The following is an outline of the course curriculum.
INTRODUCTION: COMMUNICATING WITH CONFIDENCE & PERSUASION
We begin class with a group discussion of the common applications and challenges for using business English in core client communications. We do an individual and group assessment of English language proficiency by having students participate in short role-play scenarios involving a range of typical client interactions. Each presentation will be followed by individual and group feedback. Each student will be asked to set individual goals for improving English communication skills across the core subjects covered in the course. This exercise will allow the student to do a critical self-assessment. It will also assist the instructor in facilitating a customized experience for each student that is essential for achieving learning objectives and outcomes.
ESSENTIAL IDIOMS, COLLOCATIONS & PHRASAL VERBS
We begin class with a short presentation of important idioms, expressions, collocations, and phrasal verbs commonly used in business English. We then do a series of 3 short role-play exercises involving a negotiation, networking, and a client meeting. In each of these 3 scenarios, students will participate in conversations with native English-speaking professionals that will require both the use and comprehension of essential idioms, collocations, and phrasal verbs.
HOMEWORK – Students will be given a written assignment with instructions to draft a short business email before the next class.
BUSINESS WRITING BEST PRACTICES – “DO’s & DON’Ts OF EMAIL"
We begin class with a review of the fundamental tools of sound writing with a focus on email form, structure and common phrases used in business communications. We review the most common grammatical errors made in written communications. We conduct a series of grammatical and collocation exercises to build strong foundational writing skills. We conclude the lesson with a group review of the written homework assignments. Students will be given an opportunity to improve their written assignment using techniques discussed during the lesson.
BUSINESS NETWORKING & CLIENT DEVELOPMENT
Relationship-building is at the center of client and business development. Building a strong client relationship requires both business and social interaction. To develop good business networks, we must be able to interact and exchange information about ourselves with both existing and prospective clients. We often do this in a variety of social settings such as lunches or dinners, trade conferences, client social events, etc. During this lesson, we focus on networking and relationship building strategies. These include, “small talk”, open-ended and closed questions, “echoing” and other conversation techniques. We then do a series of role-play scenarios that will involve native English speaking business professionals in which students will have the opportunity to practice the various networking and relationship building techniques discussed during the lesson.
PROBLEM-SOLVING STRATEGIES
The ability to anticipate, manage and resolve client problems and issues are essential to the daily activities of sales and marketing professionals. This task is even more challenging when business professionals are working in a second language. During this class, we conduct a high-level examination of the critical skills necessary for effective problem solving which involve 3 elements: 1) the ability to anticipate, identify a problem; 2) the ability to formulate solutions; and 3) the ability to put the solution or plan into action. We then do a series of group and individual problem- solving exercises and role-play, exploring hypothetical situations that are commonly encountered in client business interactions. Students will be given the opportunity to practice strategic communication strategies to resolve the problems presented by interacting with native English speaking business professionals.
NEGOTIATIONS
We begin the class with a short discussion on the importance of planning and preparing for negotiations, e.g., identifying our goals and objectives as well as those of our negotiating counterparts. We review and discuss a list of common phrases and idiomatic expressions commonly used in negotiations. We explore the elements of strategic questioning and listening skills and we consider the obstacles and challenges commonly encountered during negotiations. We offer students techniques for using persuasive communication strategies to transform competition and conflict into cooperation. We conclude class with two separate role play exercises that all students will participate in. In the first exercise, “Ask me 5 questions”, students will have an opportunity to practice strategic questioning techniques. In the second role-play exercise, “Did I hear you correctly?” students will work on listening comprehension within a simulated negotiation exercise.
CLIENT PRESENTATIONS BEST PRACTICES
Business professionals must present and explain important information to clients in both formal and informal settings. These range from formal meeting “pitches” to less formal telephone or video conferences to discuss things such as product issues, price changes or force majeure occurrences. Whether formal or informal, however, the basic skills of persuasive communications remain the same. In this class, we conduct a high-level review of the important tools of persuasive communication. We begin with a discussion of the “Vision of Success” principle. We then consider various communication techniques, verbal and non-verbal communication and the importance of listening and reading our target audience. Lastly, we review and discuss strategies and best practices for effective use of documentary material such as PPT, summary charts and diagrams. Here, we also focus on transition exercises for using numbers and statistics with clarity and persuasion. Lastly, we discuss techniques for responding to challenging, unexpected, or difficult questions from our target audience. During the second half of the lesson, students will be given various role-play scenarios that will require use of the various presentation skills and techniques covered during the lesson.
FINAL EXAM: APPLIED SKILLS IN PRACTICE
Our final class will provide students with an opportunity to participate in various role-play scenarios with native English speaking business professionals to practice skills and techniques covered throughout the course. The scenarios will include a short negotiation, a client presentation, and a problem-solving challenge. The instructor will conduct an individual exit interview with each student to evaluate progress and set goals for continued improvement.
