The basis of the negotiation is the strength of the two sides and the current general situation, but the specific skills and the negotiator's personal language ability, psychological quality and other professional standards, are equally important, otherwise there is no need for so-called negotiators, and there will be no personal ability. Pen % fun % Pavilion www.biquge.info

Liu Qiangdong came with confidence, thinking that Zhao Zejun, a young entrepreneur, would be like him, igniting a flame of hope for JD.com.

In fact, he had already investigated clearly that Zelianke had made a number of major organizational restructuring adjustments and began to transform into a group company.

This should be the time for the other party to be ambitious and make a big move.

Who knows, Zhao Zejun is quite polite, not only patiently listened to what he said a lot, but also explained a lot to him very sincerely, and finally came to a conclusion: Jingdong, for me, it is a loss.

How could the script open like this?

Shouldn't it be two entrepreneurs who are also from the grassroots, full of hope for the future, and have fiery enthusiasm, after seeing each other for the first time, they hate to see each other late, dry firewood, jackals, tigers and leopards, and petite babies...... In short, hand in hand, moving forward side by side, the wheel of history has changed from this moment, rolling forward?

The key is that e-commerce is indeed Zelianke's shortcoming, and now there is a ready-made mature business website that takes the initiative to seek cooperation, is Zhao Zejun really not tempted at all?

Liu Qiangdong raised his head, frowned slightly, and looked at Zhao Zejun.

Zhao Zejun still has that expression, as if smiling rather than smiling, there is no arrogance, but he can't see any hope for Jingdong.

"Something is wrong!"

Looking at the smiling Zhao Zejun, Liu Qiangdong had a flash of inspiration in his mind, and suddenly realized that his thinking had entered a misunderstanding!

Zhao Zejun told him now, what is the purpose?

Do you really don't want to cooperate, in order to avoid unpleasant quarrels between the two sides, so you will explain so much?

No, there is no need to explain this in such detail.

From beginning to end, the other party is talking about two things: what kind of huge benefits can cooperation with JD bring to JD.com, and even said that 'it is difficult for JD to carry out business in southern Jiangsu Province if I don't recognize JD.com';

What is this? This is not a refusal to cooperate at all, but a reasoning, a discussion of difficulties, and a discussion of conditions!

From beginning to end, Zhao Zejun didn't say 'impossible to cooperate' at all, several times, emphasizing that 'just for a few points of Jingdong shares, there is no need to cooperate'!

Thinking about this in an instant, Liu Qiangdong has lost a little bit of confidence since the conversation, and finally began to regain some of it.

"Mr. Zhao, there are difficulties, otherwise there will be no gains, the greater the difficulty, the greater the profits. Liu Qiangdong laughed: "I admit that a few points of shares are indeed a little less." But since we're sitting here and having a frank conversation, everything can be discussed. ”

Sure enough, this time Zhao Zejun didn't say anything 'troublesome and uncooperative', but laughed as well.

His eyelids rolled and he said noncommittally: "Oh, Mr. Liu, what are you going to talk about next?" ”

Liu Qiangdong thought for a while and said: "At present, the most valuable thing that Jingdong can take out is equity. Of course, whether it is a few points, or a dozen points, or even dozens of points, this can be discussed. I believe that quantitative change will produce qualitative change, and the attraction of five points and fifteen points, or even thirty points, should be completely different to you. ”

"Mr. Liu, even if you can let me get 30% of the equity in the next round of financing, to be honest, I don't have so much spare money for the time being. Zhao Zejun silently calculated in his heart, it was billions of yuan, and it was not cost-effective to invest in Jingdong in the early days of the mobile Internet era.

"30% is difficult, but less, such as a dozen points, can still be done. In addition, Zelianke does not need to pay money, and among the three cooperation conditions just now, the other two can also be converted into shares. Liu Qiangdong said.

"Mr. Liu, you still don't understand what I mean. Zhao Zejun gently tapped the table with his fingers and said, "What I want is not Jingdong's equity." 5 percent, and 15 percent, it's not much different for me. ”

Zelianke has begun to transform, and the way to obtain the early equity of several large companies through various ways is no longer Zhao Zejun's key work, and what he will do next is to seize the good opportunity in the past few years to make Zelianke itself a top Internet giant.

In other words, compared with JD.com's equity, Zhao Zejun cares more about the other help JD can provide.

"What's that?" Liu Qiangdong asked, "I really can't think of anything more attractive to you besides equity." ”

Zhao Zejun pondered for a moment, "That's it, let me talk about it first, what can I give Jingdong." ”

Liu Qiangdong's eyes lit up slightly: "I want to hear it in detail." ”

"In terms of money, I don't have a dime. I think, millions, tens of millions to JD.com, what does it mean. ”

Zhao Zejun is not bad for money, but some of the next things to do will burn money, and at this time, take out hundreds of millions to buy Jingdong shares, and the gains outweigh the losses.

"I will not give direct help to the Jingdong Logistics Center in southern Jiangsu Province, but I will not oppose it either, and will maintain a neutral attitude and do not interfere. ”

Without waiting for Liu Qiangdong to say anything, Zhao Zejun continued: "However, if there is a major contradiction between Jingdong and Shunfeng before, or Jingdong encounters a hurdle that cannot be overcome, I can come forward and reconcile it." ”

Liu Qiangdong didn't say anything anymore.

In Southern Jiangsu Province, there is Zhao Zejun's sentence, which is more effective than any direct help, as long as Jingdong himself does not look for death, there will be nothing that cannot be done.

"As for publicity, Weibo and Taobao have always cooperated. This is not exclusive, and Jingdong can join in, but the main force of the current propaganda will still be placed on Taobao, and within a year or two, Weibo's publicity to Jingdong cannot exceed Taobao. ”

"What if Taobao is displeased with this and takes measures against Zelianke?" Liu Qiangdong keenly captured a key message.

"If that's the case, that's Taobao's problem. When the time comes, JD.com will gradually replace Taobao and become the number one e-commerce platform on Weibo. But until then, I will still maintain a good first partnership with Alibaba. ”

Liu Qiangdong frowned, obviously not satisfied.

The initial stage of enterprise development is the most difficult, and only at this time will it seek the help of partners at the cost of core interests.

The same is true for JD.com, the next year or two, is the time when you need help the most, if Zelianke can't give JD.com the greatest support in the past few years, then the effect of this cooperation will be greatly reduced.

"You can rest assured that in terms of publicity, I will use other ways to compensate JD.com. Zhao Zejun smiled, "Perhaps, it will be better than the effect of online publicity." ”