1.1.

Breaking the Ice

"Breaking the Ice" means starting a conversation with a person that you don't know. It's a
helpful skill both inside and away from business. Some topics are great for starting these
conversations; others are not so great.

Some great ways of starting conversations are:

1. Introducing yourself
2. Asking questions
3. Giving compliments

Let’s do a brainstorming about others ways of starting a conversation.

What do you think?

Exercise 1. List 3 Great Topics to Start Conversations:

1. _______________________________________________
2. _______________________________________________
3. _______________________________________________

List 3 Bad Topics to Start Conversations:

1. _______________________________________________
2. _______________________________________________
3. _______________________________________________

Read the following scenario:

You attend a charity dinner with potential future clients. You’re keen to use
the opportunity to make new connections. Read these quotes:

a. "In this situation I give diners 'the hard sell.' I talk persuasively about my
business, and I won't take 'no' for an answer."
b. "I mention what I do and answer positively if anyone shows interest. I don't try
to sell anything though, I'm too focused on what others have to say, and on
making a good impression."
 c. "What I do is I try and return the conversation casually to the topic of my
business, sometimes with jokes. I might respond, 'you wouldn't have that
problem if you were with my company, we're the best! Ha ha!´"

Which quote reflects the best approach?

Well, in a social environment with potential future clients, it’s probably not best to give
them the “hard sell” – talking only about your own business and convincing them to buy
from you. After all, you’re socializing and no one likes to be pressed into business “out of
hours.”

What we can do instead is foster a relationship with people that opens up the possibility
of future business. Mention your industry, sympathize with them by being attentive to
what they have to say and l share your contact details. It may be that they never want to
buy from you, but if you make a good personal impression they’ll remember you and may
pass on your details to someone who might be interested in your business.

A big mistake people often make in this situation is to repeatedly “joke” about how good
their business is. Other people won’t find it funny and the danger is that you’ll be
perceived as conceited or arrogant.

Speaking: small talk

Most basic business courses will provide you with vocabulary directly related to the
business world, but the truth is that much of any relationship - including a professional
one - is built through chitchat and small talk. As a shortcut to successful small talk there
are many helpful phrases we can use. Consider in which circumstances we could use each
of these:

Exercise 2. Complete the following phrases with the correct verb tense and consider in
which circumstances we could use each of these.

Lexis
So, how are you ____________________________ (enjoy)?
__________this weather (be negative) ?
Where______ you from originally (be)?
What_____it like (be)?
Am I right in______________________you …….(think)?
Ah, I _________. So (see)?
Oh, that_______ interesting, because I ….(be)
Really? That _______a coincidence! (be)
So, __________ me more about (tell)
Well, it's been nice ________________ to you. (talk)

1.2. Keeping the conversation Alive

Once we've begun a conversation the tricky part is keeping it alive. We're going to examine
the structure of a successful conversation to understand how we may succeed.
They say questions breathe life into a conversation. Look at these example conversations:

Conversation 1

A: Where are you from?

B: I'm from Bristol, in the south of England. It's a great cultural city with lots of
nightlife. What about you?

A: I'm from Mumbai in India. There's lots to do there too, but it can be very hot and
crowded! If I went to Bristol, what cultural things would you recommend I do?

Conversation 2

A: Have you been to one of these conventions before?

B: Yes, a few. The company sends me every year - it's a good opportunity to keep up-to-
date with the industry. It's your first time here, isn't it?

A: Actually, it is. We're a fast-growing start-up and I was hoping to make a few new
connections. Isn't it one of the top conventions in the field?

To keep the conversation going, whether it is with an old friend or new acquaintance,
questions asking for information are important. Make your receptor feel important and
that you have genuine interest in the person, although some people might feel invaded
when asked a lot of questions, so make sure to share your own insights and experiences.

Some topics to talk about: sports, weather, school or work, family and friends, music and
food tastes, TV shows, movies, and others. Keep in mind that there are some sensitive
topics, so try to avoid causing conflicts and giving opinions that may be offensive.

1.3 Grammar: Tense Review

To remind us of correct tense usage we will revise some common tenses. Fill in the blanks
below using the options provided.

Where do the questions in bold fit into the box below?

Question
Examples Explanation
Type

Not usually great as an

- If you hadn't done accountancy, what would
opening question, a
you have become?
hypothetical question
Hypothetical 1_________________________________ explores theoretical
questions __________________________________ possibilities. They're
__________________________________ often better employed
for a deeper
 understanding of a
person's point of view.

Also known as "yes/no

questions." This type
- Do you like football?
allows for a one-word
answer. Of course,
2__________________________________
Closed only a rude person
____________________________________
questions would reply with one
word - the asker
- Are you going on holiday this year?
usually expects you to
elaborate!

Unlike closed
questions, these start
3__________________________________ with a question word.
____________________________________ The answer cannot be
"yes" or "no," each
Open - What's the food like?
response must give
questions 4__________________________________ more information.
____________________________________ These are good for
"opening up" a
conversation.

These questions are

- Haven't we met before?
used to fact-check. We
- Wasn't Charlie sitting there? also often use them to
Negative state our opinion and
questions 5__________________________________
invite others to join in
____________________________________
the conversation.

These questions make

a statement then
-That was a great speech, wasn't it?
question it. Just like
Question 6__________________________________ negative questions
tags ____________________________________ they are used to fact-
check and express
opinions in a way
 designed to involve
others.

Speaking: Avoiding saying "no."

"No" can be an impolite word in formal situations. In British society people avoid the word
more than in American circles. Instead of being so direct, there are some simple phrases
we can learn to circumnavigate a potentially uncomfortable situation. Consider in which
situations the following responses would be appropriate:

Lexis
Not at the moment, thank you.
Not any more.
Not very.
Not really.
Not especially.
Not exactly.
Not yet.
Not as far as I know.
Actually...
As a matter of fact...

Vocabulary: excusing one's self from the conversation.

Eventually we want to exit a conversation. To do this politely, there are phrases we can
learn to aid us. Which of the following phrases are used to excuse us for a moment?
Which ones are used to leave more permanently?

Lexis
It's been nice talking to you.
I'll have to be going.
If you'll excuse me...
Don't go away.
Would you excuse me for a moment?
I'll be right back.
Is that the time?
I'll catch you later.

Grammar: tense review

To remind us of correct tense usage we will revise some common tenses. Fill in the blanks
below using the options provided.

Present Simple: He leaves at five.

Present simple is used for general facts and habits, and sometimes for definite set events
at a specific time in the future.

Present simple form: subject + _________

 a) verb (past participle)
b) object
c) verb (simple)

Present Continuous: We're having a meeting.

Present continuous is used for unfinished processes in the present, and sometimes, like
present simple, for definite, organised events at a specific time in the future.

Present Continuous form: __________ + ___________ + verb (ing)

a) subject + to be
b) subject + have
c) to be + object

Past Simple: Profits went up.

Past Simple is used for single, finished events in the past.

Past Simple form: _________ + __________

a) subject +verb (past participle)

b) verb (past) + preposition
c) subject + verb (past)

Present Perfect: Profits have gone up.

Present Perfect is used for past events within an unfinished timeframe (e.g. today),
normally linking to a present state-of-affairs. Present Perfect can also be used to deliver
news.

Present Perfect form: subject + _________ + past participle

a) preposition
b) have/has
c) verb (simple)

Past Continuous: (When I arrived) he was just leaving.

Past Continuous is used to describe events in process at a certain point in the past. For
this reason it is normally used in conjunction with the past simple.

Past Continuous form: subject + __________ + __________

a) to be (past) + verb (ing)

b) to be (ing) + verb (past)
c) was + verb (simple)

Past Perfect: (When I arrived) he'd just left.

Past Perfect is the past of the past. Also used in conjunction with the past simple, to state
what happened before a particular point in the past.

Past Perfect form: subject + ________ + __________

 a) would + verb (past participle)
b) had + just
c) had + verb (past participle)

Present Perfect Continuous: I've been trying to phone.

Present Perfect Continuous is used for processes that have recently stopped or are
experiencing a short pause. Normally the process is somehow connected with the
present.

Present Perfect form: subject + _________ + _________ + verb (ing)

a) verb (simple) + been

b) have/has + been
c) have/has + verb (past participle)
1.3 Grammar: Time Adverbs and Tense Review

Time adverbs helps us to be more specific about the past

After / Before / Ago / Since / For

After
- At a later time, behind, following

Before
- At any time before now

Ago
- In past time
( it is usually used with a past tense, not with a perfect tense )

Since
- From a point in the past until now
( it is normally used with the perfect tense and the past perfect tense )

For
- To measure the duration ( how long )
( It can be used with all tenses )