Successful businessman: psychological features. What is the difference between the psychology of a businessman and a philistine

Successful trading in conditions modern market – not an easy task That is why many corporations employ staffs of psychologists who study the complex aspects of such a science as business psychology. The main thing that provides is good motivation. Plus to that:

good relations with staff;
creation comfortable conditions in a collective.

Business psychology - what is it?

Experienced psychologists have already figured out the definition of what business psychology is. With scientific point of view, this is a young branch of psychology, which has absorbed the basics of sociology, economics and pure psychology, taking into account the conditions for the development of society. From point of view practical application, business psychology is the ability to:

Form an independent team from the team.
Correctly disperse management functions.
Assemble a team of specialists different levels qualifications.
Choose a team whose members can replace each other.
Find professionals with a narrow specialization, taking into account business issues.

The role of psychology in business

Psychology for business has already become an integral part of the process, it is important to consider that success is not only motivation. Business exists thanks to competent communication, and the ability to effectively negotiate or close a deal is a guarantee of success. A psychologically well-built approach will help:

cost-effectively promote with partners;
outperform competitors;
find new clients;
defend their positions when signing deals.

Psychology in the field of business also includes knowledge of kinesics - a science that studies. Experts say that no matter how skillfully a person deceives, he is betrayed by unconscious gestures. Having studied what certain gestures in behavior mean, you can learn to hear an unvoiced text and draw the right conclusions, isolate the most important thing from sentences and give in to the secondary. This knowledge will help you protect yourself from scammers and choose the right strategy for behavior in.

The psychology of business success

Experienced businessmen are sure that success in business depends on the mood of the team. Therefore, psychology in business takes into account the following rule: everyone must trust the leader and work together to achieve a good result. This effect cannot be achieved if the leader himself does not believe in himself, is afraid of innovation and risk, doubts decisions taken. The leader does not believe - the team will not believe, then the case is doomed to failure. If the leader knows how to convince others that all difficulties are temporary, that the sun will always come out after the storm, such a team will withstand any crisis.

The psychology of a successful business includes 2 criteria:

Faith in your own strength.
No fear of failure.

Psychology of relationships in business

Highly important element success in business is a properly built hierarchy of relations "boss - subordinates". Ideas must be implemented taking into account the interests of the entire team, and here psychology and business go hand in hand. You need to find a point of contact, and then success is guaranteed, for this you need to take into account several points. If for the leader the interest implies:

increase in income;
moderate excitement;
receiving monetary profit.

Then for subordinates, interest is concentrated in such moments:

size and growth of wages;
profitable workplace;
comfort in the team.

Recently, large businessmen who managed to make capital in the early 90s and are starting to go bankrupt have begun to turn to psychologists for help. The conducted psychological testing showed that most of them have the same pronounced character traits (personality accentuations). At the same time, the study of currently flourishing large entrepreneurs revealed that they also have common, typical accentuations, which, however, differ significantly from those that were obtained in the first group. At the same time, which is very remarkable, no difference in the level of intellectual development was revealed. It's just that one type of personality of a businessman was more suitable for one socio-economic conditions, and another for others.

Psychologists received information about personality traits, including accentuated ones, that can currently lead a businessman to success, as well as traits that statistically more often correlate with his "successful" ruin. And this is a very subtle knowledge, which has become, to some extent, a trade secret. Interestingly, these data are consistent with the results of studies in Russian Academy public service under the President Russian Federation. The type of personality, unsuccessful for business, began to en masse try to settle down in the civil service.

So what personality traits contribute to successful business, and which are not? After all, people are very different both in nature and in education. This is manifested in intelligence, personal qualities, metaprograms of behavior, etc. Let us consider the last difference - the difference in metaprograms - in more detail.

Metaprograms mental activity are automatically, unconsciously manifested algorithms of internal activity that predetermine the direction of human activity. So, in conditions of stress, some people seem to freeze, while others begin to act actively. And this is under a genetic determination. In some, mental activity is aimed at achieving something, while in others it is aimed at avoiding, etc.

Metaprograms are closely related to personality accentuations. This or that accentuation is nothing but a fusion of several accentuated metaprograms. In modern psychology, various accentuations are known - schizoid, paranoid, hysteroid, etc. And they are all woven from certain metaprograms.

Meta-programs can connect with each other in a "removed form", add up, change, transform. Let's say we can talk about the metaprogram of the "subject student" and the metaprogram of the "public worker". At the same time, a "social activist" businessman focuses on the opinions of others, and a "subject" businessman focuses on technological processes that are leaking.

Consider, for example, some of the metaprograms.

Metaprogram "internal and external reference". There are people who, when making decisions, rely more on own experience, on the own opinion, and there are those for whom the opinion of others is more important. There are such persons among businessmen and leaders. Some subordinates feel this subtly and can achieve this or that decision of the boss, working under their dominant algorithm, the dominant meta-program. So, in order to convince a person of external reference to make a certain decision, it is important to give examples that others, the most authoritative for others, had similar decisions. this person individuals, organizations, businessmen, then such solutions were in the past and they led to positive results, that they are used today and there is a tendency to move to similar solutions to the problem in the future, etc. At the same time, if such examples are given to a person with internal reference, then his typical reaction to such an argument is highly likely to be negative: the opinion and decision of others is like a red rag to an angry bull for him. He will analyze the situation himself and make a decision on his own. Referring to the opinions and decisions of others is not an argument for him, but rather a reason for internal irritation: he has a different decision-making technology.

Persons with internal reference when making decisions are guided by their vision of the world, their feelings, knowledge, intuition. Statistically, this is more common for introverts. And it is due to the fact that the extrovert, as it were, follows the situation, for external changes, and the introvert leaves external situations for himself, for his inner world. Extrovert behavior is more controlled external factors, situations, while the behavior of an introvert is his past, including his internal moral standards.

Internal reference is more typical for schizoid personalities, for introverts. Persons with this orientation can be relatively independent of the environment, but thereby often seem to fall out of the established system of relationships, become outcasts, scapegoats, etc. People are sometimes very harsh on those who neglect the generally accepted.

At the same time, persons with internal reference are able to see what the mass consciousness, subject to suggestion, conformism, is sometimes unable to understand. Individuals with internal reference are able to see the world differently than most people around them. And people owe a lot to them for this. An example of this is A. Sakharov, who expressed the need to look at the world in his own way, to defend his point of view, even if everyone was against him. A person with external reference is not capable of such views, assessments, and such behavior.

Internal referentiality was strongly developed by J. Bruno, Galileo and many other persons, whose ideas were ahead of the self-consciousness of the majority of their era. And we are grateful to these people for such a strategy of thinking: it led humanity forward.

At the same time, in court intrigues, a person with internal reference turns out to be defenseless, he is quickly dealt with. Under these conditions, persons with external reference are more effective, they are able to catch the opinion of the strong in time, to adapt to it.

In the early 90s, a breakthrough in business was made by persons with internal reference, who heeded the statement "everything that is not prohibited is possible." It was they who quickly, in a matter of weeks, months, made large fortunes. Now, persons with internal reference quite often fall under the shadow of justice, law enforcement agencies have begun to deal with them, since by their nature they are more prone to violating laws and generally accepted norms of behavior. Hence the problems that arise in their business.

Another of the metaprograms is "globalism - particularity". This metaprogram reflects the predominance of one of two strategies in a person: the strategy of striving for the global or the strategy of striving for the particular, concrete. There are people who are more inclined to reason, make decisions, act on a global scale, something abstract, generalized. So, M.S. Gorbachev in his ideas repeatedly addressed the problem of universal values, world civilization, etc. And his life path, activities acquire logic if we think on the scale of all mankind. At the same time, when solving specific issues, many turned out to be more effective than him. Some people, especially those who were prone to concrete thinking, predisposed to see particulars, were irritated by MS Gorbachev's answers to specific questions: they received an answer to them in accordance with the opposite dominant strategy of thinking. Therefore, MS Gorbachev has many opponents and because of the discrepancy between him and some people in the strategies for understanding the world around them: they spoke different metalanguages, metaprograms.

The strategy of striving for the concrete, the particular is more developed in people who are not prone to induction, synthesis, who are more often kinesthetics, that is, people who are predisposed to perceive the world around them through really tangible things, phenomena, through specific actions. This Meta-Program turned out to be more effective for businessmen on initial stage accumulation of capital, while at the same time, as the degree of socialization of production grew, statistically more often among large managers there were persons without accentuation of the metaprogram "private". At the same time, in the early 1990s, individuals with accentuated meta-programs in the direction of globalism worked well in business.

These are some metaprograms. In fact, there are very, very many of them. It is difficult and almost impossible to realize all of them when there is an analysis of the thinking and behavior of a particular person. And is it necessary to do this if there is Claparede's law, which says that the more from the conscious passed into the unconscious, the more effective the activity? This law focuses on the fact that the excessive inclusion of the conscious component of the psyche in the understanding of what is happening can reduce the effectiveness of cognitive and practical activity in general. Therefore, if we begin to be aware of all these meta-programs in the behavior, activities of a particular person, then this may interfere with direct effective communication.

But certain meta-programs must be realized. First, one should be aware of one's metaprograms, especially actualized ones, that is, those in which we sharply differ from others, unconsciously make decisions on them. Any person should know the psychological mechanisms of his decision-making, this is especially important for those who risk material resources.

Secondly, the meta-programs of the persons with whom we manage, with whom we work and who manage us, with whom business is done, must be realized. However, first of all, it is necessary to realize those meta-programs, according to which they stand out sharply from the majority, which are actualized in them. The fact is that with updated, accentuated metaprograms, they work, if not in any, then in most situations, which must be taken into account in joint activities. This can be really used in the interests of modeling, predicting people's behavior. If one or another metaprogram is not expressed, not accentuated, then from this person it is possible to specific situations expect different behavior, solutions. It's like personality accentuation - the higher the accentuation, the higher the probability that it will manifest itself in most situations, the lower - the smaller the range of situations in which similar practical and mental actions, algorithms of behavior and thinking are manifested. If this or that metaprogram is not expressed, actualized, accentuated, then it may or may not appear, depending on the situation.

Thirdly, the activity of certain meta-programs must be realized when a group, a community of people needs to intensify some kind of activity. To do this, it is necessary to activate, update this or that metaprogram.

Exactly one year I built a picture of a happy and successful life. I got into courses where I was promised that business psychology would help me become successful, rich and happy. They seemed to me really cool guys, the whole world lay in front of me. But all dreams were shattered. I was mentally depressed. Why?

I drank coffee in an ordinary cafe. Cars were stuck in a traffic jam. Someone sat in a cool foreign car, and someone in an old, cheap, battered car. There was a high school diploma on the table. Now new opportunities opened up before me - a full-fledged job, a career. Business, psychology millionaire, goals for life - thoughts fussily rushed through my head. I painted a picture of a successful and happy life.

I wanted money to always be in my hands. Driving an expensive foreign car, living in a huge apartment in a prestigious area, traveling at the first call of the heart, dressing only in expensive boutiques and having only the most beautiful and luxurious women nearby. Get out of the constant lack of money and maximize financial success. Psychologically, I did not agree to anything less!

My first psychological business training

Walked outside the window heavy rain, and I was sitting in this cheap cafe and drinking disgusting coffee. I never managed to find a suitable job. Offered so low-paid that even career prospects did not attract.

Internet searches led me to a famous blogger. Once he refused to work for someone else's uncle in favor of own business. His main idea was that financial knowledge is not enough, but the psychology of business management makes it possible to quickly start and successfully unwind in a short time. Now for him, earning a million rubles has become the norm of life.

How? How did he find the formula for success through business psychology? A happy, young millionaire smiled at me from the screen. Why am I worse than him?

The answer turned out to be very simple. I need to go through business psychological training, and knowledge will give me advantages and open new horizons for me!

Business psychology as a way to solve my problems

From the first session, I knew that I was in the right place. Here they understand me without words, they voice everything that I aspire to. Working for someone else's uncle is too small, but making millions in a short time is normal. Buying the most expensive car in a year is as natural as brushing your teeth. We were promised that they would reveal the psychological secrets of millionaires, for this you need to go through business training, psychology will help you take the first step and achieve your goals.

Do you want to set the right goal? Business psychology will give the answer

We were given little financial knowledge, business psychology is designed to help you start thinking like a millionaire, and the rest will happen automatically. This was the main strategy. Classes inspired me, I felt that the impossible is possible.

owning psychological tricks, the coach asked precise questions about my goals for the future. Imagine what I want - it's small! “It is important to think globally and only positively! This is a psychological effect. And remember that thought is material! Have you seen the movie "The Secret"? Do you want a Toyota Land Cruiser? You fly low, BMW of the latest series is another matter! An income of 300 thousand every month is not bad at first, but after a year it is at least twice as much. BUT better than a million! You came to business trainings, psychology will help you understand what prevents you from achieving success! My heart thumped with joy. It's time to expand your horizons!

I came up with my own project, launched a website, diligently followed all the psychological recommendations and constantly studied books on business psychology. I waited a long time for the first orders. At some point, hands dropped, sales did not go, and debts grew. But at the next lesson, the coach gave me a psychological coach, after which I realized all the mistakes I had made! Finally the first orders have arrived!

My business and psychology as a way to solve problems

In business psychology classes, all doubts and fears disappeared into nowhere. I believed that I could do it! Psychologically, I felt great. There was no room for any doubt. Ups and downs are normal. The most important thing is the dynamics of growth. And I felt as good as ever.

We worked as a team, setting short and long term goals. They were excited about which team would win. In the evenings I studied books on business psychology and became more and more savvy not only in financial knowledge, but also in business psychology.

At the next lesson, we were offered to go through the next level of business psychological training, a more expensive personal development training. And at the end of the meeting, they offered to come to a private party for the elite. My heart was pounding with happiness. “Wow, a private party for the elite! I am the chosen one! The amount of the entrance ticket was decent, but the funds from credit card took it off without a second thought. Psychologically, I was ready for this.

Business psychology and results

A pile of envelopes lay in front of me. I didn't want to open them. Letters from the tax office pension fund, bank requirement. Debt psychologically pressed on me. I looked at the statistics of my business. Sales were, but rare. Even having sold the car, I could not close all the debts. Where? Where is the promised profit? I went outside.

Again this disgusting coffee in a cheap cafe. Exactly one year I built a picture of a happy and successful life. I got into courses where they promised me that business psychology would help me become successful, rich and happy. They seemed to me really cool guys, the whole world lay in front of me. But all dreams were shattered. I was mentally depressed. Why?

I took two more courses in business psychology from other trainers. Everything was the same everywhere.

Real business psychology, or the whole truth about success

Why did I go to shopping center. What am I to do here? I have no money. People with bags from expensive boutiques annoyed me. Why can they do whatever they want and I can't? I tried and did everything that the psychological coaches said. I demanded a refund for the completed course, because I did not receive the promised result. They refused me, saying that I was a psychological loser, I didn’t perform the tasks well. And the reason is my psychological failure. Of course, it was easy for them to say that, they earn money on people like me and drive around in expensive foreign cars.

"Sasha, is that you? Hello. That's the meeting!" Someone pulled me out of my thoughts. Turning around, I saw my old acquaintance, with whom we studied on the same course. Before me stood Volodya, my former classmate. Despite the fact that he was arrogant and withdrawn, we were friends. But in our final year, our paths diverged.

We were sitting in a cafe, after half an hour of conversation, I found out that Volodya was well untwisted. Your business, cool car. I told him everything.

“I know why you couldn't spin,” he said thoughtfully. “You weren’t really in business!”

How could I not be in business?

- You went to psychological trainings, emotionally swayed, joined the illusory competitive struggle, and you were constantly psychologically inspired that a little more and a successful Rich life. You didn't even give a clear answer to my questions about your project. In fact, you did not do a full-fledged job.

– Are you saying that knowledge of the psychology of business management will not help? I asked in surprise.

- You need to understand the psychology of doing business. But not all psychological knowledge will help you. Also, for the practical application of business psychology, not all books are useful.

Effective psychology in business

To begin with, you needed to understand whether you have a psychic ability for business at all from birth? I was able to find the most accurate answer to this question in the system-vector psychology of Yuri Burlan. And you can already understand in the free introductory lectures that basic human desires- is the growth career ladder, striving for success, material superiority. And also - that for the realization of these desires, a person from birth is given the necessary mental properties.

For example, such properties as the ability to discipline, the ability to subordinate and obey, to quickly adapt to changes, to work in multitasking mode are peculiar only to the skin vector. And they are very important in business. These mental qualities must be developed in a person, otherwise only the desire for money will remain, but not the ability to earn it. Therefore, everything can already be inherent in a person by nature. And they can only learn from the business itself. Here, I found it, listen.

“Your mistake is that you want everything at once. And preferably with minimum cost mental effort. That doesn't happen. I plowed for two years, graduated from university and often sat for 2-3 weeks without getting up from my workplace.

- Yes, I plowed too! So many mental and physical strength invested! I can no longer see this office or these clients.

“Did you even like what you were doing?”

Well, it's potentially profitable.

- So you didn't like it? I had the same story with my first business. I just wanted money then, I thought it was my priority. More than a year I couldn't take it, I just gave up. It’s good that just at that time I had the opportunity to get to know myself, to see and evaluate my desires and abilities. It was at a training in system-vector psychology.

Systemic psychological business training

Then I found a case that really inspired me. First, I conducted a market analysis, analyzed competitors, and figured out how to improve the quality of services provided so that customers are satisfied. I served the first clients myself, and now, despite the fact that there are sales managers, I often communicate with them, draw new ideas. But most importantly, despite the difficulties, I enjoy my work and life. If you do not prioritize your desires and do not enjoy the process, the business will not work out.

Yes, this is obvious. See how people get big money? On the Desire always comes first- to create something, to improve. For example, Ford wanted to put all of America on cars, but what about Jobs or Zuckerberg? On one desire for money, they would not have gone so far. These are simple things.

Yes, simple ones. And yet I did not understand them. Both clients and all my business for me were the source of my income, nothing more. Then what is the psychology of business management? Is it possible to psychologically learn how to run a business?

The secret of business in the psychology of mentality

– What is wrong with the courses you took? You were told that they would reveal the psychological secrets of millionaire thinking: business psychology, books by Western financiers will give you necessary knowledge. But what is effective in America does not work here. We live in Russia, we have a different mentality.

- What is the mentality here?

– Mentality plays a key role in our life. The attitude to money and business in the Russian mentality differs significantly from the Western one. We are constantly thinking about where to get the money (pay attention, you were waiting for a million to fall on you). But money is not received, it is earned. In addition, we consciously want to make money, but unconsciously we know for sure that “money is evil.” It also prevents you from making money. What about our attitude towards private property and ? It is impossible to do business in Russia without knowing the peculiarities of our mentality.

- Tell me more about the mentality.

“I can tell you, but it won't do you much. It is necessary to obtain systematic knowledge consistently and in its entirety. So much more efficient.

You see, I doubt it. So many trainings passed, but the result is zero.

You are right, the main thing in any business is the result. people who have been trained. Here is one of them:

“A year has passed. Today I have four cars, a plot of land in the city center for building a new house, I CEO a network of 24 sushi studios, an excellently coordinated team, I am also the main founder of the farm, I have a bank account and a wonderful family.

New ideas, new plans, instant acceptance is perfect right decisions, always and everywhere you are received as if you were an old acquaintance or a very dear guest. It's a very pleasant feeling. I always find it easy mutual language even with the most intractable interlocutor. It’s impossible to stop yourself, strength comes from nowhere, the desire to act is incredible, you want to go forward, act and act. Reach new heights. New plans for next year as if they themselves line up in a clear sequence of actions.

And most importantly, there are four free online lectures that give you the opportunity to try in practice what it is to understand yourself and others. and you can check everything yourself.

The article was written based on the materials of the training " System-Vector Psychology»

Considering the personality of an entrepreneur, it is necessary to highlight the personal characteristics of this category of people, that is, business psychology.

Entrepreneur, businessman, merchant - these are generalized names social role performed by such people in the economy.

The first thing that distinguishes a businessman is enterprise, a special entrepreneurial streak, a natural predisposition to business, commerce. As the saying goes: if you can’t do something, it’s better not to try to start.

He achieves everything himself and knows exactly how to do it. Well, or at least - in what direction he needs to move.

The ability to take risks without fear of risk. Any business is associated with associated risks. A businessman must be aware of them and be able to bypass and prevent them.

Reasonableness, logic, rationality of thinking are also necessary for a businessman. If you can’t sensibly link “a” to “b”, then what can we say about the whole sentence.

Communication skills are also outstanding qualities of a businessman. To find business partners, good workers, suppliers, buyers, communication and oratory skills are needed everywhere.

Skills of a good psychologist. This is required to manipulate, predict the behavior of the consumer, customers.

In addition, a businessman must be able to prevent a brewing and neutralize the conflict that has begun.

In any environment (work team, consumer audience, etc.) disagreements and disputes can arise. An entrepreneur must know exactly how to handle all these problems.

Responsibility. If a business psychology does not include responsibility for one's own actions, then nothing good will come of such a person's commercial event.

Everyone must be responsible for their actions and foresee their consequences. As for business, there are several types of responsibility at once: social, material, moral and legal.

Ability to accept (even in difficult, stressful, emergency situations).

Without this, no business idea can be realized. Each case is a series of numerous successive decisions, on the correctness of which its final result depends.

The makings of a leader, personal qualities of a leader. Every businessman is also a good manager.

Even if you do not have employees under your control, you must be able to manage your own business process, properly allocate personal time.

A businessman also needs creative thinking. Every entrepreneur should be able to see the unusual in the ordinary, the non-standard in the banal. Otherwise, his business will not survive in today's dynamic market conditions.

Knowledge of investment activity. Entrepreneurs need to understand exactly where and how much to invest. Otherwise, they will burn out on the very first attempts to create their own business.

Activity, readiness and ability to act in conditions of uncertainty. What is needed to achieve, consolidate success.

Purposefulness and goal setting. You can't do without it either.

Thinking too special quality business psychology. After all, he must be able to benefit from everything he does.

It turns out that not every inhabitant is able to become a successful businessman. For this, it is necessary to have special personal qualities, skills and abilities.

Probably no one is surprised that business in Russia is being taken more seriously: almost in a Western way. That is why many began to be interested in such a category as "the psychology of entrepreneurship and business."

Today it is an integral part of commercial success in all new undertakings 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 be the present, and most importantly - in the future? Here are its main characteristics:

entrepreneurial spirit - the ability to independently create profitable, promising business projects;

flexibility, creativity, breadth of thinking - stamps, rigidity, limited thought processes have long been in the past. If you have not yet freed yourself from them, then today is the very day when it is time to finally do it;

- the ability and desire to achieve their goals at almost any cost. A businessman must always move in the chosen direction and be able to overcome obstacles in his path;

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 is the rationality of actions, thinking. Even creativity must be subjected to the analysis of the mind, so as not to turn into recklessness;

logical thinking - the use of certain logical structures in thought processes;

stress resistance - the ability to resist negative external and internal factors and get out of difficult situations no loss for psycho-emotional state;

— optimists rule the world, and pessimists are just unwitting spectators of a big spectacle called “life”;

a high degree of adaptation to the slightest changes - the ability to quickly adapt to any life, work situations;

resourcefulness - the ability to find a way out of the most confusing situations;

quick learning ability - the ability to quickly and usefully absorb and digest useful information;

leadership inclinations - this part is necessary only for those who want to work in a team. A lone businessman can 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 emerging situations, so as not to take on a load greater than you are able to carry;

self improvement - permanent job over themselves, improving their professional level.

Thus, the psychology of entrepreneurship and business considers the most important issue regarding the very personality of the entrepreneur, businessman and the accompanying conditions for the success of the business.

Also, for beginners in a team, it is required. Because with leadership ambitions alone you won't get far.

You need to be able to lead people, inspire them, 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 business segment. To do this, you will need to develop a unique method of work or adapt existing ones for yourself.

What else can the psychology of entrepreneurship and business advise aspiring entrepreneurs? Believe in yourself and understand that the limits exist only in our minds.

We ourselves define the limits of our capabilities, telling ourselves that we cannot do it. However, as soon as we move these limits, the world around us immediately begins to play with new colors.