Small experience, big wealth

Chapter 17 (2)
35. I was also a liar once. In March 2009, a company asked me for a high-pressure anti-corrosion resin pipe.After a fierce search on the Internet, I finally found this kind of thing in a company in Zhengzhou, Henan.According to the remittance information provided by the other party, I remitted 3 yuan to the other party's account on the same day, and the other party faxed me the railway delivery receipt the next day.On the fifth day, I called the Dalian Railway Freight Luggage Room to inquire, and the other party told me: "The goods have arrived, please bring the bill of lading, ID card, and letter of introduction to pick up the goods." However, after all procedures were completed, the warehouse in the warehouse The tally clerk was busy for a while and told me: "I didn't find your goods." Isn't this strange?There are shipping documents and arrival notices, and the goods can also be found in the computer of the railway freight system. Why is there no such thing in the warehouse?

I asked: "What should I do?" The tally clerk replied: "I don't know, you can go to the office and ask." The office replied: "We can't answer you now. From Zhengzhou to Dalian, there are countless stops in the middle, and I can't tell which one. The goods were unloaded by mistake, wait for our notice.” This wait lasted for a week, and the company that placed the order was urging for the goods every day, and I also called the train station every day, and the train station just told me to wait.During this period, I also called the company in Zhengzhou countless times, and the other party replied very firmly every time: "It must be shipped, don't worry." Later, after repeated analysis, my wife and I contacted the company on the plane to listen to The story we heard, we both concluded that it must be that the company in Zhengzhou played some tricks, or cooperated with the inner ghost on the railway in Zhengzhou to play some tricks.

So, I decided to cheat the other party too.I asked my wife to come forward and use another phone to contact the other party. I ordered another 100 meters of this pipe in the name of another company, and then deliberately wrote one of the "7"s as "1" when filling out the remittance information. , so that although the remittance procedures have been completed, the remittance cannot reach the other party's account in the end, because the account number is wrong.But when we faxed the remittance information to the other party, we changed the wrong "1" to "7".

After receiving the fax of our remittance information, the other party immediately shipped the goods to us.On the second day after the delivery, Zhengzhou called and said that the remittance had not been received.

We used all kinds of words to prevaricate them just like they did when they dealt with us at that time. They called every day to ask about remittances, and we tried every day to prevaricate them.

The goods arrived after 5 days, and we were dumbfounded when we went to pick up the goods. It was the last batch of goods.The railway freight department told us: "When the cargo was unloaded in Shenyang, it was unloaded in a daze, and it took a week to catch up with this thing." The last batch of cargo had just been picked up, and the second batch of cargo arrived home the next day.

My wife and I stared at each other, and we both laughed, and I said: "It seems that this time we are judging the belly of a gentleman with the heart of a villain?" My wife said: "Give the pipe to others immediately and go back to the hospital." Let’s save the other party from urging me to die every day.” How embarrassing it was to tell people on the phone, so I wrote a letter to the salesman in charge of the work in the company in Zhengzhou, weaving some high-sounding reasons, and then I also returned the goods and sent the letter, but the other party never called again, so the matter was over.

Business experience:
It is inevitable that there will be some situations in the middle of doing business. You can’t be smart at any time, take things for granted, and talk to yourself, which is irrational.

There are often countless different reasons for the same result. How can we find the real reason behind closed doors?
Integrity is always the most important principle in doing business.

36. Not in the same world In May 2007, my mother was seriously ill, and I went back to my hometown once. When I came back, I was always depressed. When I arrived at the company, the scene before me made me even more angry.My partner left without saying goodbye while I wasn't home.

Bruce Lee and I started working together in May 2006. Bruce Lee rented my house to do business. He had just entered the sea to do business, so he had no liquidity in his hands, but he was good at communication, especially when he dared to place bets when negotiating business with clients. I am willing to invest, and I have caught a lot of customers in a few months.Having business but no money, this is really a distressing thing, and when you are in a hurry, it is almost to the point of scratching your heart.So he came to me and wanted to work with me.

Let’s cooperate together, just in time, I have free funds in my hands, but I am too lazy to find customers, Bruce Lee has customers but no funds, just complements each other, so like "the bastard fell in love with mung beans", our cooperation intention is very good It was almost done: Bruce Lee was in charge of finding clients, I was in charge of providing the funds, and the profit made two out of one.

Over the past year, the cooperation has not been satisfactory, and there must be things like "dishes touching bowls".Bruce Lee is from the second grade of elementary school, a southerner who just entered the sea, and is less than 30 years old this year, a typical post-80s; I have a university degree, a standard northerner, have been in business for more than ten years, and have a certain economic foundation. This year is approaching age, almost two generations.These strong contrasts in culture, custom, economy, and age between us have actually planted the seeds that we will inevitably split from the beginning of cooperation.

First of all, our economic foundation is different, which determines that our values ​​must be different. Bruce Lee had no money in his hands at the beginning of his business, so he valued money very much; It's just to find something for myself to do, to have some fun, to make more friends, and to focus on friendship and happiness.

Secondly, we have different cultural backgrounds and different ways of thinking, so there are often great differences in our understanding of the same thing; etc. are different.

It is precisely because of these differences that although two people are together every day, their hearts seem to be in a different world. Different beliefs, cultural backgrounds, and values ​​affect the results through behavior.

Let me tell you one thing:

Once the two of us went to the tax office to do business together, and Bruce Lee was queuing up there, and I stood by and smoked.At this time, a stack of documents in the hands of a crush standing in front of him fell to the ground, and at this moment, the crush was holding other things in both hands, so she turned to ask Bruce Lee for help: "Brother, can you pick it up for me? "It's just a little effort, but Bruce Lee's reaction was beyond my expectation. He replied in a loud voice: "Who do you think you are, let me pick things up for you? I'm a legal person." He talked about the excitement. My clothes said loudly: "Do you know what brand this is? This is Pierre Cardin..." I couldn't stand it anymore, I pulled Bruce Lee, and bent down to help Meimei pick up the things from the ground.

Unexpectedly, Bruce Lee immediately turned the topic to me: "Do you know who the person who picked things up for you is? It's our chairman, a multi-millionaire, and he drives a BMW..." He said excitedly, I didn’t even blush at all, the people in the lobby shot their eyes at us all at once, and I fled out of the building in a panic. That look of contempt.

This is the difference between the two of us.

I thought: Let’s work together, seek common ground while reserving differences as much as possible.Unexpectedly, people don't want to seek common ground with me anymore, they already have differences in their hearts, why doesn't Bruce Lee want to seek common ground with me while reserving differences?

Because we have different economic foundations, different values, different cultural backgrounds, different ways of thinking, different life backgrounds, different ages, different living habits, different ways of dealing with people, and different life experiences... In a word, we are not in the same world. , how do you say we work together?
More importantly, now that Bruce Lee is rich and has enough working capital, if we continue to cooperate together, I will share half of all profits. He feels distressed!Business experience:

Cooperating with people is inevitable in doing business, but you must remember: don't cooperate with people who are not in the same world as you.

Values ​​are the most important basis for cooperation between partners. Cooperation with different values ​​cannot be successful. The so-called "differences do not seek each other" is exactly what it says.

For any cooperation, you must remember this old saying: the villain first, the gentleman second, and any cooperation matters must first write the cooperation agreement, so as to avoid fighting over trivial matters in the future.

37. Why can’t the business between the old yellow head and my wife succeed Dennis Waitley, a member of the US President’s Vocational Education Committee, said:

"Find out the good in another person, no matter how significantly different his appearance, lifestyle, or beliefs are from ours. In the process of finding the good in others, you are equal to communicating with others with love." Just got out of bed that morning , my wife said: "I don't eat anymore, I didn't sleep well last night, and I don't want to eat anything." I said: "Yeah, these few nights I found that you are always making sesame seed cakes, turning them over and over again. What's on your mind?" "I'm optimistic about a house, it's on the south side of the intersection east of the management committee, it's very good, it's more than 300 square meters, and it costs 92." "Then buy it." "Speaking lightly, you should I’m the one who buys clothes? I just buy them? We don’t have enough money now. I talked to the old man twice, but the old man ignored me and said I couldn’t afford it, so he wouldn’t talk to me. I called for the third time. This old man won’t answer my calls anymore.” I said, “We have 50 in hand now, can’t we pay in two installments, and we can just give the other half at the end of the year.” “That’s what I said too, the old man said No way." "Wait, I'll talk to him." Unexpectedly, we had a very speculative conversation as soon as we met. I saw that the old man was so happy, so I took the opportunity to bargain with the old man, from 92 yuan to 86 yuan. Ten thousand.

The old man shouted: "I lost it, I lost it." The old man said, "A little girl came to talk to me two days ago, but I didn't sell her 92 yuan. Today, I promised you 86 yuan. What's wrong?" In fact, the little yellow-haired girl he mentioned is my wife, because she is thin and small, so she looks like she is under 35 at the age of 30.

I pretended to be inexplicable and asked, "Why didn't 92 be sold to her?" "I think she is too young, these little yellow-haired girls have no hair on their mouths, and they can't do things well, so I don't want to do things with them; She doesn't look like she can come up with 90 yuan. Think about it, how can a girl in her 20s get 90 yuan? It's useless to talk about it; You can't let a little girl come to talk to me, let's not cause something to happen if the house can't be sold. I really told her, let your father come to talk to me, and she has nothing to say; I don’t want to sell it to her, and she has to pay in two installments, so there’s no need to talk about it.” After listening to the old man’s words, I finally understood why the old man didn’t want to sell the house to my wife. Much prejudice.

I said, "Uncle, what's your surname?" "My surname is Huang." I then said, "This is my business card. Let's stop here today. See you tomorrow night. Have you signed the contract?" The old man said, "OK." At 4:[-] in the evening of the next day, the old Huangtou took the initiative to call me and invited me to the Shuangshengyuan Hotel.

Old Huangtou seemed happier than yesterday.As soon as we met, he said: "Today I treat guests, if we don't have a good drink, we are destined." Said to me: "I am a junior, let me treat you!" , I’m happy today, so let me invite you.” I said, “Man, since you always think highly of the younger generation so much, I’ll open the window and tell you the truth. There are also two installments, the first payment is 45 yuan, and the rest will be paid after half a year. To make you feel at ease, let’s make it clear in the contract that if I can’t pay off the balance after half a year, I will count it as 40 yuan a year. How about your house?" "No problem." "It's also an installment payment, why can't the little girl work with me?" "I have a fellow who is in the same unit as you, and I will take the money you gave me. Get him a business card to get to know you, your word of mouth." He said, sticking out his thumb.

He went on to say: "So I don't worry, even if you pay the full amount in half a year, I will dare to sign this contract with you." "Really? Then I am really honored, then let's have a drink for the two of us to form a year-end friendship." "Okay, let's have a drink." Our contract was signed.

The payment was made in my wife's company. As soon as he entered my wife's office, the old yellow head saw my wife. He was immediately dumbfounded and suddenly realized.He never expected that the house was finally sold to this yellow-haired girl, and she was undercharged by 6 yuan.

The old Huangtou slapped his thighs straight: "You and your wife are playing the oboe for me!" My wife said: "I can't help it, you don't want to give you 92, you have to ask for 86, and you can even invite him to dinner. He is a civil servant. Don’t civil servants have to listen to my instructions, and in the end, I have to pay for it?” The old Huangtou nodded straightly, muttering: “In the future, you can’t watch people order dishes. The water is not shallow." Business Classic:

When talking about business and doing business, you can't judge people by their cover.Since ancient times, heroes have come out of teenagers, especially in the current digital age and electronic age, it is impossible to say which teenager becomes a billionaire by accident.So we must not look at these young people with old eyes.

However, if we think from the standpoint of the other party, we must pay attention to the selection of candidates who come forward for negotiation must be mature and prudent, and we must give the other party a good impression of trustworthiness.

The content of the discussion must be commensurate with the status of the negotiator, otherwise the negotiation cannot be smooth.

In addition, when negotiating, do not reveal the content of the negotiation, the bottom line, and everything at once, but reveal the bottom line to the other party bit by bit, so as to give the other party a certain amount of room for thinking.If you give the other party the bottom line at once, it is likely to scare the other party away.Bring out the bottom line little by little, and the other party will gradually follow your thinking, and the content of the contract will be easily accepted by the other party.

(End of this chapter)