What is the rationale behind The Let’s Do Business software series?
The learning programme has been designed especially for managers. We selected the 4 themes; Meetings,
Negotiating, Presentations and Telephoning because it is not hard to convince training managers that their
managers have to attend meetings, participate in negotiations, give and/or attend presentations and use the
telephone. The situations are typical of all organisations.
Please find below a short description of the individual modules. Greater detail can be found on our web
site at www.abacus-communications.com.
Let’s Do Business courseware
Module
The language of Negotiating
The language of Telephoning
The language of Presentations
The language of Meetings
Totals
Lessons
8
7
7
4
26
Units
26
19
21
17
83
Unit Organisation
Each unit is organised as follows;
First screen is the SCENARIO screen.
Second screen is called a SCHEMA screen
Third screen is called a COMPREHENSION screen
Fourth screen is called the LANGUAGE AWARENESS screen
After the Language Awareness screen, there are the following options;
GRAMMAR
VOCABULARY
PRONUNCIATION
DICTATION (Telephoning only)
SUMMARY
By right-clicking on the mouse, an explanation of each screen appears.
For further information, contact stephen@abacus-communcations.com
© Abacus Communications 2001
Hours training
40
40
40
40
160
The Language of Meetings
There are 4 lessons (17 learning units with related grammar, vocabulary and pronunciation units) and a
glossary of 1500 words and phrases related to the language of meetings. It takes approximately 45 minutes
to complete a unit start-to-finish.
The video stories have been selected because they reflect management best practice. Two videos focus on
the role of the chair in a meeting. The business contexts are quite different. Being a Leader focuses on a
merger of two entities while Effective Meetings is an in-company meeting which focuses on the
management team drafting a business plan for the forthcoming year. The other stories in this module focus
on meetings between front-line managers (Leading Questions) and management and staff (Handling
Hostility) respectively.
All films were selected to show the linguistic variety required when speaking with work colleagues,
superiors and clients. Cultural issues are highlighted too. Definitions of best practice vary from culture to
culture. Our objective is to show the student how native-English speakers behave in these settings and
what their expectations are.
What is the rationale behind the Meetings Lessons?
Being a Leader
Effective Meetings
Leading Questions
Handling Hostility
Focuses on the skill of chairing a meeting and language required to handle
difficult situations.
Focuses on chairing a meeting and keeping to agenda items.
Two managers meet to assess requirements for a new project. Language
focuses on future planning.
Focus on handling difficult staff and the language of conflict resolution.
For more information, visit http://www.abacus-communications.com/Met_descrip2.htm .
© Abacus Communications 2001
The Language of Negotiating
There are eight lessons (26 learning units with related grammar, vocabulary and pronunciation units) a
glossary of 1500 words and phrases related to the language of negotiating. It takes approximately 45
minutes to complete a unit start-to-finish.
The video stories have been selected because they reflect management best practice. This module takes the
speaker through all stages of a negotiation. Negotiations are marked by clearly defined stages; opening
positions (Asking Questions), bargaining, closing and summarising (Meeting to Agree and Meeting to
Decide). Objections are part and parcel of the negotiating process too and they are studied in Handling
Objections and Price Objections. Problem-solving is a normal feature of the negotiating process and this
is examined in Hostile Clients, Solving Problems, Reaching Agreement.
All films were selected to show the linguistic variety required when speaking with work colleagues,
superiors and clients. Cultural issues are highlighted too. Definitions of best practice vary from culture to
culture. Our objective is to show the student how native-English speakers behave in these settings and
what their expectations are. The module reflects the WIN-WIN approach to Negotiating.
What is the rationale behind the Negotiating Lessons?
Meeting To Decide
Meeting To Agree
Hostile Clients
Handling Objections
Price Objections
Solving Problems
Analysing Needs
Reaching Agreement
You are presented with a conflict situation and you watch the participants
find a solution. Language focus on modal verbs.
You see a full negotiation from start to finish. Each unit takes you through
a different stage of the negotiating process from opening positions to
summarising the deal. Language focus on “what ifs” (conditional forms)
and summarising.
Not all negotiations run smoothly! How do you deal with a situation when
one participant loses control? Language focus on promising, etc.
Handling objections is part of the negotiating process. This lesson shows a
salesperson managing the objections of a client. She successfully handles
his concerns and proposes a solution to his problem. Language of agreeing
and disagreeing.
There is always an objection to pricing! How can the successful negotiator
manage this objection? Focus on the language of requirements.
Many projects run into problems. How can they be resolved? Successful
project managers use special questioning techniques. Language focus on
checking understanding.
Good negotiators try to understand the other party’s requirements.
Language focus on asking wh-questions.
Problem-solving is part of the manager’s role. Watch the two parties try to
resolve their problems and find a win-win solution.
For more information, visit http://www.abacus-communications.com/Neg_descrip2.htm
© Abacus Communications 2001
The Language of Presentations
There are seven lessons (19 learning units with related grammar, vocabulary and pronunciation units) a
glossary of 1500 words and phrases related to the language of presentations. It takes approximately 45
minutes to complete a unit start-to-finish.
The video stories have been selected because they reflect management best practice. Key steps in the
presentation process are identified. Starting your talk (Opening a Talk) and handling questions (Handling
Questions & Handling Friction) are dealt with depth. The reasons for the presentation are explored. Is
the speaker selling a product, a service or themselves (Selling a Product, Selling a Service, Selling
Yourself)?
Handling Questions shows a manager presenting to his Board of Directors while Handling Hostility
shows a manager presenting company news to a hostile staff. Likewise Selling a Concept shows a
manager presenting a product to his peers.
All films were selected to show the linguistic variety required when speaking with work colleagues,
superiors and clients. Cultural issues are highlighted too. Definitions of best practice vary from culture to
culture. Our objective is to show the student how native-English speakers behave in these settings and
what their expectations are.
What is the rationale behind the Presentations Lessons?
Opening a Talk
How do you start your presentation? Example of best practice given.
Selling Techniques
How can you sequence the presentation of your ideas? This video story is a
good example of the language you can use to signpost your talk.
How can you sell product? Sell its benefits not its features. This
presentation focuses on benefit selling.
How do you deal with senior management when they start asking difficult
questions? The presenter shows his skill at handling questions. Language
focus on opinions and beliefs.
You are giving an presentation. Justify your existence. Language focus on
passive forms.
Presentations are often used to launch a new product or idea. How do you
sell an idea to a hostile group? Language focus on conditionals.
You are announcing changes to work schedules. How do you handle the
staff’s concerns? Excellent example of a presenter keeping control of a
potentially difficult situation. Language focus on reported speech.
Selling the Product
Handling Questions
Selling Yourself
Selling A Concept
Handling Friction
For more information, visit http://www.abacus-communications.com/Pre_descrip2.htm.
© Abacus Communications 2001
The Language of Telephoning
There are seven lessons (21 learning units with related grammar, vocabulary and pronunciation units) a
glossary of 1500 words and phrases related to the language of presentations. It takes approximately 45
minutes to complete a unit start-to-finish.
The video stories have been selected because they reflect management best practice. Studies of telephone
conversations show that the majority of calls are made to complain about a problem and try and sort it out
(Solving Problems, Fixing Problems, Good Communication). Telephone call management is treated in
Taking Messages & Checking Details. There is also a lesson on cold-calling selling on the telephone
(Telesales).
All films were selected to show the linguistic variety required when speaking with work colleagues,
superiors and clients. Cultural issues are highlighted too. Definitions of best practice vary from culture to
culture. Our objective is to show the student how native-English speakers behave in these settings and
what their expectations are.
What is the rationale behind the Telephoning Lessons?
Taking Messages
Checking Details
Telesales
Solving Problems
Fixing Problems
Good Communication
Making Plans
Often the manager does not have to answer the telephone but just in case
what is the best practice? Language focus on taking names and correct
spelling of names, etc.
How do you handle the situation when something goes wrong? Ask
questions and find out the customer’s details. Language focus on past and
present perfect tenses.
Selling on the telephone has become more and more common. The video
story demonstrates some best practice techniques. Language of persuasion
and questioning style.
A company representative tries to resolve a customer’s accounts problem.
Language focus on clarifying information.
A customer contacts a company to complain about a problem. Language
focus on conditionals and making promises.
You are launching a new product and you are missing some equipment.
You have 12 hours to solve your dilemma. Language focus on modal verbs.
You are making arrangements over the telephone. Language focus on
future forms and making requests.
For more information, visit http://www.abacus-communications.com/Tel_descrip2.htm
© Abacus Communications 2001