Seven hundred and fortieth chapters horizontal and stunned
The first negotiation ended very quickly. It was not that it was efficient, but it was stuck. It got stuck as soon as it started.
There was only one reason. The other party's negotiator, Winter, offered a price that was 20% higher than the market price.
The reason given is simple and crude. It is our first time to cooperate and we don’t know your strength.
Lin argued hard, but Winter simply shrugged, expressing his helplessness.
He came up with a sap and knocked the confident Lin unconscious.
Qiu Xiaoyou quit and stood up to speak: "Mr. Winter's decision is equivalent to pushing the customer out of the door. Let me first introduce our payment method, and pay 70% of the payment in advance. After the equipment operates normally,
Pay the remaining 30%.”
"Ms. Qiu, this is not enough for me to change my decision." Winter's attitude remained the same.
Qiu Xiaoyou kept smiling: "You are competing with Nikon for the dominance of the next generation of lithography machines. We will purchase four of your latest models at one time, and at the same time place an order for eight of the next generation equipment, and pay a certain amount in advance.
Prepayments."
Qiu Xiaoyou decided on the way to talk with money after consulting Fang Zhe. After all, capital is very weak in the face of profits.
As expected, after Qiu Xiaoyou finished speaking, Winter was silent for a few minutes, then spread his hands and said, "I'm sorry."
Qiu Xiaoyou didn't expect that things would develop to this point, so he turned to look at Fang Zhe, who had been smiling silently.
Fang Zhe was silent, and when everyone's eyes focused on him, he said calmly: "Let's get here first today."
Back at the hotel, Lin stamped his feet angrily and cursed: "How can this be done? How can this be done?"
Fang Zhe smiled: "Isn't this normal? European and American countries have always done business with China. If you get angry, you are playing into your own hands. In this way, there is nothing else to do today. Let's go shopping together."
Seeing that Fang Zhe was not anxious at all, Lin and Qiu Xiaoyou were not so excited.
We took our bodyguards with us, and the three of us went out in a car arranged by the hotel. There really wasn't much to see in the city of Einhorn. We first visited St. Catherine's Cathedral, and then went to the Philips Museum.
Eating is a big problem in Europe, and of course this is specific to Fang Zhe. He really doesn’t like Western food, so he had his last lunch at a Chinese restaurant on the roadside. The price was extremely expensive. It’s not that the boss is evil, it’s this
That's the price.
During this period, the bodyguard reported a situation. Someone had been staring at them. Fang Zhe said that he didn't need to worry about it and just followed him.
After playing for a day and relaxing, it was still early to return to the hotel, so Fang Zhe went to the gym and ran for an hour.
When Qiu Xiaoyou and others came over, Fang Zhe still looked normal, no one knew what he was thinking.
At the dinner table, Lin couldn't help but ask Fang Zhe: "How should we deal with it?"
"Let's talk normally tomorrow! We can't talk anymore, this is a job that requires patience." Fang Zhe finally gave an attitude.
What does normal negotiation mean? Could it be that the morning's negotiation was not normal? Lin was a little confused, but he was an old man, so he didn't have to worry about making a decisive decision. He just did as the boss told him.
The negotiations continued the next morning. At first, everyone still greeted each other politely, but after sitting down, their attitude changed.
Winter still insisted on yesterday's argument, saying that he had the authority and could only accept this price, otherwise he would rather not sell it.
Lin and Qiu Xiaoqi spoke next, and their attitudes became less gentle. Especially Lin, who almost threw the coffee cup in his hand. Winter was like a stone in a pit, smelly and hard.
In the end, everyone still looked at Fang Zhe, and what they got was a plain sentence: "Then so be it."
After saying that, Fang Zhe stood up and stretched out his hand towards Winter: "Farewell!" He didn't look angry at all, nor did he mean to be unhappy.
This time, everyone was confused. Say goodbye? What does this mean?
Fang Zhe told everyone with practical actions, it was very simple and literal. Back at the hotel, Fang Zhe called the full-time manager of Citi and asked him to arrange a charter flight to Switzerland and arrange accommodation. Fang Zhe was going to Switzerland for two days.
When it comes to fun, Switzerland is definitely more fun than the Netherlands, but of course Lao Shepi doesn’t think so.
Qiu Xiaoyou also complained: "Why are these people so arrogant in their negotiation attitude?"
Fang Zhe responded with a smile and said: "Isn't this a normal thing? Anything we need but can't produce. European and American countries sell it at the highest price possible. There are some things that you can't do without buying. In the end
It can only take one stab. But how can I put it, many companies in Europe and the United States will fail and sink completely in the face of competition from the same companies in China."
"It's too outrageous! I still feel uncomfortable!" Qiu Xiaoyou felt that the three views have been subverted. Isn't it a free economy?
"He bullies others, but I bully mine!" Fang Zhe smiled, very calmly.
When Winter learned that the negotiating team was packing their luggage, he showed disdain and pretended to be pretentious.
But the next moment, when a group of people took a car to the airport, Winter was stunned. Is this really going to leave? If I go, how can I explain to the board of directors when I get back? Yes, from the intelligence point of view, Qiu Electronics is doing memory
Yes, but the chips are purchased. Qiu Electronics only has the sealing and testing process to create a brand. From existing models to scheduled models, this is twelve units.
The key is that ASML needs others to support their new technology development more than anyone else. Historically, Nikon has also made breakthroughs, but a little slower. After mastering the new technology patent ASML, which constitutes a patent barrier, Nikon wants to turn around, but has no chance.
Already.
The battle between dry and wet processes determines the right to speak in this industry. Although the Japanese still have many unique skills, on the whole, after the failure of the battle for photolithography machines, the Japanese semiconductor industry, led by Nikon, has declined.
But what the ASML people don't know now is that they need orders from others to boost the confidence of buyers and the board of directors.
When Winter called back, Lin said somewhat cheerfully: "What the boss means, everyone should calm down and talk about it next time. It's a rare trip to Europe, so the boss decided to go to Switzerland for a week."
Winter hung up the phone and stared at his desk in a daze. What does this week mean? Could it be that if he doesn't change his attitude, the real boss, Mr. Fang, will completely abandon ASML and switch to Nikon?
If this really happened, Winter felt that he would have to spend some energy explaining it to the board of directors.
Switzerland is a landlocked country. Traveling here is just to see the scenery and enjoy the so-called tranquility like a paradise.
These are all literary terms. The real feeling is that the scenery is not bad, but you will get tired of it if you see it too much. Skiing is still very fun. The high-speed wind cutting the surface is very exciting.
Fang Zhe is a beginner when it comes to skiing, so after two days of skiing on the not-so-difficult track, he quickly became bored again.
There really isn’t much to do in this small country. I couldn’t stay in Fangzhe for four days. If I want to see the scenery, why don’t I go back to China to see it. It’s such a big country with diverse topography. Is there any scenery I want to see?
Ah? Is it that Zhangjiajie is not fairy-like enough, or is the solitary smoke in the desert not magnificent enough?
There was nothing he could do, so Fang Zhe still waited patiently. A week finally passed, and the happiest person was Qiu Xiaoyou.
On the morning of the last day, Fang Zhe picked up his cell phone and was about to book a charter flight and leave, when there was a knock on the door.
When I opened the door, I saw it was Lin. He whispered excitedly: "Winter called. I hope we can talk again."
"Well, you go and talk with Qiu Xiaoyou. You are sure to sign the contract. Wait for a day and wait for me to come over." Fang Zhe thought for a while and explained. Lin left excitedly, and Qiu Xiaoyou, whose face was glowing, said regretfully.
: "Oh, I have to leave."
Fang Zhe held his waist and said, "Then go quickly. I only have one pair of waists. When I wake up in the morning, my face looks much worse than before."
Hahaha, Qiu Xiaoyou laughed loudly and went to pack his luggage. The two of them took the negotiation team and took a flight back to the Netherlands to continue the negotiation.
Fang Zhe took his bodyguard team and flew directly to Italy. If you want to talk about cultural heritage, in Europe you have to look at Italy and Greece.
Fang Zhe played patiently for three days and finally received a call from Qiu Xiaoyou: "The other party is very determined and will increase the price by 10% and refuses to back down." Fang Zhe was silent for a moment: "Wait until I come over.
"
When he saw Fang Zhe again at the negotiation table, Winter felt very uneasy. The boss was young and seemed calm, but he was actually very tough. With him on the negotiation table, things might go back and forth.
"I can understand Mr. Winter's difficulty. Let's do this. We will reserve ten units of the new model and pay US$200 million in advance, but there are two additional conditions." Fang Zhe did not discuss the price, so Winter thought we could continue.
Talk: "Please speak."
"The price of new models must not exceed five percent of the purchase price from MCMC and Samsung. The liquidated damages are ten times the advance payment. We can be last in line for the delivery date, but we cannot delay it for any reason.
The time from the start of shipment to the delivery to us must not exceed one year, otherwise it will be regarded as a breach of contract by your company."
The three conditions didn't seem to mention a price. Winter immediately became energetic: "Please wait a moment!"
Then he went out and made a phone call. Ten minutes later, Winter came back with a happy smile on his face: "Mr. Fang, the price of the first batch of four devices is no longer controversial, right?"
Fang Zhe smiled and nodded: "Of course!" Winter extended his hand: "It's a pleasure to cooperate. Can I prepare the contract?"
"Of course, you can also prepare a ceremony. I think this ceremony will help boost your company's confidence."
The two looked like good friends for many years, chatting happily and hugging each other.
The efficiency of ASML was unexpectedly high, and a signing ceremony was arranged the next day. The teams of both parties had a word-picking battle on the contract overnight, and after finally confirming that they were both acceptable, the contract text was reached.
The only change was that Fang Zhe was not present at the signing ceremony the next day.
Winter was confused and asked Qiu Xiaoyou: "Why is Mr. Fang gone?"
"It was urgent, so I chartered a flight back to China overnight." Qiu Xiaoyou explained. She was also helpless and felt that Fang Zhe was making a fuss out of a molehill.