I. Learn the following words. To influence – оказывать влияние;

To influence – оказывать влияние;

objective – цель;

personality trait – черта характера;

self-assurance – самоуверенность;

vague – неясный;

to encourage – стимулировать;

to respond – отвечать;

pattern of behaviour – тип поведения;

distrust – недоверие;

reward – награда, вознаграждение;

punishment – наказание.

II. Answer the following questions.

1. Do you think that people who study business can learn how to become leaders?

2. What is leadership, according to the text?

3. What words should you use to describe leadership?

4. Mention two famous people from history. What are their personality traits?

III. Complete the sentences with the correct word.

1. The earliest studies of leadership focused on personality.....................

2. A manager who gives a lot of orders.....................

3. The Blake and Mouton grid examines two variables: a manager's

................. for production and.. for people.

4. A manager's pattern of behavior is called managerial.........................

5. Someone who influences the behavior of other people is a

6. Some models of leadership focus on personality, others on innnagerial style. A third approach focuses on..............................

IV. Read some of the letters that were written after the selection interviews. Be ready to write the necessary letters of your own.

21 February 2003.

Dear Mr. Schultz

Thank you for coming here for interview. I regret , however, to have to tell you that on this occasion your application was not successful. We are grateful for your interest in our company, and we wish you every success in your career.

Yours sincerely…

21 February 2003

Dear Dr. Vila

On behalf of industrias Montresor, I am pleased to offer you the post of Divisional Software Engineering Manager, subject to the conditions specified in the enclosed contract.

The starting salary will be US $750 per month. There will be a probationary period of 6 months. You will be entitled to a company car. Further particulas of salary, benefits and conditions of employment are enclosed.

If you wish to accept the post, please let me have your acceptance in writing within seven days.

I am looking forward to welcoming you.

Yours sincerely.

J. Andrews,

Staff Controller.

V. Imagine that you are a staff controller at one of the firms.

Write the similar letters.

VI. Meet as one group. Decide which of the sentences below best explains why “the traits approach” was abandoned.

a. It is difficult to identify aspects of personality.

b. This approach to leadership does not help to predict who will make a good leader.

c. Not all leaders have the same personality traits.

VII. Work in several groups. McGregor identifies two types of manager, theory 'X' and theory 'Y'. Decide if the sentences below are true or false, and correct the false ones:

a. Theory 'X' managers have a positive view of their workers.

b. Theory 'Y' managers are more efficient.

c. Theory 'X' managers involve their workers in decision-making.

d. Theory 'Y' managers encourage their workers to take responsibility for their work.

VIII. Column A contains Likert's four managerial styles. Match each style with the correct description from column B.

А В

system 1 • • benevolent authoritarian

system 2 • • consultative

system 3 • • participating groups

system 4 • • exploitive authoritarian

IX. Meet as one group. Discuss the question: What do you think makes someone a leader? with reference to the following criteria:

· personality traits

· behavior and style

· situation

X. Role-Play

Divide into groups of three or four. You are the top management of a department store. You want to attract more young people to the store department. You must decide:

- what young people like about department stores;

- what young people do not like about department stores;

- what you would have to do to attract young people to the store (new departments, new products, new services).

Think of department stores you go to.

One of you present a brief report to the rest of the students on what you have decided.

Revision of chapter 2

Test