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. . . . . . . . . consider offering you a three·year contract.. . . . . . . assume that the deal is off.Match the expressions (1-5) to the functions (a-e).1I f you order more, we'll give you a discount.2 What exactly do you mean?a) Refusing an offerb) Playing for time3I'd like to think about it.c) Making offers and concessions4I'm not sure about that.d) Closing the deal5 Right, I think we've covered everything.e) Checking understandingCultures: Doing business internationallyDecide whether these sentences are typically about doing business in Brazil(B), Japan OJ or Saudi Arabia (SA). One applies to more than one country.1People tend to stand close together when talking and are not afraid to touch each other.2Don't be afraid of silence.3On receiving a business card, examine it carefully, then place it on the table in front of you.4Initial meetings are generally not private.5If you are offered coffee, accept, even if you do not normally drink coffee.6During a presentation, you can expect to be interrupted and asked a lot of questions.7Don't give white flowers as a gift, because they remind people of death.8 Avoid direct questions, especially questions which may require a 'no' answer.9A meeting may be postponed by one or two days once you arrive.10 Don't bring up topics of conversation such as crime, the government or deforestation.95STARTI NG U PmDiscuss this list of unethical activities.
In your opinion, which are the worst?Are any common in your country?1Finding ways of paying as little tax as possible2Using your work computer or phone for private purposes (e.g. online shopping)3 Accepting praise for someone else's ideas or work4 Selling something as genuine when you know it is not5Using your influence to get jobs for friends or relatives (nepotism)6Phoning in sick at work when you are not ill7Not telling the truth about your age or experience on an application form8Not saying anything when you are charged too little for something by mistake9Paying people in cash for jobs done around the home in order to reduce the cost10 Claiming extra expenses (e.g. getting a taxi receipt for more than the actual fare)IIIAre some jobs/professions more ethical than others? How ethical do you thinkthese professions are? Which are seen as more/less ethical in your country?accountant civil servantnurse university lecturerB96lawyersoldierpolice officer politician banker estate agentcar sales executive journalist doctor taxi driverDiscuss the q uestions.1What is the purpose of a business.
in your opinion? Is it just to make money?2What do you understand by the term 'an ethical business'?UNIT 10_join\il'M�..ETH ICSlook at the situations_ Which do you think are the most serious?Right or wrong1A new contact suggests that a payment into his private bank account will enable acompany to win a valuable supply contract.2An employee informs some friends about a company takeover before it is generallyknown so they can buy shares and make a profit.3A company is making copies of luxury branded products and selling them in street markets.4 An upmarket private airline only employs attractive women under 25 years old as cabincrew and ground staff.5An industrial company is disposing of waste chemicals in the sea.6 A car manufacturer is secretly taking photos of a rival's new model at a test track.7 A cosmetics and pharmaceutical company tries out all its products on rats and mice.8Some criminals buy property and expensive cars with money they got from illegalactivities.
The goods are then sold and the now 'clean' money is used in otherbusinesses and new bank accounts.9 A group of rival mobile phone companies get together and agree to chargeapproximately the same amount for a range of services and packages.10 A company tells the authorities that it is making a lot less profit than it actually is.IlMatch words from Box A and Box B to make word partnerships whichdescribe the activities in Exercise A.EXAMPLE:AB1 bribery aod corruptioobFibefytaxpriceenvironmentalsexinsidercounterfeitmoneyanimalindustrialafleJeeFFtll3tieFltestingdiscriminationfraudtradingfixinglaunderinggoodspollutionespionageB�)>> C02.25 Mark the stress in each word partnership from Exercise B. ThenmDiscuss the questions.listen to the correct answers,1 Which of the activities described in Exercise A are illegal in your country?2 Are there any which you think should not be illegal because this damages business?3DIn your opinion, which are the easiest or most difficult to control?Work in groups_ What should you do in each of these situations?1Your boss has asked you to make one member of your department redundant.
Thechoice is between the most popular team member, who is the worst at his job, or the bestworker, who is the least popular with the other team members. Who do you choose?2The best-qualified person for the post of Sales Manager is female. However, you knowmost of your customers would prefer a man. I f you appoint a woman, you will probablylose some sales.3 You work for a travel company which is in serious financial difficulties and will gobankrupt in the near future.
Your boss has ordered you to continue to accept depositsand payments from customers until the company officially stops trading. You fear thatthese people may lose their money or may be left abroad when the company collapses.See the DVD-ROM(or the i-Glossary.AV4 Your company has a new advertising campaign which stresses its honesty, fairness andethical business behaviour. It has factories in several countries where wages are verylow. At present, it is paying workers the local market rate.97UNIT 10 •• ETHICSREADINGThe ethics ofreSUme writingiiiI]I n groups, discuss the question.Is there ever a time when it is OK to lie o n a resume?Read the headline and subheading of the article. I n pairs, predict five wordsthat will appear in the article.
Include some words connected to dishonesty.Check the article to see if you were correct. Underline all the words i n thearticle connected with dishonesty.The eth ics of res u m e wri t i n gIt's never OK to lie on a resume. But what about stretching the truth?by Clinton D. KorverHow much can you "dress u p " your resume to m a k e yourself as strong acandidate as possible without crossing the ethical line of deception? Consider afew conflicting thoughts,••Over50% of people lie on their resume.A M o n ster.com blog about the dangers of lying on your resume elicited 60comments from job seekers reco m m e n d i n g lying and only 46 discouragingit.
Recommenders justified lying by c la i m i n g , everyone else is doing it.companies lie about job requirements. a n d it's hard to get a good job.•Executives caught lying on their resumes often lose t h e i r jobs.I f you are reading this blog. you probably are not tempted by dishon esty. B u t whatabout the followi n g '•Claiming a degree that was not earned because you d i d most of t h e work a n dwere only a few credits short.•Creating a more i m p ressive job title because you were already doing all of t h ework o f t h a t position.•Claiming a team's contributions as your own, because other members d i d n o tcarry their weight.•Inflating t h e number of people or range of functions for which you h a d d i rectresponsibility because you really did have a great deal of influence over t h e m .These are called rationalizations-constructing a justification f o r a decision yoususpect is really wrong.
You create a story that sounds believable but doesn't passclose examination. You begin to fool yourself. You develop habits of distorted thinking.So where is the line? You need to decide that for yours elf. Here are some tests tokeep your t h i n k i n g clear,•Other-shoe tesL How would you feel if t h e s h o e were on t h e o t h e r foot a n d youwere the h i r i n g manager looking at this resume? What assumptions wouldyou draw and would they be accurate?•Front-page test, Would you think the same way if t h e accomplishment i nquestion were reported o n t h e front page of t h e Wall Street Journal? O r yourprior e m p loyer's internal newsletter?But wait, you say. My resume doesn't quite pass these tests, but t h e re issomething real underneath my claims.
a n d I d o not want to sell myself short.When i n doubt. ask a n old boss. While asking a n old boss may b e difficult. it hasmany benefits. Precisely because it i s difficult. it forces you to think clearly andsometimes creatively. Asking also checks the accuracy of your claims, trains yourold boss in how to represent you during reference checks. and sometimes yourold boss may give you better ways to represent yourself.from98Business WeekUNIT 10 •• ETHICSDmRead the article again and answer the questions.1What reasons are given for not being totally honest on your CV?2What can happen to senior managers who lie o n their CVs?3Which of the four rationalisations do you think is the most serious? Why?4What happens to you when you start using rationalisations?5What are the advantages of asking an old boss?Discuss the two situations and decide what you would do in each case.1 You discover that one of your top employees, who has done an excellent job for the last1 5 years, lied about their qualifications when she joined the company.2LISTENINGHelpingenvironmentalresearchIIIOne of your employees, who is not a good worker, has asked you to give him a goodreference.
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