Just after eight o'clock in the morning of the next day, Guan Yuntian and Xing Gong arrived at the technical department of Tianxing Petrochemical Design Institute on time, "Mr. Guan, you are very punctual, I will notify the relevant personnel to come over for a meeting." Director Feng beckoned the guests to sit down and wait.

At about half past eight, in the reception room of the design institute, the negotiation meeting presided over by Director Feng began, attended by Lao Huang, vice president of technology, and Ling Gong, the project leader.

Guan Yuntian introduced the purpose of the expansion and the scale to be achieved to the hospital, and the hospital put forward a preliminary technical plan, and then initialed a letter of intent for cooperation.

"Dean Huang, Ling Gong, can you quote a price for technology transfer fees now?" Guan Yuntian looked more anxious.

"Mr. Guan, if you want to talk about the technical route, you can decide it now, but the technology transfer fee and technical service fee, I'm afraid we have to go to the site to check, and then according to the specific workload can be calculated. ”

"Well, if there is nothing else, we want to return to the unit now, I wonder if the staff of the design institute are willing to go with us?"

"Mr. Guan, you're too anxious, you have to eat lunch before leaving!"

"I won't eat lunch, let's get together again. Guan Yuntian was about to get up and say goodbye.

Seeing that the guests insisted on leaving, Dean Huang couldn't stay, "Okay, you guys go first, we'll clean up, and then we'll arrive." ”

Back at the unit, Guan Yuntian entrusted Ding Xiangqian to help Defa Oil Refining Company set up the financial department, which has been completed, and a chief accountant surnamed Wang from the finance department of Changda Group has been appointed as the chief of the financial section of Defa Oil Refining Company, and the accountant and cashier have recently been recruited from the society.

After the new company had an official seal account and established a ledger, Guan Yuntian urged all shareholders to put the equity funds in place as soon as possible, and his Changda Group was no exception.

Two days later, the technical staff of Tianxing Petrochemical Design Institute, led by Ling Gong, the project leader, went to the site for inspection, and Guan Yuntian personally accompanied the whole process. "Do you still need to conduct a field inspection of the production unit of the former Defa refinery?" Guan Yuntian asked.

"That's not necessary, we dug out the previous technical files and found that the drawings of the existing unit of the Defa refinery are very complete, and we will do a good job of technical docking when designing. ”

"Ling Gong, do you want to meet with Defa's boss Han Defa?" Guan Yuntian thought, after all, Lao Han has had many years of contact with Tianxing Design Institute, and it is normal for them to meet.

"No need, only Dean Huang is more familiar with this old Han, and we don't know him. In addition, we plan to return to the design institute immediately, and there is still a lot of preparation work to be done. ”

Guan Yuntian admired this vigorous and resolute work style, "Then I won't keep you, we will have many opportunities to meet in the future, and I also hope that you will work as soon as possible." After dinner, Guan Yuntian sent Ling Gong and his party to the train that night.

A week later, Guan Yuntian received a phone call from Director Feng of Tianxing Petrochemical Design Institute, inviting him to come over to discuss the contract for technology transfer and services.

Guan Yuntian arrived alone as promised, and after meeting Director Feng of the Technology Department, the other party gave him a quotation detail, and asked him to take a closer look before talking about the technology transfer contract.

At the hotel, it took Guan Yuntian a whole day to read through the long list of quotations, and he came to the conclusion that perhaps the oil refining industry is rather special, and the technology transfer fees in this industry are unique! The quotation form he got in his hand was 50 percent higher than the annual output of 1 million sets of radial tires of the Rubber Design Institute! This surprised Guan Yuntian.

The process part is another matter, but the same design of public works such as water and electricity, with the same specifications, the fee here is more than 30% higher than that of the cord fabric and tire industry, which makes Guan Yuntian very incomprehensible.

Today's Guan Yuntian, after the exercise of the two major projects of cord fabric and tires, is no stranger to the negotiation process of technology transfer and the details therein, and is no longer the layman who is ignorant and understands what the other party says.

At 9 o'clock in the morning of the next day, the negotiation was held in the reception room of Tianxing Petrochemical Design Institute, and only three people participated in the negotiations, and the representatives of the institute were Director Feng of the Technical Department and Ling Gong, the project leader.

Lao Feng got straight to the point, "Mr. Guan, have you read all the details of our quotation?"

"I'm done. ”

"Well, our offer is fair and reasonable, right?"

"I've done some research on your offers, and the general feeling is that the fees are relatively high. Guan Yuntian was also blunt.

"But this is the normal fee of the industry!" Lao Feng looked innocent.

"With all due respect, can you explain why the petrochemical industry is so expensive for technology transfer and engineering design?"

"Mr. Guan, the petrochemical industry has a high technical content, the relevant technologies are the results of many years of research by scientific researchers, and some of the technologies used in the design process contain the efforts of many of our scientific researchers, so the fee is higher, which reflects the respect for research and development work. Director Feng explained.

"Respect for science and technology, respect for talents, this is what I understand, and it is also the concept that I have always adhered to since I set foot in industrial enterprises. I don't mean to offend, but I know that the petrochemical industry is still a traditional industry like the modern textile and tire manufacturing industry that I have been exposed to before, and I don't deny that the traditional industry also has a high technical content, which contains a lot of hard work of scientific researchers, but what I don't understand is that the petrochemical industry has a higher technical content than other traditional industries?

In terms of the oil refining industry alone, Guan Yuntian is naturally far behind the two professionals of the Petrochemical Design Institute, but when it comes to the world and experience he has seen, the other party cannot compare with him.

Faced with Guan Yuntian's question, Director Feng was speechless, and the atmosphere was embarrassed for a while, this is not Guan Yuntian's deliberate difficulty, his brother still has to settle accounts, in his opinion, the money that should be paid cannot be less, but the money has to be spent clearly, and it is not so easy to make him the wrongdoer.

In fact, Ling Gong, who has not said a word so far, also feels that the price of the unit is a little inflated, but this is based on the previous quotation of the technology transfer fee of the Defa Refinery, where did he and Director Feng know that the old Han of the Defa Refinery has no bargaining power, and he received all the prices quoted by the design institute at that time, and Guan Yuntian obviously will not suffer this loss.

There was a stalemate in the scene, and it seemed to be a little difficult to talk about it further, Ling Gong said: "Mr. Guan, compared with other industries, it is not that the petrochemical industry has a higher technical content, but it does have a characteristic, that is, the processing medium is flammable and explosive, and the problems we consider are more complex when we design, which is also one of the reasons for the higher fee." "Ling Gongchun is from a technical background, speaks more objectively, and has no moisture.

"I agree with Ling Gong's statement, when we made cord fabrics, we negotiated with a textile design institute, and the other party proposed that the explosion-proof level of the workshop and warehouse was higher, and asked for a 10% increase in the design fee, we didn't say a word, and reached an agreement on the spot. ”

"According to Mr. Guan's meaning, do you think our quotations in those places are unreasonable?"

After all, it is a business negotiation, although Guan Yuntian speaks sharply, but what he says is reasonable and well-founded, although Director Feng is uncomfortable, it is not easy to say it.

Guan Yuntian was not polite, he took out the quotation list from his bag, "I won't talk about the process part, I'll just talk about other unreasonable places." From beginning to end, it took about 20 minutes for Guan Yuntian to pick out the details that he thought were too high.

Ling Gong on the opposite side admired from the bottom of his heart, worthy of being a graduate of the Department of Mathematics, so much data, such a messy sub-project, was quickly sorted out by Guan Yuntian, divided into categories, and the head of the elaboration was the Tao.

In the face of specific facts, Director Feng had nothing to say, he turned his gaze to Ling Gong next to him, "What do you think of these opinions raised by Mr. Guan?"

Lao Feng's meaning was to let Ling Gong propose some revisions to Guan Yuntian's opinions from a technical point of view, but Lao Ling was from a purely technical background, only talking about facts, and did not have so many things in his heart, he said: "Mr. Guan put forward these opinions more pertinently, I have nothing to say." ”

Lao Feng felt that Ling Gong didn't understand what he meant, and couldn't help but be disappointed, "Mr. Guan, you have your opinion, our quotation is not unfounded, you have an opinion on our overall quotation, this is understandable, but how much higher, do you know it in your heart?"

"Of course, even if I fully agree with the quotation for the process part, your total quotation is at least 30 percent higher than the reasonable fee. "Guan Yuntian said.

"Mr. Guan, do you want to cut the price down by 30%?" Director Feng was a little anxious.

"Don't worry, Director Feng, even if it is cut down by 30 percent, I believe that the design institute will have a reasonable profit. Guan Yuntian said unhurriedly.

"That's not easy, you can't negotiate a 30 percent bargain. When he said this, Lao Feng blushed.

"Yo, I really want to know, why can't you talk about it, don't you want to do it?" Director Feng, you have to think clearly, there are more than ten units like Tianxing Petrochemical Design Institute in the country!" Guan Yuntian This is not a threat, but a kind reminder.

"I didn't mean that, I've talked about this level, why don't you do it? But you can't cut us 30 percent according to your judgment!" Lao Feng hurriedly said.

"However, your offer is indeed too high, and you have to cut it down. ”

Lao Feng excused himself to go to the bathroom, but he actually called his boss to ask for instructions, and returned to his seat, his face was grim, "Mr. Guan, the quotation will be reduced by 20% at most, and it can't be lowered by one point." ”

"Director Feng, we took the initiative to come to the door to seek cooperation and help, not to bargain with you for a few small dollars. Since Tianxing Petrochemical Design Institute is so generous and cuts 20 percent at once, then I will also make a statement, as long as you reduce the total quotation by 15 percent, we can accept it. Guan Yuntian said very solemnly.

"What? Are you saying that the total offer only needs to be reduced by fifteen percent, and you can accept it?" said Lao Feng, who seemed to be unable to believe what he had heard.

"Yes, we didn't ask too much. ”

"Mr. Guan, thank you for your generosity! But I don't understand, why did you pick so tightly from the beginning, but you behaved so generously?" Lao Feng really didn't understand Guan Yuntian's very different attitudes.

"Since I started business management, I have developed a habit over the years, no matter what I do, I can't save a penny of money that should be spent, and even if I suffer a loss, I must eat in the open, and I have to let the other party know if I pay a lot of money. ”