A Mar­riage Metaphor that Saves Busi­ness

储吉旺谈判有巧

Special Focus - - Contents - By Yang Dong­biao

Yang Dong­biao 杨东标

Mr. Wil­liam was a shrewd busi­ness­man who came to China very often and called him­self a “China hand.” He had been do­ing busi­ness with Ruyi Com­pany for sev­eral years, and they had a friendly re­la­tion­ship. This time when he came to talk about busi­ness in 2013, he got straight to the point. “We have been friends for many years, so let’s be frank with each other,” he said. “Ac­cord­ing to my in­for­ma­tion of this in­dus­try in China, your com­pany’s Xilin truck is not as good qual­ity as that of an­other com­pany that I know of, yet it sells at a higher price. This is some­thing we need to con­sider se­ri­ously. If your com­pany could lower the price a lit­tle bit, we can be op­ti­mistic about our busi­ness re­la­tion­ship next year.”

Chu Ji­wang got his point im­me­di­ately and knew ex­actly Wil­liam’s in­tent of low­er­ing the price. He didn’t agree, though, about the qual­ity is­sue Wil­liam had men­tioned. Xilin was very strict with its prod­uct qual­ity and had been en­joy­ing a good rep­u­ta­tion with for­eign busi­ness­men.

In Oc­to­ber 2002, Ruyi Com­pany ob­tained three high- level in­ter­na­tional stan­dard cer­ti­fi­ca­tions, in­clud­ing ISO9001 ( qual­ity), ISO14001 ( en­vi­ron­ment) and GB/ T28001 (oc­cu­pa­tional health and safety). In 2006 and

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