentenermäßigung gegen Nachweis. Die Belieferung kann nach Ablauf des ersten Bezugsjahres jederzeit beendet werden – mit Geld-zurück-Garantie für bezahlte, aber noch nicht gelieferte Ausgaben.

SO ERREICHEN SIE UNS

Einzelverkaufspreis Deutschland € 13,90

Leserbriefe i.mcmaster@spotlight-verlag.de Anzeigen anzeige@spotlight-verlag.de SprachenShop www.sprachenshop.de Tel. +49 (0)711/72 52-245 Fax +49 (0)711/72 52-366 bestellung@sprachenshop.de

Bestellung Einzelhefte/ältere Ausgaben leserservice@spotlight-verlag.de Im Spotlight Verlag erscheinen die Sprachmagazine Spotlight, Business Spotlight, écoute, ECOS, ADESSO, Deutsch perfekt www.spotlight-verlag.de

iq media marketing gmbh Gerda Gavric-Hollender, Bettina Goedert, Vanessa Schäfer, Gezim Berisha Kasernenstraße 67, 40213 Düsseldorf Tel. +49 (0)211/887-2343 Fax +49 (0)211/887-97-2343, international@iqm.de Anzeigenpreisliste Es gilt die Anzeigenpreisliste Nr. 17 ab Ausgabe 1/17.

2/2017 Business Spotlight

87

AND FINALLY...

ONE QUESTION

How can women succeed in tech?

MEDIUM

We should concentrate on what we are doing and tell the world about it

88

Business Spotlight 2/2017

Many women in the technology industry say there is a “glass ceiling” that prevents them from rising to senior executive and boardroom positions. At the same time, there are concerns about the low number of girls studying “STEM” subjects: science, technology, engineering and mathematics. One of this year’s hottest debates will be about the role of women in technology.

To succeed in tech, women must focus on talent rather than gender. True, there are more men than women in tech. True, there are more male than female entrepreneurs. We all know the reasons, but what we also need to accept is that talent has no gender. So we must stop going on about who is talking and start paying attention to what they’re saying and doing.

And nothing speaks louder than results, products and goals.

Yes, I know this might sound easy to say, and I know that I have been lucky never to have been a victim of sexism or excluded for being a woman. But people have looked at me and said: “Wow, a woman in tech… even better, sports tech!”

TOK.tv was born because I wanted to change the way we, women and men, enjoy sports on a social platform. So when someone says we can’t do this or that because we are women, the only question that really matters is: do we have the talent to do it?

My three steps for women to succeed in tech are: (1) Stop obsessing about the fact that we are women in tech. Concentrate on what we are doing and tell the world about it. (2) Ignore those who try to reduce us to being “just” women in tech.

Our companies speak for us. (3) Support victims of sexism. boardroom [(bO:dru:m]

, Vorstand

glass ceiling [)glA:s (si:lIN] , gläserne Decke,

co-founder [)kEU (faUndE] , Mitgründer(in)

unsichtbare Barriere

complete a PhD

goal [gEUl] , Ziel(setzung)

[kEm)pli:t E )pi: eItS (di:] , promovieren (PhD , Doctor of Philosophy)

engineering [)endZI(nIErIN] , Ingenieurwesen

entrepreneur [)QntrEprE(n§:] , Unternehmer(in)

gender [(dZendE] , Geschlecht

obsess about sth.

[Eb(ses E)baUt] , sich ständig mit etw.

beschäftigen

senior executive [)si:niE Ig(zekjUtIv] , leitende(r) Angestellte(r);

hier: Führungs-

thesis [(Ti:sIs] , Doktorarbeit

AND FINALLY...

Foto: privat

EMANUELA ZACCONE is the co-founder and marketing manager of TOK.tv, the fastest-growing sports social network. The author of two books, Social Media Monitoring and Digital Entrepreneur, she completed a PhD at the universities of Bologna and Nottingham, with a thesis on social media marketing and social television.

IHR AUSLANDSSTUDIUM FÜR ZUHAUSE DIE BESTEN VIDEO-SEMINARE AUS DEN USA

»The Everyday Gourmet«

»How to Read and Understand Shakespeare«

Making Healthy Food Taste Great

Online-Seminar: 29 € | Bestell-Nr. 7195

Shakespeare und seine Werke verstehen Facts: 6 informative Online-Lektionen à 33 Minuten in englischer Sprache Informatives PDFBegleitbuch mit weiterführenden Literaturempfehlungen, anschaulichen Bildern und praktischen Einkaufslisten

Shakespeares Bücher und Stücke werden noch heute auf der ganzen Welt gelesen und auf die Bühne gebracht. Aber wissen wir wirklich, wie »Romeo und Julia« oder »Macbeth« zu deuten sind? In diesem umfangreichen Seminar zeigt Ihnen der vielfach ausgezeichnete Prof. Dr. Marc Conner, was nötig ist, um Shakespeare wirklich zu verstehen. Dabei spannt er den Bogen von Shakespeares Bühnenkonventionen bis zu seinen stilistischen Hilfsmitteln.

Online-Seminar: 89 € | Bestell-Nr. 7147

Bestellen Sie jetzt, und entdecken Sie weitere Seminare in englischer Sprache:

www.zeitakademie.de

service@zeitakademie.de

040/32 80-1190

Facts: 24 Online-Lektionen à 30 Minuten in englischer Sprache Informatives und fundiertes PDFBegleitbuch zum Download mit nützlichen Tipps zum Umgang mit Shakespeares Werken

Anbieter: ZEIT Akademie GmbH, Buceriusstraße, Hamburg

Wenn wir »gesunde Ernährung« hören, denken wir oft an fades, zuckerfreies, langweiliges Essen. Aber sind gesunde Ernährung und guter Geschmack wirklich Gegensätze, die nicht vereinbar sind? Die Ernährungsberaterin Dr. Connie Guttersen und der kulinarische Experte Bill Briwa begleiten Sie auf eine Reise durch die Geheimnisse der gesunden Küche. Lernen Sie, was eine gesunde Ernährung ausmacht und welche Rolle die internationale Küche dabei spielt – mit diesen Tricks werden selbst aus gesunden Lebensmitteln aufregende Geschmackserlebnisse.

UNSERE MISSION: GRENZENLOSE KOMMUNIKATION

Über 135 Jahre Erfahrung!

Kostenlose Probestunde!

Berlitz Sprachprogramme und Seminare – und die Welt steht Ihnen ofen.

Für jede Anforderung das passende Training – entdecken Sie unser Angebot: • Berlitz Gruppenkurse: regelmäßiger Unterricht in kleinen Gruppen, besonders günstig und motivierend. Für Englisch, Französisch, Spanisch, Italienisch und Deutsch.

• Programme für Kids & Teens von 4 bis 17: als Ferien- und Wochenkurs im Berlitz Center oder Ferien-Sprachcamp in Deutschland, Großbritannien, Irland und Luxemburg.

• Berlitz Einzelunterricht: intensiv und maßgeschneidert, für schnelle Lernerfolge in allen lebenden Sprachen.

• eBerlitz: ortsunabhängige Sprachtrainings via Internet oder Telefon, lexibel und in bewährter Berlitz Qualität.

• Business English Workshops: themenspeziische Englisch- • Geförderte Sprachtrainings: zahlreiche Themen für Ihre beruliche Weiterbildung, bis zu 100 % Kostenübernahme kenntnisse für den Berufsalltag. vom Staat.

• Business Seminare: irmeninterne Präsenztrainings und Über 50 Berlitz Center in Deutschland – auch in Ihrer Nähe. ofene Online Live Seminare für Sprachkompetenz, Management-/Führungs- und interkultureller Kompetenz. Wir beraten Sie gerne!

www.berlitz.de

SKILL UP! THE LANGUAGE OF

NEGOTIATING ➺

Sprachtraining leicht gemacht

Ausgabe ➳ 43

CONTENTS

Negotiating is part of everyday life. In this issue of Skill Up!, we’ve put together the words and phrases that will help you discuss details, reach compromises and find solutions.

In Word Bank (pp. 4–5), you can learn general vocabulary for types of negotiations, and words commonly used in negotiations.

In the dialogues in the In Context section (pp. 6–11), you’ll find phrases you can use for presenting proposals, asking the right questions and responding to concerns. The key phrases from the dialogues are listed on pages 12–13. In the grammar section (pp. 20–21), we focus on using conditional sentences, which are very useful for bargaining and suggesting compromises. Try the test at the end of the booklet, on pages 22–23, to see how well you know the words and phrases presented in this issue.

Don’t forget to read the Skill Up! boxes for tips on how to improve your communication skills in English. You’ll find these boxes in the Business Spotlight magazine, too.

2 SKILL UP!

The most efective way to learn a language is not by learning grammar and vocabulary separately, but to learn in chunks — groups of words that form meaningful units. When we can process chunks, rather than individual words, communication becomes faster and more eicient.

Practise “chunks” from the Phrase Bank and Collocations pages by making a note of those you think will come in useful in your job.

Foto: Oliver Kühl; Illustration: Bernhard Förth

DAGMAR TAYLOR Language author business@spotlightverlag.de

Have we got a deal?

CONTENTS

Contents

Knowledge check What do you know already?

Word Bank Key vocabulary

4–5

In Context Needs and priorities Getting down to business The outcome

6–7 8–9 10–11

A. Something you hope to achieve is your

.

B. Which short question can you use to make sure you have understood?

Phrase Bank How to say it

12–13

for sparen?

False Friends The price is right

14–15

Collocations It’s a deal!

16–17

Idioms Think on your feet

20–21

Test Test yourself!

D. You can “make a deal” or “strike a deal”. Write down four more verbs that you can use with “deal”.

18–19

Grammar Check Conditionals

C. What is the English word

E. What can you say when you want to bring a negotiation to a close ?

22–23 You’ll find the answers on the following pages and on page 23.

IMPRESSUM HERAUSGEBER: Rudolf Spindler CHEFREDAKTEUR: Dr. Ian McMaster ART DIRECTOR: Michael Scheufler GESCHÄFTSFÜHRENDE REDAKTEURIN (CvD): Maja Sirola AUTORIN: Dagmar Taylor REDAKTION: Margaret Davis, Hildegard Rudolph, Michele Tilgner BILDREDAKTION: Sarah Gough (Leitung), Judith Rothenbusch GESTALTUNG: Georg Lechner

GESTALTUNGSKONZEPT: ErlerSkibbeTönsmann, Hamburg PRODUKTIONSLEITUNG: Ingrid Sturm LEITER REDAKTIONSMANAGEMENT: Thorsten Mansch LEITUNG LESERMARKT: Holger Hofmann VERTRIEBSLEITUNG: Monika Wohlgemuth GESAMT-ANZEIGENLEITUNG: Matthias Weidling LITHO: Mohn Media Mohndruck GmbH, 33311 Gütersloh DRUCK: teNeues, 47906 Kempen

VERLAG und REDAKTION: Spotlight Verlag GmbH Postanschrit: Postfach 1565, 82144 Planegg Hausanschrit: Fraunhoferstraße 22, 82152 Planegg Telefon: +49 (0)89 8 56 81-0; Fax +49 (0)89 8 56 81-105 Internet: www.business-spotlight.de © 2/2017 Spotlight Verlag, auch für alle genannten Autoren, Fotografen und Mitarbeiter.

SKILL UP!

3

WORD BANK

Key vocabulary Here, we present essential vocabulary for negotiating and talking about different types of negotiation.

Key nouns

adversarial negotiation [)Ädv§:(seEriEl] , kontradiktorische Verhandlung

advantage , Vorteil

bad faith negotiation , Verhandlung entgegen Treu und Glauben bilateral negotiation [baI(lÄt&rEl] , bilaterale Verhandlung(en) collaborative negotiation , gemeinsame Verhandlung exploratory negotiation

benefit , Nutzen; Vergünstigung budget , Budget commission , Provision common ground , Gemeinsamkeit, gemeinsamer Nenner compensation , Vergütung compromise , Kompromiss concern , Anliegen concession , Zugeständnis

[Ik(splQrEtEri]

condition(s) , Bedingung(en)

, Sondierungsgespräch

confidentiality , Vertraulichkeit

face-to-face negotiation , Verhandlung unter vier Augen

contract , Vertrag

high-level negotiation , Verhandlung(en) auf hoher Ebene international negotiation , internationale Verhandlung marathon negotiation

counter proposal , Gegenvorschlag deadline , Frist delay , Verzögerung delivery , Erfüllung

insurance , Versicherung item , Punkt mutual gain [(mju:tSuEl]

, gemeinsamer Gewinn

objective , Ziel(setzung) outcome , Ergebnis party , Partei, Partner(in) payment , Zahlung penalty clause , Strafklausel policy , Strategie pricing , Preisgestaltung procedure , Vorgehen(sweise) profit margin , Gewinnspanne promise , Zusage proposal , Vorschlag query [(kwIEri]

, Rückfrage

rebate [(ri:beIt] , Nachlass requirement , Voraussetzung retainer , Vorschuss

[(mÄrETEn]

disadvantage , Nachteil

, Verhandlungsmarathon

discount , Rabatt

preliminary negotiation

draft , Entwurf

salary/wage negotiation , Gehalts-/Lohnverhandlung(en)

exclusivity , Exklusivität

supplier , Lieferant(in), Anbieter(in)

final offer , letztes Angebot

tender , Offerte

goal , Ziel(vorgabe)

terms , Bedingungen

guarantee , Garantie

unit price , Einheit-, Stückpreis

, Vorverhandlung

takeover negotiation

, Übernahmeverhandlung(en)

4 SKILL UP!

scope , Geltungsbereich sticking point , Knackpunkt

Illustration: Bernhard Förth

Types of negotiation

WORD BANK compromise with sb. on sth. , mit jmdm. einen Kompromiss

WARNING! When you need to give a negative response, you can put a warning at the beginning of the sentence like this: I’m afraid that’s not going to be possible.

I’m afraid gives the other person the feeling that it is not in your power to do anything about the situation.

Other common warning signals are: “unfortunately”, “to be honest”, “actually” and “well”.

über etw. schließen confirm sth. , etw. bestätigen consider sth. , etw. erwägen demand sth. , etw. fordern disagree with sb. on sth. , sich mit jmdm. über etw. nicht einigen draw sb.’s attention to sth. , jmds. Aufmerksamkeit auf etw. ziehen draw up a contract , einen Vertrag aufsetzen establish rapport with sb. [rÄ(pO:] , ein gutes Verhältnis zu jmdm. aufbauen give in to sb. , jmdm. nachgeben go over sth. , etw. durchgehen, überdenken go through sth. , etw. durchsehen, überprüfen

recap [(ri:kÄp] , etw. rekapitulieren, zusammenfassen renege on sth. [ri(ni:g] , etw. nicht einhalten renegotiate sth. [)ri:nI(gEUSieIt] , etw. neu verhandeln

rephrase sth. , etw. neu formulieren resolve sth. , etw. lösen set sth. aside , etw. hintanstellen; auf etw. verzichten settle sth. , etw. regeln summarize sth. , etw. zusammenfassen tread carefully , behutsam vorgehen

Types of negotiator cautious [(kO:SEs] , vorsichtig, zurückhaltend

guarantee sth. , etw. garantieren

confident , selbstbewusst

achieve sth. , etw. erzielen

haggle with sb. over sth. , mit jmdm. um etw. feilschen

, halsabschneiderisch

agree with sb. on sth. , sich mit jmdm. auf etw. einigen

have (the) authority to do sth. , ermächtigt sein, etw. zu tun

demanding , fordernd, anspruchsvoll

aim for sth. , etw. anstreben

make an offer , ein Angebot machen

Key verbs

amend sth. , etw. (ab)ändern assure sb. of sth. [E(SO:] , jmdm. etw. zusichern bargain (sth.) [(bA:gIn] , etw. (ver)handeln; mit sich handeln lassen come up with sth. , (eine Idee) haben, (einen Vorschlag) machen comply with sth. , etw. erfüllen

mediate sth. [(mi:dieIt] , etw. vermitteln, herbeiführen

negotiate sth. [nI(gEUSieIt] , etw. verhandeln outline sth. , etw. umreißen

cut-throat

devious [(di:viEs] , hinterhältig, undurchsichtig

direct , direkt experienced , erfahren honest , ehrlich hostile [(hQstaI&l] , feindselig

owe sb. sth. [EU] , jmdm. etw. schuldig sein

open , offen

postpone sth. , etw. auf-, verschieben

successful , erfolgreich

propose sth. , etw. vorschlagen

, vertrauenswürdig

rude , unhöflich, rüpelhaft trustworthy SKILL UP!

5

IN CONTEXT

Needs and priorities On the next six pages, we present dialogues, key phrases and expressions for negotiating.

1. New office space Yves: Let’s move on to the main issue. We’re still looking for a contractor to do the fit-out of the new office. Is that correct?

Geeta: Yes. We have bids from two companies. There’s a clear favourite, but they’ve submitted the more expensive bid. I think we should sit down and talk with them as soon as possible.

Leo: I agree. This really is a matter of urgency. We’re already having to turn down orders because we don’t have space for more staff.

We’re not going to be able to continue growing and we might even lose customers if we don’t settle this soon.

Yves: Yes, Leo. I understand that.

OK. Let’s see if we can set up a meeting with the contractors this week, or early next week. Geeta, you’re in charge.

6 SKILL UP!

The SiTuaTion: Yves, Geeta and Leo are having a meeting. The three young entrepreneurs own Stylin’, a start-up in the online fashion industry.

bid , Angebot contractor , Auftragnehmer; hier: Firma fit-out , Innenausbau, Ausstattung turn sth. down , etw. ablehnen

2. A bit of background Yves: So, Geeta, could you give us a bit more background on the companies, please?

Geeta: Sure. BSU have got loads of experience. They have projects all over Europe and have a great reputation. You know the new restaurant in the old post office building? They did that. They pride themselves on finishing projects

IN CONTEXT

on time and on budget. They guarantee absolute completion, meaning we won’t be left with an almost-finished office and a long snag list.

Yves: OK. Sounds good. And just how much more expensive are they than the other contractor?

Geeta: Roughly about a third.

Leo: It’s probably worth it, especially if we can start working in our new premises by the end of the year.

Yves: True. completion , Fertigstellung premises , (Firmen-)Gebäude snag list , Mängelliste

BREAKING THE ICE Before any negotiation, try to ind out as much as you can about your counterparts. Look out for similarities you have, which you can use to help break the ice.

Phrase Bank For a list of all the key phrases used in the dialogues, see pages 12–13.

Illustration: Bernhard Förth

3. Our interests Leo: OK. We want exceptional quality, we want to be in by the end of the year and we don’t want any hassle. But, we definitely can’t spend more than a million.

Geeta: Agreed. It doesn’t sound like we’re willing to compromise on anything, does it?

Yves: Don’t forget that we’re looking into other business areas and that we may need more offices. We should mention that at an opportune moment.

Geeta: Yes, I’m sure they’d be interested in a long-term relationship.

Actually, that would be another reason for us to choose BSU. The other contractor is local and they don’t have the capacity to take on such a big project in another city. hassle , Theater (fig.) look into sth. , etw. untersuchen opportune moment: at an ~ , in einem günstigen Augenblick take sth. on , etw. übernehmen SKILL UP!

7

IN CONTEXT

Getting down to business Here, we present dialogues, key phrases and expressions for establishing trust with business partners and making a proposal.

4. The other party

exciting , spannend home turf: be on ~ , ein Heimspiel haben make up for sth. , etw. wettmachen relocate sb. , jmdn. an einen anderen Standort versetzen squeeze sb. on sth. ifml. , jmdn. bei etw. drücken 8 SKILL UP!

The SiTuaTion: Scott, Tristan and Akin, from BSU, are on their way to meet with Yves, Geeta and Leo at the Stylin’ offices.

5. A warm welcome Yves: Hi. Welcome to Stylin’! I’m Yves and this is Leo. And I think you already know Geeta.

Akin: Yes, we’ve talked on the phone. Nice to meet you in person, Geeta. I’m Akin. I’m the project manager. This is Scott, our construction manager and Tristan, our commercial manager.

Leo: Great to meet you all. Thanks for coming. We’ve organized a light snack in case you didn’t have time for lunch, so help yourselves.

Can I get anyone a coffee? Or tea?

Illustration: Bernhard Förth

Scott: I hope we get this project. I like the design — there are some really cool details.

Akin: I know. It’s pretty exciting. It would be great for our portfolio, and the timing couldn’t be better.

Tristan: Plus, it’s on home turf, so we wouldn’t have to relocate anyone. It would certainly make up for that project in Paris that didn’t work out.

Scott: Do you think they’re going to try and squeeze us on the price?

Akin: [laughs] Of course! But don’t worry. I’ve done my homework.

Tristan: Right, here we are. Let’s do this.

IN CONTEXT

6. The proposal Scott: I’d love a coffee, thanks.

Akin: For me too, please.

Tristan: Can you make that three?

Leo: Sure. I’ll be back in a minute.

Yves: Actually, we got lunch from that new place down the road. That was one of your projects, wasn’t it?

Akin: Yes, it was. It turned out quite nicely, I think.

Geeta: You can say that again. It’s gorgeous! construction manager , Bauleiter(in) get sb. sth. , jmdm. etw. holen gorgeous , fantastisch

I HAVE A QUESTION During a negotiation, you need to be able to communicate your ideas clearly and understand quickly what your business partner is saying. One key skill in this process is asking the right question at the right time: ● Could I just ask a question at this point?

Geeta: We’ve asked you here today to go over the details of your bid and find a way for us to work together. As you’ve probably guessed, we’d like to concentrate on the budget. As it stands, it’s too high. In fact, one of the other bids was at least 30 per cent lower.

Tristan: I appreciate that the budget is a concern. Our bid was calculated according to the materials and furnishings the architect suggested. We’ll do a value engineering study to identify where we can push the price down.

The cost of lighting, for example, is £50,000. We can find lighting solutions for a third of the price.

Yves: Won’t the quality suffer?

Tristan:Not at all. Value engineering is about achieving the desired quality in the least costly way. appreciate sth.

, hier: für etw. Verständnis haben

bid , Angebot furnishing , Einrichtung, Ausstattung go over sth. , etw. durchgehen value engineering , Qualitätssteuerung

Phrase Bank For a list of all the key phrases used in the dialogues, see pages 12–13.

SKILL UP!

9

IN CONTEXT

The outcome On these two pages, we present phrases for responding to proposals and asking the right questions.

7. Saving costs

10 SKILL UP!

flooring , Bodenbelag sanitary ware , sanitäres Zubehör saving , Einsparung suit sb. , jmdm. passen tiling , Fliesenarbeit(en)

8. Clarifying Leo: How can we ensure the quality of the alternative materials and furnishings?

Scott: Well, what usually happens is that you or your architect approves them before we go ahead and fit them.

Leo: OK. That seems reasonable.

Yves: This is all good, but I’d still like to see the budget closer to the million mark.

Tristan: [doesn’t say anything] Yves: As you know we’ve expanded rapidly and we predict that we’ll continue to grow for the next couple of years. We’ve been talking about opening an office in Berlin.

Illustration: Bernhard Förth

Leo: Even if we manage to take £50,000 off lighting, that’s still nowhere near the kind of savings we need to make.

Tristan: You’re right, but we’ll also be able to reduce the cost of the flooring, sanitary ware and tiling, and even furniture.

Yves: Do you have the figures with you? How much do you think we could save in total?

Tristan: You’re looking at saving around £200,000.

Leo: OK, we’re getting closer.

Tristan: We also estimate that the project will take us only four months, meaning you’d be in the new offices at the beginning of November. It would also mean a substantial reduction in labour costs.

Geeta: Well, that would definitely suit us.

Tristan: I thought so. I imagine it would also mean you’d be able to deal with the increase in Christmas orders.

IN CONTEXT

Would you consider a discount were we to do a second, and possibly third, project with you?

Tristan: Oh, definitely. But we could only offer a discount when the time comes and not now, I’m afraid.

discount , Preisnachlass, Rabatt fit sth. , etw. montieren furnishing , Einrichtung, Ausstattung predict sth. , etw. prognostizieren

9. Win-win Tristan: [to Geeta and Leo] What do you think, guys?

Geeta: I’m convinced that BSU will do a brilliant job. It’s obvious that they’re extremely experienced.

Leo: We’re only slightly over the million mark now, but if we can move in two months earlier than planned, that’s going to save us money, too.

Tristan: Plus we’ll be able to make the most of the Christmas shopping season.

Geeta: Gentlemen, I think we’ve got a deal.

Scott, Akin and Tristan: Fantastic!

Yves: So, as I understand it, as soon as we give you the go-ahead,

KEEP IT SHORT AND SIMPLE Keep your summaries short and simple. Long summaries confuse others and make life more diicult for you.

you’ll begin value engineering and run any changes past our architect.

Akin: Correct.

Yves: Thank you for the frank discussion. We are very much looking forward to working with you.

Akin: Likewise. We love the design. You’re going to have a really cool office. brilliant , großartig frank , offen go-ahead: give sb. the ~ ifml. , jmdm. grünes Licht geben past: run sth. ~ sb.

, etw. jmdm. (zur Genehmigung) vorlegen

Phrase Bank For a list of all the key phrases used in the dialogues, see pages 12–13.

value engineering , Qualitätssteuerung

SKILL UP!

11

PHRASE BANK

How to say it In this section, you’ll ind a selection of phrases and expressions used in the dialogues on the previous pages (pp. 6–11). The numbers (1–9) after each of the phrases refers to the dialogue it was taken from.

Introductions I’m Yves and this is Leo. And I think you already know Geeta. [5] I’m Akin. I’m the project manager. [5] This is Scott, our construction manager... [5]

Extending a warm welcome Welcome to Stylin’! [5] Great to meet you all. Thanks for coming. [5] We’ve organized a light snack, ... so help yourselves. [5]

Making connections That was one of your projects, wasn’t it? [5]

Giving compliments You can say that again. It’s gorgeous!

[5]

Presenting proposals We’ll do a value engineering study to identify where we can push the price down. [6] We can find lighting solutions for a third of the price. [6]

12 SKILL UP!

Clarifying information Is that correct? [1] And just how much more expensive are they than the other contractor?

[2]

Expressing possibilities We should mention that at an opportune moment. [3]

Expressing opinions It’s probably worth it, especially if...

[2]

Expressing reservations / concern This really is a matter of urgency. [1] We’re not going to be able to continue growing. [1] As it stands, it’s too high. In fact, one of the other bids was at least 30 per cent lower. [6]

Responding to concerns Yes, Leo. I understand that. [1] I appreciate that the budget is a concern. [6] You’re right, but we’ll also be able to reduce the cost of the flooring, sanitary ware and tiling, and even furniture. [7]

PHRASE BANK

Responding to proposals That’s still nowhere near the kind of savings we need to make. [7] OK, we’re getting closer. [7] But I’d still like to see the budget closer to the million mark. [8] Would you consider a discount were we to do a second, and possibly third, project with you? [8]

Providing reasons / explanations We’re already having to turn down orders. [1] BSU have got loads of experience.

They have projects all over Europe and have a great reputation. [2] It would be great for our portfolio, and the timing couldn’t be better. [4] Our bid was calculated according to the materials and furnishings the architect suggested. [6]

Asking the right questions Won’t the quality suffer? [6] Do you have the figures with you?

[7] How much do you think we could save in total? [7] How can we ensure the quality of the alternative materials and furnishings? [8]

Disagreeing / Saying no Not at all. [6] But we could only offer a discount when the time comes and not now, I’m afraid. [8]

Suggesting solutions I think we should sit down and talk with them as soon as possible. [1]

Pointing out the benefits Plus, it’s on home turf, so we wouldn’t have to relocate anyone. [4] It would also mean a substantial reduction in labour costs. [7] I imagine it would also mean you’d be able to deal with the increase in Christmas orders. [7] If we can move in two months earlier than planned, that’s going to save us money, too. [9]

Summarizing So, as I understand it, as soon as we give you the go-ahead, you’ll begin value engineering. [9]

Bringing negotiations to a close Gentlemen, I think we’ve got a deal.

[9] Thank you for the frank discussion.

[9] We are very much looking forward to working with you. [9]

PREPARE AND PRACTISE Before your next negotiation in English, prepare key phrases and sentences and practise them, as you would for a presentation, until you feel conident that you can use them luently.

SKILL UP!

13

FALSE FRIENDS

The price is right There are many words in German and English that sound similar but have very different meanings. They are called “false friends”.

BROCHURE

PRICE

PROSPECT

PRIZE

It’s not prospect! prospect = Aussicht, Chance ● Ella’s applied for an exciting position with excellent promotion prospects.

14 SKILL UP!

What’s Preis in English?

Preis = price ● I’m afraid I’m still not 100 per cent happy with the price.

It’s not prize! prize = Preis, Auszeichnung ● She’s not going to win any prizes for diplomacy!

Fotos: iStock

What’s Prospekt in English?

Prospekt = brochure ● As you can see in the current brochure, we have extended our product line.

Skill Up! Audio You can do an exercise on Business Spotlight Audio.

FALSE FRIENDS

OTHER FALSE FRIENDS You mean…

You should say…

Don’t say…

As this means…

eventuell , Könnten wir eventuell in Raten zahlen?

possibly , Could we possibly pay in instalments?

eventually

schließlich, irgendwann

bekommen , Ich hoffe, wir bekommen einen Rabatt.

get , I hope we get a discount.

become

werden

sparen , Wenn wir jetzt kaufen, werden wir €2.000 sparen.

save , If we buy now, we’ll save €2,000.

spare

übrig haben, jmdn. verschonen

TRICKY TRANSLATIONS

How do you say verhandeln/ handeln in English?

1. If handeln means “to become active”, it is translated as act: “We have to act immediately.” , Wir müssen sofort handeln.

2. If handeln is how someone does something, you say behave: “He behaved like an idiot.” , Er handelte wie ein Idiot.

3. If you want to give details of something, you use be about: “The book is about aviation.” , Das Buch handelt von der Luftfahrt.

4. If handeln means trying to get the best deal, haggle is used: “She loves haggling at flea markets.” , Sie handelt für ihr Leben gern auf Flohmärkten.

5. If you do business at the stock exchange, handeln is trade: “Our shares are traded at stock exchanges worldwide.” , Unsere Aktien werden an Börsen weltweit gehandelt.

6. If you do business in a market sector, this is to deal in sth.

“He used to deal in used cars.” , Früher hat er mit Gebrauchtwagen gehandelt.

7. The verbs verhandeln or aushandeln are negotiate in English: “They negotiated for days but didn’t achieve anything.” , Sie verhandelten tagelang, erreichten aber nichts.

“Were you able to negotiate a good price?” , Konntet ihr einen guten Preis aushandeln?

SKILL UP!

15

COLLOCATIONS

It’s a deal!

How many verbs and adjectives do you know that go with “deal”?

Study these business collocations and learn how to use them.

Adjectives with “deal” back room deal

, geheime Abmachung

bad deal , schlechtes Geschäft cut-price deal , Billiggeschäft, Abschluss zum ermäßigten Preis exclusive deal

, Exklusivvereinbarung

fair deal , redliches Geschäft five-year deal , Fünfjahresvertrag

Good deal!

Arthur: Congratulations! That’s not a bad deal.

Nell: [laughs] Thanks! I think we got a pretty sweet deal in the end.

Arthur: I’d say so. A five-year deal at that!

good deal , gutes Geschäft lucrative deal [(lu:krEtIv] , lukratives Geschäft major deal , bedeutender Geschäftsabschluss package deal

, Verhandlungspaket

bad raw rotten rough

fair good sweet

raw deal ifml. , unfairer Deal rotten deal ifml. , faules Geschäft

secret deal , Geheimabkommen shady deal ifml. , zwielichtiges Geschäft sweet deal ifml. , guter Deal sweetheart deal ifml. , Amigo-/Klüngelgeschäft 16 SKILL UP!

adjectives + deal cut-price exclusive five-year lucrative major

backroom package secret shady sweetheart

Illustration: Bernhard Förth

rough deal ifml. [rVf]

, ungerechtes Geschäft

COLLOCATIONS

verb + a deal agree on / to approve close finalize sign

do make strike

Verbs with “deal” agree on/to a deal , ein Geschäft vereinbaren approve a deal , ein Geschäft genehmigen block a deal , ein Geschäft blockieren clinch a deal , ein Geschäft abschließen close a deal , einen Abschluss tätigen

clinch land swing win

block nix oppose pull out of scupper

aus-/verhandeln

nix a deal , ein Geschäft fallen lassen oppose a deal

, gegen ein Geschäft

Einwände erheben

pull out of a deal , aus einem Geschäft aussteigen scupper a deal [(skVpE] , einen Abschluss über

do a deal

den Haufen werfen

finalize a deal , ein Geschäft abschließen

, einen Abschluss

, ein Geschäft machen

hammer out negotiate work out

negotiate a deal

, einen Abschluss

sign a deal

unterzeichnen

strike a deal , ein Geschäft abschließen

hammer out a deal , einen Deal ausarbeiten

, ein Geschäft machen

land a deal , ein Geschäft an Land ziehen

win a deal , einen Auftrag gewinnen

make a deal , eine Vereinbarung treffen

work out a deal , einen Vertrag ausarbeiten

swing a deal ifml.

Sign the deal Arthur: Did you actually sign the deal today?

Nell: Yeah, we did. The boss approved the deal and finalized it.

Arthur: Great stuff. That means they can’t pull out of the deal now.

SKILL UP!

17

ESSENTIAL IDIOMS

Think on your feet There are many idioms that you can use to talk about negotiating. You can learn them in the short dialogues below.

First, the idiomatic way Will: Will we reach a stalemate like last time?

Inge: My gut feeling is that we’ll be able to iron things out today.

Will: Well, I wouldn’t count your chickens.

Now, more simply Will: Will neither party make any progress like last time?

Inge: My natural feeling is that we’ll be able to solve all the problems today.

Will: Well, I wouldn’t be too confident — something could still go wrong. reach a stalemate

, in eine Sackgasse

geraten

gut feeling ifml. , Bauchgefühl iron things out , alle Probleme lösen 18 SKILL UP!

(don’t) count your chickens (before they’re hatched) ifml. , man soll den Tag nicht vor dem Abend loben

First, the idiomatic way Angus: I couldn’t negotiate my way out of a paper bag!

Dana: That’s not true. Just stick to your guns!

Angus: But you also have to think on your feet.

Now, more simply Angus: I’m not very good at negotiating.

Dana: That’s not true. Just refuse to change your mind!

Angus: But you also have to react quickly without any preparation. negotiate one’s way out of a paper bag: not be able to ~ ifml. , etwa: bei Verhandlungen zu nichts zu gebrauchen sein

stick to one’s guns ifml. , nicht nachgeben, festbleiben think on one’s feet , schnell umdenken (können)

Fotos: iStock

Ironing things out

First, read the two versions of the short conversations. Then cover up the idiomatic version and read the simpler version again.

Can you remember how to say the same things idiomatically?

Check that you’ve understood them with our translations.

ESSENTIAL IDIOMS

Skill Up! Audio You can do an exercise on Business Spotlight Audio.

He’s keeping his cards close to his chest

First, the idiomatic way Will: I can’t believe how well it went. We tied up all the loose ends.

Inge: I know. We managed to cover so much ground.

Will: I wasn’t expecting that. They seemed to have had a change of heart.

Now, more simply

First, the idiomatic way Angus: Even when my kids negotiate with me, I get a raw deal.

Dana: Yeah, well, kids are tough.

You have to try not to cave in so quickly.

Angus: You mean keep my cards close to my chest and bide my time?

Now, more simply

Will: I can’t believe how well it went. We covered all the remaining details.

Inge: I know. We managed to deal with so many topics.

Will: I wasn’t expecting that.

Their attitude seemed to have changed for the better.

Angus: Even when my kids negotiate with me, I feel I’m treated unfairly.

Dana: Yeah, well, kids are tough.

You have to try not to do what they want so quickly.

Angus: You mean keep my plans secret and wait for the right moment?

tie up loose ends , offene Fragen klären

get a raw deal ifml. , zu kurz kommen, ungerecht behandelt werden

keep one’s cards close to one’s chest ifml. , sich nicht in die Karten schauen lassen

cave in , klein beigeben

bide one’s time , den rechten Augenblick abpassen

cover ground , eine Menge Themen behandeln

change of heart: a ~ , Sinneswandel

SKILL UP!

19

GRAMMAR CHECK

Conditionals Knowledge of the basics of English grammar will help you to communicate clearly and conidently. Here, we provide structures you need to negotiate terms and conditions.

With the help of conditional sentences, you can bargain or suggest compromises during negotiations.

Conditional sentences contain a main clause and a conditional clause, or “if-clause”. (A clause is a group of words that includes a subject and an object.)

The first conditional The first conditional is used to talk about real possibilities in the present or in the future.

The first conditional, or “conditional 1”, is formed like this:

If + present, … will/won’t + infinitive If you agree to €24 per unit and payment within 40 days, we will sign the contract.

If we order 30,000 pieces, will you increase the discount?

20 SKILL UP!

The if-clause refers to a condition — something that must happen so that something else can happen. An if-clause can come at the beginning or the end of the sentence. You don’t need a comma if the if-clause comes at the end: If you agree to our prices, we will accept your delivery terms.

We will accept your delivery terms if you agree to our prices.

Instead of will, you can also use another modal verb + infinitive: Can you deliver by next Monday if we place the order today?

If you order more than 10,000 units, we might be able to give you a bigger discount.

“If and will makes me ill!”

Remember not to put will in the if-clause.

GRAMMAR CHECK

The second conditional The second conditional is used for unreal situations or hypothetical events, or events that are unlikely to happen.

The second conditional, or “conditional 2”, is formed like this:

If + past, … would/wouldn’t + infinitive If we agreed on a price of €50 per item, we would sign the contract without hesitation.

If we ordered double the quantity, would you increase the discount?

We would agree to your price if you gave us better payment terms.

“If and would is not good!”

Remember not to put would in the if-clause.

We often use were instead of was after “if”: If the price were ten per cent lower, we would have a deal.

If the quality were better, we wouldn’t get so many complaints.

In a more formal style, “were” is more common. “Was” is often used in spoken English: If I was you, I wouldn’t pay the full amount until they sort out the problems.

The second conditional is often used to give advice: If I were you, I’d negotiate better terms.

If I were you, I’d start looking for a new supplier.

“WHEN” OR “IF”?

We use if (not “when”) for things that will possibly happen: If you ofer us a ive per cent discount, we’ll place the order immediately. (= There is a possibility that we will get a discount, but we don’t know yet.)

We use when for things that are sure to happen: I will call you when I get to work. (= I am going to work and I am sure I will arrive.)

SKILL UP!

21

TEST

Test yourself!

See how well you know the words and phrases presented in this booklet by doing the exercises below. Cover the answers at the bottom of page 23.

1. Complete the sentences below with the correct words.

A. This really is a matter of u ...... ...... ...... ...... ...... .......

B. I appreciate that the budget

2. Match the words (A–E) to their definitions (1–5).

A. B. C. D. E.

bid budget condition go-ahead reduction

is a c ...... ...... ...... ...... ...... .......

C. We should mention that at an o ...... ...... ...... ...... ...... ...... ...... ...... moment.

D. Won’t the quality s ...... ...... ...... ...... ......?

E. How much do you think we could save in t ...... ...... ...... .....?

1. an amount of money by which something is made cheaper 2. permission to start doing something 3. an offer to do work or provide a service for a particular price 4. the money that is available to an organization and a plan of how it will be spent 5. a rule that you must agree to, sometimes forming part of a contract

22 SKILL UP!

TEST

3. Replace each German word (in italics) in the sentences below with the correct English word.

A. The specifications are listed at the back of the .......................

(Prospekt).

B. I’d be a lot happier if the ....................... (Preis) were about 20 per cent lower.

C. Could we ....................... (eventuell) pay in a few instalments?

D. Couldn’t we ....................... (bekommen) a discount?

E. If we signed a three-year contract, we’d ....................... (sparen) 30 per cent.

4. Choose the correct options to complete the sentences below.

A. If you order/ will order 30,000 pieces, we will increase the discount.

B. We will / would agree to your price if you gave us better payment terms.

C. If you agree / agreed to our prices, we will accept your delivery terms.

D. If the price were ten per cent lower, we will / would have a deal.

E. Can you deliver by next Monday if we place / will place the order today?

Answers: 1. A. urgency; B. concern; C. opportune; D. sufer; E. total 2. A–3; B–4; C–5; D–2; E–1 3. A. brochure; B. price; C. possibly; D. get; E. save 4. A. order; B. would; C. agree; D. would; E. place

Illustration: Bernhard Förth

IN THE NEXT SKILL UP! BUSINESS TRAVEL We present all the phrases and vocabulary you’ll need to help you on your travels.

Answers from page 3: A. goal B. “Is that correct?”

C. save D. agree on, clinch, inalize, work out (more options on page 17) E. “Thank you for the frank discussion.” (more options on page 13) SKILL UP!

23

¡Vamos! Andiamo! Let’s go! Los geht’s!

Jetzt kostenlosen Sprachtest machen.

Selbsttest in nur 15 Minuten Gratis in 6 Sprachen Einstufung nach Europa-Standard (GER) in Kooperation mit telc GmbH Jetzt unter sprachtest.de/dein-businessenglisch

SPRACHTEST.DE