Although Lao Gao admired Guan Yuntian's shrewdness from the bottom of his heart, he didn't say it, but the other party's financial boss nodded yes, "It takes almost 100 million funds to settle more than 1,000 workers." ”

"But Mr. Guan, this is still a little short of your asking price of 500 million. "Old Gaodao.

"Mr. Gao, don't worry, Haitian Business Center doesn't have any debt burden, it's easy, how much do you have to save when you buy it?" Changda Group has created such a good business environment for Haitian Business Center, is there no value?" Guan Yuntian said.

Lao Gao smiled, "Mr. Guan, Haitian Business Center has no debt burden, which is indeed a big advantage, but how to measure its value?"

"Let's take an example, if Xinyuan Company acquires a debt-ridden enterprise, debt repayment aside, just to clean up the debt relationship, how much effort will it take? If it involves legal proceedings, the price to pay will be greater. Without these troubles, is it not a huge cost saving for your acquisition? Such an important thing is reflected in value, and it is not too much!"

"Mr. Guan, I admit the importance of this matter, but how to measure the value embodiment?

"Yes, Haitian Business Center does not have a debt burden, which does bring great convenience to the acquisition, but it is really impossible to measure it in terms of value. The other party's treasurer had a similar opinion to Lao Gao.

In fact, the three negotiators of the Changda Group, including Guan Yuntian, also knew that this condition was far-fetched, but as a seller, everyone knew that they would find excuses to inflate the value of the items sold. "Although there is no way to measure the specific value, but you also recognize that this condition is valuable, then ask Xinyuan Company to make a price. Ye Jiayi said.

"Yes, you make a price, so that you don't say that we are asking for a price. Guan Yuntian agreed.

The four negotiators of Xinyuan Company looked at each other and did not speak.

Seeing this situation, Guan Yuntian asked Lao Gao: "Do you want to rest for ten minutes before talking?"

"Okay, let's rest for a while and talk about it. "Xinyuan's negotiators used the excuse of going to the bathroom, but actually went to the corridor to discuss countermeasures.

More than ten minutes later, the personnel of both sides returned to the negotiation table, and without waiting for Guan Yuntian to ask, Lao Gao spoke first, "Changda Group has created such a good business environment for Haitian Business Center, in order to express the sincerity of Xinyuan Company, we have paid 10 million for this, as the worry of the management team of Changda Group, what do you think?"

Guan Yuntian didn't say anything immediately, and said after more than ten seconds: "It is our responsibility to manage the company, and it is not appropriate to worry about it, because this money is part of the value of the entire Haitian Business Center, not to the management of Changda Group." If you have to set up a name, it is better to say the added value of the enterprise, but the 10 million given by Mr. Gao is not a bit little!"

Lao Gao immediately took it, "According to Mr. Guan's statement, it is called the added value of the enterprise, but we think that 10 million is a lot!"

The negotiators of Changda Group originally set the added value of the enterprise at 100 million, although they also thought it was a bit inflated, but the 10 million given by the other party was too far from their psychological expectations! ”

"Why don't you quote a price and see how much worse. "Old Gaodao.

Lao Ding took over, "Mr. Gao just mentioned a saying, called worry fee, in fact, the management of a normal operation of the enterprise, is not a difficult thing, but a new enterprise, from the preparation to the completion of operation, I think it takes a lot of energy, especially like the Haitian Business Center This original unfinished project, the original unit capital chain is broken, unable to build, put there for a long time no one cared, in the introduction of friends, Changda Group took over, just to clarify the relationship with the original unit, it is quite difficult. I think this part of Changda Group's contribution should also be reflected in value. ”

Guan Yuntian continued: "There is no need to be so clear, considering the part that Mr. Ding said and the added value of the enterprise mentioned earlier, we think that there should be a value of about 100 million." ”

"What? It's 100 million here? Mr. Guan, your asking price is too high! Even taking into account the effort put in by Haitian Business Center from taking over to completing and putting into operation, the two items together will cost Xinyuan Company a maximum of 30 million. "Lao Gao said it very simply.

"Strictly speaking, these two should belong to the intangible assets of Haitian Business Center, if Xinyuan Company is not in a hurry, the two parties can entrust a third-party agency to do the evaluation, and wait for the evaluation results to come out. Ye Jiayi suggested.

"Third-party assessment, it's good, but there is still a month to go before the annual report of the listed company will be published, are we in time?" Lao Gao turned to ask his entourage.

"The valuation of intangible assets is very troublesome, and the delay is often relatively long, and it may be too late to wait for the evaluation results of the intermediaries. ”

Lao Gao turned around and said to the other side: "Three bosses, for such a little thing, it's too late, the intermediary assessment will be exempted, if there is anything, we can also negotiate here." ”

"Okay, let's negotiate here, and save on intermediary fees. Guan Yuntian agreed.

"Mr. Guan, even as intangible assets, these two items are added together, and we have paid 30 million, which is not less. Lao Gao repeated what he had just said.

"If you buy an ordinary technology patent or achievement, 30 million is indeed a lot, but the intangible assets of an enterprise in terms of management often exceed this amount. We are all engaged in management, and we should have a deep understanding!" Guan Yuntian said.

"But the asking price of 100 million is too high no matter what!"

Speaking of which, the negotiations were almost deadlocked, and it was almost noon to get off work, and Guan Yuntian suggested that it should end here in the morning.

After lunch, the two sides inevitably discussed their own negotiation countermeasures for the afternoon, especially Xinyuan Holdings, which had strong hopes for the acquisition of Haitian Business Center, and they would never give up halfway when they were close to reaching an agreement.

Sure enough, just after the afternoon to work, the four negotiators of Xinyuan Company arrived at the provincial office of Changda Real Estate Company, and after the two sides sat down on both sides of the negotiation table, Lao Gao first said: "Mr. Guan, about the asking price of the two intangible assets, you have to drop a piece." ”

"No problem, but you have to go in the same direction! Negotiation is a two-way business, and you can't just ask of us. Guan Yuntian was also polite.

"Well, we can add another five million to express the sincerity of Xinyuan Company. "It seems that Lao Gao did have an internal discussion at noon.

Guan Yuntian didn't answer immediately, and said after a while: "I've already put a lot of effort into this matter, I don't think there's any need to dwell on it anymore, so let's do it in one step and reduce this part of the offer to 60 million! But I want to emphasize that this is the bottom line, and it can't be less." Mr. Gao just mentioned the word sincerity, and we dropped 40 million all of a sudden, how about this sincerity?"

This trick will be Lao Gao's army, don't agree, people dropped 40 million at once, this drop is really big enough, but Guan Yuntian said, this is the bottom line, it can't be lower;

"Mr. Guan, the asking price of 60 million is not low!"

Guan Yuntian laughed, "It's not low, but how much does Mr. Gao think is what you want?"

Lao Gao was a little hung up, "It's not that it has to be to our liking, I mean 60 million is still a bit high, can it be lowered a little more?"

"Mr. Gao, it was Xinyuan Company that took the initiative to ask for the acquisition of Haitian Business Center, but the negotiations have been carried out so far, but Changda Group has shown the greatest sincerity, if you bargain endlessly, we have to doubt your sincerity. ”

This is very important, and it is not Changda Group that takes the initiative to sell Haitian Business Center, it is Xinyuan Company as the active initiator of the acquisition offer, Guan Yuntian's meaning, if the other party continues to be entangled in the price, it is not sincere, and there is no need to continue negotiations. Although this is not an ultimatum, at least I want to give the other party a warning.

Lao Gao heard very clearly, "Mr. Guan doesn't have to doubt our sincerity, Haitian Business Center is the acquisition target of Xinyuan Company, although we took the initiative to make an acquisition request, but the money that should be spent must be spent, and the money that should be saved must also be saved!"

"I admire Mr. Gao's careful calculation, but everything has to have a degree, the negotiation has been carried out to this extent, we, as the acquiree, have shown the greatest sincerity, if you blindly want to save money, how can the next negotiations proceed?" Guan Yuntian sneered.

These words made Lao Gao feel a little hot, "What Mr. Guan said is extremely true, but we are a state-controlled enterprise, and every penny spent must be responsible for the local government and shareholders, even if you want to save money, please understand Mr. Guan." ”

How similar are these words of Lao Gao to those words of Lao Bai of the Commercial Bureau on the phone! Could it be that they were really together last night? What kind of stance did they really stand on?

"Mr. Gao, you are the chairman of a state-controlled enterprise, I am the person in charge of a private enterprise, and every penny you spend is responsible for the local government and investors. However, every penny I spend still needs to be accounted for to the shareholders, so we all have a certain responsibility. However, talking about business is different from buying vegetables at the farmers' market, and being overly calculating is not only stingy, but also a sign of disrespect for the other party. Guan Yuntian said bluntly.

Seeing that the two main negotiators were a little not speculative, Ye Jiayi took the words, "Since the negotiations are nearing the end, we have also quoted the lowest price, if the representative of Xinyuan Company needs to make a decision after internal discussion, it is better to negotiate for the time being, for our offer, Xinyuan Company can accept it, and then notify us after the discussion, I don't know what you think?"

"What do you think of Mr. Ye's suggestion? I think it's okay, let's go back and discuss it. The other party's treasurer said.

The four representatives of Xinyuan Company agreed to go back to discuss before replying, before they got up to leave, Guan Yuntian said: "We have given the bottom line, okay, you go back to discuss." ”

After the negotiator of Xinyuan Company left, Lao Ding asked, "What should we do next?"

"When I go back to the headquarters tomorrow, I will be busy with my own business, and if I don't take this seriously, I will act as if nothing happened. "Guan Yuntian said.

"Yes, they have already told each other, and it is up to them to decide whether they succeed or not. Ye Jiayi said.

Guan Yuntian said indifferently: "Originally, although the investment income of Haitian Business Center is not high, it is in normal operation, and they took the initiative to come to the door to make an acquisition request, and I didn't plan to deal with this matter at first, even if it didn't work, it would be unscathed to Haitian Business Center." ”