After returning to the hotel, I took a shower first, then lay on the bed and started calling Secretary Chen. {Free Novels} I found that his mobile phone was busy, and I guessed that it was probably Secretary-General Li who was calling him.

.I then watched TV for a while and called him again about a quarter of an hour later.

This time his call went through, "Secretary Chen, I want to report to you about my work. I wonder if it will disturb your rest?"

He immediately laughed, "Li Wenwu has already reported to me. Mayor Feng, you have done a good job. Li Wenwu admires you very much."

I immediately felt happy, not only because of his praise for me, but also because he told me what Li Wenwu reported to him. This shows that he indeed regards me as one of his own.[

I immediately said: "Secretary Chen, I am also chasing a duck. But from this matter, I think we should pay attention to several issues. First, we must stick to our own bottom line, because the other party is actually testing our bottom line. We should

It shows an attitude that our cooperation is not something we ask them for, but a mutual benefit. We need technology and funds, they need our huge market, and our investment policy. Second, the Japanese do things very

Seriously, the main members we will send to the company in the future must be carefully selected. Not only must we select people who truly understand economics and management, but they must also be able to stick to the bottom line at all times. If we do not have such talents locally, we can recruit them from outside.

Recruitment. Also, the Japanese we met today named Kazuo Tanaka is a China expert. He knows our situation very well, but we know very little about theirs, so I think we will be better here in the future.

You need to spend some effort in advance. Haha! Secretary Chen, these are my personal opinions, and maybe what I say is not necessarily correct."

He said: "I think your opinion is right. In fact, I have been thinking about these issues. It is not appropriate to hire the top leader of the company from outside. After all, we are a state-owned enterprise. A deputy position is fine. Mayor Feng, there is someone you think

Is it suitable to be the person in charge of this company? Li Wenwu."

I was stunned for a moment, "He? Well, I think it's good. First, he has the experience of being a tourism director and has an active mind. Second, he looks good. Third, after all, he has been an administrative leader for so many years and understands policies.

, understands the rules. Secretary Chen, when you tell me this, I think he is really suitable."

He suddenly laughed and said, "That's it. But Mayor Feng, this matter needs to be kept secret for the time being. Actually, I think the most suitable candidate for our Shangjiang City should be you, but you are the deputy mayor, no

You may serve as the leader of a state-owned enterprise concurrently. But I hope you will take the time to instill more experience in Li Wenwu after this matter is finalized, especially some business thinking patterns."

I hurriedly said: "I'll try to communicate with him as much as possible. In fact, I know very little. Most of it is theoretical stuff, and I also lack practical experience."

He said: "Thinking is more important than anything else. An idea can save a company. Examples like this are not uncommon nowadays. In the final analysis, this is a question of thinking. Okay, Mayor Feng, you can rest early. You have worked hard."

Yes. Let’s talk slowly after we meet tomorrow.”

Before I had time to tell him about the conference room layout, he had already hung up the phone, but I immediately thought that Li Wenwu must have reported this matter to him, and it was a small matter after all. Secretary Chen and

I don't need to say too much about such small things.

He didn't mention it specifically, which shows that he agreed with my opinion.

The next afternoon, Governor Huang and others arrived at the Capital Airport, and I went to greet them together with the people from the Beijing Office. When we got on the bus, Governor Huang waved to me, "Xiao Feng, come to my car."

He must be trying to tell me something. I thought to myself.

Sure enough, it was like this. After getting in the car, he asked me directly, "Xiao Feng, on the way to Beijing today, your Secretary Chen reported to me your work situation after arriving in Beijing in advance. Do you think the bottom line of our holding will be exceeded by the Japanese side?"

Do you agree?"

I replied: "I think it's not about whether they agree or not, but that we must stick to this point. Negotiations are not always successful in one go. I think we must persist in this matter, and we should believe in something.

, it is a win-win situation for us to cooperate with each other, and they actually need us. Therefore, we must persist until the end. We cannot be anxious or impetuous on such matters. In fact, the holding is only 50%.

Regarding the 49% question, what Japan needs is the right to speak in the company in the future, because they do not believe in our management capabilities. But for us, what is more important is the political influence. We and

The other party is cooperating with a state-owned enterprise, and the dominant position of state-owned enterprises cannot be given up, otherwise, the social impact will be great, and we, the people in Shangjiang City, will also scold us."

He nodded and said: "That's right. But negotiation is also an art. Now there is so much pressure on you from Shangjiang City in the province, and this time Governor Wang also asked me to personally lead the team to participate in this negotiation. The pressure on me

It's also very big. What I'm most worried about now is that if our negotiations enter a stalemate, but the Japanese side never agrees to our conditions, the time will also be delayed, and the matter will not be settled yet, and everyone will

It’s hard to explain to the main leaders in the province.”

In the past, he was so unattainable in my eyes because he was the executive deputy governor, and at that time I was just a little doctor. But now, I am very familiar with him, and I am so familiar with him in front of him

I no longer feel nervous when speaking. He is no longer so mysterious in my eyes. He is also a human being like me. Although he has great power, he must be controlled by others and is also a human being.

People with seven emotions and six desires will be distressed and embarrassed about work matters.

I said: "Governor Huang, I understand your difficulties. But we must not let the Japanese know about our difficulties. The Japanese are very shrewd in business, and they will not do anything once they see that we are impetuous. Concession. In fact, negotiation is often a kind of psychological warfare. In the final analysis, what both parties have in common is the struggle for interests. Regarding this negotiation issue, I feel that the more determined we are, the less confident the other party will be. China The huge automobile consumer market in the future is there, and they are also anxious to cooperate with us as soon as possible. Although they say that other provinces are also negotiating with them, the layout of large-scale industrial projects like this must be considered. The layout The problems will have a great impact on future sales channels, transportation costs, etc. Our Jiangnan Province can radiate sales to many inland provinces in my country because we have railways, golden waterways, and Jiangnan Province’s unique access to surrounding provinces They have to consider these issues. Therefore, we must stick to our bottom line and adhere to the principle that we are cooperating rather than praying to each other."

He nodded, "Tonight we will have a meal together at the Beijing Office. Secretary Chen, Mayor Liu and you will attend. Let's study together some issues that need attention during the negotiations."

I rarely spoke when we had dinner together in the evening, because the protagonist on such an occasion should be Governor Huang. Governor Huang talked about a lot of things at the dinner table, including my views. Finally, he concluded: "We must

We must be calm and not impetuous. One principle is that we must adhere to our most basic bottom line. If this negotiation is unsuccessful, there will be another time."

Now that he has formulated the principles for this negotiation, Secretary Chen will not say anything more.

After dinner, we returned to the hotel, and Secretary Chen called me to his room. He asked me: "It seems that you have a good communication with Governor Huang, but I still feel uneasy. What if our judgment

What if we made a mistake? What if Japan’s bottom line is different from what we expected?”[

I said: "Secretary Chen, it is impossible for a negotiation like this to be successful without two or three rounds, so we should be mentally prepared for this. Then we will adjust our thinking according to the situation. But our concessions

There should be a limit. For such a big project, if we gain a little more rights now, we will gain huge gains in the future. So I think we must persist until the end."

He asked me again: "So, if we want to make concessions, what is the maximum position we can give in to?"

I smiled bitterly and said, "Secretary Chen, I don't want to talk too much about such things."

He immediately said displeasedly: "It's just the two of us now, we are talking in private. What's not good to say? You talk about your personal thoughts. I still have to discuss with Governor Huang on what to do.

.For a large-scale project like this, which is related to the future of our industry in Jiangnan Province, the final decision-making power lies with Secretary Fang of the Provincial Party Committee.”

In fact, I have also thought about this issue. For anything, we need to prepare for the worst at all times, so that we will not be confused when the time comes.

I said: "I think that even if Japan insists on holding a controlling stake, we must maintain our dominant position as a state-owned enterprise."

He looked at me, "How is this possible?"

I said: "I have this idea. Our company can produce vans, pickup trucks, or small trucks, and we will definitely hold the controlling stake. They can also hold the controlling stake in the car project with Japan. In this case, our state-owned enterprise's dominant position will be

It can still be maintained. But we must hold at least 49% of the shares."

He patted the sofa lightly, "Your idea is very good. Yes, this is our final bottom line. Well, I will think about it again, and then I will discuss it with Governor Huang. Mayor Feng, let's go together tomorrow.

Let’s have breakfast with Governor Huang, and report this idea to Governor Huang by the way.”

I hurriedly said: "You can just go. My work is only responsible to Mayor Liu and you. After all, I am a deputy."

He immediately laughed, "Why are you so cautious? Forget it, I'll go. You should rest early, you've been working too hard these past two days."

I hurriedly said: "You work harder than me. You should also rest earlier."

He laughed again, "You..."

I went to bed early, and now I don't feel any nervousness at all, because the specific details of the subsequent negotiations are not something I can lead. I am just a participant.

At nine o'clock in the morning the next day, our negotiation with the Japanese side was held in the business conference room of this five-star hotel.

The conference room was simply and elegantly decorated, with nothing else inside except a few pots of green plants. The furniture in a five-star hotel is inherently beautiful, and they are a good decoration in themselves.

Secretary Chen agrees with me. We are here to negotiate, not to hold a celebration party. There is no need to make the negotiation area fancy. And that is not good in the first place, and it is likely to divert the attention of both parties.

.It will also make the other party think that we are extravagant, thus causing the other party to have a bad impression of us.

There was a large lineup of Japanese participants, more than a dozen of them, and all the heads of the Japanese Chinese companies were present. Our team was led by Governor Huang, the leaders of the Provincial Development and Reform Commission, the Commercial Committee, Secretary Chen of Shangjiang City, Liu

The mayor and I, there are also more than ten people on our side.

At the beginning, the two parties introduced each other and then sat down according to the seats that had been arranged.

At the beginning of the negotiation, both parties introduced their respective situations to each other, and then we asked the Japanese side to put forward the conditions for their cooperation.

The conditions proposed by the other party are quite harsh, not only requiring a controlling stake, but also requiring us to provide more relaxed tax policies on the original tax policy. According to the regulations of our Shangjiang City investment promotion, for the internships of our investment companies, "two exemptions and three deductions"

The tax policy is "half-five-full", that is to say, the tax is full in the first two years, the tax is reduced by half in the third year, and the tax is full from the fifth year.

In addition, Japan has also requested that key technologies for automobile manufacturing be kept confidential, which means that key technologies for automobile manufacturing can only be mastered by Japan. In addition, automobile engines and other important components can only be imported from Japan.[

After hearing this, I couldn't help but secretly frown: These conditions from the Japanese side were simply too much, and it sounded like there was no sincerity in cooperation at all. But then I thought that negotiations might be like this: asking for prices in the sky, and paying back the money on the ground.

Then the director of our Provincial Commercial Committee put forward our own conditions: we must hold the controlling stake and keep the original tax policy unchanged. The director of the Provincial Commercial Committee also made a special explanation, "This tax policy is our Jiangnan

It is a unified provincial policy, and we implement this policy for large-scale projects. If we are treated specially because of this project, it will cause chaos in the province's policies."

In addition, we also request the establishment of an automotive research institute, and both parties will dispatch personnel to conduct research and development of future new vehicles. This actually talks about the core technology part.

However, we agree to import engines and key components from Japan. This is actually easy to understand, because Japan’s automobile engine technology is indeed very good. From the perspective of performance and fuel economy, Japan’s automobile engine technology ranks first in the world.

The world is relatively advanced. Second is Japan’s automotive sealing technology.

It is said that the Japanese have spent tens of millions of dollars on developing car seals, and car sealing technology is very important. This is an important guarantee of car quality. The technical problems of our domestic cars are mainly engine and sealing issues.

And I once heard a friend say that the quality of our domestically produced steel is not up to standard, and the cast parts cannot meet the requirements of high-end cars. These problems have caused minor problems in domestically produced cars after two years of driving.

Keep waiting for questions.

Subsequently, we also explained the composition of the joint-stock structure. For example, we will provide factories, skilled workers, and the proportion of investment. Japan will provide technology and the approximate amount of investment required based on the proportion.

The Japanese representative immediately said: "These conditions are legally acceptable to us. First, Japan must hold a controlling stake, because we have rich and very advanced experience in the management of the automobile manufacturing industry, and you still have no experience in this aspect."

It is almost blank. Secondly, regarding automobile research and development, our company has a dedicated institution in Japan, and we invest a large amount of money in this work every year. So we do not want to make repeated investments. Thirdly,

Regarding tax issues, we can respect the relevant policies of Jiangnan Province. In fact, we have reached a consensus on this during our initial contacts..."

Next, Governor Huang began to speak, and he said with a smile: "There are actually two main problems between us. One is the issue of who holds the controlling stake. The other is the issue of core technology. Here I would like to explain that our side

The state-owned enterprises that cooperate with you, according to relevant national regulations, when our state-owned enterprises carry out joint-stock cooperation with foreign capital and private enterprises, our state-owned enterprises must hold the controlling share. I think, if we cannot reach a consensus on one point

If so, then there will be problems when we apply to the National Development and Reform Commission for automobile manufacturing access. Second, regarding the issue of core technology. Since we are in a cooperative relationship, it seems that you have no technical barriers to us.

Sincerity. The sincerity of both of us is the basis of cooperation, so I sincerely ask you to consider this issue more. Also, our cooperation should be based on the principles of equality and mutual benefit. You have the most advanced automobile manufacturing company in the world.

technology, and strong financial support. We have very favorable investment policies, a huge car consumer market in the future, and cheap labor costs. In addition, our Jiangnan Province is located in the most important transportation hub in our inland areas.

Hubs, highways and railways extend in all directions, and we also have a golden waterway. These are of great significance to your company's layout of branches across the country. As for the issue you mentioned about advanced management levels, I think

, since we are a joint-stock cooperation, you will participate in the management, and we will learn from you humbly and accept your various opinions humbly. This is not a problem. "

At this time, Tanaka Kazuo suddenly said: "Mr. Governor, what you just said has changed the concept. I have carefully studied your country's relevant documents on state-owned enterprise joint-stock cooperation. The original words in the document are that state-owned enterprises should be controlled as much as possible.

It is not necessary. But Governor Huang, you are right. Your advantage lies in the huge future car sales market and cheap labor costs. This is actually the basis of our cooperation. But Governor Huang just mentioned the geography of Jiangnan

Regarding the importance of location, I think the geographical importance of Jiangnan Province is not unique. For example, your neighboring province Jiangbei Province has a similar situation to yours. Also, since we have advanced management experience

, and strong financial support, then the issue of our holding is completely justified. You can learn from our advanced management experience in the process of cooperating with us. In addition, I also want to explain that
To be continued...