At half past eight in the morning of the next day, Fang Hanmin waited in the conference room on time, ready to conduct final negotiations with the three-member team of the design institute.

At around nine o'clock, Xu Hui walked into the conference room with the guests, but he and the three guests all looked tired, indicating that they had drunk a lot last night.

Fang Hanmin greeted the three guests, "Dean Li, Director Feng, and Zhao Gong, did you rest well last night?" ”

Lao Feng shook his head, "I rested well, but I drank a lot, I didn't expect Director Xu to be so good at persuading wine." ”

"Really?" Fang Hanmin didn't know how much Xu Hui had to drink, and he didn't know that this colleague, who was usually not good at expressing himself, was actually very open at the wine table, maybe because he was not present, Xu Hui was very active, or really sacrificed his life to accompany the gentleman in order to live up to Fang Hanmin's hopes? "Hey, if you don't feel well, why don't you rest in the morning and talk in the afternoon?"

"It's okay, I had breakfast at the guesthouse and I feel much better now."

Fang Hanmin asked the staff to make tea and bring it to the guests. Director Feng took a sip of the teacup on the table and asked Fang Hanmin, "Director Fang, let's pick up yesterday's topic, let's start now?" ”

"You don't need any more rest?"

"I'm already rested."

"Okay." Fang Hanmin sorted out his thoughts for a while, and then said: "Yesterday, we have increased the design fee by 20% on the original basis, the two leaders and Zhao Gong, what are your comments or suggestions?" ”

Because the three guests drank a little too much, they may have vaguely understood what happened at the wine table last night, but what happened at the negotiation table yesterday afternoon, they still remember it vividly, and in the face of Fang Hanmin's question, Vice President Li hesitated for a moment, and then asked: "Director Fang, this 20 percent is your limit?" ”

Of course, Lao Li remembered Fang Hanmin's last words yesterday afternoon, and he deliberately repeated his question at that time, because he subjectively believed that Fang Hanmin's position might have loosened after a night's consideration.

Lao Li's self-righteousness made Fang Hanmin feel ridiculous, didn't this happen again yesterday afternoon? "Dean Li, I don't want to waste time on this matter, we have increased the design fee by 20% on the original basis at once, which is honest enough!"

"Can't go up at all?" Director Feng probed again.

"Yesterday I made it clear that I can't go up anymore. If you really can't accept our offer, it means that Red Star Pharmaceutical Factory has no fate with your hospital, and we can only find another way. ”

Fang Hanmin believes that the other party hopes to maximize the interests of the unit, which is understandable, but Red Star Pharmaceutical Factory cannot be the wronged leader!

As the leader of the three-person negotiation team, Lao Feng could hear that Fang Hanmin's words were tantamount to an ultimatum, if the design institute did not accept their offer, Red Star Pharmaceutical Factory would have to find another cooperative unit, which was a result he did not want to see!

"Director Fang, can you give us a little time to allow us to discuss internally and then make a decision?" Faced with Fang Hanmin's persecution, Director Feng had no choice but to take action.

"Absolutely! Director Xu, you ask the factory office to open the door of the reception room, and let Director Feng and them go to the reception room to discuss. ”

About half an hour later, Lao Feng and the others returned to the conference room, and he told Fang Hanmin that after discussion, they proposed two plans, one is that both sides should make a concession and increase the design fee by 25% on the original basis, and pay in three installments, 30% after the agreement takes effect, 60% after the delivery of all drawings, and the remaining 10% after the completion of the project.

Another plan is to increase the design fee by 20% on the original basis according to Fang Hanmin's quotation, but the payment method is different, pay in two installments, pay 60% after the agreement takes effect, and pay the balance after the delivery of all the drawings.

In fact, the three-person team of the design institute did not agree on the opinions, just now in the reception room, after they closed the door, Vice President Li first expressed dissatisfaction with Fang Hanmin's ultimatum, Director Feng tried his best to persuade him, Lao Feng believes that according to his experience, he feels that Fang Hanmin can not raise the price again, if you want to reach a cooperation agreement with the Red Star Pharmaceutical Factory, you should face the reality, blindly resist, the other party is really likely to give up the cooperation with the design institute.

"We are also a provincial-level design agency, so should we let the director of a local enterprise lead the way? What is he saying? Vice President Li said angrily.

"You can't say that, we can also put forward our own opinions or suggestions. However, if we repeatedly reject the other party's proposals, and we cannot come up with a mutually acceptable plan, the negotiations will indeed not be able to proceed. ”

Director Feng is responsible for the external communication of the design institute, he is a frequent guest at the negotiation table, knows how to judge the situation, weigh the pros and cons, in the face of the current deadlock, he is afraid that Fang Hanmin will lose patience, after all, there are twenty or thirty medical design units in the country, and there are two or three design institutes in this province alone with medical project design qualifications, if Fang Hanmin is forced to change his mind, their trip will not only lose meaning, but the design institute will also lose a lot of income.

Zhao Gong on the side nodded in agreement, "Yes, we can't blindly refuse, but we can't put forward our own suggestions, negotiation is not a unilateral matter after all." ”

"Tell me, what can you come up with that will benefit the design institute?"

"Dean Li, I have considered two balancing measures, but they are not necessarily only beneficial to the design institute, but also take care of the interests of Red Star Pharmaceutical Factory."

After listening to Director Feng's thoughts, Lao Li felt not very satisfied, "According to what you say, no matter which plan, the design fee will only increase by 25% at most, which is still far from our goal!" ”

"Dean Li, isn't our goal just an offer? Just like selling things in the market, sellers hope that their things can be sold at a good price, and they can't wait to set the price as high as possible, but the buyer also has a scale in his heart, and through bargaining, only the price recognized by the buyer can finally be closed. Otherwise, no matter how high you set the price, it doesn't make sense if you don't get the buyer's approval. Lao Feng explained.

"Lao Zhao, based on the increased workload, do you think Lao Feng's offer is appropriate?" Lao Li believes that although he is not the leader of the negotiation trio, as the vice president, since he is involved, even if he does not get the dean's explanation, he has the responsibility of gatekeeping.

Zhao Gong thought for a while, "After learning the news that the other party wants to design and build a GMP standard production line, I specifically consulted the relevant design specifications in the GMP standard, to be honest, I think the director of the factory has also studied the GMP standard, and what he said yesterday afternoon is similar to what I know." ”

"That said, you also don't think the added workload is too much? What about the difficulty? If the design is carried out in accordance with GMP standards, if the design difficulty is increased, the design cost will also increase accordingly. "Lao Li is very afraid that his unit will suffer.

"The main thing is to increase some workload, as for the difficulty, the relevant specifications in the GMP standard, we have been in contact with it before, but the requirements are more strict and refined, not to mention how much difficulty has been added."

After listening to Zhao Gong's detailed explanation, Vice President Li finally agreed to the plan proposed by Director Feng.

After a slight analysis of Lao Feng's two plans, Fang Hanmin immediately agreed to the second plan, and not only that, but also revised the plan, and he decided to increase the amount of the first payment to 80%, and the balance was paid after the delivery of all the drawings.

Lao Feng couldn't believe his ears a little, "Director Fang, are you saying that after the agreement takes effect, eighty percent will be paid immediately?" Did I hear me right? ”

"Accurate, true! Director Feng, this is our sincerity! ”

Vice President Li couldn't believe this fact, because Fang Hanmin was bargaining with them half an hour ago and didn't give an inch, could it be that he became generous so quickly?

The guests may not know that Fang Hanmin doesn't want to deal with them, but as the leader of the Red Star Pharmaceutical Factory, he must say what he should say, and he must have the position he should have, which is the responsibility of the factory director.

In fact, Fang Hanmin has always respected the value of the labor of scientific and technological personnel, and he believes that designers should not bargain for the fruits of their labor because of their ingenuity and energy. However, this respect must be based on the principle of equivalent exchange, and if he allows the design institute to ask for a sky-high price, he, the factory director, is derelict in his duties!

The plan given by Lao Feng shows that the two sides have reached a consensus on the design fee, since the other party accepts his offer, in terms of payment method, Fang Hanmin wants to be more generous, but he didn't expect his generosity to be completely unexpected by the other party.

Vice President Li was a little skeptical, "Director Fang, according to what you say, if the two parties reach a cooperation agreement, after the agreement is signed, you can make a down payment of 80% of the design fee?" ”

"No, it must! If the two parties can sign a cooperation agreement, you can give me the unit account now, and the design fee we promised will be received before you leave. ”

There was no joke at the negotiation table, Vice President Li nodded to Lao Feng, and Director Feng said on behalf of the Design Institute: "Director Fang, since the issue of design fees has been recognized by both parties, the only obstacle between us has been eliminated, and next, just let Zhao Gong and Director Xu further finalize the details of the cooperation, and the two sides can sign the agreement." ”

Fang Hanmin readily agreed, "That's true. Director Xu and Zhao Gonggong measured it and saw what other details needed to be finalized? In addition, the two leaders, you give me the account number of the design institute, and after the agreement is signed, the finance department will pay the account. ”

Because the letter of intent for cooperation has been initialed before, now what needs to be finalized is only in accordance with the GMP specifications, a few items that need to be added, Zhao Gong handed over the pre-drafted text to Xu Hui, after reading, Xu Hui proposed amendments to several details, and after the two reached a consensus, the specific terms were determined.

On the basis of the ready-made template, Director Feng drafted the "Design Cooperation Agreement between the Provincial Pharmaceutical Design Institute and the Red Star Pharmaceutical Factory on the Generic Drug Production Line", because it would take some time to print the agreement, Fang Hanmin proposed to set the signing time of the agreement at about 3 p.m.

After lunch, the three guests slept beautifully, and at half past two in the afternoon, Xu Hui took them from the hotel to the conference room, and after a while, Fang Hanmin walked in with a stack of documents, and he handed the documents to Xu Hui, "This is the printed text of the agreement, let the guests see if there are any problems." ”

Xu Hui distributed the text of the agreement to the three guests, and kept a copy for himself, and after reading it from beginning to end, he didn't find any problems.

The three guests looked more carefully, because the official text was exactly the same as the agreement drafted by Lao Feng, and after they read it, they didn't say anything.

Seeing that the time was almost up, Fang Hanmin reminded: "Dean Li, Director Feng, and Zhao Gong, if you think there is no problem with the agreement, can you sign it next?" ”