Of course, Gu Kun's negotiations with Governor Li and Li Jingshen cannot be accomplished overnight.
For this kind of major investment cooperation involving tens of billions of yuan, it would be great if the framework could be finalized within a month.
The face-to-face meeting between the big guys on the first day was just to confirm their respective intentions and sincerity. Later, the team members needed to work overtime to finalize the details.
On Gu Kun's side, when he was away, the specific negotiations were still led by his capable subordinate Tang Jia.
Although Tang Jia is still young, she has seen the world with Gu Kun. As the foreign minister of Lan Fang, in order to show the importance of cooperation between countries, it is appropriate for her to handle the details. In addition to Tang Jia, there are several
The seniors in the Department of Jiaotong University were all recruited by Gu Kun after his tests in the past few years, and were responsible for helping to check for leaks, fill in the gaps, and negotiate for prices.
Two or three days passed quickly, and the Spring Festival was quickly approaching. Tang Jia finally made some progress with the other party, and immediately came to report to the boss eagerly.
Gu Kun met her in his villa with 360-degree unparalleled sea view.
"I finally convinced them to invest some proportion of the shares in the Lanfang Cross-sea Bridge, the future Lanfang Port Phase III, and the Lanfang Water Supply Project. In the specific method, they refused to pay, and finally chose
They will invest in the land and a certain amount of exploration and mining rights." Tang Jia went straight to the key points first.
Gu Kun had slept in that day and was having breakfast at that time. Hearing this, he just nodded with satisfaction and continued to spread jam on his slices of bread slowly.
Tang Jia saw his calm look and couldn't help but ask: "Can you tell me now, why do you insist on letting them buy shares? Although I did it and convinced them, I always felt that it was better for them to
The tolls are also good.
Why give up the benefits of such a promising and profitable business to those who have no vision? The right to toll highways in China is very popular nowadays."
It seems that Tang Jia has been in a state of "not understanding but resolutely executing" these days. She can't keep up with the boss's height, but she knows that as long as the boss orders something, she must push forward even if she doesn't understand it.
Gu Kun put down the jam knife and asked slowly: "Jiajia, I remember you are from Hujiang."
Tang Jia was slightly startled: "Yes, does this have anything to do with it?"
Gu Kun smiled slightly: "You are still too young. When you have free time in the future, you should travel around more and see more. Domestic highways are not all good. There are many losses, and they are all poverty alleviation projects in the northwest inland.
The only ones that are guaranteed to make money are the highways in the economically developed provinces along the southeastern coast. If the private sector is allowed to be solely responsible for its own profits and losses, there will be no one to build roads in many places in the mainland.
In the same way, our cross-border infrastructure construction in Sarawak is similar to this situation. Today's demand is not enough. It is not that we are already rich and good freight cannot be shipped before we build roads. It is that if we want to be rich, we must build roads first.
Road' is the nature of a gamble.
Only by allowing Malay capital to take some shares in Lanfang Port and related road and bridge projects can we make them realize that if we use these facilities more times, we can get a percentage of the tolls we receive. If we use these facilities more times, it is equivalent to
If they take advantage of several discounts, they will deliberately expand production and use more products to transport more goods."
Gu Kun wants to plant this idea into the minds of Malays: the more you spend on tolls, the more you earn, and the more times you take advantage of discounts.
Tang Jia thought about it carefully and realized that he still had the same old problem: he always used the domestic mentality of "the state invests money for construction" to apply to the work here. No wonder his thinking level couldn't keep up.
However, out of good intentions, she still wanted to remind her boss at the end: "However, what you hope is that the Malaysian side will hold more than 25% of the shares and fully mobilize their enthusiasm for developing the surrounding economy. However, the discounted price that the Malaysian side is willing to pay has been repeatedly suppressed.
, I’m afraid that in the end we will suffer a financial loss, spending too much money but not holding enough shares, and being treated as a fat sheep.”
The tone of the Malaysian negotiation was actually such that even a dollar in cash would not come up. Gu Kun wanted to give the other party 25% of the shares, but the other party only offered land and exploration rights in exchange for the investment.
This is a very normal idea, because during the financial crisis, there is deflation and cash is very valuable, otherwise Gu Kun would not be able to copy the money.
Tang Jia actually didn't know how much water was put into Gu Kun's initial estimate of the cost and how many times the "invoice" was falsely issued. That's why he was so worried - Gu Kun's initial quotation was at least three times false.
The various construction difficulties were exaggerated, so in fact, the Malays had to cut off 70% and return it to 30% before they could completely squeeze out Gu Kun's water.
In fact, even though the Malays are shrewd and there are real estate experts like Li Jingshen in charge, they can only cut 40% to 60%. Gu Kun still has twice the room for maneuver.
Of course, the negotiations are not over yet, and it may continue to be cut to 50% in the future, but Gu Kun will always have room for maneuver.
He didn't tell Tang Jia because he wanted to deceive even his own people so that he could better deceive the enemy.
In addition, he has other tricks to take advantage.
Gu Kun comforted Tang Jiadao: "Don't worry about the Malays bargaining. I know them too well. The Malays have always been a market economy. When the market matures, they will build bridges and pave roads. But we Chinese people have never tried this."
In order to alleviate poverty, we must first build roads.
Therefore, their understanding of the problems of poor mountains and unfavorable people in poverty-stricken areas is far less thorough than that of the Chinese. Even if the Malays are strict in the construction process, as long as they are relaxed in bargaining for subsequent maintenance standards, the company's future business decisions
The power is still in our hands, and we have many ways to make them pay, or actually lower their dividends to offset the company's maintenance losses."
Tang Jia was a little confused: "What do you mean?"
Gu Kun: "For example, have you been to the central and western regions and seen China's poverty alleviation road projects?"
Tang Jia had spent his whole life hanging out in Hujiang and nearby coastal provinces. He really didn't know the mentality of poor people in remote areas, so he humbly admitted: "I've never seen it."
Gu Kun: "For example, if the local area has no money, the state will pay to build the road. Let's say it is below the second-level provincial highway. There is no asphalt road, only cement road. According to engineering standards, a few meters of slope roadbed should be left on the roadside to prevent the road from settling and collapsing.
Right?
However, some farmers in poor areas clearly knew that the land for the roadbed had been expropriated by the state when building roads, and the land occupied by the roadbed already belonged to the state. But just because the mountains were high and the emperor was far away, no one cared about them.
They were all dug up, and a lot of land was occupied to grow grain and vegetables. When the time came for watering, the soil on the edge of the roadbed would be lost, and the truck would roll over it, and the cement road would completely collapse.
This kind of situation should be relatively rare in China. After all, the country has suffered losses and has experience in governance. This is just a very simple example. But the Malays should have no experience at all in dealing with such problems. They have never helped them.
If you are too poor, you don’t know how many pitfalls there are in building infrastructure in poor areas. You don’t know that there is a reason why some people remain poor. Even if Li Jingshen has so many years of business experience, it is useless. He has to specialize in technology.
They counteroffered again, but they were only counteroffering during the construction phase. When the construction is completed and the operation and maintenance phase is completed, our people will point out the pitfalls. The evidence is conclusive that the early depreciation of the facilities will be blamed on the local Malay farmers.
I will bear most of the maintenance funds, and it will be based on the currently negotiated maintenance price, or I will try to find a place where the Malaysian side does not have the construction power to repair it by itself. In short, I have a hundred ways to steal the money from the Malay aliens.
"
The future is long, and no matter how to prevent and prevent "big losses caused by greed for small gains", the Malays are like younger brothers to the Chinese.
Except for the Jinshan clan, no one in the world knows how to exploit loopholes and prevent and control the confrontation that exploits loopholes better than the Chinese. This is the quintessence of the Chinese nation.
In the businesses that Gu Kun took the initiative, he always used his own strengths to compete with the enemy's weaknesses.
Recognizing yourself and having self-awareness are more important abilities than improving yourself.
It doesn't matter if the number of advantages is not enough, as long as you know how to use your advantages.
…
Under such a negotiation tone, the two sides continued to fight until the end of the year, and finally made it clear that the resources that should be offset by the Malaysian investment were roughly calculated.
Gu Kun's people traveled from Sematan to Kuching and then to Sibu in the west. They conducted a thorough inspection of the entire West Sarawak and circled hundreds of square kilometers of suitable agricultural land, as well as prospecting rights for a larger area. In total,
The value is approximately RM3 billion - before the financial crisis, these resources were even more expensive, and it might take RM5 billion to acquire them.
In exchange, Boss Li and the Malay Sarawak authorities can accumulate a 25% share in the third phase of the Lanfang Port project and other road and bridge cooperation in the future.
Gu Kun mainly planned to use those agricultural lands to develop cat poop coffee plantations/breeding gardens, and to grow the red-flesh Guadaquila durian, a specialty of Borneo, so Gu Kun asked his people to try their best to select suitable crops for these crops.
The land for planting comes circled.
The land requirements for growing durian are quite high. The Thais like to use plains with sulfur-containing soil to grow durian, while the Malays like to use sloping land.
It is better to grow durians on slopes (the best is to grow durians on extinct volcanoes), but irrigation is troublesome. Thailand is further north, and the precipitation is a quarter lower than that of Borneo, so the retained precipitation on slopes is not enough. Here in Borneo
On the other hand, because there is more than 2,500 mm of rainfall a year and dense tropical rainforests, even on gentle slopes, natural rain and mountain rivers can provide enough water for durians without irrigation.
As for the transportation difficulties caused by growing durian on sloping land and delayed harvesting, it is not a problem for Gu Kun. Because the land he wants to choose can be as close as possible to the planned highway and railway lines in the future.
Moreover, he has no plans to export durian and cat poop coffee to China on a large scale. The brands he created are all for the distinguished guests who come to Lanzhou to shop and take away in person. He will definitely not let his brand appear in the future.
On a humble e-commerce online shopping platform, that would be too out of character and not conducive to the customer's pretentiousness.
In terms of mineral resources, Borneo actually does not have many minerals. The oil fields were seized by Shell Oil in advance through international treaties. The exploration rights were seized, and Gu Kun could not get involved. The Indonesians did mine bauxite near the Balikpapan oil field in the east.
Mine, but that thing is worthless, the transportation cost is high, and China will not import it.
Wanting a high price and a large volume, Gu Kun finally looked around and asked the Malays for the exploration and mining rights of two copper mines - mainly because apart from oil, there will be more room for price increases in copper mines in the future.
Sarawak also has a small amount of gold and diamond mines, which were mined at the end of the 19th century, but stopped after World War II, mainly because the scale was too small and a bit useless.