In the afternoon, the negotiations continued, and the two sides had serious consultations on the multiplier factor of the Haitian Business Center, but until the end of the day, no consensus was reached on any detail.

For a transfer of assets worth more than a billion dollars, it is indeed impractical to reach an agreement in a day and a half. After all, both buyers and sellers want to maximize their own interests, buyers want to save money, and sellers want to sell their assets for a good price, and the tug-of-war between the two sides is definitely indispensable, which is understandable.

It is precisely because the two sides have differences that they need to sit down and talk, business negotiations are not like this, find consensus in differences, as long as the two sides are willing to negotiate, it means that there is some kind of consensus, through negotiations, in the process of approaching reaching a consensus, gradually narrow the differences between the two sides, once a consensus is reached, the differences will be bridged.

Although nothing came of the first day of negotiations, by the end of the afternoon, the parties decided to continue the next day.

After dinner, seeing that it was still early, Guan Yuntian returned to the office to deal with some official business, he just sat down, the mobile phone on the desk rang, the caller ID was the phone number of the provincial capital, but Guan Yuntian was not familiar with this mobile phone number at all, he picked up the mobile phone and picked it up, "Hello! Who are you?"

"You're Mr. Guan, right? I'm the old Fang of the Municipal Bureau of Commerce. In addition to the other party's voice, there was a murmur of other people on the phone, and the other party seemed to be eating in a hotel.

"The old party of the Municipal Bureau of Commerce...... Ouch, I can't remember it for a while. ”

"On the day of the opening of the Haitian Business Center shopping mall, we met at the opening ceremony, and we had a few words of conversation at that time, do you remember?"

Guan Yuntian quickly searched for the information in the depths of his memory, and after about ten seconds, he remembered that on the day the shopping plaza opened, there seemed to be such a person, just because that person was the head of the functional department of a commercial enterprise, and he had indeed talked to him a few words, leaving a little impression on him. "Oh----, you're a Fang Bureau, right? I think about it, it's a bit long, don't you mind! Fang Bureau, what are your instructions?"

I heard that Xinyuan Holding Company in the provincial capital wants to acquire your Haitian Business Center, and is currently negotiating, to what extent is it progressing now?"

"Yes, the negotiations have just begun, and after a day of talks, the two sides have big differences, and there is no progress now. ”

"Mr. Guan, I am familiar with Xinyuan Company, after all, they are the boss of the commercial industry in the provincial capital, I heard them just now, you ask for a very high price!"

Guan Yuntian seemed to feel something, "Fang Ju, you know all this? It is worthy of being a leader, and the information is very well-informed! Our asking price is composed of a number of factors, each of which is well-founded, is the asking price very high?" Guan Yuntian admitted frankly.

"Mr. Guan, Xinyuan commercial company is a state-owned holding enterprise in the provincial commercial system, as the competent department, we strongly support them to become bigger and stronger grand plan, now the whole country is advocating state-owned enterprises to become bigger and stronger, your Haitian business center is the new army in the field of business in the provincial capital, if you can provide some convenience for Xinyuan company to become bigger and stronger, it is also a contribution to the provincial capital. ”

"This ...... Guan Yuntian wanted to sigh what kind of argument is this called mud ma! But he swallowed back when the words came to his mouth, Xinyuan Company is completely a corporate behavior to become bigger and stronger, even if it should be supported and encouraged, it is also the business of your functional departments, and does it have a dime to do with other enterprises? Guan Yuntian sighed, fortunately it is not that era, otherwise, you still plan to forcibly transfer other enterprises to Xinyuan Company?

"Fang, we are negotiating, and some things are better for the parties to agree on their own. What is going on between us is pure life

The transaction of intentions, which is completely different from Xinyuan's grand plan to become bigger and stronger and our contribution to the provincial capital!" Guan Yuntian said helplessly.

"Ouch, I heard that just the land of Haitian Business Center, you have increased the land price by nearly 50%, and what other advantages of Haitian Business Center have been given high value by you, isn't this too outrageous?"

"Fang Bureau, what do you mean by making this call...... Is that all you want to say?"

"I mean, in the entire Haitian Business Center, you have only invested a total of more than 100 million, and the asking price is 1.5 billion, is it too much?"

"Then how much do you think we should ask?" Guan Yuntian asked angrily.

This Fang Ju really regarded himself as a big leader, and he actually wanted to make decisions for the enterprise, "At most, 1.1 billion, no more." ”

"Could it be that the old party is helping Xinyuan Company to bargain?" Guan Yuntian pondered in his heart, "Fang Bureau, the buyer and seller are willing to sit down and talk, which means that we have reached a basic consensus through early contact, as for the price, let us both negotiate and agree, I mean, it is best not to preset the goal." The so-called negotiation is not to make new judgments while negotiating, constantly adjusting the psychological expectations of both parties in the process, and finally coming together to reach a consensus. If goals are set in advance, wouldn't negotiation be redundant?"

"Maybe I'm talking a little too much, but I really hope you get realistic on your asking price and get the deal done. ”

"Thank you for your concern, we will work hard. ”

Hanging up the phone, Guan Yuntian sat on the chair and sulked, he thought that the old side was completely nosy, even if you were the leader of a functional department, what should you do? Now is the era of market economy, although functional departments have the responsibility to help state-controlled enterprises become bigger and stronger, but the private economy is also an important part of the national economy, no matter what form of ownership economy, in the course of transactions must abide by the rules of the market economy.

Not to mention that after the transfer of Haitian Business Center, Changda Group has nothing to do with the functional departments in the commercial field, even if Changda Group continues to engage in commercial operations, with the knowledge and level of Guan Yuntian and the management team of Changda Group, they will not be intimidated by this bluff.

Guan Yuntian was silent about the phone call from the old side, he decided not to mention this matter to Ye Jiayi and Lao Ding, and in tomorrow's negotiations, he did not take the initiative to inquire about the situation with the representatives of Xinyuan Company, he wanted to wait and see what was wrong with the negotiators of Xinyuan Company.

After going to work the next day, Guan Yuntian came to the conference room on time with Ye Jiayi and Lao Ding, and waited until half past eight, but still did not see the representative of Xinyuan Company appear, "Could it be that because I didn't agree to the old party's counteroffer on the phone last night, Xinyuan Company withdrew from the negotiation?" Guan Yuntian muttered in his heart.

"The other party arrived just after eight o'clock yesterday, what's wrong today?" Lao Ding seemed to be waiting a little anxiously.

"Who knows, even if something doesn't come, you should call and tell me. Ye Jiayi said.

Just then, the footsteps of several people rang out in the corridor outside the door, "They've arrived." ”

After Lao Gao and his entourage entered the house, they first explained: "I'm sorry, because the traffic jam is late, so I made you wait for a long time, Mr. Guan Ye and Mr. Ding, I'm really sorry!"

I see!"It's okay, it's normal to get stuck in traffic during rush hour in big cities. Please take your seats. Guan Yuntian said casually.

After the four of them sat down, the office staff brought each of them freshly brewed tea, and then went out with the door of the conference room.

"Mr. Gao, will you continue to talk about yesterday's content?" Guan Yuntian asked

Road.

"Obviously, the only factor that affects the agreement between the two sides is the price issue, and now the gap between the quotation and the asking price between the two sides is 500 million.

Guan Yuntian no longer shirked, "You question the existence of water in the asking price of Changda Group, so let's talk about your basis." As I said yesterday, both parties should not speak intuitively, but should come up with evidence, regardless of whether they are asking or counter-offering. For example, if we say that the price of land has risen by 50 percent, the land in Haitian Business Center is now worth this price, which is a fact, not a lie. ”

"Well, we've asked our friends to inquire about the agency, and it's true that the land has appreciated a lot, and it's about the same price you mentioned, that's a fact. Lao Gao confessed.

It seems that after the negotiators of Xinyuan Company left yesterday, they went back to do some work, but what happened to Director Fang's phone call? Could it be that they just reported the situation to the old side and did not let him make such a phone call? That phone call may have been completely a whim of the old side, and he wanted to show himself in front of his subordinates?

"In addition to the basic recognition of land prices, what do you think of the advantages of Haitian Business Center itself?" Guan Yuntian said.

"Mr. Guan, now it seems that the main difference between the two sides is the value embodiment of the advantages of Haitian Business Center. ”

"I would like to ask, do you recognize the three advantages of Haitian Business Center?"

Lao Gao nodded, "Compared with other old commercial enterprises, Haitian Business Center does have certain advantages, but it is a bit far-fetched to give it such a high value." ”

You must know that these advantages are obtained through the investment of Changda Group and a lot of energy. ”

"It's not negligible, it can be properly considered, but that's not much value. ”

Guan Yuntian smiled: "Okay, let's use examples to speak." Speaking of the burden of the enterprise, in the words of Mr. Gao, and the Haitian Business Center shopping plaza about the same size of commercial enterprises, generally have two or three thousand employees, after the acquisition of Xinyuan Holdings, in accordance with the management requirements of listed companies to standardize, half of the manpower can maintain the normal operation of the enterprise, that is, the other half of the staff belongs to the redundant personnel. The old enterprise is calculated according to 2,500 employees, which means that at least 12,300 employees need to be resettled.

Lao Gao had to nod in agreement, because this was what he said to Guan Yuntian in person during the second contact conversation.

Guan Yuntian continued: "Changda Group has participated in the restructuring of local enterprises, Xinyuan Company acquired other enterprises, according to the management model of listed companies, similar to the restructuring of enterprises, to reduce staff and increase efficiency, the reduction of employees to resettle, but you can't let them be laid off, not only the staff resistance, not good to do the work, the government regulatory departments are not allowed to do that now, so you have to implement seniority buyout for these employees." ”

"Yes, that's how it is usually done. ”

"Preliminary calculation, if the average cost of each employee's seniority buyout is 50,000 yuan, this cost is not high, plus the repayment of previous arrears of wages, pension insurance and medical insurance, on average, each person needs at least 70,000 or 80,000 yuan, and the placement of 12,300 employees, does it take 100 million yuan?" Guan Yuntian said calmly.

Lao Ding and Ye Jiayi have long seen Guan Yuntian's shrewdness, and this rough calculation made the negotiators of Xinyuan Company, especially their team leader Lao Gao, feel that the young man who is more than ten years younger than himself on the other side is an extremely difficult negotiator to deal with!