Interpretation Of Aokang Case

In 2002, Aokang The shoe industry has just emerged, and we hope to cooperate with foreign multinational shoe manufacturers.

GEOX ranks first in Italy Casual shoes Brand. At the beginning of China's accession to the WTO, Geox focused on China and intended to establish the largest production base in Asia in China. Since 2002, Mr. Polegato, President of Geox, has begun to conduct market research in Asia. Finally, Aokang set its goal at seven shoe companies in China, among which Aokang Shoes is inevitably financially weak.

At that time, Polegato's trip to China was very full. Whether to go to Aokang for field inspection was unknown, let alone the successful signing of the contract. Although Aokang's psychological expectation of successful cooperation with Geox is extremely low, their purpose is to pay 100% efforts to capture even 0.1% of the success opportunity.

Aokang welcomes Polegato The delegation made careful preparation and planning. In order to make the negotiators feel at home, Aokang has set up a reception team headed by the president to draw up a thorough reception plan. From Miss Etiquette to Polegato, the negotiator who just got off the plane The whole process of the flowers, the choice of negotiation place, the arrangement of negotiation time, and the reservation of the hotel where the guests stayed was carefully planned and specially arranged by Aokang. The whole process makes Polegato impeccable.

There are two episodes:

President of Aokang Wang Zhentao After an hour of meeting with Polegato, President of Geox, the staff of Aokang Shoes presented Poly Gatu with a small colorful tumbler digital photo frame as a business gift. The picture in the frame is just the picture of Wang Zhentao and Pauli Gatu having a pleasant talk. Polegato was deeply impressed by the efficiency of Aokang Shoes and the new ideas in details.

During the negotiation, Wang Zhentao gave Mr. Polegato the Qingtian Jade Carving of "Happy Birthday", implying the perfect cooperation between Aokang and Geox. In the fierce negotiation process, people's stereotyped subconsciousness of "the negotiation table is like a battlefield" was opposed, and the sincerity of cooperation was expressed. The two sides of the negotiation established friendship and goodwill.

After returning to Italy, under the strong advocacy of Polegato, Aokang Shoes officially started to cooperate with Geox, and became a famous shoe manufacturer in China. This pleasant cooperation has also become a classic case in the Chinese shoe industry and business circles.

After all, negotiation is not for making friends, and the time spent by negotiators on contacting feelings is always limited. Gifts are undoubtedly the best way to win the friendship and goodwill of the negotiation opponents with less cost. Then the choice of gifts naturally becomes the top priority. Expensive and luxurious gifts have long been commonplace, and even give the other party the feeling of opportunism, leading to adverse effects.

Let's look back at the role played by two small gifts. How did the photo frames and jade carvings worth only a few hundred in total contribute to such a large cooperation project? Gifts are just a projection, showing the tip of the iceberg of Aokang Shoes.

Present pictures of the meeting scenes during the meeting as souvenirs - novel thinking;

Be able to take out the meeting photos within one hour of the meeting - fast and efficient;

During the negotiation, give jade carvings with a meaning of happiness - treat each other honestly;

Be fully prepared for opportunities with low probability - never give up and be meticulous.

These are the places that really impress GEOX, and gifts are just their carriers.

With the increasing emphasis of the state on private economy, a large number of small and micro private enterprises have emerged in China. For these enterprises, the market is the lifeline. Only with a positive corporate culture can we ride the wind and waves in the increasingly fierce business war and stand still. In this regard, Aokang has set a perfect example for us 10 years ago.