* The calculations use average data for Russia
25,000 - 90,200 RUR
Starting investments
66,000 ₽
From 1 month
Payback period
The number of psychologists increases every year almost exponentially. The profession of a psychologist opens up great opportunities for people who want to not only do what they love, but also earn money. In order to work in your specialty, you do not need to rent a large office or purchase expensive equipment. Investments will only be required in education and experience. Of course, in this case there are also some drawbacks.
Profitability of opening a psychological office
If we consider a psychologist’s private office as a business, then the bulk of clients will come to you, first of all, on the recommendation of friends and acquaintances, that is, through the so-called “word of mouth.” It takes a lot of time and effort to develop a clientele, so at first a novice psychologist with a private practice can hardly count on big profits. Moreover, it is best to combine work in your own office with work in any organization as a hired employee. This way, you will not only not lose money, but will also gain experience and practice that are so valuable for a beginning specialist.
Another disadvantage of such a business is related to the high level of competition in this area. There have been a lot of psychologists on the labor market lately. The demand for their services, however, is also quite high. But supply has long exceeded demand. Several factors play a role here. Firstly, our compatriots are not yet accustomed to solving their problems with the help of qualified specialists. The services of psychologists are not yet in great demand, and their cost is equal to, or even higher than, the cost of a consultation with a doctor.
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Moreover, if the effectiveness of treatment in most cases can be assessed even by a person far from medicine (the onset of relief, the disappearance of disturbing symptoms, improvement in well-being, etc.), then with psychological help everything is far from so simple. If a doctor in many cases can give a patient a favorable prognosis for the outcome of treatment, then the psychologist only undertakes to do everything necessary to help his client, but does not give any guarantees for a good result.
Another negative factor that adversely affects the reputation of psychologists and psychological assistance in general concerns the lack of a unified legislative framework. Today, in fact, even those people who have neither special education nor any work experience can engage in psychological counseling. Currently, there is only a bill “On the provision of psychological assistance to the population,” which has not yet been adopted. This bill also has quite a few shortcomings and controversial issues, so its adoption is unlikely to change the situation for the better.
And yet, despite all the disadvantages, a psychological office is a good business idea that can turn into a profitable and profitable business with proper positioning and promotion.
Legal registration of activities of a psychologist with private practice
In order to open a practical psychologist's office, you will need to register as an individual entrepreneur. You can do this in four different ways. In the first case, you can register an individual entrepreneur yourself. This is the cheapest option: all costs will be 800 rubles for the state fee. In principle, registering an individual entrepreneur is quite simple and does not take much time. But you can seek help in registering an individual entrepreneur from an intermediary - a law firm that specializes in such services. Registration with the help of an intermediary will cost more than filling out the documents yourself, but you will save a lot of time on filling out all the necessary papers, and will also receive a guarantee that all documents will be completed without a single mistake. Finally, an individual entrepreneur can also be registered by power of attorney.
We will consider the option of self-registration as an individual entrepreneur. To complete the registration, you need to prepare documents for individual entrepreneur registration (application for registration, application for simplified taxation, receipt for payment of state duty); register your individual entrepreneur with the Federal Tax Service (registration with the tax office, sending a notification to the supervisory authorities: Rospotrebnadzor and Gosavtodornadzor), as well as with the Pension Fund of Russia and the Social Insurance Fund (registration with the Pension Fund of the Russian Federation, Social Insurance Fund, Rosstat, Compulsory Medical Insurance Fund); order a stamp for an individual entrepreneur; open a bank account.
Documents required for registration of a psychological office
Let us consider in more detail the documents that you will need to register as an individual private entrepreneur (IP): an application for state registration of an individual as an individual entrepreneur in the form P21001, a receipt for payment of the state fee for registration of an individual entrepreneur, an application for the transition to a simplified taxation system in the form No. 26.2-1 (optional), copy of passport. The simplified taxation system (also known as simplified taxation system, simplified taxation system, simplified taxation system) allows you to pay less taxes and significantly simplify the reporting you submit than OSNO (main taxation system). The simplified tax system is very common among small and medium-sized businesses. There are two options for interest rates of the simplified tax system – 6% (from income) and 15% (“income minus expenses”).
You can choose the interest rate yourself. If you choose the first option, you will pay 6% of any income, and in this case your expenses will not be of interest to the tax authorities (this option is preferable in our case when it comes to providing any services and when expenses are much less than income) . If you prefer the first option, then the amount of expenses will be deducted from the amount of income, and the individual entrepreneur pays 15% of taxes on the difference received (this option is convenient in case of trading). At the same time, all expenses of an individual entrepreneur must be documented (that is, you need to save receipts, invoices, acts, etc.).
If you plan to apply a simplified procedure, then you need to submit a notice of this in two copies along with other documents during registration. Please note: you can switch to the simplified system only once a year, starting from the beginning of the calendar year, so if you do not have time to submit your application right away, you will have to pay much more taxes and maintain much more complex accounting and reporting until the end of the current year.
By law, you can submit an application within thirty days from the date of registration, but it is better not to delay and apply immediately. You can fill out an application for transition to a simplified tax system (STS) automatically and free of charge using a special service or manually. In the latter case, you will need to download an application for transition to a simplified taxation system using form No. 26.2-1 (KND 1150001) (check the relevance of the form you downloaded to date). The application is submitted in two copies, one copy remains with you (with a note of acceptance). Your copy must be saved. In addition to the application, you will also need to provide a photocopy of two double-page spreads of your passport (main and with registration) on one A4 page (also, when submitting documents, you may be asked for copies of all pages containing any information).
When registering an individual entrepreneur, you will also need to select OKVED codes. For psychologists who want to set up a private practice or company, code 96.09 “Provision of other personal services not included in other groups” is most suitable.
The need for special education from a practicing psychologist
The issue of whether a practicing psychologist has a document on higher specialized education deserves special attention. On the one hand, the law on psychological assistance to the population has not yet been adopted; accordingly, now a large number of so-called “psychologists” conduct their activities without having a professional training diploma. However, on January 1, 2015, the Federal Law “On the Fundamentals of Social Services for Citizens in the Russian Federation” came into force, where psychological assistance is classified as social services.
Thus, the activities of a psychologist involve the provision of psychodiagnostic and psychotherapeutic assistance, psychological counseling and psychological correction. Psychological counseling is a type of activity for which a state diploma is issued, therefore, a person who has declared to conduct such activity, but does not have a special education, can conduct it until the first inspection, after which he may be accused of conducting illegal business activities. The check will be carried out after the first complaint from a dissatisfied client to the prosecutor's office.
In this case, it is important to understand the difference between a psychologist and a psychotherapist. A psychologist is a person with a higher psychological education. Many universities in various cities of our country graduate such specialists. Among psychologists there are social, general, medical, and educational psychologists. Psychologists have the right to engage in science and teaching, conduct training, help with choosing a profession, work on a helpline, test intelligence levels, identify abilities, advise, and make recommendations. Most often, social psychologists do all this.
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General psychologists are primarily concerned with the science, teaching, and development of theories of psychology. Clinical psychologists have an idea not only of mental normality, but also of pathology. They have the right to work in medical institutions and advise healthy people. They test sick people so that doctors can make a more accurate diagnosis. But officially, a psychologist does not have the right to engage in psychotherapy without special retraining.
A psychotherapist is a doctor who received a specialty as a psychiatrist, and then underwent additional training and became a psychotherapist. Only in this case can a specialist officially be called a psychotherapist and practice psychotherapy. He has a broad understanding of the human psyche and can treat patients with both medicinal and non-medicinal means, and has the right to conduct long-term or short-term, individual or group psychotherapy. There are many areas and methods of modern psychotherapy (art therapy, gestalt therapy, cognitive behavioral therapy, hypnotherapy, etc.), and different psychotherapists specialize in different areas. A psychotherapist has the broadest powers, since he can advise on all cases, treat his patients and prescribe medications if necessary.
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If you do not claim the proud title of psychotherapist, then, according to the Federal Law of August 8, 2001 No. 128-FZ “On Licensing of Certain Types of Activities,” a license to provide psychological assistance is not required. However, you are obliged to observe ethics and remember that human fate can often depend on your professionalism, correctness and decency.
Opening a psychological office
So, to open your own psychological assistance office, you will need space for receiving clients, as well as a minimum set of furniture - comfortable chairs, a table and, possibly, a couch (although the latter is an indispensable attribute of a psychoanalyst’s office and is hardly necessary for an ordinary psychologist), which can easily be replaced with comfortable sofa. Beginning psychologists often do not want to spend money on renting an office, preferring to receive their clients at their place or at their home.
In fact, both options have a number of disadvantages. If you are going to convert a room in your apartment or house into your office, then keep in mind that your working hours will be irregular. You and your household will have to forget about peace and personal life, and you - about relaxation and distraction from work. In addition, you are violating your own personal boundaries by inviting clients to your home. As a temporary option, a home office has a right to exist, but you shouldn’t turn it into a permanent one.
If you plan to go to your clients’ homes, then take into account both monetary and time expenses for travel. In addition, as in the first option, the home environment is not the best space for psychological counseling or therapy. And no one has canceled the issue of your personal safety either (it is no secret that the majority of psychologists are women). This format of work is usually resorted to in extreme cases (for example, when the client is a bedridden patient).
It is best to rent a room where you will receive your clients. According to the decree of the Chief State Sanitary Doctor of the Russian Federation, the minimum area for a psychologist’s office should be 10 square meters. meters. The best option is an hourly rental, when you pay for a specific time of your stay at the workplace, rather than a fixed monthly rent. You can find quite affordable options (300-500 rubles per hour). In this case, you will not need to purchase additional furniture or equipment, since such premises, as a rule, are already equipped with everything necessary.
Average rent for office space in Russia*
| Hourly office rental, rub. | Monthly office rent (10 sq. m.), rub. |
|---|---|
| 250 | 7 400 |
The main thing is that your office is cozy, and the atmosphere in it is conducive to rest and relaxation. Of course, this should not be a walk-through room: the issue of confidentiality is of great importance to your clients, and no one should disturb you during communication. Specialized offices (for example, a child psychologist's office) are often opened on the basis of an educational institution. True, this option can hardly be called a business. It’s better not to depend on third parties.
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To open your own psychological office, taking into account its full equipment and rent for 3 months, you will need about 90 thousand rubles. Accordingly, if you rent an office with everything you need and use a personal computer or laptop, then you can meet the 25 thousand rubles needed only to pay the rent for the first time. Of course, with this calculation we by default assume that you already have the necessary education and skills.
Investment in opening a psychological office
Sales and marketing in opening a psychological office
Beginning psychologists often wonder where they can look for clients. The best advertising in this matter is word of mouth. In second place is the Internet: specialized websites, regional forums, social networks. Recently, psychologists have been trying to pay more attention to social networks, creating engaging content on psychological topics in VKontakte groups, Instagram accounts, and so on.
It’s also worth thinking about creating your own website, but it doesn’t make sense to invest a lot of money in it. To receive applications from a site, you need it to be displayed in the first lines of the search, you need contextual advertising, which in most cases psychologists are not able to afford. Therefore, for starters, you can get by with social networks, a business card website developed using a free designer, or filled out profiles on psychologists’ websites like b17.ru
Don't forget to include information about your education and work experience on the site. It’s good if, in addition to your diploma, you have various courses, trainings, seminars, supervisions, etc. under your belt. However, you shouldn’t chase quantity while neglecting quality. Do not embellish your experience, try to write the truth. If you have a complete lack of experience, you can always find additional work (for example, at a helpline or at a municipal center for psychological assistance to the population). It may not be highly paid, but it will give you such valuable first experience. It is not at all necessary to be a generalist. On the contrary, it is better to choose one or two areas and actively work in this area, improve your skills and gain experience.
The issue of pricing for the services of a novice specialist deserves special attention. You shouldn’t immediately set high prices for your services, but dumping is not the best option either. Your work as a professional should be adequately paid. If you yourself rate your services too low, then what opinion will your potential clients have? The work of a psychologist in a large city can be estimated at 2500-3000 rubles/hour. But often the amount declared in advertisements is noticeably reduced, and in small cities it is 1000-1500 rubles per hour. Typically, a course of short-term therapy consists of 10 meetings, each of which lasts 45 minutes.
How much do psychologists earn and spend?
Practical experience shows that it is realistic to receive three clients in one day. More is more difficult. Both physically and mentally. Let's assume that our psychologist is a very popular specialist who sees three clients a day and works 5 days a week, and the cost of a session is 3,000 rubles. In this case, his revenue is 198 thousand rubles. Considering the small investment, you can recoup the costs of your office from the first month.
But, as you understand, all this is pure theory. In practice, this amount is at best divided by three. And 60-70 thousand rubles a month is still a very good result, which not all psychologists can boast of. Why is that? There are many reasons. And the demand is not the same, and clients in most cases are not ready to shell out, in their opinion, “huge” amounts. Often, when they come to a psychologist for their first introductory meeting, they believe that the psychologist will solve all their problems in an hour. As a result, the first meeting turns out to be the last. And, as mentioned above, it is not customary in Russia to visit a psychologist: with intimate questions, a person would rather go to a friend or relative, but not to a specialist. Therefore, do not have too high expectations about the profitability of this business.
Keep in mind that the profession of a psychologist obliges you to constantly improve your professional level, which means you will bear the costs of training, supervision, and advanced training. And this is at least 30-50 thousand rubles a year, which will have to be spent on these purposes.
Options for increasing the profitability of a psychological office
A kind of safe haven for psychologists is working with so-called VIP clients and corporate customers. Since a psychologist can earn many times more with them than with ordinary clients, he does not have such an urgent task in attracting new clients. Moreover, premium clients often bring people from their circle, which allows the psychologist to gain authority among the “high caste”. Another thing is that it is very difficult to break through to the VIPs. Therefore, many psychologists, in order to provide themselves with at least some flow of clients, rent offices in universities, at various medical centers and try to make money on the traffic that is available in these institutions.
Another option that many psychologists resort to is conducting their own psychological trainings. Training is a mass event. The work takes place in groups, with live and cross-communication between participants. As a rule, each training is devoted to one topic and can be included in an entire training program. In the same time and with almost the same effort, the presenter receives a much greater financial return. Moreover, the price for each specific person is several times lower than an individual consultation.
The greatest profitability for psychologists comes from training programs developed using their own methods. Such programs sell well, give the psychologist a name in the professional community and attract financial clients. In addition, today there are options for purchasing ready-made and proven franchise methods, when a psychologist is not only taught a new method, but also given step-by-step instructions on conducting training and how to promote it. In this case, the real profit from individual consultations can increase to 100-125 thousand rubles, and when working in the format of a training center - up to 200-250 thousand rubles.
If all the options for increasing the profitability of a psychological office do not meet your needs, start looking for unusual ideas in this area. Perhaps a traditional psychological office is simply not your format, and the search for an effective business idea should be sought abroad or in a related industry. In this collection we have collected 20 unusual business ideas for psychologists that can help you.
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Business psychology is a field of science dealing with psychological problems and specific features of management. Subject of Business Psychology- This is human activity in the field of business. Target- study of the psychological characteristics of human behavior in business. An object- psychological characteristics of relationships among themselves, between people and in a team.
Tasks: theoretical and practical, i.e. 1) to form in students an idea of the general features of business as a sociocultural institution and as a type of activity and the requirements that this activity makes for the person implementing it; 2) consider the socio-psychological characteristics of a businessman’s personality, describe a person’s life path in business, internal patterns observed in the dynamics of transitions from stage to stage; 3) to form a system of knowledge about psychological qualities that turn out to be fundamentally important for a person operating in business, about specific socio-psychological processes in business, about the psychological characteristics of the attitude of business people to money, about the psychological foundations of ethics in business; 4) consider the prospects for the development of business psychology as a special direction of psychological knowledge.
2.The origins of business psychology(?). The works of the classics actually set out the point of view about the innovative, innovative function of entrepreneurship, based on the constant combination of factors of production, on the search for new opportunities to achieve the best results. The main characteristic of business as an activity, unlike many other types of activity, is that this activity is constantly evolving, its rules and conditions are changing, and a person is forced to constantly change himself in accordance with these new rules.
According to F. Hayek, a businessman as an economic entity is characterized by special behavior, the desire to discover various opportunities for making a profit that have not yet been noticed by other economic entities.
F. Hayek argued that business as the sum of spontaneous processes is much broader than entrepreneurship, which, in his opinion, is equivalent to any other market profession. At the same time, according to the famous American scientist of Austrian origin J. Schumpeter, “entrepreneurship is not a profession, because you cannot be in such a state for a long time.
A significant contribution to the development of the theory of entrepreneurship was made by the famous American scientist P. Drucker, who believed that an entrepreneur is understood as a person who opens his own new small business. But at the same time, not every small business is entrepreneurial, but only those that create a new market and form new customers. Entrepreneurial enterprises are characterized, first of all, by the fact that they try to create something new and different from what already exists, change and transform value systems. However, according to P. Drucker, the principles of entrepreneurship are also practiced in large and even old enterprises. For a small business to function as an entrepreneurial enterprise, it must have special characteristics in addition to being small and new. An enterprise is entrepreneurial not because it is new, and not because it is small, although rapidly developing, but because the basis of its activity, according to Drucker, is the awareness of the fact that manufactured products have individual characteristics, demand for They have grown to such an extent that a “market niche” has formed, and new technology makes it possible to transform complex operations into a scientific process.
It should be noted that the development of entrepreneurship, especially in the era of initial accumulation of capital, does not always meet the requirements of high morality. According to a number of authors, business as a phenomenon is directly related to business activity. The scope of this activity relates to the processes of buying and selling, as well as to production, finance, trade or services. Moreover, if English-language authors emphasized mainly the constructive aspects of business, the Russians and French did not fail to note the dubious or downright negative aspects of this type of activity. From the definitions of American reference publications, one of the possible reasons why “business psychology” has not become a special subject of analysis becomes clear. This reason is the extreme similarity in the everyday linguistic use of “employment”, “occupation” and “business” as a specific type of activity.
3. The concept of business, business entities.Business(from Old English “actively engaged in work”) - a set of material, financial, labor and information resources for the purpose of producing goods and services intended for sale to other economic agents (enterprises and organizations). Main business goal: making a profit or maximizing profits.
Business entities:
1) enterprise (manufacturers, buyers, intermediary structures) - ensuring economic security, developing plans for the development of the organization (issuing shares, effective management).
2) owner - choice of disposition option, justification of the purchase and sale price of the organization or its share.
3) credit organizations - checking the financial capacity of the borrower, determining the size of the loan issued as collateral.
4) insurance organizations - establishing the amount of insurance premium and insurance payments.
5) stock exchanges – checking the validity of securities quotes.
6) investors - checking the feasibility of investments.
7) government bodies - preparing the organization for privatization.
4.Main milestones in the history of the development of entrepreneurship until the 20th century. (?) We associate the 20-60s in Russia with such concepts as surplus appropriation, “war communism”, NEP, industrialization, collectivization, nationalization, over-centralization and decentralization.
All of these listed phenomena were aimed at limiting entrepreneurial activity and any initiative on the part of private individuals. The only exception is the NEP, aimed at optimizing and reviving economic relations in the country, the decline of which was the result of the Revolution and the First World War. I want to pay special attention to him.
The transition to the NEP caused an unprecedented development of citizens' personal initiative, which in a country with a predominant small-scale economy led to the development of mass private entrepreneurship. At the same time, undispelled dreams of the coming world revolution and the creation of a bright future without “world-eaters”, the attractive illusions of the possibility of a rapid, measured in years, embodiment of the communist ideal in reality, characteristic of both the Bolshevik leadership and the poorest segments of the population of Russia, had a significant impact influence on the development of principles for the relationship between the state and private capital. The main conditions for attracting it into the economy were: the use of private capital in industry and trade in positions of secondary importance for the national economy while maintaining the so-called commanding heights in the economy in the hands of the state; the almost complete deprivation of private entrepreneurs of political rights, limitation and partly regulation of their ownership rights in the class interests of the Bolshevik dictatorship; social class approach to tax collection. After the publication of a number of decrees (such as the decree “On Exchange”, “On Handicraft and Small Industry”), citizens of Russia received the right to freely engage in trade and intermediary operations, participate in government contracts and supplies, and invest in industrial production.
Memories of the successful work of one’s own or a neighboring enterprise in the pre-revolutionary period, the simplicity of its foundation in new conditions, the natural desire to improve their financial situation pushed tens of thousands of people to various types of entrepreneurial activity. Among them, two main groups stood out. The first group consisted of former owners and employees of commercial and industrial private enterprises, millers, clerks, hairdressers, photographers, etc., who had certain commercial skills. But there were also quite a few who took up various types of entrepreneurial activities solely for the sake of obtaining funds for food: housewives, yesterday’s Red Army soldiers, workers who found themselves on the street after the closure of industrial enterprises, and “laid-off” employees.
The reduction of the nationalized sector of the economy and its decentralization contributed to the restoration and further development of the country’s economic potential. Without such processes, it is difficult to imagine the successful development of the domestic economy, compared with other periods of Soviet history.
Excerpt from the first chapter of the textbook "Psychology of Entrepreneurship"
Excerpts from the second chapter of the textbook on "Psychology of Entrepreneurship"
Management decisions. Criteria for a correct decision. Decision-making algorithm.
Personal qualities of an entrepreneur
Questions for testing and a list of abstracts for the course "Psychology of Entrepreneurship" (VF MGEI)
annotation
Yu.V.Shcherbatykh. Psychology of entrepreneurship and business. - St. Petersburg: Peter, 2008. - 304 p.
This book is intended for students of economics who study the basics of psychology as part of the courses “Psychology of Entrepreneurship”, “Economic Psychology”, “Psychology of Business” and “Psychology and Pedagogy”. The book is distinguished by the widest possible coverage of topics in business psychology, accessibility of presentation and a high degree of clarity, allowing students to quickly master this course. In addition to traditional topics, the book includes such practically important sections as the psychology of successful sales, increasing employee motivation, ensuring business security, time management and stress management for an entrepreneur.
In order to better assimilate students' knowledge, the book contains a set of tests and control questions. A sample course program, thematic plans, seminar lesson plans and psychological tests are offered for teachers.
This manual can also be used by entrepreneurs and managers to increase the productivity of business processes in an enterprise and more effective personnel management.
"Psychology of Entrepreneurship and Business"
1. Social and psychological features of entrepreneurship.
1.1 Subject and objectives of the course “Psychology of Entrepreneurship”.
1.2 Evolution of views on the phenomenon of entrepreneurship.
1.3 Attributes of an entrepreneur
1.4 Social and psychological aspects of modern Russian entrepreneurship.
1.5 Types of business activities
2. Essays on the history of entrepreneurship.
2.1 Pre-class structure of society.
2.2 Ancient civilizations and the ancient world
2.2.1 The emergence of the first civilizations
2.2.2 Ancient world
2.3 Development of entrepreneurship in Western civilization
2.3.1 Middle Ages
2.3.2 Renaissance
2.3.3 Age of Discovery
2.3.4 Development of capitalism
2.3.5 Entrepreneurship in the modern world
2.4 Features of entrepreneurship development in Russia
2.4.1 Pre-Petrine era
2.4.2 Transformations of Peter I
2.4.3 Russia XIX - early XX centuries
2.4.4 Soviet period:
2.4.5 Perestroika and the establishment of capitalism in Russia
3. Psychological phenomena in the activities of an entrepreneur.
3.1 Structure of the human psyche
3.1.1 Basic concepts of psychology
3.1.2 Consciousness
3.1.3 Unconscious components of the psyche
3.2 Cognitive processes in the activities of an entrepreneur.
3.2.1 Sensation and perception
3.2.2 Attention
3.2.3 Memory
3.2.4 Thinking
3.3 Motivation for entrepreneurial activity
3.3.1 Needs and motivations.
3.3.2 Values and attitudes
3.3.3 Volitional qualities of an entrepreneur.
3.3.4 Level of subjective control
3.3.5 Emotional sphere of personality.
3.4 Psychology of activity
3.4.1 Psychological aspects of human activity
3.4.2 Entrepreneur as a subject of activity
4. Communication processes in the activities of an entrepreneur.
4.1.1 Basic concepts of speech
4.1.2 Speech development and its types
4.1.3 Functions and components of speech
4.2 Communication
4.2.2 Types of communication
4.2.3 Communication functions
4.2.4 Business communication
4.3 Conflict management
4.3.1 The concept of conflict and its social role
4.3.2 Classification of conflicts
4.3.3 Causes of industrial conflicts
4.3.4 Basic strategies for behavior in conflict situations
4.3.5 Approaches to conflict resolution
5. Personal qualities of an entrepreneur.
5.1. Psychology of Personality.
5.1.1 The concept of personality in psychology
5.1.2 The relationship between the concepts of “personality”, “subject” and “individual”.
5.1.3 Personality structure
5.2. Personal qualities of an entrepreneur
5.2.1 Personal qualities that promote and hinder business success
5.2.2 Level of subjective control.
5.3. Methods for assessing personal qualities.
6. Psychological characteristics of successful activities.
6.1 Ways to achieve success in business success
6.1.1 Personality strategies.
6.1.2 Psychological components of a business plan
6.1. 3 Basics of effective goal setting.
6.1.4 Algorithms for achieving success.
6.2 Psychological aspects of decision making
6.2.1 Specifics of the decision-making function in the activities of an entrepreneur
6.2.2 Classification of management decisions
6.2.3 Stages of developing management decisions
6.2.4 Psychological mechanisms influencing management decision making
6.2.5 Organizational and psychological factors of management decisions
6.3 Factors impeding the success of entrepreneurial activity and their neutralization
6.3.1 Obstacles on the way to the goal and overcoming them.
6.3.2 Business risk.
6.3 3 Ensuring business security
6.4 Psychological basis for countering deception
6.4.1 Main types of deception in business
6.4.2 Deception technologies
6.4.3 Using human psychological characteristics when deceiving
6.4.4 Methods for detecting deception
7. Fundamentals of effective business process management
7.1 Basic management functions.
7.1.1 Planning
7.1.2 Organization
7.1.3 Motivation
7.1.4 Control
7.2 Forming a team in business.
7.2.1 Recruitment
7.2.2 Personnel training.
7.3 Formation of corporate culture
8. Organization of the entrepreneur’s work and increasing the efficiency of his activities
8.1 Time management.
8.2 Management of the functional state of the entrepreneur
8.2 Stress in the activities of an entrepreneur
8.2.1 Main causes of occupational stress
8.2.2 Features of entrepreneur stress.
8.2.3 Basics of stress management.
9. Psychological foundations of successful sales and formation of the image of an entrepreneur.
9.1 Communication aspect of sales.
9.1.1 Elements of the sales process
9.1.2 Identifying customer needs
9.1.3 Presentation
9.1.4 Dealing with objections
9.1.5 Completion of sale
9.2 Systematic approach to the sales process.
10. Entrepreneurial culture.
10.1 Culture and ethics of entrepreneurship.
10.2 Basics of business etiquette
10.3 Gender differences in entrepreneurship
10.4 National psychological characteristics of doing business in different countries.
Main literature
Application #1: Psychological tests and keys to them.
Appendix No. 2: Exercises for seminar classes
Appendix No. 3: Program and approximate thematic plans
Appendix No. 4: Seminar lesson plans
Appendix No. 5: Subject index
The growth of entrepreneurial activity usually characterizes the improvement of the economy and, in particular, the economic entity. Promoting an understanding and assessment of the importance of entrepreneurship in the national economic and socio-political context is one of the urgent tasks of economic psychology.
In accordance with the law, entrepreneurship is defined as initiative independent activity of citizens, carried out on their own behalf, at their own risk, under their own property responsibility and aimed at generating profit or personal income.
The conditions conducive to the development of entrepreneurship include both objective opportunities in society for entrepreneurial activity and subjective prerequisites for human psychology. Both form three main categories of conditions for the development of entrepreneurship. They are:
State policy towards private business;
Culture, or the value system of a society, which psychologically encourages and supports the spirit of individual initiative;
People's aptitudes and abilities for entrepreneurship.
They give rise to three psychological problems of entrepreneurship: the political-psychological problem of the relationship between entrepreneurship and the state, the problem of the image of the entrepreneur in the mass consciousness and, finally, the problem of studying the psychological portrait of the entrepreneur. Let's look at them.
Entrepreneur and the state. The issue of relations between the state and entrepreneurship can be considered from the perspective of a systems approach. Operating in conditions of uncertainty, lack of guarantees, creating new, often risky combinations that allow satisfying social needs, the entrepreneur takes on the function of risk and progress in the economy. The control function in order to maintain the reliability and stability of the economy is assigned to the state. This is exactly how functions are distributed between these necessary, mutually complementary elements of the economic organism.
Violation of the optimal relationship and functioning of the components of a single system leads to economic crises. The state is expected to have a regulatory function that, on the one hand, would provide sufficient opportunities for the manifestation of economic initiative, and on the other hand, would establish barriers against arbitrariness in the interests of society and the consumer.
There are different opinions about the social orientation of entrepreneurial ideology. Some believe that it is focused on subordinating society to the interests of capital. Others suggest that entrepreneurial ideology is aimed at self-isolation, a kind of alienation of business from the state. Closer to the truth is the consideration of the ideology of entrepreneurship as a system of ideas that reflects the perception of a social class of its own functions in society and includes its relationship to other classes, the purpose of which is to maintain or change the material institutional structure of society.
There is a contradiction in the very nature of entrepreneurship: on the one hand, the desire for maximum profit and selfish protection of one’s private interests, on the other, a social role, i.e. the need to take into account the interests and values of society, to feel a sense of responsibility towards it.
The concept of social responsibility in business was most developed in the United States in the 70s and 80s. In addition to the initial ideas, according to which it meant, first of all, compliance with the laws regulating the social functions of the entrepreneur, its necessary features began to be considered actions that satisfy social expectations and even their anticipation. The highest level of social and moral responsibility requires participation in the formation of public expectations in the process of entrepreneurial activity, when it is necessary not only to respond to requests, but also to form them, thereby taking a leading role in the social life of society.
There is an opinion that only representatives of large and sometimes medium-sized businesses have a developed sense of awareness of belonging to their class, and therefore only they can be considered bearers of entrepreneurial ideology. The ideological and ethical systems of big business and so-called small business are different. But the differences between the ideology and psychology of an entrepreneur and a company manager have been smoothed out in recent years: both entrepreneurs and managers are bearers of entrepreneurial ideology, but the leading role in both cases still belongs to representatives of large and medium-sized businesses.
The image of an "entrepreneur". Unlike the population of the USA and Japan, which sees the entrepreneur as a person serving their needs and creating sources of income for many hands, in Europe the image of the entrepreneur is generally not positive. This is due to some of the mystery of his activities, hidden from the public eye; and with certain stereotypes of perceiving an entrepreneur as a speculator, businessman, exploiter (especially in the conditions of the Russian economy, which for a long time was ideological); and with some categorical behavior and communication of entrepreneurs in the interests of the business and in connection with economic necessity; and also with envy of his profits and income.
In studies of the image of an entrepreneur, the “distance hypothesis” has become known, which distinguishes between the image of an entrepreneur “at a distance” and “nearby”. In the first case, we are talking about a more or less unconscious mass psychological stereotype of an entrepreneur. It has become entrenched in our concept of “new Russians.” In the second case, we mean an individualized image, built based on one’s own experience. These are impressions of specific familiar people with their successes and problems. The “distance hypothesis” means that the opinion “close” is more complex and positive than the stereotypical image of the entrepreneur “at a distance.”
Psychological portrait of an entrepreneur. There are two approaches to the problem of searching for subjective psychological prerequisites for successful entrepreneurial activity: the first classifies entrepreneurs as a special category of people endowed with certain psychological qualities; According to the second, everyone has entrepreneurial activity, but to varying degrees. Since the circle of established entrepreneurs is small, the first approach prevails.
The properties of entrepreneurship include mobility and dynamism of economic activity, freedom of choice and search for methods of economic action, tactical methods of action, and their relative short duration. constant entrepreneurial search, high level of uncertainty, risk, threat of loss, responsibility. All this puts forward specific psychological requirements for the entrepreneur.
Many Western European and American researchers have tried to create a psychological portrait of an entrepreneur, abstracting from specific features and qualities associated, for example, with the form of entrepreneurship (industrial, commercial, financial), or its level (large, medium, small business), as well as with the whether the entrepreneur is an innovator or not and, finally, whether he combines the functions of an owner or owner with the functions of a manager.
The qualities that are important for the psychological portrait of an entrepreneur can be combined into three blocks. The intellectual block includes competence, a gift for combinations, developed imagination, real fantasy, developed intuition, and long-term thinking. In the communication block - the talent of coordinating employee efforts, the ability and willingness to be tolerant in communicating with other people and at the same time the ability to go against the grain. In the motivational-volitional block, this is a propensity to take risks. responsibility, the desire to fight and win, the need for self-realization and public recognition, the severity of the motive for achieving success. Considering that an entrepreneur, figuratively speaking, is also a self-exploiter, he needs good health, inexhaustible energy, and optimism.
The full list of characteristics given refers to the portrait of an ideal, not a typical entrepreneur. What necessary combinations of qualities must be present in the portrait of a typical entrepreneur to ensure his successful activities?
Literary data only proves the obligatory presence of components of the motivational-volitional block, because the entrepreneur is, first of all, an active, searching figure. The predominance of the motive for achieving success over the motive for avoiding failure, the propensity to take risks, the need and ability to take responsibility remain necessary in the psychological portrait of an entrepreneur, regardless of the form, level or other specific features of entrepreneurship.
One of the models is built on the basis of the qualities of the motivational-volitional block, representing a different, more democratic approach to the portrait of an entrepreneur. Thus, according to psychologists, there are no two clearly demarcated groups of people, entrepreneurs and non-entrepreneurs. The differences between people lie in how much representative activity they engage in and the level of enterprise that goes into the activity.
An entrepreneur is a set of qualities that ensure the ability to achieve specific goals in economic, social and other spheres of public life through one’s initiative, ingenuity, independence, resourcefulness, non-standard solutions, willingness to take risks and be responsible for results.
If we take this more democratic (compared to the position of psychological elitism of entrepreneurial activity) position, then it is legitimate to talk about paraentrepreneurship as a form of activity that is carried out in parallel with the budgetary one or on its basis. Currently, this phenomenon is quite common in our country. From this position, the figure of an intrapreneur is comparable - a person who works in an organization, but has the inclinations and abilities of an entrepreneur.
Are there any specific features in the portrait of a Russian entrepreneur? The definition of entrepreneurship given at the beginning of the topic focuses on independent activity that involves choice, risk, and responsibility. Among young Russian entrepreneurs, independence and autonomy are especially pronounced. True, high levels of independence are often combined with reduced responsibility.
Russian entrepreneurs of small and medium-sized businesses are more alienated from society and psychologically protected from social disapproval than German ones. This is due to the fact that Russian entrepreneurship is developing in an unbalanced market in the absence of real consistent support from the state and in a socio-cultural environment of disapproval, demonstrating open opposition of business to the state and extreme manifestations of individualism.
The differences between entrepreneurs and managers can be interpreted as follows: managers are more afraid of novelty because their main goal is to preserve the organization, the team they manage, and the entrepreneurial activity that they undoubtedly exhibit is, in many situations, aimed at campaign survival. An entrepreneur, on the contrary, strives for change, development, and risk. Throughout the life cycle, firms require both types of entrepreneurial activity.
From the standpoint of innovative management, an entrepreneur is a transformative leader, in contrast to the leader of normative or administrative management.
There are sometimes no clear boundaries between entrepreneurs and managers. These two figures can be represented in one person in a small business.
It probably doesn’t surprise anyone that business in Russia is being taken more seriously: almost in a Western way. That is why many people began to be interested in such a category as “the psychology of entrepreneurship and business.”
Today it is an integral component of commercial success in all new endeavors and business projects. After all, in fact, the appearance of a modern entrepreneur is the main element of the success of his business.
So, what should the present, and most importantly, in the future, be like? Here are its main characteristics:
entrepreneurship - the ability to independently create profitable, promising business projects;
flexibility, creativity, breadth of thinking - clichés, rigidity, limited thought processes have long been a thing of the past. If you haven’t freed yourself from them yet, then today is the day when it’s time to finally do it;
- the ability and desire to achieve one’s goals at almost any cost. A businessman must always move in the chosen direction and be able to overcome obstacles along the way;
goal setting - the ability to correctly set goals and plan an algorithm for achieving them in the shortest way and with the least losses;
rationalism - rationality of actions and thinking. Even creativity must be subject to the analysis of reason so as not to turn into recklessness;
logical thinking - the use of certain logical structures in mental processes;
stress resistance - the ability to withstand negative external and internal factors and get out of difficult situations without loss to the psycho-emotional state;
— the world is ruled by optimists, and pessimists are only unwitting spectators of a big performance called “life”;
high degree of adaptation to the slightest changes - the ability to quickly adapt to any life or work situations;
resourcefulness - the ability to find a way out of the most confusing situations;
quick learner - the ability to quickly and profitably absorb and digest useful information;
leadership skills - this part is necessary only for those who want to work in a team. A single businessman can easily do without them;
pragmatism - the understanding that theory is only the basis, and practice is the essence of business;
objectivity - the ability to objectively assess your capabilities and current situations, so as not to take on a load greater than you are able to carry;
self-improvement - constant work on oneself, increasing one’s professional level.
Thus, the psychology of entrepreneurship and business considers the most important issue concerning the very personality of the entrepreneur, businessman and the accompanying conditions for the success of the business.
Also, for those starting their own business, being part of a team is required. Because leadership ambitions alone will not get you far.
You must be able to lead people, inspire them, and properly motivate them to take the actions you need.
If you will not only manage the business, but also directly participate in it, then you also need a theoretical and practical basis for working in your chosen segment of entrepreneurship. To do this, you will need to develop a unique working method or adapt existing ones.
What else can the psychology of entrepreneurship and business advise aspiring entrepreneurs? Believe in yourself and understand that limiting boundaries exist only in our minds.
We ourselves determine the limits of our capabilities, telling ourselves that we cannot do it. However, as soon as we push these boundaries, the world around us immediately begins to play with new colors.