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Unit 23 Business Ethics 161
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.
Although there are exceptions, it is relatively 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 US 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.
4. Encouraging ethical behavior
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.
5. Ethics and etiquette
There is some difference between business ethics and etiquette. Etiquette
means rules for formal relations or polite social behavior among people in a society
or a profession.
If you are a manager you should stick to the following rules in your
everyday activities:
• Don’t order, ask and be polite.
• Remember that people work with you, not for you. They like to be treated
as associates, not slaves.
• Keep your promises, both important and less important promises.
• Criticize, if you must, only in private – and do it objectively. Never
criticize anyone in public or in anger.
• You should say “Good morning” when you come in and “Please” and
“Thank you” at every opportunity.
162 Section 6: Business Communication
23.3.3 Drilling
Ex. 25 Say the words and word-combinations in English.
Справедливость и честность, законы и постановления, правила
поведения, этичное поведение, неэтичное поведение, взаимоотношения с
сотрудниками, личное благосостояние, деловая этика, конфиденциальная
информация, конфликт интересов, ложное и вводящее в заблуждение
рекламирование, реклама, рекламодатель, взятка, обман, оплата,
предосторожность, деловая сделка, конкурент, низкая прибыль, этический
(моральный) кодекс, безопасная и надежная продукция, доверие, достоинства
личности (индивидуума), сталкивать с этическими вопросами, обманывать,
запугивать, представлять в ложном свете, выполнять обязательства,
оказывать давление на руководство, создавать доверие, воспользоваться
(чем-либо), воздерживаться от обмана, принятие этических решений.
Ex. 26 Fill in the blanks with the words given below.
1. Fairness and ... in business are two important ethical ….
2. Business ethics is the application of ... to business situations.
3. A business person may be tempted to place his / her personal ... above the
welfare of others.
4. A conflict of interest results when a business person ... of a situation for his or
her own personal interest rather than for the employer’s or organization’s
interest.
5. Anything given to a person that might unfairly influence that person’s business
decision is a ..., and all ... are unethical.
6. Business people should refrain from deceiving, misrepresenting, or … others.
7. Employees want to be treated ... in hiring, promotion, and ….
8. Concern for ethics can dwindle under the pressure of low or declining ....
9. International trade has also led to an ethical dilemma for many firms operating
in countries where ... and … are an accepted part of business.
10. False and … advertising is illegal and ….
11. Government agencies have prosecuted several companies for ... in spite of the
fact that there is as yet no international code of business ethics.
__________________________________________________________________
Illegal payoffs, intimidating, honesty, misleading, welfare, take advantage,
concerns, bribes, unethical, bribe, compensation, moral standards, fairly, profit,
payoffs.
Ex. 27 The questions and assignments.
1. What is ethics?
2. Give the definition of business ethics.
3. What are two important ethical concerns?
Unit 23 Business Ethics 163
4. What does unethical behavior in relationships with customers and coworkers
include?
5. Do you think it is ethical to give bribes, gifts and payments that might unfairly
influence other person’s business decisions?
6. What can you say about false and misleading advertising?
7. What do investors want in their relationships with management?
8. What do employees want in their relationships with management?
9. When is it easier for management to respond in an ethical manner – when
business is good and profit is high or when profit is declining?
10. Why is effective prosecution of “illegal payoffs” difficult in international
trade?
11. State three general sets of factors that influence the ethics of decision making.
12. State the difference between ethics and etiquette.
13. Should a manager stick to certain rules of etiquette in his / her everyday
activities?
14. Site the rules which are the most important to your opinion.
Ex. 28 Find in the text and write out the following:
1. The words and word combinations which define right ethics.
2. The words and word combinations which define wrong ethics.
Ex. 29 Speak on ethical behaviour of an ideal manager and the rules of
etiquette he / she should stick to.
Ex. 30 Read the following information paying attention to the words in
italic.
CODE OF ETHICS
Ethics are moral beliefs about what is right and wrong, and the study of this.
Some actions are not criminal, but they are morally wrong: unethical. Areas where
choices have to be made about right and wrong behaviour are ethical issues. Some
organizations have a code of ethics or code of conduct where they say what their
managers’ and employees’ behaviour should be, to try to prevent them behaving
unethically.
Ex. 31 Complete these sentences with the words from the ex. 30.
1. Retailers say packaging that imitates the style and image of market leaders is not
wrong and has nothing to do with ....
2. A company is behaving ... if it pollutes the environment.
3. Working conditions are very poor; the organization ‘Ethics in Business’ blames
the ... employers and agencies that exploit the workers.
4. The television industry should adopt a ... on violence in its programmes.
164 Section 6: Business Communication
5. “... behaviour is good for business,” says Carol Marshall, vice president for
ethics and business conduct. “You get the right kind of employees, and it’s a
great draw for customers.”
Ex. 32 Read the interviews paying attention to the words in italic.
ETHICAL STANDARDS AND ETHICAL INVESTMENT
1. Ethical standards
Ten years ago, Zoe Fleet and Lena Nimble founded FN, which makes
trainers (running shoes). Zoe explains: “We want FN to be socially responsible and
behave ethically. We don’t run plants directly: we buy trainers from plants in Asia.
We often visit the plants to check that they don’t exploit workers by underpaying
them or making them work long hours: sweatshop labor. In management in the
US, we have an affirmative action program, to avoid racial or sex discrimination.
Every year, we ask an independent expert to do a ‘social performance audit’ to see
how we are doing in these areas. We always publish it, even if we don’t like
everything in it!”
Notes:
BrE: labour; AmE: labor
BrE; programme; AmE: program
2. Ethical investment
Sven Nygren is CEO of the Scandinavian Investment Bank: “Investors are
more and more concerned about where their money is invested. We take ethical
investment very seriously. We don’t invest, for example, in arms companies or
tobacco firms. Environmental or green issues are also very important. Recently we
were involved in a project to build a large dam in the Asian country of Paradiso.
We discovered that large numbers of farming people would be forced to leave the
area flooded by the dam, and that the dam would also be environmentally
damaging, reducing water supplies to neighbouring countries. It was green
activists from the environmental organization Green Awareness who told us this.
We withdrew from the project and tried to persuade other organizations not to
invest in it. We didn’t want to damage our reputation for ethical investment.”
Ex. 33 Discuss the following items:
1. Do you know of any companies that are famous for their ethical behaviour?
2. Do you choose to deal with them because of this?
3. What environmental movements are there in your town?
4. What environmental projects are they involved in?
Unit 23 Business Ethics 165
Ex. 34 Complete the crossword with words from the ex. 30, 32.
Across
2. Steps taken in the US to avoid discrimination: … action program. (11)
5. When manual workers are employed in bad conditions with very low pay
(BrE). (9, 6)
7. When one group of people is unfairly treated differently from another. (14)
10. To pay people badly and make them work in bad conditions (BrE). (7)
11. Topics relating to the environment. (6)
12. Putting money into activities that do not harm people or the environment. (11)
Down
1. If your actions do not harm people or the environment, you are socially
... . (11)
3. Putting money into activities that do not harm people or the environment. (7)
4. Topics relating to the environment. (5)
6. The world around us. (11)
8. Someone who takes direct action on social or other issues. (8)
9. A written set of rules of behaviour. (4)
1
4
9
5
2
3
6
7
8
10
12
11
23.4 Comprehension
Ex. 35 Translate into English.
1. Деловая этика – это применение моральных стандартов к деловым
ситуациям.
166 Section 6: Business Communication
2. Справедливость и честность в бизнесе являются двумя важными этиче-
скими вопросами.
3. Деловой человек не должен ставить свое личное благосостояние выше
благосостояния других или благосостояния организации.
4. Когда деловой человек пользуется ситуацией для своих собственных
личных интересов, это приводит к конфликту интересов.
5. Все, что дается какому-либо лицу и может несправедливо повлиять на
деловое решение этого лица, является взяткой.
6. Взятки противозаконны и неэтичны.
7. Ложная и вводящая в заблуждение реклама является противозаконной и
неэтичной.
8. Открытость часто создает доверие и помогает строить прочные деловые
отношения.
Ex. 36 Choose the right variant using the Subjunctive Mood (See
“Grammar”, G.19).
1. The dog looks as if it … hungry.
a) was b) had been
2. Sara cried as if something terrible ….
a) happened b) had happened
3. It seems as if he … to say something rude.
a) is going b) were going
4. Everybody treats me as if I … a catching disease.
a) am having b) had c) have
5. They are talking as if they ….
a) had never quarreled b) never quarreled
6. She told me what to do as if she … everything.
a) knew b) had known
7. The boy smiled as if he … something funny.
a) remembered b) had remembered
8. I wish you … here. It’s rather difficult to breathe.
a) not smoked b) didn’t smoke c) hadn’t smoked
9. I wish I … speak better Spanish.
a) would can b) will be able c) could
10. We wish it … sunny and warm all year round.
a) is b) was c) were
11. The criminal wished he … at all.
a) wouldn’t be born b) hadn’t been born c) weren’t born
12. They shook hands as if they … each other for a long time.
a) knew b) had known
13. He wishes his friends … to his party next weeks.
a) came b) would come c) would have come
14. I don’t understand you as though we … on different planets.
a) would live b) lived
Unit 23 Business Ethics 167
15. He smiled as if he … my thoughts.
a) can b) could c) would
16. They behave as if nothing ….
a) happened b) had happened
17. Look healthy as though you … jogging every morning.
a) would go b) went c) had gone
18. You sound is if you … a sore throat.
a) have b) had
19. I feel so tired as if I … all day.
a) worked b) had worked
20. He began to tremble as if he … a ghost.
a) saw b) had seen
Ex. 37 Put the verbs in brackets into the correct tenses. Don’t forget that
there exist mixed types of Conditional Sentences (See “Grammar”, G.26.4, and
G.17).
1. I had a sandwich for lunch. If I (have) a proper lunch, I (not feel) so hungry
now.
2. He told his friend, “I’m not feeling very well. I (not be) here today if I (not
promise) to come.”
3. I can hardly keep my eyes open. If I (go) to bed earlier last night, I (not be) so
tired now.
4. He looked at his watch while he was driving and thought, “If I (not stop) to get
petrol, I (be) home now.” (use might)
5. If Jack (not hurt) his ankle yesterday, he (play) football this afternoon. (use
could)
6. He wasn’t a very happy man, and he often said, “If I (follow) my father’s
advice, I (be) much happier now.” (use might)
Ex. 38 Choose the right variant using the Conditional Sentence (See
“Grammar”, G.26.4).
1. Tell me about your decision, when we … next time.
a) meet b) will meet
2. If the child wants, … him this toy!
a) will buy b) buy
3. We … about it for sure, when we … home.
a) will know, will return b) know, will return c) will know, return
4. I need to think the matter over, in case he ….
a) will refuse b) refuses
5. Do your best or else you … with the group.
a) won’t catch up b) don’t catch up
6. Mary … to us, unless Jack ….
a) doesn’t speak, will leave b) won’t speak, leaves c) doesn’t speak, leaves
168 Section 6: Business Communication
7. If they … a taxi, they … the train.
a) take, won’t miss b) will take, don’t miss c) will take, won’t miss
8. … the children listen to me, when they…?
a) Do, will grow up b) Will, grow up c) Will, will grow up
9. If she … in time, we … late for the concert.
a) won’t come, are b) doesn’t come, will be c) don’t come, will be
10. Why don’t you ask her, when she …?
a) comes b) will come
11. I’m sure we … back before it … dark .
a) are, gets b) will be, will get c) will be, gets
12. I … the report today, if you … interrupting me.
a) finish, will stop b) will finish, stop c) will finish, will stop
13. We … our lesson, when you … your seats.
a) will start, take b) start, will take c) will start, will take
14. Would we wait here until they … us?
a) will call b) call
15. I … you when I … ready.
a) will tell, will be b) tell, will be c) will tell, am
16. Let’s do the flat before our parents ….
a) return b) will return c) returns
17. When the right time …, I … you our family secret.
a) will come, will open b) comes, will open c) will come, will open
18. She said that if he … the TV set, she … out of the window at once.
a) wouldn’t turn off, would throw b) didn’t turn off, would throw
c) wouldn’t turn off, would throw
19. I asked him what …, when they … the truth.
a) would happen, found out b) would happen, would find out
c) happened, would find out.
20. When the weather … fine, … all the windows. The child needs fresh air.
a) will be, will open b) will be, open c) is, open
UNIT 24. BUSINESS NEGOTIATIONS
1. Грамматика: типы вопросов (the Questions).
2. Аудирование: текст “At the Negotiating Table”.
3. Лексика: текст “Negotiations” и упражнения.
4. Лексико-грамматический тест.
24.1 Grammar: the Questions (See section “Grammar”, G.25.2)
Ex. 1 Make questions with who or what (See “Grammar”, G.25.2).
1. Somebody hit me.
2. I hit somebody.
3. Somebody gave me the key.
Unit 24 Business Negotiations 169
4. Something happened.
5. Diane told me something.
6. This book belongs to somebody.
7. Somebody lives in that house.
8. I fell over something.
9. Something fell on the floor.
10. This word means something.
11. I borrowed the money from somebody.
12. I’m worried about something.
Ex. 2 Ask Liz the questions (See “Grammar”, G.25.2). (Look at her answers
before you ask the questions.)
where / from?
where / live / now?
married?
how long / married?
children?
how old / they?
what / husband / do?
he / enjoy his job?
arrest anyone yesterday?
how often / go / on holiday?
where / next year?
This is a young woman
Liz
From London originally.
In Manchester.
Yes.
12 years.
Yes, three boys.
4, 7 and 9.
He’s a policeman.
Yes, very much.
I don’t know.
Usually once a year.
We don’t know yet.
Ex. 3 Put the words in brackets in the correct order. All the sentences are
questions (See “Grammar”, G.25.2).
1. when / was / built / this house
2. how / cheese / is / made
3. when / invented / the computer / was
4. why / Sue / working / isn’t / today
5. what time / coming / your friends / are
6. why / was / cancelled / the concert
7. where / your mother / was / born
8. why / you / to the party / didn’t / come
9. how / the accident / did / happen
10. why / this machine / doesn’t / work
Ex. 4 Write the negative questions from the words in brackets. In each
situation you are surprised.
1. a: We won’t see Ann this evening.
b: Why not? (she / not / come / to the party?)
2. a: I hope we don’t meet Brian tonight.
170 Section 6: Business Communication
b: Why? (you / not / like / him?)
3. a: Don’t go and see that film.
b: Why not? (it / not / good?)
4. a: I’ll have to borrow some money.
b: Why? (you / not / have / any?)
Ex. 5 Tony is being interviewed for a job. Look at the interviewer’s notes
and Tony’s answers. Then make the questions she is asking Tony (See
“Grammar”, G.25.2).
1. age?
2. live locally?
3. address?
4. when / leave school?
5. which school / go?
6. work / now?
7. who / work for?
8. how long?
9. enjoy / present job?
10. why / want / leave?
I’m 18.
Yes, I do.
5, Flower Close.
Last year.
Benham School.
Yes, I am.
Millers Limited.
For six months.
Yes, I do.
The pay isn’t good.
Ex. 6 You are making a phone call. You want to speak to Sue but she isn’t
there. Somebody else answers the phone. You want to know three things:1) Where
has she gone? 2) When will she be back? and 3) Did she go out alone? Complete
the conversation.
A: Do you know where … (1)?
B: Sorry, I’ve got no idea.
A: Never mind. I don’t suppose you know … (2).
B: No, I’m afraid not.
A: One more thing. Do you happen to know … (3)?
B: I’m afraid I didn’t see her go out.
A: OK. Well, thank you anyway. Goodbye.
Ex. 7 Make a new sentence from the question in brackets (See “Grammar”,
G.25.2).
1. Where has Tom gone? – Do you know …?
2. Where is the post office? – Could you tell me where …?
3. What’s the time? – I wonder ….
4. What does this word mean? – I want to know ….
5. What time did they leave? – Do you know …?
6. Is Sue going out tonight? – I don’t know ….
7. Where does Carol live? – Have you any idea …?
8. Where did I park the car? – I can’t remember ….
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