The next morning, Guan Yuntian and Lao Xu were waiting for the cost accounting results in the hotel, and at noon, they received a call from Lao Sun of the technical department of the research institute, and were told that the cost accounting data had come out, and asked them to go and take a look.

Without waiting for Lao Sun to send a car to pick him up, Guan Yuntian and Lao Xu immediately took a taxi to the Technical Department of Shizhen Chinese Herbal Medicine Research Institute, and he took the accounting report from Lao Sun, with only three pages in total, "Section Chief Sun, let's take it back and take a look." ”

They took a taxi back, in the printing room on the first floor of the hotel, the accounting report to the finance department of Changda Group sent a fax, Guan Yuntian dialed the financial director Lao Ding's phone, told Lao Ding to arrange business skills as soon as possible, review the cost accounting report, find problems and communicate in time.

At about half past two in the afternoon, Lao Ding called, "Mr. Guan, the accounting report has been reviewed, and no major problems have been found, but the management fee is not very reasonable." ”

"Then you communicate directly with their finance department and explain your views and basis to them. When I ask, I will immediately tell you the phone number of the finance department here, and after the finance departments on both sides reach a consensus on seed cost accounting, you can fax me the revised accounting report. After ending the call with Lao Ding, Guan Yuntian asked Lao Sun for the phone number of the finance department of the research institute.

About half an hour later, Lao Ding called Guan Yuntian to receive the fax. "Have you already communicated with the finance department here?" asked Guan Yuntian.

"We have reached a consensus and faxed the revised accounting report to them, which has also been confirmed by them. ”

Guan Yuntian compared the accounting reports before and after the revision, and found that in addition to the 30 percent reduction in management fees, there was also a reduction in land use fees, and the two items together reduced the overall cost of seeds by 15 percent.

Seeing that it was still early, Guan Yuntian hurriedly contacted Lao Sun, "Section Chief Sun, the financial departments on both sides have reached an agreement on cost accounting, let's hurry up and finalize the cooperation agreement." ”

"Do you mean now, or tomorrow morning. ”

"Are you afraid that there is not enough time? There are still nearly two hours before the end of work, and the contract has been signed today, and we are going to return tomorrow morning. ”

"Such a big thing, after signing the contract, you have to let the leader come forward to entertain you, everyone celebrates together, you are so anxious, I am afraid that the banquet will be too late for the leader in the evening!"

"The banquet is avoided, and the leaders are also very busy, so save them some time. You wait, we'll get there. After speaking, Guan Yuntian and Lao Xu came to the gate of the hotel, stopped a taxi, and went straight to the Institute of Chinese Herbal Medicine.

When he arrived at the office of the technical department, Lao Sun proposed to go to the reception room to negotiate. "Section Chief Sun, let's not be so particular, the big thing has been discussed, now it is left to implement the details of the contract, hurry up, and talk about it in your office." "Guan Yuntian said.

"Is the cost of seeds determined?" asked Lao Sun.

"Didn't you tell you about the situation in the finance department? Look at this, it's all the same anyway. Guan Yuntian took out the fax and handed it to the other party.

Lao Sun didn't understand finance, and he wasn't interested in those calculations at all, but he noticed that the final cost was reduced by 15 percent, "How is this?"

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What's going on? How did it go down so much?"

"Section Chief Sun, for cost accounting, you and I are laymen, this is the financial department professionals of both sides in strict accordance with the financial standards, after full communication, consensus reached an opinion, has been unanimously recognized by the financial management institutions of both sides, should be credible. This fax has also been received by the Finance Section on your side. "Guan Yuntian said.

"Did they receive it?" said the old grandson.

"If you ask the finance department in person, you'll find out. ”

Lao Sun's eyes are not big, he really grabbed the phone on the table and called, "Hey, the financial department, have you received a fax from Changda Group?"

After receiving an affirmative answer, Lao Sun said, "Can you send it to me to see?"

After a while, a young man pushed the door open and entered the room, "Section Chief Sun, do you want this?" After speaking, he put the fax on the table and withdrew.

Lao Sun picked it up and looked at it, there was no difference from Guan Yuntian's, "Mr. Guan, how can it be so bad?

"It's not that the financial staff is unprofessional, although all the staff engaged in financial management must abide by the general financial standards, but in this case, in order to increase their own costs, the financial staff always add some things that should not be included in the cost, which I understand. People have selfish intentions, who doesn't want to obtain greater benefits for their own units? But the cooperative relationship between the two sides must be based on the principle of fairness, which is why I said yesterday that your financial accounting results need to be verified and approved by the financial management agency of Changda Group. "Guan Yuntian said.

"Mr. Guan, according to what you said, the reduced part is all matters that should not be included in the seed cost? How can you ensure that all the matters that should enter the cost are included?" Lao Sun, a layman, is always skeptical of other people's work.

"Section Chief Sun, I advise you to believe in the professionalism and professionalism of the financial personnel on both sides, they have never met, they have never been masked, and they can reach a consensus based entirely on the prevailing financial standards, I think the revised cost reflects the principle of fairness, neither party A nor B suffers, no one takes advantage. ”

Faced with such a fact, Lao Sun could no longer find any other reason to be suspicious, "In that case, what is the final price written into the contract text?"

"Now that we know the true cost of herbal seeds, we will agree on the profit of the product, and yesterday Section Chief Sun quoted a profit margin of 40 percent, and we gave 15 percent. ”

"Mr. Guan, according to the profit margin you gave, and then reduce our cost by 15 percent, do you think our seeds can still make money?"

"Whether you make money or not depends on how you manage, if the management is in place, you will definitely make money, it's just a matter of earning more and earning less. However, yesterday we gave a profit margin of 15%, which is not the final counteroffer, and it is still negotiable. "Guan Yuntian said.

Lao Sun immediately cheered up, "What? You said that the profit margin is negotiable? Mr. Guan, I heard you right?"

"Section Chief Sun, is there anything strange about this? Yesterday I put this matter aside for the time being, but I said that after the results of the cost accounting come out, we will further agree on the profit margin of the seeds, and now we can seize the time to settle this matter, and then we can sign the contract. "Guan Yuntian said.

"yes, it was

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Not settled. Mr. Guan, you can give a number. ”

"Your profit margin of 40 percent is too high in any case, and plant seed production is not high-tech, how can the profit of products be so high!"

"But Mr. Guan, the profit margin you give is 15 percent, which is obviously too low, and we will all lose money if we don't get it. ”

Guan Yuntian pondered for a moment, "Otherwise, on the basis of the cost, the price will be increased by 25%, as the profit of the seed, what does Section Chief Sun think?"

"Twenty-five percent markup, that's a twenty-five percent profit margin, and if I'm not mistaken, that's acceptable. This profit margin is 10 percent higher than yesterday's counter-offer, which is simply beyond Lao Sun's expectations!

Guan Yuntian's consistent principle in business negotiations is that his brothers settle accounts clearly, and they will not give up an inch of the interests they should fight, and once the other party is willing to abide by the principle of fairness and transparency, he will make certain concessions in turn, which often makes the opponent feel overjoyed.

Especially in the business negotiation of technology introduction, although Guan Yuntian still adheres to the principle and does not give in, but when the agreement has been reached, he will surprise the other party, because Guan Yuntian has always had respect for knowledge and talents, and he is willing to give more generous remuneration to technicians engaged in technology research and development, design and on-site guidance.

"That's right, we are willing to increase the profit margin of herbal seeds to twenty-five percent, and if Section Chief Sun agrees, the matter can be completely settled. "Guan Yuntian said.

"No problem, we completely agree with Mr. Guan's opinion, and then discuss the details of the contract. Lao Sun looked very happy.

"In fact, the details of the contract are nothing more than the rights and obligations of both parties A and B, and they have been discussed yesterday. Lao Xu suggested.

Lao Sun was very familiar with filling in the contract text, and it didn't take half an hour for him to hand the completed contract to Guan Yuntian, "Mr. Guan, please take a look, if there is anything wrong, please propose it for revision." ”

Because it is all agreed upon, Guan Yuntian has no objection, "There is no problem, just sign it according to this." ”

The text of the contract is in duplicate, after both parties sign and draw, it is time to get off work, put away their own contract, Guan Yuntian and Lao Xu are about to leave, "Section Chief Sun, we will go back, we will return to the unit tomorrow morning, and we will contact us at any time if we have something." ”

"The two CEOs, please stay, the leaders will hold a banquet in the evening, on the one hand, welcome the two CEOs, in addition, the contract was successfully signed, and the leaders should celebrate. ”

"It's too late, when was this decided?" Guan Yuntian was a little curious.

"After talking to you on the phone, I immediately reported to the leaders of the institute, and they told me that this is the largest project of foreign cooperation between Shizhen Chinese Herbal Medicine Research Institute since it was established, and I am afraid that you will go back tomorrow, and I must invite you to a banquet tonight. ”

"We are very uneasy!"

In fact, Lao Sun knew that as the chairman of a leading local large enterprise group, their Chinese herbal medicine research institute of more than 100 people was really nothing in Guan Yuntian's eyes.

But Guan Yuntian didn't think so, he felt that there must be a teacher in the threesome, not to mention that the other party was still a research institute with more than 100 people.

(End of chapter)