Business negotiations are like this. First, each other tests each other's attitude. No matter how big the differences are, as long as both parties express that there is room for negotiation, the negotiation can continue. If one party categorically refuses to bargain, there will be no hope of reaching an agreement and the negotiation will continue. Not only is it a waste of time, it also makes no sense.
Although the attitude of the design institute is very reluctant, as long as there is room for negotiation, Fang Hanmin is still willing to continue the negotiation and strive to reach a cooperation agreement with the other party, "Dean Li, Director Feng, you said there is not much room for negotiation, there must be a number, right?"
Lao Feng and Lao Li exchanged glances again. It seemed that they had formulated a negotiation strategy before, and the two of them cooperated very well. "In order to express the sincerity of the design institute's cooperation, we can reduce the design fee by 5%."
Fang Hanmin smiled and felt that the negotiating opponent was very interesting. He wanted to see what the opponent's trump card was. "Okay, then I will increase the design fee by another five percent. This is also the sincerity of Red Star Pharmaceutical Factory's cooperation."
Fang Hanmin thought that the other party would lower the quotation by 5% like they just did, but they did not follow up. Vice President Li and Director Feng looked at each other, and neither of them spoke. This was a bit beyond Fang Hanmin's expectation. He deliberately asked: "Two leaders, I have increased the design fee quotation by a total of 10% on the original basis. If you have no objection, does it mean that we have reached a consensus on the design fee issue? "
Upon hearing this, Vice President Li shook his head repeatedly, "Director Fang, regarding the design fee, Director Feng has already said before that we have little room for negotiation, and your quotation is still far from our target. Very far!"
In fact, the design fee originally agreed upon by both parties was 1 million yuan. Even if it were increased by 50%, the total design fee would only be 1.5 million yuan. Although this amount accounts for 1% of the total budget of the generic drug production line Thirty, the investment ratio is indeed high, but with the current strength of Red Star Pharmaceutical Factory, it is not difficult to come up with this amount of money.
As the director of a company with seven to eight thousand employees, haggling with the other party for three to five million yuan seemed inconsistent with Fang Hanmin's status.
In fact, Fang Hanmin is not a fussy person. There are three main reasons why he is so stingy about the design fee of the generic drug production line. First, this is the first large-scale production project that Fang Hanmin has personally presided over since he became the director of the factory. If the use of construction funds is not strictly controlled, it is entirely possible that he will be used as an excuse to spend money lavishly, which will be used by Deputy Director Wang in his team as evidence to attack him.
Second, because Fang Hanmin is very familiar with the relevant specifications of GMP standards, he believes that even if the design is based on GMP standards, the other party's asking price is too high.
Third, he wanted the other party to know that local enterprises are not all a bunch of rabble, and even the superior provincial design units would never try to rip them off!
Vice President Li spoke in an increasingly tough tone, as if the negotiation could not proceed unless they complied with their requests. Fang Hanmin realized that his initiative to increase the price just now might have caused Lao Li to misunderstand.
In this case, let's give Lao Li another signal to correct his misconceptions and let him understand that business negotiations are not wishful thinking and that he must know how to respect his negotiating opponents. "Listen to what President Li means, the bottom line of your hospital cannot be compromised no matter what." Less than 45%. In this case, even if I increase the quotation by 10%, it is still far from your requirements. Since the gap between the two parties is so big, two leaders, do you think there is still room for negotiation? Is it necessary to continue?”
"Director Fang, are you issuing an eviction order? Does Red Star Pharmaceutical Factory no longer want to cooperate with us?" Director Feng, who had been calm just now, immediately became anxious after hearing Fang Hanmin's words.
Although the Provincial Pharmaceutical Design Institute is administratively a division-level institution, they are after all a semi-public institution between a public institution and an enterprise. They only enjoy 60% of the financial allocation and the remaining 40% of the expenses. , need to be earned through social services, otherwise, these agency staff who are accustomed to pampering themselves will never bother to cooperate with enterprises.
Lao Feng knew very well that even if the design fee did not meet their expectations, if they could reach a cooperation intention with Red Star Pharmaceutical Factory, the design fee of more than one million yuan could make up for the design institute's funding shortfall. If the deal collapsed, , they could not communicate with the top leaders of the design institute when they returned.
Fang Hanmin expected that what he just said would touch the other party. He smiled calmly and said, "Director Feng, since we have invited the leaders of the design institute to come over for discussion, we sincerely want to move forward the existing cooperation. I am eager to I hope that the negotiations between the two parties will continue. Where do we start talking about the expulsion order?"
"Then you just asked us whether it is necessary to continue the negotiation. What do you mean?" Lao Feng is the director of the External Cooperation Department of the Design Institute. He is directly responsible for the success or failure of the cooperation between the two parties, so he is very anxious. .
"I don't mean anything else, Director Feng. You know that any negotiation requires interaction between both parties. If only one party is proactive and the other party is indifferent, do you think this negotiation can continue?"
Old Feng was confused and said, "Director Fang, I don't understand what you mean."
Regardless of whether Lao Feng deliberately pretended to be stupid or was a fan of the people involved, Fang Hanmin further explained: "On the original basis, I have taken the initiative to increase the design fee by 10%. Not only are you standing still, but you also think it has not met your requirements. Regardless of Director Feng or Dean Li, I feel that this is not the proper attitude in business negotiations."
Old Feng's face was a little confused, "Director Fang, don't be surprised. I didn't interact with you just now. I really feel that your quotation is far from our expectations. We don't want to bargain for tens of thousands of yuan. In order to save Time, can you give us a concrete answer?"
Fang Hanmin just didn't want to waste time with the other party. He said very simply: "Okay, I will take the initiative again and increase the design fee by another 10%, which is equivalent to a total increase of 20% on the original basis. This That’s my bottom line!”
Vice President Li first looked at Lao Feng next to him, then turned to Fang Hanmin and said expressionlessly: "Director Fang, is this your final quotation?"
"Yes, this is our bottom line, not one more point." Fang Hanmin said firmly.
"Ouch, you still said that we lacked sincerity in cooperation, Director Fang, you said it so absolutely, how can we talk about it further?" Lao Li said.
Everyone's patience has its limit. Under the repeated efforts of the other party, Fang Hanmin was losing patience little by little. He spread his hands and said, "If we really can't reach an agreement, there's nothing we can do! Since it's cooperation, sincerity must be on both sides. Yes, I keep giving in, there is no way out, what do you think I can do?"
Both parties stopped talking, and the negotiation instantly reached a deadlock. The atmosphere at the scene seemed very awkward. After a few minutes, Xu Hui, who was sitting aside, reminded Fang Hanmin in a low voice: "Director Fang, it's getting late. Otherwise, we'll be here today." , let the guests rest early and talk again tomorrow?"
He raised his head and glanced at the clock on the wall. It was already past four-thirty in the afternoon, and it was less than half an hour before getting off work. Fang Hanmin agreed: "Okay, that's it for today. The guests have been on the train all morning, so they must be tired. . Dean Li, Director Feng, and Gong Zhao, I asked Director Xu to accompany you to dinner. I have something else to do in the evening, so I won’t accompany you."
After all, the other party was a guest of the cooperative unit, and there was also a vice president accompanying him. Fang Hanmin originally planned to accompany several guests to dinner, but because the afternoon negotiations made him very unhappy, Fang Hanmin changed his mind temporarily and decided to temporarily leave Lao Li and others. Set aside.
"Director Fang, you...?" This sudden decision made Xu Hui feel at a loss. Of course, he didn't know the leader's intention.
Because Xu Hui failed to understand what he meant, Fang Hanmin glared at him with a strange look, "Stop talking! You take the guests to a high-end hotel, have a few more drinks with them, and be sure to accompany the guests well. Li Yuan Chief, Director Feng, and Worker Zhao, we have something to do over there, so I'll excuse you." After saying that, Fang Hanmin stood up and walked out of the conference room.
Not to mention Vice President Li and Director Feng, even Zhao Gong could see that Fang Hanmin was deliberately neglecting them!
Vice President Li felt that he was a deputy division cadre, and he already felt a bit condescending, but he was ignored by Fang Hanmin. He felt very unhappy, so he turned to Director Feng next to him and said: "Old Feng, don't bother Director Xu. Let’s find a place to have dinner by ourselves.”
"This..." Director Feng was a little angry because he was ignored by his master, but he needed to stay calm.
Before arriving, the head of the design institute told Lao Feng to do his best to get the design project of the Red Star Pharmaceutical Factory. After all, this design fee is related to the independent income generation performance of the whole institute. If the negotiation with the Red Star Pharmaceutical Factory fails, The entire design institute's daily expenses will be stretched thin this year and next.
Therefore, Lao Feng is the leader of the three-person negotiation team sent by the Design Institute, holding the Sword of Shang Fang awarded by the dean. Even though Vice President Li is a senior official, he is only a member of the negotiation team because Lao Li lacks negotiation experience. , do not know how to assess the situation at the negotiation table, and easily mess up things.
Although he was ignored by his master, considering his mission and the dean's entrustment, Director Feng did not agree with Lao Li's suggestion. He believed that even if he did not have Fang Hanmin to accompany him, it was just a meal. There was no need to care so much, as long as he followed the master's instructions. It will be easier to talk about it at the negotiation table tomorrow.
If you follow Vice President Li's suggestion and reject the host's kindness, a meal won't matter. The key is to stalemate the relationship and make future meetings awkward for both parties. How can the negotiation proceed? "Dean Li, since the master has made arrangements, why don't we just do as we please."
"Yes, yes! The factory director will convene a factory-level team meeting after get off work. He has entrusted me to accompany several leaders. Dean Li, please don't refuse." Following Director Feng's words, Xu Hui further explained.
If other factors were not considered, Vice President Li really wanted to refuse this meal. He thought that as the director of a department-level enterprise, you Fang Hanmin dared to neglect the leader of a department-level unit, and I will disgrace you!
However, Lao Li also knew that although he was the vice president, he was only a member of the three-person negotiation team, not the team leader. He had to take Lao Feng's opinions into account. Otherwise, if things were messed up, Lao Feng would take the responsibility. If you push it on him, he won't be able to explain it to the dean when he goes back.
Thinking of this, Vice President Li seemed relieved, "Okay, listen to Lao Feng, I'll do whatever you say."
Once he heard that Lao Li no longer objected, Xu Hui quickly invited Director Feng, "Several leaders, it's getting late, let's go."
"Director Xu, don't spend extravagant dinner. Just find a small restaurant near the hotel where we are staying."
"Let's go to one of the most unique hotels in this city. Director Fang gave me the task. I will definitely accompany the leaders."...
