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Известны следующие виды управленческой деятельности: умение убеждать, предотвращать и разрешать конфликты, манипулировать собеседником и защищаться от манипуляций, располагать к себе собеседника, управлять деловой беседой, ходом переговоров, эффективно использовать рабочее время.

Существует два способа добиться того, чтобы собеседник поступил так, как Вы хотите: убедить и заставить. Если ни то ни другое не удается, придется идти на взаимные уступки, то есть постараться достичь компромисса.

Заставляя, мы вступаем в борьбу с человеком, потери при этом неизбежны. При компромиссе мы отступаем от части своих требований в обмен на уступки с другой стороны.

Translate some rules to help you to persuade your partner:

• Sequence of the arguments either increases or decreases their force.

• The most convincing is the following order of arguments: strong – average – the strongest argument.

• It follows from this rule that you had better not use the weaker arguments.

• As you find them in the process of preparation, exclude them from your talk.

• They won’t do you good, but harm.

• Indeed, the individual who takes a decision pays a taking a positive decision he assumes responsibility.

• Therefore he cannot afford making an error.

• It is not the number of arguments that decides the matter, but their reliability.

• A certain essential detail should be noted.

• One and the same argument can be either strong or weak for different people.

• Consequently, the forcefulness of arguments ought to be determined from the viewpoint of the person who makes the decision.

Personal letters

Personal letters usually consist of the following parts:

1. The Heading

Usually placed in the upper right-hand cor­ner of the page gives three pieces of information in which your correspondent may be interested: the address of the sender (your street, your city and state, separated by a comma); the date with a comma between the day and the year. Do not crowd the heading. It should not be placed at the very top of the page not should it reach the right-hand edge of the paper.

E.g. 14, Hathaway Drive,

Mount Royal, Edmonton

Canada

October 16, 2008

2. The Salutation

The salutation is placed a short distance down the page from the heading, and it is begun at the left-hand margin. It is usually followed by a comma, not a colon. In a friendly letter almost any salutation is permissible, but Dear - is always proper.

3. The Body

The body of a friendly letter, the letter itself, should begin directly below the end of the salutation. Avoid such outdated formalities as "Hoping to hear from you, I remain", or "I am", etc.

4. The closing

The closing, or leave-taking, follows just below the final line of the letter. It is begin just to the right of the middle of the page and it is usually followed by a comma.

Although you may use whatever closing you wish. "Sincerely". "Yours Sincerely" is always proper. "Yours truly" and "Very truly yours" should be used only in business letters.

5. The Signature

Write your name below the closing. Centre it under the closing.

Yours sincerely, Helen

Sample letters

1. a) Study the following personal sample fetters, get ready to comment on their layout. Pay attention to the way the sender's address is written.

Make use of the vocabulary.

22 Church Road

Seattle. California. USA

June 17, 2008

Dear Jane,

Greetings and good wishes to all of you. We have appreciated very much your letters, your cards, your expressions of good will, indeed, your friendship. You must he near the end of another term and preparing for summer. I hope you get some time for what we call R&R (Rest and Recrea­tion),

We hope you are in good health and managing to survive the many pitfalls of life in a country in the midst of drastic change. At least, you can say you are participating in historic times - little compensation. I know when the needs of everyday life are so hard to come by.

John and I really enjoyed our two and a half month sojourn to the desert this year. We got а good rest, hiked in some interesting new areas, enjoyed swimming and hot baths, and read lot of books. We also met a lot of interesting people from Canada. Many retired Canadians escape their severe weather by coming for winter to our southern desert areas.

First thing we had to do when we returned home was to touch base with all our family. We made the rounds to visit son John Jr. and family in Sacramento and daughter Janet and family in Redding

In addition to all our home and family activities, John is busy with all his wildlife and environmental organizations. They don't take the summer off - just keep plugging away. And, as usual he is working on his research notes, writing, etc.

It is late at night and I must get to bed. Tomorrow is a busy day. You are often in our thoughts and always in our prayers. We trust you are able to find small pleasures to lighten your days. We hope all of you find fulfillment in you work.

May the good Lord bless and keep you

Our love and good wishes,

Maria and John

b) Comment on the paragraphing

Little Fence Cross

West Harrington,

Wales, BAS 3ED UK

March 21st, 2008

Dear Stephen,

Firstly thank you so much for your wonderful letters, and for the pic­tures. I am a little late in replying, so please excuse me. We were very inter­ested in your elucidation of the social, economic and historic scenario in your country, and we have shared this with family and friends who are also so anxious to keep abreast of the news.

Today is March 21st and ‘’technically" is designated as "the first day of Spring". Even as I write, it is about 9 С outside, the sun is shining across the moors and resting, on the fields, and there is feverish activity along the front garden wall as the blackbirds vie for the pole nesting locations! So today is springlike.

Well, now some family news. Firstly, my dear Mum, Margaret, fell ill with the virulent line virus which has swept through the country in the last few months. She was quite poorly for three weeks and had to stay in bed. Thanks God I live near enough to visit her each day, doing her household chores, shopping, cooking, etc., and generally keeping an eye on her. She is now up and about and gaining in strength, but she feels frustrated that has lost some of her former energy.

Well, I must close and catch the post. Once again, our most grateful thanks for your letters. Now, as the faster festival approaches, we wish you a joyous celebration as this special time.

Please convey our very best wishes to Helen and Max and their family.

From Ebb and myself every good wish

Ebb and Carol

c) Whom may the letter be to?

Soave Boarding House

Beach Avenue

Brighton,

10th August, 2008

Dear Ralph,

On holiday at last! This is what I was looking forward to for weeks. I wonder if a holiday at the seaside is the same in your country as in Britain? I will tell you what it is like in Brighton anyway.

Everyone goes to the beach, of course, and even when the weather's very warm you can see the families there wrapped up in sweaters sheltering next to their windbreaks. Some children like to make sandcastles, while others enjoy paddling or playing ball. Sometimes there are donkeys on the sands for the children to ride on, but best of all is the Punch and Judy Show. Punch is a wicked man who keeps hitting people (even his baby!) and his wife, Judy. It's very funny!

Off the beach, I like the amusement where you can play games like space invaders, and there are funfairs and rides like the big dipper or the big wheel. You can usually find all these things along the front of the pier.

There are also certain kinds of what people eat at the seaside. Of course, no seaside holiday would be complete without fish ‘n’ chips! They sell a lot of ice-cream as you can imagine, as welt as candy floss (made from sugar and water) and rock. Rock is a hard sweet usually shaped like a stick, but the clever thing is that there's writing on it which goes all the way through, I don't know how they do it.

Anyway, to end this letter here is a seaside joke.

Question: ^‘What do sea monsters eat?' Answer: 'Fish and ships! '

Best wishes,

Christopher

Notes:

big dipper - small carriages on a big curved track that take you up and down through water at the fair funfair- an amusement park

to paddle - to walk in water just in few inches deep

pier - metal construction stretching out to sea

windbreak - smth. made of cloth which is used to give protec­tion from the wind

d) Who may the letter be written to? What new information have you come to know from this letter? Comment on the layout of the letter below.

High Trees,

Hills road,

Cambridge

July 3^rd, 2008

Dear Anna,

I have been studying English in Cambridge for two months now, and I have had a wonderful time. Perhaps, the most exciting thing that has happened to me was going to a May Ball. Let me explain - every year in June (although they're called May Balls!) the colleges organise big dances with lovely food and cham­pagne served from marquees in the college grounds. The dance goes on all night, and then, at dawn, people take a boat and have breakfast on the river. For a May Ball the students wear dinner jackets and bow ties, and long dresses, although they usually wear jeans and Tee-shirts.

Before the Ball, I met the friends I was going with to a typical Cambridge student pub called ‘The Bath'. Apparently there's an old joke: 'If my mother rings, tell her I’m in ' The Bath ‘!

On Saturday 1 went down to the river to watch the ' bumps', which is a rowing competition between colleges. Each boat tries to overtake or 'bump' another boat. Lots of people got wet!

I have found that you can learn a lot just being in England. Yesterday I learn a new expression - Hobson's choice. Apparently a man called Tho­mas Hobson lived in Cambridge about 200 years ago. He had about forty horses, and whenever a customer wanted to hire one, he always gave them the one that had rested longest. The only choice was "Hobson's choice'; that is no choice at all, and that's what it means today!

Please write soon and tell me what you've been doing recently.

Lots of love,

Frieda.

Comments:

Even though colloquial English is used most of the time, here you should note the characteristics of the more formal type of a friendly letter, even though most of the letters you write are very informal. Of course, a friendly letter, like any social con­tact, should reveal an understanding of good manners.

Exercises

Exercise 1 Read the letters and identify colloquialisms and units of a formal character.

Exercise 2 Group the words expressing such functions as greet­ings, gratitude, encouragement.

Exercise 3 Read the letters below and discuss which of the purposes are covered in it. (Are some purposes more important than others? How do you know?)

11, North Road

Southdown

Surrey

A beautiful sunny 19-th of November

Dear Diana,

At last I have found a quiet moment (Sally snores away upstairs) to write and enclose some photos and to say thank you for the fantastic jumper. It looks great - all my friends want one just like it.

Life goes on at 107 much the same as when you left. My work is now finished and so I find I never know what to do with myself in Sally's sleep times - will I sew, garden, write letters, do my tax (boring!), clean the house (more boring), etc. Of course, Sully is usually awake before I've done any­thing

Guess what - I've become involved in local politics - can you be­lieve it - ME? It's to do with high-rise buildings in the suburb. Unfortu­nately, the meetings start at 9.30 p.m. (yawn). If I stay awake they're very interesting.

Bruce has taken up Judo! We try not to laugh when he gets into "pyjamas" (as Sally calls them). Anyway he loves it.

Ah. There's Sally must go. Look forward to seeing you on the long weekend in January. Hope all is well. Thanks again for the jumper^-.

Love, Sarah.

P.S. The photos were taken in September at the lake.

Exercise 4 Discuss the questions:

1. How is the date unusual in the above letter?

2. What other ways of salutation have you come across?

3. How does the writer of this letter set the scene? What purposes does she mention?

4. What is the topic of each paragraph in this letter?

5. What punctuation marks seem unusual?

6. What are the closing phrases in this letter? Have you seen others?

7. Where does the information in this P.S., belong to?

Exercise 5 Sometimes you need to write very short letters which have only one purpose. Decide what is the purpose of these letters (Use the list given the introduction.)

Study t he underlined words, they will be useful in your own letters.

a) June 12, 2008

Dear Chris,

Thank you so much for your hospitality and kindness last weekend. It was very kind of you to give me a bed at such short notice. I hope i can repay you in the same way.

Regards,

Nick.

b) 2 Short St,

New Town

6/6/87

Dear Mary and family,

I was very sad to hear about your Mother's sudden death. Please accept my deepest sympathy. I only met her briefly, but remember her as a warm and generous person.

I am sorry I was unable to come down for the funeral. If there is anyway I can help out, please let me know.

Your sincerely,

Graham

c) Dear Anna,

Just a short note to let you know that I won't be able to meet you at the station. I’ve arranged for a taxi to be there at12 a.m. If it doesn't arrive - don't panic! Ring Tim at work (67023) and he can arrange something. Sorry about all this.

See you soon.

Love F.

d) 60 Stacey St,

Banksias

6/ 5/ S8

Dear Mr. and Mrs. Price,

Hello. I’m writing to introduce myself. My name is Katherine Peters, and I’m staying in Australia for about 6 months. I’m a friend of Mark’s and he told me to look you up. I’ll be in Brisbane on the 24th and I wondered if you’d mind if I called in. I shall ring first. I hope this doesn't do, inconvenience to you at all, as I'm looking forward to meeting you both.

Best wishes.

K.Peters

e) 26th Feb

Dear Erika and Jo,

We just heard the news! Congratulations on the birth of Joanna. We're all delighted. Glad to hear that everything went well and that you’re back at home already. 1 will send something suitable soon. Till then, take care of yourselves and of Joanna, оf course.

Much love,

Tim and Jane

Exercise 6

This paragraph from a personal letter needs punctuation. Read it first for general meaning.

Perhaps Gail has told you about the new man in my life Paul Schleger sometimes I cant quite believe that there is really Someone in the world like him of course the problem is that he's may be moving back to Brisbane while I am in Brisbane Now but moving to Perth why is love always so difficult.

Exercise 7 Below are five extrac from personal letters. The have been divided into two parts. Match the parts on the left (news) with parts on the right (related questions).

I) Well, I've finally done it - I've got my license. I was sick of everyone nagging me

II) The big news is - I’m in love! I’m

the happiest! I’ve ever been

III) Gina is now at school. She loves it

thank Goodness!

A) Have you been back lately? Lots of changes. You wouldn't recognize Xavier St.

В) How was yours? I bet you beat that for excitement!

C) How about you? Have you changed your mind about it? I remember how you hated the lessons

IV) I've just returned from a weekend in Perth had a great time

catching up on all the news.

V) Xmas was exciting in Tower this year. We had a baby born in the next door flat on Xmas Eve, a surprise over­ seas visitor for Xmas dinner, and then, on Boxing Day the dog had 6 pups!

D) Has William started yet or is he still only 4 (I’ve forgotten)?

E) Which reminds me, how’s Maura? Are you still together?

Exercise 8 Think of someone you would like to write to at the moment.

Think of the areas of his or her life that you would like to know: something about sport, study, family, other friends, etc.

• Write a paragraph asking questions about these ar­eas.

• Finish your letter

Well. I must stop now. What's your news?

That’s all the news from this end. What about you?

No more news to tell. Write soon and tell me yours.

Anyway - I must finish now. What’s happening in your life?

Exercise 9 a) The letter below is a reply to another letter. Find the parts that tell you about this. It will be helpful to you in (b) and exercises 10 and 11.

Dear Ella,

As usual, I’ve taken to reply - SORRY! It was great to hear from you аt Christmas - hope you a good one. I stayed with Kim and Mike again at Marray Bridge - lots of swimming, lazing about in the sun and so on.

All seems a long time ago now - I've been working for 6 weeks. I really enjoy it - though it's very busy. Glad to hear you've got some part-time work how's it going?

What great news! You may be hack at the end of the year! I'll keep on the lookout for jobs - would you like me to send you some advertisements?

Pleased to hear that Katy is her old self. I must write to her soon.

Must stop now - I'm at work and have lots to do.

Write soon,

Vin

PS Thanks for those newspaper clippings - they were very interesting.

PPS You mentioned Tim Payne- what a surprise him living like that - had any news lately?

b) Sometimes you might begin a letter by referring to all the news contained in the letter you received. Look at this writer's first paragraph.

Dear Rosa,

Thank you for your long, long letter. What a lot of news you had to tell Congratulations on your terrific pass - well done! But what's this about popping work I was shocked think carefully about it, won't you? Great news about Ch.M. - I look forward to seeing her.

с) look again at the letter to Ella. Imagine that you are Ella and that you are replying to the letter. Note down the points you will mention in your letter.

-Draft the first paragraph, referring to all points (ask questions, make comments, express gladness, etc.).

- Revise your paragraph as needed

Exercise 10 a)Organizing your thoughts into paragraphs helps your reader to understand your meaning.

-Think of someone who you nave not seen for a long time.

- Write down about five areas of activity in your life which would be of interest to this person (work, study, family, etc.).

-Use these areas as topic headings. Underneath each, write down related events, comments, questions and so on.

This may help you

Sport

-joined local soccer team

• hurt shoulder - had to stop

• improving now - begin again in May

- still follow Spartak - go almost every weekend

b) If you wish, continue with the letter above, using your notes to write more paragraphs.

- Write a beginning and an ending for your letters. (Other letter samples in the unit will help you).

- Send your letter.

Exercise 11 Choose two or three of the situations below and write the letters. Make them realistic by including personal details of your current activities.

a) You have just received some photos from a friend who visited you last month. You write a letter of thanks and tell your friend briefly what has happened in you life since then.

b) You have just heard that a friend is getting married. You write a letter of congratulations and tell him or her some news.

c) Years ago you met and traveled with a person from another country. Suddenly you receive a letter from him/her, telling you that he or she is coming to live in Australia. You write a letter back and include some ad­vice for your friend's first days in the country.

d) You have just moved from another city. You are missing some close friends you had there. You write a letter telling them how you feel and describing your first few weeks in your new city.

e) You are planning a trip to another part of the country. You write to some friends who live there, telling them of the trip and expressing your wish to see them.

f) You received a letter from your parents telling you about a friend's sickness. You write to the friend and include some news of your family and of your activities.

g) It is a friend's birthday. You send your birthday wishes in a letter which includes your news of the year.

h) A family member has gone to live overseas for a year. He or she has been gone for four months now and you have not had a letter. You are rather annoyed and so you write a letter.

i) Some friends have written to invite you to spend the holidays with them. You write back expressing your thanks and telling them whether or not you can go.

j) Someone has sent you a gift for your birthday. You write a letter of thanks and tell them about your birthday celebration.

h) Is there a personal letter you need to write at the moment? If so, write it now!

i) Some friends have written to invite you to spend the holidays with them. You write back expressing your thanks and telling them whether or not you can go.

j) Someone has sent you a gift for your birthday. You write a letter of thanks and tell them about your birthday celebration.

k) Is there a personal letter you need to write at the moment? If so, write it now!

Exercise 12 Guess the meaning of the following statements:

Signature, Body of the letter, Salutation, Heading, Inside Address.

A business letter is made of the following six parts

1) Business firms use stationery bearing their letter­head, the date supplied in the heading. It may be placed at the right or in the centre. When you write a business letter without a letterhead, you must give a complete heading: street address on the 1st line; city and state on the 2nd line with a comma between them; date on the 3d line with a comma between the day and the year.

2) This is a part of the letter that is not a part of a friendly letter. The name (of the person or the firm or both) and address to whom the letter is written. Ordinarily the inside address is placed 4 typewriter spaces below the heading or date and flush with the left-hand margin.

3) The greeting is placed below the inside address (2 spaces on the typewriter) and flush with the left-hand margin.

a. If you are writing to a firm or group, the proper salutation is Gentlemen followed by a colon (for the USA) or Dear Sirs followed by a comma (for the UK).

b. If you are writing to a specific person but know only his official position and not his name, the correct salutation is Dear Sir (Dear Madam).

c. If you are writing to an individual and have used his name in the inside address, the proper salutation is Dear Mr. - or My dear Mr. (dear is not capitalized).

A person's name abbreviations are Mr., Messrs., Dr., Hon. Others should be spelt out: Professor Roger Keen. Reverend Thomas E. Haupt.

4) This is the actual subject matter. A business letter should observe the 5 C’s of business correspon­dence: correctness, clearness, conciseness, completeness, and courteousness. The 1st line of the body of a business letter is placed 2 typewriter spaces below the salutation.

5) A business letter is signed by hand in ink. The writer's name and the title are typed below the signature

Personal letters for different occasions