Предприниматель | Информационно-аналитический журнал - Part 30

Yatsenyuk: previous government brought in $ 70 billion offshore

Prime Minister of Ukraine Arseniy P. Yatsenyuk told reporters that the family Yanukovych brought into offshore about 70 billion $.

He said that the state coffers are empty, so it does not guarantee “no improvement today or tomorrow to improve”.

According to his information, the public debt has already reached $ 140 billion.

Lost and squandered nearly $ 20 billion in foreign reserves and received about $ 37 billion of loans that disappeared nowhere.

The single treasury account is only 4.3 million USD, which is not enough for anything.

We are facing incredible economic challenges and to overcome them , there is no other choice but to take extremely unpopular decisions that will address subsidies , tariffs, cuts in social programs, to save the financial system.

External public debt reached $ 140 billion

The total external debt at the beginning of Ukrainian in 2014 reached $ 140 billion (80% of Ukraine’s GDP), short-term $ 65 billion.

So, short-term debt exceeds the reserves of the state is more than 4 times! Recall gold reserves in 2010 declined to $ 15 billion.

Earlier, the National Bank of Ukraine specified that the end of Q3 2013 gross external debt of Ukraine was $ 137.7 billion, and increased for the 9 months to 2%, that is $ 2.7 billion.

Recall 27.02.2014 Yatsenyuk accused the previous government in bringing in offshore more than 70 billion $.

Unified social tax: how much to pay in 2014?

Recall, entrepreneurs individuals on a single tax in the Ministry of Revenue shall pay fees and unified social contribution in the amount of 34.7 % of the minimum wage for a month, which is paid for ERUs.

Entrepreneurs individuals on a common system of taxation in the amount of ERUs pay 34.7 % of net income, but the amount should not be less than the minimum amount of insurance premium for the month in which the income is received.

Maximum income for entrepreneurs who charged ERU is 17 living wages (regardless of the tax system).

ERU 2014: quarterly

Period The minimum sum Single Contribution (quarterly), UAH. The deadline for payment
1 quarter 1218,67 UAH до 20 сiчня 2014
2 quarter 1267,95 UAH до 21 квiтня 2014
3 quarter 1267,95 UAH* до 21 жовтня 2014
4 quarter 1267,95 UAH* до 18 сiчня 2014

* According to the law number 1165-VII is from 27.03.2014 increase Single Contribution canceled by the end of the year, so the sum Single Contribution remains the same for 3 quarters.

How to withdraw Ukrainian business to a new level

Once I asked my friend how he managed to make his company an industry leader , to which he immediately replied that he and all the company’s top management worked twelve hours a day with only one output .

They were engaged exclusively in business.The main distinction of leading companies from the rest is the focus of strategic marketing .

Small businesses have to focus because of a lack of resources , a major focus consciously, through professional management. But the average business is a kind of strip temptations for its founders , and the band manages to overcome only those who choose priority.

If Western companies is easy to answer the question of what are the basic components of its business concept , the Ukrainian businessmen this question might lead to a deadlock. Business concept – it is a marketing platform that serves as a basis for creating a company which concentrate the resources of the company. The Swedes have an effective way to determine this concept of ” 4 Core»: values, core competencies , customers and products.

That takes energy from the business ?

Key competences

Defocusing strategic marketing occurs when a company operates in several industries. In the morning we are selling coal , and in the evening – the manufacture of food products. As a result , core competencies do not develop or not created at all , and the company remains in the last position in all its branches . Take a look at the leaders – all of them are concentrated in one market , ” OKKO ” – in the retail market of petroleum products, “ATB” – in the food market , ” Roshen” – in the confectionery market .

Key clients

For strategic marketing is very important to the businessman could answer two questions : Who are its main customers and where are they? Instead to concentrate on the core region , Ukrainian entrepreneurs are by trial and error in all regions of Ukraine. Can I split the defense, if advance across the front lines ? For example, a network of shops “Eve” is the best one smart strategy . First, the company has identified a priority for her city , where shops opened 15-20 and then just went on .

To answer the question “Who ? ” Need to determine what the basis of differentiation – on the uniqueness of product / service or price leadership. Achieve success in two areas fail.

Chain stores perfumes Brocard has chosen the path of democratization still in the middle of zero . Expand rapidly start production of mass-market level and the bridge since then there was a risk that many customers may abandon the range of the network. Time management drew a line in the network pricing below which prices did not drop . And when Brocard regained its position , attacks competitors successfully resist – Dnepropetrovsk of Bonjour and the Russian network “Arbat Prestige” .

Product Highlights

Several years ago I became acquainted with the marketing plan of the Ukrainian producer of household chemicals. In one year they planned to release dozens of new types of products ! They are even more ambitious than Procter & Gamble. On marketing communications money was allocated according to the principle ” will support that does not sell .” Several successful products , which could be really successful brands not received particular attention . Ukrainian business problem is the absence of redundancy assortment and focus on the most successful products. Note the volume menu in mediocre restaurants.

Core Values

At one of the training sessions for managers Distribution Company sounded simple question: ” Would you have agreed to sell expired goods ? ” Which divided the company in two. Some immediately answered “no” , others said ” would have thought .” Often the words that the company ” does not appreciate the value,” can lead to considerable problems. Not giving a single answer – what would the company do what answer “no” to that every day direct the staff – the business has no chance to become competitive . Nassim Taleb According garbage can also grow, but it will never develop .

To determine the business concept is not necessarily immediately close all business areas except one. ” 4 Core» helps the entrepreneur to distribute the roles effectively exploit synergies key areas and create a sustainable marketing platform . And it always remember what the main business , and what is optional.

As the Gospel of Matthew: ” Enter through the narrow gate , for wide is the gate and broad is the way that leads to destruction, and many enter through it .”

How to build a successful business doing catering

PARAD catering CEO talks about how to properly look for new areasdevelopment.

In 1997, Russia began to emerge restaurants specializing in outbound service. Our brand was then called ” LanCh .” We provide enough service primitive : we used Western models in the Russian market . In addition , we had engaged in promotion of catering services, that is, to talk about the service and attract new customers. Work then it was very interesting , as there was very strong growth .

Then we started to expand this service by adding more catering and organizing corporate events turnkey . We specialize in organizing sports events. At that time, our company has been well known , so customers trust us and the process of organizing the event.

Force majeure form team

Organization of corporate – is a separate story . During the ” hot ” season, we received orders almost every day , with those from the most simple and to the exotic. At that time we lacked proven contractors , as our business is fast gaining momentum . Once we have organized a beer festival, benches and tables for which ordered from unverified contractor , and as a result of the order was not delivered on time . Then I myself went to Moscow to control the loading process , but saw no table and no shop is not collected. And at this time we have already mounted the platform , because after 60 hours of the event was to begin ! Then our department personnel had in a short time to find two bus student to us for help. And it was December , it’s cold outside . Then we even rolled the bus away to no desire to go back to Moscow. These benches and tables so far are stored in our warehouse, reminding us of the hard night.

Such situations make any team better united team buildings . And if such situations arise, they would be worth to organize . In fact, after several corporate uneasy we begin to understand each other without words . Of course , every employee we perform their duties , but if there is a force majeure , everyone is willing to help as you can, and no questions arise anybody. When we organized a Christmas party for the bank. Then our competitors lured our servers right next to the metro , bringing all of our employees in an hour were in place in aprons , ready-to- table service . If the girls did not know how to open the champagne , they asked for help from the man sitting at the table. No hopeless situations . Now many of those workers already occupy the top position , but on the experience of the waiters still tell newcomers.

Income from “free saucers”

Our company is very developed rapidly , and many customers are already confused, what are the services we provide. Then we decided to create another brand called PARAD catering, which was allocated to the direction of catering . In this title , we recorded the basic principles of our world-class restaurants , specializing in outbound service : activities at a high level and professionalism of our team . If ” lunch ” meant schedule and dinner , the ” hits ” – a great holiday celebration.

By 2004, though we did not provide world-class services , but were very close to it. But at this time there are a lot of new catering company that offers customers both small coffee breaks and activities for 100-200 people . Our business is seasonal , and the largest orders we received in December , when the Christmas holidays come . We receive orders almost every day, though some of them may be 10 000 people – such activities are not too tough for small companies . Yes and small banquets for 500 people have difficulties , as young companies do not always have enough inventory . We are working on this market for quite some time , and so we formed equipment in sufficient supply , and most of the year it just Stocked – large corporate events occur , not every day. So we decided to take our inventory of rental younger companies.

In 2004 we formed a separate service we provide our restaurant equipment for rent for a period of three days. Now we get from income and “free saucers” that had just been idle in our warehouse. This service quickly became popular , and so after 4 years , we have identified it as a separate brand – Rent4Party.

In addition, we also offer additional services , such as installation of equipment, ship orders for all activities on Russia , which allowed us to strengthen our market position. We provide high-quality restaurants and clean equipment, dry cleaning, laundry and wash after using it ourselves . To date, we have not only a wide range of services, but also a record for the number of Russian equipment , which allows us to receive orders for events by 10 000 people – many of our competitors can not afford it. While that has not yet appeared worthy counterparts Rent4Party.

How to succeed in finding an investor

Advice to entrepreneurs on how to negotiate with the investor.

What are the prerequisites to convince venture investor to invest in your business ? What criteria are guided by such investors when choosing a company to which they are willing to invest ?

Criteria that guide investors when choosing a company for investment :

• The idea for the business ( technology and production methods , service and product)

• Transparent development strategy and achievable goals

• Personal qualities of the entrepreneur as an important guarantee of success

• Logically built business process management , clearly defined business processes , or at least de facto work

• Availability of staff motivation , they share the objectives of the business

• According to the account all the results understandable , visible prospect for 3-5 years ahead

• Have more than one possible exit their business , some of them – the best

In different cases, the weight of these criteria may vary considerably , and sometimes some of them can even be dropped. Most often, when the company’s financial accounting The Company now very weak, but it is clear that this deficiency is easily corrected.

There are many opinions about what criteria are sufficient for the selection of the candidate for investment. Single specific set may not be : even portfolio investors when selecting an object for investment management and internal criteria ( fund company , investment bank , etc ), which may change over time . Based on the experience of nearly a hundred projects , which was attended by experts of our company , you can select a list of conditions for adequacy:

• Project leader inspires confidence

• The business model clear

• The financial situation is transparent

• The assessment is acceptable to the investor

• Good investment performance

This, of course , not a dogma, but if you remove at least one of these criteria , consider whether the investor a reasonable basis for the negotiations. In the early stages , there are some essential criteria for success: baseline data collection , pre-treatment , meeting with the leaders of the project. Here there is a problem mutually transaction.At this stage of the transaction appear some circumstances prevent its conclusion that the differences in the understanding of the meaning and vision of the results of transactions between the investor and the entrepreneur.

This situation is not initially in equilibrium , because the investor is familiar with the purchase / sale of shares of companies . Many investment funds have specialists who have considerable experience in attracting investments in their own projects , also participated in the detention of dozens of investment transactions . A trader usually looking for an investor in the first or second time , the second time may be unsuccessful after the first …

How to drop all prejudices ? It’s simple: you must follow the principle of ” prejudiced – armed” : it is necessary to study the motives of the investor before starting talks with him . Here are some of the most characteristic internal barriers that must be overcome the entrepreneur :

How to overcome the barrier of prejudice? Very simple: use the principle of ” forewarned – armed” : study motives investment partner before start competitive negotiations . Here are the most typical internal barriers to be overcome himself an entrepreneur :

• The negative valuation of the project , the complexity of the allocation of share

• Loss of control over the development of business

• The desire to hide imperfections or failure

• Unwillingness to share authority control , inability to work with the catch of collective management

• Considerable overhead for attracting investment and the need to be accountable for all the investo

r• The need to explain and justify development strategy to create documents that convince investors

• Strategies investor opaque

• Difficulties in corporate governance in line with international standards

• Reduction of income subject to transparent financial accounting

As a conclusion , we can say that the main internal barriers are fear entrepreneur transparency and laziness. These factors often lead to an unsuccessful search for the investor.

Professional investors in assessing the risk of the potential transaction governed by rich experience and well-established tool in the study of “target” businesses, most of which is a thin conducting business audit for a company that is seeking an investor ( the so-called due diligence, or DD). Here are a few quotes selected from the audit reports on the business in which we were , and as an entrepreneur and as an investor :

• Do not complete marketing analysis , macroeconomic factors are not taken into account

• Analysis of competitors is not credible

• No collegial bodies of the Board

• Represented not a complete package of permits, no necessary certificates and licenses

• Investments required higher costs of creating the same projec

t• Prospects for investor unclear level IRR below standards established fund

• Property rights are not suitable fund jurisdiction

• Drivers accelerate after the big market not disclosed

• Opaque financial accounting

• Motivation of the administrative board is not intended to increase capitalization

Of course, not all of these indicators are fatal to attract investors. Many of these factors can be offset by working together, if there is mutual understanding between the investor and entrepreneur. Only if both sides are willing to compromise on the initial stage , deal could be struck . Each project is unique investment .

Taking note on the above circumstances , the entrepreneur is much easier to negotiate with the investor , so you can count on success in attracting capital.

What if you can not agree

Advice for entrepreneurs who do business in Russia: every euro and every minute that you spend on building relationships , you go back to fivefold .

Negotiate failed. Opponents sit opposite each other , not saying a word. They both really wanted to close the deal , but both realize that any alternative is much worse than the agreement . None of them is not ready to compromise , without which it is simply impossible to make a deal . Nobody wants to take the first step , because it is the inheritance of the weak. But in this situation, there is a way – to understand why failed to agree .

There are three reasons for which negotiations could come to a standstill . First, this process is devoid of what is called in the language of negotiation ZOPA (zone of possible agreement – zone of possible agreement ) . Secondly, the parties do not trust each other . In – treth , each side hopes to weak opponent.

You can find a way out of any of these situations , you only need to understand the reason .


If initially absent in negotiations ZOPA, it means only one thing: one of the parties has better deals. Simply put, the A side is willing to pay less than what the party is ready to accept V. In this case, party B knows that he can get a better offer from another person. To avoid this situation , it is necessary initially to understand whether there is in these negotiations zone of possible agreement . To do well to explore the market and gather as much data about these transactions took place in the past. In addition, you can just ask your opponent what the minimum amount he would get . This will help to understand whether there is in these negotiations is the same ZOPA. If you find that it does not, it is better not to start negotiations . If there is an area in the negotiations of a possible agreement , but they are still at an impasse , it is for another reason .

Talks in Russia

In Russian culture, negotiations evolved over centuries. And if you want in the shortest time to achieve the desired result, you need to know all the features of a culture of negotiation in a particular country . Was the case when Japanese investors attracted companies in Silicon Valley in the United States . But negotiations between the Japanese and Americans were complicated by the fact that none of the parties not only know the language partner , but did not understand his gestures and facial expressions and ways of decision-making. All I knew Steve Jobs – that’s what the Japanese agreeing to a compromise , thus showing their respect for the opponent. Steve Jobs did not wear a suit to the talks , as did all the others, he came to the sweater. And he did not start a conversation with the amount that he was interested in the fastest and quite uninteresting with neither side projects. For a half hour, he heatedly discussed these projects that surprised and irritated tormented Japanese. Then he went out for 15 minutes. And when he returned, he began to compromise with the Japanese, renouncing all projects that have so long and diligently defended until the conversation did not go to the extent that it is so interested in it . The Japanese were glad of this, and so quickly agreed to provide the desired amount .

In the U.S. and Europe the culture of negotiation is almost the same . Both the Americans and Europeans are confident that relationships with people – this is the tool that helps to earn money. They do not like to spend a lot of time building relationships with a partner, and the deal they have is for one or two meetings . For Russian entrepreneurs is simply impossible. Russian is very important to build relationships first , and then move on to the figures and transactions. The advice I always give to entrepreneurs who plan to negotiate in Russia is such that every minute and every euro invested in building relationships , return to fivefold . If no time, and the relationship is not established , it is necessary to turn to a third party. This can be a lawyer , or just a friend who can help to make a deal .

Compromise – this is for wimps ?

It should be remembered, and the third option – the so-called tactical stalemate. It happens that the opponents in the negotiations already know a lot and therefore trust each other . Furthermore , it is clear that the negotiations have ZOPA. And still worth negotiating process . For Russians, this situation is worse than any other : the Russians often mistaken for weakness compromise , and if the negotiations reach this point, then the game starts , ” who will blink first .

“In such a situation there are two solutions . First, the first step you can do . If you care to make a deal than the fear of ” losing face ” , say: ” I would have agreed to reduce the price by 10% if you … “. Then follows a proposal that would give you an opportunity to throw off the 10 %. This will help to bring the negotiations deadlock. In addition , you will understand whether your opponent is ready to go on any compromises. The second way – to change the situation , where the negotiations . You can transfer the round table , invite a cute secretary , treat your opponent a good dinner , or vice versa , go to a small room where only two chairs and a bottle of water on the table. This will help you a bit more control over the situation and continue to negotiate further .

How to earn income on the packaging

One day ahead of the tractor on the highway in Nevada , Michael Enos noticed lying in the sight of the boats , which were packed in white shiny plastic . As he recalls , such packaging is very interested in him , and he promised himself to get the same for your boat .

It was in 1993 when 26 -year-old Enos just started his own business – the company Johnny on the Spot, which was engaged in that rented out mobile toilets . And he used the boat on the weekends when traveling to hunt ducks. He tried to find such a package across the city ( he hails from the city of Reno, Nevada ) , but the search yielded no results . Then he bought shrink film , spent $ 2,000 on tools and only the eighth attempt managed to do the same packaging. It took three days.

And only 14 years later Enos remembered the interest that caused his trailer packed with boats. Then he sold his business and launched a new project – the company Fast Wrap, which is engaged in the production of packaging. It all started with the opening of six branches, and two years later the network Fast Wrap totaled 64 points packages throughout the United States . When we pack can be anything – from child to watercraft octopus for water parks . This year, Enos expects to receive $ 8.6 million in revenue , while , as in 2009 , the figure was $ 1.3 million

Before you open a business , Enos studied at taksidermita and for seven years engaged in the manufacture of stuffed hunting trophies – foxes, bears , marlin . At first he wanted to do video rentals . But when he learned that the founder of Blockbuster Video began with the fact that garbage collection, Enos decided to use their strength in the industry waste Pumper. Then he saw an advertisement of mobile toilets and immediately contacted the manufacturer to find out the price. He spoke with the owner of the enterprise Sanson Clyde , who told him that you can get all the details just arrived in St. Louis. Already after 12 hours Enos was in place. Seeing him, Sanson , hlovnu his knees , exclaimed: ” Wow! “.

Then he decided to assist Enos , giving him 300 mobile toilets , which had to take $ 100 per month for each . Then Enos earned $ 30,000 . Soon after , he sold his business , which earned him $ 5 million An avid fisherman , he bought a boat and went to Cape San Lucas on the hunt for swordfish . But soon he became bored with this lifestyle . Nine months later, Michael remembered with boats and trailer package, which he was producing . Then he realized that he was too young to have a rest, and decided to begin his own business again .

After analyzing the market shrink packaging , Enos found it empty niche . Then were either very large companies like Global Wrap, dealing exclusively with global projects , or small firms , like ShrinkOrSink, who were engaged in packing boats. Michael realized that can pack anything from motorcycles to entire buildings. Could sell the franchise worldwide. So a company Fast Wrap.

As Michael says to pack a 12-foot catamaran and the building of 20 000 square meters. m area need the same materials : industrial dryer and not very tightly with plastic wrap . First object wrapped with film , which is heated with a hair dryer , causing it to shrivel .At the end of the 1980s . Fast Wrap took packing buildings. Earlier for shelter construction sites used canvas or plastic film of Visqueen. Shrink film is much easier to seal . Inside the building , packed with such a film is easy enough to maintain the required temperature , and if the money to build an end, it is possible to preserve it . Global Wrap also engaged in the production of tents for various sporting events and holidays.

Enos used film gives us Up North Plastics, which makes plastic sheeting and garbage bags . He pays part of the costs of shipping UPS customers so that they can return it for processing .

How much revenue it receives ? Pack 20 – foot yacht can two employees ( $ 15 per hour ) , it only takes one hour and $ 25 for the film . For the client the cost per foot of film is $ 20 . Cost of this package is $ 55 , and the client receives a bill for $ 400 . Large projects receive more income . For example, one franchisee bargained packing hospitals Kaiser, which is located in California . Area Hospital is 22 000 sq. m. m , the cost of such a package – $ 40,000 , the transaction value of $ 250,000 , but in the end – a considerable profit.

Doing this business does not require any additional costs other than insurance that all franchisees are obliged to buy on-demand Fast Wrap. Since this business is working with movements , and tools and plastic can be transported in wagons , to open a branch of the company can be in any part of the country . Garth Harris, who is the franchisee Fast Wrap, working at home , and all materials and tools kept in the garage .Enos also works in a large office building with total area of ​​550 square meters. m, in addition to which is open and a large training center . In his company’s 16 employees , including his 64 -year-old father , Richard , holding the position of Managing Director . According to Enos , the discovery of cost him $ 750,000 , which he used his savings , but a year later returned the entire amount.

Since April of 2008 Enos began selling franchises , which cost $ 144,000 for a single franchisee. The money enough to buy tools , film , truck license. License fee is $ 30,000 , and it includes management , marketing materials , and training for one week . Also, the coach is going to Fast Wrap franchise to within one week to help him in starting a business . Paying $ 35,000 can qualify for the service areas where the population is 600 000 people. 6% from each sale – this income Enos .

Now Enos may already work in Canada , he also wants to enter the market of Mexico, Turkey and the UAE. He plans to sell five thousand years deductibles.Anthony Serafin , president of rival Global Wrap, do not believe a single word about franchises online Enos . According to him, he still experienced enough to realize such large-scale projects . For example , such as packing houses damaged by Hurricane Katrina in Louisiana , which held Global Wrap.

And small business owners believe that packaging such simple items like boats or furniture, license and do not need . Owner Euroglass Mobile Shrink Wrap Neal Lawson argues that Enos just creates a lot of noise about nothing . Yes and training , and license fees , which conducts Michael is not worth the money .

But Garth Harris did not agree with him . It has already received $ 110,000 , which invested in the project , and now plans to expand. His business is growing steadily , and he gets not only small orders , but such as packing two hotels in Las Vegas , which was not completed due to lack of finance.

Michael himself is confident that his business is unique , as no one does anything that they do. “I’m doing more and better ” – says Michael .

Four secrets of successful negotiation

Tips Business School professor Skolkovo on how not to allow the enemy to seize the initiative .

Remember how beautiful woman in the store, begged you to buy something that you do not need . There may have been situations where sitting in a stuffy room , you had to make an important decision ? Or maybe you went to a meeting where instead of one met three gloomy opponents? If your life were such cases , it means you gave the enemy an opportunity to seize the initiative . The first rule of negotiation – do not let it happen again !

I should say that advise something to negotiate – it’s almost the same thing and create a PowerPoint presentation on how to learn to ride a bike. But still try .

To keep the initiative on your part , you need to follow the four rules.

First, you are mistaken if you think that you know everything , because never have enough information. Neither leader does not lead his army into battle without having studied before this number of the enemy and the terrain . In the age of social networks and search engines information about the person becomes available to everyone. But this should not stop . Even before the start of the negotiations you have to understand what awaits opponent , and how important it is for him that agreement . Well aware of what motivates the opponent , and what is at stake in both of you, you can have more control over the situation.

Secondly, you need to plan negotiations. Do not be afraid if the negotiations have to change it . And change it will likely need ! But in the process of negotiation , you can celebrate the decision for themselves different questions : information gathering, building relationships , getting alternative proposals to establish a framework of price , etc. Only novices tend to close the deal . But this is not the only goal , because we can always do better.

Thirdly, we must control the situation . Engage the organization process. In what way will your negotiations – in the restaurant, in the office, at the round table . Decide on the negotiating parties – it can be like talking one on one, or they may be invited other participants . If you want to show that you have other suggestions , make sure that potential buyers to call you several times during the meeting. How long these negotiations will be conducted : one or a few days? If you want a bit of pressure on the opponent , invite to a meeting with your lawyer is willing to contract. As practice shows, in the negotiation process achieves great success the party that organizes .

Finally, the fourth rule – no less important than the previous three . Always write all the agreements reached during the meeting . It happens that the most important thing to forget , or not memorize what your opponent remember : different people have different interpretations of what was said. No need to get your opponent signed a document , it is important that he agreed with everything in it stated. Do not forget : the control in the hands of someone who takes notes .

How to succeed in the negotiations

Pro Tips

Operation of any head is half of negotiations , the outcome of which depends on the success of the company. Professionals talk about how to make the most productive negotiations .

Vice president of IBM’s Inna Kuznetsova

– Collect information

Carefully collect the facts , because of this very often depends on the success of negotiations . As a rule , the party prepared better , you win just because the reasons given on the basis of facts and figures , much more effective and convincing.

– Pre- define its position

The position should be formulated in advance : it is important to specify not only what results you want to achieve , but also on what conditions are ready to conclude an agreement . If you are negotiating about working conditions , it is necessary to determine for themselves what wages you want to receive a minimum payment in which you agree to work , what kind of vacation , schedule or stake you are satisfied , moreover verify their relative value.

– Understand the logic of your partner

Based on my experience , I can say that the most effective approach to negotiations is to understand the logic and causes of action partner. Many people think that in all the negotiations that do not get you , your partner gets . In fact, most of the negotiations resemble a parable about how a brother and sister could not share one orange until it found what it was needed for each of them. As a result , it turned out that his brother wanted to squeeze the juice , and my sister wanted to add orange zest to the filling of the pie , although it was possible to satisfy the desires of each of them without unnecessary disputes.

– Prepare a “pocket question “

There are many methods of negotiation , for example, “Pocket question ” to be decided almost on the fly, when both parties are tired and want to quickly complete the process. Imagine that lengthy negotiations have been completed and your partner are ready to say goodbye. Hardly, he wants to argue if you casually think about such trifles as the preparation of a press conference on the launch of the project . Thus you will be able to improve their position.

– Take into account the entire company

Negotiations are always conducted on the basis of relations between the two sides . There are situations where it is necessary to conclude a single transaction , there is a lasting relationship , and sometimes it is necessary to conduct negotiations within the company. Sometimes attempts to improve its direction can harm the entire company just because one of his colleagues was more adept at negotiating . It is important to be able to look at the whole situation through the eyes of senior management and to improve the situation in the whole of the joint efforts , even if it may slightly degrade the performance of one of the branches .

Team leader for the training and development of KPMG, a business coach company ” Oratorika ” Alex Peshekhonov

– Be ready for any top”

We have received more lucrative offers from other companies,” – this phrase uttered at the beginning of negotiations , can unbalance . Unfortunately, this technique is a very common way of manipulation during the negotiations. Opponents tend to hide their emotions , trying not to betray himself, so to find out if this is true or just a bluff, it is very difficult . Best answer something like this: “We have also received other offers, but let’s discuss further opportunities for the development of our relations .”

– Know how to be silent

Silence is one of the powerful weapons negotiator , which allows us to weaken the opponent’s position and go for a more favorable concessions for you . But it is important to know when to pause and when to make a new proposal.

– Respond quickly

You should always know by heart all the clauses of the contract , to be able to quickly respond to the actions of your partner. In addition , it will allow you to quickly make the right decisions . If necessary, change the terms of the contract , but do it quickly.

– Learn how to count money on the go

Professional negotiator should be able to calculate the financial impact of all concessions in price and the variables . Therefore it is very important to always remember the cost of the transaction and competently carry out a ” price negotiations .” Try to go to solve the following problem: “Your margin products in this group is 20%. Buyer asks you discount 2,5% on invoice and the same amount off invoice. According to the plan increase in income will be 18 %. What will be your decision and what the maximum discount you can afford ? ( at the end of the text provided the correct answer ) . ”

– It is important to have a trump card

Your negotiating partners will immediately feel when you are in doubt . ” And if the parties fail to agree , then what? “. If you do not know the answer to this question, doomed to defeat. In this case, do not even begin to negotiate! You must be a trump card . It is this card is an alternative to this agreement.

Independent expert on business development Denis Zapirkin

– Prepare a negotiating strategy

Try to anticipate the opponent’s actions depending on your behavior , ask for this question, “What if .. ? “. It is important to prepare a number of options out of the box in case the negotiations go beyond the limits. This will be helpful in the event that your opponent wish to make significant changes in conditions , or if the negotiations reach an impasse .

– The opponent should be aware of all the benefits of a deal with you

Most advantageous situation when your opponent before the start of negotiations is aware of the benefits of signing an agreement with you. There are effective methods of ballot box stuffing information ( analysts’ opinions , authorities , information about the situation on the market or in the right environment) , predictive information, creating a background risk , fear or positive, the correct formulation of subdivision and leading questions – it all depends on how you need to direct the consciousness and sensations opponent.

– Hold negotiations in an atmosphere of mutual trust

The most important in the negotiations is the control of openness and trust between the opponents . When the opponent feels threatened or impairment of its interests tenses or guards, he hears worse and perceives you , and sometimes disabled. To bring it out of this state , you must take a step back , or go on a long-planned assignment or take a break in the negotiations , during which to apply the methods of soft power .

– All register the results in writing

During the negotiations, it is very important to record all results (even intermediate ) . Such a protocol ( key issues , plans , decisions , opinions and subsequent steps ) should be agreed with all stakeholders to give their comments or clear evidence . Should not translate this process into a long discussion , otherwise you will never come to a particular decision. Typically, this situation indicates unDeveloped interest or hidden conflict.

* Correct answer: The proposal purchaser can not agree ! Total discount at the planned increase in revenue of 18% can not exceed 3 %.