Business negotiations are like this, first of all, test each other's attitude, no matter how big the differences, as long as both sides say that there is room for negotiation, the negotiation can continue, if one party categorically refuses to bargain, there is no hope of reaching an agreement, and then the negotiation is not only a waste of time, but also meaningless.

Although the attitude of the design institute is very reluctant, as long as there is room for negotiation, Fang Hanmin is still willing to continue to negotiate and strive to reach a cooperation agreement with the other party, "Dean Li, Director Feng, you said that there is not much room for negotiation, there must be a number, right?" ”

Lao Feng and Lao Li exchanged glances with each other again, it seems that they have formulated a negotiation strategy before, and the two cooperate very tacitly, "In order to express the sincerity of the cooperation of the design institute, we can reduce the design fee by five percent." ”

Fang Hanmin smiled, feeling that the other party was very interesting, he wanted to see what the other party's hole cards were, "Okay, then I will increase the design fee by another five percent, which is also the sincerity of the cooperation of Red Star Pharmaceutical Factory." ”

Fang Hanmin thought that the other party would reduce the quotation by five percent as he did just now, but they did not follow up, Vice President Li and Director Feng looked at each other, and no one spoke, which was a bit unexpected by Fang Hanmin, he deliberately asked: "Two leaders, I have increased the design fee by a total of ten percent on the original basis, if you have no objection, does it mean that we have reached a consensus on the issue of design fee?" ”

As soon as he heard this, Vice President Li shook his head again and again, "Director Fang, in the matter of design fees, Director Feng has already said before, we don't have much room for negotiation, and your offer is still far from our goal!" ”

In fact, the original design fee agreed by the two sides was 1 million yuan, even if it was increased by 50 percent, the total design fee was only 1.5 million yuan, although this money accounted for 30 percent of the total budget of the generic drug production line, and the proportion of investment was indeed high, but with the current strength of the Red Star Pharmaceutical Factory, it was not difficult to come up with this money at all.

As the director of an enterprise with seven or eight thousand employees, bargaining with the other party for three or five hundred thousand yuan does not seem to match Fang Hanmin's identity.

In fact, Fang Hanmin is not a calculating person, the reason why he is so critical of the design cost of the generic drug production line, there are three main reasons, one is that this is the first large-scale production project that Fang Hanmin has personally presided over since he became the factory director.

Second, because Fang Hanmin is very familiar with the relevant specifications of GMP standards, he believes that even if the design is based on GMP standards, the other party's asking price is too high.

Third, he wants the other party to know that not all local enterprises are a group of rabble, even if they are high-ranking provincial design units, they don't want to rip off them!

Vice President Li's tone became tougher, and it seemed that if he did not do what they asked, the negotiations would not be able to proceed. Fang Hanmin realized that he took the initiative to increase the price just now, which may have made Lao Li have a delusion.

Since this is the case, then give Lao Li another signal, correct his illusion, and let him understand that business negotiation is not wishful thinking, and he must know how to respect the negotiation opponent, "Listen to Dean Li's meaning, the bottom line of your hospital cannot be lower than 45% in any case, so in this way, even if I increase the quotation by 10%, it is too far from your requirements." Since the gap between the two sides is so big, do you think it is necessary for this negotiation to continue? ”

"Director Fang, are you giving an eviction order? Doesn't the Red Star Pharmaceutical Factory want to cooperate with us? Director Feng, who was as stable as Mount Tai just now, immediately became anxious when he heard Fang Hanmin's words.

Although the Provincial Medical Design Institute is administratively a department-level institution, after all, they are semi-public institutions between undertakings and enterprises, and only enjoy 60 percent of the financial allocation, and the remaining 40 percent of the expenses need to be earned through social services.

Lao Feng knew very well in his heart that even if the design fee did not meet their expectations, if they could reach a cooperation intention with the Red Star Pharmaceutical Factory, the design fee of more than one million yuan could make up for the shortfall of the design institute's funds.

Fang Hanmin expected that what he just said would give the other party a certain touch, he smiled indifferently, "Director Feng, since we invited the leaders of the design institute to come over to negotiate, we sincerely want to push forward the existing cooperation, I urgently hope that the negotiations between the two sides will continue, and the eviction order is said, where to start?" ”

"Then what do you mean by asking us if there is a need to continue negotiations?" Lao Feng is the director of the Foreign Cooperation Department of the Design Institute, and he is directly responsible for the success or failure of the cooperation between the two sides, so he is very anxious.

"I don't mean anything else, Director Feng, you know that any negotiation requires interaction between the two sides, if only one party is proactive and the other side is indifferent, do you think there is still a way to proceed with this negotiation?"

Lao Feng was puzzled, "Director Fang, I don't understand what you mean. ”

Regardless of whether Lao Feng deliberately pretended to be stupid or the person concerned, Fang Hanmin further explained: "On the original basis, I have taken the initiative to increase the design fee by 10%, and you not only stand still, but also fail to meet your requirements, whether it is for Director Feng or Dean Li, I feel that this is not the attitude that business negotiations should have." ”

Lao Feng's face was a little unbearable, "Director Fang, don't be surprised, I didn't interact with you just now, I really feel that your offer is far from our expectations, and we don't want to bargain for tens of thousands of yuan." In order to save time, can you give us a real answer? ”

Fang Hanmin just didn't want to waste time with the other party, he said very simply: "Okay, I will take the initiative again, and the design fee will be increased by another ten percent, which is equivalent to a total increase of twenty percent on the original basis, this is my bottom line!" ”

Vice President Li first looked at Lao Feng next to him, turned to Fang Hanmin, and said expressionlessly: "Director Fang, is this your final offer?" ”

"Yes, that's our bottom line, and we can't get any more points." Fang Hanmin said categorically.

"Ouch, you still say that we lack sincerity in cooperation, Director Fang, you said it so absolutely, how can you talk about it next?" Lao Li hit a rake.

Anyone's patience has a limit, under the repeated consumption of the other party, Fang Hanmin is losing patience a little bit, he spread his hands, "If you really can't talk, then there is no way!" Since it is cooperation, sincerity must be on both sides, I let go again and again, there is no way back, what do you think I can do? ”

After a few minutes, Xu Hui, who was sitting on the side, whispered to Fang Hanmin: "Director Fang, it's not too early, why don't you get here today, let the guests rest early, and talk tomorrow?" ”

Looking up at the wall clock on the wall, it was already half past four o'clock in the afternoon, less than half an hour before getting off work, Fang Hanmin agreed: "Okay, that's all for today, the guests must be tired after a morning train." Dean Li, Director Feng, and Zhao Gong, I asked Director Xu to accompany you to dinner, and I have something to do in the evening, so I won't accompany you. ”

After all, the other party is a guest of the cooperative unit, and there is also a vice president accompanying him, Fang Hanmin originally planned to accompany a few guests to dinner, because the afternoon negotiation made him very unhappy, Fang Hanmin temporarily changed his mind, and he decided to put Lao Li and the others aside for the time being.

"Director Fang, ...... you?" This sudden decision made Xu Hui feel at a loss, of course he didn't know the intentions of the leader.

Because Xu Hui couldn't understand what he meant, Fang Hanmin glared at him with strange eyes, "Don't say it!" You take a guest to a high-end hotel, have a few more drinks with them, and be sure to keep the guest accompanied. Dean Li, Director Feng, and Zhao Gong, we still have something to do over there, so I will miss it. After speaking, Fang Hanmin got up and walked out of the conference room.

Not to mention Vice President Li and Director Feng of the other party, even Zhao Gong can see that this is Fang Hanmin deliberately snubbing them!

Vice President Li felt that he was a deputy director-level cadre, and he was already a little condescending, but he was snubbed by Fang Hanmin, he was very unhappy, so he turned to Director Feng next to him and said, "Old Feng, don't trouble Director Xu, let's find a place to have dinner by ourselves." ”

"This ......" Director Feng was also a little angry because he was snubbed by his master, but he needed to stay calm.

Before coming, the leader of the design institute told Lao Feng to do his best to get the design project of the Red Star Pharmaceutical Factory, after all, this design fee is related to the independent income generation performance of the whole hospital, if the negotiation with the Red Star Pharmaceutical Factory collapses, the daily expenses of the entire design institute this year and next year will be stretched.

Therefore, Lao Feng is the leader of the three-person negotiation team sent by the design institute, holding the sword of Shang Fang awarded by the dean, don't look at Vice President Li, but he is only a member of the negotiation team, because Lao Li lacks negotiation experience, he does not know how to judge the situation at the negotiation table, and it is easy to mess things up.

Although he was snubbed by the master, considering his mission and the dean's entrustment, Director Feng did not echo Lao Li's suggestion, he thought that even if he did not have Fang Hanmin to accompany him, wouldn't it be just a meal, there was no need to care so much, as long as he acted according to the master's arrangement, he would be able to talk at the negotiation table tomorrow.

If you follow Vice President Li's advice and refuse the host's kindness, it doesn't matter if you have a meal, the key is to make the relationship stiff, and both parties will be embarrassed to meet in the future, how can the negotiation proceed? "Dean Li, since the host has arranged it, it's better to let the host do it."

"Yes, yes, yes! After work, the factory director wants to convene a factory-level team meeting, and he entrusts me to accompany a few leaders, Dean Li, don't shirk. Following Director Feng's words, Xu Hui further explained.

If you don't consider other factors, Vice President Li really wants to refuse this meal, he thinks, as a factory director of a section-level enterprise, you Fang Hanmin dare to snub the leader of a division-level unit, I will let you lose face!

However, Lao Li also knew that although he was the vice president, he was only a member of the three-person negotiation team, not the team leader, and he had to take into account Lao Feng's opinions, otherwise, once he messed up, Lao Feng would put the blame on him, and he would not be able to explain to the dean when he went back.

Thinking of this, Vice Dean Li seemed relieved, "Okay, listen to Lao Feng, you can do what you say." ”

As soon as he heard that Lao Li no longer objected, and without waiting for Director Feng to speak, Xu Hui hurriedly invited: "A few leaders, it's not early, let's go." ”

"Director Xu, don't be extravagant for dinner, it's near the hotel where we live, just find a small restaurant."

"Let's go to one of the most distinctive hotels in the city, and the task given to me by Director Fang, I will definitely accompany a few leaders." ......