Chapter 2 2. First throw out a condition that you know the other party will not accept, so as to reserve room for negotiation

Sitting on the spacious back seat of the Mercedes-Benz S600, Du Linxiang asked anxiously: "What happened to the metallurgical plant?" An Youqi replied, "Workers are making trouble. From morning till now, bricks and iron are flying together, and even the riot police can't get in." "No wonder Lin Zhengliang and Gao Mingyong have been whispering behind my back all morning." Du Linxiang murmured.After a pause for a few seconds, he asked again in a stern tone: "Why haven't you reported to me?" An Youqi said: "Today is the old man's funeral, and everyone dare not disturb you. I also heard that things are getting worse, so I have to tell you."

An Youqi went on to say: "Tao Xuefeng, the general manager we sent to the metallurgical plant, called for help early in the morning and said that he was beaten by a group of workers. He called again half an hour ago, and he couldn't even reach anyone." Du Linxiang's heart became more and more heavy.He stared out the window dully, but his mind had already flown back to Hezhou. Hezhou Metallurgical Plant is an old chemical enterprise with a history of 40 years.Six months ago, Du Linxiang embraced him through mergers and acquisitions. Hezhou Metallurgical Works was once a star enterprise in Hongxi Province. In the late 1990s, the company was listed on the Shanghai Stock Exchange and became the first listed company in the metallurgical industry in the province.But half a year after the listing, a corruption case broke out in the company, and the management team almost fell collectively.Since then, the operating conditions of the enterprise have declined year by year, and it has been in trouble.

Gu Weimin, a capital player from the south, bought Hezhou Metallurgy five years ago.Gu Weimin knew nothing about metallurgical manufacturing, and all he valued was the shell resources of this listed company.After entering Hezhou Metallurgy, Gu Weimin devoted himself to playing the game of capital transfer.After a series of shell-washing operations, the main metallurgical business was stripped from the listed company, and Hezhou Metallurgy was transformed into a technology-themed stock and was renamed Weimin Electromechanical.The headquarters of the company also moved from Hezhou to Shanghai.

In recent years, Weimin Electromechanical Co., Ltd. has continuously staged a drama of splitting and combining in the capital market, which dazzles the outside world.However, the original production base in Hezhou has become a forgotten corner.Businesses are struggling, with workers often not being paid for months. Talking about this period of history, Lu Youshun, the mayor of Hezhou City, always has a heartache.He once said in private: "The leaders at the time didn't understand economics at all, and they didn't realize the huge value contained in the shell of a listed company. Gu Weimin made Gu Weimin play Hezhou people like fools. Let him take all the benefits , and finally left a mess.”

The shell of the listed company has been taken away by Gu Weimin, and the only valuable thing left is the land of the factory area.The Hezhou Municipal Government made a bridge to allow Du Linxiang's Weitong Group to buy the Hezhou Metallurgical Plant from Gu Weimin and develop real estate on this land. The original idea was that the entire metallurgical plant would be relocated to the suburban industrial park, and a high-end community would be developed on the original site.The price of buying the metallurgical plant was quite favorable, but the government also put forward a condition for Du Linxiang - to solve the employment problem of more than 1,000 workers in the plant.

The relocation work has already started, but unexpected changes happened at this time! As the convoy drove into downtown Hezhou, the anxious Du Linxiang told the driver not to worry about the traffic lights, and rushed to the Daye Hotel next to the Hezhou Metallurgical Plant at the fastest speed.The Hezhou Municipal Public Security Bureau and other departments have established a temporary headquarters in the hotel to deal with the incident. Du Linxiang walked into the conference room of the hotel quickly, but Tang Jian, member of the Standing Committee of the Municipal Party Committee and director of the Municipal Public Security Bureau, showed displeasure: "Mr. Du, this is your company making trouble! I contacted you early in the morning, but you were late .”

The deputy secretary-general of the municipal government who was sitting on the side came out to smooth things over: "Mr. Du also has a special situation, and his old man is going to have a funeral today." Du Linxiang quickly asked: "I heard that the workers have surrounded the factory. How is the situation inside? Why can't I contact Tao Xuefeng I sent there?" Tang Jian took a sip of tea, shook his head and said, "According to what we know, Tao Xuefeng has been severely injured by the workers." "What? This is a human life!" Du Linxiang was anxious, "We should quickly organize our forces and rush in to rescue the person. Human life is at stake, and Tao Xuefeng must be sent to the hospital first."

The deputy secretary-general sighed and said, "Mr. Du, the workers are very emotional now. If the police force their way in, something might happen. Just now we called Secretary Tao and Mayor Lu for instructions, but they didn't dare to order hard work." Rush in." Tang Jian took over the words: "If you really want to charge hard, there will be fierce physical conflicts. Regardless of whether workers or policemen have casualties, I can't bear the responsibility." Lin Zhengliang, who was standing by the side, jumped up anxiously: "If the police are afraid of taking responsibility, I will transfer the company security. I will lead the brothers to rush in and must rescue the lunatic." Tao Xuefeng is Lin Zhengliang's loyal confidant in the company. Before and after, Lin Zhengliang affectionately called Tao Xuefeng a "lunatic".Now that his brother's life is hanging by a thread, how can Lin Zhengliang refuse to save him?

"Do you think our police are doing nothing?" Tang Jian responded unceremoniously, "Two groups of people are fighting under the nose of the police, but they want us to ignore it. You can figure it out! Now the anti-riot team has Guard the perimeter, and no one is allowed to act rashly." Du Linxiang also felt that Lin Zhengliang's idea was too reckless.No matter how brotherly you and Tao Xuefeng are, you can't do anything to make trouble at this time.Tao Xuefeng's life is of course important, but it is even more important to prevent the situation from escalating further.On this point, Du Linxiang and the leaders of Hezhou City have exactly the same idea.

Du Linxiang raised his head and looked out the window again. Thousands of people gathered in the square in front of the factory office building, and there were hundreds of people around.Banners reading "Weitong is a black-hearted profiteer, Tao Xuefeng get out" are everywhere in the square. Du Linxiang rubbed his hands and said, "It's not the same thing if we continue to be stalemate like this! The workers are arguing, and there must be some demands. Can you ask them to send a few representatives to communicate with each other." "Okay, let's wait for Mr. Du to talk to the workers." Tang Jian said, "Just now Secretary Tao called and said that the company should talk to the workers. This matter is a labor dispute. We can't reach an agreement. , the government can still come out to clean up the mess. If the government rushes to the forefront from the beginning, it will be passive instead.”

"They're all fucking people!" Du Linxiang cursed in his heart.When encountering difficulties, everyone hopes to hide as far away as possible. Half an hour later, four people came out of the factory. They were negotiators for the workers.The leader was Xue, the head of the security section of the factory; the other was Zhuang Zhiqi, the deputy director of the third workshop; the other two were veteran workers in the factory. As soon as the two parties were seated, Lin Zhengliang was the first to speak out: "Before the dialogue begins, please release Tao Xuefeng first. As far as we know, he has been seriously injured and urgently needs medical treatment." Chief Xue did not back down: "It's impossible! Even if we agree here, the workers on the square will not agree." Du Linxiang lit a cigarette, and said slowly: "You guys have difficulties, I fully understand. But no matter how much Tao Xuefeng has, it's still a human life. The common people know that human life is at stake! How about we all take a step back and send a few A doctor went in and treated Tao Xuefeng on the spot?" A few minutes ago, Du Linxiang gave special instructions to ask Lin Zhengliang to release him as soon as he came up.It would be best for the other party to agree, and if it doesn't work, they can settle for the next best thing and send a few doctors in to start first aid. After years of ups and downs in the business world, Du Linxiang has been tempered into an out-and-out negotiator.He knew that if Lin Zhengliang proposed a condition with little hope, it would not matter even if he was rejected by the other party. If he could propose a second proposal, the possibility of being accepted would increase greatly.This is called raising the bargaining chip and reserving room for negotiation! Section Chief Xue was also very embarrassed for a while, and turned to ask Zhuang Zhiqi for advice.I just heard Zhuang Zhiqi say: "That's fine. Although Tao is not a good person, saving a life is better than building a seven-level pagoda." Du Linxiang nodded with satisfaction.He is also full of confidence in his heart. When it comes to tit-for-tat at the negotiating table, these five big and three rough worker masters are obviously not in the same order as him. Du Linxiang chased after the victory and said: "Everyone, we are all colleagues now. There are so many people, and it is fate to be able to work together. What happened today is always because I, the boss, did not do my job well, and I must review what should be reviewed. But I heard that the whole incident started when Tao Xuefeng went to inspect the factory in the morning and found that a security guard was drunk during working hours. Tao Xuefeng immediately announced that the security guard would be laid off, but the security guard went crazy with alcohol and beat Tao Xuefeng. What I want to ask is, is it natural for security guards to drink alcohol during working hours? Tao Xuefeng, as a manager, should let his violations go unchecked?" Section Chief Xue and the two old workers were a little anxious, but they shouted loudly: "Do you still want to solve the problem today? The workers are still waiting outside, and we don't have time to listen to your lectures." Du Linxiang didn't mind the other party's rebellious attitude, and said kindly: "Of course I want to solve the problem. I just said something off topic just now." What I just said is naturally not off topic.This opening remark was the first weapon Du Linxiang sacrificed during the negotiation.He wants everyone to feel that the workers are primarily responsible for what happened today.The restlessness, sternness, and even eagerness to change the topic just now by Section Chief Xue and others just reflected that they were at a loss for words.Only in this way, the balance of the negotiation will begin to lean towards Du Linxiang's side. Unexpectedly, Zhuang Zhiqi, who was sitting by the side, said: "President Du said just now, and I want to respond. Of course it is wrong for security guards to drink alcohol during working hours. But anyone with a little bit of management experience knows that when facing a drunk, say Everything is superfluous. This security guard should be sent home to rest immediately, and then deal with it when he is fully conscious. Tao Xuefeng dismissed the security guard on the spot, and the security guard is very likely to make violent actions with the help of alcohol. From this, we can see how low Tao Xuefeng's management is." Zhuang Zhiqi went on to say: "Besides, the gathering of thousands of workers today is definitely not to fight against a drunken security guard. This incident is at best a fuse. The real reason is that after the Weitong Group acquired the Hezhou Metallurgical Plant, He has repeatedly done things that violate the rights and interests of workers and hurt workers' feelings. Everyone can't bear it, and in the end there is no need to bear it anymore!" As soon as Zhuang Zhiqi finished speaking, Chief Xue, who was next to him, echoed, "Old Zhuang is right! Every word speaks the heartfelt voice of the workers." Faced with Du Linxiang's questioning, Chief Xue and several veteran workers raised their voices, I can't really find any rebuttal words for a while.Thanks to Zhuang Zhiqi by his side, his words were well-founded, and he forcefully pushed Du Linxiang back. Du Linxiang looked at Zhuang Zhiqi with surprised eyes.Unexpectedly, a deputy director of the workshop could speak so impeccably.He took a closer look at Zhuang Zhiqi again—a gentle middle-aged man, with black-rimmed glasses on the bridge of his nose, and a prayer bead on his left hand, which made him quite different from the image of ordinary workers and masters. At this time, Du Linxiang has not realized how important the man in front of him will have on his future career! Du Linxiang coughed dryly and said, "Let's get down to business, what are the specific demands of the workers?" Section Chief Xue obviously came prepared, he said: "First, that bastard Tao Xuefeng must get out of the metallurgical plant. Second, Weitong Group laid off more than a hundred people within half a year after acquiring the metallurgical plant. Layoffs must be stopped and job opportunities for existing workers must be guaranteed. Third, this relocation involves not only the production workshop, but also the original dormitories of the workers. The demolition compensation offered by Wistron is too low and must be increased.” "Is there any more?" Du Linxiang asked. Chief Xue shook his head: "That's all for now." "Well, I'll answer you one by one now." Du Linxiang said, "Let's talk about Tao Xuefeng's problem first. He made such a big mess in the metallurgical plant, and I will tell him to move without your mentioning. Moreover, the future management The system must also be changed. After the acquisition is completed, a general manager and three deputy general managers will be dispatched by the group company. I think the leadership team will have one principal and four deputy general managers in the future, and the general manager and two deputy general managers will still be assigned by the group company. The group sent out, and the remaining two vice presidents were selected in the factory. For example, Lao Xue, you are young and vigorous, and you have prestige among the workers, so you are very competitive." On the way back to Hezhou from his hometown, Du Linxiang had already been thinking about the personnel adjustment of the metallurgical plant in his heart.Half a year ago, I was physically and mentally exhausted because of the skyscraper incident, and I was indeed a bit hasty in making decisions.Tao Xuefeng has a quick temper and a rough management style, he is not a general at all.Even if such a thing does not happen, Du Linxiang is still thinking about replacing him. The members of the leadership team are all dispatched by the Weitong Group, which cut off the promotion of many old people in the factory, and naturally caused conflicts.More importantly, Du Linxiang threw out two deputy general manager positions at this time, which can also divide and disintegrate the rioting workers.In short, the most urgent task at the moment is to narrow the opposite, and some people must feel hopeful before restraining their own behavior. Du Linxiang went on to say: "As for the second point, I have to explain first. When I bought the metallurgical plant, I issued a military order with the government to ensure that everyone's job opportunities would not be reduced. The staff changes a while ago were not layoffs. , but job adjustments. Now that modern management is implemented, many logistical tasks can be outsourced, and there is really no need for so many people in the factory. Those employees who left the factory were also assigned to the property companies of the various buildings under the group company. They just changed place to work." "We are also aware of these situations. It's just that everyone is worried that the wind of layoffs will continue to blow, and one day it will affect the front-line production workers." Hearing that he is expected to compete for the future deputy general manager, Section Chief Xue's attitude is better than when he first entered the door a little. The two old workers next to him also echoed: "Yes, everyone has this concern. Especially Tao Xuefeng has said in meetings many times that China is short of everything now, but there is no shortage of people. I see who is not pleasing to the eye, and call him every minute. Fuck him." An Youqi interjected: "On the one hand, the lack of communication between the two parties caused a misunderstanding; on the other hand, Tao Xuefeng is also to blame for talking nonsense." "The first two problems are solved, now I will talk about the last one." Du Linxiang continued to smoke, "The compensation for the demolition of the factory dormitory is indeed lower than the market price. But there is a special situation. The group promised to guarantee everyone's job opportunities, and this promise is real money! Since it is a family, the internal relocation and renovation of the company naturally cannot be compared with the market price." Chief Xue said: "One thing is another thing, and brothers have to settle accounts! The wages of the workers have been low over the years, and they are often in arrears. They just hope to get some money back by demolishing the old houses. At this price, we cannot accept it." Compared with the first two conditions, the last one is the tricky one.Of course Du Linxiang was unwilling to give in, but he was afraid that the incident would not end in a stalemate.He shook the soot and said, "Let's write down this condition first, and we will hold a meeting to discuss it later in the group company." "No!" The two old workers almost jumped up, "Don't expect to solve the problem by procrastination. No one is easy to fool!" Du Linxiang said helplessly: "Once the compensation amount is increased, it will not be a small amount. Enterprises must have a basic procedure for discussion and decision-making." Zhuang Zhiqi, who hadn't spoken for a long time, said: "I remember that after the acquisition, Mr. Du came to the factory to give a lecture, and he specifically mentioned that old state-owned enterprises like Hezhou Metallurgical Factory have procrastinated decision-making and low efficiency. Weitong is in the market economy environment. The decision-making efficiency of a modern enterprise that has been fought in China must be much higher than ours. In addition, I am also very clear that Mr. Du, you are the major shareholder of Wisdom Group and you are in an absolute controlling position. If you speak, the board of directors will have no choice. right to veto." Zhuang Zhiqi's expression was calm and his tone was gentle, but his words fit together perfectly, which was more difficult for Du Linxiang to resist than the hysterical roar of the old workers. Delaying tactics do not appear to be working.Du Linxiang said cruelly: "The necessary decision-making procedures are still needed. How about I go down and have a meeting to study it immediately, and I will call you back within four hours, how about it?" The four said in unison: "Good!" Du Linxiang added: "At this moment of our conversation, the doctor who went in to treat Tao Xuefeng called and said that he was seriously injured and had to go to the hospital for treatment. I have already shown my sincerity. Are you also starting from humanitarianism?" Think about it from a different perspective, release Tao Xuefeng first?" Du Linxiang stared at Section Chief Xue again and said, "Old Xue, even if there is anything wrong with Tao Xuefeng, it has already passed. This person will never work in the metallurgical plant in the future. Why do you bother him?" After taking the position of manager, Chief Xue's attitude softened a lot.Du Linxiang is now using him as a breakthrough, hoping that he will go back and persuade the workers. Section Chief Xue whispered a few words to the old workers around him, and said: "We will try our best to do everyone's work when we go back. But Tao Xuefeng is usually too arrogant, and the people are very angry. I'm not sure whether the workers can agree." Du Linxiang nodded and smiled: "Please. We will also hold a meeting right away to study the conditions proposed by the workers." When everyone was about to get up and leave, Zhuang Zhiqi suddenly said: "There is one more thing I have to mention. Several engineers in the technical department of the factory are planning to quit jobs collectively because the salary is too low. Weitong must find a way to keep them. Demolition If Mr. Du is willing to pay a lot of compensation, he probably won't care about giving the engineers a little more salary." When Zhuang Zhiqi made this request, not only Du Linxiang was surprised, but Section Chief Xue and others also stared at him suspiciously.This is imminent, who cares about a few engineers who want to change jobs? An Youqi said: "These are small things, let's discuss the long-term in the future." "This is not a trivial matter!" Zhuang Zhiqi corrected, "Everyone knows that when Gu Weimin bought the Hezhou Metallurgical Plant, he was looking at the shell of a listed company; when Mr. Du bought it, he was looking at the land in the factory. Focus on production and management. If the engineers collectively quit jobs, all the technology accumulated by the factory over the years will be wasted. In this way, even if the company completes the relocation, it will not make much progress. In the end, the factory can turn losses into profits, which can create profits for Mr. Du , the jobs of the workers will be truly guaranteed.” Du Linxiang didn't have time to think about it at this moment, so he replied: "After the incident subsides, I will personally go to comfort the engineers. I can promise that their salaries will not be lower than those of similar companies, and there is no need to change jobs because of salary issues." What Zhuang Zhiqi said just now is correct. In the Weitong Group, Du Linxiang does not need anyone's consent to make any decision.The so-called meeting to study is naturally a prevarication.After seeing Section Chief Xue and his party away, Du Linxiang went into the room alone and called Mayor Lu Youshun. After Du Linxiang reported the dialogue process to Lu Youshun, he began to complain non-stop, saying that Weitong was burdened with huge debts due to the skyscraper project, and the capital chain was very tight.For the conditions put forward by the workers, I am really powerless.In view of the current serious situation, we can only ask the government for help, "In terms of funds, can the government help the enterprise?" Du Linxiang hoped to use concessions in exchange for an early conclusion of the incident, but he wanted to throw the cost of the concessions to the government.He believes that for the purpose of maintaining stability, the leaders are more worried about making things worse than himself.What's more, Lu Youshun knew well about the financial situation of Weitong Group, which was heavily indebted. An hour later, the city government office replied: "Cash subsidies are absolutely impossible. However, all taxes and fees related to this project will be reduced to the maximum extent, as a support for the Weitong Group." Du Linxiang happily calculated that if all these policies were implemented, it would be more than 10 million yuan in real money.It is more than enough to use this money to fill the shortfall of increasing compensation for demolition and relocation. Du Linxiang called the secretary: "Go and find the workers' representatives, and tell them that I agree to all the conditions they put forward." The secretary was about to turn around, but heard a few muffled sounds outside the window, followed by sirens and calls from all directions.Du Linxiang rushed to the window to see that the anti-riot police who had been waiting downstairs for a whole day were splitting into several groups and rushing into the factory area.More than a dozen searchlights were turned on at the same time, illuminating the square under the night as if it were day. "What happened, why did you forcefully clear the venue?" Du Linxiang exclaimed.