Предприниматель | Информационно-аналитический журнал - Part 21

The real entrepreneur should burn eyes

Founder “Sbarro” talks about the five signs of the businessman.

The main tasks of the business owner – to be able to motivate employees , inspire new projects coming up with new ideas as well as to assume all risks associated with the business. For me it is always important to meet personally with the owner who is interested in buying a franchise in our restaurant to determine whether it has potential. There are also cases when we deprive the entrepreneur the right to our brand , but lately it happens less . For example, one of the owners of the franchise for the city did not want to develop the network , as he had enough and one point. The other did not want to carry out our instructions : not built production line , the products are not so cheated , he supposedly lacked margin . As a result, I have identified several types of people , which I am willing to give the franchise – that is, evidence of these businessmen.

Desire to do business

There are entrepreneurs who expect the franchise much more than he can give them – they think they have enough to give their money , and someone will build a business for them. Often that come to me and mediators say there wealthy man who wants to buy the business for their child. And when I ask where the child , get the answer that he is studying abroad . In such cases, I always refuse because I need someone who has the desire to do business.


Well, if a potential buyer of the franchise already has experience in trade or any other business and wants to strive to create something big . Typically, these businessmen are very practical – they carefully calculate what to buy frashizu much easier than to come up with the concept of his restaurant. And then when they have had enough experience Sami start to think and run their own concepts , because they understand that capitalization can grow in both businesses.


The real entrepreneur eyes burn . I always try to determine what motivates a person , what motivates him . It happens that the young come that differ considerable tenacity. If a person has no desire to become a millionaire, I have nothing to talk to him , because neambizioznye not achieve anything.

Structural thinking

I always appreciate , in the case if the potential buyer says and how it is structured speech. If he did not specify what he wants to talk hard. Some promise that for the year will open 50 points. I ask why this figure , where employees take and ready to invest in marketing.


A person must have some principles . What do I mean ? I would not own the restaurant holding , if not go on principle 15 years ago. Then I had my own business related to import-export – I had food warehouses and distribution of 800 points in the capital . Then I already knew how to make money. But I wanted something a little more civilized , network .At first I thought about the stores , but eventually decided to open restaurants . Together with his brother , we chose a franchise Sbarro. Then I was 22 years old, had the money , but the Americans were very difficult to prove that we can trust the brand. But we are persuaded. In the first point , which is located near the ” Three Stations ” then we have invested $ 2 million all was in marble and looked pompously : Now the same area we build restaurants are much cheaper. Then in 1998 came the crisis . And we have all been in the currency . ” Dunkin ‘Donuts ” and ” Pizza Hut ” turned their business. What was I in comparison with them ? Then I was a newcomer to the restaurant business , and our partners are overseas, because it was not consult with anyone. But I was determined that this business is not going anywhere. Whether pride , or principle. Already in December 1998 , we opened a second point in “Manezh” . Then lost a lot of money each month had to report $ 200 000-300 000 out of pocket : $ 2 pizza we had to sell for 60 cents .

Employees see that every day I was in the restaurant as I was rooting for this business, supported by saying that it is difficult , it is possible to work without a salary and understood what the situation . Each of them had been enthusiastic. I chased outputs , we have to buy more local products , to listen more to customers . And we managed to survive. I think this is due to the iron will and unwavering firmness.

The Ministry of income and fees: Evidence for a single tax payer canceled

On the basis of the law number 657 -VII ” On Amendments to the Tax Code of Ukraine concerning the recording and registration of taxpayers and the improvement of certain provisions,” which was approved by the Verkhovna Rada and dated 24.10.2013 , the testimony of a single tax payer is replaced by the “registry single tax payers ” .

That is , the evidence of single tax is no longer necessary, for example when calculating with legal entities or testing of the supervisory authorities.

However , we draw your attention to the fact that from 1 January 2014 to increase the responsibility for violating the terms of the simplified system.

Register and make changes , or change in the system of taxation for the business entity with simplified the total will be carried out by making the necessary changes to the registry.

Recall a single tax payer certificate will be canceled January 1, 2014 .

How to overcome stress

How to keep the line between obsession and passion and what to do if this limit is already worn off .

Stress – this is the human condition, which can not even say that it makes you stronger , so far does not kill .Stress makes a person weaker results in human errors , which are often fatal. But the most unpleasant thing is that stress is an integral part of the work of top managers. It is a kind of occupational disease of those who put career and success at the forefront.

I do not believe that stress can be combated . The only way out of a stressful situation – to rethink their attitude towards work and life in general . For example, I am familiar with these top managers who think too hard about their responsibilities to shareholders, employees , managers , do not give yourself the opportunity to relax , rest and think about something other than work .

The boundary between passion and obsession go very easily. And we are not talking about the fact that almost every top manager who seriously busy with his career , does not keep a balance between personal life and work , and that there is a difference of effective and ineffective efforts . After all, there is a considerable difference between what a person sits up to night work and working on the weekends before the surrender of an important project or the conclusion of an important contract, and when he does not give himself a break from the corporate correspondence or internal reporting . You can not turn the work into a form of self-torture .

Everyone knows that to bring yourself to a state of complete deadline is very easy : people constantly running, but the time to the most important things he still does not have . According to John Kotter , author of many books on leadership and a professor at Harvard Business School , it is called a false sense of urgency. In this state, a person always has to choose from a matrix Eisenhower less important but more urgent task.

Everyone is different and everyone has their own way to observe the harmony between work and personal life. I identified myself to the following principles :

1. Build your schedule so that as little time was spent on solving minor problems , and solve important issues before they become urgent ;

2 . Maximum engage in any business ;

3 . The principle of balance of life should be an important task, both in life and in work .Of course, not everything is always so perfect , but it helps me to avoid stress and not to choose between personal life and work.

To prioritize

It’s not that hard to get rid of the need to carry out urgent but minor problems: they must be delegated to subordinates , and those that remain unresolved, distribute , so that they do not take the time constantly . For two things are necessary : the presence of a good team and the ability to trust the people with whom you work. If readers are interested in this topic, I can tell you about it later in more detail.Must learn to identify the strategic issues that will be addressed only you – this is one of the first de , which must be met before you begin working . In fact, time management and prioritization are very interesting and challenging topic to which I will return to my new column .

Concentrate on the task

The maximum focus on the task at hand is not just a question of management, as a matter of psychology. It is not easy to maintain a continuing interest in any occupation . It is important to analyze the past and predict the future, but to give it too much time and effort is not worth it . I always try to remember that today – the main day , the thing that you are busy at the moment – that’s the main thing , the person who is in front of you – the main man . From my colleagues I demand the same . That is why our meetings are usually not boring. We try to talk as little as possible about the past silt future if it is not connected with the present. The main theme for us – the urgent needs, capabilities and results that can be achieved today. And it’s really interesting.

Do not become a hostage to the mood

It is important to learn to manage your mood. After all, if you yourself are boring , everything can not be interesting. For example , consider the problem Monday morning. Everyone is familiar: bad weather, you do not get enough sleep , a meeting or a meeting is very boring , does not reach the result , and you are sitting sullen , not fully awake and realize that there are two options : you can agree to these terms and the rest of the hour , and even day to spend in such a counterproductive state or shake , laugh , joke and offer ourselves and others a different view.

If you have any ideas or interesting experience in this matter , I will be happy for your comments .

Three mistakes new entrepreneurs

The lack of competition , global scale entrepreneurs and other errors at the start, which deterred investors.

In business, the correct positioning of your project is no less important than leadership.

“We have no competitors”

Hear a phrase from the owner is not very nice. After all, you should always keep in mind that the indirect competition exists in any case , in the form of any substitutes. When they began to appear automatic teller machines, indirect competition made ​​them scratch cards . Delayed competition is always : we need only will a new interesting product or service as soon as they appear imitators , pull out a piece of the market. As we began to work with one interesting project on the Internet, I have agreed with the investors, the feedback has been good . However , that is inherent in venture capital , the negotiations drag on for a long time , in this case for three months. During this time, the internet has appeared several projects that were different except that the registration and list of partners .

Often, we offer our clients an exercise in kontrpozitsionirovanie client must tell the difference between Sanchez in his business and business competitors. The best response was: ” Our company produces the same as Siemens (Bayer, Adidas – you fill in ), but we can do it in one and a half times cheaper and twice as fast ! “. If the employer can not distinguish between its rival project to the project , the investment is risky.

Income in 17 years

The ability to position itself not only useful in terms of competition . The entrepreneur must place their project in the chain from research to the final consumer, which will bring the greatest benefit to him . One of our clients came up with its own technology and a unique set of instruments designed for remote Upper Air Intelligence , explores the changing electromagnetic field of the planet. Was created and was successfully tested a prototype of a mobile station exploration sized to accommodate all of the equipment in the cargo compartment of medium-range airliner .

We were surprised that we submitted a business plan for the project justified the need for the construction of the plant for the manufacture of devices , opening an office under a development center in the capital , the purchase of 20 Boeing 737 aircraft and the opening of offices for the sale of services of geological exploration in the South- East Asia and North America and Western . By calculations of the project was to be paid back over 17 years , it does not take into account the cost of operating aircraft. It is seen that in one project connected science , services and manufacturing. It’s not always reprehensible , but there is one ” but”. According to our calculations of the production complex of the supplied components that will be collected in rented premises , and the lease / sale of equipment to large companies will go out for 12-14 months to break even . Then the owner changed the positioning of the project and received investments from the second fund, which we sent it .

No one will embrace the immensity

No one will embrace the immensity, so you should immediately determine what exactly you want to do : bake cakes and sell them , to make dental implants or to install them . Of course, many big businessmen like to create a vertically integrated production and distribution companies , but this can not be the subject of venture capital investment . And even such a business should be carefully positioned , highlighting it profit centers and cost .

In our experience, there was a case when one losing depot , owned a large retail chain has become a subsidiary received its share of management , a set of safeguards for the main company , and the right to provide commercial services on the open market . Less than a year earlier , this loss-making company has turned into yet another profit center holding. Sure, and the capitalization of the entire group of companies has increased markedly. It is not needed to attract investment, issue certificates of business processes for compliance with ISO and buy new company.

How to identify a bad strategy

Experts cite other people’s mistakes

Often, the company says in its new strategy , using high-sounding phrases like ” We will provide our Clent perfect service”, “Every year , our earnings will continue to grow “, ” Very soon, we will become an international company , and our costs are decrease every year for so many . ” Author of the book ” Good strategy , bad strategy ,” Richard Rumelt argues that these are not all of announcements strategy , and in themselves they represent a bad strategy.

What is the difference between a good and a bad strategy

After analyzing the work of many companies , Rumelt has identified some factors that should be avoided . Here are some of them: high-sounding phrases , not confirmed any actions lofty goals without specifying how they will be achieved through a lot of priorities and goals are not mutually compatible . According Rumelta like of announcements can be complemented with beautiful figures. The reports of Enron, known for its unsuccessful history, have always been the presence of such beautiful words and numbers that sort of confirmed the plans and strategy of the company . Thus fell the fact that the markets for products of Enron’s very different from the markets for electricity and gas.

It is not enough to be able to reject a bad strategy , you need to be able to see and horoshuyu.V good strategy always three elements: an indication of problems to be solved , how to solve this problem and the list of actions that the company plans to take. As to the first part , everything is clear : it is necessary to outline the range of actual and potential problems in order to find out which of them can be critical for the company . However, determining what zaklyuyaaetsya winning strategy , as it is difficult for people from the outside, but also the management of the company . Therefore, students in the MBA courses are always invited to complete information about the company , from the person of the head and ending with the situation, which at the time was on the market. So students need to figure out the factors that can be both successful and vice versa – to cause problems. After all, it is often such that companies did not mention what she puts any of the mission or in the strategy.

Take for example the slogan of Wal-Mart, which reads: ” Save money , live better.” The company is committed to expanding its network of stores in those places where the discounters have never been . A key element of the strategy is not in the location of individual stores . After all , even the most distant from the retail person is aware that in the village where very few people, the demand for products is much lower than in the city. a key factor in the strategy of the company is exactly how the chain stores : as a network of so many small shops , the distribution of goods between them becomes much easier, and it allows you to beat the competition . Most importantly, this strategy is not easy to copy , because open up a whole chain of stores is much more difficult than to open one store .

The risk that can be avoided

In the book “Choosing to be a great ” Morten Hansen and Jim Collins rassakazyvayut of those strategies that have in the past led the company to success , or , or provalu.Samye successful companies they called 10Xers, are included in this list of the companies , whose business has grown over 15 years 10 times. In this case, were taken into account only companies that were clear strategy and well aware of their plans.

The process of development of these companies authors equate the marathon length of 20 miles . Only properly calculate the forces , it is possible to overcome this distance . That is, you first need to rely on yourself , and then to external circumstances . At the front of the screen than it is in those cases where the circumstances are terrible, and when they are favorable . Also, Hansen and Collins in his book, describe in detail how to care company Southwest Airlines to manage the development of their business. Annually route map of enriched only 4 of the city, despite the fact that hundreds of cities were interested in it. And when washed over the crisis , Southwest Airlines has flourished .

It turns out that the difference between ordinary and successful companies is that the latter can anticipate tough times . And if you act on a ” take risks and to act quickly in order to succeed ,” you can very quickly come to failure. Therefore, the authors recommend beginning businessmen remain “constructive paranoid “: it’s better to measure seven times and then cut off, to avoid their full potential , and to always think about what could go wrong .

If you want to experiment , it is best to do so, even in the event of failure , you will not regret it . Do not try to follow new ideas , no matter how promising they may seem at first glance, better use the old but proven methods. Bill Gates does not work on Windows prekraal even after the market has its OS2. Steve Jobs has approached the question of chain stores with considerable accuracy. And if you want to act quickly , it is excessive or samondeyannost or herd instinct . In such cases, svegda stop yourself and try to be a cold and calculating strategists .

Statistics and intuition: how to make decisions

The disadvantage of most start-ups is too optimistic in planning future development.

Can I make decisions , relying on intuition ? According to recent studies , when making decisions play a significant role emotions and from time to time, these emotions can help in decision making – while fighting fires , surgery , or in the choice of the artist to the gallery. But always rely on intuition is very dangerous for beginners in business , as it can lead to the collapse of their business .

The fear of losing something interferes with something to gain

Daniel Kahneman , a Nobel Prize , in his book “Thinking fast and slow ” describes how the intuition : that which intellectual methods used by the people and how the mind processes information , creates connections and forms conclusions. It is these relationships that we believe true, often lead to failure.

In one of his works of Daniel Kahneman and his colleague Amos Tversky argues that because of the fears that are inherent in the human brain , any loss becomes more important than the possible acquisition. As a result, most of the people rather than be guided by mathematical calculations to determine their chances , refuse to submit to them an opportunity. According to studies, when the importance of the event was defined as 95% of people rated it an average of 79.3 %. At what people often overstate the possibility of events , almost unbelievable , and were willing to pay a premium just to protect yourself from them.

Errors in Statistics

Many people make the mistake of relying on statistical data collected by examples of small forms. Kahneman in his work gives it the name “mystique of small numbers ,” explaining that the errors in the statistics occur much more frequently in the calculation of the common parts . For example, according to U.S. government studies , the students significantly smaller schools do well in school compared to their peers who are enrolled in large schools. But were later carried out more in-depth studies that refute the previous findings.

You can test yourself by answering the question: In which hospital is more likely that one particular day the light will be more than 60% of the boys – to the hospital, where every day 15 children are born , or the one where the light appears 45 children? A similar study conducted journal Science. The correct answer is – more chances in the hospital , where every day fewer children , as in the one where they were born more , averaging effect is much higher.

lessons of success

However, talking about the statistics should not be when people do not take it at all. According to official data, in the USA, the main drawback of most start-ups is too optimistic in planning the future of the company, even when statistics belies this optimism . Restaurants open where some had already been closed . Project managers rarely take into account the data on the same project opened in the past , because each of them is sure in their uniqueness.

Thus , people have resorted to generalize in those cases where it is not needed . Statistical concept of regression to the mean number is a phenomenon where improbable events are equal to the average indicators. Luck abruptly ceases to accompany people , poor results are getting better , and good – worse . People tend to attach much greater importance to accidents than they deserve. Analysts are beginning to learn of the unexpected success , look for the causes of success and make predictions for the future, not taking into account the fact that the statistics for single indicators always contains such a term as ” outliers “.

What follow

As proved by researcher Philip Tetlock , long-term forecasts compiled by experts tended to be worse than random selection . Experts are analyzing the current situation , for example, the head of the company ‘s strengths , or performance of the management team , but to predict the company’s performance in the future they can not. They use only the facts , to replenish their own assumptions. According to Tetlock , the only difference between them and ordinary people lies only in the fact that the former are more confident in the accuracy of their forecasts and are always prepared to justify the mistakes committed earlier in forecasting.

So what is to be guided in making decisions ? Of course, you need to take into account all : stats, previous experience and external data . However, to get involved in the facts and figures is not worth it , because it can lead to collapse. Jonah Lehrer in his book “The Moment of solutions ,” says that as soon as the human brain becomes full of information , it begins to rely on intuition rather than logic

You can earn and sundials

Already 10 years have passed since Alexander Boldyrev , throwing biology, started a sundial . Tell this and other success stories .

Now the sundial can be seen in the capital park “Sokolniki ” Shchelkova on the waterfront and in the planetarium . The creation of these timepieces owned by Alexander Boldyrev , the owner of the studio , ” Sundial and artifacts .” Even 10 years ago, Alexander realized that the lessons gnomonikoy far more interesting than the biology classes (Alexander in biology ) . Technology to create a sundial Boldyrev studied independently from books.

At first it was not easy, but after a few years he managed to create the first sundial own assembly . Now businesswoman working mostly in the summer , because it was at this time he can get a few large and many small orders. In the winter, he sits at the computer , doing project work . Prices on his watch is very different: for example, the cheapest option will cost 20,000 rubles, but for the most expensive project Alexander received 2,000,000 rubles. As a businessman speaks on life, he gets exactly with small orders , while large orders require a lot of time and costs.

On average, Alexander makes one watch per month. First the stone pedestal and is calculated dial. After that comes the hard part – engraving. Alexander creates the project section is then produced in a photo , then using a special film section is transferred to the metal. Mothers who uses the work of Alexander , mined in the community : brass can be bought at a local factory , but the white stone brought from the Crimea friends who own the company ” Inkerstroy .” Typically, the sculptors use in the marble, but Boldyrev decided to give up this material, so as marble itself is not cheap , respectively, and the value of the artifacts will be more than a few times.Alexander does not compete with anyone.

Even overseas developers hours of sunshine even more, but not enough, so Alexander often receives orders from America and Europe. But to fulfill orders for foreigners is much more difficult , because the sundial made ​​for specific geographic coordinates , the radius of action of these hours is an average of 200 km. For example , the Moscow watch can display incorrectly in St. Petersburg. And was recently a case in which Alexander had , in contrast to the usual not work alone. He then served an order – an exact copy of the chronometer , which stands in Pompeii at the entrance to the Temple of Apollo . Then, for creating such a clock needed a team of five people. Then Alexander came to the aid of friends : they found the workers to ” Inkerstroe .” Now Alexander Boldyrev does not set itself big goals . In the near future , he plans to create a composition of the sculptures with a sundial in the park of the city of Kaluga (his client became the city government and the Kaluga plant Renault), and he wants to find a place in the capital for his workshop, as always ride in Zvenigorod, which is in a suburb of Moscow, he was tired .

Intelligent Investing

First of all it is necessary to focus on products that require great intellectual effort, not investments .

Now we understand that the situation is reminiscent of 2008 . Exchange rates are now very varied , and all the stock exchanges in avgeste collapsed . But the situation still does not look like a global crisis , and therefore minimize the development , constantly waiting , it would not be very sensible. All that we can now preprinyat – not relax.The factors that caused the financial crisis in the world , has not been resolved.

Financial systems are distorted . Change country risks . We realize that now uncertain times , and forced poetosu postraivatsya under the current reality. I can only say that Napoleon’s plans , we are not building , so do not expect rapid growth . We do not make long-term investments . Better not venturing ground for large industrial complexes , but do little machine that will soon be able to pay off. The next year, we plan to increase by 5-10%. In 2011, we planned that growth will be 15 %, and increased by 35 %, which is caused by stabilization after the sharp collapse in 2009 . But over the period of restoration business in 2010-2011 and there was no future . This is because many companies , many companies simply returned to the level at which they fell during the crisis.

We are currently working on expanding the range and the creation of new collections – these are the foods that require more intellectual than financial zatrat.My take to hire people who can offer us new ideas . In 2008, we started building the author’s collection of corporate gifts . In late 2010, was organized by the department of R & D, dealing with the fact that new development does . To date, we have developed 200 author gifts, half of which were created over the past year. The share of gifts designed by its own design decisions , in the back of the “Project 111” as of 2010 was 4.8 % , in 2011 , this figure increased to 6%. Sales of new products rose by 56 % over last year .For example , we recently developed a stick – machine , which can not be lost. Pri clapping machine beeps to follow in which you can find a machine. With that, the idea we found on Twitter, and then got in touch with the author . Also among our latest innovations is the stick – men , which we called “Professional” , a notebook designed specifically for heavy industry workers called Real Hard Work. On the pages of this notebook you can find almost everything – from the rulers of different species to various games such as sudoku and sea fight. Just recently we had zapushchenno knitting production , which allowed us to create knitted items in a corporate style .

We have made our management reporting more operational. If earlier reports all the income we could see only a few months , and therefore not immediately able to determine the cost of the subject, but now I get all the necessary each month. Da and I say to these reports more frequently . Also, we have become much more careful to control operating expenses. We are a bit limited freedom of department heads : we reduced the amount by which they can dispose of without approval .

Now the company is protected against a possible decline and lack of vendors in any industry. We work with all suppliers . When one industry there is a decline , always which industry will not grow tired . For example, when the banks collapsed , the collection business prospered , the esl will always be those who will order corporate gifts . For us, a more interesting overall situation in economic . For example , I’m not so interested in what happens outside the country , for me, is more important than how things in. Investment situation does not allow the expected growth. The business environment is not very positive for entrepreneurs . Also, we are inclined to go to the foreign market : continue razrabtku products can be in Russia , but to produce and sell better abroad.

Under another name: the experience of serial franchisee

What should I keep in mind when buying a franchiseAutumn 2008 .

Petropavlovsk- Kamchatsky. Before entering the store tightly zadraenny ” Tsentrobuv ” – turn . Opening of the first store in the town of cheap shoes people are waiting impatiently. Owner , 25 -year-old entrepreneur Taras Sharyge too eager . The company, which he bought a franchise and pay 540,000 rubles for the right to use the brand, allows to open stores only in season – fall and spring. Shopping center built in the summer, and a few months Sharyga paying rent on empty. “I was very nervous , tried to dissuade them ,” – says Sharyga . But on the first day of his patience was rewarded: the store sold a tenth of the purchased games for the season .

The ideal way to make a trade

” Tsentrobuv ” was the third – and last – Sharygi shop , open for franchising. By that time he already had experience in trading – own shop equipment for snowboarding and other extreme sports. The second such store town with a population of 200,000 people was clearly not needed, and the owner decided that franchising – the perfect way to make a trade.

In Petropavlovsk -Kamchatsky then built the first modern shopping center ” Shams “. “The owners have said : we want souvenirs , tourism and shoes. I say only that he was in Moscow , has held talks on franchising . They are wildly happy “- says Sharyga . He played for broke – no agreement on the hands were not. Reaching home , the young man got in touch with the ” Expedition ” and ” red cube “. Representatives of the first network agreed at once, the second had to be persuaded about a month. With ” TSENTROBUV “, the contacts you found on the Internet , too, agreed with no problems.

History of failure

All three franchises Sharyga recouped in less than a year and a half . But it turned out that each purchase a franchise – a business with a clean slate. In 2010, as an experiment Sharyga bought three franchises – apparel network Sasch, confectionery stalls Tip Top and sports shop “Pro Sport”. All three stories ended in failure , the entrepreneur has lost more than 4 million.

Sharyga recognizes that in many respects he is guilty . First of all, was wrong with the place – “Pro Sport”, for example, held the third floor of the shopping center , where visitors are few. But franchising in all three cases was limited to only sign. “Pro Sport” does not even require a lump-sum fee and royalty (for many franchisors absence of these payments – pride ) – only commercial equipment and supplies manufacturers’ recommendations . By comparison, before the first “expedition” company compensated for half of the cost of urgent delivery of goods from Moscow to Kamchatka , and the managers of the company flew specially to motivate his salespeople. Now the entrepreneur will always pay more attention to the depth study franchbuka ( a list of recommendations for the franchisee . – Forbes).

Marianne Kashezheva , managing partner of “Business Bazaar” , warns that you should not rely on the instructions over the phone or by e -mail, electronic presentations and marketing materials. ” Any question of business, requires a personal meeting ,” – she said. It is worth asking in advance , ready to for this seller.In franchising entrepreneur Sharyga not disappointed . Six months ago, he opened a shoe stores under the names Obuv.com and Comforto. Now nine franchises bring Sharyge 7,000,000 rubles monthly revenue and margin will not fall below 15%. ” Many people think that franchise – it’s business on a silver platter . Nothing of the sort ! You provide the goods, give tips and fleece three skins for non- standards. And they are right , “- says Sharyga .

Features of the negotiations “in Russian”

The desire to show the strength , to win at any cost , an unwillingness to bargain – how not to give in to all this ?

Starting to talk about the practices of business , we should remember Mark Twain , who said that ” all generalizations are false, including this .” Therefore , I note immediately that all of my statements below do not claim to be the basic research of the existing models of governance in Russia . I do not agree with the Western experts who utrerzhdayut that the negotiations between the ” in Russian ” and the combination of ” nomenklatura style ” there is no difference . But we should accept the fact that the features of the conversation in different nations vary otkulturnyh traditions of a people . In the behavior of my colleagues, conducting negotiations with foreign kllegami , there are three main differences.

The desire to show who is stronger

On the mindset of the Russian human impact echoes impersokogo period, which can be defined as the dominance of power . Force , regardless of whether the money is , or authority , rank or talent, determines the behavior of the Russian colleagues . And if we start from the fact that during the negotiations , man is driven three motives – the desire to satisfy both parties to protect their rights or to show who is stronger – you can safely say that it motivates people rsskim third motive.

Realizing this, the foreign partner has to choose : either to leave the game , as the forces initially unequal, or to recognize the strength of both sides equal (but this is only possible when the foreign partner is no less powerful countries , such as China ), or look for other ways to equalize the force.

It should be the last resort for those planning to enter the Russian market. This may be the key to the knowledge possessed a foreign expert who wishes to conclude a partnership equivalent in strength . For example, Info Partnership with Korean company to a Russian businessman can be abundantly Info Partnership with compatriots other things being equal .

It should also be noted that in contrast to the Arab and Mediterranean countries , China and India, for the Russian bargaining itself be thought as something degrading . The roots of this has come from impersogo mentality.

The desire to win

The desire to command and even caused this principle as an “all or nothing” . And if an American , which entered into negotiations will seek to achieve success for both parties (the principle of win-win), it is more important for the Russian victory at the expense of the defeat of the other party. Avoid conflict can only help the search for a compromise . If the Russians have no other options , he is willing to negotiate.

Trust your partner

The third factor that determines the characteristics of negotiations ” in Russian ,” relationships , or personal acquaintance . The fact is , for the concept of «relationship» for a foreigner and “relations” for the Russians – not the same thing . Culture, harkternuyu for a society , forms the country’s history. And if you turn to the history of Russia , you will understand why from time immemorial Russian distrust foreigners not only in matters of business , but also to life in general.

For most foreign partners need only a brief business acquaintance . For example, representatives of industrial companies from the UK can sign a contract for $ 20 million with U.S. partners after a meeting with them . Sometimes enough to make a deal and virtual dating . In Russia, this is unacceptable. Strong relationships can guarantee that you will be talking to the proceedings. So for many foreigners , osobenoo from the West, where people live by the principle of “time is money” , it is not clear exactly why you need to make six visits to Moscow before the start points of the contract agreement . And if the foreign partner is not ready for such a long acquaintance , rosiyanin may be deemed inconsiderate and generally refuse to cooperate .

All other osodennosti negotiations – as a rule , the effects of these factors , or the influence of the common myths that appear due to the difference in mentality and are known far beyond the borders of the negotiation process .

For example, there is a myth that Russians are accustomed to negotiate in an aggressive manner . But in my experience , the Russians are not more aggressive than the Italians or Americans . Another myth – talks in Russia are always slow. In fact, they are not longer than negotiations in Latin America, and the process of negotiations balance between the desire to build a relationship and the principle of “time – money.”