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Kodak Vice President Ye Hao's negotiation skills

Kodak's global vice president and vice president of Greater China, Ye Hao, is a key player in Kodak's integration with the domestic photographic industry. Her excellent negotiation skills have combined the all-round cooperation between Kodak and the Chinese government, and finally created a "Kodak model". It is regarded as a model for cooperation between multinational companies and the mainland government. In recalling this past event, Ye Wei said that the efficiency of the photographic industry in the Mainland was very low. Although many photographic manufacturers had to cooperate with Kodak under the arrangement of the central government, there were indeed great difficulties in how to reach consensus. "Negotiations can't forget their own principles, but they can't be wishful thinking. They only care about their own interests. The success of the negotiations depends on everyone's common points. It's like two rounds stacked together, and there is an intersection in the middle. The two sides want to make mutual benefits as much as possible. Zoom in. Follow this common point, as the basis for negotiating with another factory, if the people talk one by one, and finally find a point that all parties are willing to accept." Under the guidance of this idea, in 1998 In the year, the "98 Agreement" was launched, Xiamen Fuda, Shantou Xiyuan, Wuxi Alme and Kodak joint ventures, Shanghai, Tianjin, Liaoyang three companies during the three-year infrastructure period of the joint venture, not joint ventures with other foreign companies, Kodak in this agreement On the basis of this, it was successfully approved to invest 1.2 billion US dollars in China to establish a photosensitive material production base. Ye Hao also revealed that after the signing of the agreement, Deng Kaida, the chief operating officer of Kodak at the time, was still worried that the Chinese government could not comply with the three-year commitment. "I told Deng Kaida that we Chinese are very honest and bet with him. Three years later, Deng asked someone to send me a few US dollar bills, indicating that he completely confessed. After reading it, I immediately sent him back. I told his secretary that Deng would have to convince him to lose on the banknotes.” Deng Kaida wrote on the five 100-dollar bills: I lost to Ye Hao and signed my own name. The five US dollar bills were all picked up by Yeh, three of which were gifts to the central leadership, while the remaining two were hung in Kodak's offices in Shanghai and Beijing.

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