Ethics of entrepreneurship and business communication. Introduction Business Ethics as a Specialty

28.06.2020

For modern ethics business a priori are issues of corporate social responsibility. The opinion that the financial well-being of a company is the last thing that encourages it to comply with ethical standards is fundamentally wrong; the very life and practice of business has postulated the following statement: "Good ethics means good business». Otherwise, a negative reaction from customers and partners will inevitably lead to a significant decrease in the company's profitability, and a dubious reputation disseminated by the media will lead to a lack of any confidence in it.

Nobel laureate Milton Friedman writes that “the true role of business is to use its energy and resources in activities that

Rice. 10.4. The process of forming an international team

aimed at increasing profits, provided that he adheres to the rules of the game ... participates in open competition, without resorting to fraud and deceit. 21

21 cm: BUT. Sen. On ethics and economics. M., 1996. C.I 15.

Ethics imposes on business system of restrictions, which is the sum of the moral rules and traditions that have developed in a given society.

Business ethics - business ethics based on honesty, openness, loyalty to the given word, the ability to function effectively in the market in accordance with applicable law, established rules and traditions. 22

22 L. Sen. 06 ethics and economics. M., 1996. S. 1.

The experience of international business confirms the importance of business ethics in shaping the success of a firm.

So, dishonest behavior of the company coca-cola, cases of paying bribes to competitors as compensation during litigation with them cost this company a share of the market given Pepsico, since the latter possessed evidentiary information about the unseemly activities of the company Coca Cola. 23

23 J. Mingo. Secrets of the success of great companies. Moscow: Filin; St. Petersburg: Peter, 1995. S. 65-70.

By the beginning of the 80s. There are three main areas of business ethics: "ethics of philanthropy", "ethics of justice", "ethics of personal autonomy" 24

24 V. I. Benediktov. Business reputation Keywords: personality, culture, ethics, image of a business person. M., 1996. S. 118-123.

The first of them directly connects goodness with the result to which goodness leads, and encourages business to charitable activities. The second declares equality and justice between the employees of the company. And the third direction considers the observance of the rights of other subjects - business partners, customers and competitors as the main moral rule.

The discussion of business ethics issues is based on ethics of personal relationships.

The very word "ethics" is of Greek origin and is literally translated as "habit", "character", "temper". As a philosophical category, ethics was defined by Aristotle. He dedicated the works “Great Ethics”, “Nicomachean Ethics”, “Eudemic Ethics” to this philosophical direction, where he considered the issues of sources, the nature of morality, justice, the highest good, the meaning of life and much more. 25 In relation to business ethics, Aristotle preached reasonable behavior and moderation. 26

25 See: Business organization lessons. L., Lenizdat, 1994.

26 See: L. Hosking. Entrepreneurship course. M., International relationships, 1993. S.16-18.

Ethics was devoted to the works of many philosophers, among whom were Plato, Thomas Aquinas, Hegel, Feuerbach. Despite the difference in views, they all defined morality as the object of study of ethics. In most philosophical teachings, the basis of morality was considered highest good(Plato), absolute idea(Hegel), divine Law, which assigned a special role in the study of the ethics of theology, and the best ethical guide at all times was considered " Golden Rule”, common to the Old and New Testaments, as well as most religions, prescribing behave towards others the way we would like them to treat us. 27

27 R. Damari.

At certain points in history, religion has shown a negative attitude towards business.

Medieval Catholic theology was especially merciless to any way of "making money". "Christ gave one piece of advice to merchants and merchants to quit trading and follow him," writes David J. Vogel. Protestantism sanctified the desire for profit, and according to its canons, “only by working, one could serve God, but also definitely increase wealth to the glory of God through the correct use of this wealth ... A diligent worker turns out to be less attractive to the devil, and reward with financial success has become be understood as a sign of God's favor. 28 Protestant theologian of the 16th century. John Calvin even interpreted financial success as a blessing from above. It was during the Reformation that a successful businessman began to be considered a "moral man."

28 BUT. I. Selivanov. Business ethics //Risk. 1996. No. 2-3. S. 129.

However, the assertion that the Protestant work ethic contributed to the development of special diligence, diligence, hard work among representatives of countries that profess it is a myth. Business-Inform magazine cites the following results of research by the British Special International Agency for Social Research. “The average working week among workers, employees and employers is 44.9 hours in Germany and 42.4 hours in Italy. Thus, the difference between the work of Protestants and Catholics is 2.5 hours per week. In Britain they work 42 hours a week, which either destroys the theory or makes them honorary Latins.

These numerical examples don't take into account that Germans have more paid holidays than Italians or Britons. Including holidays, Germans have an average of 39 paid public holidays in a year against 33 for the Italians and 34 for the British. Thus, although the Germans have a longer working week, there are fewer weeks themselves.

The farther south you go, the more unreliable statistics are in estimating hours of work. In Italy, the shadow economy is 30-40% of the entire economy. This is not exactly reflected in the statistics. In Germany - about 10%, and in Britain - 15%. In Latin countries, most people have a second job with a lighter working day that starts and ends earlier. Outside of big cities, these may be mobile small enterprises, the results of which do not appear in the statistics.

Observations confirm that people work in the south as intensively as in the north. The claim that members of one race or culture work harder than another is subjective. In fact, there is a quite measurable difference between a productive and a less productive economy. And the reason for this difference is not the intensity of labor, but its efficiency. The problem is management, not motivation.” 29

29 European business culture // Business-Inform. Kharkov, 1996. No. 20.S. 52.

The market economy is based on profit-driven private enterprise, which is absolutely legal.

Roy Domari, President of the Swiss-Russian Business Club, states: “If this is unacceptable for someone, he should not be in business, because profit is the cornerstone market economy". 30 In matters of labor protection, environment, compliance with the rules of competition, the elimination of discrimination, society must impose certain restrictions on the activities of the company. For “companies as organizations have neither conscience nor morality. It is the people who work in them who bring an element of ethics into the activities of firms, and the operation of ethics covers a much wider area than the existing legal restrictions. 31

30 R. Domari. Business ethics// Marketing. 1996. No. 1. S. 76-78.

A firm's reputation is built from a simple sum of examples of good behavior by its employees, which is demonstrated by:

In relation to the property of the company;

In situations where different interests collide;

When establishing external business relations;

When working with government agencies;

Relationships with customers and competitors;

In very delicate situations, when the company's employees face the problem of choice: to make public or keep secret an example of violation of internal company rules and regulations by colleagues.

For a manager of any level, it is extremely necessary to understand the basics of ethics, as he is forced to constantly make certain decisions. How will they be evaluated by peers? What will be the consequences of these decisions? To answer these questions, it is necessary to be clear about what moral climate formed in this society and in this company.

The manager needs to maintain long-term and mutually beneficial relationships with company owners, consumers, creditors, suppliers, employers. Quite often, these relations develop in situations where the interests of the parties do not coincide. The main rule here is to stick to ethical principles, to avoid the intention of repaying evil for evil. The firmness of the manager shows his dignity.

American researchers have formulated the following principles of business ethics: 32

The principle of justice;

The principle of law;

The principle of utilitarianism (practicism).

32 A. I. Selivanov. Chic or necessity? Moral standards in the mirror American business// RISK. 1995. No. 4. S. 41-43.

These principles offer managers a way of directly considering the quality of a chosen decision before it is made.

The first principle is based on the concepts decency and honesty and can be used in the analysis of decisions made. The main question at issue in this case is this: should the realization of opportunities be based on need, ability, or contribution?

The principle of law is based on the postulation the inviolability of the rights of every individual. When rights are ignored, ethical violation. The legal approach also proves that for every right there is a corresponding duty, duty or responsibility.

There are controversial issues in the field of law. One of them is the contradiction between the rights of the individual, especially in the distribution of insufficient resources. In addition, the problem arises from the disagreement in some cases of society with the rights of the individual.

As for the third principle - utilitarianism - the decision in this case depends on cost-benefit ratio. People who prove the necessity of certain solutions, based on this perspective, say this: "The greatest good and more." They determine costs, as well as profits, at every step in the business. Utilitarians will argue that the most desirable course of action is that which results in the greatest profit.

substantiate decision in business, based on all three of the above principles, is not always possible. Thus, by dismissing employees, the manager builds his decision on the basis of the principle of utilitarianism, sometimes right, but not justice. On the contrary, leaving an employee at the enterprise, he does so, realizing his idea of justice and respect for the rights of the latter, but violating the principle of utilitarianism.

In Russia, there is a huge need for managers who are able to bring the company to a leading competitive position and at the same time maintain integrity and moral character. A constructive system of teaching ethical standards is needed. The basis of such a system could be Western models of the moral improvement of man and organization. So, for example, in the United States, issues of the Review of the Organization of Teaching Behavior are regularly published, in which they are conducted? discussions about the teaching of morality in American business schools. 33 One of the developments devoted to this topic is called the “Model of moral improvement of the individual and organization” (see table 10.2).

33 BUT. Rick. Business ethics. M., 1996. S. 51.

Teaching morality is a complex and lengthy process. Peter Kostenbaum, a well-known author of books on business philosophy in the USA (“Leadership: the side of greatness hidden from others”, “The heart of business: ethics, power, philosophy”), Peter Kostenbaum, formulates the following components of the long-term success of the company:

Profit;

People (morality);

Goods or services;

Pride (prestige). 34

34 See: V. I. Benediktov. Business reputation: personality, culture, ethics, image of a business person. M., 1996. S. 196.

Kostenbaum justifies profit as the main goal of business. People should get satisfaction from their work, from the activities in this company.

The products and services of the company, of course, must be of high quality. And finally, the stable reputation of the firm affects the long-term results of its activities.

However, one should not idealize Western business ethics, since in industrialized countries cases of elementary dishonesty, abuse and even crime are not uncommon. What is worth, for example, a comparison by the American economist Albert A. Carr, who worked as a special adviser to President Truman, of the rules of business and the game of poker. In both cases, Carr notes, a lie ceases to be a lie, since all participants in the game know in advance that frankness cannot be expected from partners. The game encourages not to trust a partner, and cunning deception and the desire to hide one's true strength and intentions are the basis of the game. 35 The logic behind the poker analogy has certainly been met with a lot of objection. However, this concept, interesting and logically built, arose as a reflection of business reality and has every reason to exist.

35 Ibid., p. 197.

Despite the generally accepted irony regarding “Russian business ethics”, Russian business has relatively good reasons for forming its own moral base - the historical roots are the key to this. Russian business and specificity of human relations.

In confirmation of the first, we will cite the following motto, under which the Birzhevye Vedomosti newspaper of business circles was published in pre-revolutionary Russia:

"Profit is above all, but honor is above profit!".

Table 10.2. Moral priorities of a person and a company

Business ethics

Business rules

Ethics is, as you know, a set of principles of human behavior. Extending this definition to the field of entrepreneurship, it can be argued that business ethics is a set of principles of behavior of people involved in the field of entrepreneurial activity.

Such ethics allows us to consider and evaluate the business relations of entrepreneurs, as well as their personal behavior, in terms of compliance with generally accepted principles of conduct in the business world. Appeal to such principles helps entrepreneurs, who have a professional opportunity to actively influence the historical perspective of the development of society, to adequately fulfill their civic duty.

In this regard, it seems appropriate to single out in business ethics those moral values that are its structure-forming components. The first and most important value honesty and integrity in business relations.

The requirement of honesty in business follows from its nature. Deception cannot serve as the basis for a normal economic process. On the contrary, it poses a threat to the interests of partners. People who cheat have always been condemned in the business world. Ultimately, those who allow lies and falsification lose more than they gain.

Of course, such an approach contradicts our usual “class” vision, according to which any commerce is a fraud, without which capitalist entrepreneurship is impossible. The fact that deceivers in business have always been and are now is well known to everyone. It was they who invented the saying You can't cheat you can't sell, which you sometimes hear today.

However, dishonesty in modern civilized business is rather an unfortunate exception than general rule. Now, without honesty and decency in relations between industrial enterprises, banks, and individuals, civilized entrepreneurship is impossible. This is confirmed by the fact that millions of tons of oil and oil products, tens of millions of shares and other securities are sold and bought daily on the commodity and stock exchanges of the West on the basis of oral transactions without witnesses.

Honesty and decency are also shown in the fact that billions of dollars worth of goods are bought annually on the basis of contracts that have not been formalized for a long time. Many wholesalers and retailers trust their suppliers to fill out the accompanying documents for the volumes they order of the goods supplied at generally recognized prices. The principle of "money back guarantee in case of customer dissatisfaction" is very common in many reputable trading firms, manufacturing corporations and stores in the West.

Honesty and decency in business relations were also inherent in the Russian merchants. In Russia, the custom was known to “beat hands”, which meant the formal conclusion of a deal.

Honesty and integrity as the basis of practice modern entrepreneurship are the result of a long development of business and society as a whole, during which optimal ethical and moral standards were developed. About what high morality

Could one speak, for example, in the era of the primitive accumulation of capital? The desire only for profit in the era of "wild" capitalism led to a number of negative consequences: brutal exploitation of workers. Appropriation by entrepreneurs of the lion's share of the product produced, the use of violent methods of enrichment. However, as society developed, the situation changed. And today it is significantly different from what it was at the beginning of the XIX century. Life convinces modern entrepreneurs that the lasting prosperity of business is possible only if the ethical standards that have been formed in the course of the evolution of society are observed.

Of course, even in industrialized countries, business is not without failures, abuses, elementary dishonesty and scandals that arise on this basis. Nevertheless, the main thing in business is honesty, decency, the desire not to “beat” a partner, but to conclude a mutually beneficial agreement in order to move on and develop relationships.

Business ethics is based on such a universal value as freedom. This means that a businessman or manager must value not only the freedom of his commercial actions, but also the freedom of his competitor, which is expressed in the inadmissibility of interference in his affairs, infringement of his interests even in trifles. Commerce, as they say in such cases, must be done honestly.

Other fundamental principle business relationships is tolerance, which means the realization of the impossibility to overcome the weaknesses and shortcomings of partners, clients or subordinates with a swoop. Tolerance gives rise to mutual trust, understanding and frankness, helps to "extinguish" conflict situations in their very bud.

Business relationships are always fraught with various kinds of rough edges and conflicts. Therefore, such relationships, like no other, require tact and delicacy. Tact in such communication is not only an understanding of the conformity of goals and norms of behavior, but also the ability to apply these norms to a particular person. Tactfulness implies, first of all, an orientation towards humanity and nobility, attentiveness and courtesy. To be tactful means, in any situation, to be aware of your partner, client or subordinate as an inherently valuable human personality, taking into account its biosocial characteristics: gender, age, nationality, temperament, habits, etc.

Delicacy is understood as politeness and attentiveness in communication, the ability to spare the vanity of one's colleagues. Delicacy is a special form of displaying correctness and sincerity in communication, peculiar only to highly professional businessmen and managers.

Delicacy is the simplest working tool business communication, the art of owning which is invaluable for business. It helps with the least moral and psychological costs to solve business tasks. The price of delicacy is especially high when dealing with foreign businessmen.

When representatives of foreign firms meet, differences in the assessment of certain phenomena are quite natural. Alien customs and ideas may seem strange, demeanor too stiff or, conversely, vulgar. But from the initial impression, moreover, as a rule, superficial, disrespect for foreign business colleagues should in no case be born.

At the same time, delicacy should not be excessive, turn into flattery, lead to unjustified praise of what is seen or heard.

Along with tolerance and delicacy, business ethics is guided by such a universal moral quality as justice, which involves an objective assessment personal and business qualities people and their activities, recognition of their individuality, openness to criticism, self-criticism.

To general moral character that characterizes a business person can be attributed to his professional honesty, i.e. exactingness, dedication to

work, as well as integrity and respect for the opinions of others.

Business people all over the world have such a thing as business commitment. In the United States, for example, there is the concept of the Texas handshake, when the parties simply agree that they will do something together. And if someone violated the terms of the contract, no one else will do business with him.

The formula for the success of Western entrepreneurs is simple: prosperity = professionalism + decency. Partners who have been proven over the years are highly valued abroad, and newcomers are studied with suspicion and often crossed out from their notebooks the names of those who did not behave according to the rules from the first meeting.

There is a golden rule in business: take care of your customers and the market will take care of you. The success of American entrepreneurs testifies to the validity of this rule. For example, General Motors once spent $3.5 million on postage alone, but did so to warn 6.5 million car owners of defective engine mounts. This is how the professional reputation of the manufacturer is created.

A good reputation is difficult to acquire, takes years to achieve, and can be lost instantly and often over trifles: not answering a phone call or letter in time, not sending a fax that is expected, showing bad manners in any other form. Everything is important for the reputation: the culture of speech, manners, clothing, office interior, etc. For Russian entrepreneurs who want to work with foreign businessmen on a long-term basis, all this is doubly important. Otherwise, it is impossible to communicate with them, unless they are visiting rogues who want to “fish in troubled waters” Russian entrepreneurship. Contacts are cut off as soon as the incompetence and dishonesty of our entrepreneurs are discovered.

Nowadays, every self-respecting company sets itself goals other than making a profit. The main postulate of business ethics can be expressed by the motto under which the newspaper of business circles of pre-revolutionary Russia Birzhevye Vedomosti was published: Profit is above all, but honor is above profit.

The cultural entrepreneur pays the most serious attention to business culture. A cultured person does not have to be an entrepreneur, but an entrepreneur is obliged to be a cultured person, if only because he is interested in constant success.

An entrepreneur is characterized by constant restructuring of his business, making changes and improvements, the ability to start over, the ability to overcome the rigidity and routine of the environment, etc. If we add to all these qualities the need to constantly take risks and be responsible for everything, it becomes clear why only a few agree to endure such a large load. Entrepreneurs usually work 20 hours a day, which is completely normal for them. They work when everyone is asleep, travel when others are at their desks, plan when others are having fun.

All of the above-mentioned universal human values and professional business qualities are interrelated and generally reproduce the model of the moral character of a modern business person who:

Respects himself as a person and treats others with respect, showing tolerance, delicacy and tact in business relationships, trusts not only himself, but also others;

I am convinced that honor is above profit, values his professional reputation and therefore believes that honesty, decency, fairness, commitment and competence are mandatory for business relations;

Recognizes the need for competition, but also understands the need for cooperation;

Values not only the freedom of its commercial activities, but also the freedom of its competitors;

Able and not afraid to take risks and take full responsibility for the decisions made.

In conclusion, here are some specific tips that will help you create an attractive business image that guarantees not only success, but also true satisfaction from working in the field of business and management:

keep promises on time. If you couldn’t fulfill it, don’t make excuses, but set a new deadline and keep your word, albeit with some delay;
being self-confident, avoid being self-confident;
never forget that your opinion or position is not always good, there are other opinions and positions that are by no means worse;
do not forget that knowledge of people's personal motivations is one of the most important conditions for effective interaction with business partners;
Be tolerant of people's shortcomings, as long as those shortcomings don't hinder your business:
deal only with those issues in the solution of which your participation is mandatory;
praise in public, blame in private; know how to listen, have infinite patience;
reject unnecessary offers, but tactfully and politely;
remember that nothing compromises a businessman so much as his confusion;
do not leave without careful analysis any case of failure, failure or oversight

Nobel laureate Milton Friedman writes that “the true role of business is to use its energy and resources in activities that

Rice. 10.4. The process of forming an international team

aimed at increasing profits, provided that he adheres to the rules of the game ... participates in open competition, without resorting to fraud and deceit. 21

21 cm: BUT. Sen. On ethics and economics. M., 1996. C.I 15.

Ethics imposes a system of restrictions on business, which is the sum of the moral rules and traditions that have developed in a given society.

22 L. Sen. 06 ethics and economics. M., 1996. S. 1.

The experience of international business confirms the importance of business ethics in shaping the success of a firm.

23 J. Mingo. Secrets of the success of great companies. Moscow: Filin; St. Petersburg: Peter, 1995. S. 65-70.

By the beginning of the 80s. There are three main areas of business ethics: "ethics of philanthropy", "ethics of justice", "ethics of personal autonomy" 24

24 V. I. Benediktov. Business reputation: personality, culture, ethics, image of a business person. M., 1996. S. 118-123.

The discussion of business ethics issues is based on ethics of personal relationships.

25 See: Business organization lessons. L., Lenizdat, 1994.

26 See: L. Hosking. Entrepreneurship course. M., International relations, 1993. P. 16-18.

Ethics was devoted to the works of many philosophers, among whom were Plato, Thomas Aquinas, Hegel, Feuerbach. Despite the difference in views, they all defined morality as the object of study of ethics. In most philosophical teachings, the basis of morality was considered highest good(Plato), absolute idea(Hegel), divine Law, which assigned a special role in the study of the ethics of theology, and the best ethical guide at all times was considered the "golden rule", common to the Old and New Testaments, as well as most religions, prescribing behave towards others the way we would like them to treat us. 27

27 R. Damari.

At certain points in history, religion has shown a negative attitude towards business.

28 BUT. I. Selivanov. Business ethics //Risk. 1996. No. 2-3. S. 129.

These numerical examples don't take into account that Germans have more paid holidays than Italians or Britons. Including holidays, Germans have an average of 39 paid public holidays per year compared to 33 for Italians and 34 for Britons. Thus, although the Germans have a longer working week, there are fewer weeks themselves.

29 European business culture // Business-Inform. Kharkov, 1996. No. 20.S. 52.

The market economy is based on profit-driven private enterprise, which is absolutely legal.

Roy Domari, president of the Swiss-Russian business club, says: "If this is unacceptable for someone, he should not be in business, because profit is the cornerstone of a market economy." 30 In matters of labor protection, the environment, compliance with the rules of competition, the elimination of discrimination, society must impose certain restrictions on the activities of the company. For “companies as organizations have neither conscience nor morality. It is the people who work in them who bring an element of ethics into the activities of firms, and the operation of ethics covers a much wider area than the existing legal restrictions. 31

30 R. Domari. Business ethics // Marketing. 1996. No. 1. S. 76-78.

A firm's reputation is built from a simple sum of examples of good behavior by its employees, which is demonstrated by:

In relation to the property of the company;

In situations where different interests collide;

When establishing external business relations;

When working with government agencies;

Relationships with customers and competitors;

In very delicate situations, when the company's employees face the problem of choice: to make public or keep secret an example of violation of internal company rules and regulations by colleagues.

The manager needs to maintain long-term and mutually beneficial relationships with company owners, consumers, creditors, suppliers, employers. Quite often, these relations develop in situations where the interests of the parties do not coincide. The main rule here is adhering to ethical principles, to avoid the intention of repaying evil for evil. The firmness of the manager shows his dignity.

American researchers have formulated the following principles of business ethics: 32

The principle of justice;

The principle of law;

The principle of utilitarianism (practicism).

32 A. I. Selivanov. Chic or necessity? Moral standards in the mirror of American business // RISK. 1995. No. 4. S. 41-43.

These principles offer managers a way of directly considering the quality of a chosen decision before it is made.

The principle of law is based on the postulation the inviolability of the rights of every individual. When rights are ignored, an ethical violation occurs. The legal approach also proves that for every right there is a corresponding duty, duty or responsibility.

It is not always possible to justify a business decision based on all three of the above principles. Thus, by dismissing employees, the manager builds his decision on the basis of the principle of utilitarianism, sometimes right, but not justice. On the contrary, leaving an employee at the enterprise, he does so, realizing his idea of justice and respect for the rights of the latter, but violating the principle of utilitarianism.

33 BUT. Rick. Business ethics. M., 1996. S. 51.

Profit;

People (morality);

Goods or services;

Pride (prestige). 34

34 See: V. I. Benediktov. Business reputation: personality, culture, ethics, image of a business person. M., 1996. S. 196.

Kostenbaum justifies profit as the main goal of business. People should get satisfaction from their work, from the activities in this company.

The products and services of the company, of course, must be of high quality. And finally, the stable reputation of the firm affects the long-term results of its activities.

35 Ibid., p. 197.

Despite the generally accepted irony regarding “Russian business ethics”, Russian business has relatively good reasons for forming its own moral base - the historical roots of Russian business and the specifics of human relations are the key to this.

In confirmation of the first, we will cite the following motto, under which the Birzhevye Vedomosti newspaper of business circles was published in pre-revolutionary Russia:

"Profit is above all, but honor is above profit!".

Table 10.2. Moral priorities of a person and a company

Model of the sequential development of the ethics of the individual	Model for the consistent development of the ethics of the organization
1. Material consequences determine ethics of conduct, which corresponds to a respectful attitude to the authority	1. Social Darwinism: the fear of losing financial stability dictates moral behavior. Direct use of force is the norm
2. A person's desire for pleasure is his main interest.	2. The profit of the organization determines the course of its actions. Successful achievement of goals justifies the use of any means, including manipulating people.
3. The sanction determines the behavior. A good man considered one who satisfies the interests of family, friends and partners	3. Cultural conformity: the tradition of operating habitual procedures in the interests of groups. The requirement to comply with social norms dictates what is right or wrong behavior
4. Agreement with the authorities, support for "social order", "fulfillment of duty"	4. Loyalty to authority: the instructions of legitimate authority determine moral standards and ethical norms. Justice and injustice are based on the decisions of the hierarchy of legal powers
5. Tolerance for Disagreement and Application of Majority Rule	5. Democratic participation: participation in the preparation of decisions and confidence in the right of the majority should become the moral norms of the organization. Participation in management becomes an attitude
6. What is right and good is the subject of a person's conscience and responsibility for the obligations assumed. Morality is based on the fundamental beliefs of the individual	6. Integrity of the organization: justice and human rights are the ideals of ethics. Balanced decision among competing interests shapes the character of the organization

Develop the habit of looking at everything you encounter for its benefit to a higher cause;

Keep promises on time. If you couldn’t fulfill it, don’t make excuses, but set a new deadline and keep your word;

Be attentive and objective to "useless" offers, reject unnecessary offers tactfully and politely;

Being self-confident, avoid being self-confident;

Nothing compromises an entrepreneur more than his confusion;

Do not forget that your opinion or position is not always good, there are other opinions and positions that are by no means worse;

Do not leave without careful analysis any case of failure, failure, slip;

In dealing with people, learn to understand what is not said;

Be guided in your work by three “not”: do not get annoyed, do not get lost, do not spray;

Be tolerant of people's shortcomings, as long as those shortcomings don't hinder your business;

Remember that a person can be offended not only with a word - posture, gestures, facial expressions are often no less expressive;

Avoid an arrogant, arrogant, categorical tone in a conversation, speech - it clearly shows an overestimation of one's own person and disregard for others; .

Remember that there is nothing sharper and more painful for a person than humiliation. The last is never forgotten and never forgiven. Be afraid to commit injustice - it hurts people a lot.

36 Ibid., p. 199.

All of the above indicates that ethics is a moral category that covers the diverse forms of the company's activities, and cannot be stated using a specific set of rules of conduct and communication. Being a much more capacious concept, ethics acquires its finished form in the form business etiquette.

Business etiquette has a lot of definitions. In general, it can be described as the basis of the code of conduct, accepted in the business environment.

Using the norms and rules of business etiquette, we can predict the behavior of colleagues and become predictable ourselves, which helps to effectively organize the management process. It is especially important to study all the components of business etiquette in international business, since in addition to uniform norms and rules, there are a great many national and cultural amendments in it, which are very significant in business relations. How not to get lost in this sea of national differences? How to avoid smiles caused by blind copying of other people's manners? The best helpers are here - tact and loyalty to the national mentality and business etiquette(fortunately, international business etiquette, born of the convergence of national business codes of good form, currently prevails).

International business etiquette is a very capacious concept and is not limited to compliance with business subordination and the negotiation process. The main components of international business etiquette are:

1. Rules of greeting.

2. Rules of circulation.

3. Presentation rules.

4. Organization of business contacts (negotiations, meetings, receptions, business correspondence).

7. Ethical norms of monetary relations.

8. Rules for the exchange of gifts and souvenirs

9. Acceptability of tips.

International business etiquette differs in many ways from the rules of etiquette adopted in a private setting. Issues of business etiquette are discussed in detail in the special literature. 37

37 R. Fisher, D. Eritel. Preparation for negotiations. M., 1996.S,. 22. T. I. Kholopova, M. M. Lebedeva. Protocol and etiquette for business people. M., 1995. S. 52. Do's and don'ts: advice to businessmen traveling around the world / Ed. Roger Axteel. M., 1996. S. 143.

CONCLUSION

An international manager, when making decisions on human resource management and corporate culture, must take into account existing country differences and the internal organization of foreign operations. The selection of personnel of an international firm is carried out on the basis of the chosen approach and selection criteria for various categories of employees. When forming a system of incentives for employees working abroad, a set of forms is used that ensures the achievement of results in the host country. Quality personnel decisions taken by an international manager directly affects the company's ability to achieve its goals and objectives in specific country markets.

The specifics of the activity of an international manager is associated with a large number of international business contacts and foreign trips. Ignoring the national specifics of business etiquette will not effectively solve the main task - ensuring long-term contacts with foreign partners, which is contrary to the strategic guidelines of international firms. Knowledge of the negotiating style of a partner will allow international manager choose the optimal negotiation tactics that ensure the achievement of the goals of the meeting, and perfect mastery of generally accepted international practice rules of business etiquette forms a single field of international business relations. Ultimately, negotiations with any, even the largest TNC, are negotiations with its representatives, with people for whom the issues of respect, mutual understanding and moral climate will never lose their relevance.

TEST QUESTIONS

1. What are the management problems of an international firm that can be solved with the help of cultural tools?

2. Name 4 characteristics of the cultural aspects of the country according to Hofstede.

3. What are the main factors that distinguish human resource management in your country from international activities?

4.. Give a description of the main approaches to the selection of personnel for assignments abroad.

6. What are the criteria for selecting managers?

7. What are the main forms of incentives for the staff of international firms.

8. What compensation approaches can an international firm use for its employees?

9. What are key principles organization of an international team?

10. How important is compliance for an international firm? moral standards?

11. What is the specificity of the concept of "business ethics"?

12. What are the components of corporate reputation?

13. Compare with the system of evolution of personal ethics and ethics of the organization.

14. What questions corporate activities regulated by the rules of international business etiquette?

Chapter 11

Similar information.

For modern business ethics, issues of corporate social responsibility are a priori. The opinion that the financial well-being of a company is the last thing that encourages it to comply with ethical standards is fundamentally wrong; the very life and practice of business has postulated the following statement: "Good ethics means good business." Otherwise, a negative reaction from customers and partners will inevitably lead to a significant decrease in the company's profitability, and a dubious reputation disseminated by the media will lead to a lack of any confidence in it. Nobel laureate Milton Friedman writes that “the true role of business! "to use his energy and resources in activities aimed at increasing profits, provided that he adheres to the rules of the game ... participates in open competition, without resorting to fraud and deceit."

Ethics imposes a system of restrictions on business, which is the sum of the moral rules and traditions that have developed in a given society.

The experience of international business confirms the importance of business ethics in shaping the success of a firm.

Thus, the dishonest behavior of the Coca-Cola company, cases of giving bribes to competitors as compensation during litigation with them, cost this company a market share given to Pepsico, since the latter had evidence of the unseemly activities of the Coca-Cola company.

By the beginning of the 80s. Three main directions have developed in business ethics: "ethics of philanthropy", "ethics of justice", "ethics of personal autonomy",

The discussion of business ethics is based on the ethics of personal relationships.

The very word "ethics" is of Greek origin and is literally translated as "habit", "character", "temper". As a philosophical category, ethics was defined by Aristotle. He devoted the works “Big Ethics”, “Nicomachean Ethics”, “Eudemian Ethics” to this philosophical direction, where he considered the issues of sources, the nature of morality, justice, the highest good, the meaning of life, and much more.25 With regard to business ethics, Aristotle preached reasonable behavior and moderation.26

Ethics was devoted to the works of many philosophers, among whom were Plato, Thomas Aquinas, Hegel, Feuerbach. Despite the difference in views, they all defined morality as the object of study of ethics. In most philosophical teachings, the highest good (Plato), the absolute idea (Hegel), the divine law were considered the basis of morality, which assigned a special role in the study of the ethics of theology, and the “golden rule”, common to the Old and the New, was considered the best ethical guide at all times. of the Testaments, as well as most religions, which prescribes to behave towards others as we would like them to treat us.27

At certain points in history, religion has shown a negative attitude towards business.

Medieval Catholic theology was especially merciless to any way of "making money". "Christ gave one piece of advice to merchants and merchants to quit trading and follow him," writes David J. Vogel. Protestantism sanctified the desire for profit, and according to its canons, “only by working, one could serve God, but also definitely increase wealth to the glory of God through the correct use of this wealth ... A diligent worker turns out to be less attractive to the devil, and reward with financial success has become be understood as a sign of God's favor.28 Protestant theologian of the 16th century. John Calvin even interpreted financial success as a favor from above. It was during the Reformation that a successful businessman began to be considered a "moral man."

These numerical examples don't take into account that Germans have more paid holidays than Italians or Britons. Including holidays, Germans have an average of 39 paid public holidays per year compared to 33 for Italians and 34 for Britons. Thus, although the Germans have a longer working week, there are fewer weeks themselves.

Outside of big cities, these may be mobile small enterprises, the results of which do not appear in the statistics.

The market economy is based on profit-driven private enterprise, which is absolutely legal.

Roy Domari, president of the Swiss-Russian business club, argues: “If this is unacceptable for someone, he should not be in business, because profit is the cornerstone of a market economy.”30 discrimination society should impose certain restrictions on the activities of the firm. For “companies as organizations have neither conscience nor morality. It is the people who work in them who bring an element of ethics into the activities of firms, and the operation of ethics covers a much wider area than the existing legal restrictions.”31

A firm's reputation is built from a simple sum of examples of good behavior by its employees, which is demonstrated by:

♦ in relation to the company's property;

♦ in situations where different interests collide;

♦ when establishing external business relations;

♦ when working with government agencies;

♦ in relationships with customers and competitors;

♦ in very delicate situations, when the firm's employees face the problem of choosing whether to publicize or keep secret an example of a violation by colleagues of intra-company rules and regulations.

For a manager of any level, it is extremely necessary to understand the basics of ethics, as he is forced to constantly make certain decisions. How will they be evaluated by peers? What will be the consequences of these decisions? To get answers to these questions, it is necessary to clearly understand what kind of moral climate has developed in a given society and in a given firm.

The manager needs to maintain long-term and mutually beneficial relationships with company owners, consumers, creditors, suppliers, employers. Quite often, these relations develop in situations where the interests of the parties do not coincide. The main rule here - adhering to ethical principles, avoid the intention to pay evil for evil. The firmness of the manager shows his dignity.

American researchers have formulated the following principles of de

fishing ethics:

♦ the principle of justice;

♦ the principle of law;

♦ the principle of utilitarianism (practicism).

These principles offer managers a way of directly considering the quality of a chosen decision before it is made.

The first principle is based on the concepts of decency and honesty and can be used in the analysis of decisions made. The main question at issue in this case is this: should the realization of opportunities be based on need, ability, or contribution?

The principle of law is based on the postulation of the inviolability of the rights of each individual. When rights are ignored, an ethical violation occurs. The legal approach also proves that for every right there is a corresponding duty, duty or responsibility.

As for the third principle - utilitarianism - the decision in this case depends on the ratio of costs and profits. People who prove the necessity of certain solutions, based on this perspective, say this: "The greatest good and more." They determine costs, as well as profits, at every step in the business. Utilitarians will argue that the most desirable course of action is that which results in the greatest profit.

In Russia, there is a huge need for managers who are able to bring the company to a leading competitive position and at the same time maintain integrity and moral character. A constructive system of teaching ethical standards is needed. The basis of such a system could be Western models of the moral improvement of man and organization. For example, in the United States, issues of the “Review of the Organization of Teaching Behavior” are regularly published, in which discussions are held about the teaching of morality in American business schools. see table 10.2).

♦ profit; :

♦ people (morality);

♦ goods or services;

♦ pride (prestige).

Kostenbaum justifies profit as the main goal of business. People should get satisfaction from their work, from the activities in this company.

1. Material consequences determine the ethics of behavior, which corresponds to a respectful attitude to authority 1. Social Darwinism: fear of loss of financial stability dictates moral behavior. Direct use of force is the norm

2. A person's desire for pleasure is his main interest 2. The profit of the organization determines the course of its actions. Successful achievement of goals justifies the use of any means, including manipulating people.

3. The sanction determines the behavior. A good person is one who satisfies the interests of family, friends and partners 3. Cultural fit: the tradition of operating habitual procedures in the interests of groups. The requirement to comply with social norms dictates what is right or wrong behavior

4. Agreement with the authorities, support for "social order", "fulfillment of duty"

4. Loyalty to authority: the instructions of legitimate authority determine moral standards and ethical norms. Justice and injustice are based on the decisions of the hierarchy of legal powers

5. Tolerance for Disagreement and Application of Majority Rule

5. Democratic participation: participation in the preparation of decisions and confidence in the right of the majority should become the moral norms of the organization. Participation in management becomes an attitude

6. What is right and good is the subject of a person's conscience and responsibility for the obligations assumed. Morality is based on the fundamental beliefs of the individual

6. Integrity of the organization: justice and human rights are the ideals of ethics. Balanced decision among competing interests shapes the character of the organization

The products and services of the company, of course, must be of high quality.

And finally, the stable reputation of the firm affects the long-term results of its activities.

However, one should not idealize Western business ethics, since in industrialized countries cases of elementary dishonesty, abuse and even crime are not uncommon. What is worth, for example, a comparison by the American economist Albert A. Carr, who worked as a special adviser to President Truman, of the rules of business and the game of poker. In both cases, Carr notes, a lie ceases to be a lie, since all participants in the game know in advance that frankness cannot be expected from partners. The game calls for distrust of a partner, and cunning deception and the desire to hide one's true power and intentions are the basis of the game.35 The logic of the poker analogy has certainly been met with great objections. However, this concept, interesting and logically built, arose as a reflection of business reality and has every reason to exist.

In confirmation of the first, we will cite the following motto, under which the Birzhevye Vedomosti newspaper of business circles was published in pre-revolutionary Russia: “Profit is above all, but honor is above profit!”.

♦ develop the habit of looking at everything you encounter in terms of benefit to a higher cause;

♦ Keep promises on time. If you couldn’t fulfill it, don’t make excuses, but set a new deadline and keep your word;

♦ be attentive and objective to "useless" offers, reject unnecessary offers tactfully and politely;

♦ being self-confident, avoid being self-confident;

♦ nothing compromises an entrepreneur so much as his confusion;

♦ do not forget that your opinion or position is not always good, there are other opinions and positions that are by no means worse;

♦ do not leave any case of failure, failure, miss without careful analysis;

♦ in dealing with people, learn to understand what is not said;

♦ be guided in your work by three “not”: do not get irritated, do not get lost, do not spray;

♦ be tolerant of people's shortcomings, as long as those shortcomings do not hinder your business;

♦ remember that a person can be insulted not only with a word - posture, gestures, facial expressions are often no less expressive;

♦ avoid an arrogant, arrogant, categorical tone in a conversation, speech - it clearly shows an overestimation of one's own person and disregard for others;

♦ remember that there is nothing sharper and more painful for a person than humiliation. The last is never forgotten and never forgiven. Be afraid to commit injustice - it hurts people a lot.

Business etiquette has a lot of definitions. In general, it can be described as the basis of the code of conduct adopted in the business environment.

Using the norms and rules of business etiquette, we can predict the behavior of colleagues and become predictable ourselves, which helps to effectively organize the management process. It is especially important to study all the components of business etiquette in international business, since in addition to uniform norms and rules, there are a great many national and cultural amendments that are very significant in business relations. How not to get lost in this sea of national differences? How to avoid smiles caused by blind copying of other people's manners? The best assistants here are tact and loyalty to the national mentality and business etiquette (fortunately, international business etiquette currently prevails, born of the convergence of national business codes of good form).

International business etiquette is a very capacious concept and is not limited to issues of compliance with business subordination and the negotiation process. The main components of international business etiquette are:

1. Rules of greeting.

2. Rules of circulation.

3. Presentation rules.

4. Organization of business contacts (negotiations, meetings, receptions, business correspondence).

7. Ethical norms of monetary relations.

8. Rules for the exchange of gifts and souvenirs, and even

9. Acceptability of tips.

International business etiquette differs in many ways from the rules of etiquette adopted in a private setting. Business etiquette in detail

reviewed in specialized literature.

Nobel laureate Milton Friedman writes that “the true role of business is to use its energy and resources in activities aimed at increasing profits, provided that it adheres to the rules of the game .... participates in open competition without resorting to fraud and deceit.

Ethics imposes a system of restrictions on business, which is the sum of the moral rules and traditions that have developed in a given society.

The experience of international business confirms the importance of business ethics in shaping the success of a firm.

By the beginning of the 80s. There are three main areas of business ethics: "ethics of philanthropy", "ethics of justice", "ethics of personal autonomy".

The discussion of business ethics issues is based on ethics of personal relationships.

The very word "ethics" is of Greek origin and is literally translated as "habit", "character", "temper". As a philosophical category, ethics was defined by Aristotle. He dedicated the works “Great Ethics”, “Nicomachean Ethics”, “Eudemic Ethics” to this philosophical direction, where he considered the issues of sources, the nature of morality, justice, the highest good, the meaning of life and much more. In relation to business ethics, Aristotle preached reasonable behavior and moderation.

Ethics was devoted to the works of many philosophers, among whom were Plato, Thomas Aquinas, Hegel, Feuerbach. Despite the difference in views, they all defined morality as the object of study of ethics. In most philosophical teachings, the basis of morality was considered highest good(Plato), absolute idea(Hegel), divine Law, which assigned a special role in the study of the ethics of theology, and the best ethical guide at all times was considered the “golden rule”, common to the Old and New Testaments, as well as most religions, prescribing to behave towards others in the way we would like to they treated us.

At certain points in history, religion has shown a negative attitude towards business.

Medieval Catholic theology was especially merciless to any way of "making money". "Christ gave one piece of advice to merchants and merchants to quit trading and follow him," writes David J. Vogel. Protestantism consecrated the desire for profit, and according to its canons, “only by working, one could serve God, but also definitely increase wealth to the glory of God through the correct use of this wealth ... A diligent worker turns out to be less attractive to the devil, and reward with financial success began to be understood as sign of God's favor." 16th century Protestant theologian John Calvin even interpreted financial success as a blessing from above. It was during the Reformation that a successful businessman began to be considered a "moral man."

However, the assertion that the Protestant work ethic contributed to the development of special diligence, diligence, hard work among representatives of countries that profess it is a myth. Business-Inform magazine cites the following results of research by the British Special International Agency for Social Research. “The average working week among workers, employees and employers is 44.9 hours in Germany and 42.4 hours in Italy. Thus, the difference between the work of Protestants and Catholics is 2.5 hours per week. In Britain they work 42 hours a week, either destroys the theory or makes them honorary Latins.

These numerical examples don't take into account that Germans have more paid holidays than Italians or Britons. Including holidays, Germans have an average of 39 paid public holidays per year compared to 33 for Italians and 34 for Britons. Thus, although the Germans have a longer working week, there are fewer weeks themselves.

Roy Domari, president of the Swiss-Russian business club, says: "If this is unacceptable for someone, he should not be in business, because profit is the cornerstone of a market economy." In matters of labor protection, the environment, compliance with the rules of competition, the elimination of discrimination, society must impose certain restrictions on the activities of the company. For “companies as organizations have neither conscience nor morality. It is the people who work in them who bring an element of ethics into the activities of firms, and the operation of ethics covers a much wider area than the existing legal restrictions.

A firm's reputation is built from a simple sum of examples of good behavior by its employees, which is demonstrated by:

in relation to the property of the company;
in situations where different interests collide;
when establishing external business relations;
when working with government agencies;
in relationships with customers and competitors;
in very delicate situations, when the employees of the company face the problem of choice: to make public or keep secret an example of violation of internal company rules and regulations by colleagues.

For a manager of any level, an understanding of the foundations of ethics is essential. How will they be evaluated by peers? What will be the consequences of these decisions? To answer these questions, it is necessary to be clear about what moral climate formed in this firm.

The manager needs to maintain long-term and mutually beneficial relationships with company owners, consumers, creditors, suppliers, employers. Quite often, these relations develop in situations where the interests of the parties do not coincide. The main rule here is adhering to ethical principles, to avoid the intention of repaying evil for evil. The firmness of the manager shows his dignity.

American researchers have formulated the following principles of business ethics:

the principle of justice;
principle of law;
the principle of utilitarianism (practicism).

These principles offer managers a way of directly considering the quality of a chosen decision before it is made.

It is not always possible to justify a business decision based on all three of the above principles. Thus, by dismissing employees, the manager builds his decision on the basis of the principle of utilitarianism, sometimes right, but not justice. On the contrary, leaving an employee at the enterprise, he does so, realizing his idea of \u200b\u200bjustice and respect for the rights of the latter, but violates the principle of utilitarianism.

One of the developments devoted to this topic is called the “Model of moral improvement of the individual and organization” (see Table 2).

profit;
people (morality);
goods or services;
pride (prestige).

Kostenbaum justifies profit as the main goal of business. People should get satisfaction from their work, from the activities in this company.

The products and services of the company, of course, must be of high quality. And finally, the stable reputation of the firm affects the long-term results of its activities.

However, one should not idealize Western business ethics, since in industrialized countries cases of elementary dishonesty, abuse and even crime are not uncommon. What is worth, for example, a comparison by the American economist Albert A. Carr, who worked as a special adviser to President Truman, of the rules of business and the game of poker. In both cases, Carr notes, a lie ceases to be a lie, since all participants in the game know in advance that frankness cannot be expected from partners. The game encourages not to trust a partner, and cunning deception and the desire to hide one's true strength and intentions are the basis of the game. The logic of the poker analogy has certainly been met with a lot of objections. However, this concept, interesting and logically built, arose as a reflection of business reality and has every reason to exist.

In confirmation of the first, we will cite the following motto, under which the Birzhevye Vedomosti newspaper of business circles was published in pre-revolutionary Russia:

"Profit is above all, but honor is above profit!".

Moral priorities of a person and a company

Model of the sequential development of the ethics of the individual	Model for the consistent development of the ethics of the organization
1. Material Consequences Determine the Ethics of Conduct That Corresponds to Respect for Authority	1. Social Darwinism: the fear of losing financial stability dictates moral behavior. Direct use of force is the norm
2. A person's desire for pleasure is his main interest.	2. The profit of the organization determines the course of its actions. Successful achievement of goals justifies the use of any means, including manipulating people.
3. The sanction determines the behavior. A good person is one who satisfies the interests of family, friends and partners.	3. Cultural conformity: the tradition of operating habitual procedures in the interests of groups. The requirement to comply with social norms dictates what is right or wrong behavior
4. Agreement with the authorities, support for "social order", "fulfillment of duty"	4. Loyalty to authority: the instructions of legitimate authority determine moral standards and ethical norms. Justice and injustice are based on the decisions of the hierarchy of legal powers
5. Tolerance for Disagreement and Application of Majority Rule	5. Democratic participation: participation in the preparation of decisions and confidence in the right of the majority should become the moral norms of the organization. Participation in management becomes an attitude
6. What is right and good is the subject of a person's conscience and responsibility for the obligations assumed. Morality is based on the fundamental beliefs of the individual	6. Integrity of the organization: justice and human rights are the ideals of ethics. Balanced decision among competing interests shapes the character of the organization

develop the habit of considering everything that you encounter from the point of view of benefit to a higher cause;
keep promises on time. If you couldn’t fulfill it, don’t make excuses, but set a new deadline and keep your word;
be attentive and objective to "useless" offers, reject unnecessary offers tactfully and politely;
being self-confident, avoid being self-confident;
nothing compromises an entrepreneur so much as his confusion;
do not forget that your opinion or position is not always good, there are other opinions and positions that are by no means worse;
do not leave without a thorough analysis of any case of failure, failure, miss;
in communicating with people, learn to understand what is not expressed;
be guided in your work by three “not”: do not get annoyed, do not get lost, do not spray;
be tolerant of people's shortcomings, as long as these shortcomings do not interfere with your business;
remember that a person can be offended not only with a word - posture, gestures, facial expressions are often no less expressive;
avoid an arrogant, arrogant, categorical tone in a conversation, speech - it clearly shows an overestimation of one's own person and disregard for others;
remember that there is nothing sharper and more painful for a person than humiliation. The last is never forgotten and never forgiven. Be afraid to commit injustice - it hurts people a lot.

Business etiquette has a lot of definitions. In general, it can be described as the basis of the code of conduct, accepted in the business environment.

Using the norms and rules of business etiquette, we can predict the behavior of colleagues and become predictable ourselves, which helps to effectively organize the management process. It is especially important to study all the components of business etiquette in international business, since in addition to uniform norms and rules, there are a great many national and cultural amendments that are very significant in business relations. How not to get lost in this sea of national differences? How to avoid smiles caused by blind copying of other people's manners? The best assistants here are tact and loyalty to the national mentality and business etiquette (fortunately, international business etiquette currently prevails, born of the convergence of national business codes of good form).

1. Rules of greeting.
2. Rules of circulation.
3. Presentation rules.
4. Organization of business contacts (negotiations, meetings, receptions, business correspondence).
5. Business subordination.
6. Recommendations for the formation of the external appearance of a business person.
7. Ethical norms of monetary relations.
8. Rules for the exchange of gifts and souvenirs and even the acceptability of tips.

International business etiquette differs in many ways from the rules of etiquette adopted in a private setting. Issues of business etiquette are discussed in detail in the special literature.