Introduction. Ethics of entrepreneurship and business communication Business ethics as a specialty

06.03.2023

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.

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

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 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 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 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, 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 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.

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

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.

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 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.

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 waives 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. 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).

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).

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.

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!”.

♦ 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.

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 of business etiquette.

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.

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Introduction

1. Economic ethics

2. Ethics and modern management

3. Business ethics

4. Ethics of conduct

5. Business communication

Conclusion

Introduction

The word "ethics" (Greek ethika, from ethos - custom, disposition, character) is usually used in two senses. On the one hand, ethics is a field of knowledge, a scientific discipline that studies morality, morality, their emergence, dynamics, factors and changes. On the other hand, ethics is understood as the totality of moral rules in a particular area of behavior of a person or organization. As a designation of a special field of knowledge, this term was first used by Aristotle. The concept of "ethos" refers to the agreed rules and patterns of everyday behavior, way of life, lifestyle of a community of people (estate, professional group, social stratum, generation, etc.), as well as the orientation of any culture, the hierarchy adopted in it values.

The direct connection of ethics with life practice is well traced in the field of so-called professional ethics, which is a system of moral requirements for a person's professional activity. One of the types of professional ethics is business ethics. It arose relatively late on the basis of general labor morality. In turn, the main place in the ethics of business relations is occupied by the ethics of business (entrepreneurship). It includes ethics of management (managerial ethics), ethics of business communication, ethics of behavior, etc.

Business is an initiative economic activity carried out both at the expense of own and borrowed funds at one’s own risk and under one’s own responsibility, the purpose of which is the formation and development of one’s own business for profit and solving social problems of the entrepreneur, the labor collective, and society as a whole.

There are two main points of view on the relationship between universal ethical principles and business ethics:

1) the rules of ordinary morality do not apply to business or apply to a lesser extent. This point of view corresponds to the concept of the so-called ethical relativism, according to which each reference group (i.e., a group of people whose opinion about their behavior this subject is guided by) is characterized by its own special ethical norms;

2) business ethics is based on universal universal ethical standards (be honest, do no harm, keep one's word, etc.), which are specified taking into account the specific social role of business in society.

1. Economic ethics

In Russia, the problems of business ethics have also come to the fore recently. Training courses on this issue are an integral part of the curricula of universities and other educational institutions, since it has become obvious that our country cannot enter the civilized market without a serious ethical foundation, primarily in entrepreneurship.

G. Ford believed that happiness and prosperity are obtained only by honest work. The essence of Ford's economic ethics is that the product produced is not just a realized "business theory", but "something more" - a theory whose goal is to create a source of joys from the world of things. Power and machinery, money and possessions are useful only insofar as they contribute to the freedom of life.

Ford's ethical and economic principles are of practical importance even today.

Economic ethics is a set of norms of behavior for an entrepreneur, the requirements imposed by a cultural society on his style of work, the nature of communication between business participants, and their social appearance. This is information about ethical concepts, about moral requirements for the style of work and the appearance of a business person, adapted to the practical needs of a businessman.

These are the ethics of negotiating with partners, the ethics of drawing up documentation, the use of ethical methods of competition.

Economic ethics includes business etiquette, which is formed under the influence of traditions and certain prevailing historical conditions of a particular country.

Business etiquette is the norms that regulate the style of work, the manner of communication between firms, the image of a businessman, etc. The ethics of entrepreneurship cannot arise from subjective desire. Its formation is a complex and lengthy process. The conditions for its formation are: political and economic freedom, strong executive power, stability of legislation, propaganda, law.

In 1924, the Committee on Business Ethics of the US Chamber of Commerce developed the first national code of ethics in history.

"Business Principles". It noted that at the heart of business is trust, resulting from fair relationships, efficient service delivery and mutual benefit. Here, however, the views of the “primitive ethics” of the last century still dominate, according to which any business receives moral justification in which the partners in the transaction recognize their exchange as equivalent.

The next turning point was the crisis of 1929-1931. F. Roosevelt's "New Deal" served as a starting point in the search for new principles for organizing economic activity. By the 1950s, a number of socio-philosophical doctrines had been formed in the United States, which can be given the general name of "the theory of human relations." In the practice of corporations, the slogans of "social partnership", "sharing in income", etc. began to be implemented. The concept of "human relations" has received its concretization in a set of specific professional codes of morality (ethics of management, ethics of business, ethics of business communication, etc.)

The main postulates of the ethical code of the entrepreneur are the following principles:

He is convinced of the usefulness of his work not only for himself, but also for others, for society as a whole;

Proceeds from the fact that the people around him want and are able to

work;

Believes in business, regards it as attractive creativity;

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

- respects any property, social movements;

- respects professionalism, competence and laws;

- values education, science and technology.

These basic principles of the ethics of a business person can be specified in relation to various areas of his professional activity.

The development of business ethics in Russia has its own characteristics, which is explained by the specifics of the historical path traveled by our state.

Considering the history of European civilization, P.Ya. Chaadaev noted that “in addition to the appearance common to all, each of these peoples has its own special features, but all this is rooted in history and traditions and constitutes the hereditary state of these peoples.” The peculiarity of Russia was that the common path of development, which for other countries was facilitated by an intensive exchange of traditions, she often passed alone.

The foundations of Russian norms of economic behavior are formed during the formation of the Muscovite kingdom (XV - early XVI centuries), when the Russian princes really realized the role of entrepreneurship for the development of the state.

To a certain extent, the policy of attracting the working population contributed to the rise of Moscow: everyone who wished was allowed to settle on the banks of the Moscow River, artisans were exempted from paying any taxes for a long time. The development of handicrafts was the basis for the economic strengthening of the Moscow kingdom, a prerequisite for the expansion of domestic and foreign trade, for the emergence of a new layer of merchant entrepreneurs. At the same time, the strong centralization of power and increased alienation from the West contributed to the formation in the behavior of Muscovites, including Moscow merchants, suspicion of foreigners; the habit of acting “with the whole world”, the tendency to build trade relations with strangers on deceit, weak respect for the “letter of the law”.

From the middle of the XVII century. the rapid expansion of trade relations of Moscow begins. As they are included in world trade, there is a gradual assimilation of common traditions regarding private property, contracts, exchange, trade, competition, profit. The first impetus to the legalization of Western traditions was given by the reforms of Peter I, namely, attempts to exercise state control over the quality of imported and exported goods, providing benefits and patronage to merchants. The increased mutual trust between entrepreneurs and the state contributed to the manifestation and consolidation of new features of business relations.

Significantly changed the legal status of merchants under Catherine II. They left the category of taxable estates with exemption from paying taxes to the capitation salary, which was replaced by the taxation of their capital with a 1% tax, and the amount of capital was declared by the merchants themselves "in good conscience", which the latter were very proud of. Trade with other countries was greatly revived by the removal of various restrictions from it and industry, in connection with the opening of the first credit institutions by Catherine, the development of merchant shipping, the establishment of foreign consulates and the conclusion of trade conventions.

Russia XIX - early XX centuries. is already characterized by a set of traditions that allow it to stand on the same level with the leading nations of the world. The names are world famous

Mamontovs, Morozovs, Tretyakovs, Putilovs, Alekseevs, Chizhovs, and others. At that time, there was a mechanism in Russia that made it possible to "cut off" from entrepreneurship those who did not strive to comply with the moral and ethical norms accepted throughout the world. In each city, there was a merchant society that had the right to recommend or not recommend an entrepreneur to the merchant guild. This right had to be earned by conscientiousness and personal honesty. Everyone who joined the guild announced his capital, which greatly simplified the work of the tax public service. There was a Constituent Court, which could forever deprive a merchant of the actual right to engage in entrepreneurial activity. Thanks to this, such concepts and rules as “the word-promissory note”, “the hand of the giver will not be impoverished”, “trade the truth, there will be more profit”, etc. were developed and firmly came into use. all kinds of founding agreements, with just one merchant's word.

2. Ethics and modern management

A businessman, as you know, is first and foremost a leader. And business ethics has a special priority in management. The economic goal of entrepreneurship is the mediation of the personal interest of each employee of the enterprise, which ensures the integration of the team to achieve a common goal, creates the basis for moral management.

The fact that the results of entrepreneurial activity in market conditions are predetermined, first of all, by the quality of the work of a businessman with the human material at his disposal, predetermines the special significance of psychological factors. Business psychology is becoming the foundation on which the building of business success is now being built.

Business psychology is a field of science that deals with psychological problems and specific features of management. The objects of study here are the relationship of people among themselves, in a team. Basic psychological problems: structural and functional analysis of managerial activity; psychological analysis of the construction and use of automated workplaces for managers and specialists, automated control systems and many other problems.

As you know, the essence of management activity is a chain of constantly made responsible decisions that must be morally justified and exclude any moral losses. Awareness of the full significance of the moral value of business is becoming the property of an increasing number of managers and businessmen.

Ethics of management has recently begun to undergo significant metamorphoses. At present, such universally recognized values as obedience, hierarchy, discipline, career, power, centralization, etc. are fading into the shadows. Such values as self-determination, teamwork, participation, orientation to needs, personality and its disclosure, creativity, innovation, the ability to compromise. The change in value orientations brought about radical changes in the ethics of business, in the theory and practice of management. Management is not a cure for economic troubles or a set of ready-made, well-established recipes for all occasions, like, say, a cookbook.

Management is a creative phenomenon that quickly transforms into completely new forms and directions. As soon as he lags behind the real needs of the situation, he ceases to meet the requirements and changes. Management decisions that are effective in one industry and in a particular situation can be very dangerous for other industries and situations.

The versatility of decisions and management moves, the flexibility and originality of economic combinations, the unique nature of each situation form the basis of management. Therefore, the emphasis in the activities of managers is not on standard solutions, but on the ability to quickly and correctly assess the real economic situation and find the only approach possible in a given situation, which is optimal in specific conditions.

Management, as you know, is governed by the laws of the development of a market economic system and is aimed at flexible adaptation of the production and marketing activities of an enterprise to changing market conditions. The approach to management as a process evaluates it as a system in which the work aimed at achieving the goals of the enterprise is considered not as a one-time action, but as a series of interconnected business continuous actions that materialize management functions. Establishing the effective operation of the company in the market at the current time and in the future is the main thing in management. Management by setting and implementing goals is carried out taking into account the assessment of the potential capabilities of the company, its provision with the necessary resources, and the conditions of competition. The rational use of material and labor resources implies the achievement of goals at a minimum cost and maximum efficiency, which is carried out in the management process, when employees themselves direct their actions to achieve common goals based on the motivation of their work.

Management operates on the basis of its own economic mechanism, which is aimed at solving specific problems of interaction between the teams of the company's divisions, its employees in the implementation of the tasks assigned to the company. This mechanism is objectively determined by the work of the company in market conditions, when the results of all its activities are evaluated in the market.

Management as a concept of market management is based on an objective process of socialization and strengthening of production, which gives firms the opportunity to influence the state of the market, the nature and mechanism of economic relations on it, to divide and redistribute it.

Increasingly, the use of the still far from fully disclosed management capabilities brings companies a huge economic and moral effect at relatively low costs, management also acts as an important factor in solving the social problems of labor collectives. However, the economic conditions in our country today are so different from the conditions in the countries of developed capitalism that the use of its capabilities must be creative, innovative, with maximum consideration for the characteristics and traditions, ethical attitudes of each region, each labor collective.

A very common tool for influencing employees of a company is its traditions. This effectively affects the activities of the company under the condition of its long existence, if its employees have well mastered the rules in force in it, developed their own customs, believed in the ability of the administration to adequately evaluate subordinates, recognize the authority and influence of management. Traditions give a person a sense of belonging to the life and affairs of the company. Observance of traditions increases the stability and strength of the company itself, the coherence of the work of all its links.

A leader can have a strong influence on subordinates if they are convinced of the vastness and value of his knowledge, his competence, which in modern conditions is of particular importance, since economic activity has become extremely complicated. Influence based on this is becoming more widespread, as employees cannot independently solve problems that have arisen as effectively as a manager. Of particular importance are the personal relationships between the employee and the manager. The leader should be accessible to subordinates, but not intrusive, not tell them at every step what to do.

3. Business ethics

Business etiquette is more formal than everyday etiquette.

All over the world there is a specific concept of business ethics and commitment. In the USA, for example, the concept of "Texas handshake" is in use, when from the side they simply agree on some business. If someone violated the terms of the contract, no one will do business with him anymore.

In Russia, it is necessary to form businessmen of a different plan, responsible professionals who are aware of their mission and form their image. Not a huckster prone to drinking and a riotous lifestyle, but a smart, well-mannered gentleman who knows how to “apply” himself and his company in the best possible way, feeling confident, because behind him is knowledge of business and its ethics. The 21st century is the century of merciless competition. A new business culture has now been created to move forward faster, facilitate communication, improve service to an increasingly discerning customer, and thus strengthen market position.

Business ethics allows you to increase profits. In particular, it helps keep customers loyal. According to experts, keeping old partners is five times cheaper than winning the favor of new ones. Therefore, the whole company is focused on the consumer. For these purposes, before investing in fixed capital, a lot of money, time and effort have to be spent on the formation of the ethics and culture of the company, the appropriate training of its employees.

The business world is known to be small. Each businessman has many friends, acquaintances, they can be acquired as potential customers. Here everything is determined by honesty, politeness, the ability to quickly navigate. If you are wrong and apologize by acknowledging your mistake, this will serve you well, showing the client that you can be dealt with. There is a rule in business: always take care of your customers and employees, and the market will take care of you.

4. Ethics of conduct

The professional reputation of the manufacturer is very important. Such a reputation is difficult to acquire, it takes years, it can be lost instantly, often because of a trifle: not answering a phone call or letter in time, not sending a fax, which is expected, showing bad manners.

The culture of speech, manners, clothes, office interior and much more are important for reputation.

Business courtesy usually does not accept assurances of the interlocutor's disposition to each other, lengthy thanks, apologies for the time taken from a person. Politeness also implies courtesy, a willingness to render a service. Courtesy should not be confused with subservience or flattery.

A polite person will smooth out awkwardness, help a person get out of a difficult situation.

Tact and delicacy are of particular importance. It is delicacy that should become the constant companion and best adviser of a businessman. Delicacy is a non-Russian word, but it so happened that it began to express very capaciously what we mean when we talk about a sensitive, subtle, even somewhat scrupulous attitude towards others, towards their feelings.

Delicacy should not be excessive, turn into flattery, lead to unjustified praise. Tact is a sense of proportion that must be observed in personal and official relationships, the ability to feel the border that cannot be crossed in relationships with people. It is important to take into account the spiritual world of others, to understand what people can cause a negative reaction. A tactful person knows for sure at what time and in what place one can perform certain actions. L.N. Tolstoy wrote: "You can be smart, you can be stupid, but you must be tactful." J. Lubbock, an English naturalist, argued: "With the help of tact, you can succeed even in cases where nothing can be done with the help of force."

Tact involves the awareness of what can bring trouble or joy to another person, this is the ability to assess the needs of another person. To cultivate tact in yourself, it is important to put yourself in the place of another person. This requirement also applies to business tactics.

“If there is any secret of success,” said Henry Ford, “then it lies in the ability to understand the point of view of another person and look at things both from his and from his own points of view.”

A very important requirement of etiquette is modesty. A sign of a well-mannered person is his behavior, adapted to the environment, the ability to behave modestly. It testifies to the integrity of the personality, its versatile inner world, the ability to always control oneself, which disposes to a person, contributes to the effective solution of business issues.

The most important requirement for business etiquette is accuracy and commitment. People who know how to value time find it indecent to be optional and inaccurate. For example, it is unacceptable to force a person to wait more than five minutes, to make an appointment with several people at the same time. Punctuality and commitment can be learned from the Japanese. When making an appointment with a Japanese for three hours, you can safely come at ten minutes to three - he will already be waiting for you.

Special attention should be paid to the etiquette of a top-ranking leader, i.e. first person of the organization. The head of the organization (president, general director, rector, chairman of the board) is the face of the entire organization. By his appearance, manner of behaving, by the degree to which he fulfills the requirements of business etiquette, they judge the entire organization; one small but unfortunate detail in behavior, one even insignificant but unethical act, can spoil the impression of others about the organization as a whole.

5. Business communication

business ethics business

We can say that the secret of Japanese prosperity is precisely punctuality and commitment.

Punctuality and commitment are considered by the British as qualities of a national character.

For the success of business meetings, not only knowledge of the matter is very important, but also education, self-esteem, understanding of the situation and skillful reaction to it. This is manifested in ethics - behavior during the entire process from meeting partners to parting with them. No matter how the discussions go, it is important to always maintain restraint, patience, not to make comments, not to walk around the room. In an effort to change the course of negotiations in your favor, you should not resort to various tricks. This is considered blackmail and tactlessness. Everyone is free to choose a companion, but this must be done with dignity, without offending others.

After the end of the negotiations, the leaders of the negotiations must make a record of the conversation, where the names of the company, the place, date and time of the start of the negotiations, the participants in the negotiations from both sides (surnames and positions), the topic of the negotiations, the speeches of the participants, the result of the negotiations are recorded.

Along with official contacts, informal contacts play a special role. Going to entertainment venues together with negotiating partners after the completion of working discussions is an integral part of cooperation. The one who is the host or initiates the negotiations invites to have fun and bears all the expenses. The absence of such an invitation means that the hosts are hinting at a lack of interest in continuing contacts. In an informal setting, in restaurants and bars, the same discussions continue as at the negotiating table, only more frankly and uninhibitedly.

At subsequent meetings, the exchange of gifts becomes mandatory.

It is always necessary to have a good idea of who will be presented with a specific gift, and strictly by rank. If you give the president of the firm the same gift as the vice president, it will be regarded as an insult.

But the main thing, of course, is the organization of business communication. When holding a meeting and conversation, it is important to take into account not only their strategy and tactics, but also pay attention to the “little things” of etiquette that can grow into factors that seriously affect the outcome of the meeting.

In business relations, a lot depends on the nature of personal meetings, conversations, negotiations, meetings. Business ethics is a kind of mediator that allows you to quickly find the best solution, while smoothing out sharp corners, with dignity to get out of difficult situations. The art of business contacts is taught all over the world. Many Russian entrepreneurs have never been trained in the process of negotiation and do not have serious experience in participating in them.

Any business meetings, negotiations are of an original nature: each time a different subject for discussion, new conditions and participants. The common thing that distinguishes them from other types of market activity is their preliminary organization, compliance with the conditions accepted in the business world, in the relationship of participants in business communication.

It is important not to miss another important circumstance: souvenirs for partners. It is necessary to prepare gifts in case of a reception from the management of the company.

According to etiquette, at the first meeting, gifts are given by the owners. It is necessary to present something to the arriving business partner as a sign that he is considered an honorary client and counts on long-term contacts.

It is important to be able not only to give, but also to receive a gift. All gifts, regardless of their material value, should be received with the same consideration. It is good to give souvenirs before the end of negotiations, at the end of the meeting.

A business conversation is a special form of communication that is different from ordinary conversation, behavior, requiring restraint of emotions. In addition to the positive content, this carries a negative moment. In business contacts, it is especially important not only what to say, but also to listen carefully. Equally important are the rules relating to the perception of the content of what is heard.

All business people should master the technique of live contact. Meanwhile, many entrepreneurs clearly lack the knowledge and ability to speak beautifully and convincingly and at the same time look decent.

To do this, they need to master the most effective communication tool - business rhetoric.

Rhetoric in Greek means eloquence. This is the ability to express one's thoughts harmoniously and clearly in order to persuade people to their views and positions. And it is necessary for everyone who wants to become a successful businessman. Not mastering the rhetoric is one of the significant reasons for the failure of many entrepreneurs, and their low rating among professionals and consumers.

Timbre, intonation, clarity of pronunciation, pauses, voice volume - all these are factors that psychologically affect

on the interlocutor, cause him respect and sympathy for you or, on the contrary, negative emotions. Too fast verbose speech creates the impression of a person as insufficiently reliable, and too slow causes irritation, makes one think about the slow reaction of this person, insufficient efficiency in business relations.

When talking with a person who is ignorant in a certain special area, one should not use abbreviations that are incomprehensible to him, special terms and turns of speech accepted in this area. In the same way, one must be careful with the use of foreign words and expressions.

When choosing words, one should try to use simple, well-known and generally accepted words that everyone understands. But at the same time, these words should most accurately express your thought.

You should not start a conversation with those issues on which you disagree. It is no coincidence that people intuitively start a conversation with a common topic, for example, by exchanging opinions about the weather - as a rule, positions coincide here.

You should not offend partners, paying attention to their mistakes and inaccuracies. This can only cause irritation.

If there are difficulties during the conversation, it is necessary to focus not on positions, but on interests. It turns out that you have common interests - to make contacts, connect your products with the market

marketing partner or your raw material with its advanced processing technology, etc.

Well, and if the atmosphere of negotiations has become tense, everything must be used here to defuse it. A witty or jocular remark, said at the right time, can defuse the situation.

But not all information can be expressed in words. They are supplemented by other means of communication - non-verbal (non-verbal). This facial expression, gait, shaking hands, posture and gestures.

Conclusion

The system of norms and rules that is currently accepted in world business has not emerged in finished form. It evolved over a long historical period, as civilization developed, on the basis of people's inadvertent adherence to certain traditions and customs. The primary foundations of professional ethics were laid during the heyday of ancient civilizations. From there originate, for example, the professional Hippocratic oath, the rules and norms of trade, including (which is especially important for the situation in domestic business) the idea of the importance of respecting contracts. However, in the spiritual world of a person of ancient and medieval cultures, based on the forcible coercion of a person to productive labor, there was no place for ideas about the relationship between labor and property, wealth. Moreover, they were conceived as separate, even opposite elements of human life.

Business ethics issues are as old as entrepreneurship. However, they have become especially acute in our time, when the market has changed a lot, from fierce to fierce competition. Now all over the world, the issues of business ethics are widely studied, serve as the subject of scientific discussions and forums, and are studied in many higher and secondary educational institutions that provide training for the labor market.

List of used literature

1. Political and economic ethics. Moscow: 2001

2. Utkin E.A. Business ethics. Moscow: 2001

3. Kleiner G.B. Business strategy: an analytical guide. Moscow: 1998

4. Botavina R.N. Business Ethics Moscow: 2003

5. Venediktova V.I. Business reputation. Moscow: 1996

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It includes:

Ethics of negotiation;

The ethics of competition;

Business Etiquette;

The relevance of business ethics for Russia. Business goals and values.

A) In modern Russia, this area of activity is regulated by the Entrepreneurial Law.
At the present stage, entrepreneurship in Russia, both large and small, faces significant difficulties and is associated with significant risk.
b) The goal of business is to create an environment in which:
⚫employees want to continue working in this company;
⚫customers want to continue to buy goods and services of this company;
⚫owners want to continue owning the company;
⚫partners want to continue to cooperate with this company;
The society wants more such companies.
V) Values:
⚫Honesty
▪Integrity is doing the right thing even when no one is watching or knowing. Remember the golden rule of business: treat others the way you would like to be treated. It is very important to develop such behavior in business. No one wants to do business with someone who only wants to take, take, take. Learn to give first and trust your partners.
⚫Independence
▪Independence - learn to be independent in all areas of your business. This is the basis of entrepreneurial activity, which should be present in every businessman. It is necessary to independently move towards solving the tasks and set priorities.
⚫Perseverance
▪Persistence is also a very important feature of an entrepreneur. Many aspiring businessmen want to open a business and make it an asset, thereby spending more time with family and friends. However, the reality is often very different. Business requires the attention, time and energy of the entrepreneur. Most often this means going to bed late and waking up early. You need to attend seminars that are informative for your business, get as much information as possible from different sources. Be willing to sacrifice your personal time in order to achieve your goal. If you are not ready for this, then you are unlikely to achieve great results.
⚫Permanence
▪Let constancy be your essence. Even if you feel like retreating, keep moving forward. If you feel like someone is succeeding and you are not, then keep moving forward. If you feel like you've done your best, keep going anyway! Sometimes, one small step can mean more than a long journey.
⚫Discipline
▪Discipline. You have to be disciplined every day in meeting the intended tasks that lead to the development of your business. There is a wonderful saying that the miracle of the result lies in discipline, not talent.

The structure of business ethics.

Business ethics is the scientific discipline that studies the application ethical principles in business situations. The most developed issues in business ethics are the following:

The relationship between corporate and universal ethics,

The problem of social responsibility of business,

Issues of applying general ethical principles to specific decision-making situations,

Ways to improve the ethical level of the organization,

The influence of religious and cultural values on economic behavior and some others.

Business ethics interacts with other sciences.

Modern researchers divide business ethics into macroethics and microethics.

Macroethics is understood as that part of business ethics that considers the specifics of moral relations between both macrosubjects of the social and economic structure of society: corporations, the state and society as a whole, and its parts.

Microethics is the study of the specifics of moral relations within a corporation, between a corporation as a moral entity and its employees, as well as shareholders.

In the system of moral relations between macro-subjects, specialists distinguish two levels: horizontal and vertical. At the horizontal level, consider the moral relationship between entities with the same characteristics, between different corporations; on the vertical - moral relations between subjects with different characteristics and properties.

This level includes relations between corporations and the state, between corporations and society as a whole (or part of it), and between corporations and the environment.

Business ethics is relevant both to the formation of economic institutions and to the functioning of business professionals. The economic institutions of society inevitably intrude into the realm of morality, and from this point of view, the importance of the macro level of business ethics can hardly be overestimated. At the macro level, it is sometimes difficult to tell where business ethics ends and economic theory begins.

On the one hand, business ethics requires a knowledge of economic theory if useful advice is to be developed for policy makers. On the other hand, economic analysis cannot be holistic without the involvement of social and moral values. And if an ethicist sometimes thinks like an economist, and an economist like an ethicist, this will be a manifestation of the interaction of the two disciplines in solving the problems that business people face.

Wording

A common mistake is to identify the categorical imperative with the "golden rule of morality": "Do unto others as you would be done unto yourself."

“... act only according to such a maxim, guided by which you can at the same time wish that it become a universal law” and

“… act in such a way that you always treat humanity, both in your own person and in the person of everyone else, as an end, and never treat it only as a means.”

The unified and unconditional law of duty, rooted in pure practical reason, Kant called the categorical imperative (categorical requirement). In paraphrase, he says: act in such a way that your motives can become the principle of universal legislation, i.e. moral motives are those that could become the universal norm. We are talking about the universality of motives, but not the actions that take place in the world of "things for us." Thus, making a moral choice, we also choose the fate of mankind.

The ethics of utilitarianism.

Utilitarianism- a direction in ethics (ethical theory), according to which the moral value of behavior or an act is determined by its usefulness. Jeremiah Bentham (1748-1832) is considered the founder of the theory of traditional utilitarianism. In his writings, Bentham developed a methodology for searching for objective criteria for measuring values, which was supposed to provide the possibility of a simple and economically satisfactory determination of the adequacy of social policy and public legislation. In his opinion, the most effective criteria could be the degree of conformity between the mode of action and existing laws and the degree of usefulness and harmfulness of the activity (according to the assessment of its consequences). An action is ethically justified if and only if the total beneficial effect of this action exceeds the total beneficial effect of any other action that could be taken instead of the first action.

The concept of social responsibility of business (BSR). Discussions about social responsibility.

The subject, goals and objectives of business ethics.

"Business is the art of making friends," said the American financier Herbert Casson, who studied more than 300 types of entrepreneurial activities and understood business.

Business ethics in a broad sense is a set of ethical principles and norms that should guide the activities of organizations and their members in the field of management and entrepreneurship.

It includes:

Norms, requirements governing the activities and relationships of entrepreneurs;

Ethics of negotiation;

The ethics of competition;

Business Etiquette;

The influence of religious and cultural values on economic behavior;

Problems of social responsibility of business, etc.

Business ethics allows you to increase profits. In particular, it helps keep customers loyal.

Introduction

1. The concept of "ethics"

2. Business ethics

2.1 Business ethics

2.2 Economic and business ethics

2.3 Ethics of conduct

3. Business communication

3.1 The secret of successful business meetings

3.2 Business rhetoric

Conclusion

List of used literature

The relevance of the work. Once starting our new business, we also least of all expected to meet in business the hope for positive changes. We are far from idealizing business, and yet today we are sure that perhaps the only constructive force from which we can expect at least some changes for the better in Russia is business.

The real people of business turned out to be tens of thousands of leaders of cooperatives, firms and corporations, much less significant compared to the “big business”, former researchers and engineers, military and accountants, students and pensioners. In incredibly difficult conditions of chaos and lawlessness, they started their business, striving to gain independence, solve their simple family and personal problems, and created small but functioning industries, saturating the market with goods, reaching the largest suppliers on all continents of the world and to abandoned Russian villages, gave other people work and earnings, a sense of stability, at least some confidence in the future. And this process continues, acquiring more and more visible proportions.

The purpose of writing the abstract was to analyze the general characteristics of ethics used in business, as well as to evaluate their application in Russia.

The object of research is business processes.

The subject of research is ethical norms.

In accordance with the goal, it is necessary to solve a number of tasks, the main of which are:

The study of the concept of "ethics";

Studying the basics of business ethics;

Analysis of the features of business communication

The work is strictly structured and consists of an introduction, three chapters, a conclusion and a list of references.

Ethics (philosophy of ethics, moral philosophy) is a scientific discipline that studies social morality. Practice shows that many students do not come across this scientific discipline until the last grades of the school or the initial courses of the institute. At the same time, familiarity with the norms of morality is an integral part of the process of human socialization from a very early age. At the first stage of this process, the child will have to learn to distinguish the rules of morality from the rules of prudence, common sense. The task can be very difficult, since the rules are learned by children at the same time, and teachers do not distinguish between the concepts of morality and prudence.

For example, at an early age, each person constantly listens to instructions about what to do and what not to do. Much of this "do" and "don't" is self-interested and is thus a requirement of common sense. At the same time, people learn the obligatory rules of behavior of a moral nature. Parents, teachers, mentors say that certain things cannot be done because they are wrong, while others must be done because they are right. These moral rules are aimed at regulating behavior that affects the interests of other people. As people mature, they learn to take other people's interests into account and thus conform to social standards.

The very concept of "ethics" applicable to the field of real estate can be defined as a system of norms of moral behavior of a person, social or professional group.

Ethics (Greek ethika, from ethikos - relating to morality, expressing moral convictions, ethos - habit, custom, disposition), philosophical science, the object of study of which is morality, morality as a form of social consciousness, as one of the most important aspects of human life, a specific phenomenon socio-historical life. Ethics finds out the place of morality in the system of other social relations, analyzes its nature and internal structure, studies the origin and historical development of morality, theoretically substantiates one or another of its systems.

In Unification philosophy, morality is defined as "the norm of human behavior in private life", and ethics as "the norm of human behavior on the basis of family life". The role of morality is to guide the individual on the path of personal perfection, and the role of ethics is to direct him on the path of improving family life. In other words, morality is the norm for the realization of the first Blessing, and ethics is the norm for the realization of the second Blessing.

"Business is the art of making friends," said the American financier Herbert Casson, who studied more than 300 types of entrepreneurial activities and understood business. Is it possible to learn this art?

You can, if you understand that the foundation of business relationships are personal trusting relationships. They are the best form of securing contractual relations and the most liquid collateral. According to Western experts, the company's reputation, its client and partner base (what is called goodwill) have a real value, which can reach up to 80% of the company's market capitalization. As soon as this intangible asset fluctuates in price, the market reaction immediately becomes visible - a sharp decline in the company's stock quotes. Today, an increasing number of Russian executives are realizing the importance of business connections in building and maintaining a favorable company image. In the structure of domestic enterprises, there are special departments for establishing relations with the public, state authorities and administration. In addition to creating a positive image, such structural units are engaged in lobbying the interests of companies in the relevant authorities.

Entrepreneurship, business - an independent activity carried out at one's own risk, aimed at the systematic receipt of profit from the use of property, the sale of goods, the performance of work or the provision of services by persons registered in this capacity in the manner prescribed by law. The effectiveness of entrepreneurial activity can be assessed not only by the amount of profit received, but also by the change in the value of the business (the market value of the enterprise). Business is a clear money-making system.

In most works devoted to business, attention is drawn to the fact that the discussion of business ethics is traditionally given the last and usually not the largest section. To some extent, we share this tradition. Although for us, in accordance with the English proverb “last but not least”, this section is the last in line, but far from the last in importance. He got to this place because it is impossible to understand the ethics of business without discussing the essential features of this activity itself, the ups and downs of human relations that arise around business, the differences in individual characteristics and positions that influence the actions of people involved in business.

An analysis of the problems of business ethics suggests various twists and turns on this topic. We can talk about the individual ethical differences of people acting in business. One can try to compare the ethics of business as a social institution with the ethics of other social institutions and activities. We can confine ourselves to an analysis of internal, shop ethics, which manifests itself in the relationships and interactions of businessmen.

Comparison of business with other social institutions makes it easy to see that ideas about ethical systems in different types of activity, with the possible exception of religion, are no less contradictory and confusing than ideas about business ethics. And in order to learn about the intra-shop ethics of relations in business, it is better to open any of the numerous and very good works on business etiquette, where many of the norms of relations are described clearly and clearly with the necessary examples and advice.

Therefore, speaking about business ethics, we will try to dwell on three key factors that, in our opinion, determine its main features and can help to link together numerous disparate facts and observations regarding this topic.

It seems to us that the main thing that determines originality and gives internal harmony and integrity to the seemingly contradictory business ethics lies in three implicit ethical postulates: the principle of economic expediency, the principle of situationality and the principle of individual responsibility.

Ford's ethical and economic principles are of practical importance even today.

This is information about ethical concepts, moral requirements for the style of work and the appearance of a business person adapted to the practical needs of a businessman.

These are the ethics of negotiating with partners, the ethics of drawing up documentation, the use of ethical methods of competition.

Economic ethics includes business etiquette, which is formed under the influence of traditions and certain prevailing historical conditions of a particular country.

The main postulates of the ethical code of the entrepreneur are the following principles:

He is convinced of the usefulness of his work not only for himself, but also for others, for society as a whole;

Proceeds from the fact that the people around him want and are able to

work;

Believes in business, regards it as attractive creativity;

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

Respects any property, social movements;

Respects professionalism, competence and laws;

Values education, science and technology.

These basic principles of the ethics of a business person can be specified in relation to various areas of his professional activity.

Business ethics is a form of applied ethics that carefully examines the ethical principles and moral or ethical issues that arise in the business environment. In the more conscientious markets of the 21st century, the demand for more ethical business processes and actions (called ethicism) is on the rise. In addition, pressure on the application of business ethics is currently being exerted through the adoption of new public initiatives and laws.

Business ethics requires that a company examines its behavior towards the outside world. It takes into account morality, ethical reasoning and the ethics of the application. For example, the moral philosophy of a situation manager's business is influenced by the manager's ethical beliefs. Moral philosophy refers to the overall guiding belief system behind an individual's perceptions of right or wrong.

It is important to become familiar with moral philosophy, ethical reasoning, and especially the application of ethics in business and management. Ethical theories and concepts that are important in solving the moral problems facing business. Employees and managers must integrate moral concerns into their decision-making process.

2.5 Business ethics as a specialty

Business ethics has become a new field of study, and not just the subject of philosophy, law and business. Therefore, it is necessary to have a comprehensive and systematic statement of morality and ethics for business managers. Business ethics clarifies moral issues that have been ignored and moral dilemmas, in order to undergo rigorous ethical analysis, rational reasoning, and ultimately resolution.

By ethically addressing the moral problems facing businesses, managers are better able to understand and categorize their own moral beliefs and are better equipped to develop critical and reflective personal morality. Moral questions are seen not only as philosophical questions, but also as fundamentally important, practical, business questions for leaders. Ethics must be seen as a branch of philosophy, morality, leadership and concerned values of guided behavior.

Business ethics is concerned mainly with ethics and morality, which will help the company solve the moral problems facing the business.

2.3 Ethics of conduct

The culture of speech, manners, clothes, office interior and much more are important for reputation.

A polite person will smooth out awkwardness, help a person get out of a difficult situation.

Delicacy should not be excessive, turn into flattery, lead to unjustified praise. Tact is a sense of proportion that must be observed in personal and official relationships, the ability to feel the border that cannot be crossed in relationships with people. It is important to take into account the spiritual world of others, to understand what people can cause a negative reaction. A tactful person knows for sure at what time and in what place one can perform certain actions. L.N. Tolstoy wrote: "You can be smart, you can be stupid, but you must be tactful." J. Lubbock, an English naturalist, stated: “With the help of tact, one can achieve success even in cases where nothing can be done with the help of force.”

A very important requirement of etiquette is modesty. A sign of a well-mannered person is his behavior, adapted to the environment, the ability to keep modestly. It testifies to the integrity of the personality, its versatile inner world, the ability to always control oneself, which disposes to a person, contributes to the effective solution of business issues.

The most important requirement for business etiquette is accuracy and commitment. People who know how to value time find it indecent to be optional and inaccurate. For example, it is unacceptable to force a person to wait more than five minutes, to make an appointment with several people at the same time. Punctuality and commitment can be learned from the Japanese. When making an appointment for a Japanese at three o'clock, you can safely come at ten minutes to three - he will already be waiting for you.

We can say that the secret of Japanese prosperity is precisely punctuality and commitment.

Punctuality and commitment are considered by the British as qualities of a national character.

Along with official contacts, informal contacts play a special role. A trip to entertainment venues together with negotiating partners after the completion of working discussions is an integral part of cooperation. The one who is the host or initiates the negotiations invites to have fun and bears all the expenses. The absence of such an invitation means that the hosts are hinting at a lack of interest in continuing contacts. In an informal setting, in restaurants and bars, the same discussions continue as at the negotiating table, only more frankly and uninhibitedly.

At subsequent meetings, the exchange of gifts becomes mandatory. It is always necessary to have a good idea of who will be presented with a specific gift, and strictly by rank. If you give the president of the firm the same gift as the vice president, it will be regarded as an insult.