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Lecture notes, cheat sheets
Коммерческая деятельность. Этика и мораль предпринимательства (конспект лекций)
Directory / Lecture notes, cheat sheets Table of contents (expand) LECTURE No. 8. Ethics and morality of entrepreneurship 1. Business and Morality Этика - translated from Greek means the philosophical doctrine of morality, its principles, norms and role in society (E. Hegel). Morality - this is a set of principles and norms of people's behavior in relation to each other and to society (Modern Explanatory Dictionary of the Russian Language. M., 2004). In entrepreneurial activity, ethics and morality are expressed in the highly moral behavior of businessmen in the process of conducting various business operations. An entrepreneur should create an image of a decent and honest person, following the principles of high morality. Most often, many aspiring entrepreneurs are not sufficiently aware that the observance of the principles of morality and ethics and the creation of the image of a decent person are the key to successful entrepreneurial activity. Moral norms, first of all, are based on the honor and conscience of a person. You cannot force a businessman to be a highly moral person. He must feel these qualities in himself, have his own convictions in this regard. Business It is an entrepreneurial activity that generates income. In the process of entrepreneurial activity, there is an exchange between people of money, goods, resources, services, various results of activity. For both parties involved in the exchange, the first imperative principle of fair business must be the rules of equivalence and equivalence. As a result of compliance with these rules, there is a fair exchange between participants in a business transaction, as a result of which each participant remains in a winning position. In business, there should be no deceit, dishonest behavior, non-compliance with the principles of human morality and ethics, since the activity of an entrepreneur is associated with risk. Many entrepreneurs enter into transactions not documented, but only in words, having secured the word of honor of the participant in the operation. Guaranteeing each other the observance of the rules of honesty and decency in the process of conducting an operation, entrepreneurs have the opportunity to receive not only good profits, but also create an image of decent people and partners for themselves. Unfortunately, there are people in business for whom there are no rules of respectable relations. They do not observe any civil, religious or human laws of morality. Theft, deceit, bribery and extortion are not vices, but virtues. Most often, novice entrepreneurs who need to acquire initial capital in order to start entrepreneurial activities resort to deception and theft. People without morals resort to immoral ways of doing business, justifying this by saying that any means are good to achieve goals. Immoral business is an acute problem in the social society. The difficulty in solving this problem lies in the fact that it is difficult to hold dishonest and immoral entrepreneurs accountable for non-compliance with the norms of morality and ethics in business. Bringing to criminal or civil liability is possible only in cases where there is a violation of legal laws. In the modern world, in the conditions of strict competition in entrepreneurial activity, it is necessary to develop high morality and morality in a businessman, otherwise his business will not have a future. Considering that business often passes from father to son, the qualities of an honest, highly moral person with high moral principles should be instilled in a person from childhood. In order to become a successful businessman, a person must have such qualities as: 1) activity, initiative, activity; 2) the ability to take advantage of failure and use it for further success; 3) the ability, in case of loss of everything, to start all over again; 4) straightness; 5) creativity; 6) persistence; 7) the ability to manage the situation; 8) flexibility; 9) analytical mindset; 10) optimism. An entrepreneur or businessman must be able to take risks. But the risk should not be reckless, but precisely calculated. Ability to take risks - this is the ability to calculate all possible options, as well as the ability to explain all the circumstances to the employees of your organization. An entrepreneur or businessman must have high spiritual and physical qualities. Physical qualities are expressed in the fact that the leader must work more than others and at the same time quite calmly endure such physical exertion. An important quality of a good leader is the ability to keep his word and keep his promises. An essential quality of an entrepreneur is the ability to be attentive to all the details of the business, including technical, financial and marketing issues. If a businessman treats business not only as a source of profit, but also as an interesting business, the meaning of life, life values, striving for his own improvement, this can help him achieve high results in the process of entrepreneurial activity. A businessman should appreciate and not forget his mentors, be able to conclude honest and mutually beneficial deals, and have the ability to negotiate. 2. Moral and ethical code of a civilized entrepreneur Moral and ethical code of a civilized businessman includes principles that should guide every entrepreneur who strives to maintain a successful business and mutual respect with other entrepreneurs. Every self-respecting businessman should feel the limit of permissible behavior, which cannot be transgressed. Illiterate and ill-bred people violate the laws of the moral and ethical code due to their ignorance in this matter. They have a chance to change their behavior by learning the elementary norms of entrepreneurial behavior. But there are businessmen who are well aware of their immoral behavior and act so deliberately, for their own benefit. At the beginning of the twentieth century, Russian entrepreneurs identified the basic principles of behavior in the process of entrepreneurial activity. 1. Be honest and truthful. The basis of successful entrepreneurship, as well as the key to stable and harmonious relationships in business, are honesty and truthfulness. 2. Love and respect the person. By respecting his subordinates, an entrepreneur provides himself with reciprocal respect and authority. People feel trusted by their leader and try to use all their abilities and knowledge to achieve excellent results. 3. Respect authority. Respect for authority disciplines the businessman and ensures order and compliance with legal and administrative laws. 4. Be true to your word. The word of a business person is valued very highly if it never diverges from the deed. Often transactions are made orally, without drawing up documents. In such cases, the success of the enterprise directly depends on the mutual trust of the parties to the transaction. 5. Respect private property rights. Confidence in respect of private property rights provides a free entrepreneur with the opportunity to work successfully and beneficially for the benefit of his state. 6. Be purposeful. When starting a business, an entrepreneur must set a clear goal to achieve. On the way to achieving this goal, you cannot be distracted by other, secondary goals. 7. Live within your means. Before starting any business operation, an entrepreneur must correctly assess his capabilities and the amount of his funds. By following these simple rules of doing business, a businessman provides himself with confidence not only in the successful future of his business, but also creates a strong reputation as a decent person. Unfortunately, most often one has to observe disrespect for the authorities, tax evasion, non-compliance with the laws of ethics and morality in business activities. Businessmen, distinguished by ignorance in matters of morality, see in their clients not full-fledged participants in the exchange of goods, but only a source of profit. Modern entrepreneurs are condemning dishonest business conduct and violation of the rules of the moral and ethical code, therefore, most often businessmen who are short-sighted in matters of the laws of doing business and the rules of communication in the process of business operations complete their business with a complete collapse. The textbook entitled "Noble Business" describes the moral and ethical makeup of the modern entrepreneur as follows: A modern entrepreneur should have such a set of qualities as: 1) humanism; 2) trust and respect for other people, respect for their professionalism and competence; 3) the desire to see and appreciate personal qualities not only in oneself, but also in the people around; 4) be convinced that the results of his work will benefit not only the businessman himself, but also the state; 5) perceive business as a creative process; believe in the abilities of the surrounding people and in their desire to develop in the name of business promotion; 6) strive for self-improvement, increasing their knowledge, learning new technologies; 7) be a true connoisseur of science, culture, education; 8) observe laws, social order, respect state power, any form of ownership; 9) not harm the environment; 10) recognize competition as a necessary component in entrepreneurial activity, strive for honest cooperation with other businessmen. After analyzing the historically developed principles of morality, one can note the desire to single out in modern representatives of entrepreneurship both the necessary business qualities and the qualities of a highly moral and highly intelligent person. 3. Entrepreneurial culture culture - this is a high level of development of any sphere of human activity or the conditions of his life. Entrepreneurial culture represents the behavior of entrepreneurs and the idea of their values. Culture characterizes the level of upbringing, education, communication of people, their spiritual world. The culture of entrepreneurship includes interaction and communication between business participants, faith in one's business, and observance of the high quality of the products of one's activity. Entrepreneurial culture consists of the internal and external culture of entrepreneurial firms. internal culture reflects the relationship of business participants within the company. External culture embodies the observance of the rules of cultural behavior of entrepreneurs in relation to their suppliers, consumers, buyers and other participants in a business operation with whom the entrepreneur contacts in the course of his activities. There are open and closed cultures of entrepreneurial behavior. An open culture is one that is exposed to the public. A closed - is the true, unspoken image of the behavior of the entrepreneur. The culture of entrepreneurship, like morality, is an important rule of doing business, despite the fact that these rules do not have official written confirmation. There are two components to an entrepreneurial culture. 1. Entrepreneur's idea of business values. Each entrepreneur has his own scale of values, his own goals, his own point of view on consumers, the demand for goods, the quality of goods, methods of calculating costs and profits. 2. Rules and norms of conduct during business transactions. Each entrepreneur establishes for himself certain rules and norms of behavior necessary for successful cooperation with participants in operations. Specific Behavior - the behavior of an entrepreneur in the process of conducting any business operation, where he implements the rules and norms of cultural behavior he has learned. The culture of entrepreneurship includes several sectors in which it is most often manifested: service culture, trade culture, administrative and managerial culture. The culture of entrepreneurship is not an independent process, it combines both the culture of the entrepreneur and the culture of other participants in the business operation, the culture of employees, the culture of consumers and buyers. The lack of an entrepreneurial culture among modern businessmen leads to the formation of intermediary entrepreneurship, in which making small but quick profits is valued by businessmen more than planning and conducting large business operations. In the process of entrepreneurial activity, a businessman has to enter into such a form of communication with partners as business meeting. In order to properly conduct this business meeting, it is necessary to acquire communication skills during negotiations. Before you go to an important business meeting, you need to think about what and how to say to your negotiating partners. The next important factor is to create the right atmosphere during negotiations. The meeting begins with a greeting, introduction of business partners to each other. The next stage of the meeting is a statement of the problem, introduction to the course of the matter, determination of the nature of the problem. Next, the businessman must state his position on this issue, after which a discussion of the topic begins with a partner. The discussion ends with the conclusion of an agreement on ways to solve the problem. After the main options for solving the problem under discussion are outlined in the process of dialogue, negotiations can be completed. You need to start negotiations with important aspects that need to be discussed. If during the discussion the partners come to an agreement, the next stage of communication will be a discussion of the details. In the negotiation process, it is very important for a businessman to remember the manner of your speech. You need to speak not very loudly, but clearly; speech should be unhurried, clear and understandable. To achieve a positive impact on a business partner, you can show samples or photographs that will serve as confirmation to partners of the effectiveness of their participation in the proposed project. Do not start negotiations immediately with the most important issues that require active discussion. It is better to move on to them later, after a general introduction to the course of the matter. A businessman should be able to accurately and concisely argue his statements, without giving empty promises. If negotiations reach an impasse, it is necessary to try to consider the problem from the other side. If a businessman does not agree with a partner, he must express his disagreement constructively, without harsh statements. You need to be able to give in to your partner in small things, winning in the main. You need to complete the transaction at the time when the partner is ready for this. If a businessman appears as a buyer, do not rush to agree with the seller's offer. Time is always on the buyer's side. If the buyer does not agree with the proposed terms, the seller may offer more favorable terms for the buyer, which will suit him. When negotiating with foreigners, it is necessary to pay attention to their style of behavior, their traditions, which must be taken into account. The Americans have a mood to discuss not only general issues, but also prefer to discuss details in detail. Usually they treat partners well, they are distinguished by friendliness, while at the same time demanding the same attitude towards themselves. Chinese prefer to negotiate in stages. At the first stage, they clarify the positions, are very attentive to the appearance of the partners, by which they determine their status, to the manner of their behavior. In the process of communication, the Chinese try to highlight people who show sympathy for them. This helps them in the future to influence with their help the position of partners. At the second stage of negotiations, the problem is discussed. During the discussion, the Chinese are attentive to the mistakes made by partners, which they try to use to assess the capabilities of a partner company. The third stage of the negotiations is the final one. At this stage, the partners make a decision. The Chinese prefer to make decisions not at the table in a restaurant, but at home. French people usually avoid discussing the problem, being with a partner face to face. They are distinguished by independence, courtesy, courtesy and courtesy. Attention is paid to preliminary discussion and agreements. They prefer not to confront partners. Negotiations are conducted in their native language. Japanese they try to avoid discussion, do not like clashes with the positions of partners, pay great attention to establishing personal relationships, show increased attention to the interlocutor. Very sensitive to public opinion. Differ in accuracy and punctuality. Germans prefer to work out their position in partnerships in advance. During the negotiation process, all issues are consistently discussed. English differ in that they always try to avoid clashes on the issues under discussion, have flexibility in communication, and always meet partners halfway. They prefer a minimum of preparation for negotiations. Hungarians prefer to negotiate in a formal setting, rather than at a restaurant table. They do not like to bargain, they quickly give way to partners. Arabs consider the establishment of trust between partners to be the main condition. They are distinguished by the observance of the traditions of Islam, according to which they constantly turn to their roots, to their past. All the details of the negotiations are worked out in advance. After the negotiations are held, it is necessary to certify their content in writing. The results of the negotiations are subject to mandatory discussion in the firm, regardless of the positive or negative result of the negotiations. Business correspondence is also an important component in the process of business communication between a businessman and partners. A businessman must be able to write letters and respond to inquiries. A business letter has the following structure: 1) justification of the relevance of the request; 2) the content of the request; 3) the expected result with the wording of guarantees. The cover letter consists of the following items: 1) a message about the sent material; 2) clarifying information. A letter containing a request must state the reasons for the request, the essence of the request, and the expected result. The letter of request must begin with the word "please". The response letter consists of the following parts: 1) repetition of the request; 2) the reason for the refusal; 3) statement of refusal. The refusal should be softened with certain phrases, for example: “Unfortunately, your request cannot be granted...”. If the author of the letter is an organization, the letter is written from a third party. Written documents such as orders, official letters, statements, reports and explanatory notes are written in the first person. The content of the letter should be short and concise in content. In the process of entrepreneurial activity, various exhibitions, presentations, press conferences are held. The purpose of these events is to attract new partners and customers to the company's products. Exhibition carried out according to the following scheme: 1) determination of the purpose of the exhibition; 2) drawing up a plan for the exhibition; 3) placement of exhibits; 4) planning the direction of movement of visitors. The success of the exhibition depends on the professional work of stand attendants. They must be highly qualified, appropriate clothing, have an excellent command of the rules of interpersonal communication, and have tact. An important requirement for stand attendants is their ability to keep official secrets. Press conference held in the morning. It is attended by journalists, radio and television correspondents. The list of invitees is compiled and sent out a month before the planned event, and then the mailing is repeated one to two weeks before the event. Presentations are held to provide consumers with information about the capabilities of the company, its novelties and additional qualities of goods. The presentation is an advertising action. Preparing for a presentation is similar to preparing for an exhibition. The text of the advertisement should contain short pieces of information about the merits and achievements of the company, the results should be expressed in numbers and percentages in relation to competing firms. 4. Service etiquette Service etiquette call the norms and rules of conduct in the process of communication with colleagues, the order and forms of relations in the process of official contacts. The concept of office etiquette includes the rules of greeting, acquaintance, introduction, communication with managers, colleagues, subordinates, rules for conducting business negotiations, rules for correspondence, as well as requirements for appearance, demeanor, style of dress, speech communication. In international business, the developed rules of the international protocol are applied, according to which businessmen are obliged to comply with the norms of official conduct. Books are judged by their covers, people by their clothes. Therefore, the image of a businessman is of great importance. The clothes of an entrepreneur should emphasize his taste, be fashionable, but rather strict. The image created with the help of clothing plays an important role in how a person is perceived by the people around him. The work clothes of a businessman should correspond to the internal culture of the company, emphasize its solidity. According to etiquette, when meeting a woman, a man should say hello first. A young man, when meeting with a person older than him, should also be the first to greet. When meeting with the leader, the subordinate does not have to greet him first, it is also allowed that the leader can greet him first. In Russian society, it is customary to address leaders, colleagues and partners by their first and middle names. If the appeal is written, the word "respected" may be added to the name and patronymic. In business situations, you should refer to partners as "You". You can switch to addressing "you" only in an informal setting by mutual agreement. At the first meeting, which is of a business nature, a man must introduce himself to a woman first. Participants of the business meeting are introduced to each other by the organizers of the meeting. In the process of business relations, it is necessary to observe subordination, which characterizes the behavior of people corresponding to their position. Compliance with the rules of business etiquette includes the ability to listen to the interlocutor, not to interrupt him. If it becomes necessary to interrupt the interlocutor, you must first apologize for the interrupted conversation. In the process of business communication, it is necessary to show courtesy and respect to partners. During negotiations or a business conversation, you should not openly show your emotions. Even in the most acute situations, it is necessary to maintain restraint and calmness. In a written appeal to business partners, it is important to observe the culture of writing, to be able to express your thoughts in a concise and intelligible form. A typical standard of behavior in a business setting is based on the ability to anticipate the behavior of both parties to a business meeting. Due to disrespect for the forms of communication, mutual understanding between partners may be damaged, as a result of which the transaction may not take place. If a feeling of mutual respect arises between partners, a positive emotional background of communication is created, which favorably affects the results of business contact. Before entering into any business contact, a businessman needs to get to know the interlocutor. As a rule, acquaintance is organized by the more active side of the business meeting. There are certain phrases with which you can address your interlocutor, for example, “My name is..., how can I contact you?”, or “Let’s get to know each other, what’s your name?” The second phrase is used when there is a desire to “equalize” the positions of the interlocutors initially. To clarify your goals, you should start the conversation with the phrase: “You might be interested in knowing that...”, or: “It’s important for me to talk to you about...”. In the case when the interlocutor should speak first, you need to turn to him with the words: "I am listening to you carefully." In the process of conducting a business conversation, it is important to carefully look at the interlocutor and speak in a calm and trusting tone. During a business conversation, you should not put a lot of pressure on the interlocutor. This may cause him to take a defensive stance to protect his authority. If the interlocutor does not want to reach an agreement on some issue, you should not seek it immediately. It is necessary to retreat for a while, and later return to this issue again. It is necessary to give the opportunity to the interlocutor to maintain their sense of self-respect. If it was possible to come to a mutual agreement, it is necessary to discuss further actions in detail. You need to end the conversation with a brief and objective summing up of its results. In the process of communication, it is unacceptable to use insults to the interlocutor, as well as the use of an orderly tone and categorical statements. With any result of a business conversation, you must politely say goodbye, while maintaining self-esteem. It is important to remember that a good attitude towards people is the basis of any communication, otherwise no techniques and tactics of negotiating and business conversations will help. A businessman must have the right skills communication by phone. You need to speak in a low voice, not very loudly. The conversation should begin with the words: “I am listening to you,” followed by a greeting to the interlocutor. During a conversation, it is necessary to maintain politeness, goodwill and attention towards the interlocutor. The woman who finishes the conversation first (when talking to a man), the eldest in age, the eldest in official position. Arriving at the workplace, the businessman must make a list of people who need to be called, indicating their contact phone number opposite the names. Maintaining business and personal contacts is facilitated by distributing company business cards among clients and partners. The size of the business card must correspond to the accepted parameters: 9 x 5 cm. The contents indicate the full name, address of the institution, telephone numbers. Strengthening the authority of the company and its reputation contributes to the correct social policy of its management. An entrepreneur or businessman must be able to communicate and work with people. It must be remembered that each person is a person who has strengths and weaknesses. You need to praise employees in public, but it is better to criticize in private. Attention to people should be a mandatory quality of any leader. The tone of the leader's order must be polite. If the manager gives instructions to employees that are not part of their duties, they must be expressed in the form of a request. The manager needs to maintain self-control when communicating with staff in any production situations. Rewards affect people more than punishments. If it is necessary to subject an employee to criticism, the manager must be tactful and fair, taking into account the employee's gender, age and temperament. With an elderly person, you need to be polite, and with a young and lazy person, you can afford firmness and exactingness. In order to maintain authority in the right positions, the leader should follow some rules of communication: 1) be self-critical; 2) not to humiliate the dignity of employees by unfair actions and words; 3) not to persecute employees' criticism of the manager, but to take it into account in order to determine a behavior strategy that will ensure the strengthening of authority and change the attitude of employees for the better. Creating comfortable moral and mental conditions for subordinates and a favorable atmosphere of mutual understanding contributes to the successful existence and production development of the company. It is important for a manager to be able to manage his behavior: to be polite, friendly, smile and maintain a good mood in himself and his employees. In the field of entrepreneurship, it is customary to hold formal and informal receptions. Business breakfasts and lunches are considered informal receptions. Breakfasts It is accepted to appoint from 8 o'clock in the morning. They last approximately one or one and a half hours. A table in a cafe or restaurant is ordered in advance and is usually served with fruits, sausages, dairy products, bread, butter; from drinks juices, tea and coffee are used. Lunch, or second breakfast takes place between 12.00 and 14.00 pm. At lunch, it is customary to consume various snacks and drinks, which may include an aperitif or other low-alcohol drinks. If an event such as the signing of a contract or the opening of an exhibition is scheduled during the daytime hours, it is customary to serve snacks and drinks such as champagne, dry wine, as well as tea and coffee during the event. The duration of the event is about an hour. Lunch refers to the evening types of business reception. It can be official or unofficial. Official lunch It is customary to start at 20 pm. Lunch time is approximately two and a half hours. Guest lists are prepared in advance. At the table, places are allocated using cards with the names of guests. The guests are at the table during the first hour, and during the rest of the time they communicate in the living room. Appropriate attire is required for a formal dinner: men must wear a tuxedo or formal suit, and women must wear evening dress. In addition to lunch, evening meals include buffet lunch, dinner and tea. lunch buffet is less formal than lunch and dinner. It can be done at home or outdoors. Tables are served with snacks, hot dishes and spirits. The table has the character of a buffet table, i.e. guests themselves fill their plates with snacks and sit down at tables of 4 or 6 people. Such activities can be organized after attending cultural events. Dinner usually starts at 21:XNUMX or later. This event is organized and takes place in a similar way to a dinner. Tea organized at 17 pm. It is customary to serve sandwiches, canapes, cookies, sweets, drinks and fruits for tea. No special clothing is required for this event, and it lasts up to an hour and a half. During the autumn-winter season, an event such as a literary or musical evening may be arranged. Invitations to guests of such events are sent out in advance, at the beginning of the season. They are valid until the end of the season. The dress code is free. For any reception, you need to prepare in advance, depending on the type of reception and its purpose. It is necessary to determine the venue for the reception, draw up lists of invitees, send out invitations to them, outline their places at the table, draw up a menu, prepare a program of events at the reception, consider table setting and guest service. Invitations are first made verbally, and if accepted, they are printed and sent to guests 1-2 weeks before the planned event. The seating of guests is of great importance, since at the table it is necessary to take into account their official position and social status. In accordance with this, places at the table are distributed. The most honorable places are considered to be next to the owner and hostess. The farther away from the reception hosts the places are located, the less honorable they are considered. In order of arrangement at the table, guests are seated so that men alternate with women. In the event that the table is round, the position of the guests behind it will be equal. During the presence at the reception, you must follow the rules of conduct. Sitting at the table, a woman should not lift her dress, and a man should not pull up his pants so that his bare leg is visible. When landing in a low chair, the legs should be kept together, without throwing one over the other. During the reception, it is undesirable to discuss business matters and related problems. Conversations should be on topics that are of interest to all guests. For example, about the news of the theater, cinema, art, literature. It is customary to invite negotiating partners for lunch or dinner. You must arrive at your appointment exactly at the scheduled time. Being late or coming to an appointment earlier or later than the appointed hour is considered indecent. If there is a risk of being late for an event, it is necessary to find a way to warn about it. It is customary for the hostess to bring flowers. Flowers must be in festive packaging or unfolded. When giving a present, you need to kiss the woman's hand. It is customary to greet the owner by shaking hands. After the reception, the next day, you need to send a written thanks to the owners. You need to not only arrive on time, but also leave. Leaving the company of the assembled guests, it is not necessary to say goodbye to everyone. You can only say goodbye to the hosts so as not to embarrass the guests with your departure and not distract them from communicating with those present. Managers and employees of senior rank should arrive later than those of lower rank, and, on the contrary, leave before them. It is not necessary to disperse all at once, but gradually. In the field of business and entrepreneurship, it is customary to give gifts and souvenirs. At the same time, tact and a sense of proportion should be observed. You should not give very expensive gifts, so as not to make your colleague feel embarrassed. A gift should express an attitude towards a partner and carry a piece of the giver's warmth. Gifts and souvenirs in the form of art products, sculptures, figurines, decorative utensils, art and scientific books may suit foreign partners. In addition, you can give confectionery, drinks, tobacco products, various national souvenirs. When presenting a gift, you can say a few pleasant words with good wishes. When accepting a gift, it is necessary to thank the giver for his attention and praise him for his good taste in choosing a gift. In the event that the gift was transferred through a courier or a third party, it is necessary to send a written thanks to the donor or thank him by phone. It is not customary to refuse a gift, but if you have to do this, you need to thank the giver for the attention paid and apologize, explaining the reasons for the refusal. There are several rules, the implementation of which helps a businessman to make a favorable impression on the people around him. These include the following rules: 1) Always address people by their first names. Addressing a person by name sounds like a compliment, but if the name is called incorrectly, this circumstance can offend a person; 2) smile at people when interacting with them. A smile helps to immediately win over a person and quickly establish contact with him; 3) show interest in people. If you talk with a person only about your person, he may think that you are not interested in you as a person. Showing interest in people helps you make many friends. Talking with a person on topics of interest to him, we achieve his location; 4) listen carefully to people. The ability to listen carefully is an important quality in the process of interpersonal communication. Many people have a need to speak out to someone who can listen and sympathize with them. The manifestation of your participation in the problems and achievements of people helps them to see in you a like-minded person and a person who is close to them in spirit. Instill in people the consciousness of their significance. In order to have many friends and like-minded people, you need to inspire people that they are very important in your life. In addition, people are pleased to know that they are superior to you in any matters. By accepting their help and expressing gratitude for it, you emphasize their importance. By giving people what we would like to receive from them, we gain important experience in communicating with them and make many friends. In addition to the rules that help win people over, a businessman should know a few basic tricks that help find like-minded people in people. These include the following communication rules: 1) don’t try to prove a person wrong. By proving to a person that he is wrong, we risk making an enemy. In communication you need to strive for diplomatic relations. In most cases, people refuse to admit that they are wrong and, despite heated debates and presentation of evidence, usually remain unconvinced. You shouldn’t ruin your relationship with a person by trying to prove to him something that he doesn’t want to accept. You can prove that you are right not with words, but with well-thought-out actions. As a result, a person can independently understand that he was wrong, but in this case it will be his own conclusion, and not imposed by other people; 2) don't try to win an argument. As you know, there are no rights in a dispute. Regardless of the common sense and intelligence of people, in a dispute everyone remains unconvinced; 3) the ability to admit when you are wrong. Admitting yourself to be wrong is always more profitable than entering into confrontation with your interlocutors. A quick and decisive concession can help persuade the other person to your point of view; 4) the ability to listen more to your interlocutor than to speak yourself. You need to give the interlocutor enough time to speak. Perhaps you will receive information that will help you establish a mutually beneficial relationship with him. The manifestation of one's own modesty is more powerful than the demonstration of one's achievements; 5) be friendly with people. Friendliness and gentleness help persuade people to your point of view. On the contrary, an unfriendly attitude and expression of your dissatisfaction when communicating with them will never force a person to agree with your opinion. A friendly tone can turn anyone into your ally; 6) the ability to find common ground with the interlocutor from the very first minute of communication. If in the first minutes of a conversation you come to a common opinion and agreement, in the future it will be difficult for the interlocutor to say “no” to you; 7) the ability to convince a person that the idea that arose in your head actually belongs to him. Forcibly imposing your thought on another person is almost impossible. It is better if a person believes that he is doing this of his own free will; 8) the ability to understand and accept the position of other people. In order to understand the thoughts of another person, you need to try to put yourself in his place. Having understood the motives of his thinking and behavior, you can find ways to possibly influence his opinion in your own interests. Even if you fail to persuade a person to your opinion, this experience will help you understand people better; 9) the ability to show empathy for people. People tend to seek sympathy and pity from others. By taking pity on the person and showing empathy for their situation, you ensure that they treat you well and appreciate you; 10) the ability to find positive motives in people's behavior. If you treat people with trust, they will strive to strengthen it with noble deeds and a conscientious attitude to the common cause; 11) don’t be afraid of competition. The desire for excellence gives a person the ability to self-realize and achieve more successful results in his activities. A businessman must learn to influence his employees without offending their dignity. To do this, you must follow a number of rules: 1) express gratitude to people, praise them for good work; 2) to criticize not only the mistakes of other people, but also their own mistakes and mistakes; 3) give orders in the form of a request; 4) celebrate even the smallest successes of employees with your approval; 5) to express confidence in people; 6) give people the opportunity to express their opinions and suggestions; 7) create such conditions for work and communication in which a person will feel comfortable. Thus, in the process of entrepreneurial activity, a businessman or entrepreneur needs to acquire the skills of interpersonal communication and behavior in business circles. The successful existence of his company and the development of business contacts with business partners depend on this. Authors: Egorova E.N., Loginova E.Yu. << Back: Entrepreneurial risk (Risk: concept and types. Classification of risks. Risk factors, their structure. Risk assessment. 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