Table Of ContentCopyright ОАО «ЦКБ «БИБКОМ» & ООО «Aгентство Kнига-Cервис»
Деловые переговоры
и деловая переписка
на английском языке
Курс лекций
Учебное пособие
Казань - 2014
Copyright ОАО «ЦКБ «БИБКОМ» & ООО «Aгентство Kнига-Cервис»
Министерство образования и науки Российской Федерации
Федеральное государственное бюджетное образовательное учреждение
высшего профессионального образования
«Российский экономический университет им. Г.В.Плеханова»
Казанский институт (филиал)
Деловые переговоры
и деловая переписка
на английском языке
Курс лекций
Учебное пособие
КАЗАНЬ - 2014
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Copyright ОАО «ЦКБ «БИБКОМ» & ООО «Aгентство Kнига-Cервис»
УДК 811.111; 327.78
ББК 81.2 Англ.- 923
Д 29
Рекомендовано к печати научно-методическим советом
Казанского института (филиала) ФГБОУ ВПО «РЭУ им. Г.В. Плеханова»
Авторы-составители:
Мазитова Ф.Л., к.филол.н., профессор, заведующая кафедрой гумани-
тарных и естественнонаучных дисциплин КИ (филиала) РЭУ
им. Г.В. Плеханова;
Низамиева М.А., к.филол.н., старший преподаватель кафедры гумани-
тарных и естественнонаучных дисциплин Казанского инсти-
тута (филиала) РЭУ им. Г.В. Плеханова;
Москалѐва Д.Р., старший преподаватель кафедры гуманитарных и есте-
ственнонаучных дисциплин Казанского института (филиала)
РЭУ им. Г.В. Плеханова.
Рецензенты:
Агеева А.В., к.филол.н., доцент кафедры французского языка ИФИ
К(П)ФУ;
Андреева Е.А., к.филол.н., доцент кафедры гуманитарных и естествен-
нонаучных дисциплин Казанского института (филиала) РЭУ
им. Г.В. Плеханова.
Деловые переговоры и деловая переписка на английском языке:
курс лекций. Учебное пособие /Мазитова Ф.Л., Низамиева М.А., Москалѐва
Д.Р. – Казань: …………………, 2014. – 52 с.
ISBN
Настоящее пособие предназначено для аудиторной и самостоятельной
работы студентов 2 курса направления «Экономика» профилей «Бухгалтер-
ский учет, анализ и аудит» и «Финансы и кредит».
Учебное пособие содержит лекционные и текстовые материалы по
деловым переговорам и деловой переписке, диалоги, деловые письма,
дополнительные тексты, упражнения на закрепление материала.
Целью пособия является приобретение студентами лингвокультурной,
языковой и коммуникативной компетенции с целью успешного использова-
ния английского языка в их будущей профессиональной деятельности, по-
мощь в организации самостоятельной работы студентов.
ISBN
© Мазитова Ф.Л., 2014
© Низамиева М.А., 2014
© Москалева Д.Р., 2014
© Оформление КИ РЭУ им. Г.В. Плеханова, 2014
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LECTURE 1
BUSINESS ETHICS
Business ethics represent the set of the behavior principles of the people oc-
cupied in spheres of administrative business activity.
Such ethics allow to consider and estimate business relations of business-
men, and also their personal behavior from the point of view of compliance to the
principles of behavior which are standard in the business world.
Ethical principles and standards of behavior of business people are the prin-
ciples of behavior standard in the business world. They are: freedom, tolerance,
tactfulness and sensitivity, justice, business obligation, etc.
Business ethics are based on such universal value as freedom. It means: the
businessman or the manager has to appreciate freedom of the competitors that is
expressed in inadmissibility of intervention in their affairs, infringement, even in
trifles, their interests.
The other fundamental principle of business relationship is the tolerance
which means a fair, objective, and permissive attitude toward other people’s opi-
nions, practices. The tolerance gives rise to mutual trust, understanding and frank-
ness, helps "to extinguish" conflict situations.
Business relationship is always fraught with different difficulties and the
conflicts therefore they demand tactfulness and sensitivity. The step in such com-
munication is not only understanding of compliance of the purposes and standards
of behavior, but also ability to apply ethical standards to the specific person.
To be tactful means in any situation to consider the partner, the client or the
subordinate to be the equal human person taking into account features of a sex,
age, nationality, temperament, habits, etc. As sensitivity understand politeness and
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attentiveness in communication, ability to spare vanity of the colleagues. It is a
form of manifestation of a correctness and sincerity in communication.
Sensitivity - the simplest working instrument of business communication
helping with the smallest moral and psychological expenses to solve business prob-
lems.
Business ethics are guided by such concept, as justice which assumes an as-
sessment of personal and business qualities of people and their activity, recognition
of their identity, openness to criticism, self-criticism.
Business people of the whole world have such concept, as business obliga-
tion. In the USA, for example, the term "Texas Handshake" when the parties simp-
ly agree that will be engaged together in any activity is known. If one of the parties
violated the terms of the contract, no body will deal with this firm (organization)
any more.
The formula of success of the western entrepreneur is simple:
prosperity = professionalism + decency.
In business there is a golden rule: take care of the clients, and the market will
take care of you.
It is very difficult to get the good reputation, but it is possible to lose it in-
stantly and often because of a trifle, for example not having answered in time a
phone call or a letter.
Everything is important for the reputation: standard of speech, clothes, be-
havior manner, office interior. Business contacts break at once as soon as incompe-
tence or dishonorableness of businessmen are found.
So, the main postulate of ethics of each company can be expressed by the
motto: "profit above all, but honor above profit".
Types and forms of business communication. According to the character
and the contents the communication are divided into: formal (business) and infor-
mal (secular, ordinary, household).
Business communication is a process of speech interrelation and interaction
in which there is an exchange of activity, information and the experience assuming
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achievement of a certain result, the solution of a specific problem or realization of
a definite purpose.
Business communication can be divided conditionally on direct speech con-
tact and indirect (when between partners there is an existential distance).
Direct business communication possesses bigger, productivity, force of emo-
tional influence and suggestion.
Business communication differs from ordinary (informal) because in its
process the purposes and specific objectives which demand the decision are set. In
business communication we can't stop interaction with the partner (at least without
loss for both parties). In usual companionship specific tasks, definite purposes
aren't set most often. Such communication can be stopped (at the request of partic-
ipants) at any time.
Business communication is realized in various forms:
business conversation – speech communication between interlocutors
who have necessary powers from the organizations and firms for estab-
lishment of business relations, permission of business problems or de-
velopment of a constructive approach to their decision.
business negotiations – the main means of the coordinated decision-
making in the course of communication of interested parties.
business meetings – a way of open collective discussion of problems
group of experts.
public statements – transfer to one acting information of various level
of wide audience with observance of rules and the principles of creation
of speech and use of oratorical receptions.
Vocabulary:
infringement – нарушение
trifle – мелочь
compliance – соответствие
assessment – оценка
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decency – порядочность
dishonorableness – бесчестность, непорядочность
interrelation – взаимосвязь, взаимоотношение
interlocutor – собеседник
Questions:
1. What is business ethics?
2. What are the ethical principles and norms of business people?
3. Tell about tolerance and tactfulness.
4. By what concept are business ethics guided?
5. Name the formula of success of the western entrepreneur and the golden rule of
the business.
6. Tell about the reputation and the motto of a company to keep it.
7. Tell about the types and forms of business communication.
8. What is business communication?
9. Name the forms of business communication.
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LECTURE 2
THE DEVELOPMENT OF BUSINESS ETHICS IN RUSSIA
Ethical standards of business contacts, business relationship, and ethical re-
quirements in Russia were known and spread in the activities of merchants in the
middle of the eighteenth century.
The book "Medieval merchant" by A.Gurevich and A.Fomin from Arkhan-
gelsk tells about them.
Russian thinkers and philosophers worked out the views and approaches to
work and business ethics, who argued that the dignity of man is determined by his
labor.
Describing merchant ethics in the late eighteenth and nineteenth centuries
contemporaries talked about its contradictions: on the one hand, honesty, fidelity to
the word, integrity, a desire to preserve the good name and on the other - deceitful-
ness, the desire for profit at any cost, the violation of commitments.
Researchers note beneficial effects and the impact of Orthodoxy in business
ethics. This impact has been, above all, the overall positive moral and ethical cha-
racter.
Orthodox Church encouraged charity, but condemned usury. This led to the
inhibition of the unfolding banking, thus delaying the economic development of
the country.
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In the history and development of the basic ideas of business ethics and the
ethics of governance in Russia an important role belongs to the Old Believer
branches of religion.
They settled in new places, became the owners of new businesses - industri-
al, commercial, exploration and production of minerals. Old Believers formed new
ethical standards which are then allocated to the people and made it possible to
achieve success in business.
Russia in XIX - early XX centuries was characterized by a set of traditions
that placed it on the same level as the leading nations of the world. At this time
those who did not observe moral and ethical standards might be "cut off" from the
business. In each city, there were merchant society, which had the right to recom-
mend an entrepreneur in the merchant guild.
This right must be earned by honesty and personal integrity. There was a
court, which could permanently deprive the merchant of the actual right to engage
in entrepreneurial activities. To create a "limited partnership" there was a matter of
only one merchant's word.
In 1912 the Russian business community adopted "Seven principles of doing
business in Russia", which can be considered the starting point of the formation of
the modern code of ethics of the Russian business culture. These seven principles
are: respect the power, and be honest and truthful, respect the right to private prop-
erty, love and respect the person, and be true to his word, live by means, and be
purposeful.
After the World War I, the October Revolution and the Civil War entrepre-
neurial class was defeated, entered the command-bureaucratic system of manage-
ment. In the Soviet period, bulk lawlessness against the individuality existed, a
person’s interests were almost entirely subordinated to the interests of the society.
During the socialist period businessmen were prosecuted and punished, in-
cluding the death penalty. The Marxist socialism served as ethics. It claimed the
class character of moral requirements and standards. Hence, labor public relations
always prevailed over personal, discipline - on the initiative, etc.
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In the post-Stalin period a gradual replacement of purposes took place: bu-
reaucratic, technocratic apparatus began to focus on their own narrow goals of a
personal nature. As a result of the declared socialism eroded ethics of "double
standards".
The old business ethics, based on the foundations of Orthodox spirituality
and education, being outlawed, was lost.
Vocabulary:
dignity – достоинство
integrity – честность
deceitfulness – лживость, двуличность
violation of commitments – нарушение обязательств
usury – ростовщичество
to cut off – отсекать, зд. выкинуть
guild – гильдия
to defeat – побеждать
lawlessness – беззаконие, бесправие
death penalty – смертная казнь
spirituality – духовность
outlawed – вне закона
Questions:
1. When were Ethical standards of business contacts, business relationship, and
ethical requirements in Russia known and spread?
2. What did Russian thinkers and philosophers work out?
3. Tell about the contradictions of ethics in the late eighteenth and nineteenth cen-
turies.
4. Tell about the impact of the Orthodox Church on the business ethics.
5. Tell about the role of the Old believers in the development of Russian business
ethics.
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