Addition

She compiled a list of costs. Furthermore/moreover/in addition, she analyzed them.

She compiled a list of costs; moreover, she analyzed them.

 furthermore
 moreover
 in addition

She compiled a list of costs and analyzed them too.

She compiled a list of costs and and analyzed them also.

She compiled a list of costs. She also analyzed them.

 too
 also

She compiled a list of costs, and she analyzed them.

She compiled a list of costs and analyzed them

 and

Contrast
She analyzed the costs, yet/but no one understood the analysis.

 yet
 but

She analyzed the costs; nevertheless/nonetheless, no one understood the analysis.

She analyzed the costs. Nevertheless/nonetheless, no one understood the analysis.

 nevertheless
 nonetheless

Although she analyzed the costs, no one understood her analysis.

No one understood her analysis even though she analyzed the costs.
 even though
 although

 however
 on the contrary
 in contrast
 on the other hand

Cause
Because the manager showed integrity, his team followed his example.

The team followed the manager's example because he showed integrity.

 because
 since
 on account of

Effect
The manager demonstrated his integrity; as a result, his team followed his example.

The manager demonstrated his integrity. As a result, his team followed his example.

 therefore
 consequently
 accordingly
 thus
 hence
 as a result

2.21
Vocabulary List- Part 1

1.(adj) up to date: Current; actual

2.(n) consolidated look: To join or combine together in one thing

3.(n) cost of sales: The sum of direct material, direct labor and factory overhead for making a product

4.(n) general expenses: Expenditures related to the day-to-day operations of a business

5.(n) input data: A computer file that inputs data to a program or device

6.(n) launch date: A debut of something, usually a product

7.(n) onboarding process: Where new employees acquire the necessary knowledge, skills, and behaviors
to become effective organizational members and insiders; organizational socialization

8.(n) practical measures: Actions taken to optimize efficiency

9.(n) preliminary figures: early calculations that are expected to change

10.(n) solid forecasts: Future projections based on past analysis and data in addition to present trends

11.(n) transport and logistics: The process of planning, implementing, and controlling procedures for the
efficient and effective transportation and storage of goods; getting from point A to point B

12.(n) turnover rate (people or merchandise): The percentage of employees in a workforce that leave
leave jobs in a company over a period of time (people); The rate at which inventory is sold and replaced
(merchandise)

13.(n) unforeseen crisis: A sudden problem that needs immediate action

14.(n) variance: The fact or quality of being different, divergent, or inconsistent

15.(n) variation: A change or difference

16.(n, v) risk: A situation involving exposure to danger (n); expose (someone or something valued) to
danger, harm, or loss(verb)

17.(phrasal verb) pick/take up the slack: To do the work which someone else has stopped doing, but
which still needs to be done

18.quite a bit, quite a lot of: A considerable number or amount of something

19.(v) forecasted to: To estimate or predict in advance by analysis of data

20.(v) invest: Spend money with the expectation of achieving a profit or material later

Vocabulary List- Part 2

1.(adj) due to (state the cause), (state the result): Able to be assigned or credited to

2.(adverb) as a result: This is why; thus

3.be + caused by (state the cause): A reason for

4.due to the fact that: Because of; as a result of

5.(phrasal verb) to take off: To achieve success or popularity

6.(prep) since (state the cause): By reason of; on account of

7.(v) climb steadily: Increase at an even constant rate

8.(v) decline drastically: To go down rapidly or violently

9.(v) decrease slowly: To go down at a less than usual speed

10.(v) drop suddenly: To decrease in an instant

11.(v) fall quickly: To decrease fast

12.(v) go south: To fall or slide down; decline; fall in value

13.(v) increase slightly: To go up in a small amount

14.(v) peak sharply at (number): To quickly get to the highest level or degree

15.(v) remain steady: Showing little variation or change

16.(v) shoot up/down: To increase(up) or decrease(down) rapidly

17.(v) to decline: Become smaller, fewer, or less; decrease

18.(v) to fall sharply: To decrease suddenly and by a large amount

19.(v) to go up/rise sharply: To increase suddenly and by a large amount

20.(v) to suffer a setback: To have a minor or temporary failure

3.3

Vocabulary List

1.(adv) twice a (day, week, month, year): Two times ( a day, week, month, year)

2.I agree, provided that: A phrase used when negotiating, indicates conditional agreement

3.(n) belief: A feeling that something is good, right, or valuable

4.(n) capital expenditure: Money spent by a business or organization on acquiring or maintaining

fixed assets, such as land, buildings, and equipment

5.(n) common ground: A foundation for mutual understanding

6.(n) expectation: A belief that something will happen or is likely to happen

7.(n) expenditure authorization form or authorization for expenditure (AFE): Documents that
show proposed expenses for a particular project and authorize an individual or group to spend a
certain amount of money for that project

8.(n) fork in the road: A metaphor used when there are options for a major choice, decision or
change

9.(n) high ground: A position of superiority in a debate or discussion

10.(n) input: What is put in, taken in, or operated on by any process or system

11.(n) issue: Something that people are talking or thinking about

12.(n) performance: Something accomplished

13.(n) point of contention: Disputed matter, something controversial

14.(n) statement: Something you say or write in a formal or official way

15.(n/v) brainstorm: An idea that someone thinks of suddenly

16.(n) win/win: A situation where both parties feel like they benefit

17.(v) achieve: To reach a goal by working hard

18.(v) bring to the table: To provide something that will be a benefit; contribute
19.(v) buy in: To purchase shares of something; to buy a part of something the ownership of which
is shared with other owners; or to agree with; to accept an idea as worthwhile

20. We can do that if...: A phrase used when negotiating, indicates conditional agreement

3.11

THE SIX TYPES OF SOCRATIC QUESTIONS

Due to the rapid addition of new information and the advancement of science and
technology that occur almost daily, an engineer must constantly expand his or her
horizons beyond simple gathering information and relying on the basic engineering
principles.

A number of homework problems have been included that are designed to enhance
critical thinking skills. Critical thinking is the process we use to reflect on, access and
judge the assumptions underlying our own and others ideas and actions.

Socratic questioning is at the heart of critical thinking and a number of homework

problems draw from R.W. Paul's six types of Socratic questions:

1. Questions for  Why do you say that?

clarification:  How does this relate to our discussion?
 "Are you going to include diffusion in your
mole balance equations?"

2. Questions that probe  What could we assume instead?

assumptions:  How can you verify or disapprove that
assumption?
 "Why are neglecting radial diffusion and
including only axial diffusion?"

3. Questions that probe  What would be an example?

reasons and evidence:
 What is....analogous to?
 What do you think causes to happen...?
Why:?
 "Do you think that diffusion is responsible
for the lower conversion?"
 4. Questions about  What would be an alternative?
Viewpoints and  What is another way to look at it?
Perspectives:  Would you explain why it is necessary or
beneficial, and who benefits?
 Why is the best?
 What are the strengths and weaknesses
of...?
 How are...and ...similar?
 What is a counterargument for...?
 "With all the bends in the pipe, from an
industrial/practical standpoint, do you think
diffusion will affect the conversion?"

5. Questions that probe  What generalizations can you make?

implications and  What are the consequences of that
consequences: assumption?
 What are you implying?
 How does...affect...?
 How does...tie in with what we learned
before?
 "How would our results be affected if
neglected diffusion?"

6. Questions about the  What was the point of this question?

question:  Why do you think I asked this question?
 What does...mean?
 How does...apply to everyday life?
 "Why do you think diffusion is important?"

Counterargument Responses

Making a case

 It's clear/obvious that _________.br

 Have you considered/thought about?
 Surely you can see/agree that ___________.
 You have to remember that__________.
 Interrupting

 Could/Can I say something?

 May I interrupt here?
 I'm sorry to interrupt, but__________.
 Excuse me for interrupting, ___________.
 Sorry. Can I just say ______________?

Dealing with interruptions

 Just a minute, please. I have a point.

 Bear with me. I need to let you know that
 Could I finish my point?

Questioning relevance

 Is that (really) relevant?

 How does that relate to...?
 I feel you're missing the point.

Balancing arguments

 Let's look at the advantages and disadvantages of____________.

 Let's look at the pros and cons of ____________.
 On one hand,_____________. On the other hand, ________________.

Adding related points

 I'd like to add something to _________________.

 Regarding/Concerning ________________.

Coming to the point of the matter

 The issue is not_____________, but this ____________.

 What it boils down to is ________________.
 In essence___________________.

More counterargument stems

 [some person or group] claims/argues/suggests that… However, …

 ________’s argument implies that… Yet…
 ________ interprets these results to mean that… But this interpretation is flawed/questionable…
 According to [someone], …[claim about science] Yet the bulk of studies on the subject suggest…
 Critics/supporters of ________ argue that… But what they fail to acknowledge is…

Concession Responses
 Of course, but...
 I concede that...
 It is true that…
 It may well be that…
 We acknowledge that …
 I agree that...
 It is possible that…
 You're right that...

Making Concessions While Still Holding your Ground

 Although I grant that ____________, I still maintain that _______________.
 Proponents of X are right to argue that _______________. But they exaggerate when they claim
that _____________________.
 While it is true that ________________, it does not necessarily follow that _________________.
 On the one hand, I agree with X that ______________. But on the other hand, I still insist that
_________________.

We're back.
It's time again for another language video of Business for Finance and Economics.
What was the last time you had to come to an agreement at work?
Were you satisfied with the outcome?
Were you able to find common ground?
0:22
We've learned from Beatrice the when, how, and why for concessions.
Now, let's get a few tips and phrases on how to handle and
control conversations when you reach those forks in the road of your disagreements.
What I found works best, is to memorize a few of these phrases, so you'll be ready
with the right words to say when those situations do come up in your workplace.
An easy one is, while it is true that, it doesn't necessarily mean that.
0:54
Here's an example sentence.
0:57
While it is true that Elizabeth wanted the particular machine,
it doesn't necessarily mean that it was the only one available.
1:05
These types of phrases also show you audience that you been listening to what
they're saying, but that you don't whole heartedly agree with them.
1:16
Another good phrase in this category is, on one hand,
I agree with x, but on the other hand, I still insist that y needs to happen.
1:26
If you still need to make your case and aren't ready to concede yet,
a few phrases that work are, can I say something?
Could you let me finish, please?
Have you thought about this?
1:39
I'd like to add something too, or, the issue is not this, but this.
Buffer phrases like, I suggest, or, I propose, also help soften
the situation instead of just jumping into your concerns or argument.
When you're able to show both sides, phrases like, let's look at the pros and
cons, or, let's look at the advantages and disadvantages, work well.
Let's take a break and practice using some of these phrases.
Here's a situation,
your spouse really wants to buy a new car that you know you can't afford.
You don't want it to turn into a huge argument, but
you don't want to concede either.
2:22
Write your first three sentences of your discussion using some of the phrases
already mentioned in this video.
Wow, you did great.
2:30
Okay, here are a few more phrases.
These are best used when you're able or ready to concede or
agree with the situation.
It does include negotiation however where both sides feel
like they're getting something out of the deal.
That's a possibility, let me check with.
Or, would you be willing to do that, if you could.
As long as this happens, we can agree to this, this, or this.
As long as Elizabeth is honest with her reports,
Catherine can agree to go along with purchasing the more expensive machine.
To her, it doesn't matter what brand or style the tool really is.
She's a numbers woman and just cares that the numbers are accurate.
So, what are the takeaways from this lesson?
First, there are many phrases to use for arguing your point or
conceding, or even negotiating,
where both sides feel like they're getting something out of the situation.
It's best to memorize a few of these phrases to be ready when disagreements
arise.
Please look for the reading in this lesson that gives many more phrases for
concession and counterarguments.
3:39
Thanks for watching this language video of English for Finance and Economics.

3.19 VIDEO
Welcome to module three's review and preparation for
your peer review assignment.
To get the most out of this video, locate the module three worksheet called "How
to Negotiate a Win/Win Solution." I'm happy to see you here today and
believe your hard work and diligence is definitely going to pay off.
I know this because two recent surveys on the benefits of courses like
this strongly suggest it.
For example, in the Career Builder survey,
87% of the respondents reported educational benefits.
In addition, 33% reported real tangible benefits,
such as a pay raise, a new job, or a promotion.
Others started a new business.
That's persuasive, don't you think?
People in finance and accounting are concerned
with ensuring that the company's funds are used properly.
And, this puts them in a position of saying no, and
sometimes being perceived as negative or unsupportive.
But, that's an out of date model.
Now, finance and accounting are supportive functions.
They facilitate cooperation and
keep the business's vision at the forefront of all business decisions.
1:31
So not only do you have to be good at numbers, but good with people too.
Did you watch the video Negotiating an agreement without giving in?
Getting to Yes: Interests verses positions?
It told the story of two people who wanted the same orange.
So they divided the orange.
One person got half, while the other got the other half.
But that wasn't the best negotiation or solution was it?
[LAUGH] Why not?
At first, that seemed like a fair solutions, and I guess it was.
However, if they had taken the time to ask questions
to find out why the person needed the orange and really listened.
They could have doubled what they got.
2:20
This story offers a persuasive argument for negotiating a win/win solution.
2:28
Throughout this module, you've been considering different ways
to negotiate your needs and the language that's useful for coming to an agreement.
2:37
You've talked about the importance of backing up your statements with logical
reasons such as statistics.
In this lesson we're going to go through a process that will help you
tie all of this information together.
2:54
You're going to imagine that you work at say, a coffee house.
You're a finance manager in the corporate office.
3:04
You want the store managers to reduce their on-hand inventory,
3:10
while Lee, the store manager, wants to boost his sales,
which he believes he can only do by having more inventory.
Your goal is to negotiate a win/win situation.
How would you begin?
3:27
What is the first thing you can do?
3:30
Well, step one is to clarify the issue or conflict.
This means to have an honest conversation.
The goal is to find out what is really needed and wanted, and why.
3:47
Let's check your understanding.
As you are listening to Lee,
will you be planning ways to get him to concede to your demands?
Before you answer, think of the lesson about the orange and
the two people who wanted it.
They were only concerned with getting what they wanted and negotiating a fair deal.
Which is what they did.
However, they forgot to find out what the other person actually needed.
4:15
So let me ask this question again in step one.
4:20
Will you be listening and thinking about how to get Lee to concede to your demands,
or trying to find out why he wants to keep more inventory on hand?
4:32
Step two says, to make goal statements.
This is the key to negotiating a successful win/win.
In part one, you ask yourself questions so
that you can make a statement that says exactly what you want.
4:48
So if you are the finance manager, you might say, what do I need?
Then answer, I need to reduce the amount of surplus inventory.
What do I want?
I want the store managers to be more selective and limit their inventory.
What can I live with?
I can live with managers having higher inventories as long as its selective and
leads to higher sales and higher profit margins.
5:18
Lee asks himself the same questions and writes,
I want to have enough holiday coffee so that I don't run out this year.
5:27
Now, part two of this step is one of the most important parts in the process
because it gives you the foundation for what you're going to negotiate.
5:38
A common goal to work towards.
Your job now is to take these two statements and
ask questions such as, what do we both need?
Not one.
And, what can we live with?
5:53
These questions will help you write one statement that expresses a common goal.
5:59
Do you think this type of questioning and
listening would've helped in the case of the two people who wanted the orange?
[LAUGH] Well, I do, too.
6:08
Let's check your understanding with a challenge question.
The keys to step three and four is to ask questions in order to brainstorm possible
solutions that satisfy the needs listed in the common goal statement.
6:22
This is the part where your ability to use language for
making concessions will come in handy.
6:30
Then, in step five,
your job is to choose the solution that best satisfies the goal statement.
A win/win solution is the solution that best meets the needs
of both groups based on their common goal statement.
6:49
What are the key takeaways here today?
6:52
Well, working towards a win/win resolution
requires the ability to consider the other person's needs.
As much as your own.
7:02
Making concessions is a tool for finding solutions.
7:06
When working toward a win/win solution, making concessions is for
the good of every one involved, not just one party.
7:16
There are lots of useful expressions to help you express your point of view.
Look to Quizlet and your worksheet from this lesson for a list of possibilities.
7:28
Being able to ask probing questions that cause self reflection and
that help you understand the why of a negotiation,
are some of the most important skills when trying to come to an agreement.
7:42
Although this is one of the important skills,
it is equal to the ability to actually listen to the needs of others.
7:51
Remember withholding information may show a lapse in your integrity.
[LAUGH] Well that wraps up this review lesson.
I hope you feel good about your accomplishments and
that you enjoy working on your peer review assignment.
Thank you for your hard work in the lesson of English for finance and leadership.

With in the video and the lesson, this is what I had learned from Dave.

1, Clarify the issue to find out what is really needed and wanted, and why.

2, Make goal statements(the key to negotiating a successful win/win).

Take two statements and ask questions such as, what do we both need? what can we live with?

These questions will help you write one statement that expresses a common goal.

3&4, Ask questions in order to brainstorm possible solutions that satisfy the needs listed in the
common goal statement.
5, Choose the solution that best satisfies the goal statement.
6, During this use the right strategy
At last make a WW result.

1, What did you prepared before the meeting? 2, What will be the first defensive question as you
prepared ? 3, Who will be the first person to show the different view? 4, What is your whole strategy
during the meeting? 5, What is most important thing you should be ready when you were doing the
prepared? 6, Why you will do this? 7, How you should be reacted if they you are not the real one?

Vocabulary List

1.(adv) twice a (day, week, month, year): Two times ( a day, week, month, year)

2.I agree, provided that: A phrase used when negotiating, indicates conditional agreement
3.(n) belief: A feeling that something is good, right, or valuable

4.(n) capital expenditure: Money spent by a business or organization on acquiring or maintaining

fixed assets, such as land, buildings, and equipment

5.(n) common ground: A foundation for mutual understanding

6.(n) expectation: A belief that something will happen or is likely to happen

7.(n) expenditure authorization form or authorization for expenditure (AFE): Documents that
show proposed expenses for a particular project and authorize an individual or group to spend a
certain amount of money for that project

8.(n) fork in the road: A metaphor used when there are options for a major choice, decision or
change

9.(n) high ground: A position of superiority in a debate or discussion

10.(n) input: What is put in, taken in, or operated on by any process or system

11.(n) issue: Something that people are talking or thinking about

12.(n) performance: Something accomplished

13.(n) point of contention: Disputed matter, something controversial

14.(n) statement: Something you say or write in a formal or official way

15.(n/v) brainstorm: An idea that someone thinks of suddenly

16.(n) win/win: A situation where both parties feel like they benefit

17.(v) achieve: To reach a goal by working hard

18.(v) bring to the table: To provide something that will be a benefit; contribute

19.(v) buy in: To purchase shares of something; to buy a part of something the ownership of which
is shared with other owners; or to agree with; to accept an idea as worthwhile

20. We can do that if...: A phrase used when negotiating, indicates conditional agreement