A skyscraper on Sriebaly Road in the Tsim Sha Tsui financial district of Kowloon.

The building is very new, the hotel is at the bottom, and the office building is above, and it should be less than 10 years after it was built——

In the 70s, it was the outbreak period of Li Ka-shing's "off-the-plan" model; before that, Xiangjiang real estate developers had not yet figured out the "pre-sale off-plan" game, so funds were tight, and in many cases, even the compensation for demolition and relocation could not be turned, and urban construction was naturally very slow.

At present, those who can move into these places are the trendsetters of Xiangjiang's new economic model, and there is no shortage of gamblers with courage and courage.

The entire floor on the 28th floor belongs to "Lin's Intellectual Property Agency", which is a law firm that provides cross-border legal representation, with comprehensive business qualifications and various shell licenses.

On this morning, Lin Guodong, the partner of the firm, was reprimanding those horses who couldn't get jobs at the regular meeting.

His female secretary saw that everyone was going to be nervous, and kindly reminded: "Director, the guests who made an appointment the day before yesterday are still 15 minutes away." Look at the ...... over here."

Lin Guodong scolded rightly, and after being disturbed by the secretary, he raised his Rolex and glanced at it, and reluctantly ended: "Then let's get here today, and if you don't meet the standard orders this month, you should reflect on yourself - by the way, Xiao Chen, you stay!

He left behind a lawyer with the worst performance, and for a while he served as cannon fodder for singing white faces, so that he could give his client a dismissal first.

The female secretary didn't know what to do, and when he was busy with affairs and forgot the identity of the client, she hurriedly reminded: "Director......! Is it really good for Lawyer Chen to entertain you first? The other party is an official of the Foreign Affairs Bureau of a certain ministry and commission on the mainland, and a division chief leads the team, and the level is equivalent to that of the county magistrate on the other side of the river, right?"

Lin Guodong took a sip of kung fu tea: "I have a good memory! Hehe, don't think I can't see their routine, I came to make an appointment the day before yesterday, but I had to make an appointment to see you today, which clearly tells us:

They have to meet with a few conscientious firms in advance, so that I can be more leisurely when quoting - I believe him is a ghost! Let Xiao Chen anchor them at a psychological price, so that I can be a good person. ”

……

Director Bao and Gu Biao waited in the reception room for five minutes, and the other party was very thoughtful, with a lot of snacks, kung fu tea, and a beautiful female front desk serving tea and water.

There is no righteous lord.

After a while, a young lawyer finally came, introduced the business in a businesslike manner, listened to the needs of Director Bao, and then took a calculator and pressed it for a while, and gave a risk agency intention of 25% of the sales share / 50% of the authorization fee.

The minimum limit of the negotiation authorization obtained by the director of Bao is only 20%/35%, and if possible, it must be kept as low as possible. If he exceeded, he would have to go home or send expensive faxes to ask the domestic leaders for new authorization.

So the initial pre-contact is, of course, fruitless.

Director Bao was helpless and played the first card: "I have an appointment with you, Director Lin! Let Director Lin come and talk to me in person! Otherwise, I will not accompany you." Before coming, we have already gone to Jinze and Tianhu to find out, and your price is not advantageous at all!"

This card was brewed by him in the two-day time difference from the appointment to the door. Although it is only the most orthodox to shop around, as a negotiator in the 70s, it is already the limit of his ability to think of this step.

At that time, even the staff of the foreign affairs system did not know how to bargain with the capital and enterprises.

So much so that it took two days to prepare, and Lin Guodong threw him over a five-minute pre-anchoring psychological price, and it was tied.

After a while, the person in charge, Lin Guodong, finally came late.

"Ah, Director Bao, I'm glad to see you. The day before yesterday, when I received your appointment, I greeted you on the couch - this is the first time that your mainland foreign affairs and business organization has found our law firm in Xiangjiang to cooperate, right?

I'm really sorry just now, the other one was delayed for a while, I didn't expect Xiao Chen to be so ignorant. ”

After the initial meeting ceremony, Lin Guodong said such that Director Bao had no temper at all.

However, he still had to insist: "Director Lin, we will never accept this sharing ratio." Our technology is very promising, at present, there are no more than five countries in the world that can build helium machines, and their principles and processes are very different from ours.

With the current international market size in this field, at least 50 sets of such helium machines will be needed in the next three to five years. Even if you only grab an order for 5 of these sets and use our technology, you will earn 20% of the CD. Moreover, the upfront hard legal costs you mentioned are also a bit high, and there is a problem with Mr. Chen's algorithm just now......"

Director Bao tried his best to say a lot of reasons for bargaining.

However, they were all gently moved away by Lin Guodong:

"You also said that there are 5 countries on the earth that can build helium machines, but you just have a different principle from others. It can only be regarded as an improvement, not a revolutionary new invention, do you know how difficult it is to apply for such an invention?

So the hard cost that Xiao Chen just calculated is correct. I have seven or eight similar cases here, and you can look at them, and even the invoices and comprehensive export tax declaration statistics are all legally valid......"

"And how backward the mainland's industrial science and technology as a whole is, you should know better than me. You keep saying that you want to snatch at least 5 sets of export orders from the future international market, but I don't think this can be done at all, and no one will believe you with your reputation-

How big are Air Liquide and Linde, and how old are these names? Do people believe that Linde believes you? Do you know that the "father of the refrigerator" is Mr. Linde, who was an academic champion of the Technical University of Munich and a history textbook a hundred years ago.

How many people can leave the name of 'father of so-and-so' in the history of the industrial revolution of mankind, or name a unit after themselves in physics textbooks? The analogy you just made is like an electric motor, and it is as ridiculous as Siemens, the 'father of the electric motor'!"

Director Bao was speechless.

In the end, it was Lin Guodong who saw that the heat was almost over, pretending to glance at the preliminary conversation minutes and the draft of the calculation quotation left by Lawyer Chen, and then directly tore it to pieces in front of Director Bao.

"Director Bao, what about this price, you also know, it is indeed real. But for the first time together, we can't just talk about money. As a pioneer in testing the waters on the mainland, you have played a great exemplary role.

Everyone is cooperating for the first time, in order to show our sincerity, I will discount on this basis, 22% of sales, 45% of the license fee, no less - I am not here to make money, but to give you a chance to see my strength. ”

This is the most common discount phrase used by any legal agency or agency. Because the biggest doubt that customers in this industry have about agents is the strength of the other party, whether they can get things done, and how quickly they can get it done.

Therefore, when the first time we cooperated, when we really had to reduce the price, in order not to lose face, the law firm would use this kind of "trick to shine a little brighter!" The reason why I discounted this time was not because I was afraid of you, but because I wanted to give you a chance to see how awesome my brother was.

When Gu Biao was a technical director in Alipay in his later life, when he had patents or software copyrights in hand, he didn't know how much he had to deal with such an agency that came to do business, so he naturally saw through it at a glance.

Director Bao, who was inexperienced, had a dry mouth, and thought that he really talked about it by himself.

Lin Guodong grasped the rhythm very well, said a bunch of comforting words, and then just invited a group of negotiators from the mainland to go to the Peninsula Hotel next door for a big meal, and have an English afternoon tea by the way.

"These mainland dishes, anyway, cut down are also national, delicious and drinkable, maybe you can sign it." Lin Guodong thought proudly in his heart.

Director Bao is not such a person, but he doesn't seem to have found a breakthrough.

He wiped his sweat with a hand towel and whispered to Gu Wei, who had been unqualified to speak in the morning: "Xiao Gu, I can only do this." After a while, it is your turn to introduce the prospects of this technology, and strive to blow it harder, and you can cut down two more points, even if you have not wasted foreign exchange in vain. ”

"Can you only talk about technology?" Gu Biao confirmed very disciplinedly.

"Then what else do you want to say?" said Director Bao.

But he thought about it, anyway, a dead horse became a live horse doctor, and it was nothing to be flexible: "If you have any good ideas, report to me roughly, if there are no principled errors, you can say whatever you want...... By the way, you don't want to give Lawyer Lin a favor, do you?"

In the end, Director Bao thought he had guessed Gu Biao's thoughts.

Gu Biao was speechless for a while: "Why do you think so? The entire firm is Lawyer Lin's own, and he personally makes most of the money he collects, so how can he be greedy for benefits? He is not managing money on behalf of the state." ”

Director Bao was stunned for a while, and smiled awkwardly: "Alas, look at me, it's all confused - how can anyone in the world use their own money to rot." ”

The group conspired with their own negotiation skills and were soon sent to the Peninsula Hotel.

Lin Guodong's luncheon was very luxurious, with a variety of Cantonese seafood in turn, and many high-grade Western food.

The visitors from the Foreign Affairs Bureau, whether they are secretaries, drivers, or directors of the Bao Bureau, who have seen the world, are completely let go when they arrive at the wine table, and they no longer talk about business, at most they just toast and cheer for their feelings.

It seems that they are all accustomed to the fact that the wine market is the business field.

Only Gu Biao changed his usual boldness, he ate very gently, as if he was not hungry at all, but it was very natural, not like he was pretending.

"Xiao Gu, you also toast Director Lin!" Director Bao made a few sentences on the wine table, "Director Lin, don't look at Xiao Gu's young age, he is technically unambiguous, and you will give me a lot of advice for the afternoon report in a while!"

Lin Guodong glanced at Gu Biao coldly, and felt that this kid was well-informed and should not be under Director Bao.

"I can't talk about asking for advice, it's better to popularize science with each other. He proudly let Gu Biao's cup be lower than him and touched it.