Mister How to Talk about single

Text reporter Zhang June/Xiu Siyu/Sun editor Zhang June Source | "Excellence" magazine October 2010 issue of the market as a battlefield.　　In the same vein, negotiation is a war without smoke. Be in the negotiation each side, is the attack is defends? How to defend?　　It is the great wisdom that lies. In modern business society, even in the process of persuading others to explain the problem, the shadow of the negotiation will be at first sight.　　It can be seen that the negotiations include not only the fortress of war, but also the attitude of people, or the state of life.　　Moreover, can for the profound memory of the entrepreneur, the summary combs, its attentively also is specialized.　　Then, these condensed painstaking efforts and experience of the negotiations, perhaps the handled of modern commercial warfare.　　From the stake, to the letter of resignation, and then to the Tiger fund, some people said, I was engaged in "human bombs", die together, others said, I was a farce.　　Guoqing with the shareholders of the game dictate | Dangdang CO President guoqing My deepest memory of the negotiations was a game with my shareholders. Dangdang in the establishment, the enterprise to me and Yu bond share too few-I and Yu and its entrepreneurial team through the Beijing Branch and Trade Corporation held a total of 41% of the shares. In nominal terms I and Yu Yu control company, accounted for the absolute holding of the company, but in fact, in addition to the team and our cash-funded part of the actual ratio of our bond share only 12%. But in the entrepreneurial period, we do not feel that there is anything wrong, not to affect the enthusiasm for entrepreneurship. It's just been said verbally that the valuations of our companies are undervalued.　　At that time, the investors have repeatedly said "can talk", can always be inconclusive. In 2002, Dangdang faced a second financing, and I made it clear to the board and to all the shareholders that this matter cannot be dragged on.　　If it drags on, it's not good for the individual--it doesn't guarantee the interests of me and Yu, it's not good to be a bad one--equity doesn't clearly hamper a new round of financing. Some shareholders proposed, first survey the industry's average level and the real situation, the survey results show that at that time, the founder of Chinese IT companies, management of the share distribution is very high.　　Some founders of the company, do not pay can account for 65%. Since 1999, a number of internet companies have sprung up in China, and by the year 2002 many companies have burnt out the first round of 20 million dollars. But Dangdang at that time, not only the first round of the 6.8 million of dollars have not run out, their business also began to profit. With such good results, coupled with the support of the survey figures, I am confident of my demands. I thought that even if it was a reward for good performance, the board should have given us an increase in stakes.　　My goal was to let the old shareholders dilute 10% to us. However, things are not as simple as we think. Some shareholders said, "This is not a land reform?" We've voted so many companies, and if they're all cleared up like you, how are we going to do that? "There are investors proposing a scheme that is linked to the future: notTo three years, if the management team to achieve what kind of performance, can be diluted according to our ideas. Masaki never agreed with the plan, and she thought the future was a matter of the future and could not confuse historical issues with the future.　　At this point, the negotiations into a deadlock, investors began to stall, evasive, afraid to meet, I opened the matter of the stake. After a period of stalemate, I communicated with a shareholder alone. I said to him: "The attitude of the shareholders so that my enthusiasm is very hit, simply, I resign." I'll give you six months to replace me. But I remind you that I do not have a contract with the company because you have no protection against me. After I resign, I can do another "ding ding Net". I have done business before, there are many friends in the business and investment circles.　　It's not hard for me to find an investment to restart an e-commerce company. After that, I sent a letter of resignation to all the shareholders. In the letter I said: Although the road to start a new online retail company is very tortuous, but I believe that three years to catch up with Dangdang is entirely possible.　　I also wish Dangdang has a good future-because I am still the biggest shareholder of Dangdang. I did not consult with Yu before sending the letter, because Yu is the kind of person who is not firm on the surface, but I am very firm on the surface and gentle inside. I want to pass this letter to the shareholder to show my determination, also blocked them through Yu Yu to do my work of idea.　　At that time, the situation really to the end of the situation, the old shareholders do not want to regress, I also made a start from the psychological preparation. Perhaps the role of resignation letter, finally, things have changed. One of the most stubborn shareholders has loosened his mouth: "Things in the past are hard to get back to, and only new investors will be found to fulfill their wishes." New investors can revalue the company, how much of the valuation is yours, how much equity you have, and the freedom of the new investor. At the same time, the old shareholders can reduce the proportion of cash, do not let you be too diluted.　　"His statement is in line with the rules of American business-the new investor is the benefit of the people, how to say how to calculate." At this point, the negotiations with the old shareholders end.　　The final result is simple, that is, trading, free trade, with the old shareholders do not involve transfer, rewards or anything. Then the new investor, Tiger Fund, appeared.　　The negotiations entered the second phase. At that time Yu told me that you should not talk to the Tiger fund about our dispute with the old shareholders during the negotiation.　　If the conflict is exposed, who dares to invest? But I don't think so.　　After talking about valuations with the Tiger fund, I kept them in particular: "One thing I have to tell you is that our management team has lost confidence, so I'm going to resign ... After that, Yu Yu complained that I had said it. I said they would definitely vote. Because tiger funds are hedge funds, he has invested in a network of excellence-the second industry, if not the boss, once the outstanding is when the collapse, his earnings can not be guaranteed.　This is the way hedge funds make money, the industry before the two voted, one to make money they do not lose, the other is to make money.　Second, the Tiger Fund was run by Jews, and the Jews were willing to refereeing, and it was also profitable--at least to pressure down.　　It turns out that my speculation is entirely right, Tiger fund to the old shareholders issued a dish: We cast is the team, if the team are not motivated, then why do we have to invest? In the conference call, Tiger fund made it clear that the old shareholders had to cash in part. After you are safe, we would like to use this valuation to compensate Guoqing and Yu Yu for imbalance. If you can meet this condition, vote, and don't agree.　　Three minutes, they hung up the phone.　　Given the strength of the Tiger Fund, some practical problems have been taken into account – if I resign, I may not even be able to find a manager, so the old shareholders accept the conditions of the Tiger Fund. From the stake, to the letter of resignation, and then to the Tiger fund, some people said, I was engaged in "human bombs", die together, others said, I was a farce. But in fact, I am not reckless. My knowledge was clear. We always say that negotiations and negotiations should be preceded by a "sentence". Only by ascertaining the situation and relationship between the parties, and then targeting at the joint, complex problems can be solved.　　In this negotiation, it is because I correctly judged the relationship with the shareholders, and the relationship between the investors, and even correctly judged their own-can be a comeback, and finally achieved more satisfactory results.　　(Interview | Sinorama reporter Xiu Siyu zhang June) Li Xinghao a loss to count my dictation | Li Xinghao, Chairman of the Board of directors of Zhi Gao I was the last person to like trouble, but in 2002, the negotiations with the Hyundai Group of Korea were a struggle. That time, in order to enter the commercial air-conditioning market, the modern group hopes to work with a China's air-conditioning professional enterprises to set up a joint venture. Before, the modern group has been to China's air-conditioning industry has done a comprehensive mapping, fancy high emphasis on quality and sound development of two points, so attaches great importance to this cooperation.　　So, by the modern group Integrated Business Co., Ltd. Minister of Electronics, Chen Bingzhe led the Guangdong South China Sea negotiations. The first and most important principle of the negotiations is the question of control. At that time, the ROK proposed to be a joint venture company's major shareholders.　　I really do not want to, but did not directly rebuffed. I said that since both sides are interested in setting up joint ventures, the aim is common--making money and succeeding are the things that both sides are pursuing together.　　Whether the major shareholders or small shareholders, the joint venture is the most important thing, the modern group is not a big stock, but it is meaningless to make big shareholders lose money. This, the South Korean side expressed recognition. Chen Bingzhe The second, to find a non-commercial interface: As the first large enterprises in Korea, with Zhi Gao such a small company, if not a major shareholder, will have no face.　　I countered by saying that, in fact, the success of the joint venture is the most face-saving. Then, South Korea further tempted to say that if the joint venture can become a major shareholder, the Korean government will have a certain subsidy to the project. I cannot accept this reason. The subsidy is HanThe government to modern, zhi high cent also get no money, no reason to let the modern subsidies, to aspire to sacrifice benefits.　　At this time, I showed my highest principle, cooperation should be based on a fair basis, who out of the money, who should be big shareholder, which talent is outstanding, should be the general manager. As a result, the negotiations entered a second phase, the two sides began to bid real gold and silver. Unexpectedly, modern group come up to use own "modern" brand shares.　　Chen Bingzhe said that the modern brand value a lot of money, the South Korean natural to occupy large shares. See the other side carried out the brand, I also put Zhi high brand out: "I admit that modern is a big brand, but that is in the field of automotive manufacturing." In the air conditioning manufacturing industry, my output is dozens of times times larger than yours, quality, experience, market, are modern no way to compare, so, Zhi Gao professional brand should be more valuable. "By this time, I basically understand that the Korean side does not want to pay."　　So, against this point, I made it clear that the Korean side out how much money to share, I will be more, is to become a major shareholder.　　Showed an oath to be a major shareholder's attitude, I further pressure the ROK, put forward a special idea: the joint venture company should ensure the interests of small shareholders, regardless of the company profit and loss, small shareholders should be Hanlaobaoshou, while the majority of shareholders to bear more obligations, earned to be proportional, the loss of the burden alone. South Korea to listen, simply can not accept, said that there is such a truth. I smiled and said, cooperation is the two sides to talk about. Other people's reason is other people's, our cooperation, as long as we both sides are willing, on the line.　　And patted the chest said, I dare to sign such agreement, I big shareholders, to ensure the interests of the modern, loss of my. In fact, put forward this condition, I am sure, after all, Zhi Gao has been in China's air-conditioning market for several years, grasp the ability to profit or loss.　　And South Korea arrived, originally is a layman, one want to borrow Chi Gao into the field of air conditioning, is two eyes a smear, naturally dare not to have this commitment. There is no way to the stake, South Korea had to turn to ensure control of the general manager candidates. I said, the general manager do not choose, simply the two sides of the game. Everyone out of a person, who professional, who is outstanding, who is sure to do a joint venture, who will be the general manager.　　China is my participation representative, you send people. The remark, the Korean side thoroughly dumbfounded. Finally, the two sides reached an agreement, the Korean side out of the brand-the modern brand in China, the right to use trademarks, relationship resources, the joint venture company 40% of the shares.　　Soon, the JV company successfully launched the modern air-conditioning. Do not look at this negotiation process twists and turns, in fact, from the beginning of contact to the final signing of the Conference, before and after only 15 days, I have only met with the top of the other side of two times.　　The third time we sat together, it was the press conference. The 15-day negotiation has achieved a well-functioning air-conditioning manufacturing enterprise.　　To sum up, I think that the first thing to negotiate is to recognize yourself and recognize the situation. Second, negotiation, cooperation is not a monolithic, many final conditions are not originally conceived, the concession to concessions, but should not give way to the place mustDon't give in, stick to the rules.　　So, do anything, can not underestimate themselves.　　(Interview, Zhang June) Li Xiaobai Small project chased 2000 km oral | Silk Model organization Chairman Li Xiaobai the most important and tortuous negotiation in my life was the first order I took for silk, at which time, silk was at the lowest point in history. Silk is the predecessor of the "Textiles national Team," the status of the establishment of the Chinese fashion performance troupe.　　In the summer of 1998, one of Silk's founders and a pillar was founded, and nearly 10 business leaders followed along. As Vice president of China Garments Co., Ltd., and also silk general manager, I was pushed to the front.　　Officially took over silk after I found that the silk is simply a mess, held a large event, the company only left 6000 yuan, but also to overdue a hundred thousand of Yuan. That year's Chinese costume week, silk an order also did not receive. In order to open the situation, I found at that time, one of Beijing's top ten women's brands, "Vanessa" general manager Cao Min for help. Owing to her sensibilities, she promised to give silk some orders for the show.　　But before, "Vanessa" chief designer Zhao Wei has expressly refused to cooperate with silk, to get silk "earthquake" after the first project contract, must take Cao Min Changfang to get through Zhao Wei this pass. At that time, I was in Shenyang meeting Zhao Wei about good, he came to Beijing, I went to the airport to meet him later talk. Unexpectedly, Beijing even the next two days of heavy snow, aircraft can not be normal landing. As a result, the meeting was changed in Shanghai.　　When I arrived in Shanghai overnight, Zhao Wei was in Hangzhou and presided over a meeting. I immediately decided to chase, to Shanghai friends borrowed a car overnight to Hangzhou. Pianqiao, Hangzhou under the fog, visibility is very low, the road is very bad. And the "double whammy", the car broke down halfway, no way, I had to wrap the coat, the biting night wind carts. I thought, "Why do I have to come to this crime?" After chasing someone else three days haven't seen, even see, also don't know what to talk about. "Whether in the Ministry of Textile department or in the Service group, I am also a bureau-level cadres, the original is" other people ask me ", now become" I beg others ", the fate of why I walked this way?　　Is this the right way to go? Painstakingly chasing customers this way, I completed the mentality of the metamorphosis. Take over Silk is the organization of the arrangement, learning Engineering, I was not interested in the model business, and even some resentment.　　But now that this arduous task has been received, the guilt of the subject is to be suffered. The hotel that arrives at Zhao Wei is 3 o'clock in the morning. See Zhao Wei, my first sentence is: "Please believe me."　　Tired, anxious, look forward to the eyes with cold red hair, sticky pants, I guess I was the appearance of the Zhao Wei moved, he said I did not think such a small project really let me Chase ran 2000 kilometers. Now it seems that the next content is not even like a negotiation, the first time I do party B is obviously not professional: I did notWith model data, no choreographer program, and no production plan, only some preliminary ideas, I do not even have the bottom line, as long as he is willing to give the job to us to do on the line. That announcement was really not a big list, but it meant a lot.　　I need to tell the industry that there is no end to the new ideas, but also to survive.　　Perhaps three days of catching up let Zhao Wei to me, he returned to Beijing and our choreographer communication, it was confirmed that the conference can be handed over to silk. There is a saying in the negotiation table that "the sale cannot be made", and that the negotiation is a weak one.　　In that case, I can only rely on perseverance and sincerity. (Interview | Sinorama reporter Xiu Siyu) Wang Qindai We are the youngest to dictate | Big Head wireless Chairman and CEO Wang Qindai left Asiainfo for the first half of 2000 years, I and several venture partners to judge, wireless internet will have a broad market space, so team into the Friends Starkon (formerly UT Tatsu Kang part) and realize MBO,　　That is the later friends of China century.　　Six months after the venture, we met the first big challenge-a negotiation with China Unicom. At that time, China's communications industry is facing the transformation and upgrading of industrial chain, the need for a mobile value-added Internet software platform.　　Ownership of the platform is unusual for every telecom-level solution provider.　　At that time, including HP, IBM, Motorola, Lucent Technology, Huawei, ZTE, Neusoft and other domestic and foreign communications giants, a total of 11 companies to participate in competition, we are the smallest.　　What makes us feel stressed is that large companies are invited to foreign laboratories experts to speak, and our entrepreneurial team, although most of the backbone from At&t, Lucent Technology, Nortel Networks and Cisco and other world-renowned communications companies, but the past on behalf of the company and operators to deal with the feelings and experience, and entrepreneurial when there is a huge gap. "Who are you and where are you from?"　　"We often face this challenge. I remember that for this project, almost all of the company's staff were preparing for the day and night just to make a good impression on Unicom in the first round. But when we have 6 backbones around "What can we do, what benefits can be brought to China Unicom chief Engineer (then the head of mobile data business) confidently show PPT, and detailed introduction of the program, the other side said:" Such a scheme, many companies have introduced to us, we feel that there is no big difference , we are not interested. "All of a sudden, 6 of us are a bit of a monk. After a pause of about 4 seconds, I immediately said to the chief engineer: "I think there are 5 different points."　　First of all, this system has been in North America has done a similar case, our chief engineer and team have more mature experience; second, we do the local Chinese, big companies rarely have such energy, time and concentration ... After listening, the chief engineer gently said: "Oh, that may be more characteristic of you, we consider it."　　"The door to cooperation is easy to open. In the next part of the negotiations, the other side of the feedback is: we are telecommunications-grade services, generally do not use small and medium companies, the service, theThe attitude of responsible to consumers is to cooperate with mature large companies.　　For this reason, we cannot refute it. But we judged at the time that it was not enough to impress the unicom with indomitable sincerity.　　In order to achieve the "highest level of project", only through face-to-face elaboration and recommendation of products and the value of the proposal is not realistic, because no, everything is on paper. Based on the work experience of a core team of large telecom-class companies around the world, we analyze, if the big companies that compete with us want to undertake this project, must undergo the complex approval process, sometimes a big project from China to Asia-Pacific, to the United States or Europe Research and development department toss a lap, it may take more than six months.　　Now, Unicom needs a quick response, is to make a practical system to test immediately. After repeated discussion, we believe that only the time difference, focus on the system to do a bid, is our killer. Therefore, we propose to the unicom, to all bidders for three months, each free to do a system to see whose system can provide real quality service.　　Unicom responded. Next, it is harder to fight day and night, 3 months, most of the foreign giants gradually withdrew, because it does not conform to their process, which professional managers are not at the first commitment. 3 months later, only two companies remained in the competition. Then, another round of competition, Unicom let both of us use 50,000 user test system.　　Until the Lunar New Year 29, received feedback that unicom to our system test results more satisfied, let us stay to continue service.　　At this point, we finally won the business.　　We later concluded that for startups, the most important thing is to accurately position, to know each other, in the negotiation process let the other party feel that your advantage is needed and irreplaceable. (Interview | Sinorama reporter Sun)