Lao Sun didn't know anything about financial work and thought that things were very complicated, so he was always afraid of delaying the progress of the negotiations. Guan Yuntian is very familiar with this process, he knows that it will not take much time, in fact, he most hopes that the business negotiations will end as soon as possible, but without reliable cost accounting data, he will not rush to sign a cooperation agreement.

Guan Yuntian believes that it is understandable for the institute to sell seeds and make reasonable profits, but it must be based on cost transparency.

After listening to Guan Yuntian's explanation, Lao Sun nodded yes, "As long as it does not affect the continuity of business negotiations, then there will be no problems." Clerk, you take the time to estimate the data that Mr. Guan said, and strive to hand it over to the finance department when you go to work tomorrow morning. ”

"On the basis of these data, the Finance Section will be able to calculate the costs by tomorrow afternoon at the latest. Section Chief Sun, is it time to discuss Party A's rights and Party B's obligations?" Guan Yuntian said.

"Of course, what do we need to do?" As the chief of the technical section, Lao Sun is not the first time to preside over foreign cooperation negotiations, but this time the cooperation method is different from the past, but he knows the process of business talks, but seeing that Guan Yuntian is more familiar with this set of procedures, Lao Sun unconsciously gave up the position of the host of the negotiation.

Guan Yuntian was also not polite, "Party A's rights and Party B's obligations are actually very clear, for example, we have requirements for the herbal seeds we purchase, the number of people sent by Party B to Party A for technical guidance, working hours and work content, etc., all of which need to be clarified in the cooperation agreement." ”

As the head of the technical section, Lao Sun is in charge of foreign technical exchanges, and what he has encountered before is a one-time buyout of technology transfer, and this kind of cooperation with Changda Group, Lao Sun is facing it for the first time, "Mr. Guan, after the herbal seeds are sold to you, is there anything else?"

"We buy seeds, not the final Chinese herbal medicine, so, with reference to the relevant standards of crops, the seeds you sell must meet the germination rate index, to achieve this indicator, we pay in full, if the germination rate is not up to standard, naturally have to deduct a certain percentage of the payment. "Guan Yuntian said.

"That means that after the seeds are delivered, you still can't pay in full?" said Lao Sun was a little disappointed.

"Yes, when the seeds are delivered, the maximum payment is seventy percent, and the remaining thirty percent is based on the germination rate of the seeds, which is equivalent to the quality deposit of industrial products. Guan Yuntian explained.

"In this way, isn't it very complicated?" Lao Sun spread his hands.

"It's not complicated at all. Checking the germination rate of the seeds, I think the results can be produced in a week at most, which is not a delay. ”

"Mr. Guan, we must test the germination rate index of seeds here, and when we get to you, is there still a need for testing?"

"As a seed production unit, testing the relevant indicators is a means to control the quality of the product, but as the user of the product, we also have the need to inspect the goods. For example, the brake pads produced by Changda Auto Parts Company, a subsidiary of Changda Group, have quality inspection in all aspects of the production process, and the products must be strictly inspected before warehousing and leaving the factory

(This chapter is not finished, please turn the page)

The quality inspection report provided by us is at most used by the user for reference, and the inspection results of the other party shall prevail. "Guan Yuntian said.

"Isn't this an extra move?" Lao Sun didn't understand.

"Section Chief Sun, it stands to reason that this is a serious and responsible work, not a superfluous move. Although you are doing research on the cultivation of Chinese herbal medicine, you are also engaged in scientific research, which is precisely a kind of scientific spirit. ”

"Mr. Guan, if you also want to test the germination rate of seeds, the method must be unified with us!" Lao Leng reminded.

"Don't worry, we are laymen, and it is impossible to come up with a set of independent test methods. In fact, both the national standard and the ministry standard issued by the Ministry of Agriculture have test methods for seed germination rate, and I estimate that you will also test according to one of these two standards. If you are afraid that our staff is not skilled in operation techniques and the experimental conditions are not standardized, you will have to send someone to us for technical guidance anyway, and after the seeds are in the warehouse, your technicians can personally do the seed germination rate test in our place. ”

Guan Yuntian said to this extent, no matter Lao Sun or Lao Leng, he could no longer raise any objections to Party A's requirements, "Mr. Guan, our staff can do seed germination tests at your place, but the germination rate of any seed is not guaranteed to reach 100%!"

"It's not that the seed germination rate must reach the percent report, we don't have to worry about this problem, Director Leng is an expert, he can check the seed germination rate index specified in the national standard or ministerial standard, I didn't say it, the next step can be noted in the contract, the germination rate reaches the target specified in the standard, and Changda Group will pay in full immediately. ”

"What if there is a gap with the indicators specified in the standard? How to calculate the proportion of deducting the payment?" said Lao Sun.

This ----, two percentages are synchronized, that is, how much difference is deducted. ”

"If the germination rate test results are 10 percent lower than the standard target, you have to deduct 10 percent of the payment, and maybe we will lose money on our seeds. Lao Sun obviously didn't agree with this article.

"If the seed germination rate is too low, you say it's entirely possible. ”

"The problem is that even if 10% of the seeds I give you don't germinate, at least 10% of the seeds I give you are available, but isn't it a bit unreasonable for you to make us lose money!"

"Section Chief Sun, this issue should be analyzed from two aspects: First, let me tell you a joke, don't be too careful, you sell us 10 percent of the seeds that do not germinate, what is your intention? Isn't your purpose in deliberately providing customers with such a poor quality product just to fool the other party? From the perspective of the Industrial and Commercial Bureau, this is called shoddy and should be punished! Second, it is reasonable for any unit to lose money when it produces such inferior quality products. Do you think that's reasonable?" Guan Yuntian said half-truthfully.

Lao Sun was speechless when asked, and after a long while, he said: "It seems that this cooperation with you is no different from those who do business outside!"

Guan Yuntian smiled slightly, "This is originally a business, even if it adopts a one-time buyout cooperation method, it is no different from doing business." Why, could it be that Section Chief Sun regretted it? While the agreement has not yet been signed, we can terminate the negotiations at any time. ”

(This chapter is not finished, please turn the page)

A joke made Lao Sun nervous suddenly, "No, no, no, I didn't mean that, it's all about this level, why stop it!"

Lao Sun knows very well in his heart that they are a private Chinese herbal medicine research institute with dozens of people, and all the funds are earned by themselves, and now life is not relaxed, and they have never met such a big customer for many years, so they have to promote this cooperation.

In Lao Sun's opinion, Guan Yuntian, the negotiator, is very shrewd, well-informed, quick-thinking, and quite smart, although it is not easy to deal with, but he is a real person and has no bad intentions, which is completely different from those profiteers.

If Section Chief Sun has no objection to the inspection and acceptance of the seeds and the payment method, then move on to another issue. Director Leng, how many people do you think need to be sent to the site for technical guidance?"

Lao Leng thought about it, "This project is indeed a big project for Shizhen Chinese Herbal Medicine Research Institute, just now Mr. Guan asked how many people are needed to go to the site for guidance, in the face of thirty or forty thousand acres of mountainous land, there are few people who will definitely not be able to take care of it, I estimate that there will be more than ten people for on-site guidance." In addition to going to the site, once the contract is signed, the institute must also act immediately, because the seed production work must be in the forefront. ”

"Mr. Guan, let me interject a sentence, how to solve the accommodation and food of the technicians we will send to Changda Group in the future?"

"Changda Group is responsible for all the food and accommodation, but we don't care about the travel allowance that the institute should give. Because there is a precedent, for the staff who go to the site for technical guidance, our food and accommodation standards will not be low. "Guan Yuntian said.

"Mr. Guan, I want to know that during the production period of the research institute, you will also do some preliminary preparations, do you also need our technicians to go to the site during this period?" asked Lao Leng.

"Of course we do, because we don't have any experience in growing Chinese herbal medicine, even during the preparation period, we need your technicians to guide us on site. In addition, in the previous cooperation with the Academy of Agricultural Sciences, they have always had people living in Changda Group, I wonder if you will adopt a short-term rotation or a long-term residency in the future?"

"This should be discussed with the parties concerned to see what they want. ”

Guan Yuntian obviously disagreed with the other party's statement, "The technicians who go to the site to guide can go home every once in a while to repair, but we don't want frequent rotation of personnel, because that is not conducive to the consistency of technical transmission." ”

"This requirement can be considered, and when the time comes, select those technicians with a lighter family burden to go to the site. Lao Sun said.

After reaching a consensus on the big issue, before signing the cooperation agreement, Guan Yuntian felt that the things to be discussed were basically these, he turned around and asked Lao Xu next to him: "Do you think there is anything else that needs to be added?" After all, Lao Xu is the person in charge of the agricultural project, and the future Chinese herbal medicine planting project will also be under his control.

Lao Xu did not understand the negotiation procedures and negotiation skills of project cooperation, so he had not spoken before, and when Guan Yuntian asked for his opinion, he said: "After the cooperation agreement is signed, the institute had better send someone to us for a field visit as soon as possible." ”

"Mr. Xu, even if you want to carry out preparations, there is no need to be in such a hurry. ”

"Mr. Guan has mentioned earlier that our Chinese herbal medicine planting project belongs to intercropping, if you don't send someone to investigate the site as soon as possible, I am afraid that you will not be able to start your work in the future. ”

(End of chapter)