When will I have a long tassel?

One does not want to do multiple-choice questions, but the other forces the former to do multiple-choice questions. The final decision of whether to do it or not is naturally the negotiation position they are in.

Short belongs to his own family and knows his own affairs, and he understands that if there is a competition of patience and chance, Botai will definitely lose. He hesitated for a moment and said: "Mr. Zhan, I'm sorry, I can't give you a clear answer yet. We are preparing to file a complaint with the EU on this matter and ask the EU to lift the order prohibiting Chinese companies from acquiring PATEO.

"But you know that the EU's decision-making needs to take into account the balance of various forces, and the forces we can draw on also have their own interests to consider. If the sale of PATEO does not bring enough benefits to these interest groups, they There is no incentive to state our views to the EU."

What he said was so tactful that Zhan Keqin actually couldn't react after hearing the translated content. Liang Zile had to explain a few more words to him, saying that what the other party meant was that if he wanted Botai to go to the EU to lobby, he had to offer a good price when the opportunity came.

After listening to Liang Zile's explanation, Zhan Keqin smiled and said:

"Mr. Short, I don't think we need to beat around the bush. Your company deliberately set up so many obstacles on the sale, just to raise the price. We come with sincerity and will not maliciously lower the price." Purchase price. But if your company thinks that we are determined to win and therefore asks for a high price, it would be wrong. We do not necessarily want to obtain PATEO's technology.

“In fact, PATEO’s technological advantages are only relative. In no more than ten years, PATEO’s current technology will become obsolete.

"If your company hopes to reach this deal, please throw away these unnecessary means and propose a reasonable sales price. We will discuss it on the premise of fairness and reasonableness. Otherwise, we can only say sorry to your company .”

After hearing Zhan Keqin's ultimatum, Short felt a little panicked, but his face remained calm. He said: "Mr. Zhan, please don't get me wrong. What I just said is true. The situation in Europe is different from that in China. When our companies do something, they still have to consider the social impact.

"As for the reasonable sale price you mentioned, we have asked a professional appraisal agency to make an estimate. All of PATEO's assets, including technology patents and brand assets, are worth 3.5 billion euros.

“Considering that the global economy is currently at a trough, and PATEO is indeed facing serious operational difficulties, and considering the friendly relationship between PATEO and Linji, we are willing to proceed with Linji at a price of 3 billion euros. negotiation."

"3 billion euros?" Zhan Keqin smiled, "Mr. Short, is this the reasonable price you said? And it's also a preferential price based on the friendly relationship between you and us?"

"I think this price is indeed relatively favorable." Short said bravely.

"Our expected purchase price is within 1 billion euros." Zhan Keqin was too lazy to talk nonsense and directly offered his asking price.

The psychological price that can be accepted when the opportunity arises is between 1.5 and 1.8 billion euros, and it is best to be able to close the transaction at the price of 1.5 billion euros. In order to give the other party some room for bargaining, Zhan Keqin should quote a lower price. But the value of PATEO is there. If Zhan Keqin opens his mouth and says 500 million euros, this is not negotiating, but provoking. After all, Linji is a big company, so we can't be so shameless, right?

"One billion euros is absolutely unacceptable to us! This is an insult to us!" Short said with an unhappy expression. He originally planned to act more angry, such as walking away directly, but unfortunately this deal was too important to Botai and he couldn't afford to gamble.

"Isn't the 3 billion euros that Mr. Short just mentioned an insult to our situation?" Zhan Keqin retorted.

"The actual value of PATEO is 3.5 billion euros, and we have already made concessions."

"Euro 3.5 billion is only a theoretical value. Many of the technology patents owned by PATEO are outdated, and there are not many patents that are truly valuable."

"Do we still have brand equity? PATEO's brand alone is worth more than 1 billion euros."

"You are talking about brand valuation in the traditional market sense. Today's market situation is completely different. In such an information age, the investment required to build a new brand is far lower than in the past. Today's users are Very forgetful." Liang Zile interrupted and threw a new idea to Short.

There is so much room for manipulation in matters like brand valuation. Liang Zile is a professional in the investment industry, how could he not understand the tricks involved.

"Even so..." Short was speechless. A fallen phoenix is ​​not as good as a chicken. Now it is Botai who is begging others to acquire it. He can only endure it no matter how much they find faults.

"At least 2.8 billion euros. Less than this number, we cannot explain to shareholders." Short took a step back.

"1.2 billion, this is our base price." Zhan Keqin also took a step back.

"At least 2.6 billion."

"1.25 billion."

"..."

Negotiations inevitably reached a deadlock. As the first formal negotiation between the two parties, such a result is not surprising. Negotiation is inherently a process of mutual understanding. Both parties will bring the negotiation situation back to their own companies for analysis and discussion, determine new negotiation strategies, and then enter the next negotiation.

"The Chinese people's psychological price is very low. I estimate it to be between 1.5 billion and 1.6 billion euros."

At the board meeting of PATEO, Short reported on his negotiation process with Zhan Keqin and made his own speculations. I have to say that his guess was quite accurate.

"This price is absolutely unacceptable to us." Executive Paulin became anxious upon hearing this, "They are taking advantage of the situation!"

"Everyone can see this." Another executive named Fruin said coldly, "But, Mr. Pauling, do you think there is anything we can do?"

"This is all the fault of the marketing department! If it weren't for the incompetence of the marketing department, how could the company be in such a predicament!" Paulin shouted angrily.

Facing the cauldron thrown by Paulin, Short didn't even raise his eyelids. At this point, it is really boring and stupid to argue about whose responsibility it is. He turned to Chairman Wardenberg and asked: "Mr. Wardenberg, how should we respond to the Chinese offer?"

"Of course I firmly refuse!" Paulin rushed to say.

"Then what?" Short glanced at Pauline and asked in a slightly mocking tone.

"Then... we can look for other acquirers. I don't believe it. Apart from the Chinese, can't we find other investors willing to acquire PATEO?" Paulin said.

Short said: "Dawes has contacted us and they are more interested in our global distribution channels."

"How much are they willing to pay?" Pauline asked.

Dawes is also a German machine tool company. Its current situation is slightly better than that of PATEO, at least it has not yet reached bankruptcy. It expressed interest in PATEO's distribution channels, perhaps wanting to use these channels to try again.

"200 million euros." Short responded calmly.

"How is this possible!" Paulin lost his voice.

"They only want our distribution channels, our technology patents and equipment, and they are not interested in it. Except for the sales department, they don't want employees in other departments." Short said.

Paulin's face was a little embarrassed, and he hesitated for a while before asking: "A few days ago, didn't it say that Someno was also interested in us?"

"Someno's asking price is 400 million, and he wants the entire company."

"Is there anything else?"

"China Linji Group's current asking price is 1.25 billion euros, and it is expected to add more."

"..."

Paulin was completely mute. Why did he turn around in a circle? Chinese people are still the most conscientious people.

In fact, the company has already analyzed this issue. Affected by the financial crisis, the global economy is in recession, but China is the only country that can maintain rapid growth, so the Chinese are the most interested in machine tool technology. In addition, European and Japanese companies have relatively high technical levels and have little interest in the technology patents owned by PATEO. Only relatively backward Chinese companies are willing to pay high prices to acquire PATEO's technology.

Therefore, if PATEO wants to find a buyer in Europe or Japan, it will definitely not be able to sell at a high price. Selling to Chinese talents is the best option.

But who would have thought that although the Chinese were interested in PATEO, they also knew how to take advantage of the situation, and the price they offered made PATEO extremely uncomfortable. Accepting this price is equivalent to a tearful sale, which is really unacceptable. But if you don't accept this price and keep PATEO in your hands, it will only depreciate day by day, and it may not even be able to be sold at this price in the future.

"What about other Chinese companies? Have you had any contact with them?" Fruin asked.

Short sighed and said: "We have been trying to find other Chinese acquirers, but as everyone knows, China is a very collectivist country. When it comes to cross-border mergers and acquisitions, they have formed a national will. Others Potential acquirers have been told to drop their bids for us, which means we either have to make a deal or go bankrupt."

"This is against international trade rules!" Fruin said.

Short shrugged: "So what, can we sue China for this?"

"It seems that the only way to add fire to the EU is to add another fire to the EU." Wardenberg pondered for a long time and said slowly, "Sholter, you continue to maintain contact with the Chinese and emphasize to them that we are very willing to We have reached a deal with them, but the pressure from the EU is also very strong, and we are working hard.

"As for Mr. Fruin, please find the media to hype up Global Peace Watch's demands, and at the same time find a way to let China see these reports. We want to send a signal to them, that is, there are many problems in this acquisition case. There are variables, and they are not guaranteed to win.”