Director Qiao went to the conference room just now, and he wanted to see how the staff had done the preparations, because this was the first large-scale technology transfer project that Lao Qiao had personally handled since he took office as the director of the Foreign Cooperation Division for more than half a year.

Walking up, Lao Qiao let Guan Yuntian and Ye Jiayi into the office, "Two CEOs, our meeting is scheduled to start at half past nine, because the vice president in charge is going to participate, he is rushing here from outside, and now there is still a while before half past nine, you wait here first." ”

Old Qiao wanted to make tea for the two guests, but was stopped by Guan Yuntian, "Director Qiao, don't you bother, don't you want to talk later? Let's go over there and drink together." ”

After nine twenty, I haven't seen the shadow of the vice president in charge, Lao Qiao is in a hurry, and it is not good to call to ask, at this time, the phone in front of him rang, and when he picked it up, it was Vice President Luo calling, "Dean Luo, have you arrived?"

"Let me tell you, I have a temporary incident here, and I have to come forward to deal with it, I won't participate in this morning's meeting, and it may not be okay in the afternoon, so you can start talking first. ”

"Oh, you're in business? Alright, let's talk about it first. ”

Putting down the phone, Lao Qiao informed Guan Yuntian: "The dean in charge can't come today, he asked us to discuss first." ”

"Why don't we wait, we're not in a hurry. Guan Yuntian said politely.

"He told us to start, then don't wait, let's go, go to the conference room. After saying that, Lao Qiao made two more internal calls, and then walked to the conference room with the guests.

Go out and turn left, twenty or thirty meters in front is the conference room, push the door in, the lights are bright, in the center of the rectangular conference table, there are three plates of seasonal fruits, "Mr. Guan Ye, you sit opposite, so that it is easy to talk." Old Joe gave the guest a seat opposite.

At this moment, two people came in from outside the door, one in front of the other, in his early fifties, and the one in the back, about forty years old.

Lao Qiao turned around and beckoned to the visitor, "You two sit next to me, let me introduce you, this is Mr. Guan, chairman of Changda Group, and Mr. Ye, general manager of Changda Group." The two CEOs, the one on my left is Wang Gong, the person in charge of our project, who is a professor-level senior engineer, and the one on the right is his assistant Ling Gong. ”

Across the conference table, Guan Yuntian and Ye Jiayi got up and shook hands with the two technical leaders, "It's a pleasure to meet two experts!" "Welcome Mr. Guan, Mr. Ye!"

After sitting down again, Lao Qiao made his opening remarks, "It was originally planned that Dean Luo would attend today's meeting, but he couldn't come for the time being, so let's talk first." Last time, I went to Changda Group and drafted a work plan for Mr. Guan, but I don't know if Mr. Guan brought it? If so, let Wang Gong see if it is suitable. ”

"Brought. Guan Yuntian took out two pieces of paper from his bag and handed them to Wang Gong.

Lao Wang said while watching, "Director Qiao used to be the project leader, and he is very familiar with the project process, so what else can he say about the draft work plan." After reading it, Lao Wang returned it to Guan Yuntian.

"Wang Gong, although the workflow of each project is similar, it also has its own characteristics, and you still have to draw up a detailed plan for Mr. Guan according to the specific situation of the project, and I will be invalidated. Old Joe said.

"That's fine, but we'll have to wait until the project is finalized. "According to Lao Wang's idea, they will not do anything until the project is finalized.

Wang Gong is right, only when the project is decided, the work is meaningful. Director Qiao, let's start now, where do you think we should start with?" Guan Yuntian said.

"First of all,

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

Let's make it clear that the project of Changda Group starts from APIs. Under this premise, let's talk about the next thing, Mr. Guan, right?"

"Yes, Director Qiao is right, let's talk about it according to this premise. ”

In fact, the technology transfer agreement or contract is nothing more than the obligations and rights of both parties A and B, Party A's obligations in addition to infrastructure and engineering design, guidance on equipment installation and commissioning, responsible for production technology exchanges and personnel training, this project also has one more link, that is, environmental and safety assessment. Mr. Guan, I would like to state in advance that there is a charge for each link. Old Joe said.

"There is no problem with the charge, we all know that there is no free lunch in the world, we just want to know the charging standard and basis of each link, since Director Qiao mentioned this problem, then please quote a price first." "Guan Yuntian said.

Because he knew that Guan Yuntian and they were going to talk about the technology transfer contract, Lao Qiao had made preparations in advance, and he came completely prepared for today's discussion, after listening to Guan Yuntian, Lao Qiao took out three pages of 4A printing paper from the folder and handed it over, "We made a preliminary quotation, please look at the two CEOs." ”

Guan Yuntian took it and looked at it, and then passed it to Ye Jiayi on the side, his general feeling was that the work of Haiyuan Pharmaceutical Industry Research Institute was very detailed, unlike those scientific research units that he had contacted before, the quotation was very general, Lao Qiao set up the charges for each small item, otherwise, how could the technology transfer quotation of a project be written on a full three pages?

"Director Qiao, your fee is very high, is this related to your being in S City?" Guan Yuntian said.

"Don't get me wrong, the fees for technology transfer have nothing to do with where we are located, we all collect fees according to the relevant standards. ”

"In my opinion, it's not that simple. As far as the design fee is concerned, I compared this project with the high-capacity battery project that we have already completed and put into production, and I feel that it is much higher. I don't know what level of design qualification Haiyuan Pharmaceutical Industry Research Institute is?" Guan Yuntian began to be more serious.

"Our unit design institute is a Class B qualification. Old Joe replied truthfully.

"Our battery project is specially looking for a Grade A qualification unit outside to do the design, and your fee is not much different from others. In terms of the technical content and design difficulty of the project, the project should be above the pharmaceutical project, because it is a high-tech project recognized by the relevant departments. You see, the civil engineering design is done according to the same standards and specifications across the country, but your fee is higher than that of the Grade A unit, which shouldn't be!" Ye Jiayi said.

The people of S City, whose shrewdness is very famous in the country, Lao Qiao thinks that he can calculate, when he comes into contact with practical problems, he didn't expect that the two CEOs opposite not only understand business, but also their shrewdness is not below him at all.

"Two CEOs, pharmaceutical projects, especially the synthesis of raw materials, have a long process flow, and there are many factors to be considered in the design process, and the fee is appropriately high, I think you should understand. Old Joe said.

"This involves whether the fee is reasonable, and it has nothing to do with whether it is understood or not, Director Qiao, I think that you should first make a reasonable fee, and then talk about understanding, because Changda Group has always respected technical personnel, and will make their technical achievements reflect the real value, and will never bury anyone's labor. "Guan Yuntian said.

Seeing that Guan Yuntian and Ye Jiayi were very tight on the transfer fee quotation, Lao Qiao felt that it was difficult for the other party to fool, so he changed his attitude, "I think our offer is high, two CEOs, can you give your own offer?"

Guan Yuntian took out a pen, wrote a lot of numbers on three pieces of paper from beginning to end, and then handed it to Ye Jiayi, and after the two reached an agreement, he handed it to Lao Qiao, "This is our offer, please Qiao."

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

The Commissioner looked at it. ”

For those small links that take 30,000 or 20,000 yuan, even if it is obviously high, Guan Yuntian does not care, he mainly adjusts the fees for several major links such as process design, engineering design and civil design, and each fee is cut by about 30%.

"Mr. Guan, your knife is too ruthless! According to your offer, it is equivalent to a 25 percent reduction in our expected transfer fee! To be honest, I can't accept this offer, and it is estimated that Dean Luo will not agree to it. ”

Guan Yuntian was not in a hurry, he nodded, "I understand Director Qiao's feelings, as a seller, who doesn't want to sell their things at a good price? But buyers want to buy cheaply, and it is precisely because there is a gap between the psychological expectations of the buyer and the seller that they have to sit down and negotiate." Only through negotiation and communication, both parties weigh the pros and cons, and finally reach a consensus, can the sale be concluded. It doesn't matter if you don't agree with our offer, you can still bargain, as long as both parties are sincere, you can find a balance. In the business field, how many times the deadlock was finally broken, Guan Yuntian didn't care about the other party's attitude at all.

Although he is very shrewd, Lao Qiao's performance at the negotiation table is much inferior, after all, Guan Yuntian is a master in the business field, and no matter how difficult the opponent is, Lao Qiao has been transferred from a technical position to the administrative department, and he suffers a lot in terms of experience.

Lao Qiao heard Guan Yuntian's meaning clearly, it turned out that this was not the other party's final offer, and there was still room for bargaining, he picked up the pen and wrote his offer behind Guan Yuntian's number, and handed it to Guan Yuntian.

"Director Qiao, since the two sides have sat down to discuss, I think there should be sincerity, your price is not much different from the original, it is difficult for us to accept it. Guan Yuntian re-marked the quotations for various fees, "Although negotiations can be bargained, after all, it is not a child's house, I hope you can accept this price." ”

Lao Qiao took it and looked at it, it was slightly higher than the first offer, but the overall price was still about 20% lower than expected, and his face became a little solemn, "No negotiable?"

"What else are you discussing! Tug-of-war, two or three back and forth, let's settle down quickly. Guan Yuntian said firmly.

"However, the transfer fee is so different from expectations, I have no right to decide!" Old Qiao was embarrassed from the bottom of his heart, after all, he was only a specific executor, and he had no right to decide on major matters.

"We're here with hope, Director Joe, and if you can't make up your mind, we're going to go back. Guan Yuntian suddenly made such a move.

"Go back, the matter hasn't been negotiated yet, why are you in a hurry!"

"If the two sides can't get along, we'll make this price, you guys think it's too low, is there any point in continuing to talk?" Guan Yuntian spread his hands.

"This is too hasty! Mr. Guan, this can't be done. Didn't you say that as long as both sides are sincere, a consensus can be reached, and you can't be in a hurry. ”

"That's right, but the premise is that both sides must be sincere, and our sincerity is beyond doubt, Director Qiao, I haven't seen your sincerity so far. ”

"Of course, we are sincere! We have made full preparations for this negotiation. ”

"I believe that you are very well prepared, but you set the price in your heart too high, and you stubbornly stick to your expectations, so you can't see where your sincerity is!"

was ridiculed by Guan Yuntian for a few words, and Lao Qiao couldn't hang up a little, "Mr. Guan, don't say it, I'll call the leader for instructions." ”

Director Qiao returned to his office, dialed Vice President Luo's phone, and reported the situation of the morning negotiations to the leaders in charge.

"You can lower it a bit, but they cut it too hard! Do you think you can accept the other party's offer?"

(End of chapter)