At 8:30 a.m. the next day, Fang Hanmin arrived at the conference room on time to wait, preparing for final negotiations with a three-person team from the design institute.
Around nine o'clock, Xu Hui walked into the conference room with his guests. However, he and the three guests all looked tired, indicating that they drank a lot last night.
Fang Hanmin greeted the three guests, "Dean Li, Director Feng, and Worker Zhao, did you have a good rest last night?"
Old Feng shook his head, "I had a good rest, but I drank a lot. I didn't expect Director Xu to be so good at persuading people to drink."
"Really?" Fang Hanmin didn't know how much Xu Hui drank, and he didn't know that this colleague, who was usually not very expressive, was actually very relaxed at the wine table. Maybe it was because he was not present, but Xu Hui was very active. , or did he really sacrifice his life to accompany the gentleman in order to live up to Fang Hanmin's hope? "Hey, you have to drink and have fun. If you feel uncomfortable, why don't you rest in the morning and talk about it in the afternoon?"
"It's okay. I had breakfast at the hotel and I feel better now."
Fang Hanmin asked the staff to make tea and serve it to the guests. Director Feng took a sip from the tea cup on the table and asked Fang Hanmin: "Director Fang, let's continue yesterday's topic, shall we start now?"
"You don't need any more rest?"
"Already rested."
"Okay." Fang Hanmin collected his thoughts and then said: "Yesterday, we increased the design fee by 20% on the original basis. The two leaders and Zhao Gong, do you have any opinions or suggestions? "
The three guests may have been vague about what happened at the wine table last night because they drank a little too much, but what happened at the negotiation table yesterday afternoon was still fresh in their memories. Facing the questions raised by Fang Hanmin, Vice President Li hesitated. After a while, he asked: "Director Fang, is this 20% your limit?"
Of course Lao Li remembered the last words Fang Hanmin said yesterday afternoon. He deliberately repeated the questions he asked at that time because he subjectively believed that after a night of consideration, Fang Hanmin's position might have loosened.
Lao Li's self-righteousness made Fang Hanmin feel ridiculous. Wasn't this the same situation as yesterday afternoon? "Dean Li, I don't want to waste time on this matter. We have suddenly increased the design fee by 20% on the original basis. This is frank enough!"
"Can't it go up at all?" Director Feng tried again.
"I made it clear yesterday that I can no longer raise the price. If your hospital feels that this offer is acceptable, then we can continue to negotiate. If you really can't accept our offer, it means that Red Star Pharmaceutical Factory has no fate with your hospital. We just I can think of another way.”
Fang Hanmin believes that it is understandable that the other party hopes to maximize the interests of the unit, but Red Star Pharmaceutical Factory cannot be taken advantage of!
As the leader of the three-person negotiation team, Lao Feng could tell that Fang Hanmin's words were tantamount to an ultimatum. If the design institute did not accept their offer, Red Star Pharmaceutical Factory would have to find another partner. This was something he did not want to see. the result of!
"Director Fang, can you give us some time to discuss internally before making a decision?" Faced with Fang Hanmin's pressure, Director Feng had to take action.
"Of course! Director Xu, ask the factory office to open the door of the reception room and let Director Feng and others go to the reception room to discuss."
About half an hour later, Lao Feng and others returned to the conference room. He told Fang Hanmin that after discussion, they proposed two plans. One was for both parties to make concessions and increase the design fee by 20% on the original basis. 5. Payment will be made in three installments. Thirty percent will be paid after the agreement takes effect, 60 percent will be paid after all drawings are delivered, and the remaining 10 percent will be paid after the project is completed.
Another plan is to increase the design fee by 20% based on Fang Hanmin's quotation, but the payment method is different. It is paid in two installments. 60% will be paid after the agreement takes effect, and 60% will be paid after all the drawings are delivered. Clear the balance.
In fact, the three-person team of the design institute did not have unanimous opinions. In the reception room just now, after they closed the door, Vice President Li first expressed his dissatisfaction with Fang Hanmin's ultimatum. Director Feng tried his best to persuade him. Old Feng believed that according to his Based on experience, he felt that it was impossible for Fang Hanmin to increase the price any more. If he wanted to reach a cooperation agreement with Red Star Pharmaceutical Factory, he should face reality and resist blindly. The other party might really give up cooperation with the design institute.
"We are also a provincial design institution after all, so why should we let the director of a local enterprise lead us by the nose? Whatever he says will be what we do?" Vice President Li said angrily.
"You can't say that. We can also put forward our own opinions or suggestions. However, if we repeatedly reject the other party's suggestions and we cannot come up with a plan acceptable to both parties, the negotiation will indeed not be able to proceed. "
Director Feng is responsible for the external communication of the design institute. He is a frequent visitor at the negotiation table. He knows how to assess the situation and weigh the pros and cons. Facing the current deadlock, he is afraid that Fang Hanmin will lose his patience. After all, there are twenty or thirty pharmaceutical design units in the country, and only in this province. There are two or three design institutes with medical project design qualifications. If Fang Hanmin is forced to change his mind, not only will their trip be meaningless, the design institute will also lose a large amount of income.
Zhao Gong on the side nodded in agreement, "Yes, we can't just refuse without making any suggestions. After all, negotiation is not a one-sided matter."
"You two should talk about it, what plans can you come up with that are beneficial to the design institute?"
"Dean Li, I have considered two balanced plans, but they are not necessarily only beneficial to the design institute, but also take into account the interests of Red Star Pharmaceutical Factory."
After listening to Director Feng's thoughts, Lao Li felt dissatisfied, "According to what you said, no matter which plan, the design fee will only increase by 25% at most, which is still far from our goal. !”
"Dean Li, isn't our goal just a quotation? Just like selling things in the market, sellers all hope that their things can be sold at a good price, and they would like to set the price as high as possible, but buyers also have a certain idea in their hearts. Steelyard, through bargaining, only the price recognized by the buyer can be finally concluded. Otherwise, no matter how high you set the price, it is meaningless if it is not recognized by the buyer." Lao Feng explained.
"Old Zhao, based on the increased workload, do you think Lao Feng's offer is appropriate?" Lao Li believed that although he was not the leader of the negotiating trio, as the deputy dean, since he was involved, even if he did not get the dean's approval, Accounting, but also the responsibility of checking.
Zhao Gong thought for a while, "After learning that the other party was going to design and build a GMP standard production line, I specifically checked the relevant design specifications in the GMP standard. To be honest, I think Factory Director Fang also studied the GMP standard. He yesterday afternoon What he said is similar to what I know.”
"That is to say, do you think the increased workload is not too great? What about the difficulty? Design according to GMP standards. If the design difficulty increases, the design fee will also increase accordingly." Lao Li is very afraid that his unit will suffer a loss.
"The main reason is that it increases the workload. As for the difficulty, we have been exposed to the relevant specifications in the GMP standard before, but the requirements are more stringent and precise, so there is no increase in difficulty."
After listening to Zhao Gong's detailed explanation, Vice President Li finally agreed to the plan proposed by Director Feng.
After a brief analysis of Lao Feng's two plans, Fang Hanmin immediately agreed to the second plan. Not only that, he also modified the plan. He decided to increase the first payment amount to 80%, and the balance after delivery All drawings are due after payment.
Old Feng couldn't believe his ears, "Director Fang, you mean 80% of the payment will be made immediately after the agreement comes into effect? Did I hear you correctly?"
"Accurate, absolutely true! Director Feng, this is our sincerity!"
Vice President Li couldn't believe this fact, because Fang Hanmin had been bargaining with them half an hour ago and refused to give in. Did he become generous so quickly?
The guests may not know that Fang Hanmin does not want to argue with them, but as the head of the Red Star Pharmaceutical Factory, he must say what needs to be said and have the right stance. This is the responsibility of the factory director.
In fact, Fang Hanmin has always respected the value of the labor of scientific and technological personnel. He believes that designers have devoted their intelligence and energy and should not bargain for the fruits of their labor. However, this respect must be based on the principle of equal exchange. If he allows the design institute to ask for excessive prices, he, the factory director, will be derelict in his duties!
The plan given by Lao Feng showed that the two parties had reached a consensus on the design fee. Since the other party accepted his quotation, Fang Hanmin wanted to be more generous in terms of payment method, but his generosity was completely unexpected.
Vice President Li was a little doubtful, "Director Fang, according to your statement, if the two parties reach a cooperation agreement, after the agreement is signed, you can pay 80% of the design fee down?"
"It's not possible, it's necessary! If both parties can sign a cooperation agreement, you can give me your unit account number now. Before you leave, the design fee we promised will be paid."
There were no jokes at the negotiation table. Vice President Li nodded towards Old Feng. Director Feng expressed his position on behalf of the design institute: "Director Fang, since the issue of design fees has been recognized by both parties, the only obstacle between us has been eliminated. Next, we just need to let Mr. Zhao and Director Xu further finalize the details of the cooperation, and the two parties can sign the agreement."
Fang Hanmin readily agreed, "That's true. Director Xu and Gong Zhao will discuss it and see what other details need to be finalized? In addition, two leaders, please give me the account number of the design institute. After the agreement is signed, the Finance Department will make the payment to the account." Make payment.”
Because a letter of intent for cooperation has been initialed before, what needs to be finalized now is just a few additional contents that need to be added in accordance with GMP regulations. Zhao Gong handed the pre-drafted text to Xu Hui. After reading it, Xu Hui put forward modifications to several details. , after the two reached an agreement, the specific terms were finalized.
Based on the ready-made template, Director Feng drafted the "Design Cooperation Agreement between the Provincial Pharmaceutical Design Institute and Red Star Pharmaceutical Factory on the Generic Drug Production Line". Because printing the agreement would take some time, Fang Hanmin proposed to set the signing time of the agreement at around 3 p.m. .
After lunch, the three guests had a good sleep. At 2:30 in the afternoon, Xu Hui took them from the hotel to the conference room. After a while, Fang Hanmin walked in with a stack of documents. He handed the documents to Xu Hui. "This is the printed text of the agreement for guests to check if there are any problems."
Xu Hui distributed the text of the agreement to the three guests and kept a copy for himself. After reading it from beginning to end, he found no problems.
The three guests read it more carefully, because the official text was exactly the same as the agreement drafted by Lao Feng. After reading it, they didn't say anything.
Seeing that the time was almost up, Fang Hanmin reminded: "Dean Li, Director Feng, and Gong Zhao, if you think there is no problem with the agreement, can we sign it next?"
