Gu Kun's negotiations with Governor Li and Li Jingshen cannot, of course, be achieved overnight.

This kind of major investment cooperation involving tens of billions of yuan is very good to talk about setting a framework every month.

On the first day, the face-to-face investigation between the big guys was just to confirm their intentions and sincerity, and the horses needed to work overtime to finalize the details.

On Gu Kun's side, when he was not there, the specific negotiations were still led by his right-hand man Tang Jia.

Although Tang Jia is still young, after all, she has seen the world with Gu Kun, as the foreign minister of Lan Fang, this kind of cooperation involving countries, in order to show her attention, let her deal with the details. In addition to Tang Jia, there are also several seniors from the Department of Jiaotong University, who are nothing more than dug up after Gu Kun's test in the past few years, and are responsible for helping to check and fill in the gaps and bargain.

Two or three days passed in a flash, and the time was soon approaching the New Year's New Year. Tang Jia finally talked to the other party about something, and immediately came to report to the boss eagerly.

Gu Kun met her in his 360-degree invincible sea view villa.

"I finally persuaded them to let them buy some proportions of shares in the Lanfang Sea-crossing Bridge, the future Lanfang Port Phase III, and the Lanfang Water Supply Project. In the specific way, they refused to pay, and finally chose to buy shares with land and certain prospecting and mining rights. Tang Jia went straight to the point first.

Gu Kun had been sleeping lazily that day, and was having breakfast at the time, but Wen Yan just nodded with satisfaction, while continuing to slowly spread jam on his bread slices.

Tang Jia looked at his calm appearance, and couldn't help but ask: "Can you tell me now, why do you have to let them join the shares?" Although I did it and persuaded them, I always felt that it was not bad to let them pay the tolls.

This kind of promising money-making business, why give the benefits to people who have no eyes. Highway toll rights are now in high demand in China. ”

It seems that Tang Jia has been in a state of "not understanding, but resolutely implementing" these days, and she can't keep up with the height of the boss, but she knows that as long as it is ordered by the boss, she must advance if she doesn't understand.

Gu Kun put down the jam knife and asked slowly: "Jiajia, I remember that you are from Hujiang." ”

Tang Jia was slightly stunned: "Yes, does it matter?"

Gu Kun smiled slightly: "You are still too young, in the future, you should walk around more to see and learn." The domestic highways are not all fragrant and sweet, and there are many losses, all of which are poverty alleviation projects in the northwest hinterland. The only thing that is sure to make money is the highways in the economically developed provinces of the southeast coast. If purely private enterprises are allowed to assume responsibility for their own profits and losses, there will be no one to build roads in many places in the mainland.

In the same vein, we are in a similar situation in Sarawak in terms of transnational infrastructure. Today's demand is not enough, not 'already rich, there are good goods can't come out, so the road is built', but 'if you want to get rich, first build the road', is the nature of a gamble.

The only way to get Malay Capital to take some stake in the Lanfang Port and related road and bridge projects is to make them realize that 'if these facilities are used a few more times, we can also get a share of the tolls we receive.' If we use it a few more times, it will be equivalent to taking advantage of a few more discounts', then they will deliberately expand production and use more and transport more. ”

Gu Kun wants to implant the idea in the minds of Malays: the more you spend on tolls, the more you earn, and the more times you take advantage of discounts.

Tang Jia pondered it carefully, only to realize that he still had an old problem: inertia always uses the domestic set of thinking of "the country invests money in construction" to set up this work, no wonder the ideological height can't keep up.

However, out of good intentions, she still has to remind her boss at the end: "However, what you expect is that the Malaysian side will hold more than 25% of the shares, and fully mobilize their enthusiasm for developing the surrounding economy." However, the discount price that the Malaysian side is willing to pay has been pressed again and again, and I am afraid that in the end we will suffer a loss in terms of funds, spend more money but do not occupy enough shares, and be regarded as a fat sheep. ”

The tone of the Malaysian negotiations is actually that they don't want to give up a dollar of cash. Gu Kun wanted to give 25% of the shares to the other party, and the other party only used the land and prospecting rights to offset the capital contribution.

This is a very normal idea, because during the financial crisis, deflation, cash is very valuable, otherwise Gu Kun would not be able to copy it to the end.

And Tang Jia actually didn't know how much water Gu Kun had injected into the estimated cost at the beginning, and how many times the "invoice" had been falsely issued. That's why I'm so worried - Gu Kun's initial quotation was at least 3 times overstated and exaggerated the difficulty of various constructions, so in fact, the Malays had to cut 70% and return 30% to completely squeeze Gu Kun's water.

In fact, although the Malays are shrewd now, and there are real estate experts like Li Jingshen in charge, they have only cut 40% to 60%, and Gu Kun still has twice the room to operate.

Of course, the negotiations are not over yet, and they may continue to be cut to 50% in the future, but Gu Kun will always have room for maneuver.

He didn't tell Tang Jia because he could even lie to his own people, so that he could better deceive the enemy.

In addition, he has other tricks to take advantage of.

Gu Kun comforted Tang Jia and said: "Don't worry about the Malays bargaining, I know them too well, the Malays have always been a market economy, where the market is mature, they will build bridges and pave roads for construction, and I have never tried to build roads for poverty alleviation like we Chinese people do."

Therefore, their understanding of the problem of poor mountains and bad rivers and people in poor areas is far less thorough than that of us Chinese people. Even if the Malays are stuck in the construction process, as long as they are loose in their bargaining for the follow-up maintenance standards, and the company's business decision-making power is still in our hands in the future, we have a way to make them pay for it, or actually lower their dividends to offset the company's maintenance losses. ”

Tang Jia was a little puzzled: "What do you mean?"

Gu Kun: "For example, have you ever been to the central and western regions and seen the poverty alleviation road projects in China?"

Tang Jia has been messing around in Hujiang and neighboring coastal provinces all his life, but he really doesn't know the mentality of poor mountains and bad waters, so he humbly admitted: "I haven't seen it." ”

Gu Kun: "For example, there is no money in the local area, and the state pays to build roads. Assuming that it is below the secondary provincial road, there is no asphalt pavement, only cement road. According to engineering standards, a few meters of slope roadbed should be left on the side of the road to prevent the road surface from subsidence and collapse, right?

However, peasants in some poor areas have already expropriated the land of the roadbed when the state built the road, and the land occupied by the roadbed already belongs to the state. But just because the emperor of the mountain is far from being cared for, he is greedy for cheapness, and he digs up the few meters of soil on the shoulder of the road, and occupies a lot of land to grow grain and vegetables.

This situation in China should be relatively rare, after all, the country has suffered losses and has experience in governance, this is just a very simple example. But the Malays, dealing with such a problem, should be completely inexperienced, they have never helped the poor, so they don't know how many pitfalls are in the infrastructure construction in poor areas, I don't know that 'some people have always been poor is reasonable', Li Jingshen even if he has so many years of business experience, it is useless, there is a specialization in the art industry.

They counter-offered, but only in the new phase. When it is built in the future, during the operation and maintenance stage, our people point out the pits, and the evidence is conclusive that the depreciation of the facilities in advance is pushed to the local farmers in Malaysia, and it is justifiable that the Malaysian side bears most of the maintenance funds, and it is according to the current negotiated maintenance price, or try to find a place where the Malaysian side does not have the construction strength to repair the damage by itself, all in all, I have a hundred ways to pit the money of the Malay aliens. ”

In terms of how to prevent and control "greed for small and cheap causes big losses", the Malays are a younger brother in front of the Chinese.

In addition to the Shining Gold Clan, no one in the world knows better than the Chinese how to exploit loopholes and prevent the confrontation of exploiting loopholes, which is the quintessence of the country.

The businesses that Gu Kun took the initiative to attack always used his strengths and the weaknesses of the enemy to fight.

Recognizing oneself and being self-aware is a more important ability than improving oneself.

It doesn't matter if you don't have enough advantages, as long as you know how to play to your strengths.

......

Under such a tone of negotiations, the two sides have been dragging on until the end of the year, and finally made a rough calculation of the resources that should be discounted from the investment of the Malaysian side.

From Smadan to Kuching to Sibu in the west, Gu Kun's people have surveyed the whole of West Sarah, enclosing hundreds of square kilometres of suitable agricultural land and prospecting rights in a larger area, with a total value of about RM3 billion – resources that were more expensive before the financial crisis, perhaps RM5 billion.

In exchange, Boss Lee and the Malaysian Sarawak authorities can accumulate 25% of the shares in the third phase of the Lanfang Port project and other road and bridge cooperation in the future.

Those agricultural lands Gu Kun mainly planned to use for cat poop coffee plantations/breeding gardens, as well as Guadaquila durians, a specialty of Borneo, so Gu Kun asked his people to choose as much land as possible suitable for the cultivation of these crops.

The land requirements for growing durian are quite high, and Thailand likes to use plains with sulfur soil to grow durians, while Malays like to use sloping land.

The sloping land is better (the best is to grow durian on extinct volcanoes), but irrigation is troublesome, and Thailand is a little more north, and the precipitation is a quarter lower than Borneo, so the sloping land does not have enough precipitation. As for Borneo, because there is more than 2,500 mm of precipitation a year, the tropical rainforest is dense, so even on the gentle slopes, there is no need for irrigation, relying on natural rain and rivers in the mountains are enough for durian water.

As for the transportation difficulties and untimely harvesting caused by planting durian on the slope land, there is no problem for Gu Kun. Because the land he wants to choose can be as close as possible to the road and railway line planned in the future.

And he didn't plan to export durian and cat poop coffee to Huaxia on a large scale, the brands he made out were all to be personally shopped and taken away by the distinguished guests who came to Lanfang for tourism, and he would never let his brand appear on the humble e-commerce online shopping platform in the future, which would be too out of line and not conducive to the great cause of the guests.

In terms of mineral deposits, Borneo actually does not have many minerals, and the oil fields were all seized by Shell Oil in advance with international treaties, and Gu Kun could not get his hands on it. The Indonesians do mine bauxite near the Balikpapan oil field in the east, but that thing is worthless, the transportation cost is high, and the Chinese side will not import it.

To have a high price and a large volume, Gu Kun finally looked at it and asked the Malays to get the exploration and mining rights of two copper mines - mainly because in addition to oil, there is more room for copper mine price increases in the future.

Sarawak also has a small amount of gold and diamond mines, which were mined at the end of the 19th century, but stopped after World War II, mainly because they were too small and a bit of a chicken rib.

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