{"id":57948,"date":"2023-12-04T09:00:35","date_gmt":"2023-12-04T08:00:35","guid":{"rendered":"https:\/\/gorica.info\/?p=57948"},"modified":"2023-12-04T09:00:35","modified_gmt":"2023-12-04T08:00:35","slug":"kolumna-put-do-uspjeha-4-ne","status":"publish","type":"post","link":"https:\/\/gorica.info\/en\/kolumna-put-do-uspjeha-4-ne\/","title":{"rendered":"KOLUMNA Put do uspjeha: Nemojte, ako ba\u0161 ne morate, u\u010diti na svojim gre\u0161kama, a ponekad nau\u010dite i re\u0107i \u201cne\u201c jer \u0107e vam to olak\u0161ati \u017eivot…"},"content":{"rendered":"

Svakog tko misli da je privatni biznis jednostavan i lagan, \u010deka te\u0161ko razo\u010daranje.<\/span><\/p>\n

Mene je spasilo to \u0161to nisam znao \u0161to me \u010deka – taj se uzorak \u010desto ponavlja u mom biznisu, ali i \u017eivotu.\u00a0<\/span><\/p>\n

Na primjer, kad sam se pojavio na startu svog zadnjeg polu-Ironmana, nisam znao \u0161to me \u010deka u toj utrci. Vjerovao sam u odra\u0111ene treninge, svoju upornost i sposobnost da prigrlim nepoznato – to je trebalo biti dovoljno da me izgura do kraja.<\/span><\/p>\n

\u017divjeti s nepoznatim jedna je od \u017eivotnih vje\u0161tina<\/strong> koju nisam imao na po\u010detku svoje karijere. Stekao sam je na te\u017ei na\u010din, pla\u0107aju\u0107i najskuplju \u0161kolu na svijetu – u\u010denje na vlastitim gre\u0161kama.<\/span><\/p>\n

Ono \u010dega se najvi\u0161e sje\u0107am iz svojih po\u010detaka u biznisu je osje\u0107aj neizvjesnosti i kontinuiranog propitivanja ho\u0107u li imati dovoljno novaca za \u017eivot.<\/span><\/p>\n

Kad sam zaposlio prvu osobu, ta je neizvjesnost postala jo\u0161 izra\u017eenija, jer sam sad morao zaraditi dovoljno za dvije osobe.<\/span><\/p>\n

Kako se posao \u0161irio i broj ljudi polagano rastao, tako je rastao i osje\u0107aj potrebe.<\/span><\/p>\n

Godinama sam mislio da je moj glavni \u201cprotivnik\u201d konkurent koji nudi sli\u010dne proizvode kao i ja.<\/span><\/p>\n

Nisam bio svjestan da je emocija potrebitosti i oskudice ustvari moj glavni protivnik u biznisu. A kvaliteta emocija je direktno proporcionalna kvaliteti na\u0161eg \u017eivota.<\/span><\/p>\n

Centralna aktivnost u svakom biznisu je pregovaranje.<\/strong> Cijelo vrijeme pregovaramo – ili s kupcima ili s dobavlja\u010dima ili sa zaposlenicima. A u mom slu\u010daju, naj\u010de\u0161\u0107e sa samim sobom.<\/span><\/p>\n

U pregovorima nastaje ili nestaje klju\u010dna razlika koja nam je potreba da izguramo sljede\u0107u dionicu do kraja.<\/span><\/p>\n

Sje\u0107am se pregovora oko isporuke za mene tada zna\u010dajne koli\u010dine opreme za renomiranu kliniku u Zagrebu. Osoba s kojom sam pregovarao je bila bitno iskusnija od mene u pregovorima – \u0161to sam nau\u010dio na te\u017ei na\u010din.<\/span><\/p>\n

Iz minute u minutu me je sustavno vodio u smjeru spu\u0161tanja cijene i na svaki moj ustupak je tra\u017eio minimalno jedan dodatni ustupak.<\/span><\/p>\n

Nakon otprilike pola sata pregovaranja, spustio sam cijenu toliko nisko da bi mi zarada na toj transakciji bila ravna nuli.\u00a0<\/span><\/p>\n

Vodio sam se mi\u0161lju da \u0107u imati koristi kad drugi kupci vide da sam ba\u0161 toj klinici isporu\u010dio opremu. Uvjerio sam se da mi je ba\u0161 taj klijent \u201cpotreban\u201d i time sabotirao svoju poziciju u pregovorima od samog po\u010detka..<\/span><\/p>\n

Ni danas ne znam za\u0161to sam ba\u0161 to napravio<\/strong>, ali o\u010dajan jer sam se doveo u bezizlaznu poziciju, pogledao sam u osobu preko puta stola i rekao: \u201cNe mogu posao dogovoriti po ovoj cijeni. Predla\u017eem da krenemo ispo\u010detka.\u201d<\/span><\/p>\n

Reakcija mog sugovornika je bila burno negodovanje i te\u0161ke rije\u010di, ali smo na kraju dogovorili posao po za mene bitno povoljnijoj cijeni.<\/span><\/p>\n

Za\u0161to vam sve to pri\u010dam?<\/span><\/p>\n

Bit \u0107emo bitno uspje\u0161niji u biznisu i \u017eivotu, ako donosimo odluke i pregovaramo zato \u0161to \u017eelimo, a ne zato \u0161to moramo ili mislimo da nam ba\u0161 to treba.<\/span><\/p>\n

Ako kre\u0107emo iz pozicije potrebitosti, u startu se stavljamo u lo\u0161u poziciju.<\/span><\/p>\n

U \u017eivotinjskom svijetu predator ne\u0107e juriti za plijenom do beskona\u010dnosti. U trenutku kad procjeni da \u0107e mu plijen izma\u0107i, odustaje od potjere i \u010duva snagu za sljede\u0107i lov.<\/span><\/p>\n

Isto na\u010delo mo\u017eemo primjeniti i u biznisu. Nemojte se uvjeravati kao i ja u svojoj pri\u010di, da vam ba\u0161 \u201ctreba\u201d taj klijent. Ako i kad procjenite da ne mo\u017eete ispregovarati \u017eeljeni posao, nema ni\u0161te lo\u0161e u tome da ka\u017eete \u201cne\u201d i na\u0111ete sljede\u0107eg klijenta s kojim \u0107ete ispregovarati uvjete koji i vama odgovaraju.<\/span><\/p>\n

Ali budite oprezni – i u ljudskom svijetu postoje \u201cpredatori\u201d<\/strong>. To su ljudi koji \u0107e u pregovorima namjerno iskoristiti va\u0161u \u201cpotrebitost\u201d, da vas dovedu u situaciju u kojoj \u0107ete postupiti kako oni \u017eele.<\/span><\/p>\n

Stoga osvjestite razliku izme\u0111u \u201cmoram\u201d ili \u201ctrebam\u201d i \u201c\u017eelim\u201d.<\/span><\/p>\n

Promjena samo jedne rije\u010di mo\u017ee promijeniti va\u0161 cijeli \u017eivot.<\/span><\/p>\n

Portal\u00a0Gorica.info<\/a>\u00a0\u017eeli \u0161iroj javnosti predstaviti uspje\u0161ne Velikogori\u010dane, njihove pri\u010de i njihova razmi\u0161ljanja koja mogu biti inspiracija drugima. Jedan od takvih je i\u00a0<\/em>Sini\u0161a Drobnjak<\/strong>, privatni poduzetnik od 1995. godine.<\/em><\/p>\n

U avanturu privatnog poduzetni\u0161tva krenuo je iz ku\u0107e svojih roditelja od kojih je i posudio novac, dovoljan za osnivanje tvrtke i tro\u0161kove prve prezentacije, na kojoj nije uspio do\u0107i do svog prvog kupca.<\/em><\/p>\n

Danas je Sini\u0161a\u00a0<\/em>vlasnik nekoliko uspje\u0161nih tvrtki u regiji,<\/strong>\u00a0koje se bave\u00a0razvojem IT rje\u0161enja<\/a>\u00a0i distribucijom proizvoda u dentalnoj medicini.<\/em><\/p>\n

Poslovna znanja je stjecao na presti\u017enim ameri\u010dkim i europskim poslovnim \u0161kolama, a zadnjih nekoliko godina poma\u017ee svojim klijentima u njihovom osobnom razvoju i tranziciji iz uloge zaposlenika u poziciju vlasnika.<\/em><\/p>\n

U slobodno se vrijeme bavi humanitarnim radom i promicanjem tradicionalnih vrijednosti Turopolja, kao gra\u0111anin Velike Gorice.<\/em><\/p>\n

Otac je prekrasne tinejd\u017eerice s kojom dijeli strast prema ameri\u010dkim konjima. Sini\u0161a je, me\u0111u ostalim testiranjima vlastitih granica, uspje\u0161no pro\u0161ao i 104 kilometra dugu avanturu po vrletima Velebita.<\/em><\/p>\n

Zavr\u0161io je i\u00a0veliki 48-satni maratonski humanitarni izazov<\/a>\u00a0za pomo\u0107 Judo klubu djece s te\u0161ko\u0107ama Fuji iz Velike Gorice<\/em>.<\/p>\n

Ovo je Sini\u0161ina 132. kolumna za portal Gorica.info.<\/strong><\/p>\n



<\/p>","protected":false},"excerpt":{"rendered":"

Svakog tko misli da je privatni biznis jednostavan i lagan, \u010deka te\u0161ko razo\u010daranje. Mene je spasilo to \u0161to nisam znao \u0161to me \u010deka – taj se uzorak \u010desto ponavlja u mom biznisu, ali i \u017eivotu.\u00a0 Na primjer, kad sam se pojavio na startu svog zadnjeg polu-Ironmana, nisam znao \u0161to me \u010deka u toj utrci. Vjerovao […]<\/p>\n","protected":false},"author":23,"featured_media":40362,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"limit_modified_date":"","last_modified_date":"","jnews-multi-image_gallery":[],"jnews_single_post":[],"jnews_primary_category":[],"jnews_override_counter":[],"footnotes":""},"categories":[109],"tags":[1574,2077,1801,2078,1802,1803],"class_list":["post-57948","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-zivot","tag-gorica-info","tag-inspiracija","tag-kolumna","tag-poduzetnistvo","tag-put-do-uspjeha","tag-sinisa-drobnjak"],"yoast_head":"\nKOLUMNA Put do uspjeha: Nemojte, ako ba\u0161 ne morate, u\u010diti na svojim gre\u0161kama, a ponekad nau\u010dite i re\u0107i \u201cne\u201c jer \u0107e vam to olak\u0161ati \u017eivot... - Gorica Info<\/title>\n<meta name=\"description\" content=\"Ne treba vam svaki posao, svaki klijent - ponekad je bitno re\u0107i \u201cne\u201d. 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