Dina Buffone

Antonella Linsalata

L’argomento.
 Marketplace è un testo rivolto in particolare agli studenti dei corsi con indirizzo Economico e Commerciale, e, più in generale, a coloro che hanno l’esigenza di utilizzare la lingua inglese come strumento di studio e/o di lavoro.
 
 La struttura.
 Marketplace è diviso in quattro Sezioni, ognuna delle quali è ripartita in un numero variabile di unità.
 Ogni Unità è suddivisa in brevi Capitoli su due pagine – teoria ed esercizi – per favorire non solo uno studio più parcellizzato, ma anche la scelta antologica da parte dell’insegnante.
 
 I contenuti dei capitoli sono divisi in paragrafi titolati per rendere la comprensione più agevole. Brevi link (ampliamenti, rimandi, attività o mini-approfondimenti) arricchiscono i brani per consentire una maggiore interattività. Alcune rubriche di approfondimento o curiosità, inoltre, corredano la pagina degli esercizi.
 
 Un ricco apparato iconografico correda i brani di lettura, per ognuno dei quali è previsto un esauriente glossario. Al termine di ogni Unità si possono trovare le seguenti sezioni:
 
 – Vocabulary: Esercizi di revisione e consolidamento del lessico introdotto nell’unità;
 
 – Grammar: Revisione delle strutture grammaticali più comuni con esercizi di rinforzo calati in contesto;
 
 – Case study: Argomento di attualità corredato di esercizi mirati all’approfondimento e alla discussione;
 
 – Mapping your mind: Mappa concettuale per rappresentare la rete di relazioni tra i vari argomenti dell’Unità.
 
 Al termine di ogni Sezione, il testo propone ulteriori attività:
 
 – Real life skills: Compiti di realtà e collaborativi, lavori di gruppo con un taglio di tipo pratico calato nella realtà;
 
 – Exams: Esercizi in contesto nelle tipologie previste dagli esami PET, FCE, IELTS e dalla prova INVALSI.
 
 – Clip: Breve clip tratta da film con tematiche attinenti ai contenuti presentati.

Section 1 - The basics

Unit 1.1 Trade and Commerce

Unit 1.2 Businesses

Unit 1.3 Marketing & Advertising

Unit 1.4 Trading

Unit 1.5 Logistics and Finance

REAL-LIFE SKILLS Your turn!

EXAMS

CLIP The Founder

Section 2 - Getting to work

Unit 2.1 Communicating

Unit 2.2 Up to the order

Unit 2.3 After the order

Unit 2.4 Business literature

CLIP Jobs

Section 3 - The real world

Unit 3.1 Getting a job

Unit 3.2 Customers

Unit 3.3 Green & Glob

REAL-LIFE SKILLS You try!

CLIP Snowden

Section 4 - Extra

Unit 4.1 Glimpses of Civilisation

Unit 4.2 Working in an office

Unit 4.3 Handy manual of business correspondence

Glossary

CLIP jobs   YEAR OF PRODUCTION: 2013   DIRECTOR: Joshua Michael Stern   MAIN ACTORS: Ashton Kutcher (Steve Jobs), Dermot Mulroney (Mike Markkula), Josh Gad (Steve Wozniak) SYNOPSIS The film begins in the year 2001 when 46-year-old Steve Jobs introduces the iPod. There is then a flashback to Reed College in 1974 where Jobs drops out of school because of expensive tuition expenses, though he stays on to attend the calligraphy classes he is interested in. During this time, he meets his friend Daniel Kottke with whom he shares the influence of the American spiritual teacher Ram Dass and goes to India with. After two years Jobs returns to California to live with his adoptive parents. While working for Atari video games and computers, his friend Steve Wozniak builds a personal computer (Apple I). They consequently decide to develop a partnership together and name their new company Apple Computer. When Jobs and Wozniak get their first order, Jobs realizes they need a place to build their Apple I. He decides to use the family garage for his new company. After realizing that they can t build these computers alone, Jobs hires other members to the Apple team. At this point he starts working on a second model to have better power supply of the Apple II, which they manage to release in 1977. This becomes an economical and technological triumph. Unfortunately, Apple Computer s great success causes Jobs to detach himself from his friends and girlfriend Chrisann Brennan. Jobs  peculiar behaviour brings him to move to the Macintosh Group but, despite the introduction of the Macintosh in 1984, Jobs is forced to leave the company. The film then moves forward to 1996. Jobs is married to Laurene Powell and also runs the technological company NeXT, which Apple has decided to buy. The CEO, Gil Amelio, asks him to return to Apple as a consultant. Jobs is then made the new CEO. Jobs becomes interested in the work of Jony Ive and is committed to reshaping Apple. The film ends with Jobs recording the dialogue for the Think Different commercial in 1997. BeFore wAtCHinG 10 despite: nonostante to detach oneself: allontanarsi to drop out: abbandonare to reshape: rimodellare tuition: retta universitaria 164 GettinG to work O R D W S 1. 2. 3. 4. 5. 6. 7. 8. Match each word you will hear to its synonym.  Cause Kindred Gut Up front Payoff Valley Bunch Deal a. b. c. d. e. f. g. h. In advance Intestines, instinct Reward, recompense Because Related, family Bargain Basin A lot 

CLIP wHiLe wAtCHinG O 11 R D W S watch this clip and complete the sentences. 1. Paul, the buyer, at first said he was only interested, not that he was going to .......................................................... 2. Steve says Paul and him are kindred spirits because there are .......................................................... 3. Paul s first offer is ......................................................... per machine for ......................................................... units, paid at the time .......................................................... 4. Steve s counteroffer is ......................................................... $400 per machine for ......................................................... units, ......................................................... upfront. 5. Paul s second offer is ......................................................... per machine, payment ........................................................., nothing .......................................................... 6. The final negotiation deal is ......................................................... per unit in ......................................................... days, paid .......................................................... 12 watch the clip again and answer the questions. 1. Do you think Steve really has other offers in the valley as an alternative to Paul s offer? 2. Do you think Steve made a good deal with Paul? 3. Would you have negotiated differently? Explain. AFter wAtCHinG 13 read this text and answer the questions. BATNA BATNA is a term invented by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving In. It stands for Best Alternative To a Negotiated Agreement. Said another way, it is the best you can do if the other person refuses to negotiate with you   if they tell you to  go jump in a lake!  or  Get lost!  So, it is not necessarily your ideal outcome   unless your ideal outcome is something you can get without the cooperation of the other person. It is the best you can do without them. BATNAs are critical to negotiation because you cannot make a wise decision about whether to accept a negotiated agreement unless you know what your alternatives are. If you are offered a used car for $7,500, but there s an even better one at another dealer for $6,500   the $6,500 car is your BATNA. Another term for the same thing is your  walk-away point . If the first seller doesn t drop the price below $6,500, you will walk away and buy the other car. Simply, if the proposed agreement is better than your BATNA, then you should accept it. If the agreement is not better than your BATNA, then you should reopen negotiations. If you cannot improve the agreement, then you should at least consider leaving the negotiations and looking for your alternative. Having a good BATNA increases your negotiating power. If you know you have a good alternative, you do not need to concede as much, because you don t care as much if you get a deal. You can also push the other side harder. If your options are slim or non-existent, the other person can make increasing demands, and you ll likely decide to accept them. Adapted from: https://www.beyondintractability.org/essay/batna 1. Explain the meaning of BATNA using your own words. 2. How can you make a wise decision when negotiating? 3. What should you do if the proposal they offer you is not better than your BATNA? 4. Why is it important to have a strong BATNA? 5. After reading the synopsis and watching the clip, do you think Steve Jobs has a BATNA when proposing the deal to Paul? Why? What is his strategy? GettinG to work 165 

Manuale di inglese per studenti di Economia e Commercio, con teoria, esercizi, glossario e attività interattive.

Marketplace

English for the World of Business and Commerce

Flowbooks è una piattaforma di distribuzione dedicata al mondo della scuola e dell'università.  Con questa piattaforma di distribuzione, il team di sviluppo Flowbooks  si impegna a soddisfare le esigenze degli utenti digitali, rendendo l'utilizzo accessibile e piacevole.  Entra nella tua area di interesse!

Edisco è una Casa editrice indipendente che opera prevalentemente nel settore educativo.

Edisco

Flowbooks è innovazione didattica a portata di click