Лена! Все тексты прочитать и перевести. По каждому тексту выписать не менее 20 новых слов. К Тексту: PERSONAL RESUME составить «собственное резюме на работу» не менее 15 предложений на английском языке. В Тексте «Business Ethics» нужно определить основную идею текста и сделать краткий пересказ на английском языке (не менее 10 предложений). На экзамен (если у вас экзамен, я не помню), нужно будет еще ответить по билету два задания

Business negotiation

Negotiations are complex because one is dealing with both facts and people. It is clear that negotiators above all must have a good understanding of a subject. They must be aware of the company`s general policy, initial bargaining position as well as fallback position. However, awareness of these facts may not necessarily suffice to reach the agreement. The role of human factor must be taken into account. The approach and strategy in negotiations are influenced by cool, clear logical analyses. But the personal needs of the actors must therefore be considered. These needs might include the need for friendship, goodwill, credibility, recognition of status and authority, a desire to be appreciated and promoted as well as the need to get home earlier on Friday evening. Researches, who have studied negotiations, recommend separate people from facts. Moreover, while negotiations indirect and impersonal forms should be used. Furthermore, a really tough negotiator should be hard on the facts but soft on the people. Language also varies according to negotiating style adopted: it can be either a co-operative or a competitive mode. Cooperative style is based on win-win principles when both parties want to benefit from the deal. This style is often accepted within one company or between companies with longstanding relations when common goals are being pursued..

Pressures influencing ethical decision making

Relationships. Business ethics involves relationships be-­ tween a firm and its investors, customers, employees, creditors, and competitors. Each group has specific concerns, and each ex-­ erts some type of pressure on management.

Investors want management to make financial decisions that will boost sales, profits, and returns on their investments.

Customers expect a firm’s products to be safe, reliable, and reasonably priced.

Employees want to be treated fairly in hiring, promotion, and compensation.

Creditors require bills to be paid in time and the accounting information furnished by the firm to be accurate.

Competitors expect the firm’s marketing activities to portray its products truthfully.

Business ethics. Although there are exceptions, it is rela-­ tively easy for management to respond in an ethical manner when business is good and profit is high. However, concern for ethics can dwindle under the pressure of low or declining profit. In such circumstances, ethical behaviour may be compromised.

Expanding international trade has also led to an ethical dilem­ma for many firms operating in countries where bribes and pay­offs are an accepted part of business. In the U.S. government agencies have prosecuted several companies for "illegal payoffs", in spite of the fact that there is as yet no international code of business ethics. Until stronger international laws or ethics codes are in place, such cases will be difficult to investigate and effective pros­ecution is not possible.

Ethics. When no company policy exists, a quick check if a behaviour is ethical is to see if others — coworkers, customers, suppliers, and the like—approve of it. Openness will often create trust and help build solid business relationships.

What affects a person’s inclination to make either ethical or unethical decisions is not entirely clear. Three general sets of fac­tors influence the ethics of decision making. First, an individual’s values, attitudes, experiences, and knowledge influence decision making. Second, the absence of an employer’s official code of ethics may indirectly encourage unethical decisions. Third, the behaviours and values of others, such as coworkers, supervisors, and company officials, affect the ethics of a person.

Ethics and Etiquette. There is some difference between business ethics and etiquette. Etiquette means rules for formal re­- lations or polite social behavior among people in a society or a pro-­ fession.