izimin #y24izimin 20250122 icons8-reading-100.png quarterly test Prepare for quarterly test vocab pre teach functional language grammar focus smartphone or tablet device listening Download onto your phone or tablet and listen carefully. ]]> sbook_plugins/wordlist_generated_from_xml_clog_sbook_for_sbook_session.inc sbook_plugins/payment_history_generated_from_xml_clog_sbook.inc Avito Ivan Zimin B2 20250205 08:00-09:00 1.5 tbc Lewis horizons | Russian vs German horizons By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 3 pix/icons8-collaboration-100_white.png Russian vs German horizons active 20231108 hw20231113_n2 deck_shuffled_lines_halign visual aid ]]> shared knowledge & values engineering WW2 football bureaucratic old-fashioned Soviet Union values Russian water ice hockey romantic, nostalgic literature & music autocracy hospitality German water lack of sense of humour Ordnung must sein beer ]]> 4 pix/icons8-collaboration-100_white.png Russian vs Chinese horizons active 20231108 hw20231113_n3 deck_shuffled_lines_halign visual aid ]]> shared knowledge & values non verbal clues centralised administration Russian water ice hockey romantic, nostalgic literature & music WW2 Chinese water non verbal clues importance of traditions decision making via consensus ]]> 20250129 08:00-09:00 1.5 active Lewis horizons | German vs Japanese By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 2 German vs Japanese horizons 20231101 hw20231108 active pix/icons8-microscope-100_white.png edit_ol_qa prep_ol_qa prep_2columns_2qa edit_2columns_2qa edit_1qa visual aid
]]> Explain what could go wrong on both sides. ✓ use of many adjectives will help low-culture, implicit Germans to describe the big picture that high context, reactive Japanese are more responsive to ✓ use past tense rather than reported speech to communicate on results Suggest how they could avoid misunderstandings. ✓ assess at the beginning of a meeting who is senior to avoid lacking respect ✓ respect hierarchical processes ✓ Germans partners should use a STAR approach with their Japanese interlocutors to provide the big picture ✓ the Japanese may want to use the Minto/McKinsey pyramid approach focusing on a Bottom Line Up First approach 3 Avoiding communication breakdown active edit_ol_qa prep_ol_qa pix/icons8-cafe-100_white.png visual aid ]]> I hear what you say. ✓ I'm afraid I can't agree & would rather not continue this discussion. With the greatest respect | With all due respect. ✓ It doesn't seem to be a very reasonable | sensible idea. That's not bad. ✓ Thumbs up! That is a very brave proposal. ✓ It doesn't sound like a good idea at all. Quite good. ✓ (Perhaps) you should try harder. I would suggest ✓ Please do so, unless you can provide a better solution. Oh, incidentally / By the way ✓ What is important is that... (cleft sentence) I was a bit disappointed that ✓ I'm sorry to say I'm annoyed with... Very interesting. ✓ I don't think it makes sense. ✓ I think you've lost me. I'll bear it in mind. ✓ We probably needn't spend too much time on that. I'm sure it's my fault. ✓ A mistake has been made. ✓ There's a mistake in your solution. ✓ It seems you have omitted some important facts. ! might be a polite way to avoid your interlocutor losing face You must come for dinner. ✓ It's been a pleasure to meet you. I almost agree. ✓ Let's agree to disagree (on that one). I only have a few minor comments. ✓ You'll probably need to rewrite after reading my comments. Could we consider some other options? ✓ I don't think we should stop at that - we must do better. ✓ We should find some alternatives. loquacious = talkative officialdom = people who are in positions of authority in large organizations when they seem to be more interested in following rules than in being helpful 20250122 08:30-09:30 1.5 active Lewis horizons | French vs American By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 2 pix/icons8-collaboration-100_white.png Traits of the 3 Lewis typologies (linear-active, multi-active, reactive) active xml_multi_dd_row 25 20 left visual aid visual aid ]]> 1 2 3 3 pix/icons8-collaboration-100_white.png Adapting your communication style according to the Lewis model active xml_multi_dd_row Molecules in grease and water naturally don't bind, that's why you need soap. To connect 2 cultures successfully, you should find the soap which combines molecules of both. Ivan Zimin, 20250122 ]]> visual aid
]]> 30 20 left 1;2;3 4;5;6 7;8;9 be concise, precise, and factual avoid interruptions and distractions follow a clear agenda and timeline be friendly, enthusiastic, and empathetic allow for some flexibility and improvisation use stories and examples to illustrate your points be polite, respectful, and humble listen attentively and patiently use indirect and subtle cues to convey your messages 4 Pros and cons of the Lewis model (Richard D.Lewis) 20231021-8ach hw20231028-14ach-n1 wip prep_ol_qa edit_ol_qa pix/icons8-hand-with-pen-100_white.png pix/icons8-collaboration-100_white.png What are the pros of this model? The Lewis Model, born in an era of rampant globalisation of business, is particularly appropriate for assessing an individual’s likely performance in a commercial role. The design of the questionnaire is based on business situations. The nomenclature of the typologies is succinct: Linear-active, Multi-active, Reactive. While the three types are distinctive, each possesses behavioural elements from the other two categories. It is a question of which one is dominant. Many individuals deviate from the national type in a work situation e.g. engineers and accountants tend to be Linear, sales people Multi-active, lawyers and doctors Reactive. A Training Officer, on being told that “Candidate A is basically monochronic and low-context but high on uncertainty avoidance, has a tendency towards collectivism and femininity and is past-oriented,” may well ask, “What shall I do with him?” If the description is Linear-active, Multi-active or Reactive, the answer is clear and succinct: The location of each individual shows how close he or she is in behaviour or affinity to different cultures. How does this information help training officers, headhunters or others engaged in the placement of new recruits in the company structure? After assessment, the individual’s cultural profile is pinpointed inside the triangle, showing how close or how far it is to the world’s major cultural groups. It indicates not only how much affinity their behaviour has to that of other countries but also shows their similarity to or deviation from their own national norm, as well as their compatibility with other people tested. This is particularly useful if members of a proposed team are tested simultaneously. What are the cons of this model? The Lewis model has its limitations and criticisms, such as oversimplifying or stereotyping cultures, disregarding individual differences and personal preferences, not reflecting the dynamic and evolving nature of cultures and communication, and not accounting for other factors such as power, gender, age, education, religion, etc. It is important to use the Lewis model as a starting point for cross-cultural communication but not as an end point. You should always be open-minded, curious, and respectful of other perspectives and experiences; furthermore, you should seek feedback and clarification when in doubt. 1 USA vs French horizons active pix/icons8-microscope-100_white.png edit_ol_qa prep_ol_qa prep_2columns_2qa edit_2columns_2qa edit_1qa visual aid
]]> Explain what could go wrong on both sides. 〆egghead attitude of Americans could put off French academia who traditionally focus more on theoretical knowledge 〆streetwise approach of Americans with real world case studies may contradict rational studying progress & patterns Suggest how they could avoid misunderstandings. ✓ come up with common goals to resolve conflicts ✓ agree on strategies (i.e. norming before performing) to create mutual profit savoir faire /ˌsæv.wɑːˈfeər/ = ability to do and say the right thing in any social situation roundabout (~ discourse) = not in a simple, direct, or quick way (~ speech) egghead = (informal, disapproving or humorous) a person who is very intelligent and is only interested in studying streetwise = (informal) having the knowledge and experience that is needed to deal with the difficulties and dangers of life in a big city hunch = feeling that sth is true even though you do not have any evidence to prove it haute cuisine /ˌəʊt kwɪˈziːn/ = high-quality cooking following the style of traditional French cuisine mañana (~ mentality, attitude) /mæˈnjɑːnə/ = meaning 'tomorrow' in Spanish, used to talk about someone who seems too relaxed and always delays doing things loquacious = talkative officialdom = people who are in positions of authority in large organizations when they seem to be more interested in following rules than in being helpful 20250115 08:30-09:30 1.5 lc By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 20241225 08:30-09:30 1.5 active Power distance vs individualism vs long term orientation | Lewis model | Fish can't see water By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 4 Power distance vs individualism vs long term orientation active edit_ol_qa prep_ol_qa pix/icons8-collaboration-100_white.png visual aid
]]> Where would you enjoy greater freedom in planning your career? ✓ Switzerland ✓ Denmark In which country are your decisions more difficult to change (because they have a longer term impact)? 〆China 〆Russia 〆Switzerland Where will you be struggling more to get help and climb the professional ladder? 〆Russia 〆Serbia What country would you like to relocate to if you wanted to start your own business? ✓ Denmark ✓ Sweden → more in control of your own success & lesser dependence on others → fewer obstacles to hierarchical progress → more flexibility with planning objectives & perhaps changing jobs 1 Recent discoveries about cultural differences 20231122 hw20231129 active edit_ol_qa prep_ol_qa pix/icons8-microscope-100_white.png There are millions of people in each and every culture. Aren't there cultural differences between individuals? How do the Hofstede cultural dimensions cope with disparities? Watch the video [13:12-18:37]. → answer the questions video Geert Hofstede - Recent Discoveries about Cultural Differences https://www.youtube.com/watch?app=desktop&v=LBv1wLuY3Ko ]]> geert_hofstede_recent_discoveries_about_cultural_differences_LBv1wLuY3Ko.mp4 Why did McCrae (author of the Big Five - Ocean) contact G.Hofstede? What did he discover? [13:40-14:15] ✓ McCrae had data on personality ✓ discovered that Big Five differences between countries were correlated with Hofstede's national cultural dimensions [13:38] ✓ found a link between national culture dimensions personality dimensions [13:50] What are the Big Five (Ocean) or Big Six? [14:16-15:28] 1. Openness to experience 2. Conscientiousness 3. Extraversion 4. Agreeableness 5. Neuroticism 6. Dependence on others Openness to experience ↔ intelligence → uncertainty avoidance Conscientiousness precise or sloppy → linear active or multi-active Extraversion intro or extra directed (introvert vs extrovert) → low-context vs high-context Agreeableness nice or nasty → power distance Neuroticism stable or unstable → reactive vs multi-active / linear active Dependence on others collectivist or individualistic → power distance, individualism-collectivism Does the Hofstede national dimension take into account cultural variations among regions? [15:38-16:17] ✓ yes, you acquire values of the region you are born in [16:17] What is evidenced by the survey of Brazil [16:32-18:37]? ✓ Brazil consists of 27 states southern population immigrated from European countries north western population features African origins northern people are of native Indian origin → all are always closer to each other than to their neighbours 2 WFS - World Values Survey active wip edit_ol_qa prep_ol_qa pix/icons8-microscope-100_white.png Is national culture more powerful than regions? Watch the video [18:46-21:25]. → answer the questions video Geert Hofstede - Recent Discoveries about Cultural Differences https://www.youtube.com/watch?app=desktop&v=LBv1wLuY3Ko ]]> geert_hofstede_recent_discoveries_about_cultural_differences_LBv1wLuY3Ko.mp4 What has WVS (World Values Survey) demonstrated [18:46]? ✓ despite differences among regions, regions always tended to look for other regions from the same country [20:32] How do Indonesia & Malaysia confirm the reliability of the cultural model? [20:53-21:25] ✓ same language ✓ similar histories (of colonisation) → Indonesian regions cluster with other Indonesian ones → national culture is more powerful 1 Fish can't see water 20231025 hw20231101 active edit_ol_qa prep_ol_qa pix/icons8-cafe-100_white.png Management and the board are often, if not always, blind to their own culture – fish can’t see water – and may not realise derailing cultural dynamics, in time leading to under-performance or, in the worst case, financial disaster. The message of this book is simple: national culture, through its influence on corporate culture, has a powerful but often invisible impact on the success of global companies. Fish Can't See Water: How National Culture can Make or Break Your Corporate Strategy, by Richard D.Lewis & Kai Hammerich - 2013 Watch the video to find out more about the Lewis model. video The Lewis Model https://www.youtube.com/watch?v=_T98wFx73V0 Answer the questions.]]> visual aid
]]> Fish can't see water in the same way as you can't see your own culture. It is your natural environment that's why we don’t know we are in water, and as a consequence we don’t understand our surroundings. ]]> the_lewis_model_fish_cant_see_water.mp4 the looser model differs from older models in that most cross-cultural misfortune oh the monochromic people who did one thing at a time the pollak like people who tried to do many things at a time and that was about it I felt that one category had been forgotten and that's the Asians who are neither monotonic are polychronic the Lewis model shows three different types of human being we call them linear active multi active and reactive linear active people are Germans and Americans they do one thing at a time they're quite definite they go forward they plan well ahead the job oriented you know multi active people they're people oriented emotional try to do many things at once get excited where he see me it's aliens are a good example and then of course the reactive people are the Asians Chinese Japanese Koreans Vietnamese what do they do they try to make you speak first to establish what your aims and intentions are and that enables them to modify the reply so they don't sound you know too worried about it they accept certain things and and that way and they can create a slightly harmonious response and a harmonious attitude from the beginning when we're doing business with different countries we should ascertain to which cultural category the country belongs you have to study the the category and then respond to that category by adapting to it so your own behavior will have to correspond in a suitable manner to the people you're doing business with What nationalities are typically linear active? What are their characteristics? Germans, Americans(...) Linear-Actives are task-oriented, highly-organized planners, who complete action chains by doing one thing at a time, preferably in accordance with a linear agenda. loquacious = talkative What nationalities are typically multi active? What are their characteristics? Italians Multi-Actives are emotional, loquacious and impulsive people who attach great importance to family, feelings, relationships, people in general. They like to do many things at the same time and are poor followers of agendas. What nationalities are typically reactive? What are their characteristics? Chinese, Japanese, Koreans(...) Reactives are good listeners, who rarely initiate action or discussion, preferring first to listen to and establish the other’s position, then react to it and form their own opinion. monochronic = culture which schedules one event at a time in an orderly fashion polychronic = culture where employees can work on several tasks simultaneously. Individuals thrive on carrying out more than one task at the same time as long as they can be executed together with a natural rhythm Lewis model = born in an era of rampant globalisation of business, is particularly appropriate for assessing an individual’s likely performance in a commercial role. The design of the questionnaire is based on business situations. The nomenclature of the typologies is succinct: Linear-active, Multi-active, Reactive. While the three types are distinctive, each possesses behavioural elements from the other two categories. It is a question of which one is dominant. Many individuals deviate from the national type in a work situation e.g. engineers and accountants tend to be Linear, sales people Multi-active, lawyers and doctors Reactive linear-active culture = culture where you may want to be concise, precise, and factual, avoid interruptions and distractions, and follow a clear agenda and timeline multi-active culture = culture where you may want to be friendly, enthusiastic, and empathetic, allow for some flexibility and improvisation, and use stories and examples to illustrate your points reactive culture = culture where you may want to be polite, respectful, and humble, listen attentively and patiently, and use indirect and subtle cues to convey your messages loquacious = talkative officialdom = people who are in positions of authority in large organizations when they seem to be more interested in following rules than in being helpful 20241218 08:30-09:30 1.5 active Power distance vs long term orientation By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 3 Power distance - Follow-up 20241211 hw20241218 pix/icons8-collaboration-100_white.png 3 Power distance - Follow-up 20241211 hw20241218 active edit_ol_qa prep_ol_qa pix/icons8-collaboration-100_white.png How can power distance be interpreted in different situations? visual aid
]]> A young employee (e.g. an intern) gives his/her mentor some lip. If you want to be part of the club, you have to behave! ]]> to lip someone | to give someone some lip = to give someone some lip means to speak to someone in a way which is rude and doesn't show respect A young recruit remains silent although he/she is expected to participate in a meeting. 〆if a recruit is expected to participate it probably isn't in a high power distance meeting ✓ in low power distance situations senior staff would offer mentoring & coaching which could make the recruit feel embarrassed → agree in advance on a protocol / format for brainstorming, reporting, etc e.g. senior members should give their opinion last so as to encourage junior staff to share their ideas A coaching course is designed by an outsourced training start-up before conducting auditing of staff needs. Listen, challenge, commit Andy Grove, Intel CEO → teams of trainers should strive to be more open to uncertainty avoidance without contradicting their (need for) power distance ]]> Listen, challenge, commit Andy Grove, Intel CEO ]]> A new female mentee employee refuses to be mentored by a 50-year old male manager. ! if a new female mentee employee refuses to be mentored that means she's probably from a low power distance culture... 〆possibly a younger employee from a low power distance background who doesn't fit into a team of higher power distance professionals (perhaps in some more traditional, industrial sector - e.g. steel industry, coal mining...) 〆perhaps more collectivist corporate culture → adhere to a mentoring agreement that addresses possible uncertainty avoidance & short term vs long term orientation e.g. ensure both parties are interested in the objectives set mentoring = mutual self-development based on sharing of personal experiences mentee = person who is given help and advice by a more experienced and often older person to adhere = to behave according to a particular law, rule, set of instructions, etc The nephew of the director has been given a job without a skills interview. ✓ common in high power distance cultures 〆might not even be perceived as nepotism, but just the accepted norm in certain collectivist countries (e.g. India) → insist that there are no bad cultures → focus on building long term oriented relationships (in so-called 'corporate tribes') e.g. make sure every employee feels like a member of the 'family' under the auspices of a high power distance manager e.g. outsourced HR officer could conduct (both job & exit) interviews to ensure an optimal match with the corporate culture nepotism = (disapproving) giving unfair advantages to your own family if you are in a position of power, especially by giving them jobs nepotism = (disapproving) giving unfair advantages to your own family if you are in a position of power, especially by giving them jobs power distance = strength of social hierarchy; has been defined as the extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally. This represents inequality (more versus less), but defined from below, not from above. It suggests that a society's level of inequality is endorsed by the followers as much as by the leaders. Power and inequality, of course, are extremely fundamental facts of any society. All societies are unequal, but some are more unequal than others (https://scholarworks.gvsu.edu/cgi/viewcontent.cgi?article=1014&context=orpc pg 8) masculinity-femininity = task-orientation versus person-orientation IDV (individualism-collectivism) = measures the extent to which people look out for each other as a team or look out for themselves as an individual UAI (uncertainty avoidance index) = indicates to what extent nations avoid the unknown; is not the same as risk avoidance: it deals with a society's tolerance for ambiguity. It indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. Unstructured situations are novel, unknown, surprising, and different from usual. Uncertainty avoiding cultures try to minimize the possibility of such situations by strict behavioural codes, laws and rules, disapproval of deviant opinions, and a belief in absolute Truth; 'there can only be one Truth and we have it' (https://scholarworks.gvsu.edu/cgi/viewcontent.cgi?article=1014&context=orpc pg 10) LTO (long-term orientation) = expresses how societies either prioritize traditions or seek for the modern in their dealings with the present and the future IVR (indulgence vs restraint) = comparison between a country's willingness to wait for long-term benefits by holding off on instant gratification, or preferences to no restraints on enjoying life at the present broked broken down according to... Nothing else works as good well as this ]]> 20241211 08:30-09:30 1.5 active How to use power distance, restraint & indulgence By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 5 Hofstede's Six Dimensions of Organizational Culture 20241120 hw20241204 pix/icons8-movie-100_white.png Hofstede's Six Dimensions of Organizational Culture https://www.youtube.com/watch?app=desktop&v=yKKruTRQ_2A (continue from qs 6) Watch the video again. → answer the questions ]]> 5 Hofstede's Six Dimensions of Organizational Culture 20241120 hw20241204 active edit_ol_qa prep_ol_qa pix/icons8-cafe-100_white.png How can you distinguish one culture from another? What criteria could you use? Hofstede's Six Dimensions of Organizational Culture https://www.youtube.com/watch?app=desktop&v=yKKruTRQ_2A (continue from qs 4) Watch the video again. → answer the questions ]]> hofstede_s_six_dimensions_of_organizational_culture_yKKruTRQ_2A.mp4 What is power distance? → give an example → ask a question to assess the dominant cultural dimension Named generations in the Western world (Wikipedia) Who takes decisions: the boss or the team?]]> Millennials = aka Generation Y, described as the first global generation and the first generation that grew up in the Internet age. The generation is generally marked by elevated usage of and familiarity with the Internet, mobile devices, and social media, which is why they are sometimes termed digital natives What is meant by individualism-collectivism? → give an example → ask a question to assess the dominant cultural dimension Are there individual incentives or bonuses for the whole team? Can you achieve success without support from your team? Is your success also your company's success? How do you contribute to the development of your town, ecology, country?]]> incentive = something that encourages you to do sth What is meant by masculinity-femininity? → give an example → ask a question to assess the dominant cultural dimension What is the percentage of women in managerial positions? Are your products & services the same for both men and women?]]> gender gap = difference in opinions or attitudes between men and women concerning a variety of public and private issues, including political candidates, parties, or programmes Explain uncertainty avoidance → give an example → ask a question to assess the dominant cultural dimension Are you ready to take out a loan? Is management open to new technologies & telework?]]> telework = work from home, remotely What is meant by short vs long-term orientation? → give an example → ask a question to assess the dominant cultural dimension Where do you see yourself in 5-10 years? Do you choose a product rather because it is fashionable or of durable quality?]]> frugality = prudence in avoiding waste perseverance = quality of continuing to try to achieve a particular aim in spite of difficulties How do you explain indulgence vs restraint? → give an example → ask a question to assess the dominant cultural dimension Do you believe in 'Carpe Diem'? How do you retain talents? How do you achieve happiness? Can you discipline yourself?]]> indulgence = (usually disapproving) the state or act of having or doing whatever you want; the state of allowing sb to have or do whatever they want; something that you allow yourself to have even though it is not essential gratification = state of feeling pleasure when sth goes well for you or when your desires are satisfied; sth that gives you pleasure Carpe diem = Latin aphorism, usually translated "seize the day", "pluck the day [as it is ripe]", that is 'Enjoy the moment' 2 pix/icons8-microscope-100_white.png Power distance active xml_multi_dd_column How do politicians use power distance to communicate with the masses? visual aid]]> 100 40 22 bottom 1;2;3;4;5;6;7;8;9;10 11;12;13;14;15;16;17;18;19 3 Power distance - Follow-up 20241211 hw20241218 active edit_ol_qa prep_ol_qa pix/icons8-collaboration-100_white.png How can power distance be interpreted in different situations? visual aid
]]> A young employee (e.g. an intern) gives his/her mentor some lip. If you want to be part of the club, you have to behave! ]]> to lip someone | to give someone some lip = to give someone some lip means to speak to someone in a way which is rude and doesn't show respect A young recruit remains silent although he/she is expected to participate in a meeting. 〆if a recruit is expected to participate it probably isn't in a high power distance meeting ✓ in low power distance situations senior staff would offer mentoring & coaching which could make the recruit feel embarrassed → agree in advance on a protocol / format for brainstorming, reporting, etc e.g. senior members should give their opinion last so as to encourage junior staff to share their ideas A training course is designed by a faculty before admitting students. ✓ common practice in long term orientation cultures & higher power distance = teacher centred ✓ in Western universities, students may choose what courses they want to attend = student centred → faculty of professors should strive to be more open to uncertainty avoidance without contradicting their (need for) power distance e.g. be more flexible when demanding which units/credits to be completed A new female mentee employee refuses to be mentored by a 50-year old male manager. 〆possibly a younger employee from a low power distance background who doesn't fit into a team of higher power distance professionals (perhaps in some more traditional, industrial sector - e.g. steel industry, coal mining...) 〆perhaps more collectivist corporate culture → adhere to a mentoring agreement that addresses possible uncertainty avoidance & short term vs long term orientation e.g. ensure both parties are interested in the objectives set mentoring = mutual self-development based on sharing of personal experiences mentee = person who is given help and advice by a more experienced and often older person to adhere = to behave according to a particular law, rule, set of instructions, etc The nephew of the director has been given a job without a skills interview. ✓ common in high power distance cultures 〆might not even be perceived as nepotism, but just the accepted norm in certain collectivist countries (e.g. India) → insist that there are no bad cultures → focus on building long term oriented relationships (in so-called 'corporate tribes') e.g. make sure every employee feels like a member of the 'family' under the auspices of a high power distance manager e.g. outsourced HR officer could conduct (both job & exit) interviews to ensure an optimal match with the corporate culture nepotism = (disapproving) giving unfair advantages to your own family if you are in a position of power, especially by giving them jobs Hofstede's Cultural Dimensions Theory = created in 1980 by Dutch management researcher Geert Hofstede who carried out an extensive survey during the 1960s and 1970s, investigating variations in values within different sectors of IBM, a global computer manufacturing company power distance = strength of social hierarchy; has been defined as the extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally. This represents inequality (more versus less), but defined from below, not from above. It suggests that a society's level of inequality is endorsed by the followers as much as by the leaders. Power and inequality, of course, are extremely fundamental facts of any society. All societies are unequal, but some are more unequal than others (https://scholarworks.gvsu.edu/cgi/viewcontent.cgi?article=1014&context=orpc pg 8) masculinity-femininity = task-orientation versus person-orientation IDV (individualism-collectivism) = measures the extent to which people look out for each other as a team or look out for themselves as an individual UAI (uncertainty avoidance index) = indicates to what extent nations avoid the unknown; is not the same as risk avoidance: it deals with a society's tolerance for ambiguity. It indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. Unstructured situations are novel, unknown, surprising, and different from usual. Uncertainty avoiding cultures try to minimize the possibility of such situations by strict behavioural codes, laws and rules, disapproval of deviant opinions, and a belief in absolute Truth; 'there can only be one Truth and we have it' (https://scholarworks.gvsu.edu/cgi/viewcontent.cgi?article=1014&context=orpc pg 10) LTO (long-term orientation) = expresses how societies either prioritize traditions or seek for the modern in their dealings with the present and the future IVR (indulgence vs restraint) = comparison between a country's willingness to wait for long-term benefits by holding off on instant gratification, or preferences to no restraints on enjoying life at the present Millennials = also known as Generation Y or Gen Y, are the demographic cohort following Generation X and preceding Generation Z. Researchers and popular media use the early 1980s as starting birth years and the mid-1990s to early 2000s as ending birth years, with the generation typically being defined as people born from 1981 to 1996. Most millennials are the children of baby boomers and early Gen Xers; millennials are often the parents of Generation Alpha; described as the first global generation and the first generation that grew up in the Internet age. The generation is generally marked by elevated usage of and familiarity with the Internet, mobile devices, and social media, which is why they are sometimes termed digital natives incentive = something that encourages you to do sth gender gap = difference in opinions or attitudes between men and women concerning a variety of public and private issues, including political candidates, parties, or programmes telework = work from home, remotely frugality = prudence in avoiding waste perseverance = quality of continuing to try to achieve a particular aim in spite of difficulties indulgence = (usually disapproving) the state or act of having or doing whatever you want; the state of allowing sb to have or do whatever they want; something that you allow yourself to have even though it is not essential gratification = state of feeling pleasure when sth goes well for you or when your desires are satisfied; sth that gives you pleasure Carpe diem = Latin aphorism, usually translated "seize the day", "pluck the day [as it is ripe]", that is 'Enjoy the moment' legitimate = lawful, proper, regular, conforming to the standard type; logically admissible 'd be were put in this situation Are abortions permitted or no not Despite Although it is like one leader has the power to make... ]]> determine /dɪˈtə:mɪn/ foreign /ˈfɔrɪn/ obsolete /ˈɔbsəli:t/ 20241204 08:30-09:30 1.5 active XCC | Hofstede cultural dimensions Power distance vs long term orientation Embedded finance By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 5 Hofstede's Six Dimensions of Organizational Culture 20241120 hw20241204 pix/icons8-movie-100_white.png Hofstede's Six Dimensions of Organizational Culture https://www.youtube.com/watch?app=desktop&v=yKKruTRQ_2A (continue from qs 4) Watch the video again. → answer the questions ]]> 5 Hofstede's Six Dimensions of Organizational Culture 20241120 hw20241204 active edit_ol_qa prep_ol_qa pix/icons8-cafe-100_white.png How can you distinguish one culture from another? What criteria could you use? Hofstede's Six Dimensions of Organizational Culture https://www.youtube.com/watch?app=desktop&v=yKKruTRQ_2A (continue from qs 4) Watch the video again. → answer the questions ]]> hofstede_s_six_dimensions_of_organizational_culture_yKKruTRQ_2A.mp4 What is power distance? → give an example → ask a question to assess the dominant cultural dimension Named generations in the Western world (Wikipedia) Who takes decisions: the boss or the team?]]> Millennials = aka Generation Y, described as the first global generation and the first generation that grew up in the Internet age. The generation is generally marked by elevated usage of and familiarity with the Internet, mobile devices, and social media, which is why they are sometimes termed digital natives What is meant by individualism-collectivism? → give an example → ask a question to assess the dominant cultural dimension Are there individual incentives or bonuses for the whole team? Can you achieve success without support from your team? Is your success also your company's success? How do you contribute to the development of your town, ecology, country?]]> incentive = something that encourages you to do sth What is meant by masculinity-femininity? → give an example → ask a question to assess the dominant cultural dimension What is the percentage of women in managerial positions? Are your products & services the same for both men and women?]]> gender gap = difference in opinions or attitudes between men and women concerning a variety of public and private issues, including political candidates, parties, or programmes Explain uncertainty avoidance → give an example → ask a question to assess the dominant cultural dimension Are you ready to take out a loan? Is management open to new technologies & telework?]]> telework = work from home, remotely What is meant by short vs long-term orientation? → give an example → ask a question to assess the dominant cultural dimension Where do you see yourself in 5-10 years? Do you choose a product rather because it is fashionable or of durable quality?]]> frugality = prudence in avoiding waste perseverance = quality of continuing to try to achieve a particular aim in spite of difficulties How do you explain indulgence vs restraint? → give an example → ask a question to assess the dominant cultural dimension Do you believe in 'Carpe Diem'? How do you retain talents? How do you achieve happiness? Can you discipline yourself?]]> indulgence = (usually disapproving) the state or act of having or doing whatever you want; the state of allowing sb to have or do whatever they want; something that you allow yourself to have even though it is not essential gratification = state of feeling pleasure when sth goes well for you or when your desires are satisfied; sth that gives you pleasure Carpe diem = Latin aphorism, usually translated "seize the day", "pluck the day [as it is ripe]", that is 'Enjoy the moment' active textbook In Russia, everything changes in 10 years, nothing in 200 years Pyotr Stolypin, third prime minister and interior minister of the Russian Empire from 1906 until his assassination in 1911 T / Cl Embedded finance ✓ integrate banking and other financial services into non-financial apps and services ✓ merge banking, lending, insurance, and investment services with customer offerings ✓ link application programming interfaces (APIs) to financial partners ✓ is reminiscent of Buy now, pay later (BNPL) → provide invisible third-party loans at the point of sale ]]> Hofstede's Cultural Dimensions Theory = created in 1980 by Dutch management researcher Geert Hofstede who carried out an extensive survey during the 1960s and 1970s, investigating variations in values within different sectors of IBM, a global computer manufacturing company power distance = strength of social hierarchy; has been defined as the extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally. This represents inequality (more versus less), but defined from below, not from above. It suggests that a society's level of inequality is endorsed by the followers as much as by the leaders. Power and inequality, of course, are extremely fundamental facts of any society. All societies are unequal, but some are more unequal than others (https://scholarworks.gvsu.edu/cgi/viewcontent.cgi?article=1014&context=orpc pg 8) masculinity-femininity = task-orientation versus person-orientation IDV (individualism-collectivism) = measures the extent to which people look out for each other as a team or look out for themselves as an individual UAI (uncertainty avoidance index) = indicates to what extent nations avoid the unknown; is not the same as risk avoidance: it deals with a society's tolerance for ambiguity. It indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. Unstructured situations are novel, unknown, surprising, and different from usual. Uncertainty avoiding cultures try to minimize the possibility of such situations by strict behavioural codes, laws and rules, disapproval of deviant opinions, and a belief in absolute Truth; 'there can only be one Truth and we have it' (https://scholarworks.gvsu.edu/cgi/viewcontent.cgi?article=1014&context=orpc pg 10) LTO (long-term orientation) = expresses how societies either prioritize traditions or seek for the modern in their dealings with the present and the future IVR (indulgence vs restraint) = comparison between a country's willingness to wait for long-term benefits by holding off on instant gratification, or preferences to no restraints on enjoying life at the present Millennials = also known as Generation Y or Gen Y, are the demographic cohort following Generation X and preceding Generation Z. Researchers and popular media use the early 1980s as starting birth years and the mid-1990s to early 2000s as ending birth years, with the generation typically being defined as people born from 1981 to 1996. Most millennials are the children of baby boomers and early Gen Xers; millennials are often the parents of Generation Alpha; described as the first global generation and the first generation that grew up in the Internet age. The generation is generally marked by elevated usage of and familiarity with the Internet, mobile devices, and social media, which is why they are sometimes termed digital natives incentive = something that encourages you to do sth gender gap = difference in opinions or attitudes between men and women concerning a variety of public and private issues, including political candidates, parties, or programmes telework = work from home, remotely frugality = prudence in avoiding waste perseverance = quality of continuing to try to achieve a particular aim in spite of difficulties indulgence = (usually disapproving) the state or act of having or doing whatever you want; the state of allowing sb to have or do whatever they want; something that you allow yourself to have even though it is not essential gratification = state of feeling pleasure when sth goes well for you or when your desires are satisfied; sth that gives you pleasure Carpe diem = Latin aphorism, usually translated "seize the day", "pluck the day [as it is ripe]", that is 'Enjoy the moment' legitimate = lawful, proper, regular, conforming to the standard type; logically admissible interest rate = percentage of a sum of money charged for its use distribution strategy = methods and channels a company uses to deliver its products or services from the point of production to the end consumer. The overarching goal is to move inventory as efficiently as possible while delivering the best possible customer experience embedded finance = (in fintech) term for integrating banking and other financial services into nonfinancial apps and services. Companies are merging banking, lending, insurance, and investment services with their customer offerings through application programming interfaces (APIs) linked to financial partners. Embedded finance is, in a sense, nothing new: Buy now, pay later (BNPL) is based on invisible third-party loans given at the point of sale credit worthiness = trustworthiness with money as based on a person's credit history; a general qualification for borrowing economical economic terms (conditions) will... A seven hundred years year old fish market will be deleted taken down | removed If you missed for (your objectives by) 4-5%, your margins are... ]]> 20241120 08:00-09:00 1.5 active WRI | Writing a pitch with Robert Cialdini's principles of influence | Hofstede cultural dimensions By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 2 Persuasive speech 20241113 hw20241120 pix/icons8-lecturer-100_white.png 2 Persuasive speech 20241113 hw20241120 pix/icons8-lecturer-100_white.png active prep_2columns_2qa (you may add presentation notes or type in your examples here) icons8-chatgpt.svg Persuasive Speech for Promoting an E-Commerce System Reminiscent of Craigslist Using Cialdini's Principles Good [morning/afternoon], everyone. Today, I’m excited to introduce to you a new and innovative e-commerce platform that will transform the way we buy, sell, and connect with our local communities. This isn’t just another marketplace; it’s a system that brings people together, builds trust, and makes transactions easier. What makes this opportunity even more compelling? It’s something you can’t afford to miss — because, right now, we are offering exclusive access to this platform, and there’s a limited window to join before things change. Let me explain how this platform works, and why you should act now. 1. reciprocity Imagine this: you have an item you no longer need, and someone in your community is looking for it. By posting it on our platform, you're giving back to your neighborhood — offering up something of value to someone who will appreciate it. And here’s the best part: when you need something in the future, you’ll have access to a vast network of individuals willing to help in return. Just like any healthy exchange, this system works on reciprocity. You give a little, and you’ll get a lot in return. Our platform fosters a cycle of generosity, creating goodwill among buyers and sellers alike. Whether it's free items, discounts, or finding a hard-to-get item at a reasonable price, our community helps each other thrive. 〆need cultural localisation to take into account quite different Russian expectations 2. scarcity Here's the most important part: Scarcity. Right now, we’re offering exclusive early access to our platform, with special perks for those who sign up now. We’re only allowing a limited number of users to join during this phase, and once we reach that limit, we’ll be closing registrations to ensure a more personalized experience for everyone involved. And it gets better — only early users will have access to certain features like priority listings for high-demand items and exclusive discounts that won't be available later. So, the time to act is NOW. The longer you wait, the greater the chance that these opportunities will no longer be available to you. 3. authority Our platform is designed by experts who understand the ins and outs of e-commerce, and who know how important it is to foster trust between users. We’ve built features that prioritize security, safety, and ease of use. From secure payment options to user ratings and reviews, our team of experts has worked tirelessly to create a space where every transaction is smooth and transparent. Industry leaders and experienced e-commerce professionals have reviewed and endorsed our platform because they understand its potential to disrupt the current way we think about buying and selling online. Their support lends credibility to our platform, showing that it’s not just another marketplace — it’s a cutting-edge solution backed by people who know e-commerce inside and out. 〆too anonymous 〆focus on reviewers instead of buyers & sellers, i.e. people like your target audience 4. consistency The more you search, the easier it becomes for you The more you sell, the easier it becomes for you We know that trust is the backbone of any successful transaction, and that trust is built over time. By choosing to use our platform regularly, you are not only committing to a user-friendly system, but you are also contributing to a community that values transparency and consistency. As you continue to interact, you’ll notice how much more seamless your experience becomes. Buyers and sellers who have used the platform multiple times are often recognized by their activity — building credibility and trustworthiness. Over time, your commitment to this platform will encourage others to follow suit, and a reliable, consistent system will emerge, benefiting everyone involved. 〆no metrics 5. likeability One of the most powerful principles is likability. We understand that people like to do business with those they like and trust. That’s why our platform is designed with a human touch. We’ve built it to be simple, friendly, and approachable. It's not just about transactions; it’s about creating connections with people in your community. When you use our platform, you’ll feel like you're dealing with real people who care about your experience. We prioritize a sense of community and foster communication between users in ways that make you feel heard, respected, and valued. It’s not a cold, impersonal transaction — it’s an interaction with someone who lives in your town, who shares similar interests, and who genuinely wants to help. 〆no specific communication tools such as instant messaging & video calls to facilitate communication among buyers & sellers 6. social proof / consensus You're not alone in thinking this is a great idea. Thousands of people have already embraced this system and are finding it more effective than traditional online marketplaces. Just look around your community — neighbors, friends, and family are already sharing items, making connections, and supporting one another through this platform. We’ve seen real-world success stories of people finding exactly what they need, whether it's a gently used couch or a rare collectible. Testimonials from our loyal users prove that this system works. People just like you are taking advantage of this opportunity every single day, and now it’s your turn to join the movement. (7. unity) Conclusion: Now is the time to get involved. Our platform isn’t just another marketplace — it’s a community that thrives on trust, reciprocity, and genuine connections. By signing up today, you’ll not only be joining a growing movement, but you’ll also secure your access to valuable, limited-time benefits. Remember, spaces are limited, and once they're gone, they're gone. So, don’t miss your chance to be part of something special. Join us now, and let’s make buying and selling easier, more trustworthy, and more rewarding than ever before. Thank you! ]]> 3. authority Our top manager has actually attended this course last week and she said she'd been able to put into practice her new knowledge very quickly.]]> icons8-lecturer-100.png

Robert Cialdini's principles of influence

1. reciprocity 2. scarcity 3. authority 4. consistency 5. likeability 6. social proof / consensus (7. unity) ]]> reciprocity = situation in which two people, countries, etc. provide the same help or advantages to each other consistency = quality of always behaving in the same way or of having the same opinions, standard, etc likeability = property that makes a person likeable, that allows them to be liked scarcity of = smallness of quantity in proportion to the wants or demands; deficiency 5 Hofstede's Six Dimensions of Organizational Culture 20241120 hw20241204 active edit_ol_qa prep_ol_qa pix/icons8-cafe-100_white.png How can you distinguish one culture from another? What criteria could you use? Hofstede's Six Dimensions of Organizational Culture https://www.youtube.com/watch?app=desktop&v=yKKruTRQ_2A (continue from qs 4) Watch the video again. → answer the questions ]]> hofstede_s_six_dimensions_of_organizational_culture_yKKruTRQ_2A.mp4 What is power distance? → give an example → ask a question to assess the dominant cultural dimension Named generations in the Western world (Wikipedia) Who takes decisions: the boss or the team?]]> Millennials = aka Generation Y, described as the first global generation and the first generation that grew up in the Internet age. The generation is generally marked by elevated usage of and familiarity with the Internet, mobile devices, and social media, which is why they are sometimes termed digital natives What is meant by individualism-collectivism? → give an example → ask a question to assess the dominant cultural dimension Are there individual incentives or bonuses for the whole team? Can you achieve success without support from your team? Is your success also your company's success? How do you contribute to the development of your town, ecology, country?]]> incentive = something that encourages you to do sth What is meant by masculinity-femininity? → give an example → ask a question to assess the dominant cultural dimension What is the percentage of women in managerial positions? Are your products & services the same for both men and women?]]> gender gap = difference in opinions or attitudes between men and women concerning a variety of public and private issues, including political candidates, parties, or programmes Explain uncertainty avoidance → give an example → ask a question to assess the dominant cultural dimension Are you ready to take out a loan? Is management open to new technologies & telework?]]> telework = work from home, remotely What is meant by short vs long-term orientation? → give an example → ask a question to assess the dominant cultural dimension Where do you see yourself in 5-10 years? Do you choose a product rather because it is fashionable or of durable quality?]]> frugality = prudence in avoiding waste perseverance = quality of continuing to try to achieve a particular aim in spite of difficulties How do you explain indulgence vs restraint? → give an example → ask a question to assess the dominant cultural dimension Do you believe in 'Carpe Diem'? How do you retain talents? How do you achieve happiness? Can you discipline yourself?]]> indulgence = (usually disapproving) the state or act of having or doing whatever you want; the state of allowing sb to have or do whatever they want; something that you allow yourself to have even though it is not essential gratification = state of feeling pleasure when sth goes well for you or when your desires are satisfied; sth that gives you pleasure Carpe diem = Latin aphorism, usually translated "seize the day", "pluck the day [as it is ripe]", that is 'Enjoy the moment' Hofstede's Cultural Dimensions Theory = created in 1980 by Dutch management researcher Geert Hofstede who carried out an extensive survey during the 1960s and 1970s, investigating variations in values within different sectors of IBM, a global computer manufacturing company power distance = strength of social hierarchy; has been defined as the extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally. This represents inequality (more versus less), but defined from below, not from above. It suggests that a society's level of inequality is endorsed by the followers as much as by the leaders. Power and inequality, of course, are extremely fundamental facts of any society. All societies are unequal, but some are more unequal than others (https://scholarworks.gvsu.edu/cgi/viewcontent.cgi?article=1014&context=orpc pg 8) masculinity-femininity = task-orientation versus person-orientation IDV (individualism-collectivism) = measures the extent to which people look out for each other as a team or look out for themselves as an individual UAI (uncertainty avoidance index) = indicates to what extent nations avoid the unknown; is not the same as risk avoidance: it deals with a society's tolerance for ambiguity. It indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. Unstructured situations are novel, unknown, surprising, and different from usual. Uncertainty avoiding cultures try to minimize the possibility of such situations by strict behavioural codes, laws and rules, disapproval of deviant opinions, and a belief in absolute Truth; 'there can only be one Truth and we have it' (https://scholarworks.gvsu.edu/cgi/viewcontent.cgi?article=1014&context=orpc pg 10) LTO (long-term orientation) = expresses how societies either prioritize traditions or seek for the modern in their dealings with the present and the future IVR (indulgence vs restraint) = comparison between a country's willingness to wait for long-term benefits by holding off on instant gratification, or preferences to no restraints on enjoying life at the present Millennials = also known as Generation Y or Gen Y, are the demographic cohort following Generation X and preceding Generation Z. Researchers and popular media use the early 1980s as starting birth years and the mid-1990s to early 2000s as ending birth years, with the generation typically being defined as people born from 1981 to 1996. Most millennials are the children of baby boomers and early Gen Xers; millennials are often the parents of Generation Alpha; described as the first global generation and the first generation that grew up in the Internet age. The generation is generally marked by elevated usage of and familiarity with the Internet, mobile devices, and social media, which is why they are sometimes termed digital natives incentive = something that encourages you to do sth gender gap = difference in opinions or attitudes between men and women concerning a variety of public and private issues, including political candidates, parties, or programmes telework = work from home, remotely frugality = prudence in avoiding waste perseverance = quality of continuing to try to achieve a particular aim in spite of difficulties indulgence = (usually disapproving) the state or act of having or doing whatever you want; the state of allowing sb to have or do whatever they want; something that you allow yourself to have even though it is not essential gratification = state of feeling pleasure when sth goes well for you or when your desires are satisfied; sth that gives you pleasure Carpe diem = Latin aphorism, usually translated "seize the day", "pluck the day [as it is ripe]", that is 'Enjoy the moment' legitimate = lawful, proper, regular, conforming to the standard type; logically admissible a white list of paper the blank page syndrome ]]> 20241113 08:30-09:30 1.5 active WRI | Robert Cialdini's principles of influence | Writing a persuasive speech WRI | Writing a persuasive speech By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 1 Robert Cialdini's principles of influence 20241009 hw20241016_n2 pix/icons8-movie-100_white.png How can you convince someone to buy something from you? 1 Robert Cialdini's principles of influence 20241009 hw20241016_n2 active edit_ol_qa prep_ol_qa pix/icons8-movie-100_white.png How can you convince someone to buy something from you? principles_of_persuasion_by_robert_cialdini_and_steve_martin bigspeak.com
Watch the video. (continue from [06:10]) → what are the 6 principles of persuasion mentioned? → what examples are given to support them? ]]> Robert Cialdini - Science Of Persuasion Extensive scholarly training in the psychology of influence, together with over 30 years of research into the subject, has earned Dr. Cialdini an international reputation as an expert in the fields of persuasion, compliance, and negotiation. His books including, Influence: Science & Practice and Influence: The Psychology of Persuasion are the results of more than 30 years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 3 million copies and has been published in thirty languages. Additionally, USA Today lists Influence in their 12 Best Business Books of All Time. https://www.youtube.com/watch?v=kv0sOX6Alrk ]]> robert_cialdini_science_of_persuasion-kv0sox6alrk.mp4 In what situation would two people, countries, etc. provide the same help or advantages to each other? Why? [01:25] ✓ reciprocity → be the first to give → personalise e.g. giving a mint to get a tip ✓ moral obligation to return the favour return the favour How can smallness of quantity in proportion to the wants or demands prove to be a convincing argument? What do you need to voice to make it clear? [03:12] ✓ scarcity ✓ voice the following features → highlight benefits → show it is unique → point out what could be lost desire to have the unique or last one available Why can someone who is regarded as an authority by someone else help influence the decision making process? How should this person be introduced? [04:15] ✓ authority → wear a uniform or formal suit → display diplomas = reminiscent of celebrity endorsement ✓ get introduced by someone else → mention experience, qualifications... celebrity endorsement What do you call the quality of always behaving in the same way or of having the same opinions, standard, etc? Why can this impact the final decision? [06:10] ✓ consistency → agree to small, initial commitments → commit to what you have already agreed → write voluntary, active, public commitments ✓ improve customer loyalty loyalty to a brand, stick to your choice despite price increase What is the property that makes a person likeable, that allows them to be liked? How can this foster a better rapport when negotiating or selling? [07:45] ✓ likeability → behave in a similar manner → pay (genuine) compliments → show you want to cooperate e.g. share personal interests before negotiating if others like you, then that means that you possess the ability to get along with others, which is a prized workplace skill Why do people copy the actions of others in an attempt to emulate behaviour in certain situations? How can you take advantage of this social need? [09:10] ✓ social proof / consensus ✓ desire to belong to a group = conformity → show others like you follow the herd instinct Why is the state of being in agreement and working together important when trying to convince your partners? (this is NOT in the video) ✓ unity → having business, social, cultural ties → (possibly) being in the same boat (i.e. being in the same unpleasant situation as other people) speaker is one of us 2 Persuasive speech 20241113 hw20241120 pix/icons8-lecturer-100_white.png active prep_2columns_2qa (you may add presentation notes or type in your examples here) ]]> 3. authority Our top manager has actually attended this course last week and she said she'd been able to put into practice her new knowledge very quickly.]]> icons8-lecturer-100.png

Robert Cialdini's principles of influence

1. reciprocity 2. scarcity 3. authority 4. consistency 5. likeability 6. social proof / consensus (7. unity) ]]> reciprocity = situation in which two people, countries, etc. provide the same help or advantages to each other consistency = quality of always behaving in the same way or of having the same opinions, standard, etc likeability = property that makes a person likeable, that allows them to be liked scarcity of = smallness of quantity in proportion to the wants or demands; deficiency You scratch my back and I'll scratch yours = used to tell someone that if they help you, you will help them to trade off = to give up one desired objective in order to get another, when both cannot be achieved at the same time; to make a compromise to pretend = to behave in a particular way, in order to make other people believe sth that is not true to deceive = to make sb believe sth that is not true to be on to sb = to understand the motives of someone; not be deceived reciprocity = situation in which two people, countries, etc. provide the same help or advantages to each other consistency = quality of always behaving in the same way or of having the same opinions, standard, etc likeability = property that makes a person likeable, that allows them to be liked scarcity of = smallness of quantity in proportion to the wants or demands; deficiency lower smaller I will gladly listen to your story St Pete and Moscow was were like rivals I was would be | would have been very proud if I did (OR had done) that myself ]]> ideal /aɪˈdɪəl/ 20241106 08:30-09:30 1.5 active WRI | Writing a press-release with a template (2/2) | Robert Cialdini's principles of influence WRI | Writing a press-release Robert Cialdini's principles of influence WRI | Writing a persuasive speech By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 4 Writing a press release - Avito template 20241016 hw20241030_n1 pix/icons8-hand-with-pen-100_white.png https://docs.google.com/document/d/1jMxaBv3tnxdR13dT9DniVxEL6Oqay7rHcJ3eCjmD4kA/edit Avito changes rules: reputable sellers will be promoted and new ads will no longer have a boost https://docs.google.com/document/d/1557Zs2F3Rp3okLpKjVHcZ3j8eKo6ra_La3wRy0-syao/edit?tab=t.0 ]]> 1 Robert Cialdini's principles of influence 20241009 hw20241016_n2 pix/icons8-movie-100_white.png How can you convince someone to buy something from you? 4 Writing a press release - Avito template (2/2) 20241016 hw20241030_n1 active prep_2columns_2qa prep_ol_qa edit_ol_qa pix/icons8-hand-with-pen-100_white.png Can you improve your template to write a press release? https://docs.google.com/document/d/1jMxaBv3tnxdR13dT9DniVxEL6Oqay7rHcJ3eCjmD4kA/edit Avito changes rules: reputable sellers will be promoted and new ads will no longer have a boost https://docs.google.com/document/d/1557Zs2F3Rp3okLpKjVHcZ3j8eKo6ra_La3wRy0-syao/edit?tab=t.0 ]]> Title

[COMPANY] ANNOUNCES [SERVICE | TECHNOLOGY | TOOL] TO ENABLE [CUSTOMER SEGMENT] TO [BENEFIT STATEMENT].

Sub-title
→ Provide a few more key details • • •
Intro Paragraph
[City, State]–[Intended Launch Date] → Provide a crisp 3-4 sentences that reiterate and expand on the title with a little more detail on the customers served and what is being launched • • •
Customer Problems
→ Lay out the top 3-4 (max) problems for the customers your product or service is intended to serve • • •
Solution
→ Describe how your product/service elegantly solves the problem. Give a brief overview of how it works, and then go through and talk about how it solves each problem you listed above • • •
Leader’s Quote
→ Pick a leader in your company and make up a quote that talks about why the company decided to tackle this problem and (at a high-level) how the solution solves it • • •
Customer’s Job-to-be-Done
→ Describe what a customer has to do to start using the product/service and how it works. Go into enough detail to give them confidence it actually solves the problem • • •
Customer Quote
→ Create a fake quote by a fake customer, but one that sounds like it could be real. The customer should describe her pain point or the goal she needs to accomplish, and then how the product you launched enables her to do so To learn more, go to [Provide a URL or other information on the first place a customer should go to get access to the product/service.] • • •
]]> Title
Avito changes rules: reputable sellers will be promoted and new ads will no longer have a boost.
Sub-title
Avito is changing its ranking formula in order to better reflect customer preferences. From October 21 sellers with the best quality of service gain more visibility on the platform. At the same time, long-running boosts for new ads are abolished.
Intro Paragraph
Avito continues to follow buyers’ preferences. Several years ago the assortment at Avito was dominated by unique items such as pre-owned cars and couches. In those days buyers used to look rather at more recent ads. Nowadays Avito offers plenty of new items and services that are by nature repeatable. Therefore buyers pay much less attention to ads posting date. To reflect this shift Avito stops boosting new ads in Electronic, Spare Parts, Construction and Renovation categories. In the near future those boosts will become obsolete all across Avito.
Customer Problems
→ Lay out the top 3-4 (max) problems for the customers your product or service is intended to serve • • •
Solution
→ Describe how your product/service elegantly solves the problem. Give a brief overview of how it works, and then go through and talk about how it solves each problem you listed above • • •
Leader’s Quote
→ Pick a leader in your company and make up a quote that talks about why the company decided to tackle this problem and (at a high-level) how the solution solves it • • •
Customer’s Job-to-be-Done
→ Describe what a customer has to do to start using the product/service and how it works. Go into enough detail to give them confidence it actually solves the problem • • •
Customer Quote
→ Create a fake quote by a fake customer, but one that sounds like it could be real. The customer should describe her pain point or the goal she needs to accomplish, and then how the product you launched enables her to do so To learn more, go to [Provide a URL or other information on the first place a customer should go to get access to the product/service.] • • •
]]> active textbook ✓ keep projects secret to avoid competition stealing your ideas ✓ schedule launch of a new product|service only per given agenda ✓ disclose new strategies to avoid the press gossiping ✓ give a unique, recognisable name to in-house, branded features How do you deal with numerous prospect buyers' requests if you are a frequent (business) seller? ✓ deploy a CRM solution ✓ keep it cheaper for business sellers than installing a 3rd party piece of software → offer a subscription to a web-browser plugin for SME ]]> 1 Robert Cialdini's principles of influence 20241009 hw20241016_n2 active prep_ol_qa edit_ol_qa pix/icons8-movie-100_white.png How can you convince someone to buy something from you? principles_of_persuasion_by_robert_cialdini_and_steve_martin bigspeak.com
Watch the video. → what are the 6 principles of persuasion mentioned? → what examples are given to support them? ]]> Robert Cialdini - Science Of Persuasion Extensive scholarly training in the psychology of influence, together with over 30 years of research into the subject, has earned Dr. Cialdini an international reputation as an expert in the fields of persuasion, compliance, and negotiation. His books including, Influence: Science & Practice and Influence: The Psychology of Persuasion are the results of more than 30 years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 3 million copies and has been published in thirty languages. Additionally, USA Today lists Influence in their 12 Best Business Books of All Time. https://www.youtube.com/watch?v=kv0sOX6Alrk ]]> robert_cialdini_science_of_persuasion-kv0sox6alrk.mp4 In what situation would two people, countries, etc. provide the same help or advantages to each other? Why? [01:25] ✓ reciprocity → be the first to give → personalise e.g. giving a mint to get a tip ✓ moral obligation to return the favour return the favour How can smallness of quantity in proportion to the wants or demands prove to be a convincing argument? What do you need to voice to make it clear? [03:12] ✓ scarcity ✓ voice the following features → highlight benefits → show it is unique → point out what could be lost desire to have the unique or last one available Why can someone who is regarded as an authority by someone else help influence the decision making process? How should this person be introduced? [04:15] ✓ authority → wear a uniform or formal suit → display diplomas = reminiscent of celebrity endorsement ✓ get introduced by someone else → mention experience, qualifications... celebrity endorsement What do you call the quality of always behaving in the same way or of having the same opinions, standard, etc? Why can this impact the final decision? [06:10] ✓ consistency → agree to small, initial commitments → commit to what you have already agreed → write voluntary, active, public commitments ✓ improve customer loyalty loyalty to a brand, stick to your choice despite price increase What is the property that makes a person likeable, that allows them to be liked? How can this foster a better rapport when negotiating or selling? [07:45] ✓ likeability → behave in a similar manner → pay (genuine) compliments → show you want to cooperate e.g. share personal interests before negotiating if others like you, then that means that you possess the ability to get along with others, which is a prized workplace skill Why do people copy the actions of others in an attempt to emulate behaviour in certain situations? How can you take advantage of this social need? [09:10] ✓ social proof / consensus → show others like you follow the herd instinct Why is the state of being in agreement and working together important when trying to convince your partners? (this is NOT in the video) ✓ unity → having business, social, cultural ties → (possibly) being in the same boat (i.e. being in the same unpleasant situation as other people) speaker is one of us wholesale = connected with goods that are bought and sold in large quantities, especially so they can be sold again to make a profit You scratch my back and I'll scratch yours = used to tell someone that if they help you, you will help them to trade off = to give up one desired objective in order to get another, when both cannot be achieved at the same time; to make a compromise to pretend = to behave in a particular way, in order to make other people believe sth that is not true to deceive = to make sb believe sth that is not true to be on to sb = to understand the motives of someone; not be deceived reciprocity = situation in which two people, countries, etc. provide the same help or advantages to each other consistency = quality of always behaving in the same way or of having the same opinions, standard, etc likeability = property that makes a person likeable, that allows them to be liked scarcity of = smallness of quantity in proportion to the wants or demands; deficiency ( ← suggests a point in the past) the (= now) moment we're not doing it that good well They ended with like (something such as) benefits They think that we are gaming cheating (?) | misleading them but actually it's our algorithms ]]> 20241016 08:30-09:30 1.5 active WRI | Writing a press-release with a template (1/2) WRI | Writing a press-release with a template | Robert Cialdini's principles of influence Robert Cialdini's principles of influence WRI | Writing a persuasive speech By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 4 Writing a press release - Avito template 20241009 hw20241016_n1 pix/icons8-hand-with-pen-100_white.png https://docs.google.com/document/d/1jMxaBv3tnxdR13dT9DniVxEL6Oqay7rHcJ3eCjmD4kA/edit ]]> 1 Robert Cialdini's principles of influence 20241009 hw20241016_n2 pix/icons8-movie-100_white.png How can you convince someone to buy something from you? 4 Writing a press release - Avito template (to be cont.) 20241016 hw20241030_n1 active prep_2columns_2qa prep_ol_qa edit_ol_qa pix/icons8-hand-with-pen-100_white.png Can you improve your template to write a press release? https://docs.google.com/document/d/1jMxaBv3tnxdR13dT9DniVxEL6Oqay7rHcJ3eCjmD4kA/edit Avito changes rules: reputable sellers will be promoted and new ads will no longer have a boost https://docs.google.com/document/d/1557Zs2F3Rp3okLpKjVHcZ3j8eKo6ra_La3wRy0-syao/edit?tab=t.0 ]]> Title

[COMPANY] ANNOUNCES [SERVICE | TECHNOLOGY | TOOL] TO ENABLE [CUSTOMER SEGMENT] TO [BENEFIT STATEMENT].

Sub-title
→ Provide a few more key details • • •
Intro Paragraph
[City, State]–[Intended Launch Date] → Provide a crisp 3-4 sentences that reiterate and expand on the title with a little more detail on the customers served and what is being launched • • •
Customer Problems
→ Lay out the top 3-4 (max) problems for the customers your product or service is intended to serve • • •
Solution
→ Describe how your product/service elegantly solves the problem. Give a brief overview of how it works, and then go through and talk about how it solves each problem you listed above • • •
Leader’s Quote
→ Pick a leader in your company and make up a quote that talks about why the company decided to tackle this problem and (at a high-level) how the solution solves it • • •
Customer’s Job-to-be-Done
→ Describe what a customer has to do to start using the product/service and how it works. Go into enough detail to give them confidence it actually solves the problem • • •
Customer Quote
→ Create a fake quote by a fake customer, but one that sounds like it could be real. The customer should describe her pain point or the goal she needs to accomplish, and then how the product you launched enables her to do so To learn more, go to [Provide a URL or other information on the first place a customer should go to get access to the product/service.] • • •
]]> Title
Avito changes rules: reputable sellers will be promoted and new ads will no longer have a boost.
Sub-title
Avito is changing its ranking formula in order to better reflect customer preferences. From October 21 sellers with the best quality of service gain more visibility on the platform. At the same time, long-running boosts for new ads are abolished.
Intro Paragraph
Avito continues to follow buyers’ preferences. Several years ago the assortment at Avito was dominated by unique items such as a pre-owned car or a couch. At that time buyers were especially looking at more recent ads. These days Avito offers plenty of new items and services that are by nature repeatable. Therefore buyers pay much less attention to ads posting date. To reflect this shift Avito stops boosting new ads in Electronic, Spare Parts, Construction and Renovation categories. In a near future those boosts will become obsolete all across Avito.
Customer Problems
→ Lay out the top 3-4 (max) problems for the customers your product or service is intended to serve • • •
Solution
→ Describe how your product/service elegantly solves the problem. Give a brief overview of how it works, and then go through and talk about how it solves each problem you listed above • • •
Leader’s Quote
→ Pick a leader in your company and make up a quote that talks about why the company decided to tackle this problem and (at a high-level) how the solution solves it • • •
Customer’s Job-to-be-Done
→ Describe what a customer has to do to start using the product/service and how it works. Go into enough detail to give them confidence it actually solves the problem • • •
Customer Quote
→ Create a fake quote by a fake customer, but one that sounds like it could be real. The customer should describe her pain point or the goal she needs to accomplish, and then how the product you launched enables her to do so To learn more, go to [Provide a URL or other information on the first place a customer should go to get access to the product/service.] • • •
]]> wholesale = connected with goods that are bought and sold in large quantities, especially so they can be sold again to make a profit will gain more visibility on the platform. At the same time, long-running boosts for new ads have been are abolished. ← tense agreement The assortment was dominated by individual products in one copy OR unique items such as a pre-owned car or a couch You didn't sell haven't sold it yet ...but contrary with to (OR unlike with goods from) the producer, this is not new buyers pay much less attention towards recency to how recent of the ads are ]]> 20241009 08:30-09:30 1.5 1666 active WRI | Writing a press-release Robert Cialdini's principles of influence By the end of this session you will have studied Zoom meeting details I.Zimin - D.Potter's Zoom Meeting Meeting ID: 761 4548 2631 Passcode: 9CRp6b https://us04web.zoom.us/j/76145482631?pwd=3XKDvcA06MQ2389xwAcbRCBBdeqpML.1 ]]> 2 Guidelines to writing a press release 20241003 hw20241010_n1 pix/icons8-hand-with-pen-100_white.png 3 Writing a press release 20241003 hw20241010_n2 pix/icons8-hand-with-pen-100_white.png 3 Avito is changing things up: trusted sellers will get more visibility, but new ads won’t Writing a press release 20241003 hw20241010_n2 active prep_2columns_2qa prep_ol_qa edit_ol_qa pix/icons8-hand-with-pen-100_white.png Can you write a press release to support the launch & sales of a new product? Title

New product now available on your shelves!

Headline
〆We are thrilled to share that... = cliche ✓ Have you ever wanted... = engaging, rhetorical question
Memorable visual(s)
• • •
Sub-header / summary
• metrics • quotes from key influencers • (...)
Memorable visual(s) / Multimedia files
• • •
Boilerplates
• company mission statement • company history, founders, current CEO • CSR - company social responsibility • product range specs • social networks •
Additional information
• url to press kit • contact details •
]]> Title

Headline
icon Human made draft (HMD) Avito changes rules: reputable sellers are elevated, whilst new ads are no more boosted 〆mix of Latin & Anglo-Saxon → too formal & not engaging enough icons8-chatgpt.svg AI refined version (ARV) Avito is changing things up: trusted sellers will get more visibility, but new ads won’t be boosted anymore. ✓ engaging tone 〆perhaps a little too informal for a press release icons8-chatgpt.svg AI refined version (ARV) Avito is shaking things up: reputable sellers will rise to the top, while new ads will no longer get any boost. This marks a significant shift in how listings are promoted! ✓ engaging tone 〆perhaps a little too informal for a press release icons8-chatgpt.svg AI refined version (ARV) (Deep L) Avito changes rules: reputable sellers will be promoted and new ads will no longer have a boost. 〆rather dry ✓ unmarked register
Memorable visual(s)
• • •
Sub-header / summary
Rationale = understand why we're making such changes ✓ the purpose of Avito is to facilitate deals → may have to abandon mechanics which are not relevant any more ✓ explain why buyers have shifted their interests in the way of buying → changes reflect these changes Avito does not play a transactional role like e-bay is more reminiscent of Craigslist's need to continue off-line (but Avito's design more progressive than Craigslist ageing one) • • •
Memorable visual(s) / Multimedia files
• • •
Boilerplates
• • •
Additional information
• • •
]]> 4 Writing a press release - Avito template 20241009 hw20241016_n1 active prep_2columns_2qa prep_ol_qa edit_ol_qa pix/icons8-hand-with-pen-100_white.png Can you improve your template to write a press release? https://docs.google.com/document/d/1jMxaBv3tnxdR13dT9DniVxEL6Oqay7rHcJ3eCjmD4kA/edit ]]> Title

[COMPANY] ANNOUNCES [SERVICE | TECHNOLOGY | TOOL] TO ENABLE [CUSTOMER SEGMENT] TO [BENEFIT STATEMENT].

Sub-title
→ Provide a few more key details • • •
Intro Paragraph
[City, State]–[Intended Launch Date] → Provide a crisp 3-4 sentences that reiterate and expand on the title with a little more detail on the customers served and what is being launched • • •
Customer Problems
→ Lay out the top 3-4 (max) problems for the customers your product or service is intended to serve • • •
Solution
→ Describe how your product/service elegantly solves the problem. Give a brief overview of how it works, and then go through and talk about how it solves each problem you listed above • • •
Leader’s Quote
→ Pick a leader in your company and make up a quote that talks about why the company decided to tackle this problem and (at a high-level) how the solution solves it • • •
Customer’s Job-to-be-Done
→ Describe what a customer has to do to start using the product/service and how it works. Go into enough detail to give them confidence it actually solves the problem • • •
Customer Quote
→ Create a fake quote by a fake customer, but one that sounds like it could be real. The customer should describe her pain point or the goal she needs to accomplish, and then how the product you launched enables her to do so To learn more, go to [Provide a URL or other information on the first place a customer should go to get access to the product/service.] • • •
]]> Title

[COMPANY] ANNOUNCES [SERVICE | TECHNOLOGY | TOOL] TO ENABLE [CUSTOMER SEGMENT] TO [BENEFIT STATEMENT].

Sub-title
→ Provide a few more key details • • •
Intro Paragraph
[City, State]–[Intended Launch Date] → Provide a crisp 3-4 sentences that reiterate and expand on the title with a little more detail on the customers served and what is being launched • • •
Customer Problems
→ Lay out the top 3-4 (max) problems for the customers your product or service is intended to serve • • •
Solution
→ Describe how your product/service elegantly solves the problem. Give a brief overview of how it works, and then go through and talk about how it solves each problem you listed above • • •
Leader’s Quote
→ Pick a leader in your company and make up a quote that talks about why the company decided to tackle this problem and (at a high-level) how the solution solves it • • •
Customer’s Job-to-be-Done
→ Describe what a customer has to do to start using the product/service and how it works. Go into enough detail to give them confidence it actually solves the problem • • •
Customer Quote
→ Create a fake quote by a fake customer, but one that sounds like it could be real. The customer should describe her pain point or the goal she needs to accomplish, and then how the product you launched enables her to do so To learn more, go to [Provide a URL or other information on the first place a customer should go to get access to the product/service.] • • •
]]> 1 Robert Cialdini's principles of influence 20241009 hw20241016_n2 active prep_ol_qa edit_ol_qa pix/icons8-movie-100_white.png How can you convince someone to buy something from you? principles_of_persuasion_by_robert_cialdini_and_steve_martin bigspeak.com
Watch the video. → what are the 6 principles of persuasion mentioned? → what examples are given to support them? ]]> Robert Cialdini - Science Of Persuasion Extensive scholarly training in the psychology of influence, together with over 30 years of research into the subject, has earned Dr. Cialdini an international reputation as an expert in the fields of persuasion, compliance, and negotiation. His books including, Influence: Science & Practice and Influence: The Psychology of Persuasion are the results of more than 30 years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 3 million copies and has been published in thirty languages. Additionally, USA Today lists Influence in their 12 Best Business Books of All Time. https://www.youtube.com/watch?v=kv0sOX6Alrk ]]> robert_cialdini_science_of_persuasion-kv0sox6alrk.mp4 In what situation would two people, countries, etc. provide the same help or advantages to each other? Why? [01:25] ✓ reciprocity → be the first to give → personalise e.g. giving a mint to get a tip ✓ moral obligation to return the favour return the favour How can smallness of quantity in proportion to the wants or demands prove to be a convincing argument? What do you need to voice to make it clear? [03:12] ✓ scarcity ✓ voice the following features → highlight benefits → show it is unique → point out what could be lost desire to have the unique or last one available Why can someone who is regarded as an authority by someone else help influence the decision making process? How should this person be introduced? [04:15] ✓ authority → wear a uniform or formal suit → display diplomas = reminiscent of celebrity endorsement ✓ get introduced by someone else → mention experience, qualifications... celebrity endorsement What do you call the quality of always behaving in the same way or of having the same opinions, standard, etc? Why can this impact the final decision? [06:10] ✓ consistency → agree to small, initial commitments → commit to what you have already agreed → write voluntary, active, public commitments ✓ improve customer loyalty loyalty to a brand, stick to your choice despite price increase What is the property that makes a person likeable, that allows them to be liked? How can this foster a better rapport when negotiating or selling? [07:45] ✓ likeability → behave in a similar manner → pay (genuine) compliments → show you want to cooperate e.g. share personal interests before negotiating if others like you, then that means that you possess the ability to get along with others, which is a prized workplace skill Why do people copy the actions of others in an attempt to emulate behaviour in certain situations? How can you take advantage of this social need? [09:10] ✓ social proof / consensus → show others like you follow the herd instinct Why is the state of being in agreement and working together important when trying to convince your partners? (this is NOT in the video) ✓ unity → having business, social, cultural ties → (possibly) being in the same boat (i.e. being in the same unpleasant situation as other people) speaker is one of us his their attention We have to explain for what he has they have to read this for I want to burst dissipate their rumours You don't have to be worry whether it changes good or bad in a positive or negative way for me It is like a kind of memorandum how of what it will look like ]]> 20241003 08:30-09:30 1.5 1666 active Trial lesson By the end of this session you will have studied Zoom meeting details Meeting ID: 756 4987 5350 Passcode: 6i7BWB https://us04web.zoom.us/j/75649875350?pwd=154dMUfjzcw2ocWXHgR5oAjvGEUNBC.1 ]]> active textbook background assessment AOI (area of interest) product dir, Avito learning history 6 past years writing exposure to L2 [ ] occasional e-mails only [X] regular business-oriented correspondence [X] articles & news in general English [ ] little speaking practice (<10%) [ ] much speaking practice (>80%) [ ] some colleagues only speak English [X] mostly non-native speakers [ ] mostly native speakers [ ] only punctual video conf calls [X] regular video conf calls [ ] rare active listening practice (e.g. on-line meetings) [X] regular active listening practice (e.g. taking notes, attending presentations) [ ] psychological barrier in communication [X] quite or very confident in communication skills in English spelling [ ] BrEn [X] AmEn [X] doesn't know linguistic expectations ✓ tenses, conditionals ✓ registers [ ] concise oral delivery (no rambling) [X] writing (technical documentation, reports, PhD...) [X] business English [ ] industry-related English [X] general English (grammar) [ ] exam(s) + deadline [ ] no or little homework [X] if relevant - swoting soft skills goals [ ] improving listening & speaking skills to participate actively in meetings [ ] reporting [ ] staff motivation, setting objectives, mentoring, coaching [ ] performance appraisal meetings [X] pitching [ ] presentations [X] negotiations [X] leadership, crisis management career plans [ ] aspiring career change from project management to strategy [ ] job interview [ ] relocating possible agenda [X] use of language - review [X] SWOT analysis, executive summaries [ ] LinkedIn & CV update [ ] job interview drills [ ] job hunting [ ] prep to exams [ ] minimum level required for visa / studies Number of teaching hours per level (according to ALTE - Association of Language Testers of Europe) CEF (Common European Framework) Guide, Pearson
Common European Framework, Guide in Pearson - number of teaching hours per level (according to ALTE)
EF - levels & exams concordances
levels & exams, EF
EF logo Estimated level speaking C1 / EF 13.5 grammar C1 / EF 13 tbc ]]> 1 pix/icons8-dictionary-100_white.png Vocab for press releases Describing parts of a press release 20240911 hw20240918 active wip xml_multi_dd_row What makes a press release different from an article? 14 12 left 1 2 3 4 5 6 wip textbook 2 Guidelines to writing a press release 20241003 hw20241010_n1 active edit_ol_qa prep_ol_qa pix/icons8-hand-with-pen-100_white.png How do you compose a press release readers will want to share & rave about? ]]> How long should a press release usually be? ✓ 300-400 words When would you really write a press release? What self-check question(s) can you ask? Have we got prospective readers? Will readers feel it is NOT anonymous? ]]> prospective = expected to do sth or to become sth; potential e.g. How to sell on Avito on the very first day? What is 5W PR? who what when where why → communication strategy in public relations How can the perspective of a reader's journey help compose contents? ✓ reminiscent of a customer's journey ✓ where, when & why will a reader want to go through this press release? ✓ outcome / result for the reader / potential customer after reading this press release = reader / customer centric approach customer centric approach = business strategy putting your customer first and at the core of your business in order to provide a positive experience and build long-term relationships What are the three essential parts of a press release? ✓ headline → captures the essence of the news ✓ lead paragraph → summarizes the most important aspects of the announcement ✓ body → include detailed information and quotes to support the lead lead = piece of information that may help to find out the truth or facts about a situation What additional elements should a press release feature? ✓ clear headline ✓ a memorable visual(s) which illustrates your story e.g. multimedia files ✓ strong sub-header or bullet points (to summarise your content) ✓ quotes from key influencers which support your narrative ✓ boilerplates ✓ url to press kit ✓ contact details What boilerplates can you make use of? ✓ company mission statement ✓ company history, founders, current CEO ✓ product range specs ✓ CSR - company social responsibility ✓ social networks boilerplate = standard, reusable piece of content that's used in various pieces of content, from articles to communication materials like press releases and contracts. It serves as a template for specific types of content, allowing consistency and efficiency in writing and communication How do you sort out information? ✓ argumentation points from most to least important ✓ Minto Pyramid Principle 1. answer, thesis or key point 2. arguments & main points 3. supporting details & ideas What should you not write about in a press release? 〆promises you can't hold 〆sensitive, commercial data e.g. development strategy that could be used by competition 〆informal / political / discriminative contents What stylistic mistakes are common? 〆dry register with facts & little emotional impact 〆company-oriented rather than customer-oriented 〆cliches re sustainability, far-fetched, copy-pasted commitment to DEI 〆complicated acronyms 〆unpopular jargon 〆slang 〆long, rambling sentences DEI = diversity, equity and inclusion is a term used to describe policies and programs that promote the representation and participation of different groups of individuals What is '30' or '###' in a press release? ✓ 30 → used to indicate that a press release doesn't continue, particularly at a page break ### → You should drive the reader to a resource where they can get more information on the topic for their article. A couple of spaces below your final paragraph, centred on the page, put “###”. This signifies the end of your release. 3 Writing a press release 20241003 hw20241010_n2 active prep_2columns_2qa prep_ol_qa edit_ol_qa pix/icons8-hand-with-pen-100_white.png Can you write a press release to support the launch & sales of a new product? Title

New product now available on your shelves!

Headline
〆We are thrilled to share that... = cliche ✓ Have you ever wanted... = engaging, rhetorical question
Memorable visual(s)
• • •
Sub-header / summary
• metrics • quotes from key influencers • (...)
Memorable visual(s) / Multimedia files
• • •
Boilerplates
• company mission statement • company history, founders, current CEO • CSR - company social responsibility • product range specs • social networks •
Additional information
• url to press kit • contact details •
]]> Title

Headline
Memorable visual(s)
• • •
Sub-header / summary
• • •
Memorable visual(s) / Multimedia files
• • •
Boilerplates
• • •
Additional information
• • •
]]> prospective = expected to do sth or to become sth; potential customer centric approach = business strategy putting your customer first and at the core of your business in order to provide a positive experience and build long-term relationships headline = short summary of the most important items of news lead = piece of information that may help to find out the truth or facts about a situation boilerplate = standard, reusable piece of content that's used in various pieces of content, from articles to communication materials like press releases and contracts. It serves as a template for specific types of content, allowing consistency and efficiency in writing and communication DEI = diversity, equity and inclusion is a term used to describe policies and programs that promote the representation and participation of different groups of individuals pram (BrEn) | (baby carriage AmEn) = small vehicle on four wheels for a baby to go out in, pushed by a person on foot talking having right now In regular conversations like as we are talking have (= habit → present simple) right now (= AmEn|informal) just now (BrEn OR at present = unmarked|formal register) I learn have been learning English for 6 years now I have to explain to them once again I'm gonna have a public speaking speech (in public) | conference | presentation ... to explain how an ad will be down the line downgraded | ranked lower ]]> 1.5 1666 future By the end of this session you will have studied active textbook active textbook