1987: Sleepless Tonight

"Such a partner should not let go. Letting go will be a huge loss for KFC. At the same time, it will also take the initiative to send Mr. Lu Haolu to the hands of our competitors. This is a very dangerous situation for us. Something.”

"If you don't agree to cooperate with Mr. Lu Haolu, I will call the headquarters, send a fax, or even fly directly back to the headquarters to convince them personally."

Kevin was very excited and very determined.

Mr. Lu Haolu!

He also changed the way he called Lu Hao, from Boss Lu to Mr. Lu. Calling someone Mr. most of the time has two meanings. One is because he is not familiar with him yet, so he calls him Mr. to be polite, and the other is out of respect. I respect this person so I call him Mr.

And now Kevin calls Lu Hao Mr. Lu out of respect for Lu Hao.

After saying these words, Kevin handed the documents in his hand to the foreigner next to him.

The foreigner opened the information with curiosity. After reading it, his expression was similar to Kevin's. Then the document was passed to several other people.

Including Fang Bilong, who also read the documents.

After several people read the information, they all showed surprised expressions and did not speak. When Fang Bilong finally read the information, everyone's eyes fell on Lu Hao.

"Why are you all looking at me? You can tell me what you are thinking. What do you think of the cooperation information I wrote? This is a negotiation. Although we have a cooperative relationship, we must maintain it in the contract. You can raise any opinions you have regarding your own interests," Lu Hao said.

By this time, he had complete control over the negotiation table.

Even when faced with a few foreigners and a big brand like KFC, he was not afraid at all. These foreigners were sent to China to take charge of KFC affairs, and they were all senior managers of various departments of KFC. Their abilities were definitely not high. Weak ones, not to mention ordinary private bosses, even cadres from government agencies would not be able to speak well when they see these foreigners.

But Lu Hao sat casually, and his tone was neither slow nor slow, just right.

Most people have never seen foreigners and are afraid of foreigners. If they talk about foreigners with compatriots, they may not have a good word to say. They will criticize and scold the foreigners for what they have done to our nation in the past. But when they really meet foreigners, they will immediately start talking about foreigners. It will turn into a cat, stuttering when speaking, and having evasive eyes.

This is just like some people talking about women in a clear manner through letters or over the phone, but when they actually meet in person, they blush to the roots of their ears before they even speak, and there is no talk at all before the meeting.

But this is not the case with Lu Hao.

In the early stage, Lu Hao deliberately showed his ideas and established a first impression in the minds of Kevin and others. Now he firmly took the initiative with the specific cooperation plan in hand.

From a passive situation to a proactive situation.

These are all skills in the cooperative negotiation process. Through preliminary preparation, you can finally achieve the goal you want step by step.

"This cooperation plan is indeed good."

"My tone was a little impulsive earlier. I take back what I said before and sincerely apologize to Mr. Lu and Kevin, both of you."

Some foreigners took the initiative to apologize.

"It is a very novel idea to operate a business without starting from scratch. The method mentioned in Boss Lu's documents is indeed very feasible. It can not only ensure the quality of KFC products, but also the management will not deviate from KFC's philosophy. At the same time, it can give the partner relatively greater power, allowing it to be independent within the region, so that the products can adapt to the different tastes of different regions and be more in line with the food concepts and habits of the local people." Fang Bilong said.

Seeing this document, he admired Lu Hao even more.

He was originally able to be selected as the manager of KFC. He was happy and proud. Not many people could do this, but he did it. He walked with a sway, although it was not as impressive as that of the government agencies. You have status and background, but when you work in a foreign-funded unit, your status is not low either.

Moreover, the wages and benefits are very good. In addition, various places are attracting investment at the moment. All departments and leaders of government agencies are also looking for connections and seeking foreign investment. In this case, as a manager at KFC He was also very enthusiastic and felt the enthusiasm that he had never felt before.

But compared to Lu Hao, he is still far behind.

It is true that there are people outside the world, mountains outside the mountains, and heaven outside the sky.

“The main contradiction existing in our country, including many countries, at this stage is actually the contradiction between the growing material and cultural needs and backward productivity. As long as we find the root of the problem and seek solutions, then the contradiction will naturally It can be greatly reduced, people's living standards and happiness will naturally be greatly improved, and society will be more stable. This is a matter of politics and governance. In fact, the same principle applies to business. ." Lu Hao said.

"Especially in cooperation, when we cooperate, we should not have the mentality of cheating the other party, but should think about the problem from the other party's point of view. On the premise of protecting our own interests, we must try our best to consider the interests of the other party and let each other's interests be respected. Maximize the interests of both parties and allow each other to have room for development.”

"So, when writing this specific cooperation plan, I started from this idea, so that both parties are satisfied and both are profitable."

Lu Hao said it loud and clear.

However, this is indeed his thinking when writing a specific cooperation plan. He cannot always think about how to cheat the other party and only protect his own interests. He must also let the other party see that it is profitable, so that the possibility of cooperation will be higher. , and only such cooperation will be long-term.

He sought cooperation with KFC, not with the mentality of just getting out of the way, but with the mentality of long-term cooperation to contact and negotiate with KFC, Kevin and others.

"According to what is written in your specific cooperation plan, KFC is responsible for the location selection, construction, decoration, training of service personnel, and the procurement, transportation, storage, etc. of raw materials, all of which are also handled by KFC. Take charge." Kevin summarizes the key points in the specific plan.

In this way, one is to see if I have understood anything wrong, and the other is to pave the way for the subsequent discussion of specific interests and rights.

"In terms of advertising, KFC is the main focus on the whole. Within the scope covered by the partner, it is mainly the partner. As for the advertising costs involved, if the advertising is based on KFC, the overall advertising cost , the partner has to pay 3% of the cost. If it is an area dominated by the partner, the partner does not need to pay any additional advertising costs to KFC, and KFC will take the initiative to subsidize the partner."