Post 80S Girl Entrepreneurship: A Negotiator Under Difficult Circumstances

How to make wings grow out of difficulties.

I am born after 80, and they say that the most prominent feature of the post-1980s is self, the most responsible generation, the ignorant generation, the most selfish generation and the most rebellious generation.

I am not only an entrepreneur, but also a foreign trade person. I am currently the chairman of RT Limited by Share Ltd, and I am engaged in foreign trade and cooperation in the field of toys.

In the past seven years, I fell and climbed up in this line and set up my fortune.

It has been realized that entrepreneurship and foreign trade are like jumping a cliff, or you will fall to pieces, or you will be forced to grow wings in the process of falling down.

Looking back at the dribs and drabs of the road are familiar to my eyes, just like what happened yesterday.

Seven years ago, I was a 21 year old girl who had just graduated from university and was assigned to a very good research institution in Beijing.

Looking at the colleagues around me, complying with the status quo, lazily mixed up with the sun, sleepless night, thinking for a night, second days, he submitted his resignation letter to the leader, left a unit with a backpack, and began my South Road.

In Guangzhou, I met the first collaborator in business, solemn. I rented a private house with him and started a difficult way to start a business.

Like many entrepreneurs, hardships are full of hope.

Fearless, we choose to open up the international market and carry out technical tackling and market tackling for the European and American markets.

However, when we finished the technical research, we found that we had no financial resources to support the industrialization of technology.

But when I tried to contact the top multinationals in the industry through the Internet, I was surprised to find that the executives of these multinational companies all flew to the mainland to cooperate with us in negotiations.

After several rounds of negotiations over the past few years, I would like to share some points with you, hoping to be helpful.

First, how to make good use of the law.

Initially, I needed a successful cooperation to bring development funds and related resources to the company.

Although these multinationals have expressed the intention of cooperation, they are doing things in an unhurried pace according to their company's running rhythm and deliberately lowering prices.

At first, I had no experience in negotiation.

Decided to adopt a strong strategy - a letter to A's CEO, which is more forceful in terms of language. It generally expresses this meaning: technically, we are definitely the world's leading company, and you can't find second such teams in China.

If we do not accept the price, we can not reach this cooperation, because we have also discussed with B company.

Who knows that the CEO simply ignored this set, he replied in reply: Thank you, at present, your company is still small in size, do not have the relevant qualifications, if you are interested in contacting me later.

In the future, you will invest in VC, and you can also explore different cooperation plans if you still need funds.

After receiving this letter, I knew that I had lost in the negotiation. I have blocked my retreat. The conditions I have opened are unlikely to be reduced. If I look for the CEO again, I will prove that we must have some problems.

This makes it easier for the other person to think that we are asking for a big price at the beginning and will be controlled by others later. But the other side still has the possibility of continuing to explore cooperation for himself, and can enter, attack, retreat and defend.

This challenge is self defeating under untimely circumstances.

Two, the government's background should not be shown.

The lessons of the first negotiation failed to bring me the second negotiation success, two months later, with another foreign country.

However, this negotiation is just like a sinking stone, and the other side has not replied for a long time.

I am very puzzled that the whole pace of negotiation is me.

Afterwards, I tried to communicate with each other through e-mail and international long-distance, but the other side was still interested.

There is no explicit reason, nor does it mean that it will not cooperate. It only shows that the company has not incorporated our cooperation with us this year.

Long wait for two months, puzzled.

Nor did he stop negotiations with other companies. One of them was CEO Joseph, a Chinese American.

After several contacts, I revealed my confusion and hoped that he could help me analyze the reasons.

After listening to his explanations, I realized that foreign enterprises attached great importance to free competition, and they believed in the ability of the market itself.

When negotiating trade with some large foreign enterprises, do not easily say that you have a government background. Otherwise, foreign companies will think that you have obstructed the principle of free competition and refuse to cooperate with you.

A foreign trader flaunting his government background is also a lack of confidence in himself and his products.

In 2007, the toy market in China was gloomy. In August 2nd and 14th, the world's largest toy manufacturer Mattel Inc (MattelInc.) recalled 967 thousand children's toys and 18 million toy products. The reason is that the lead content in the toys used is over standard (4900ppm), and the company's Foshan Lee Der Toy Co in China's foundry has been completely shut down and the products are banned from the export by the AQSIQ.

The incident caused the international toy market to doubt or even fear the quality of "made in China".

Many toy factories are closing down.

For a time, the export of China's toy industry was dominated by OEM exports.

This incident brought us great pressure to negotiate with foreign businessmen. Facing the doubts and concerns of the other side, we took advantage of ourselves, while ensuring high technology level, adjusting and lowering the price at the same time.

At home and abroad, when the Chinese toy industry is declining, the foreign businessmen have different opinions about our high-profile announcement to enter the toy market abroad.

Although we have concerns about the negotiations, we have repeatedly demonstrated scientific test data and frank and effective communication.

Finally, they signed a long-term cooperation agreement with us.

When China's toy market is surrounded by songs, stopping and winning are all our own choices.

Government background can not be a bargaining chip for negotiation and cooperation, it depends on excellent products.

Three, honesty will make the other party very practical.

When large companies abroad are looking for partners, they often have a system of examination and approval.

Generally speaking, the representatives from the Asia Pacific region come first to inspect and then make a decision.

In the early days, I was excited for a while when I learned that the US nask listed companies were coming to visit.

But then we worry again. Because our company is too small, we are worried that the scale and qualification will not get the respect of the last party.

But time is running out. We can only use our existing offices for entertainment.

A representative of Hongkong, a New York based evidence exchange, was inspecting (seniormanager).

Because there was no financial support at that time, we simply cleaned up our office area (a private house) as our reception room.

Upon arrival, we appreciate our products and technology.

But when the other side went to the bathroom, an embarrassing thing happened - the toilet in our office was very easy to decorate, causing the other side to flush a lot of money, in the bathroom, a long time to come out, come out when the red neck is rough.

Later, I accompanied the representative to another partner company.

On the road, the representative suggested that our office environment is too simple. If their boss comes to visit the negotiations, I hope we can have a good place for business negotiation.

However, our products and technologies are very competitive. He will still recommend us as their technical partner in this field.

When the other company CEO came to negotiate, we hired a business conference room in Beijing's prosperous business district.

When the old American CEO came with the president of the Asia Pacific region and CMO, we did not have any problems in the business reception.

But I am still very honest to tell each other that we are in the start-up stage. The current conference room is for us to rent, in order to respect them.

The meeting was uneventful, and both sides were emphasizing their respective advantages.

The US side says how many products they sell every year and how many billon they sell annually. I am emphasizing that our technological edge is ahead of the world.

However, the intention of genuine cooperation is not explicitly given by the other party.

They proposed to visit our R & D laboratory.

I pushed them to our R & D lab (a garage), and the real embarrassing thing happened. Because our chairs were bought in the wholesale market, the quality was not very good. The CEO's body belonged to the wide body and fat type. When he sat down, he took our chair off the shelf and he fell to the ground.

When I thought these would destroy the outcome of our negotiations, I found that the interest of CEO was even higher than that at the beginning of our negotiations.

He visited our more than 100 square meter room with great interest. The detailed details of our DEMO products were appreciated and our products were appreciated.

What surprised us even more was that he signed the BO list at once.

When we went to the bar to celebrate in the evening, the CEO told us about his experience of starting a business 12 years ago, and missed his garage history.

He said that our honesty made him feel steadfast.

The details of the negotiations are important, but businessmen are more respectful and honest.

The quality of integrity creates the brand of integrity. If we do not speak frankly at the Executive Hotel negotiation, the other party should have doubts when visiting the R & D laboratory.

Small scale is not the reason why we should be self abased. Because when the other side flew to China to negotiate with us, it must be with great sincerity and had done enough investigation before. We have no reason to be dishonest.

It turned out that the crude R & D lab and the poor chairs did not block the decision of the other side to sign the list.

It is our honesty that makes them very dependable.

All the way to today, I am very happy, my young shoulders can finally grow their own invisible wings, I believe it can take me farther and farther, higher and higher.