{"id":698,"date":"2021-02-16T00:00:00","date_gmt":"2021-02-15T22:00:00","guid":{"rendered":"https:\/\/www.lesclesdelabanque.com\/entreprise\/2015\/02\/16\/la-determination-du-prix-et-des-conditions\/"},"modified":"2022-08-19T15:37:24","modified_gmt":"2022-08-19T13:37:24","slug":"la-determination-du-prix-et-des-conditions","status":"publish","type":"post","link":"https:\/\/www.lesclesdelabanque.com\/entreprise\/la-determination-du-prix-et-des-conditions\/","title":{"rendered":"La d\u00e9termination du prix et des conditions"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\"><strong>La d\u00e9termination du prix de cession d'une entreprise est l'aboutissement d'une n\u00e9gociation entre l'acheteur et le vendeur. Chaque partie essayant de d\u00e9fendre ses int\u00e9r\u00eats, le prix id\u00e9al sera celui qui satisfera les deux parties en m\u00eame temps.<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Les \u00e9l\u00e9ments de d\u00e9termination du prix par le vendeur<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Le vendeur fixe g\u00e9n\u00e9ralement son prix en tenant compte d'\u00e9l\u00e9ments comme :<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>les raisons qui conduisent \u00e0 vendre<\/li><li>le degr\u00e9 d'urgence<\/li><li>l'implantation de l'affaire et la valeur du nom commercial ou enseigne de l'entreprise<\/li><li>la qualit\u00e9 du personnel et son savoir faire<\/li><li>l'importance du chiffre d'affaires et du r\u00e9sultat<\/li><li>la valeur du fonds de commerce<\/li><li>les conseils de sp\u00e9cialistes, comme l'expert-comptable, l'interm\u00e9diaire sp\u00e9cialis\u00e9 dans les cessions,...<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">mais aussi en fonction des conditions de reprise, qui sont comprises dans le prix, comme :<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>la reprise des machines, de l'outillage<\/li><li>la reprise du stock<\/li><li>la reprise de pr\u00eats bancaires<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><br>Les \u00e9l\u00e9ments de d\u00e9termination du prix par l'acqu\u00e9reur<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">De son c\u00f4t\u00e9, l'acqu\u00e9reur doit tenir compte des \u00e9l\u00e9ments cit\u00e9s ci-dessus, mais aussi d'autres comme :<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>un niveau de rentabilit\u00e9 suffisant pour permettre de se r\u00e9mun\u00e9rer et de rembourser les pr\u00eats bancaires li\u00e9s \u00e0 la cession<\/li><li>les potentialit\u00e9s de d\u00e9veloppement de l'affaire<\/li><li>un bail commercial loin de son \u00e9ch\u00e9ance<\/li><\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">mais aussi des \u00e9l\u00e9ments qui peuvent diminuer le prix de cession comme :<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>des charges d'exploitation trop lourdes et difficilement compressibles,<\/li><li>des charges de personnel trop \u00e9lev\u00e9es, ou des co\u00fbts de licenciement \u00e9lev\u00e9s<\/li><li>une baisse pr\u00e9visible du chiffre d'affaires<\/li><li>une baisse pr\u00e9visible du niveau de rentabilit\u00e9<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><br>La n\u00e9gociation du prix<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">L'acqu\u00e9reur doit tenir compte dans sa n\u00e9gociation du prix propos\u00e9 par le c\u00e9dant, des \u00e9l\u00e9ments cit\u00e9s ci-dessus, mais aussi d'autres \u00e9l\u00e9ments plus subjectifs comme l'affection que peut porter le c\u00e9dant \u00e0 son affaire. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cette affection pourra \u00eatre d'autant plus grande si le vendeur a g\u00e9r\u00e9 cette affaire depuis tr\u00e8s longtemps, si c'est l'unique affaire qu'il a cr\u00e9\u00e9e.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Dans la phase de n\u00e9gociation du prix, il est important que chaque partie puisse s'exprimer librement, et savoir \u00e9couter l'autre partie.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">L'acqu\u00e9reur doit pouvoir d\u00e9montrer, par son attitude, qu'il est volontaire, courageux, mais aussi qu'il sait \u00e9couter les conseils du c\u00e9dant qui conna\u00eet par coeur les rouages de son affaire. L'acqu\u00e9reur doit aussi garder \u00e0 l'esprit qu'il doit \u00e9viter le blocage avec le c\u00e9dant, d'autant qu'il pourrait avoir besoin de ses conseils, une fois l'affaire reprise.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Si les entretiens de n\u00e9gociation du prix et des \u00e9l\u00e9ments constitutifs du prix se d\u00e9roulent dans un esprit de confiance mutuelle, la fixation du prix peut naturellement en d\u00e9couler et satisfaire les deux parties<\/p>\n\n\n\n<div style=\"height:67px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"titleWithShadowText\">\n    <div class=\"titleWithShadowText__inner\">\n                <div class=\"titleWithShadowText__wrapper\">\n            <svg class=\"titleWithShadowText__wave titleWithShadowText__wave--verticalLeft\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewbox=\"239.12 0 188.4 666.65\"> <defs><clipPath id=\"a\"><path clip-rule=\"evenodd\" d=\"M500 0v500H0V0h500z\" \/><\/clipPath><\/defs><g 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Min<\/p>\n            <\/header>\n    <a class=\"card__link\" href=\"https:\/\/www.lesclesdelabanque.com\/entreprise\/le-protocole-daccord\/\">\n                <picture>\n                        <source media=\"(min-width: 990px)\" srcset=\"https:\/\/www.lesclesdelabanque.com\/uploads\/2021\/05\/protocole-accord-2-_BD-290x400.jpg\">\n                        <source media=\"(min-width: 500px)\" srcset=\"https:\/\/www.lesclesdelabanque.com\/uploads\/2021\/05\/protocole-accord-2-_BD-928x270.jpg\">\n                        <source media=\"(min-width: 0px)\" srcset=\"https:\/\/www.lesclesdelabanque.com\/uploads\/2021\/05\/protocole-accord-2-_BD-382x270.jpg\">\n                        <img decoding=\"async\" src=\"https:\/\/www.lesclesdelabanque.com\/uploads\/2021\/05\/protocole-accord-2-_BD.jpg\" alt=\"\" class=\"card__backgroundImg\" loading=\"lazy\" \/>\n        <\/picture>\n                <div class=\"card__content\">\n            <div class=\"card__metas\">\n                <div class=\"card__submetas\">\n                                        <p class=\"card__category\">Les modalit\u00e9s de la reprise<\/p>\n                                    <\/div>\n            <\/div>\n            <div class=\"card__mainInformation\">\n                <h3 class=\"card__title\">\n                    <span class=\"card__title_span\">Le protocole d&#039;accord<\/span>\n                <\/h3>\n                            <\/div>\n        <\/div>\n    <\/a>\n<\/article>\n        <\/div><\/div><div class=\"navigation\"><button type=\"button\" class=\"navigation__btn navigation__btn--previous\" data-wp-on--click=\"actions.previous\" data-wp-bind--hidden=\"context.hidden\" data-wp-bind--disabled=\"context.prevDisabled\"><span class=\"a11y-hidden\">Voir plus sur la gauche<\/span><svg class=\"navigation__arrow navigation__arrow--previous\" role=\"presentation\"><use href=\"#arrow\" xlink:href=\"#arrow\" \/><\/svg><\/button><button type=\"button\" class=\"navigation__btn 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Chaque partie essayant de d\u00e9fendre ses int\u00e9r\u00eats, le prix id\u00e9al sera celui qui satisfera les deux parties en m\u00eame temps. Les \u00e9l\u00e9ments de d\u00e9termination du prix par le vendeur Le vendeur fixe g\u00e9n\u00e9ralement son prix en tenant compte [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":2019,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"likes":2,"views":4520,"viewed_at":"1778480498","newsletter":"0","_yoast_wpseo_primary_category":181,"footnotes":""},"categories":[59,180,181],"tags":[],"class_list":["post-698","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-creation-reprise","category-la-reprise-dentreprise","category-les-modalites-de-la-reprise"],"yoast_head":"<title>La d\u00e9termination du prix et des conditions - Les modalit\u00e9s de la reprise - Les cl\u00e9s de la banque - Entreprise<\/title>\n<meta name=\"description\" content=\"La d\u00e9termination du prix de cession d&#039;une entreprise est l&#039;aboutissement d&#039;une n\u00e9gociation entre l&#039;acheteur et le vendeur. 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