2007-04-26

Pequenos negócios 71
COMPRAR UM NEGÓCIO


"Once you have decided to purchase an existing business and determined its worth, there are some final steps to consider before completing your small business purchase. Have you ever been to a yard sale? Chances are that, if you have, you probably negotiated the price of a sale item. Negotiation is not limited to yard sales and small money deals. Negotiation takes place after the price has been established for the buyout. The two main factors involved with negotiation are: Your top dollar price, Your target price. The top dollar amount is the highest amount you are willing to pay, and the target price is the realistic price that you want to pay for the business. A successful negotiation is one in which you view the process as a win-win situation for both parties rather than a win-lose deal. Negative features are weighted against each positive feature. When negotiating a price, keep in mind the intangible factors that are an important part of the price; goodwill is one such factor. Goddwill is the asset value of an established name, image, and patronage that is publicly known. Another intangible factor is the benefit of an exclusive territory. Negotiations between buyer and seller usually affect financing. As the down payment increases, the price tends to fall. Apart from teh financing aspect of the purchase transaction, here are a few good rules to follow when negotiating the deal: Be prepared. This lets you be more in control of the negotiation process. Identify your needs. The negotiation time frame will be shorter if you know exactly what you want from the seller. Let your attorney be the middleman. The attorney can keep the buyer's and seller's emotions off the bargaining table. People tend to get into arguments when opinions differ; consequently, the deal often falls through. Be ready to leave the deal Establish your limits before the negotiation process begins. Don't accept terms that you will be unhappy with or that are unfair to you. Many books describe how to negotiate in a variety of common situations. By reading these books, the buyer can benefit greatly. The final step in buying a business involves closing the purchase arrangement. The entrepreneur should have an ttorney make certain that there are no legal implications or contingent liabilities present. A contingent liability is a claim on the business that may result from some action. For example, a contingent liability might be an unsettled lawsuit against the business; after settlement, the business might have to pay a sum of money that would change the business's value. An attorney can handle the transfer of title as well as any other stipulations written into the purchase agreement. Regardless of how honest both parties may be, a handshake is not sufficient for closing a deal. A written contract is needed to spell out issues such as method of payment or any agreements concerning assets. Finally, it's the time that you, the official small business owner, have waited for! Your business is ready to function under your guidance."

Fonte: Corman, J.; Lussier, R.; Pennel, L. (2005), Small Business Management: A Planning Approach, p. 58-59. Cincinnati, OH: Atomic Dog Publishig

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