catalogo programmi di inglese per l’IMPRESA · Intercultural training China pagina 43 Intercultural training USA pagina 44 CATALOGO PROGRAMMI DI INGLESE PER L’IMPRESA . Inlingua

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Inglese per l’impresa 4 programmi di base pagina 2 Inglese per l’impresa 4 programmi avanzati pagina 5 Inglese per l’impresa programmi specialistici Le riunioni pagina 22 La scrittura pagina 24 Il negoziato pagina 26 Parlare in pubblico pagina 28 La finanza pagina 30 La banca pagina 32 Le risorse umane pagina 34 Telefono e videoconferenza pagina 37 Il turismo pagina 39 Barriere culturali modulo generale pagina 41 Intercultural training Japan pagina 42 Intercultural training China pagina 43 Intercultural training USA pagina 44

CATALOGO PROGRAMMI DI

INGLESE PER L’IMPRESA

Inlingua Genova S.r.l. Via San Luca 12/50 16124 Genova Italia

Telefono +39 010 586788 Fax + 39 010 8932551 [email protected] www.inlinguagenova.it

Presa d’atto MPI CERT-18411-2007-AQ-MIL-SINCERT Settore EA:37 -35 exp. 2016 C.L.C.

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IN G L E S E P E R L ’ IM P R E S A P RO G R A M M I D I B A S E

P R O G R A M MA D A L IV E L L O P R IN C IP IA N T E A L IV E L L O A 1 – ( A P P1A )

UN IT ST R U T T U R E TE M A

1 Numbers 1 to 10 – Hello - I’m …- I’m from …- You are / are you...?

Yes please / No thanks ... or ...

CONFERENCE Basic introductions, Basic polite forms (accepting and declining)

2 Numbers 11 to 20 What’s this? It is - Is ... from ... ? Definite /

indefinite articles – Colors – Countries

COMPANIES Asking about objects - Basic descriptions of objects - Identifying logos and objects

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Numbers 21-1000 -Verbs in third person singular and Plural (to

be, to work) - Big/small - You’re welcome

HOTEL At a hotel - Basic introductions - Using numbers in context - Job titles - Basic descriptions (room size)

4 Good morning/afternoon/evening - How are you? Very well, fine,

not too bad - Possessive adjectives - Vocabulary of nationalities -

Countries extended

NETWORKING Making new contacts -Greetings & small talk phrases - Giving and asking about nationality -Giving and asking about locations of cities and companies

5 Greetings -The alphabet - Very/quite/ /pretty How’s ... ?

Vocabulary of seasons & related adjectives- Geographical

vocabulary expanded

PEOPLE AND PLACES Personal details - Formal greetings and introductions - Introducing people to each other - Spelling names

6 of (possessive) Telephone numbers- Goodbye/bye - Basic

telephone expressions - Small talk phrases -Basic vocabulary of

different forms of communication

COMMUNICATING Addresses and telephone numbers -Giving and asking for telephone numbers, addresses and email addresses- Telephone introductions - Polite greetings

7 Days of the week - Plural nouns - This/that - These/those -

on/under/next to,... Who’s this/that? Basic office vocabulary

AT THE OFFICE Referring to objects and people Referring to people - Referring to objects - Describing office items

8 Verbs with do/don’t - to like - in /at /on - Company departments

Job title vocabulary - work for - Which -Cardinal directions

PEOPLE AT WORK Jobs and workplaces Describing workplaces - Saying which company you work for - Giving job titles -Naming company departments

9 to have -Adjectives (modern, nice, neat …) –Possessives -Whose

... ? How many ... ? Extension of company department names -

Extension of office object vocabulary

NEW JOB NEW OFF ICE A guided tour of an office - Giving a simple guided tour - Describing an office

10 I think -come from -What about? Prices - How much ... ? about/

exactly,... Between- Basic vocabulary of finance

FACTS AND FIGURES Giving and asking for statistical information - Giving and asking about prices - Giving opinions about values

11 Can/could you ... ? Telling the time (analogue and digital)- in the

morning/afternoon/evening- at night- at (time) -before/after -about

(a subject) -Vocabulary of time

T IME IS MONEY Times and appointments - Requests - Giving and asking about times of appointments - Giving written confirmation of appointments

12 Adverbs of frequency –also -There is / there are -How many?

Numbers (hundred and…) - Daily routine verbs- Basic vocabulary

of companies

COMPANY PROFILE A company profile Describing a daily routine - Giving a brief company profile - Describing company facilities

13 would like -would like to - certainly, sure, here you are -(a large)

one - Numbers (1,000 +) – Decimals - Vocabulary of dining out

TRANSACTIONS Ordering refreshments - Checking in for a flight - Changing money - Giving and asking about exchange rates

14 Present continuous tense - Now / at the moment - Months of the

year - Ordinal numbers – Dates – When? How long does ... last?

Prepositions of time (at, on, in) Vocabulary of scheduling

BUSY SCHEDULE Times and schedules - Discussing schedules and plans -Giving and asking about dates and times of events /arrangements - Writing a brief memo

15 How far? How long does it take to get to ...? How do you go to.?

How old? / age - can (possibility) by (car, train…)

BUSINESS AND VACATION The tourist industry - Describing and asking about transportation facilities - Describing conference facilities & accommodation facilities- Arranging an appointment -Giving a customer profile

http://www.inlinguagenova.it/




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P R O G R A M MA D A L IV E L L O A1 A L L IV E L L O A 2 – (A P P1B )

UN IT ST R U T T U R E TE M A

16 Object pronouns - What do you do? - Contrasting the present

tenses - too much / not enough - how often? – every - A few

times/a couple of times - work/office vocabulary

WHAT PEOPLE DO AT WORK Describing and asking about work activities - Describing frequency - Making suggestions/ recommendations- Making a short presentation

17 if (zero conditional)- through - to open/close, open/closed - Past

simple tense (to be and regular verbs) - Air travel vocabulary (fly,

land, take off …)

AT AN AIRPORT Dealing with airport situations (customs and immigration, flight schedules, airport services) Discussing travel habits

18 Past simple tense (did/didn’t, had) - Regular past simple questions

(did you... ?)- Work/basic industrial vocabulary

BUSINESS ACTION Describing actions in an office- Describing actions in a factory - Describing reasons for business travel

19 Imperative - why/because - How? - get on/off - until/towards

/after/at - Travel reservation and ticket vocabulary

DESTINATION - Describing business facilities - Using public

transportation - Making travel arrangements

20 Personal status / family vocabulary (married, single, children …)

have got - Past simple tense (irregular verbs – ate, drank, made,

wrote, saw, thought ...) - Hotel vocabulary

INTERACTIONS Checking in and out at a hotel - hotel

facilities - Informal conversation with colleagues -

Asking/answering about family and background - Taking a

taxi

21 much / many / a lot / a little / a few - Relative pronouns (who,

which, where) - Basic industry-sector vocabulary (consumer, trade,

tourism …)

ECONOMIC FACTS Describing an economy - Describing

relative quantities - Referring to statistics and approximate

figures

22 straight on/ahead, along, over, turn right/left, on the right/left, in

front of, next to, opposite / across from, behind, between - Building

vocabulary (floor, elevator, stairs …) - Street vocabulary

FINDING YOUR WAY Describing locations in town - Asking

for and giving directions in town - Asking for and giving

directions in a building

23 too/ (not ...) enough - well/badly -when (if) - Basic financial

vocabulary (stock, lend, investment…) - Graph vocabulary

(increase, go up…)

FLUCTUATIONS Discussing investment performance -Describing current trends - Describing business theories

24 Comparatives (…er, than, more/less, better/worse) - Superlatives

(…est, the most/least, the best/worst) - different / the same- Basic

global-market vocabulary

GLOBALIZATION Describing reasons for change -

Describing a business model - Using economic indicators

25 (not) as … as - the same as - without …ing - how long/wide/high?,

length/width/height, area/volume, weigh/weight - Vocabulary for

specifications

SPECIFICATIONS Describing a product range - Giving a

technical specification - Discussing job and staff profiles

26 gerund as object - some/any/no - something/anything/nothing -

somebody/anybody/ nobody (…one) - such as/like - Basic IT

vocabulary

INFORMATION TECHNOLOGIES Describing job

responsibilities - Checking on customer needs - Presenting a

product - Dealing with problems

27 Is … convenient? - I’m afraid… - that suits me. - Present

continuous with future meaning - going to, (I’m looking forward to)

...-ing - want/would like me/you to… - Vocabulary for planning

APPOINTMENTS AND PLANS Arranging an appointment -

Presenting a business plan - Questioning plans - Making

arrangements for a meeting

28 Phrasal verbs - able to - Vocabulary for business plans BUSINESS PLANNING Describing a career history -

Describing a company history

29 shall I? Vocabulary for business travel BUSINESS TRIPS Describing a business trip - Complaining

(in a hotel) - Describing problems (by email)

30 will/won’t - ...’ll - have to – maybe - Vocabulary for forecasts,

speculations and spontaneous decisions





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P R O G R A M MA D A L IV E L L O A2 A L L IV E L L O A 2+ (A P P2A )

UN IT TE M A ST R U T T U R E

1 Il Linguaggio del Business per descrivere le funzioni e le competenze, come spiegare motivazioni e obiettivi

consolidation of can, able to, without, purpose clauses(for –ing, to …, so that), consolidation of have to / don’t have to, need to / don’t need to, revision

2 Un’Avventura in Squadra : dare e chiedere dati personali in dettaglio, descrivere gli obiettivi,

I was born / work / met / got married / I want to / would like to / before/after –ing / like/enjoy –ing / You ..., don’t you?

3 Un Mee t ing : discutere l’ordine del giorno, descrivere i piani, presentare una previsione, descrivere gli scenari futuri

I’m going to / will definitely / maybe / probably / perhaps / If ... is ..., ... will ... / Shall I ... ? / Let’s

4 Realizzazioni : descrivere la carriera, le realizzazioni e le esperienze, descrivere l'organizzazione di un gruppo di imprese,

I’ve / Have you ever ... ? / Yes, I have / No, I’ve never / What’s the –est..you’ve ever ... ? / How many times have you ... ?

5 A l Te le fono : telefonate ad un centralino, dare e prendere messaggi al telefono, comprensione della terminologia

Could I? / May I? / Can I? / Who’s calling, please? / It’s?/ speaking. / Just a moment. I’ll put you through. I’m afraid ..isn’t here. / Would you like to hold?

6 D iscutere i p rogress i : descrivere un calendario, descrivere i recenti progressi, descrivere il lavoro completo e incompleto

how long … ? (present perfect), for/since (present perfect), yet / already / so far (present perfect), just (present perfect), gone (present perfect)

7 F ie re : discutere le modalità di partecipazione a una fiera commerciale, discutere e coordinare il lavoro

present perfect – irregular verbs, lessico inerente al trade-show

8 Prestazioni dell’Azienda : comprensione indicatori finanziari, descrivere il passato e le tendenze recenti, collegare gli eventi ai risultati

contrasting the past simple and present perfect tenses (finished and unfinished time), extension of graph language, due to, lessico inerente al finance

9 Le Dec is ion i de l l e Imprese : classificare in dettaglio i prodotti, giustificare le decisioni, fornire consulenza professionale / pareri

gerund (responsible for –ing, instead of –ing), lessico inerente al retailing

10 Sa lu te e Sicurezza su l Lavoro : un profilo dei posti di lavoro, descrivere le precauzioni di sicurezza, formulare raccomandazioni

must(n’t), should(n’t), mustn’t vs. don’t have to, can (permission), allowed to, lessico inerente al safety

11 Un Lungo V iagg io : descrivere i piani di viaggio, check-in per il volo, viaggiare in treno

revision of could for polite requests, would you mind –ing, thank you very much, still, have had to

12 Persone su l Posto d i Lavo ro : descrivere le competenze, descrivere i profili professionali, valutare il personale

adverbs of manner, adjectives of personal characteristics, in order to, good at –ing, capable of –ing, recommend –ing

13 La Geogra f ia e l ’ Indust r ia : descrivere gli indicatori economici, descrivere i settori industriali, scrivere una lettera / e-mail

revision and extension of comparatives and superlatives (slightly, a little, much, a lot, less vs. fewer), expressions

14 Ges t ione de i Proget t i e Cont ra t t i : gare per i contratti, la definizione delle fasi del progetto, la comprensione dei contratti

passive (present and future tenses), contract vocabulary, competitive-bidding vocabulary, contract-phase vocabulary (from design to handover)

15 Market ing : descrivere un prodotto / storia del marchio, descrivere una strategia di marketing

passive (past simple and present perfect tenses, modals), it is said/thought that, lessico inerente al marketing





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P R O G R A M MA D A L IV E L L O A2+ A L L IV E L L O B 1– (A P P2B )

UN IT TE M A ST R U T T U R E

16 Un analisi Swot : descrivere le opportunità, discutere gli scenari futuri, descrivere un piano d'azione

likely to / unlikely to, reflexive pronouns, time clauses (before, after, when, as soon as, until), lessico inerente al banking

17 Leasing immobiliare : giustificare azioni passate, organizzare le modalità di locazione di proprietà

compressed relative clauses, reported speech (present simple to past simple, present continuous to past continuous, present perfect to past perfect, past simple

18 IT : descrivere le relazioni tra concorrenti, descrivere situazioni estreme, descrivere le apparecchiature IT

past continuous (when, while), so … that, such a … that, lessico inerente al IT

19 Un Consorzio : partecipare ad una riunione formale, esprimere accordo e disaccordo, interrompere, riunioni

ought to / may / might / I agree with you. / I don’t agree with that at all. / I see your point. / Could I just make a point? / Could we record that in the minutes?

20 Gestire il Tempo : descrivere gli obiettivi di formazione, discutere problematiche di gestione, definire le priorità

If ... were ..., ... would/could / nevertheless/although/however

21 Esportazione : descrivere le procedure, la comprensione del gergo di esportazione

Could you tell me ... ? / I’ll .. / if/whether ... / Could you tell me when / how long it will ... ? / She asked if/whether she could

22 Sicurezza : verificare crediti, scrivere una lettera di reclamo

How long has ... been –ing for/since ...Dear Sirs, As you are aware, ...It has com to our attention that… Yours faithfully,

23 Intrattenimento : essere un ospite perfetto, presentazioni personali, il tono formale e informale

How are you? Very well, / Fine, / Not bad, thanks. / It’s nice to see you. / Let me introduce you to ... Nice/Pleased to meet you. / How do you do?

24 L’Energia : dare una panoramica del settore, descrivere le tendenze del settore

... are being ... by ...fix on / spin around / cloud over / come out / go down / connect to / transform to / plug in/into / clip onto

25 Employment Packages : descrivere criteri di reclutamento, offerte di lavoro

Expressions, lessico inerente al recruitment and employment packages

26 Fusioni e Acquisizioni : descrivere le modalità e le procedure, analizzare i vantaggi e gli svantaggi, descrivere la vita lavorativa

... used to / didn’t use to / never used to / Did ... use? / mine/yours/his/hers/ours/theirs ... unless

27 Domanda per un Posto di Lavoro : scrivere un curriculum vitae, scrivere una lettera di candidatura per un posto di lavoro

... is used to –ing. –ing is ...

28 Comportamento sul Posto di Lavoro : descrivere le norme e le procedure per i lavoratori dipendenti

Before his dismissal, he had worked for ... . They realized that she had been –ing ... . He was asked to resign.

29 Colloqui di Lavoro : confermare i dettagli di un colloquio, descrivere punti di forza

You enjoy , don’t you? / You’re , aren’t you?/ She’s ..., isn’t she? / You worked ..., didn’t you? / You’ve been ..., haven’t you?

30 Corrispondenza : confermare una prenotazione per iscritto, scrivere una lettera di reclamo o di scuse

I am writing to express ../ In reply to your letter .. / I apologize for the inconvenience, please do not hesitate to contact me.





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INGL ESE PE R L ’ I MP RE SA P ROG RAM MI AV ANZ ATI

P R O G R A M MA D A L IV E L L O B1 A L L IV E L L O B 1+ – (A P P3A )

THEMES STRUCTURES

Unit 1 Looking

Ahead

- Business and Technology - Writing and describing plans

- Setting and implementing goals - Writing a project or personal plan - ‘Going to’ and ‘will’ as used to describe plans

Unit 2 Corporate Machinery

- Company structures - Managing a client base - Managing workers

- Action verbs used to describe responsibilities - Vocabulary used to describe company and corporate organization

Unit 3 Decision

Making

- How to deal with difficult decisions - Politely expressing opinions, agreeing and disagreeing

- Modals such as should, ought to, must - Difference between mustn’t and don’t have to - Agreeing and disagreeing structures

Unit 4 Analysis

- Internet jargon - Analyzing short-term and long-term impact - Buying trends and behaviours - Analyzing opinion polls

- Comparisons, comparatives - Analysis vocabulary, - adverbs of degree - statistical vocabulary

Unit 5 Ideas

- Innovation and entrepreneurship - Suggesting new ideas and concepts - Brainstorming and questioning new ideas

- Stem words and word forms (ex: revolution, revolutionary, revolutionized). - 2nd conditional, as used when discussing possibilities

Unit 6 Progress

- Changes in communication - Overcoming difficulties in order to proceed - Moving from theories to practical use

- ‘used to’ to describe the past - Present perfect with past simple - Vocabulary- words to describe change (modernized, update, outdated)

Unit 7 Time And

Money

- Timing and schedules - Budgeting time and money - Describing project progress

- Present perfect continuous – used to describe items on a schedule that are presently underway - ‘still’ and ‘yet’ with present perfect in the negative - Future forms to describe intentions

Unit 8 Getting

Organized

- Arranging future plans - Confirming and changing arrangements - Rechecking and restating for clarification

- Describing time of day, week, month, season, year - Phrasal verbs and their synonyms associated with scheduling

Unit 9 Systems

- Describing how a system works or functions - Describing how machinery functions - Dangerous professions and precautions

- Passive forms to describe functions and procedures (ex: The ship can be manoeuvred) - Using prepositions of place to describe how things work

Unit 10 Workload

- Idea of success and pressure to succeed - Managing workload day-to-day - Personal services to lighten workload

- Reflexive verbs used to describe autonomy - To have something done for you

Unit 11 Location

- Offices’ geographic locations and climates - Describing an experiment - Real estate prices and property values - What is a climate? Not just used for weather

- Applying the word climate to non conventional ideas - Vocabulary for geography and the economic market -Verbs and phrasal verbs to describe graphs and data

Unit 12 Product

Services

- Requests for products and the services that come with them - Cost and quality comparison - Objective versus subjective comparisons

- Adverbs of degree - Verbs for requesting and responding - Vocabulary for dimensions and product description

Unit 13 Opportunity

- Considering opportunities - Presenting options - Ways to pursue opportunities

- Bulleted or abbreviated language - The more..., the more... - Past with past continuous - As soon as, until, once, when

Unit 14 Character &

Culture

-Moods and sentiments, and work climate - Mergers and acquisitions - Describing companies

- Adjectives that describe personal traits - Phrases: good at, capable of, eager to, reluctant to

Unit 15 News

- Presenting two sides to a story - Headlines Rumours

- Abbreviated language, understanding headlines Question tags- Passive language





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P R O G R A M MA D A L IV E L L O B1+ A L L IV E L L O B 2 – (A P P3B )

THEMES STRUCTURES

Unit 16

-Describing Market Trends -Risk Management

-Different degrees of success/failure -Certainty vs. uncertainty

Unit 17

-Making Predictions -Periods of Time -Words of Probability

-Future tense structures -Future continuous -Future perfect

Unit 18

-Giving Advice -Making Arrangements

-Making comparisons

Unit 19

-Writing emails -‘Small Talk’ phrases

-Abbreviations in emails

Unit 20

-Business Background -Company Problems -Looking at Past Business Situations

-Past Perfect -Past Perfect continuous -Business Verbs

Unit 21

-Making a Telephone Call -Opening/Closing Phrases

-Making Requests -Various levels of politeness

Unit 22

-Making a Requirement -Solving Problems

-Giving ‘reasons’ vocabulary -Gerunds

Unit 23

-Conducting a Meeting -Using an Agenda

-Phrasal verbs -Making polite requests

Unit 24

-Communication Processes -Reporting about Previous Decisions -Expressing Sentiments

-Reported Speech -Sentiments

Unit 25

-Describing Food -Talking about your Hobbies -Using Polite Phrases

-Using polite vocabulary

Unit 26

-Speaking about your Education -Speaking about your Career Experience

-Could/manage to /able to -Education/Professional vocabulary

Unit 27

-Giving a Presentation -Highlighting a Point

-Using contrastive vocabulary -‘Emphasizing’ vocabulary

Unit 28

-Rules, Laws, Regulations -Compliance to Laws -What if…?

-Legal vocabulary -2nd conditional with Were/Should

Unit 29

-Describing Experiences -Looking Back at Decisions -Managing a crisis

-Past vs. perfect tenses -Modal verbs

Unit 30

-Negotiating -Making Proposals -Agreeing/Confirming

-Negotiation vocabulary -Contract clauses





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P R O G R A M M A D A L I V E L L O B2 A L L I V E L L O B 2+ – ( A P P 4 A )

UNIT 1 TARGET FOCUS

1.1 Discussing general and specific objectives

Functions: Referring to initiatives and general objectives. Discussing the implementation of initiatives

Referring to measurable targets

Target Language: Language for discussing initiatives and objectives. Terms for discussing measurability

Theme: A continuous-improvement initiative

1.2 Explaining targets

Functions: Explaining specific targets

Target Language: Verbs for describing targets – Present Continuous and Present Simple usage

Theme: Setting targets for the continuous-improvement initiative

1.3 Assessing targets and expectations

Functions: Assessing the achievability of objectives. Discussing limitations

Target Language: Words and phrases for describing achievability, and their opposites. Idioms for referring to

objectives and expectations

Theme: Target overload

UNIT 2 PROBLEM-SOLVING

2.1 Focusing on problems

Functions: Drawing attention to problems. Referring to key issues. Referring to side issues

Target Language: Collocations: verbs and adjectives used with problem. Idioms for describing problems

Theme: Virtual teams

2.2 Considering solutions to problems

Functions: Focusing on possible solutions to problems. Assessing possible solutions to problems

Target Language: Collocations: verbs and phrases used with option(s). Words and phrases for discussing options


2.3 Reacting to suggestions

Functions: Expressing reactions to proposals. Emphasizing positive and negative reactions to proposals

Target Language: Phrases for reacting to proposals






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UNIT 3 MOVING FORWARD

3.1 Recommending courses of action

Functions: Suggesting action to be taken. Emphasizing the importance of action

Target Language: Cleft sentences

Theme: Core business and outsourcing

3.2 Building consensus

Functions: Referring to comments made by others

Target Language: Verbs and collocations for referring to comments made by others


3.3 Discussing commercial projects

Functions: Referring to stages of commercial processes

Target Language: 'Verbing' (using nouns as verbs)

Terms for referring to commercial processes


UNIT 4 TEAM DYNAMICS

4.1 Coordinating teamwork

Functions: Arranging contact with others. Reporting on plans and progress

Target Language: Phrasal verbs and phrases with get

Theme: Changing a meeting agenda

4.2 Communicating positively

Functions: Phrasing statements positively

Target Language: Words and phrases for adding a positive tone

Theme: The psychology of positive communication

4.3 Discussing team interaction

Functions: Describing how people interact. Discussing team problems

Target Language: Phrasal verbs and phrases with get. Words and expressions for describing team problems

Theme: Defining professionalism





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UNIT 5 KNOCKOUT PRESENTATIONS

5.1 Linking and contrasting arguments

Functions: Linking points and arguments. Contrasting opposing arguments

Target Language: Words and phrases for linking and contrasting

Theme: Acting versus presenting

5.2 Illustrating points

Functions: Using parallels to illustrate points. Simplifying and condensing

Target Language: Words and phrases for drawing parallels. Words and phrases for simplifying and condensing

Theme: The role of slides in presentations

5.3 Highlighting important points

Functions: Referring to obvious-but-important issues. Signaling especially important issues

Target Language: Phrases for referring to obviousness. especially, particularly, notably, chiefly and related phrases

Theme: Presentation training

UNIT 6 BUSINESS PROPOSITIONS

6.1 Pitching proposals

Functions: Using question-and-answer explanations. Linking subjective and objective arguments

Target Language: Words and phrases for linking answers to questions

Theme: Making pitches to potential investors

6.2 Asking probing questions

Functions: Asking sophisticated questions. Intensifying questions. Softening questions

Target Language: Question forms

Theme: Seeking funding for a new invention

6.3 Responding to proposals

Functions: Explaining thoughts on proposals. Qualifying degrees of agreement and disagreement

Target Language: Words to describe feelings about proposals. less than / not 100% / overly / more than a little +

adjective. Phrases for describing agreement and disagreement

Theme: Seeking funding for a new invention





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UNIT 7 SKILLS AND QUALITIES

7.1 Describing personal qualities

Functions: Describing personal qualities

Target Language: Personal qualities: nouns and related adjectives

Theme: Personal qualities of entrepreneurs

7.2 Assessing professional performance

Functions: Discussing acceptability and satisfaction

Target Language: Adjectives and opposites with prefixes un- and -in

Theme: Evaluating candidates in recruitment interviews

7.3 Discussing imaginary scenarios

Functions: Describing hypothetical scenarios

Target Language: Review of zero, 1st and 2nd conditional. Use of zero and first conditional in 'scenario discussions'

Theme: Behavioral interviews

UNIT 8 ORGANIZATIONS

8.1 Describing types of organization

Functions: Referring to specific types of organization. Categorizing organizations

Target Language: Terms and abbreviations for types of organizations

Theme: Different types of company in different countries

8.2 Assessing organizations

Functions: Describing positive and negative organizational characteristics

Target Language: Adjectives for assessing organizations, and prefixes for opposites

Theme: Assessing organizations as potential investments, and as suppliers

8.3 Weighing advantages and disadvantages

Functions: Discussing advantages. Discussing disadvantages

Target Language: Phrases for discussing and weighing advantages and disadvantages

Theme: Private-sector versus public-sector organizations





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UNIT 9 BEATING THE COMPETITION

9.1 Comparing competing products and services

Functions: Making emphatic comparisons. Describing degrees of quality. Describing price levels

Target Language: Idioms for making comparisons. Idioms for describing price and quality

Theme: Magazine reviews, investing in a new production line

9.2 Discussing competitive strategies

Functions: Describing similarities and differentiation. Discussing price competition

Target Language: Business competition: terms, phrases and idioms

Theme: Competing on price v differentiation

9.3 Making complex comparisons

Functions: Referring to specific criteria. Discussing comparable criteria

Target Language: Synonyms for criterion. Words and phrases for comparing criteria

Theme: Airline competition, Edward de Bono's 'surpetition'

UNIT 10 SEEDS OF SUCCESS

10.1 Discussing potential

Functions: Assessing potential

Target Language: potential – usage and phrases

Theme: Business potential of green energy

10.2 Describing growth and contraction

Functions: Describing empirical changes and trends

Target Language: Words, phrases and idioms for describing trends

Theme: Crocs

10.3 Explaining ideas

Functions: Describing the origins of ideas

Target Language: Words and phrases for discussing ideas

Theme: Jibbitz





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UNIT 11 PLANS AND SCHEDULES

11.1 Discussing priorities

Functions: Describing priorities. Contrasting ideal situations and real constraints

Target Language: Phrases related to priority. Phrases for referring to ideal situations

Theme: Scheduling a project at a chemicals plant

11.2 Discussing detailed schedules

Functions: Using specific scheduling terms. Explaining interrelationships between plans

Target Language: Schedule terminology. Words for describing interdependence

Theme: Critical Path Analysis

11.3 Stressing important points

Functions: Stressing important points verbally. Stressing important points in writing

Target Language: Words and phrases for stressing important points verbally. Words and phrases for stressing

important points in writing

Theme: Planning the design phase of a project

UNIT 12 WHEELS IN MOTION

12.1 Discussing work in progress

Functions: Referring to ongoing activities. Referring to the current state of affairs

Target Language: Words and phrases for referring to the present

Theme: Opening a new sales office

12.2 Discussing planned progress

Functions: Referring to future points in time. Discussing targets in relation to future timeframes

Target Language: Review of future perfect and future continuous tenses. Phrases for referring to future points in time

Theme: A publishing schedule

12.3 Reporting on progress

Functions: Describing tasks currently being completed. Discussing delays

Target Language: Phrasal verbs and word pairs relating to progress

Theme: Publishing schedule problems





14

UNIT 13 POLICY AND CULTURE

13.1 Describing controls and restrictions

Functions: Describing authority limits. Describing restrictive measures

Target Language: Controls and restrictions: verbs and nouns

Theme: Security of information

13.2 Discussing causes and effects

Functions: Discussing causes. Discussing effects. Referring to sources of motivation

Target Language: Verbs to describe influences and motivation + to ... / + from ...ing

Theme: Effects of open-plan offices on communication

13.3 Discussing codes of conduct

Functions: Describing cultural behavior. Describing personal judgments

Target Language: Passive forms for describing attitudes and judgments. Idioms and collocations for describing

attitudes and judgments

Theme: Cultural attitudes to working hours

UNIT 14 ECONOMIC REALITY

14.1 Referring to economic variables

Functions: Referring to specific economic variables. Referring to sectors of the economy

Target Language: Economic vocabulary

Theme: Business news

14.2 Discussing the economic climate

Functions: Referring to points in the economic cycle. Describing changes in the economic climate

Target Language: Language for describing economic ups and downs

Theme: Economic history from the dotcom boom to the subprime mortgage crisis

14.3 Discussing strategic responses

Functions: Describing strategic reactions

Target Language: Phrasal verbs: strategic changes

Theme: Reacting to a downturn, determining the location of a new plant





15

UNIT 15 ROLES AND RESPONSIBILITIES

15.1 Describing responsibilities and functions

Functions: Describing professional functions

Target Language: Verbs and phrasal verbs for describing professional functions

Theme: Appointing a new director to push through change

15.2 Attributing and interpreting job titles

Functions: Transforming descriptive language into titles. Understanding inferences of specific titles

Target Language: Suffixes in job titles: -er, -or, -ant, -ist. Common job titles

Theme: Embellishing job titles

15.3 Discussing time-management issues

Functions: Discussing time commitments. Discussing time-management strategies

Target Language: Time-management phrases

Theme: Juggling commitments

P R O G R A M M A D A L I V E L L O B2 + A L L I V E L L O C 1 – ( A P P 4 B )

UNIT 16 GREEN CREDENTIALS

16.1 Discussing environmental issues

Functions: Referring to types of environmental problem

Target Language: Environmental vocabulary – word forms

Theme: The corporate challenge of becoming greener

16.2 Describing attitudes

Functions: Discussing awareness of and concerns about problems

Describing degrees of conviction and skepticism

Referring to willingness

Target Language: Adjectives and nouns for describing attitudes

Theme: Customers' attitudes to eco-friendliness

16.3 Explaining corporate policies

Functions: Describing policy aims and principles

Target Language: Verbs commonly used in policy statements

Theme: BHP Billiton 'Zero Harm' policy





16

UNIT 17 VALUE

17.1 Discussing values and prices

Functions: Discussing market prices

Discussing value relative to price

Target Language: Phrases and idioms for describing values and prices

Theme: Prices in Monaco

17.2 Emphasizing high and low prices

Functions: Referring to high and low prices emphatically

Target Language: Idioms for describing high and low prices

Theme: Emerging tourist destinations

17.3 Discussing influential factors

Functions: Referring to positive and negative influences

Target Language: Verbs for referring to positive and negative influences

Theme: Buying real-estate in sunny locations

UNIT 18 COMPLEXITY

18.1 Describing learning processes

Functions: Describing learning and adaptation processes

Target Language: Words and phrases for describing learning and adaptation

Theme: The learning implications of software upgrades

18.2 Discussing similarities and differences

Functions: Describing common features. Describing similarities. Describing differences

Target Language: Phrases and collocations for describing similarities

Phrases and collocations for describing differences

Theme: Product commonality

18.3 Assessing clarity of information

Functions: Discussing the clarity of information

Discussing coherence and incoherence of information

Target Language: Words and phrases for referring to clarity and coherence

Theme: Clarity of instructions in manuals





17

UNIT 19 EXPOSURE

19.1 Discussing threats to businesses

Functions: Discussing categories of business threat. Discussing specific business threats

Target Language: Phrases and structures with threat, risk and danger

Theme: PEST analysis

19.2 Quantifying risks

Functions: Describing degrees of risk. Discussing vulnerability

Target Language: Nouns and verbs related to vulnerability. Adjectives for quantifying risk

Theme: Disaster planning

19.3 Discussing risk strategies

Functions: Discussing degrees of risk exposure

Explaining risk-management strategies

Target Language: Vocabulary and phrases for describing risk exposure

Vocabulary and phrases for describing risk management

Theme: Hedging

UNIT 20 WORKING LIFE

20.1 Discussing feelings about work

Functions: Discussing positive and negative feelings about work

Discussing positive and negative characteristics of work

Target Language: Adjectives for describing feelings about work. Adjectives for describing the characteristics of work

Theme: General Social Survey data on job satisfaction

20.2 Describing memorable professional experiences

Functions: Describing perceptions of experiences

Target Language: Compound adjectives for describing experiences. Phrases with time for describing experiences

Theme: Positives and negatives of working internationally

20.3 Discussing professional aspirations

Functions: Discussing aspirations. Discussing personal priorities

Target Language: Words and phrases for describing short- and long-term aspirations

Theme: Career change





18

UNIT 21 CHANGE

21.1 Describing previous eras

Functions: Referring to past events and situations

Target Language: Review of past and perfect tenses. would = used to. Phrases for referring to the past

Theme: Business in the 1980s

21.2 Discussing how things have changed

Functions: Describing changes over time. Contrasting past and present situations

Target Language: any/no longer, any more and related phrases. Phrases for referring to present situations

Theme: Contrasting past and contemporary business attitudes

21.3 Describing ongoing changes

Functions: Describing changes currently underway

Target Language: Phrases for describing ongoing changes

Theme: Executive pay

UNIT 22 MANAGING PEOPLE

22.1 Discussing management functions

Functions: Describing different aspects of management

Target Language: Verbs and expressions for referring to aspects of jobs

Idioms relating to details

Theme: The multifaceted role of the international manager

22.2 Describing cultural orientation and motivation

Functions: Describing sources of motivation. Describing cultural orientations

Target Language: Compound adjectives for describing motivation and culture

Verbs for describing motivation and culture

Theme: Sales force motivation

22.3 Describing management styles

Functions: Describing styles adopted by managers

Describing employees' behavior towards managers

Target Language: Words and phrases for describing management styles

Theme: Contrasting management styles





19

UNIT 23 MATTERS OF OPINION

23.1 Referring to opinions

Functions: Discussing issues relating to opinions

Target Language: Collocations with opinion

Theme: Truths about opinions

23.2 Discussing collective opinions

Functions: Referring to public opinion. Referring to consensus of opinion

Target Language: Phrases for referring to collective opinion

Theme: Focus groups

23.3 Expressing opinions

Functions: Expressing opinions and impressions. Discussing expectations

Target Language: Phrases for expressing opinions and impressions

Phrases for discussing expectations

Theme: Interpreting focus group feedback

UNIT 24 AGREEING AND DISAGREEING

24.1 Discussing support and opposition

Functions: Describing degrees of support and opposition

Referring to majority and minority positions

Target Language: Words and phrases for describing support and opposition

Words and phrases for describing majority and minority views

Theme: A flexitime initiative

24.2 Expressing agreement and disagreement

Functions: Expressing varying degrees of agreement and disagreement

Target Language: Phrases for expressing degrees of agreement and disagreement

Theme: Evaluating flexitime

24.3 Describing agreement and disagreement

Functions: Summing up states of agreement and disagreement

Reporting on the progress of negotiations

Target Language: Phrases for describing agreement and disagreement

Phrases for describing ongoing negotiations

Theme: Trade union negotiations





20

UNIT 25 DOING DEALS

25.1 Discussing offers and bids

Functions: Describing bidding processes. Discussing formal tendering procedures

Target Language: Words and phrases for referring to commercial bidding

Theme: Formal bidding procedures

25.2 Describing negotiating strategies

Functions: Describing negotiating styles and tactics

Target Language: Words and phrases for describing negotiating strategies

Theme: Factors that influence negotiations

25.3 Discussing trust and reliability

Functions: Discussing trustworthiness. Discussing reliability track records

Target Language: Words and phrases for describing dependability

Theme: Assessing suppliers' track records

UNIT 26 SELLING

26.1 Discussing selling points

Functions: Referring to examples which illustrate selling points

Talking through multiple selling points

Target Language: Phrases for referring to examples and imaginary contexts

Phrases for introducing additional points

Theme: Investment alert service proposal

26.2 Questioning potential benefits

Functions: Questioning potential benefits and advantages

Target Language: Phrases for questioning benefits and advantages

Theme: Criticisms of investment alert service

26.3 Making tentative suggestions

Functions: Making suggestions consultatively

Target Language: Phrases for making tentative suggestions

Theme: Alternative investment alert service proposal





21

UNIT 27 COMPLAINTS

27.1 Describing unsatisfactory situations

Functions: Referring to standards of work

Referring to unsatisfactory standards

Target Language: Phrases for describing standards

Theme: A quality problem

27.2 Complaining politely

Functions: Expressing complaints politely

Target Language: Words and phrases for softening complaints


27.3 Complaining forcefully

Functions: Expressing forceful complaints verbally

Expressing forceful complaints in writing

Target Language: Words and phrases for making strong complaints verbally

Words and phrases for making strong complaints in writing


UNIT 28 GETTING IT WRONG

28.1 Explaining reasons for mistakes

Functions: Referring to types of mistake. Explaining why mistakes occurred

Target Language: Words, relating to mistakes, with the prefixes mis, over, under, ill-

Theme: Common reasons for business mistakes

28.2 Discussing disappointing outcomes

Functions: Discussing outcomes in the light of expectations

Target Language: Words and phrases for referring to expectations and outcomes

not + positive adjective for describing negative situations

not + negative adjective for describing positive situations

Theme: Disappointing sales figures

28.3 Analyzing past mistakes

Functions: Discussing past mistakes with the benefit of hindsight

Target Language: Review of the third conditional. Phrases commonly used with the third conditional

Formal and informal phrases for applying hindsight

Theme: An unsuccessful hotel development





22

UNIT 29 FORESIGHT

29.1 Referring to forecasts

Functions: Referring to predictions and projections

Target Language: Words relating to forecasts

Theme: The art and science of forecasting

29.2 Referring to the future

Functions: Referring to the future generally. Referring to the near future

Target Language: Phrases containing the word future

Theme: The role of futurologists

29.3 Discussing forecasts

Functions: Discussing degrees of likelihood in forecasts

Target Language: Phrases for referring to likelihood

Theme: A futurologist's predictions

UNIT 30 COMMUNICATION STRATEGY

30.1 Explaining communication objectives

Functions: Describing communication processes and objectives

Target Language: Verbs for describing communication functions

Theme: Business communication channels

30.2 Discussing communication effectiveness

Functions: Referring to understanding and misunderstanding

Target Language: Idioms for referring to understanding and misunderstanding

Theme: Communicating with non-native English speakers

30.3 Describing communication styles

Functions: Describing direct styles of communication

Describing diplomatic styles of communication

Target Language: Words and idioms for describing styles of communication

Theme: Straight-talking versus diplomacy





23

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : LE R IUN IONI

Managing Successful Meetings

Destinato a coloro che in azienda sono chiamati a condurre o intervenire in modo attivo a riunioni decisionali condotte in lingua inglese, a coloro che lavorano in team con colleghi stranieri ed hanno frequenti occasioni di incontri operativi con clienti e fornitori esteri. Le riunioni e, più generalmente, il lavoro in team sono la quotidianità in azienda per ogni ruolo. Ancor di più per i ruoli direttivi.

Gli obiettivi

Lo scopo di questo programma è di fornire ai partecipanti gli strumenti comunicativi necessari per essere preparati :

ad affrontare queste occasioni utilizzando la lingua inglese in modo efficace e concreto a condividere idee e costruire insieme decisioni e risultati a esprimere il proprio pensiero in modo autorevole e sintetico a difendere i propri punti di vista e le proprie azioni a raccogliere il consenso del gruppo di lavoro a individuare e valorizzare i suggerimenti utili a ottenere decisioni chiare e condivise

Il programma trasferisce in altra lingua l’autorevolezza linguistica per mettere in azione skills comportamentali e gestionali già acquisite dai partecipanti, allenandoli, attraverso role plays in simulazione di contesti autentici, ad utilizzare in modo spontaneo e sicuro i modi di esprimersi adeguati alla situazione, con un linguaggio versatile ed autentico.

Le Competenze finali

Dopo l'azione formativa il corsista sarà più sicuro nella socialità, è importante rompere il ghiaccio quanto passare da un punto dell’ordine del giorno al successivo. Potrà efficacemente e cortesemente esprimere critiche ed apprezzamenti, argomentare, sottolineare, riassumere conclusioni, rispondere alle obiezioni, evitare con delicatezza argomenti sensibili o gestire comportamenti inappropriati e poco cortesi. Saprà proporre alternative in modo convincente, persuadere, interrompere cortesemente o dissentire in modo diplomatico; sarà in grado di sollecitare contributi, raggiungere il consenso e di stendere un verbale di riunione efficacemente.





24

I Contenuti di Managing successful Meetings U

NIT

1

Key Point 1 Discussing meeting objectives and formats. Levels of formality. Informational meetings. Problem-solving meetings. Instructional meetings. Planning meetings. Objectives and formats.

Key Point 2 Strategies for leading meetings effectively. Distinguishing leadership roles. Managing questions and answers. The role of the leader.

Key Point 3 Bylaws and procedures for formal meetings. Submitting a motion for consideration. Debating the motion. Objecting. Voting on a formal motion. Adjourning the meeting. Rules and bylaws.

UN

IT 2

Key Point 4 Greeting people. Asking names. Making introductions. Describing job positions and functions. Breaking the ice.

Key Point 5 Asking about and discussing recent events. Reporting personal news. Preparing for a meeting. Discussing follow-up action. Small talk.

Key Point 6

Identifying inappropriate topics of discussion in the workplace. Distinguishing between safe and dangerous small talk. Strategies for avoiding sensitive subjects. Avoiding sensitive subjects

UN

IT 3

Key Point 7 Establishing the meeting’s goals. Prioritizing the issues. Consulting with others. Confirming details. Setting the agenda.

Key Point 8

Taking control of the discussion. Losing and regaining control. Asking for input. Thanking others for their input. Steering the meeting.

Key Point 9 Keeping track of time. Moving to the next item. Providing feedback. Speeding up the discussion. Tabling an issue. Determining irrelevant subjects. Staying on track.

UN

IT 4

Key Point 10 Presenting information. Reporting results. Describing data. Discussing statistics. Reporting facts.

Key Point 11 Verifying information. Requesting additional details. Expressing confusion and uncertainty. Repeating and rephrasing. Clarifying points. Verifying and clarifying.

Key Point 12 Reviewing and summarizing facts. Identifying key points and main ideas. Formulating conclusions. Drawing conclusions.

UN

IT 5

Key Point 13 Making a proposal. Presenting and explaining an action plan. Explaining details and fine points. Discussing an action plan.

Key Point 14 Disagreeing. Handling disagreement. Criticizing a proposal. Justifying criticism. Accepting criticism. Defending a position. Expressing disagreement.

Key Point 15 Reviewing the details of a plan. Voting on a plan. Persuading others. Building consensus. Reaching a compromise. Breaking a deadlock.

UN

IT 6

Key Point 16 Interrupting. Dealing with interruptions. Restoring order. Getting back into the discussion. Asserting authority. Handling interruptions.

Key Point 17 Talking about emergencies and other unexpected events. Reacting to emergencies and surprises. Postponing meetings. Emergencies.

Key Point 18 Preventing rude, offensive or inappropriate conduct. Avoiding social mistakes. Respecting etiquette. Understanding the importance of non-verbal communication. Inappropriate conduct.





25

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : LA S CRITT URA

Business writing

Con l 'a f fe rmars i de l la re te e de l la posta e le t t ron ica è c resc iu ta l ' impor tanza d i ques to aspet to de l la comunicaz ione in l ingua ing lese. Tu t t i i n az ienda devono g io rna lmente legge re documen t i d i d ivers i t ip i , mo l t iss imi devono quot id ianamente red igere me ssagg i b rev i , mo l t i hanno la r esponsab i l i t à de l la s tesura d i rappor t i comp less i , o f fe r te , cont ra t t i .

Gli obiettivi

Lo scopo d i questo programma è d i f o rn i re a i par tec ipant i g l i s t rument i comun ica t iv i necessar i per essere prepara t i a r ed igere i n modo pro fess iona le comun icaz ion i scr i t te e a in te rpre tar le in fase d i le t tu ra . I l p rogramma a l l ena i par tec ipan t i a :

Scr i vere per fa rs i l eggere Af f inare la sens ib i l i t à l ingu is t i ca a l tono ada t to ad ogn i d i ver so contes to Percep i re i n modo co r re t to i l va lo re seman t i co de i t e rmin i Impadron i r s i de i s ign i f ica t i so t t i l i e s imbo l i c i


Dopo l 'az ione fo rmat iv a i l cors is ta sarà in g rado d i cos t ru i r e una comun icaz ione scr i t ta cor re t ta ed e f f icace . I n par t ico la re d i red igere l e t t e re , rappor t i , e ma i l , f ax , messagg i b rev i o comp less i u t i l i z zando un l inguagg io appropr ia to ad ogn i contes to az ienda le .





26

I Contenuti di Business Writing advanced

UN

IT 1

E

MA

ILS

Letters, reports, proposals, memoranda, faxes and notes

Reviewing and discussing different forms of written business communication, their purposes and contexts.

Letters of invitation and thank you letters

Analysing format and generic features of letters. Considering the importance of appropriate salutations and close in letters. Developing appropriate individual style.

Letter following up interviews

Planning and structuring letters. Ensuring clarity and achievement of aim. Corporate culture and written style.

UN

IT 2

L

ET

TE

RS

AN

D

ME

MO

S

Complaint about training.

Writing letters of complaint. Discussing aims and planning content.

Response to a letter of complaint.

Discussing strategic approach. Planning and writing ‘delicate’ responses. Choosing an appropriate tone.

Disciplinary letter.

Discussing situations where strong messages may be necessary. Ensuring clarity in content and language.

UN

IT 3

C

OM

PL

EX

LE

TT

ER

S

Short report on new member of staff

Review the purpose, format and style of reports and proposals. Defining the aim. Planning and structuring reports. Dividing the report into clear sections.

Proposal for team building activities.

Choosing an appropriate title. Writing clear introductions and executive summaries.

Short report on survey results

Analysing the function of linking words. Building an argument through the use of linking words. The importance of the conclusion.

UN

IT 4

R

EP

OR

TS

AN

D

PR

OP

OS

AL

S

Sections from a longer report.

Planning and structuring longer reports. Further work on linking words and development of arguments.

Report needing improvement.

Editing and improving style. Identifying and eliminating errors. Cutting and expanding text.

Samples of a range of reports.

Analysing and learning from sample texts. Considering achievement of aims and quality and style of language.

UN

IT 5

AG

EN

DA

S

AN

D M

INU

TE

S

Memorandum on standing procedures

Reviewing the purpose of memoranda and contexts of use. Considering the style in relation to the corporate context, writer and reader.

Fax

Faxes. Discussing when faxes are used and considering the style(s) used.

Notes Notes. Reviewing reasons for writing notes.

UN

IT 6

E

FF

EC

TIV

E

BU

SIN

ES

S W

RIT

ING

Letters and memoranda

Relational work, strategy and the use of appropriate language and style. Review of issues concerning English as a lingua franca.

Letters and notes

Avoiding pitfalls in written business communication. Political correctness.

Short sections from a range of text types.

Developing individual style within the constraints of generic forms of written communication and corporate culture.





27

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : IL NEG OZI ATO

Negotiating

Dest ina to a co lo ro che devono a f f ron tare negoz ia t i i n te rn i o es tern i per o t tenere i r isu l t a t i m ig l io r i per l ' az ienda e per sé s tess i . Un momento mol to de l ica to ne l l 'a t t i v i tà p ro fess iona le per mol t i ruo l i i n az ienda è que l lo de l l a con t ra t taz ione ; che s i t ra t t i d i d i re t to r i commerc ia l i , deg l i acqu is t i , o de l le r iso rse umane , l 'a r te d i g iungere ad un accordo van tagg ioso per l e par t i è essenz ia le a l lo sv i luppo de l l e a t t iv i tà o rgan izza te .

Gli obiettivi

Lo scopo d i questo programma è d i f o rn i re a i par tec ipant i g l i s t rument i comun ica t iv i necessar i per essere prepara t i :

ad a f f ron ta re queste occas ion i u t i l i z zando la l ingua ing lese in modo auto revo le e concre to a fo rmu lare e r i f o rmu lare l e p ro poste e va lu tare le conseguenze e l e cond iz ion i ad usare d ip lomaz ia ne i r i f iu t i e ne l l 'eserc i ta re press ione a ch iudere g l i accord i e f f i cacemente

Durante l e l ez ion i ver ranno a f f ron ta t i ed ana l i zza t i i var i momen t i d i una con t ra t taz ione per permet tere a i par tec ipant i d i e laborare ed ass imi la re un l inguagg io p iù appropr ia to ed esp ress ion i id iomat iche p iù consone a l caso. In ques to modo i cor s i s t i sper imen teranno ed ana l izzeranno con i l docente i punt i f o r t i e debo l i de l la l o ro per fo rmance. I l p rogramma t r a s fer i sce in a l t ra l ingua l ’ au torevo lezza l ingu is t ica per met te re in az ione sk i l l s compor tamenta l i e ges t iona l i g ià ben ch iare a i par tec ipant i , a l lenando l i , a t t raverso ro le p lays in s imulaz ione d i con tes t i au tent ic i , a u t i l i zzare in modo spon taneo e s icuro i mod i d i espr imers i adegua t i a l l a s i t uaz ione, con un l i nguagg io genu ino e versa t i l e .


Dopo l 'az ione fo rmat iva i l cors is ta sarà in g rado d i f o rmu lare con magg iore s i curezza r i ch ies te e o f fe r te , d i r i f iu ta re in modo d ip lomat i co e cor tese una propos ta , saprà essere propos i t i vo e persuas ivo e ch iudere g l i accord i con m ig l io ra ta e f f i cac ia .





28

I Contenuti di Negotiating

UN

IT 1

SE

TT

ING

TH

E S

CE

NE

G R E E T I N G S A N D

I N T R O D U C T I O N S Ben ve nu to , s a lu t i , r i ng raz ia me nt i , p rese n t az i on i , de f i n i z i on e d e i r uo l i .

F I R S T I M P R E S S I O N S Esp or re pu n t i d i v i s t a pe rs on a l i , es pr i me re acc ordo s u pu n t i d i v i s t a d i a l t r i .

A G R R E E I N G O N G O A L S A N D

P R O C E D U R E S Age n da d e l ne goz i a t o e s ue p roc ed ure . Ch i a r i r e e s o t to l i ne are i p un t i esse nz ia l i .

UN

IT 2

GE

TT

ING

UN

DE

RW

AY

C H E C K I N G O N R E Q U I R E M E N T S Do ma nd e e r i s pos te s u i b i so gn i . L ' es p l i c i t az io n e e l a c on fe rm a de l l e r i ch i es te

C O N F I R M I N G R E Q U I R E M E N T S

R i f o rm u la re p e r c on fe rma , s em p l i f i c a re , r i f e r i rs i a p un t i g i à t ra t t a t i .

A G R E E I N G O N F O L L O W U P

A C T I O N Te rmin a re l a d i sc uss i on e ac cord an dos i su u na p rop os t a , s t ab i l i re t e rm i n i te mp ora l i , m e t te rs i d ' acc ord o pe r c on ta t t i f u t u r i .

UN

IT 3

TH

E

BA

RG

AIN

ING

PH

AS

E

P U T T I N G F O R W A R D

P R O P O S A L S R i ch i ed e re e f o rm u la re p rop os t e . Esp or re i p re zz i .

C O U N T E R P R O P O S A L S A N D

C O N D I T I O N S Fa re c on t ro p ro pos te , po r re c on d i z i o n i . Re ag i r e a c on t ro prop os te e con d i z i o n i .

A C C E P T I N G A N D R E J E C T I N G

P R O P O S A L S Co me t en e re co n t o de l l e p ro pos te e d e l l e co nd i z i o n i , c o me acc e t ta re o r i f i u t a re .

UN

IT 4

OV

ER

CO

MIN

G

OB

ST

AC

LE

S

F O C U S I N G O N P R O B L E M S Co me f oca l i zza re i p ro b le mi e p rop o r re so l uz io n i . Co me a rgo me nt a re i l d i sse n so

P R O P O S I N G S O L U T I O N S

Co me p rop o r re s o l uz io n i ed ap procc i a l te rn a t i v i . Su gg e r i re co m prom ess i .

E X E R T I N G P R E S S U R E Ese rc i t a t e p ress i on e . Co me da re u n u l t i ma tu m. Ch i a r i r e l e p rop r i e pos i z i on i n e l ne go z ia to .

UN

IT 5

CL

INC

HIN

G T

HE

DE

AL

S U M M A R I Z I N G P R O G R E S S R iass u me re g l i ac co rd i ra gg i un t i . Ev id en z ia re i pu n t i d i d i sacco rdo e desc r i v e re l e az i on i n eces sa r i e a su pe ra r l i .

A G R E E M E N T A N D

C O N C L U D I N G A C T I O N Co me ra gg i un ge re l ' acc ordo e c h iu de r l o c on fe rma nd o lo .

C O N F I R M A T I O N O F

A G R E E M E N T Co me r i ch i ed e re e r e d ig ere con fe rme sc r i t t e .

UN

IT 6

NE

GO

TIA

TIN

G

SK

ILL

S

P R E P A R A T I O N A N D S T R A T E G Y P rep a raz i on e e s t ra te g ia d e l n eg oz ia to

N E G O T I A T I N G T E C H N I Q U E S Tecn i c he d i n eg oz ia z io ne

I N T E R P R E T I N G S I G N A L S A N D

B O D Y L A N G U A G E I n t e rp re t az io ne d e i s eg n a l i , l i ng ua gg i o de l co rpo





29

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : P ARLARE I N PUBBLI CO

Presentations

Dest ina to a co lo ro che in svar ia t i ruo l i s iano ch iama t i a fa re una presentaz ione d i un proge t to ad un gruppo d i co l legh i , a l managemen t , a i c l ien t i , a par la re in pubb l i co durante event i e congress i e rappresen tare la pos iz ione az ienda le su i med ia . Ta l i occas ion i f o rmano par te essenz ia le de i p rocess i az ienda l i d i comun icaz ione e presa d i dec i s ion i , p repa ra te e f f i cacemente possono fa re d i una propos ta un successo.

Gli obiettivi

Lo scopo d i questo programma è d i f o rn i re a i par tec ipant i g l i s t rument i com un ica t iv i necessar i per essere prepara t i a :

descr i vere i p ropr i p roge t t i so t to l i neandone i pun t i d i fo r za par la re in pubb l ico d i f ron te ad un 'aud ience a t t iva conv ince re l 'ud i to r io con espress ion i appropr ia te ges t i re con d ip lomaz ia l e eventua l i ob iez ion i

I l p rogramma t r as fer i sce in a l t ra l ingua l ’ au torevo lezza l ingu is t ica per met te re in az ione sk i l l s compor tamenta l i e ges t iona l i g ià ben ch iare a i par tec ipant i , a l lenando l i , a t t raverso ro le p lays in s imulaz ione d i con tes t i au tent ic i , ad u t i l i zzare in modo spontaneo e s icuro i mod i d i espr imers i adegua t i a l l a s i t uaz ione, con un l i nguagg io versa t i le ed au ten t ico .


Dopo l 'az ione fo rmat iva i l cors is ta sarà s i curo e ch ia ro ne l l 'espo r re un proget to davan t i a g rupp i d i persone , saprà d i fend e re l a sua op in ione in modo d ip lomat ico anche in presenza d i ob iez ion i o c r i t i che , mantenere des ta l ’ a t t enz ione de l l ’ ud i to r io , sarà i n g rado d i r i assumere le argomentaz ion i e congedars i cor re t tamen te da l l ' ud i to r io .





30

I Contenuti di Presentations

UN

IT 1

IN

TR

OD

UC

TIO

N

AN

D O

VE

RV

IEW

O P E N I N G R E M A R K S Ben ve nu to e r i ng raz ia m en t i . Co me i n i z i a re i l d i sco rs o .

O P E N I N G I N T R O D U C T I O N S Prese n t a rs i e p res en ta re g l i i n t e rv e nu t i . Le ss i co d e i s uss id i au d iov i s i v i e mu l t im ed i a l i .

G I V I N G A N O V E R V I E W Del i ne a re i c on te nu t i e g l i o b ie t t i v i d e l d i sco rs o .

UN

IT 2

SE

QU

EN

CIN

G

AN

D S

TR

UC

TU

RIN

G

M A K I N G A P R E S E N T A T I O N

F L O W Co me re nd e re f l u i d o un d i sc ors o . A f f r on ta re , r i nv ia re e c h iu de re g l i a rgo me nt i .

R E I N F O R C I N G A N D

D I S G R E S S I N G Ri f e r i rs i a p un t i g i à es p os t i , cam b ia re a rgo m en to

C O N C L U D I N G R E M A R K S com e r i assu me re g l i a rg om e nt i e c h i ud ere i l d i s co rs o .

UN

IT 3

MA

NA

GIN

G

IMP

AC

T

C O M P A R I N G A N D

C O N T R A S T I N G Pa ra go na re e me t t e re i n co n t rap po s i z i o ne g l i e l em en t i .

H I G H L I G H T I N G A N D

R E F O R M U L A T I N G Sot to l i ne a re p un t i i mp o r t an t i . Co me r i fo rmu l a re o se mp l i f i ca re a rgo m en taz i on i .

I N T E N S I F Y I N G Co me e n f a t i zz a re u n e le m en to , co m e r i b ad i r e un ' a rg om e nt az io ne .

UN

IT 4

FA

CT

S A

ND

FIG

UR

ES

D E S C R I B I N G T R E N D S Desc r i v e re u na t en de nz a , de sc r i v e re va r i g ra d i d i un m ut am en to .

U S I N G V I S U A L A I D S Usa re g l i e l e me nt i v i su a l i . L ess i co d e i g ra f i c i , co me u t i l i z za r l i pe r t ra r re conc l us io n i .

E X P L A I N I N G R E S U L T S A N D

C O N S E Q U E N C E S Desc r i v e re ca us e e c ons eg u enz e , sp i eg a re r i su l ta t i .

UN

IT 5

AU

DIE

NC

E

INT

ER

AC

TIO

N

D E A L I N G W I T H Q U E S T I O N S Ges t i r e l e do ma nd e. Ch i ed ere c h ia r i me nt i . R i f o rm u la re l a d om an da con t ro l l a n do l a co r re t t a c om pren s io ne . Ch i ed e re co n f e rm a.

I N V O L V I N G T H E A U D I E N C E Coi nvo l g ere l ' u d i to r i o fac en d o do ma nd e. Co me i nv i ta re l ' ud i to r i o a pa r t ec i pa re . Com e p ro po r re un a v o t az io ne .

M A N A G I N G I N T E R R U P T I O N S I n t e r ruz i on i e o b iez i on i . R i m an da re l e r i sp os t e . Es p r im e re s i mp at i a pe r i pu n t i d i v i s t a de l l ' ud i to r i o . S eg na l a re l i m i t i d i t em p o.

UN

IT 6

PR

ES

EN

TA

TIO

N

SK

ILL

S

P R E P A R I N G F O R A

P R E S E N T A T I O N Prep a ra re u n a p res en t az i on e

I N T E R N A T I O N A L

P R E S E N T A T I O N S Focus su u n ud i to r i o i n t e rna z ion a le e d e t e ro ge ne o . L e d i f fe renz e c u l t u ra l i .

G E T T I N G T H E M E S S A G E

A C R O S S Co me f a r pass a re i l mess ag g io





31

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : LA F I NANZ A

Finance

Dest ina to a co lo ro che in az ienda hanno la r esponsab i l i tà de l la ges t ione economica e f inanz iar ia , ad opera to r i d i a l t o l i ve l lo ne l campo de i serv iz i f inanz ia r i che devono eserc i ta re ta le funz ione in un amb ien te in te rnaz iona le in cu i s i comunica in i ng lese . Idea le per i d i r e t t o r i f inanz iar i , i responsab i l i d i ges t ione deg l i inves t iment i , i p ro fess ion is t i de l mercato az ionar io e de l se t to re bancar io .

Gli obiettivi

Lo scopo d i questo programma è d i f o rn i re a i par tec ipant i , g ià esper t i de l la funz ione, g l i s t rument i per comunicare e f f i cacemente ne l le vere s i tuaz ion i p ro fess iona l i a l lenando l i a l l ’uso d i un l inguagg io versat i l e e genu ino basato su scenar i rea l i s t ic i e in te ressan t i . In par t ico la re saranno prepara t i :

A descr ivere e d iscu tere l e cara t te r is t iche d i serv iz i f i n anz iar i , p res t i t i , mu tu i Leggere , ana l i zzare , commentare b i lanc i e repor t co l l ega t i Trat ta re i t em i re la t i v i a l la borsa e quotaz ion i az iona r ie Discutere de i tem i de l r i sch io e oppor tun i tà Muovers i con s icurezza ne l reper i re ed in te rpre tare l e i n fo rmaz ion i fondamenta l i su l l e per fo rmance Leggere dat i e d iscu terne in base ag l i ind ica tor i economic i p iù u t i l i zza t i Espr imere prev is ion i su l le conseguenze f i nanz iar ie de l l e dec is ion i ne i d ivers i scenar i poss ib i l i .

I l p rogramma t r as fer i sce in a l t ra l ingua l ’ au tor evo lezza l ingu is t ica per met te re in az ione sk i l l s compor tamenta l i e ges t iona l i g ià ben ch iare a i par tec ipant i , a l lenando l i , a t t raverso ro le p lays in s imulaz ione d i con tes t i au tent ic i , ad u t i l i zzare i n modo spontaneo e s i curo i mod i d i espr imers i p iù adeguat i , con un l inguagg io genu ino ed au ten t i co .


Dopo l 'az ione fo rmat iva i l cors is ta s i sent i rà s icuro ne l l ’a f f ron tare i l suo ruo lo i n l ingua ing lese ; po t rà ef f icacemen te argomen tare , so t to l i neare , r iassumere conc lus ion i , r ispondere ad ob iez ion i in mer i to a temi p ro fess iona l i compless i u t i l i z zando un l i nguagg io d i se t to re au ten t i co ed agg iorna to .





32

I C ONT ENUTI D I INL IN GUA F INAN CE

FIN

AN

CIA

L

SE

RV

ICE

S

B A N K A C C O U NT S Descr ib ing bank ing se rv ices , bank -account t ransact ions D iscuss ing bank ing requ i remen ts

L O A N S Descr ib ing bor row ing requ i rements . Unders tand ing te rms and cond i t ions o f loan agreements

P E R S O N AL W E A L T H Descr ib ing types o f i nvestment . D iscuss ing requ i rements wi th regard to l iqu id i t y and r i sk . Investment per fo rmance.

CO

RP

OR

AT

E F

INA

NC

E A S S E T S A N D L IA B IL IT I E S Analyz ing ba lance shee ts . D iscuss ing a company ’s f i nanc ia l

pos i t ion .

C O R P O R AT E D E B T Discuss ing opt ions fo r r is i ng f inance. Cred i twor th iness. Ana lyz ing bonds. Debt - co l la te ra l requ i rements .

E Q U IT Y Express ing v iews on share va lua t ions . D iscuss ing share i s sues and IPO ’s . Company ownersh ip and con t ro l .

FIN

AN

CIA

L

MA

NA

GE

ME

NT

F IN A N C IA L C O N T R O L Discuss ing spend ing p lans . Compar ing budgeted and ac tua l expend i tu re . Cash f low i ssues .

IN V E S T M E N T A P PR A IS A L Discuss ing the commerc ia l v iab i l i t y o f ventures . D iscuss ing inves tment appra i sa l ca l cu la t ions.

F IN A N C IA L P R O B L E MS Discuss ing cash f low prob lems. Prob lems w i th debtor s and cred i to rs . Inso lvency issues.

FIN

AN

CIA

L

RE

PO

RT

ING

E X T E R NA L R E P O R T IN G Unders tand ing and d i scuss ing income s ta tements . D iscuss ing tax i ssues .

IN T E R N A L R E P O RT IN G Discuss ing t rends and ra t i os . D iscuss ing breakdowns and components . Cost and pro f i t a t t r ibu t ion .

B U S IN E S S A N A L YS IS Analyz ing company -per fo rmance ind ica tor s . D iscuss ing market and bus iness -mode l charac ter is t ics .

MA

RK

ET

FO

RC

ES

E C O N O M IC IN D IC A T O R S Talk ing abou t economic cyc le . Refer r i ng to key economic ind ica tor s . Economic r i sks .

B U S IN E S S B E H A V IO R Discuss ing reasons beh ind bus iness s t r a teg ies . Cos t cont ro l . Mergers and acqu is i t ions .

M A R K E T S E NT IM E N T Discuss ing the mood o f f inanc ia l marke ts . Ta lk ing about expecta t ions. Compar ing resu l t s and expec ta t ions.

INV

ES

TM

EN

T

ST

RA

TE

GY

F L U C T UA T IO N S Descr ib ing s tock market f l uc tua t ions. Char t ing h is to r ic per fo rmance . D iscuss ing aspects o f t echn ica l ana lys i s .

C A U S E A N D E F FE C T Discuss ing in te r re la t ionsh ip be tween even ts and pr ice movemen ts . I nvestor behav iour in r e la t i on to the economic cyc le .

F O R E C A ST IN G Discuss ing the l i ke l i hood o f f u tu re scenar ios . Descr ib ing funct i ona l aspec ts o f f i nanc ia l der i va t i ves .





33

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : LA BANCA

Banking

Dest ina to a co lo ro che operano ne l se t to re bancar io e a ch i in az ienda ha la responsab i l i t à d i in te r facc ia r s i con le banche e ag i re ne l campo de i ser v iz i f inanz iar i eserc i tando la sua funz ione in un amb iente i n te rnaz iona le in cu i s i comunica in i ng lese.

Gli obiettivi

Lo scopo d i questo programma è d i f o rn i re a i par tec ipant i , g ià esper t i de l la funz ione ed in possesso d i una competenza ne l la l i ngua a l i ve l lo i n te rmed io , g l i st rumen t i per comun icare e f f icacemen te ne l le ve re s i tuaz ion i p ro fess iona l i a l lenando l i a l l ’uso d i un l inguagg io versa t i l e e genu ino basa to su scenar i rea l i s t i c i e in te ressant i . In par t ico la re saranno prepara t i a :

Negoz iare e d i scu tere i nuov i p rodot t i su l mercato ; Leggere e ana l i zzare un rappor to annua le ; Descr ive re i l ra t ing process e i r isk managemen t t oo l s ; Sp iegare a l c l i en te l a s t ru t tu ra de l la banca e l a sua f i loso f ia ; Discutere l ’ impa t to de l l ’economia su l l a redd i t iv i tà de l la banca; Sv i luppare la re laz ione con i l c l ien te ana l i zzandone i b isogn i ; Sp iegare i l r i sch io d i c red i to su l la base de l b i l anc io ; Discutere l e poss ib i l i tà d i f inanz iamen to Rivo lgers i a l board e r ipor ta re l ’ espos iz ione de l la banca su i mercat i ; Descr ive re i l p rocesso d i aper tu ra d i un conto e d i r ich ies ta d i un mutuo.

I l p rogramma t r as fer i sce in a l t ra l ingua l ’ au torevo lezza l ingu is t ica per met te re in az ione sk i l l s compor tamenta l i e ges t iona l i g ià ben ch iare a i par tec ipant i , a l lenando l i , a t t raverso ro le p lays i n s imulaz ione d i con tes t i au tent ic i , ad u t i l i zzare i n modo spontaneo e s i curo i mod i d i espr imers i p iù adeguat i , con un l inguagg io genu ino ed au ten t i co .


Dopo l 'az ione fo rmat iva i l cors is ta s i sent i rà s icuro ne l l ’a f f ron tare i l suo ruo lo i n l ingua ing lese ; po t rà ef f icacemen te argomen tare , so t to l ineare , r iassumere conc lus ion i , r ispondere ad ob iez ion i in mer i to a temi p ro fess iona l i compless i u t i l i z z ando un l i nguagg io d i se t to re au ten t i co ed agg iorna to .





34

I contenuti di Banking M

Y B

AN

K

T H E B A N K A N D Y O U Present ing your bank m iss ion s ta temen t .

Key markets and key products groups. Exp la in ing your j ob

B A N K O R G A N IZ A T IO N Ownersh ip and shareho lde r s t r uc ture . Organ iza t ion char t . Comp lex

prob lems invo lv ing d i f fe rent b ranches.

C R O S S -S EL L IN G P R O D U C TS Exp la in ing synerg ies . Expand ing a bas ic re la t ionsh ip . Deve lop ing a

so lu t ion : r isk pro f i l e and fu ture needs

FIN

AC

IAL

SE

RV

ICE

S OP E N IN G A N A C C O U N T Descr ib ing the process o f open ing an accoun t . Assess ing the

cus tomer ' s add i t i ona l needs ( fo r c ross - se l l ing)

L E N D IN G M O N E Y Exp la in ing overdra f t , persona l l oans, mor tgages and commerc ia l

loans. How to dea l w i th l oan inqu i r ies .

S E L L IN G M O R T G A GE S Descr ib ing the mor tgage app l ica t i on processes

Assess ing and eva lua t ing . Repor t ing to your super io rs

PR

IVA

TE

BA

NK

ING

C L IE N T V A L U E

M A N A G E M EN T

Techn iques fo r c l ien t acqu is i t i on and re ten t ion . Ro le p lay ing “exot ic

p roducts in por t fo l io ”

T H E A D V IS O R Y P R O C ES S The ro le o f re la t ionsh ip managers . Per fo rm c l i en t adv i sory (asset

a l l oca t ion) .

W E L T H M A N A GE M E N T Ar t i nvestmen t . Ph i l an throp ic so lu t i ons . Fami ly o f f i ces

CO

RP

OR

AT

E C

LIE

NT

S N E G O T IA T IN G S Y N D IC A T E D

L O A N S

Bor row ing requ i rements , ask ing fo r covenan ts . Present d i f fe rent loan

mode ls to corpora te c l i en ts .

T H E R A T IN G P R O C E S S Read ing and ana lyz ing annua l s ta tements . Descr ib ing and us ing

company ra t i ng as r i sk managemen t t oo ls . D iscuss ing

in te rna l /ex terna l r a t i ngs and the ro le o f ra t i ng agenc ies .

IN IT IA L P U B L IC O F F E R IN G Adv is ing your cent t h roughout PO Manag ing cha l leng ing nego t ia t i on

s i t ua t ions

INT

ER

AC

TIO

N W

ITH

BA

NK

MA

NA

GE

ME

NT

R IS K M A N A G E M E N T A N D

C O N T R O L

Prepar ing a memo wi th key f inanc ia l f igu res fo r your super io rs

TH E S T R A T E G IC R O L E O F

T R E A S UR Y M A N A G E ME N T

Propos ing improved t reasury concepts to t he managemen t D iscuss ing

a l t e rna t i ve ins t rumen ts fo r re f inanc ing . Descr ib ing money markets

RE S T R U C T U R I N G /WO R K O U

T

Dea l i ng w i th workouts : bankruptcy or r es t r uc tur ing . Gu id ing

nego t ia t i on processes th roughout a res t ruc tur ing case.

CH

AL

LE

NG

ES

IN

RIS

K M

AN

AG

EM

EN

T CR E D IT R IS K Unders tand ing cred i t r i sk as a c ruc ia l impact fac tor fo r banks.

Manag ing cred i t r i sk on the ba lance shee t .

MA R K E T R IS K Unders tand ing banks exposure to s tock markets . D iscuss ing the

impact o f economic env i ronmen t on bank pro f i tab i l i t y

OP E R A T IO N A L R IS K Iden t i fy ing opera t iona l r i sks . Prepar ing scenar ios and s t ress tes t s

Imp lement ing va lue a t r isk measures.





35

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : LE R ISO RS E UM ANE

Human Resources

Dest ina to a co lo ro che in az ienda hanno la r esponsab i l i tà de l la ges t ione de l le r i sor se umane e devono ese rc i ta re ta le funz ione in un amb ien te in te rnaz iona le che comunica in i ng lese: d i re t to r i de l persona le , funz ion i d i ammin is t r az ione, se lez ione, fo rmaz ione de l persona le , responsab i l i de l le re laz ion i indust r ia l i . I l cap i ta le umano è uno de i ben i p iù impor tan t i e s icuramente p iù costos i per qua lunque impresa . La funz ione HR s i t rova dunque a pres id io d i un asse t s t ra teg ico .

Gli obiettivi

Lo scopo d i questo programma è d i f o rn i re a i par tec ipant i , g ià esper t i de l la funz ione, g l i s t rument i per comunicare e f f i cacemente ne l le vere s i tuaz ion i p ro fess iona l i a l lenando l i a l l ’uso d i un l inguagg io versat i l e e genu ino basato su scenar i rea l i s t ic i e in te ressan t i . I n par t ico la re saranno p repara t i a :

In te rpre tare legg i e rego lament i ne i s ign i f ica t i esp l i c i t i ed imp l ic i t i ed u t i l i zzare i l l inguagg io lega le r i levan te .

Stendere i l tes to d i con t ra t t i , p rocedure ed comunicaz ion i a l pe rsona le . Espr imere tu t to quanto a t t iene a cara t te r i s t iche de l l e ab i l i t à r ich ies te pe r un ruo lo . Esegu i re una r icerca ed una se lez ione d i persone. Af f ron tare e gest i re con ch iarezza e s i curezza i moment i d i conf l i t tua l i tà . Saper va lor izzare i ta len t i e a t rovare l e paro le g ius te per mo t i var e l e persone . Prepara re un co l loqu io d i se lez ione

I l p rogramma t r as fer i sce in a l t ra l ingua l ’ au torevo lezza l ingu is t ica per met te re in az ione sk i l l s compor tamenta l i e ges t iona l i g ià ben ch iare a i par tec ipant i , a l lenando l i , a t t raverso ro le p lays i n s imulaz ione d i con tes t i au tent ic i , ad u t i l i zzare i n modo spontaneo e s i curo i mod i d i espr imers i adeguat i a l l e d iverse s i t uaz ion i , con un l inguagg io genu ino ed au ten t i co .


Dopo l 'az ione fo rmat iva i l cors is ta s i sent i rà s icuro ne l l ’a f f ron tare i l suo ruo lo i n l ingua ing lese ; po t rà e f f icacemen te e cor tesemente fa re c r i t i che e apprezzament i , a rgomen tare , so t to l ineare , r i assumere conc lus ion i , r i spondere ad ob iez ion i . Saprà propor re a l te rnat ive in modo conv incente , in te r rompere cor tesemente o d isse nt i re in modo d ip lomat ico ; sarà i n g rado d i so l l ec i ta re e ragg iunge re i l consenso e d i s tendere una procedura , un annunc io , una job descr ip t ion in modo ch iaro ed autent i co .





36

I contenuti di HR U

NIT

1

ST

RA

TE

GY

& L

EG

AL

CO

NS

IDE

RA

TIO

NS

HU M A N

RE S O U R C E S

ST R A T E G Y

Discussing alignment of Human Resources to business goals. Considering how HR contributes to cultural change and organizational effectiveness. Understanding how adoption of a recognised standard can help.

EM P L O Y M E N T LA W

Understanding key legislation and practical application. Writing policies and procedures. Advising managers on legal matters

TE R M S A N D

C O N D IT IO N S O F

EM P L O Y M E N T

Describing the employment contract. Understanding statutory and contractual rights. Understanding express and implied terms. Considering how to amend terms and conditions.

UN

IT 2

JO

B A

NA

LY

SIS

JO B DE S C R IP T IO N S Describing the job purpose and scope. Understanding reporting lines and position within the organisation. Describing Principle Responsibilities and Decision Making Authority.

CO M P E T E N C IE S

Understanding competencies, and their use in the workplace. Understanding definitions and indicators. Considering how to successfully develop and implement a system.

PE R S O N

SP E C IF IC A T IO N S

Considering requirements for qualifications and experience. Understanding essential versus desirable requirements. Describing general / specialist skills and personal attributes.

UN

IT 3

RE

WA

RD

ST

RA

TE

GIE

S

JO B EV A L U A T IO N

Considering analytical and non-analytical approaches. Comparing different systems. Discussing the link to grading and pay structures. Understanding objectivity.

CO M P E N S A T IO N

A N D BE N E F IT S

Considering reward management and elements of a remuneration package. Discussing performance related pay and fringe benefits. Considering issues with expatriate assignments

AD V E R T IS IN G A

VA C A N T PO S IT IO N

Writing a non-discriminatory advertisement. Discussing placement of the advertisement. Discussing the response and effectiveness of the methods used.

UN

IT 4

RE

CR

UIT

ME

NT

&

SE

LE

CT

ION

SE L E C T IO N A N D

IN T E R V IE W Short listing candidates objectively. Comparing biographical and competency based interviews using structured questioning. Considering use of psychometric evaluation.

AS S E S S M E N T

CE N T R E S

Considering potential benefits for management recruitment. Considering content and observing behaviour. Discussing the outcome and deciding on the appointment.

MA K IN G A JO B

OF F E R

Making a verbal offer with written confirmation. Understanding the relevant documentation for inclusion. Clarifying any issues. Notifying unsuccessful candidates.

UN

IT 5

EM

PL

OY

EE

DE

VE

LO

PM

EN

T

IN D U C T IO N

Arranging an Induction Programme. Understanding Company, Departmental Induction and initial training programme. Considering content including Administration, Policies & Procedures and Health & Safety.

PE R F O R M A N C E

AP P R A IS A L

Agreeing an agenda of points for discussion. Learning from past performance for use in the future. Providing constructive feedback. Using questioning techniques and SMART objectives effectively.

TR A IN IN G A N D

DE V E L O P M E N T

Discussing how training needs and development programmes link into the business plan. Agreeing actions, objectives and required support. Understanding briefing, follow-up and evaluation of outcome.

UN

IT 6

EM

PL

OY

EE

RE

LA

TIO

NS

EM P L O Y E E

RE P R E S E N T AT I O N

Understanding the role of trade unions and employee representatives. Handling pay claims and changes through collective bargaining. Resolving industrial disputes. Considering a consultative approach.

HA R A S S M E N T A N D

BU L L Y IN G

Understanding the nature of harassment and bullying and the importance of individual perception. Considering the need to take complaints seriously and maintain confidentiality. Handling complaints with sensitivity and understanding.

D IS C IP L IN E A N D

GR IE V A N C E

Considering issues of conduct and capability. Holding disciplinary hearings and deciding penalties. Understanding levels of offence and warnings. Handling an employee grievance.





37

I contenuti di Interview Skills

Language Functions Themes/Situations

UN

IT 1

AB

OU

T T

HE

CO

MP

AN

Y

AN

D

YO

UR

SE

LF

Stating objectives Looking at different advertisements

Describing a company; drawing up a list of questions Doing your homework

Analyzing your personal strengths and weaknesses Undertaking a SWOT analysis

UN

IT 2

AP

PL

ICA

TIO

N

S

Application process; compiling a resumé Resumé

Formulating and sending a tailored application Customizing your resume´

Compiling a cover letter Cover letter

UN

IT 3

FIR

ST

IMP

RE

SS

ION

S Interview etiquette First impressions

Polite and indirect language; initial stages of an interview

Greetings and introductions

How to communicate non-verbally Body language

UN

IT 4

PR

OJ

EC

TIN

G

TH

E R

IGH

T

IMA

GE

Providing personal information Talking about yourself

Highlighting personal characteristics Highlighting personal qualities

Work-related skills Highlighting professional strengths

UN

IT 5

TE

ST

ING

YO

UR

AB

ILIT

IES

Answering awkward questions, indirect phrases Answering questions

Final interviews with hostile questioning Keeping your cool

Tips for aptitude tests; tackling a telephone interview Preparing for aptitude tests

UN

IT 6

TH

E L

AS

T

LA

P

Asking for information, interrupting Asking concluding questions

Concluding remarks Ending on the right note

Writing a thank-you note Follow-up





38

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : OFF I CE CO MM UNI CATIO NS

Telephoning

In az ienda tu t t i , in qua lunque ruo lo , da l d i re t to re genera le a l cen t ra l i n i s ta , u t i l i zzano i l te le fono . Che da l l 'a l t ro capo de l f i lo s i t rov i un c l i en te , un co l labora tore , un fo rn i to re , l 'accog l ienza competente e cor tese in l ingua ing lese è orma i un obb l i go per le imprese che s i muovono su i mercat i es ter i . I l te le fono è la nos t ra comunicaz ione quo t id iana , e l a magg ior par te de i co l loqu i in l ingua s t r an iera s i svo lgono in r ea l tà propr io a l t e le fono. I l d ia logo te le fon ico è una de l le s i tuaz ion i d i comunicaz ione p iù d i f f i c i l i in una l ingua s t ran iera po iché sono assent i t u t t i i messagg i non verba l i che tan to c i a iu tano ne i d ia logh i f acc ia a facc ia .

Gli obiettivi

Lo scopo d i questo programma è d i f o rn i re a i par tec ipant i g l i s t rument i comun ica t iv i d i base necessar i per essere prepara t i a :

r ispondere a l te le fono passare l e ch iama te fa re r i ch ies te e dare r i spo ste cor re t tamente prendere e t rasmet tere i messagg i prendere accord i per appuntament i r ich iedere e ver i f i care l ’ in fo rmaz ione per te r ze persone lavorare a l t e le fono e in ca l l conference con c l ien t i , co l legh i e fo rn i t o r i

I l p rogramma t r as fer i sce in a l t ra l ingua la capac i tà d i d ia logare a d i s tanza, a l lenando i pa r tec ipan t i , a t t raverso ro le p lays i n s imulaz ione d i con tes t i au tent i c i , ad u t i l i zzare in modo spontaneo e s icu ro i mod i d i espr imers i adegua t i a l la s i tuaz ione , con un l i nguagg io versa t i l e ed autent i co .


Dopo l 'az ione fo rmat iva i l cors is ta sarà in g rado d i a f f ron tare i n modo pro fess iona le e au tonomo le ch iama te te le fon iche in en t ra ta e in usc i ta ed i l l o ro smis tamen to , d i ges t i re i messagg i anche per conto d i a l t r e persone , u t i l i zzando un l inguagg io appropr ia to a l contes to az ienda le .





39

I Contenuti di Telephoning U

NIT

1 G

ET

TIN

G

ST

AR

TE

D

G E T T IN G T H R O U G H Risposte , ident i f i caz ion i , scambiars i numer i e r i fe r iment i , met te re in a t tesa, passare , accord i per conta t t i fu tu r i .

B E G IN N IN G A N D E N D IN G

C A L L S In i z io e f i ne d i una ch iama ta : i sa lu t i , l ' ogget to de l la ch iama ta , l a ch iusura .

RE P E T IT IO N A N D

C L A R IF IC A T IO N Ripet iz ion i e ch iar imen t i : come ch ieder l i , r i fo rmulare i l concet to , lo spe l l ing .

UN

IT 2

DE

AL

ING

WIT

H M

ES

SA

GE

S

L E A V IN G A N D T A K IN G

M E S S A G E S Ch iedere e o f f r i re d i lasc ia re un messagg io , p romet tere d i r i fe r i re .

R E P O R T IN G Ri fer i re messagg i e conve rsaz ion i , dare op in ion i su un co l loqu io .

FO L L O W IN G U P O N

M E S S A G E S Rich iamare, r i fe r i rs i ad un argomen to t ra t ta to precedentemen te , lasc ia re un messagg io r eg is t r a to .

UN

IT 3

MA

KIN

G

AR

RA

NG

EM

EN

TS

A R R A N G IN G F O L L OW -U P

A C T IO N Off r i rs i d i fa re qua lcosa, r i ch iedere un 'az ione, accordars i per fu tur i con ta t t i .

AR R A N G IN G T O M E E T Appun tament i : d i scu tere l a d ispon ib i l i tà , p ropor re da te e orar i , accord i p rovv i sor i , cambia re acco rd i .

CO N F IR M IN G

A R R A N G E ME N T S Con ferme: r ich iedere e da re , ch ia r i r e r esponsab i l i t à , cont ro l l a re se c i s i è ben compres i .

UN

IT 4

GE

TT

ING

TH

E M

ES

SA

GE

AC

RO

SS

E M P H A S IZ IN G A N D

R E IN F O R C IN G Enfa t izzare , r i f e r i r s i ad asserz ion i p recedent i , cont ro l l a re ipo tes i .

EX P R E S S IN G F E E L IN G S

A N D R E A C T IO N S Espr imere sorpresa , scoragg iamen to , so l idar ie tà ; reag i r e a be l l e o bru t te no t i z ie , r i f o rmu lare e in te rpre tare op in ion i .

SU G G E S T IO N S A N D

R E C O M M E ND A T IO N S Fare o ch iedere sugger iment i , espr imere var ie s fumature d i accordo e d i saccordo .

UN

IT 5

CH

AL

LE

NG

ING

CA

LL

S

C A L L IN G N E W C O N T A CT S Ch iamare un nuovo conta t to , p resen tar s i in modo fo rmale , ch ia r i r e lo scopo de l l a ch iamata .

L IN K IN G S U B J E C T S IN

L O N G E R C A LL S Co l legare l e var ie a rgomentaz ion i , r iassumere un d i scorso .

T A K IN G P A R T IN

C O N F E R EN C E C A L LS Ca l l conference, p render par te , p resenta rs i , descr ive re i ruo l i , en t ra re ne l v ivo de l la d i scuss ione, in te r rompere , gest i r e le in te r ruz ion i .

UN

IT 6

TE

LE

PH

ON

ING

SK

ILL

S

C A L L P R E P AR A T IO N Prepara re una ch iamata

E M A IL S U P P O R T Usare mai l a suppor to d i una ch iama ta

OV E R C O M IN G B A R R IE R S Superare le bar r ie re





40

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : IL TURI SMO

Travel & Tourism

Destinato agli operatori dell’industria turistica, un settore che richiede una grandissima varietà di situazioni di comunicazione con i clienti finali, i viaggiatori internazionali, cui occorre trasmettere informazioni velocemente e con un sorriso. Il programma è concepito come blended, sul sistema e-learning di inlingua sono predisposti i corrispondenti percorsi e attività per il consolidamento del lessico di settore.

Gli obiettivi

Lo scopo di questo programma è di fornire ai partecipanti gli strumenti comunicativi necessari per essere preparati :

ad affrontare queste occasioni utilizzando la lingua inglese in modo spontaneo a dare informazioni rispondendo velocemente alle richieste a organizzare attività e appuntamenti ad affrontare emergenze o problemi sanitari ad utilizzare un linguaggio diplomatico

Il programma consolida la sicurezza linguistica per mettere in azione skills comportamentali e gestionali già acquisite dai partecipanti, allenandoli, attraverso role plays in simulazione di contesti autentici, ad utilizzare in modo spontaneo e sicuro i modi di esprimersi adeguati alla situazione, con un linguaggio versatile ed autentico.


Dopo l'azione formativa il corsista sarà più sicuro nella socialità, è importante lavorare con il sorriso sulle labbra! Potrà efficacemente e cortesemente esprimere apprezzamenti, sottolineare vantaggi, riassumere, rispondere alle obiezioni, evitare con delicatezza argomenti sensibili o gestire comportamenti inappropriati e poco cortesi. Saprà proporre alternative in modo convincente, persuadere, interrompere cortesemente e rispondere alle obiezioni in modo diplomatico.





41

I Contenuti di Travel & Tourism

UNIT 1 ARRIVALS

NEW ARRIVALS Collecting people from the airport / bus station / train station and helping them to find their accommodation.

Explaining timetables and time differences. Giving simple directions. Talking about the weather.

SETTLING IN Giving important information when arriving at accommodation / conference center; location of facilities, timetabled

events, etc. Answering inquiries. Wi-fi / Internet connections. Currency conversions.

TRANSPORT Dealing with passengers’ queries and requests regarding public transport. Timetable queries. Independent

travelers using chauffeurs, car hire or taxis.

UNIT 2 CURIOUS TRAVELERS

LOOKING AROUND Giving information about a new location, places of interest, special events. Recommending places of interest.

EXCURSIONS AND

SCHEDULED EVENTS

Providing information about organized excursions.

CULTURE AND CUSTOMS Providing information about rules, cultural requirements and cautionary measures. Obligation.

UNIT 3 EVENT ORGANIZING

BUSINESS EVENTS Organizing meetings or business events for small or large groups.

INQUIRIES Accommodation inquiries and bookings over the telephone. Inquiries regarding location, facilities and special

events. Information regarding conference/business facilities. Room service.

WRITTEN

CORRESPONDENCE

Emails, letters and faxes.

UNIT 4 RELAXED TRAVELERS

OUT AND ABOUT Explaining how to travel between locations. Use of public transport. Helping lost travelers.

A LITTLE BIT OF

BACKGROUND

Providing historical background information for a new location.

FOOD AND DRINK

Providing details about restaurants, local cuisine and specific dishes. Making recommendations. Dealing with

specific dietary requirements. Problem solving. Fulfilling catering needs for meetings and conferences.

UNIT 5 GETTING IT RIGHT

CUSTOMER SERVICE Dealing with customer requests in a variety of situations. Making small talk.

PAPERS IN ORDER Visas, passports, medical certificates, travel insurance coverage and medical cards.

MEDICAL PROBLEMS Identifying symptoms. Causes of illnesses and injuries and suggesting a course of action.

Travel insurance coverage and medical cards.

UNIT 6 SERVICE WITH A SMILE

PROBLEM SOLVING Use of diplomatic and polite vocabulary. Identifying needs or problems with accommodation and facilities and

offering appropriate solutions. Writing / receiving a complaint.

LOST PROPERTY Helping travelers locate lost belongings. Writing reports about lost or stolen items. Past tenses.

TIME TO GO HOME Language for checking out. Customer surveys. The future of the travel and tourism industry. A review .





42

INGL ESE PE R L ’ I MP RE SA P ROG RAM MI SP ECI AL IST IC I : LE BARRIE RE CULT URA LI

Inlingua Intercultural Communication

The goal of the program is to learn key skills for effective intercultural interaction in a multicultural business environment.

Specific goals and objectives are:

To define the concept of culture and the specific terms that are used in discussing it. To increase self-cultural awareness and knowledge of other cultures by learning and applying a framework of cultural difference.

To identify situations in which miscommunication could occur and practice communication skills and techniques that allow a person

to minimize or overcome barriers to effective communication.

Introduction

Why Intercultural Communication?

Goals and objectives

Unit 1 Basic Concepts of Culture 1.1 What Is Culture? 1.2 Definition of Terms

Unit 2 Understanding How Cultures Differ 2.1 What Are Cultural Patterns? 2.2 Cultural Values Reflected In Proverbs 2.3 The Inlingua Framework Of Cultural Difference (iFCD) 2.4 Cultural Comparison – Mapping the Cultures

Unit 3 Communicating Across Cultures: Skills to Bridge the Communication Gap 3.1 What Is Intercultural Communication? 3.2 Suspending Judgment (Describe, Interpret, Evaluate) 3.3 Managing Stereotypes 3.4 Analyzing Behavior: Why People Do What they Do 3.5 Practicing Intercultural Communication: How Far Can You Stretch?

Conclusion





43

Intercultural Communication - Working Effectively with the Japanese Imagine the following scenario.

Karen Wilson, asked her Japanese trading partner, Masato Ito, for a lower price on the Japanese product she was purchasing. Mr. Ito smiled and replied: “I’ll do my best”.

Two weeks later, Karen received the invoice with the original price. Karen appealed to Mr. Ito asking the price be decreased because of the size of the order. Mr. Ito said, „That will be difficult” Two weeks later, Karen received another invoice and it still showed the original price.

Karen felt let down and confused by Mr. Ito‘s responses. What is happening here?

The intercultural training material from inlingua International is just what you need to maintain your competitive edge in the marketplace.

This program identifies and teaches key skills for effective intercultural interaction when working with Japanese or in Japan. The Culture Specific Module should be used together with the Culture General Module as a one or two day program.

Introduction : Program objectives Unit 1: Mapping Japanese Culture Unit 2: Japanese Cultural Core Values

2.1 Harmony: 和 (Wa)

2.2 Human relationships: 人間関係 (Ninghen Kankei)

2.3 Form: 型 (Kata)

Unit 3: Leadership and Decision-Making in Japanese Culture

3.1 Leadership in Japanese Business

3.2 Decision-Making The Japanese Way Unit 4: Negotiating with the Japanese

4.1 Negotiating Style in Japanese Culture 4.2 Dealing with a Conflict





44

Working effectively with the Chinese

The program "Working Effectively with the Chinese" is a must for those who want to learn key skills for effective intercultural interaction when working with the Chinese or in China Introduction – Program objectives Your Goals and Objectives Unit 1 – Mapping Chinese Culture Unit 2 – Chinese cultural core values

2.1 Guanxi (関係)

2.2 Shehui Dengji (Social Status) 2.3 Jiejian (Money/Thrift) and prosperity Unit 3 – Conflict Resolution in Chinese Culture 3.1 Concept of Mianzi (Face) 3.2 Conflict resolution and Face saving Unit 4 – Negotiating with the Chinese 4.1 Primary negotiation style in Chinese culture 4.2 Negotiating with the Chinese Conclusion – Doing Business in China: Opportunities and Challenges





45

Working effectively with the US Americans

The goal of this program is to learn key skills for effective intercultural interaction when working with US Americans or in the USA

Introduction – Program Objectives

Your Goals and Objectives Unit 1 – Mapping American Culture

Unit 2 – American Cultural Core Values

2.1 Just Do It!

2.2 "... All Men Are Created Equal”

2.3 “What’s the Bottom Line?”

Unit 3 – Leadership And Decision-Making

3.1 Classic American Leadership Style

3.2 Decision-Making in the American Way

Unit 4 – Negotiating with Americans

4.1 Hallmarks of US Negotiating Style

4.2 Negotiating with Americans: A Case Analysis

Conclusion – Doing Business with US Americans Appendix

1. Background Information for Understanding American Culture

2. Business Protocol: USA

3. Further Reading


Documents

catalogo programmi di inglese per l’IMPRESA · Intercultural training China pagina 43 Intercultural training USA pagina 44 CATALOGO PROGRAMMI DI INGLESE PER L’IMPRESA . Inlingua