Countercurrent 1982

Chapter 1156 Difficult Negotiations

In the early morning of the second day, Duan Yun was taken to the headquarters of Toshiba Corporation: No. 2-1, Shibaura 1-chome, Minato-ku, Tokyo, Japan.

This is a 1-story, 45-meter-high skyscraper adjacent to Tokyo Bay. Even in downtown Tokyo, where there are many tall buildings, it can be regarded as a landmark building.

After visiting the factory equipment yesterday, Duan Yun will formally start the negotiation process with the Japanese side today.

Duan Yun was directly brought to a conference room on the 42nd floor. Besides Shinichi Tanaka, the director of Toshiba Electronics Department, the vice president of Toshiba Group, Daisaku Wada, and the Toshiba Chip Division were also negotiating with him. Director General Kaio Watanabe.

Negotiating a joint venture factory is a very complicated matter. In addition to the delivery of funds and equipment, there is also the construction of Duan Yun's industrial land and factory buildings in Shenzhen, as well as Japanese technical support and Chinese talent training. discuss.

At the beginning of the negotiation, Toshiba put forward its own requirements. The first one is to ask Duan Yun to pay the full payment of 5 million US dollars for the purchase of equipment in a short period of time, and then the Japanese side will send technical personnel to China for plant construction and equipment installation and commissioning. For technical support, the Chinese side can also send no more than 000 technicians to Japan for training, and the entire training board and lodging costs will be borne by the Japanese side.

In addition, the Japanese side also proposed that after the joint venture is officially put into production, Toshiba should also enjoy certain corporate decision-making rights, including the right to vote against the major decisions of the joint venture. In addition, in terms of profit distribution, the new product flash memory 50% of the chip sales profits in mainland China and 80% of the sales profits in the international market are owned by Toshiba, and the products produced by Chinese joint ventures cannot directly compete with Toshiba’s local companies in Japan, otherwise, Toshiba can unilaterally take the right to stop technical support and take back all chip equipment.

Obviously, from the very beginning of the negotiations, Toshiba put forward aggressive overlord terms, relying on its dominant position in technology transfer, forcing Duan Yun to accept these obviously unequal terms.

However, it is obviously impossible for Duan Yun to fully accept the conditions proposed by Toshiba, and then start bargaining with the other party one by one.

Negotiation is definitely an art. If Duan Yun is too tough, it will easily lead to a stalemate in the negotiation, and even cause the two parties to break up. If Duan Yun is too weak, the other party will only increase the weight layer by layer, squeezing as much as possible. The key to negotiation is how to grasp one of the "degrees" of the greatest interests.

"I hope you can think about it carefully. China has the largest population in the world, and the market potential is huge. When the business just started, it earned several 10 yuan a year just by selling simple homemade antennas. And this is only in our urban area. Later, we opened an electronic factory to produce speaker products. To be honest, this kind of product does not have much technical content at all. You can throw it away as garbage in Japan, but I still sell several thousand a year. Wan products, now with the reform and opening up of our country, the national income level is getting higher and higher, you can think about it, even if there is one high-income individual among our 100 people, that is a total of 1 million high-quality customers..." At this time, Duan Yun was spitting stars and flying straight at the negotiating table, with Erlang legs crossed in high spirits.

Duan Yun's eloquence was very good. He was negotiating with Toshiba's executives in a homely tone. However, Duan Yun's words were soft and hard. Help them analyze the current market potential in mainland China, and let them feel the importance of the Chinese market, so as to ensure that Toshiba will always have a strong interest in this negotiation.

On the other hand, Duan Yun brought out Chinese laws and local policies, telling them that some clauses violated Chinese laws. For example, Toshiba wanted a veto right for the joint venture company and an 80% share of the international market. It is impossible, because joint ventures in China must be led by Chinese personnel, and the share and share of foreign parties cannot exceed 50%.

Then the two sides debated over and over again on these conditions of cooperation, and occasionally their words appeared fierce.

But Duan Yun has always maintained very good patience. Although Duan Yun faced the three Japanese executives alone, he did not show any weakness in the negotiation scene, and he was able to control the right to speak every time, which also made him eager to obtain the negotiation results. The three Toshiba executives felt a little helpless.

The negotiations on the first day lasted for more than 1 hours, but the result was not what Japan wanted. Because the reality considered the legal and policy issues of Chinese joint ventures, the Japanese side agreed to cancel the one-vote veto power of the joint venture chip factory. In addition You can only get half of the dividends in overseas markets.

This actually means that Duan Yun won today's negotiation, but the negotiation is far from over. The Japanese side still insists that Duan Yun must pay the full amount of 5000 million US dollars for the purchase of equipment in the short term. Another point is that It is required that a senior executive must be stationed in Duan Yun's joint venture chip factory to participate in the daily management and decision-making of the company.

Duan Yun is not stupid. He knows that the executive sent by Toshiba is to put a "tightening spell" on himself. In addition, the factory needs a large number of Japanese technicians to station in the early stage, so once Duan Yun is disobedient, it is easy Duan Yun naturally wouldn't give Toshiba such a chance if he could be emptied.

As for the full payment of 5 million US dollars, this is also unacceptable to Duan Yun. In fact, if Duan Yun bites his teeth, he can make up the 000 million US dollars in a short period of time, but he can't do this, because the equipment and technology If Duan Yun pays all the funds in advance before all the funds are in place, even if the other party delays the deadline and cheats, or even blatantly violates the contract, Duan Yun has no way to counter it.

So this is the same as doing big business and sometimes needs to pay in installments and keep the balance. There is a restriction between each other, and it is also to ensure the strength of the contract.

"You are really amazing today. I never imagined that the three of them can't beat you alone." When returning to the hotel for dinner, Li Yun said to Duan Yun with a smile.

Li Yun is a very smart girl. He has long known that Duan Yun's ability is very strong. Today, he also saw Duan Yun's negotiation level with his own eyes. Li Yun really admired Duan Yun's patience and wisdom at the negotiating table today.

"The three old men are all over a hundred years old. We are young, and we have enough energy and strength to play with them." Duan Yun smiled slightly, and then said: "This is like running a race. Everyone is fierce at the start, but In the end, whoever has the strongest stamina will win in the end. This is the principle of negotiation, but we should try our best to avoid the collapse of the negotiation. If we talk to them neither softly nor hard, the other party will definitely lose their temper. , unless they don't want to do this business at all, there will be a showdown sooner or later!"

(End of this chapter)