LISTENING...How to do it and why it´s important

“When people talk, listen completely. Most people never listen.” 

― Ernest Hemingway

Most people do not listen with the intent to understand; they listen with the intent to reply.” 

― Stephen R. Covey, The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change

“We have two ears and one mouth, so we should listen more than we say.” 

― Zeno of Citium, as quoted by Diogenes Laërtius

“There's a lot of difference between listening and hearing.” 

― G.K. Chesterton

“Most of the successful people I’ve known are the ones who do more listening than talking.” 

― Bernard M. Baruch

I´ll never forget being required to take a class in active listening when I was in college.  It was a course where I learned that listening is really important to our communication.  What is the difference between  listening to someone and hearing someone?  Listening, or we could say active listening, gives us the ability to understand the other person and take in what is said.  We´re able to see things from their point of view and truly understand what the other person´s experience is.  In other words, we´re able to empathize with them.

In negotiations, I learned it´s always important to listen first before talking.  Why is this important?  It´s important because if we listen first, in a negotiation, and talk later, we are able to determine where we´re starting from.  This enables us to relate to the other person so that we can understand what their needs are before we talk about our needs.  This gives us a greater ability to succeed in reaching our goals related to a negotiation. 

How many of you know someone who doesn't listen very well?  Someone who easily gets distracted and who we feel like we have to repeat ourselves to over and over again?  How frustrating is this when we're trying to communicate something to them?  We all want to be really listened to.  It's so important to really learn how to listen to our loved ones, our friends, and our colleagues.  Learning this valuable skill will increase our skills in communication and we´ll likely have better results in our lives!

How do we learn how to actively listen to someone?

To start:

It´s important to make eye contact with the other person.  

STOP TALKING!  You cannot listen when you are talking and thinking about what you´re going to say next.  So try to slow your mind down and close your mouth in order to receive what the other person is really saying.  Maybe what you´re about to say really isn´t necessary.  Filter what you say against the message you're receiving from the other person.

PAY ATTENTION USING NON-VERBAL COMMUNICATION:  Relax, smile, have an open body posture.

LISTEN FOR WHAT ISN'T SAID- Many times what lies below the surface is the key to listening well and truly understanding the message.

DON'T LET YOUR OWN EMOTIONS INTERFERE WITH LISTENING

SUMMARIZE-  Summarize back what is said in a neutral, non-judgmental way when necessary.

EMPATHIZE- Try to understand what the other person is saying from their point of view.

If we all listened more and talked less, we would likely learn a great deal about our world and lend support to those in need!  We would also experience more success in our lives!    

So, try to take time and really be conscious about LISTENING to someone today!!  You won´t regret it!

Don´t forget about these previous posts to assist you with your learning-

STAY MOTIVATED!! 

Review UNCOUNTABLE NOUNS  

The difference between UNTIL and BY

Can you hear me?

Good afternoon everyone!!

What do we say when we're on the phone and we want to check that the other person can hear us?  Do we say.....

A.) Can you hear me?

or

B.) Are you listening?

As many of you know, my primary contact with students these days is via Skype classes.  Being that most of my classes are being offered online now, the issue of being heard on the computer has been important to talk about.

The correct answer is B.  It's always best to say, Can you hear me?   (When testing out audio devices like phones and Skype.)

Let's go further into this....

What IS the difference between Listen and Hear?

We listen to things that are more specific...for example, I could say, I'm listening to music, or I'm listening to the radio.

On the other hand, hear relates to how loud something is.  If 
we're testing a phone or a Skype call and we want to know if the other party can hear us we ask if the other party can hear us.

Picture this, You're at a party and the music is turned up really loud.  You're trying to talk to someone but that person can´t hear you so you say, 

“I can´t hear you, the music is too loud! Let´s go outside to finish this conversation.”

So, remember that LISTEN relates to specific items like music or a radio program whereas HEAR relates to noise and checking in if audio equipment is working properly.


Now that you understand the distinction, does this phrase make sense?

How do you interpret this sentence?

Stay tuned...my next post will be all about interpreting this difference!

Don't forget to check out this post to learn all about will and would...and this post to review phrasal verbs!!

Thanksgiving Day

As many of you know, today is a very special holiday in the US; Thanksgiving Day.  

How is Thanksgiving day celebrated in the US and what are the primary dishes?

Thanksgiving for me, was always a time to gather around a table with loved ones and family and give thanks for the things in my life that I was thankful for.  It was a very special holiday indeed and an opportunity to take a break from the day to day grind of life and enjoy some quality time with family and friends.  I often remember the significance of this day being right along the same level as Christmas and the food served was much the same.  The only real difference being that on Thanksgiving, no presents were exchanged as they are on Christmas. 

The weather during this time of year is starting to get chilly so a variety so food appealing to the colder weather is prepared.  The menu consists of turkey, mashed potatoes, gravy, green beans, bread stuffing, and pumpkin pie.  The tradition in my family was always to have this meal together and basically spend the whole weekend amongst family and friends.  

So, in honor of this special day, think about what are you thankful for and make sure to remember these things today!  

Happy Thanksgiving!!

Student Presentation-Emerson

This paper was written by Emerson, a student of mine.  It examines how to be a good boss:

WRITING EXERCISE

---

How to be a good boss

The occupation of a boss is to make people finish their tasks properly and timely to attend the company’s goal. For that purpose, a boss has to hire a qualified workforce for the job, define clear expectations so that employees understand what they’re are doing, teach them when necessary, and evaluate and give feedback in order to change or promote a behavior.

Before hiring a new employee, the company has to set up all the qualifications required for the position and look for professionals which fulfill those requirements. However, sometimes it’s not possible to find such a complete professional, so the company has to offer training to prepare the professional for the daily activities.

It’s important to be clear about the company’s strategy and personal goals to let the workforce understand what is expected from them. Clear guidelines will help them to perform their tasks and will allow an accurate feedback.

Eventually, the staff will have difficulties in delivering some tasks. In such cases, it’s necessary to consider if the staff is supposed to deal with this situation by judging if they were hired with the proper knowledge or if they’ve received and understood training. Sometimes new requirements appear and need to be done. In both cases, a good boss wouldn’t lose the temper and would explain what has to be done and would provide an honest evaluation.

Then comes the feedback and the opportunity to change or promote a behavior. This can be tricky because the feedback of one employee can affect all the workforce. So it’s important to have arguments to support feedback and it has to be in line with the company’s strategy and the personal goals which were previously set.

There isn’t a formula for being a good boss. What defines a good boss is the workforce’s satisfaction in their work. Employees want to feel well guided, recognized, and want to see the perspective for their careers. A good boss would be someone an employee can work with instead of working for.

What goes around comes around

"What goes around comes around."

What does it mean?

Basically, it means that what you do in life, whether positive or negative, comes back to you.  It may or may not come back to you in the same form as you expressed it, however, it will most certainly come back to you.  

So, watch your actions and pay attention to your words because what you say and do, will come back to you.  

Good advice right?


When thinking about this concept, I'm reminded of  the First Law of Thermodynamics which states:  

"The total energy of an isolated system is constant; energy can be transformed from one form to another, but cannot be created or destroyed." 
(http://en.wikipedia.org/wiki/First_law_of_thermodynamics)

Basically, we are what we say and we say what we are.  What we say affects us just as our actions affect us.  Make Sense?

Many artists have created music based on this concept.

Justin Timberlake wrote a song about this:

Even Bob Marley wrote about this:

 

So, be careful what you say and be careful about your actions because what goes around comes around.


     

Top of the Mornin' to You

"Top of the Mornin' to You" (GOOD MORNING!!)

Have you heard this expression before?  It's a common Irish-American greeting.

What better way to start the day then with a fun song!?

Enjoy and have a wonderful weekend!!

Some things I've learned this week...

My students are teaching me new things all the time and this week is no different.  Here are some of the important things I've learned this week:

If you want to speak  better, listen more!
If you want to write better, read more!

Google 'hangout' is a great way to have a conference call.  I'm looking at this method to provide 'online' classes for some groups.  Does anyone have experience with Google hangout?  Do you find it works better than Skype?  I'm curious about this technology.

Successful companies often don't compare themselves to their competition.  In fact, many times, their competition is irrelevant.  What then, do successful companies focus on?  They focus on uncontested market space, they focus on areas in the market where there is no competition, and they make strategic moves in order to get out of the race against competition and into an area in the market where they are able to measure their success not by comparing themselves to their competitors, but by adding value for their customers! 
.....More to come on this subject soon!  I find it fascinating..how about you?

It hasn't been this cold in Curitiba for years!!

What have you learned this week?

More Food for thought!

Eat your RED fruits and Vegetables!!

Will and Would

Will is used for speaking in present about what we intend to do.

Example:  I'll go out for dinner tonight.

Won't is the opposite of will.

Example:

I won't go out for dinner tonight.

Would is used when speculating about what we might do in certain situations.

Example:

I would go out for dinner tonight but I already ate.

Wouldn't is the opposite of Would.

Example:

I told him I wouldn't go out for dinner because I already ate.

Practice:

Complete these sentences using personal information:

I would love to live in ______________________.

I would love to have _______________________.

I would love to work at ____________________.

I wouldn't like to _________________________.

A subject I would love to study is _____________.

Complete these sentences using will or would:

1.)  I _____ stay at a hotel near the beach next week.

2.)  I ________ stay at a hotel near the beach but there aren't any available rooms.

3.)  I ___________ like to spend some time with them next week.

4.)  I ________ spend some time with them next week.

5.)  I'm really tired, I think I ______________ go to bed.

6.) I ___________ go to bed if I didn't have so much work to do.

7.) I _________ go to the party on Saturday because my friend Jane is coming with me.

8.) I ___________ go to the party on Saturday but my friend Jane can't come with me.


Answers:  1.) will 2.) would 3.) would 4.) will 5.) will  6.) would 7.) will 8.) would

Fill in personal information:

What's something you'll do this week?

What's something you'd like to do this week? 

Where's somewhere you'll go this week?

Where's somewhere you'd like to go this week?

Simplier is better

In speaking and writing, the more simple words you use, the better.  You will be easier to understand and get better results from your listener.  Don't complicate your message by trying to use complicated vocabulary. As you read the words below, notice how using more complicated vocabulary doesn't necessarily acheive the desired message.

Examples:

Instead of                    Use

In the event that             if

at this point in time         now

in the order of magnitude of  about

had the opportunity to be     was

come into possession of       get

Chocolate Chip Cookies

Some of you have requested my chocolate chip cookie recipe...it really is quite simple!!  Give it a try! 

Chocolate Chip Cookies

1 Cup of Butter (melted or softened...don't use margarine!!)

3/4 cup Sugar

1 cup brown Sugar

2 eggs

2 Tsp. Vanilla

3 Cups of Flour

1 tsp baking powder

1/2 tsp salt

Chocolate Chips (as many as you like...make sure you buy good quality chocolate chips...this makes all the difference!)

optional:

1-2 cups oats

1 cup chopped walnuts

Mix butter, sugars, eggs, and vanilla in a bowl.  Add flower, baking soda, and salt.  Greese 2 baking sheets with butter and line with tin foil if desired.  Shape cookies into balls, flat circles, or just spoon the dough onto the sheets.  Bake at 175 degrees Celcius (350 degrees F) for 7-10 min.  The less you bake the more chewy they will be and the more you bake, the crispier they'll be.

ENJOY!!

PORTLAND, OREGON-USA

Yes, this is the amazing city of Portland, OR  I happen to be a HUGE fan and I think everybody must visit there!  Believe it or not, it really is as amazing as this video makes it out to be.  ENJOY!!

In the words of Franklin D. Roosevelt (32nd US President)

"If civilization is to survive, we must cultivate the science of human relationships - the ability of all peoples, of all kinds, to live together, in the same world at peace."

"Happiness lies in the joy of achievement and the thrill of creative effort."

"Competition has been shown to be useful up to a certain point and no further, but cooperation, which is the thing we must strive for today, begins where competition leaves off."

President Franklin D. Roosevelt was the 32nd US president -
4 March 1933 to 12 April 1944

Stay Motivated!!!

To those that take the time to do your homework: Your hard work and attention to detail will pay off!! I'm a fan of detail oriented work and getting it right. I'm proud of those of you that make the effort to consistantly do this. (Good job Emerson!!)

Quotes I like....

Some nice quotes:

"Don't cry because it's over, smile because it happened.”
― Dr. Seuss

“You've gotta dance like there's nobody watching,
Love like you'll never be hurt,
Sing like there's nobody listening,
And live like it's heaven on earth.”
― William W. Purkey

“No one can make you feel inferior without your consent.”
― Eleanor Roosevelt

“If you want to know what a man's like, take a good look at how he treats his inferiors, not his equals.”
― J.K. Rowling, Harry Potter and the Goblet of Fire

“Always forgive your enemies; nothing annoys them so much.”
― Oscar Wilde

“Darkness cannot drive out darkness: only light can do that. Hate cannot drive out hate: only love can do that.”
― Martin Luther King Jr., A Testament of Hope: The Essential Writings and Speeches

Phrasal Verbs

Practice with phrasal Verbs:

bring over
blow up
call back
believe in
break down
break out
clean out
break off
ask for
break in

1.) I’d like to ___________ _______ some time off but I’m not sure I’ll get it!

2.) I ____________ __________ God. Do you?

3.) He really ____________ ___________ at me and it was difficutl! Has he ever done that with you?

4.) My car ___________ _________ on the way to the concert. That’s why I didn’t make it.

5.) The prisoners _________ ___________ of Alcatraz by creating a series of tunnels under the prison with nothing more than a kitchen spoon.

6.) What should I ___________ _________ for dinner?

7.) I need to _________ _________ my closet! I can’t find anything to wear!

8.) Tell her I’ll _________ her _________ when I have time.

Until.......by

The difference between by and until...I often hear these words used incorrectly....here's how to use them properly:

I have to turn the report in BY Friday.
I have UNTIL Friday to turn the report in.

To summarize, notice we state what we have to do BY what day, and on the other hand, we have UNTIL what day to complete what we have to do...make sense?? Good!!
(Phrasal Verb: Turn in means deliver)

Pode Ser

A common mistake I hear students making is the use of the words 'CAN BE' to express 'pode ser' (Português).

For example, someone asks you....'Can we meet on Friday?'
To which you respond...'Can Be...'...
OK, everyone...time to FORGET 'can be' this isn't common in English.

Rather than use 'Can be' try saying the following:
Sure! (or for sure!)
Of course!
That sounds great/fine!
That will work for me! (or that will work!)
Sure, Confirmed...

Forget 'CAN BE' right now ok? It doesn't work in English.

Make it a great week everybody! I hope you're all doing great!!

Study/Work Abroad

If you've been thinking about studying abroad and you're not sure how to do it, or you have questions, talk to me! I was recently able to help a student set up a study abroad experience in Florida for one month.

From what he said, the experience was life changing. He studied English every day in the morning and in the afternoon, he was on his own to explore the city and visit tourist attractions. His English classes were really good and he was in a group with 10 other ESL students from all over the world from including France, Japan, Switzerland and countries all over Latin America. He enjoyed a homestay experience where he had a family to speak with in English every day and he said his favorite attraction was the Universal Studios theme park! He told me that the experience really helped with his listening skills and that now he can understand just about everything he hears in English. When I spoke to him the other day for the first time since he got back, I noticed his speaking skills really improved.

Contact me if you're interested in having a similar experience! There are programs occuring all over the world with excellent professional opportunities for you to work, travel, and study abroad! I'll put you in touch with the right people to take care of everything and offer you a great program at the right price.

Uncountable Nouns

UNCOUNTABLE NOUNS

Remember not to quantify uncountable nouns by using a/an. These kinds of nouns refer to an entity or abstract concept see below for a list of common uncountable nouns:

Food/Drink
bacon, beef, bread, broccoli, butter, cabbage, candy, cauliflower, celery, cereal, cheese, chicken, chocolate, coffee, corn, cream, fish, flour, fruit, ice cream, lettuce, meat, milk, oil, pasta, rice, salt, spinach, sugar, tea, water, wine, yogurt
(Example: Would you like cream in your coffee? NOT Would you like a cream in your coffee)

Nonfood substances
air, cement, coal, dirt, gasoline, gold, paper, petroleum, plastic, rain, silver, snow, soap, steel, wood, wool
(Example: I need to stop and get some gasoline. NOT I need to stop and get a gasoline.)

Abstract Nouns
advice, anger, beauty, confidence, courage, employment, fun, happiness, health, honesty, information, intelligent, knowledge, love, poverty, satisfaction, truth, wealth
(Example: She has alot of knowledge about computers. NOT She has a knowledge about computers.)

Other
biology(and other areas of study), clothing, equipment, furniture, homework, jewelry, luggage, lumber, machinery, mail, money, news, poetry, pollution, research, scenery, traffic, transportation, violence, weather, work
(Example: She's watching the news. NOT She's watching a news.)

NOTE: A few uncountable nouns may also be used as countable nouns for example, William loves chocolate. William offered me a chocolate. I'll have coffee. I'll have a coffee.

(Hacker, Diana "A Writers Reference." 2003. 212 pp.)

Future

Present Perfect

Which Are you Today?

Present Simple

Passive Voice

It’s important to understand how to report in the passive voice. Why? Many times what we report is more important than WHO completed what we’re reporting...

Take a look at this sentence:

We’ll migrate two projects tomorrow morning.

Let’s transform the sentence into the passive voice....Remember, we don't care about "we" (or whomever completed the task) anymore...we care about the task itself...so our NEW subject becomes:

Two projects will be migrated tomorrow morning.

Notice, "We will" is removed from the sentence and now, task becomes the new subject...

Now, Practice...

EXERCISES
Complete the sentences with the correct passive form of the verbs in brackets. Use the Present Simple.
1.) English ____________________ (speak) in many countries.
2.) The mail ______________________ (deliver) at about 7 o’clock every morning.
3.) How often ______________________________ (the Olympic Games(hold)?
4.)How _______________________ (your name/spell)?
5.) My salary _____________________ (pay) every month.
6.) These cars _________________________ (not make) in Japan.
7.) The name of the person who committed the crime _____________________ (not know).
8.) His travel expenses ________________________ (not pay) by his company.

Answers: 1.) is spoken, 2.) is delivered, 3.) are the Olympic Games held? 4.) is your name spelled 5.) is paid 6.) aren’t made 7.) isn’t known, 8.) aren’t paid

Complete the sentences with the correct passive form of the verbs in brackets. Use the Past Simple.

1.) My car ______________________ (repair) last week.
2.) This song ________________________ (not write) by John Lennon.
3.) ________________________________ (the phone/answer) by a young girl?
4.) The film ________________________ (make) ten years ago.
5.) When ______________________________ (tennis/invent)?
6.) The car ________________________ (not damaged) in the accident.
7.) The original building _________________________ (taken) down in 1965.
8.) Where ______________________________ (this pot/make)?
9.) When _______________________________ (this bridge/build)?

Answers:
1.) was repaired, 2.) wasn’t written, 3.) Was the phone answered, 4.) was made, 5.) was tennis invented?, 6.) wasn’t damaged, 7.) was taken down 8.) was this pot made, 9.) was this bridge built

Choose the correct form of the verbs in brackets.

Fiat 0_was started__(started/was started) by a group of Italian businessmen in 1899. In 1903, Fiat,1_________________ (produced/was produced) 132 cars. Some of these cars
2_____________________ (exported/were exported) by the company to the United States and Britain. In 1920, Fiat
3_________________ (started/was started) making cars at a new factory at Lingotto, near Turin. There was a track on the roof where the cars 4____________________ (tested/were tested) by
technicians. In 1936, Fiat launched the Fiat 500. This car
5 ___________________ (called/was called) the Topolino
. The company grew, and in 1963 Fiat 6_____________________ (exported/was exported) more than 300,000 vehicles. Today, Fiat is based in Turin, and its cars 7________________ (sold/are sold) all over the world.

Answers: 1.) produced 2.) were exported 3.) started 4.) were tested 5.) was called 6.) exported 7.) are sold

Change the following sentences into passive sentences using the words in brackets.
1.) We sell tickets for all shows at the Box Office.
(Tickets for all shows/sell/at the Box Office)
__________________________

2.) Thomas Edison invented the electric light bulb. (The electric light bulb/invent/by Thomas Edison) ______________________________

3.) Someone painted the office last week. (The office/paint/last week)_____________________________________________

4.) Several people saw the accident. (The accident/see/by several people)________________________________________

5.)Where do they make these video recorders? (Where/these video recorders/make)___________________________________

Answers: 1.) Tickets for all shows are sold at the box office. 2.) The electric light bulb was invented by Thomas Edison. 3.) The office was painted last week. 4.) The accident was seen by several people. 5.) Where are these video recorders made?

Taken from:
http://inglescarmelitaslb.files.wordpress.com/2011/03/the-passive-voice1.pdf

Passive Voice

Can/Could/Be Able to

Let’s look at these modal verbs:  Can/Could/be Able to

1.) Can means that something is possible or allowed.  In this form, we use can plus the infinitive form of the verb.  Can see, can do, etc.

            Infinitive Verb  

                             ↓   

Example:  You can see every part of the city from her office, You can do anything you put your mind to.

Don’t forget the negative form

   Infinitive Verb  

              ↓   

She can’t see the doctor this week.  (He’s not available).

Able to can be substituted at times for can.

I’m able to see every part of the city from her office.

Now compare can with be able to:

I can’t visit her.  /  I haven’t been able to visit her recently.

Mary can meet her tomorrow.   /    Mary might be able to meet her tomorrow.

John can use the Microsoft office suite.  /  Office employees must be able to use the Microsoft office suite.   

2.) Could is the past form of can.  

We often see could with the following verbs:  see, hear, smell, taste, feel, remember, understand

   

    Infinitive Verb  

              ↓   

We could hear the neighbors fighting all night.

     Infinitive Verb  

              ↓   

We could smell her cooking from miles away.

3.) Could versus was able to

We typically use could for past general ability and was able to for more specific situations.

Example:

He was an excellent swimmer.  He could swim faster than anyone.

(general ability)

The surfer was lucky he was able to escape the shark attack by swimming quickly towards the shore.  (specific situation)

Complete the sentences using can or the correct form of be able to:

1.)  David has practiced alot of tennis.  He __________ play against just about anyone.

2.)  I haven’t ____________________ visit her recently.

3.) Judy _______ study if she leaves work early.

4.) I hope we _________________ spend time with you when we’re in town!

5.) I know I _______ learn what I need to know for this test.

6.) I know I haven’t ____________________  learn everything I need to know for this test!

7.)  He _______ speak 5 languages!

8.)  Anyone interested in applying for the job must _______________ speak 5 languages!

9.) She ___________ stop by tomorrow.  I’ll be home.

10.)  I wish she _______________ stop by tomorrow because I’ll be at home.

Answers:  1.) can 2.) been able to, 3.) can or could, 4.) are able to, 5.) can, 6.) been able to,

7.) can, 8.) be able to, 9.) can, 10.) could

Complete the following using can/can’t or could/couldn’t

1.)  I wrote you last year so you ____________ learn about my experience at school.

2.) I write to him every week so he __________ learn about my experience at school.

3.)  I _________ understand how to do this!  

4.) He ______________ understand anything I told him to do.

5.) I know I __________ do it if I try!

6.) He knew he ___________ do it if he tried!

Answers:  1.) could, 2.) can, 3.) can’t, 4.) couldn’t, 5.) can, 6.) could

Complete the following with was/wasn’t/were/weren’t able to:

1.) Everybody _________________ get something to eat.

2.) You _________________________ to visit all the tourist attractions on your visit to Rome.

3.)  I ___________ to finish my homework!  I’ve been busy all week!

4.)  We ___________________ to sleep at all last night!

5.) You _________________ to accomplish all your tasks today!   Good Job!

’

Answers:  1.) was able to (remember everybody is singular!), 2.) were able to, 3.) wasn’t able,

4.) weren’t able, 5.) were able to

Make sentences 1-5 into question Form (Sometimes changing the subject in order for the sentence to make sense is necessary):

1.) Was ______________________________________?

2.) Were ______________________________________?

3.) Weren’t you ________________________________?

4.) Weren’t you ________________________________?

5.) Were you __________________________________?

Answers:  1.) Was everybody able to get something to eat?, 2.)  Were you able to visit all of the tourist attractions on your visit to Rome?, 3.) Weren’t you able to finish your homework?,

4.) Weren’t you able to sleep at all last night?, 5.) Were you able to accomplish all your tasks today?

Now.....About you!

1.)  (Something you used to be able to do)

__________________________________________________________________________

2.)  (Something you would like to be able to do)

___________________________________________________________________________

3.)  (Something you’ve never been able to do)

____________________________________________________________________________

Possible Answers: 1.)  I used to be able to swim 1 mile without stopping.  2.)  I’d really like to be able to speak Portuguese fluently.  3.)  I’ve never been able to speak French.

Printable version:  https://docs.google.com/document/d/136Ss8mHqYQ-qj5QBWDWrgWHC1jo9XpQcfjbw2n-Wl6Q/edit?usp=sharing