If we go by Luanxiang's development momentum in the previous life and its market share in the personal computer market, Li Xie's conditions are not unacceptable. // But what annoyed Yang Yi was his attitude. The deputy manager did not think that Yang Yi Culture could talk to Lianxiang on an equal footing, so his attitude was a bit high. Li Xie took a sip of tea and seemed to be leisurely waiting for the two people in front of him to make a decision. After seeing Luo Ge and Yang Yi exchange glances but not speaking, he put down the tea cup with a smile: "And your company is not a large portal. For example, Yahoo; or professional sites like Chinabyte chosen by IBM. Therefore, we have taken a lot of risks by choosing your company to cooperate If you two feel that the conditions I have proposed are unacceptable, then so do you. Can we change the way of cooperation? " "Change the way of cooperation? What does Manager Li mean" Luo Ge was not impatient and kept the smile on his face. "What I mean is that our company will directly buy out your advertising case." Li Xie's expression was very sincere. He didn't look like an opponent in a business negotiation, but rather like a close friend making suggestions. He was a little confused. Xing: "I think this is an acceptable result for both parties. First, personally, I am very optimistic about this advertisement. It is quite imaginative and fits the latest model we are about to launch; secondly, , is to reduce risks, not only our risks, but also yours, I think you two should understand what I mean." Seeing the two people still not talking, Li Xie said directly and loudly: "For 60,000 yuan, I can make the final decision. The price for acquiring your plan is absolutely fair. I can tell you that some very creative plans made by small companies only cost us around 30,000 to 40,000 yuan." Yang Yi was slightly disappointed, and Li Xie offered. This price was not deliberately lowered. Among the information he had come across in his previous life, it was about a complete real estate sales advertising plan in 2006. The price of the full outsourcing was about 160,000. All factors were taken into account. Li Xie's This 60,000 yuan is acceptable. But the biggest problem now is that he is not an idea dealer or a small start-up advertising company. This time, the purpose of going north is to allow Yanhuan.com to start self-generating through the advertising model, instead of living on the profit of the bookstore and the profits of those best-selling books. If you cannot successfully win the first negotiation partner, you can imagine that you will still hit a wall even if you change to another company. And Yang Yi has a little more information about Lianxiang in his brain, and he can roughly grasp the company's ideas. If you change to other customers, you may not be able to scratch their itch. "I'm sorry, if Manager Li thinks this price is unreasonable, then we have nothing to say. We can only hope that there will be a chance to cooperate next time." Yang Yi shrugged regretfully, and then prepared to stand up. His statement surprised Li Xie. Originally, the deputy manager thought that the final decision-maker would be Luo Ge, but he didn't know that this kid would suddenly say such a thing. And judging from the meaning of the person next to him, he actually didn’t have the slightest objection. What is a joint director? Most of them just get bonuses in name. Even if they have to express opinions, they are on the board of directors. How can they make daily administrative decisions on behalf of the president? And most importantly, does this kid know what business negotiation is? Do you know the skills of negotiation? It would be too childish to stand up and leave immediately after a disagreement! How did Li Xie know that Yang Yi, the "co-director", was originally a self-proclaimed title, which was similar to a certain emperor who proclaimed himself a mighty general. "It's just that that person is mostly a willful and playful person, while Yang Yi is just covering up his identity. ???????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????????? Except for the historical materials and current affairs that he is interested in, Yang Yi knows nothing about anything else. The reason why he can get to this point is just relying on the bug of knowing the future. “Just imagine the first negotiation he participated in, when he met Xiao Mingnan of Yuezhou Publishing Group, he was still focused on attracting funds, and he was able to choke several investors during the meeting and became speechless. If you want to hope that he can understand negotiation skills, the difficulty may not be much lower than that of an old sow climbing a tree. But all of this is not a problem. As far as the entire domestic advertising industry is concerned, it cannot be said to be an absolute buyer's market, nor an absolute seller's market. But specifically for the advertisement planned by Yang Yi, there is a difference in Lianxiang. Ask him for help. "That's why Yang Yi is so confident. There is no other reason. It is still the four words of foresight. Yang Yi stood up and Luo Ge was stunned.?It was a little slow, but it wasn't like he had other thoughts or anything like that. The Fatty always did this after sitting for a long time, and it was difficult to get up. "At this moment, Luo Ge's slightly slower beat was regarded by Li Xie as evidence that one of the two was playing a good role and the other was playing a bad role, and he felt a little funny in his heart. I thought to myself that I was sitting at the group headquarters and responsible for the entire advertising affairs of the marketing department. What person had I not seen? It's a good thing these two are still trying to play these little tricks. "If that's what you two think, then I'm very sorry. I can only hope that there will be a chance to cooperate next time." Li Xie also nodded, then stood up to see off the guests. Then he waited patiently for Rogo to open his mouth, but the two of them got up and shook hands together. This sudden change, the situation was completely out of his control. So when Rogo reached out his hand first, he was still a little surprised and couldn't hide it. What's happening here? Is there such talk about cooperation? Li Xie couldn't help laughing. Since it is a negotiation, it is natural for everyone to set out each other's conditions, and then just ask for a high price and pay back the money on the spot. If they are like these two people and walk away as soon as they disagree, then what is the point of talking about it! Manager Li found that the problem was a bit difficult, but for a moment he forgot to ask for a guest. He originally thought that since these two people came all the way from Yuezhou to the imperial capital to seek cooperation, they would definitely win. And judging from the information they produced, it also proves this very well. These two people are not ignorant of the sky and the earth. They know very well what kind of company Lianxiang is and what they need. Everything is prepared. But the more this happens, the more Li Xie doesn’t understand their current violent reaction. Could it be that these two people have done so much preparation work just to leave like this if they can't reach an agreement? Li Xie found that things were a little beyond his expectations, and he couldn't grasp the thinking of these two people at all. And this huge contrast between facts and expectations also made him feel a certain degree of frustration. But after all, he was responsible for the advertising affairs of a department, so he adjusted his mentality in just ten seconds and began to re-evaluate the two people's intentions and bottom line. But in the end, it was difficult to calm down, because Luo Ge and Yang Yi reacted as if they didn't care about the cooperation between the two parties. This made Li Xie, whether it was out of corporate identity or reserved due to his identity, a little bit a little nervous. A little annoyed, he joked half-jokingly: "You two are very confident. Aren't you afraid that I will go back to Ogilvy China and reveal this idea to them? According to Ogilvy's strength, I want to make a similar "It shouldn't be too difficult," "Don't worry, because our next destination is imb. It's just a matter of changing the logo on the advertisement. " Li Xie smiled harmlessly. Looking back, I started to guess in the right direction. Isn't this kid just a baby? Although he wanted to sell it for a price, who would say it clearly like this, even though everyone would use this method? , but it was also very vague, and it was said so clearly that it was almost rampant. Li Xie really didn't see it often. "No, it's not that he didn't see it much, it's just that he had never seen it before." He smiled with a very strange expression. Laughing, Li Xie said tentatively: "Are you two so sure that IBM will offer a higher price and better conditions than us? I don’t think so. They are a large international company and their conditions will not be better than ours. " Yang Yi shook his head indifferently: "Yes, I'm not sure. " Li Xie was stunned for a moment. Just as he was about to speak, Yang Yi added: "But we will take the initiative to lower the price. " So Li Xiefeng was confused. He now fully understood that the kid in front of him was simply the kind of bastard who didn't play by the rules. In other words, this guy obviously didn't understand the rules and acted entirely based on his preferences. " When this happens The deputy general manager of Tangtang Marketing Department had no choice but to agree to the other party's conditions, or to watch these two people, with an advertising plan that was extremely in line with Lianxiang's requirements, lower his worth and invest in IBM. At first, I thought that this child was sent by the adults to learn more about the fat man. But as long as the fat man is dealt with, there is nothing to fear from a half-year-old child. It can be done easily. It's not that Li Xietuo is arrogant. He has seen all kinds of shrewd people before, but most of them succumbed to Lianxiang's strong position and the benefits brought by cooperating with Lianxiang. Yes, it is benefits. In the shopping mall, it’s all about profit, and no one can get along with it. But now it seems that this guy is just a troublemaker, trying hard to reduce his profits, and he won’t let go. Or is this just him? A means of retreat to advance? Li Xie couldn't stand it anymore. "I really doubt the sincerity of both of you. Would you rather go to IBM to negotiate for lowering your value?" Li Xie made an incredulous expression and spread his hands in disbelief. "Yes, although our plans were planned around your company from the beginning, since the conditions proposed by Manager Li do not meet our expectations, this is the only way." Yang Yi did not speak this time, but Luo Ge's caliber is very consistent with that of the teenager. "But you guys" Li Xie spoke unwillingly. He didn't know what to say. After being in the workplace for so many years, he really had never seen such a person before him. But he was really not willing to let the two of them leave without saying anything. Although even he himself doesn’t know where this unwillingness comes from. But this is not a problem now, because Luo Ge and Yang Yi have obviously made up their minds to leave, and it is impossible for him to say anything to persuade them to stay. Because once you open your mouth, the bottom line you have previously adhered to will be meaningless and will be laughed at. Although even a slight reduction in the bottom line will still bring considerable benefits to Lianxiang, Li Xie is obviously not the kind of manager who is dedicated to the public and will not completely lose his face for the benefit of the company. thing. "That's it, see you next time." Yang Yi and Luo Ge nodded politely at the same time, and then the fat manager said lightly: "Now our analysis is invalid! You also said that others used our advertising, This year’s market share in the Asia-Pacific can reach 6%, and next year it will reach 8.5%. Now we can’t use this expected data. Let’s look at IBM.” Li Xie felt like the hair on his back stood up. I woke up, covered in cold sweat. Now, no matter how reluctant he is, he can't help but keep people in his arms, even if he knows that the fat man said it on purpose. Without full confidence, would Yang Yi dare to leave like this? He has set his target on Lianxiang Group from the beginning. Now he is looking for IBM, which is putting the cart before the horse. All the confidence, which seems completely unreasonable, comes from the two annual report data released by Lianxiang Company in the previous life. If market share data is placed after statistics, it is something that is openly disclosed to the public, and there is nothing to hide. But if at the beginning of the year everything was just an analytical preview, it would be a company's trade secret. Not to mention that it is vital to the future of the company, but it is definitely not something that just anyone can report casually and ignore. The data reported by the fat man just now happened to be an analyst from the marketing department of Lianxiang. After a month or two of intense work, he carefully summarized and summarized the data from all parties. It can be regarded as the business of Lianxiang. confidential. But now that he was stabbed out casually, Li Xie couldn't help but be shocked. "Sorry, can you two be delayed for a little while?" Even if he was reluctant this time, Li Xie could only speak helplessly. If this data was leaked to IBM by these two guys who looked like complete idiots, Over there, the fun is a bit too much. “If these two idiots were a little louder and told him that Li Xie had heard this data but had done nothingthen, and then nothing happened, Li Xie refused to think about it anymore. This time it was Yang Yi and Luo Ge who had time to look back, but what made Li Xie relieved was that there was no joking look or expression of victory in the eyes of these two people, but they were seriously waiting for him to speak. "I wonder where the data you two mentioned just now come from?" Manager Li did not dare to avoid the important and trivial at this time. The fact that these two people can confidently tell these two data means that they must know something. , if he is not open and honest, and is looked down upon by others, causing these two people to walk away, then that will be the unbearable weight in Li Xie's life. "Oh, this, analysis, through the analysis of the data released by your company over the years, and some related actions." Luo Ge was frank, but his eyes couldn't help but glance at Yang Yi. Is this guy too crazy? He said that when people in Lianxiang hear these two numbers, they will definitely be shocked. Looking at the situation now, it is true as he said, they are all ignored by him. Badly expected. Could it be that, as he said, this kid read the annual economic report and analyzed and summarized various financial reports by himself? Then this ability is too monstrous. Some senior financial analysts may not have this utility. As a child, he usually doesn't put much thought into it. But it’s even more impossible to say that he got it from other sources. Luo Ge didn’t dare to say that he knew Yang Yi’s daily life in the past six months, but he knew that it was roughly the same. He has the skills to analyze market finance, and Rogo was the first toletter. But Luo Ge knew the origin of these two data, but Li Xie didn't know at all. Now that he heard that the data was obtained in this way, although he didn't believe it 100% in his heart, he didn't have much doubt. In other words, he didn’t dare to have too many doubts. God knows what else these two guys knew. “ If Luo Ge and Yang Yi were initially perceived in Li Xie’s eyes as nouveau riche from the south, then now they look a bit like commercial espionage, the kind that remain hidden. Thinking that he almost pushed these two people to IBM, Li Xie couldn't control his sweat glands at all, just like the faucet valve in a small house that couldn't be closed no matter how hard it was, bodily fluids leaked out. . "The analysts of your company are very skilled. Although there is still a gap between the data obtained and ours, it is not too different. It seems that the two of you are really sincere." Li Xie said as he said He could not believe what he said, while regaining the composure that a department manager should have: "Since this is the case, I personally cannot decide other cooperation conditions, so can you please wait a moment while I go ask our marketing department? Mr. Jiang came over to talk to you two?" Luo Geyang looked at each other and then nodded politely, not at all proud of having the upper hand. The two people's appropriate response made Li Xie start to reflect, thinking that he was a little too arrogant at the beginning. Damn it, there aren’t too many people hiding there these days. "Are you nervous?" Seeing Li Xie going out to inform Mr. Jiang, Luo Ge raised his eyebrows at Yang Yi, but this very manly action was demonstrated by a fat face with a double chin. It has a comical effect that makes people grin. And Yang Yi's answer was as indifferent as ever, or heartless: "I haven't felt this way so far. Life without tension is really a bit lonely as snow." Luo Ge was too lazy to speak. The two waited for five minutes, then the second five minutes, and then, just when they thought they would have to wait the third five minutes, Li Xie came back with a ruptured retina on his face that had been temporarily repaired. The strange expression, that unexpected look obviously still lingers. "You two, please come with me. We, Mr. Liu, have invited you." As soon as Li Xie opened his mouth, the two of them were stunned. Yang Yi didn't expect it at all, while Luo Ge didn't understand who this "Mr. Liu" was. also. So the fat manager grinned curiously: "Well, aren't you going to talk to your boss Jiang? Manager Li, what are you" It's not that he was scared, but because of the sensitivity of a businessman, he became aware of Li After Xie came back from asking for instructions, the atmosphere became a little different, and there was an indescribable and strange feeling. But Yang Yi's heart was churning like boiling porridge. What Li Xie was talking about was Mr. Liu, and to match his expression of seeing a ghost, he was not the head of Lenovo Group. How could that influential figure in his previous life be so powerful? who is it? It’s just that he didn’t expect that he would be able to attract this person’s attention this time. Although because of his foresight, Yang Yi had much less envy and awe for certain things in the past, such as power, wealth, status, and the like. Instead, he was more concerned about certain mysterious powers, but he didn't expect to meet Mr. Liu. Although Lenovo is still far from reaching the level of a domestic giant, it is not comparable to the current Yangyi Culture. The characters that Mr. Liu usually interacted with were either business tycoons of the same level or government leaders of a certain class. It was really beyond his expectation that he could spare the time to meet with them. Speaking of people with some status in his memory, Yang Yi had met one before and is still one of his collaborators, William Zhu from Under the Banyan Tree. However, this person was already very controversial. At most, he was a moderately famous manager, not a business tycoon. “As far as Yang Yi’s own experience is concerned, William Zhu can indeed only be regarded as a second-class figure, and he probably cannot compare with Mr. Liu who is about to meet him now. "It's really unexpected that a boss like Mr. Liu, who has so many things to do, would actually have time to meet with us?" Yang Yi pretended to be surprised and smiled, while winking at Luo Ge. This prompt made Luo Ge react immediately, and Li Xie said Who is "Mr. Liu"? Li Xie was only more surprised than the two of them. At this time, he had no intention of talking. He was just secretly analyzing what kind of impact the company's bosses attached to these two people would ultimately have on him. . However, he could also see that only if he really valued these two people, his boss would unexpectedly put down the work at hand and suddenly come up with the idea of ??a meeting. So Li Xie quickly turned around his thoughts and braced himself. Show kindness to the two of them. Body?It’s just a person’s intuition. Following Li Xie's headquarters at the Lianxiang Group headquarters, the joint elephant employees they encountered are full of spirit. This is the pride and confidence of employees of large companies. Moreover, in the past few years, Luanxiang has been frantically seizing the market. The rapid development and generous treatment at the group headquarters have given these people a special sense of belonging. Compared with the current Lianxiang, there is undoubtedly a long way to go for Yangyi Culture. If Lianxiang is already on the right track, then the new Yangyi has just started on the road and is far from finished. As he got closer and closer to his destination, Yang Yi, who had always been calm and treated people as if they were nothing, suddenly felt a little nervous. What he had just said to Luo Ge didn't count at all. Of course, this is not to say that Yang Yi’s integrity is like a condom, which is thrown all over the floor after being used once. What he just said was that he wasn't nervous about meeting that Mr. Jiang, but when faced with this old Liu who could be regarded as the son of the Shanghai plane, he still had some reactions that normal people would have. When I read the newspaper in my previous life, it was about a doctoral student who received a scholarship from Lianxiang Group. When he was received by Lao Liu, he shed tears of excitement. When I saw it at the time, Yang Yi was very disapproving. Didn’t he just enjoy a private loan? You use money to build a good reputation, it's just a transaction, is it like using chicken blood? But when it happened to him, Yang Yicai discovered that it was not the case at all. A person's fame and prestige can have a definite bonus to his aura. When used on officials, this is the so-called official prestige. When used on the emperor and I, it is the aura of a bastard. When used on these business elites, it is the temperament and aura that is both mysterious and mysterious, but can indeed be felt. thing. And the most important thing is that Yang Yi is mentally prepared even if he meets with the director of Lianxiang Marketing Department. “I am nothing more than a professional manager. I will deal with whatever I have to deal with when the time comes. The enemy changes in all kinds of ways, but I remain unmoved. It is no different from when I faced Li Xie. It is just that I am more scheming and know how to use means. But for this old Liu, in addition to his IQ and experience, there are other things that are difficult to express in words. Top business tycoons like this have already broken away from the category of pure business people, and it is difficult to classify them as Among a certain group of people - honorary professors, senior engineers, vice-presidents of private chambers of commerce, representatives of the National People's Congress there are countless identities that cannot be easily interpreted by Yang Yi's current class. But there is no doubt that these people are difficult to deal with, very difficult to deal with. Just like when Yang Yi and Luo Ge teamed up to defeat Zuma, one method and one method were more than enough. However, after entering the game, they discovered that they were not playing Legend of Blood, but the authentic Yamaguchi Mountain, and the person opposite was not the leader of Zuma. , but Illidan Stormrage. I lost my temper So at first I felt that this journey was quite long, but when the unspeakable emotions became more and more obvious - not just pure nervousness, but also the excitement of meeting a legendary figure - the whole body of Yang Yi was filled with emotions. At that moment, he discovered that this journey had ended just like that. This is a bit too short. The Lenovo Group building looks quite big from the outside, but when you get in, you realize how stingy it is. Yang Yi couldn’t pull it out at this time because it was because the earth had no gravity. “But some people tend to be a little quick-witted, and the reborn man seems to be in this category of people. He suddenly had a general idea. … … The spacious room makes this general manager’s office very unique compared to the IT companies of this era. It doesn’t have much of a commercial atmosphere, but has a stronger technical atmosphere. It is the general manager's office, not the president's office. In the newly reorganized Lianxiang Group in 1997, even Mr. Liu only holds the position of chairman and general manager of China Lianxiang. In the future, the sales president, group president, Greater China Region Positions such as managers had not yet emerged. Mr. Liu, the first wave of SS of the entire Lianxiang Group, was not immersed in his desk handling affairs as described in some reports, as if he was about to be broken into two halves in a second, but was smiling. Wait there. It’s just that Yang Yi can’t explain clearly what this smile means. Yang Yi rarely read biographies before. Even when the former Apple King passed away, the personal biography was sold out on Dangdang, Taobao and Amazon, and he was too lazy to take the time to read it. ??????????????????????? The most common thing said by those legends - legends are meant to be heard by others. You really have to go through work and life yourself. Yang Yi quite disagreed and felt that these people were suspected of being pretentious. His previous lifeThe reason why Zhong thinks this way is obviously out of envy, jealousy and hatred because of sour grapes. However, the disapproval after rebirth is because he deeply feels the power of this legend. "Mr. Liu, the guests are here." Li Xie, who had shown confidence on his face from the beginning, was just a supporting role introducing guests, and he was very respectful: "This is Luo Ge, the president of Yangyi Culture Mr. Luo, this is Mr. Yang Yi, the co-director of Yangyi Culture. "Mr. Liu, who was waiting behind the reception table, smiled cordially, but Yang Yi still caught some surprise in his eyes. It was clear why the unexpected look in the big man's eyes came from, which also made Yang Yi's initial nervousness dissipate a lot. It seems that Mr. Liu is not out of the normal range of human beings. Others should be surprised by Yang Yi's age. He is also surprised, but this expression is concealed very well. If Yang Yi hadn't been reborn, Finally, the people he came into contact with were all above a certain level, so they probably had to ignore Mr. Liu's fleeting expression at this moment. "Hello, you two, please take a seat." Mr. Liu smiled kindly, but it is not difficult to see the aura in him that he has developed from being in a high position for a long time. By 1998, he had already taken charge of Lianxiang For ten years, the group has been the unequivocal monarch in this kingdom, so it has enough confidence to freely choose its own attitude towards an emerging cultural company that is barely budding. "Hello, Mr. Liu." "Hello, Mr. Liu!" the host said. Luo Ge and Yang Yi naturally responded, but they had to be more enthusiastic. The status between the two was not completely equal, so their attitudes It's even more important. "I heard that the two of you are here this time to contact the advertising business." After Mr. Liu and the other three people sat down, he went straight to the topic, but it did not make people feel abrupt: "And Manager Li is also very interested in your advertising project. To be honest, a cultural company dedicated to book publishing and distribution now offers to promote advertising on the Internet. I was a little surprised after hearing this. " Three words were mentioned. In all aspects, book publishing, the Internet, and the advertising industry, although they all belong to the category of cultural companies, there are still quite clear industry differences between them. Mr. Liu undoubtedly asked this with some doubt, but he was so skillful in speaking that it actually sounded like he was admiring him. "These are all businesses in the cultural industry. Although we at Yangyi Culture started in the book industry, our development plan is based on the entire cultural industry circle." Luo Ge explained with a smile: "Of course, planning is planning. Some things still need to be done down-to-earth, and this unannounced visit also hopes that the leaders in the domestic IT industry can give us younger generations some support and help. " With high confidence and a low profile, Luo Ge's performance is impeccable. "Haha, it's a good thing to have a long-term view." Lianxiang Boss smiled and nodded, seeming to appreciate Luo Ge's attitude, and then suddenly showed his knife: "It is said that your company has made a big investment for this business. At the same time, we even provided our own data for the market forecast target. I am still a little curious about this. I don’t know what the basis for this data is, or what is the reason for the confidence? Is Yiwen Culture also planning to get involved in the personal PC market? " As he said this, he met Tu Qiongdiao. Although he still smiled kindly, Yang Yi had no doubt that this person was doubting Yang Yiwen's words. It's a question of motivation. "Of course, analysis based on market and economic trends is not impossible, but for some data analysis that is accurate to the decimal point, I think this should not be explained by coincidence, and although Yangyi Culture is interested in advertising and the Internet, You don't have much contact with the sales of personal computers, right?" Mr. Liu's tone gradually became solemn, and the smile on his face remained unchanged, but there was a different message in the depths of his eyes. Yang Yi has no doubt that if the answers of himself and the fat brother beside him cannot clear Mr. Liu's doubts, he will definitely use some means to suppress Yang Yi Culture. For a peer who has unclear intentions, appears to be extremely ambitious, and knows his company well, no one will readily accept him without understanding his intentions. Rogo didn’t know what to say at this moment. It wasn’t that he didn’t practice enough. The reason was very simple. This data was simply said by the reborn man. How could he explain it so that others would believe it? Do you expect this leader of Lianxiang to suddenly lose his mind? “And if you say you can get it from your company’s analysis report, isn’t that just lying with your eyes open? And it also requires others to believe it. Yangyi Culture is a cultural industry company, not an accounting firm or a financial magazine. However, the two of them had a tacit understanding for a long time, and it was Yang Yi who came forward to do this. Facing Boss Liu’s questioning, Yang Yi did not speak, but calmly waited for Mr. Liu to finish speaking. After this guy got through the initial period of emotional fluctuations, he returned to his calm demeanor. This is not his innate character, but an additional effect brought about after experiencing such an incredible thing as rebirth. Even if such strange and disturbing ghosts and gods have happened, then when it comes to other situations in life, there is nothing to worry about and fear of being emotional.