A few hours later, the Imperial Capital.
Zhang Shuguang was sitting in his office, discussing the follow-up negotiation plan with several members of the negotiation team.
Technical consultant Liu Zhuocheng, who is sitting opposite Zhang Shuguang, is making a report:
"The current situation is that we have already satisfied their appetite, and representatives of various suppliers have taken the initiative to come to us and request that the next phase of negotiations be started as soon as possible."
"They also said they could consider our early requests."
“But what is more controversial is the completely bundled technology transfer plan.”
"Based on their opinions, these suppliers generally believe that there is no problem in cooperating with China's internal companies, but they do not accept full technology transfer and can only make limited technology transfers."
"As for the criteria for the word 'limited', they did not give a clear answer."
"Is that a painted cake?"
Zhang Shuguang clearly pointed out the crux of the problem.
"That's right, it's a cake."
“And it’s a cake that is drawn through secondary processing based on the cake we drew.”
"If we really accept the so-called 'limited technology transfer' plan, it means that at least two of the three principles we have proposed will be broken."
"First of all, we require Chinese companies to have technical support from each other, but obviously, this is simply not possible under the premise of limited technology transfer."
"Secondly, if there is only limited technology transfer, it means that the other party still has to bypass the Chinese enterprise and directly participate in the project construction. The first principle, that is, 'the investing enterprise must be a Chinese enterprise', has also been broken."
"So, taken together, I think the other party's proposal is unacceptable."
"Just reject it directly."
Hearing this, Zhang Shuguang nodded and replied:
"Rejected, 100% rejected."
"Are you kidding me? Are you still negotiating terms with us?"
"Do you know what the situation is now? 140 high-speed rail orders! And this is just to support the order for the sixth major speed increase."
"What happens after that? What about our four-horizontal and four-vertical project? A 12,000-kilometer railway network!"
"How big of a market is this? I don't believe they don't want it!"
Everyone in the conference room nodded in agreement, and in fact, there was nothing wrong with what Zhang Shuguang said.
As early as several years ago, international consulting agencies have rated China as the market with the largest demand for high-speed rail in the world. Due to its vast territory, large population, and relatively high degree of urbanization, there is no doubt that high-speed rail is more important than aviation. Suitable large-scale transportation solutions.
The direction is clear, so whoever can enter the market first when it is still blank will gain the greatest initiative.
It’s no wonder that as soon as the bidding information was released, international companies including Alstom, Siemens, Kawasaki Heavy Industries, Bombardier, etc. rushed to get in touch.
Even for a chance to meet, several companies almost lost their minds.
It is just a routine operation to put a girl into the other party's representative's room and then report her. Some time ago, several account managers from Kawasaki Heavy Industries even hired dozens of vehicles to block the parking lot of the hotel where the Siemens representative worked.
It can be seen how hard they worked for this order.
But the paradox is that even under this situation, several companies have not backed down on technology transfer.
In their view, this is the basis for them to make money, and they must not let China learn from it.
As long as you have the technology in hand, you can make money for a long time.
Anyone who makes a one-shot deal is everyone’s enemy.
Therefore, they have achieved a rare common advance and retreat at this point.
How to break such an alliance will extremely test the skills of the negotiator.
After thinking for a moment, Zhang Shuguang asked:
"How are the talks going at Bombardier?"
"They're a little loose, but so far, they still want to give it another try."
"I think they are a breakthrough. Later, we can use them as bargaining chips to force other companies to compromise."
"Can."
Zhang Shuguang nodded and continued to ask:
“If we want to use Bombardier as a bargaining chip, that means we still have the risk of not being able to get it right in one step technically. After all, compared to the technologies of Alstom, Siemens and Kawasaki Heavy Industries, Bombardier’s technology is still much weaker. "
"At this point, have we done an assessment? What's the approximate cost?"
Liu Zhuocheng flipped through the document in his hand, and after a moment, he replied:
"It's about five years slower."
"Five years!"
Everyone sighed in unison.
In fact, they had expected this result.
No one wants things to develop to this point, but there is no way, since the skills are not as good as others, we have to prepare for the worst.
What is the situation of domestic railway technology at this time?
Although the country's first railway with a speed of over 200 kilometers per hour, the Shenyang-Qinhuang Passenger Railway, was built last year, this thing is already 39 years later than Japan's high-speed railway. The total mileage is only 400 kilometers, and the technology is extremely immature. .
Most railway lines still use slow 25T trains, also known as T-shaped green trains.
Not only is it slow in speed and poor in comfort, but its mileage is only over 70,000 kilometers.
Talking about technology in this case? That is pure fantasy.
It's no wonder that the other party refuses to let go. In their view, seizing the technology means seizing the Achilles' heel of the Huaxia Railway.
Seeing the slightly negative expressions of everyone, Zhang Shuguang smiled and said:
"Don't worry so much, things won't come to this point."
"You have to see clearly the nature of the problem."
"What is the essence? It's the market, it's money!"
"Whoever gets this order will have money. As long as you have money, research and development won't be a matter of minutes?"
"Can't Bombardier do it? As long as you have enough money, you can smash out a Siemens."
"So, we don't want to choose Bombardier, and they don't want us to choose."
"Who would be willing to have another competitor for nothing?"
"Relax. What's more, we don't have the only card in our hand."
"If we delay for a while, there will be a turn for the better."
"No matter what, let's talk first."
Having said this, Zhang Shuguang looked deeply at the phone on the table.
He'd been waiting for this phone to ring since he last talked to Starfire.
He knew that as soon as the bell rang, it meant that the horn of counterattack was about to sound.
Unfortunately, until now, there has been no movement there.
He never took the initiative to urge it because he knew that time was too tight.
It is actually very difficult to achieve technological breakthroughs in such a short period of time.
It is possible that in the end, you will have to rely on yourself to handle the pressure.
But in his heart, he always held some expectation.
Maybe, it's too late?
Two hours later, negotiations with Kawasaki Heavy Industries were held on time.
"Mr. Zhang, this time, we come with enough sincerity and hope that our negotiations can go smoothly."
As the representative, Wada Hidematsu had a humble smile on his face and shook hands with Zhang Shuguang while speaking.
Zhang Shuguang nodded slightly and replied calmly:
"Whether we are sincere or not depends on how we talk next."
"If you still can't accept our conditions, then I think your sincerity is not enough."
As soon as he said this, Wada Yingsong's smile became a little embarrassed, and he said coquettishly:
"Mr. Zhang is quick to talk, but we all know that business negotiations are not that simple, and we need to be patient."
"If you were really patient, you wouldn't ask to continue negotiations without meeting our conditions."
Zhang Shuguang didn't give any face at all.
In fact, this is purely part of the negotiation strategy.
He must always occupy a high position in order to master the pace of negotiations when the "technical" flaw cannot be solved.
Seeing his performance, Wada Hidematsu realized that his lubrication was meaningless, so he sat down honestly and prepared to start formal negotiations.
Not long after, all the representatives were in place, and Kawasaki Heavy Industries began to explain its advantages and demands.
"Dear friends, first of all, we would like to make one point, that is: we are experienced in high-speed railway construction."
"In 1964, we built the world's first high-speed railway, the Tokaido Shinkansen. Although it has not been exported since then, the main reason is that there is no suitable market."
"Objectively speaking, after decades of iteration, the technology we have mastered is stronger than the other two competitors in terms of high-speed braking, high-speed steering, and the core traction transmission system."
"Alstom is not as good as us in traction motors and Siemens is not as good as us in brake steering."
"In addition, we also have considerable experience in the construction of train control networks. As far as we know, this technology is also in short supply for you."
After a long and boring introduction, Kawasaki Heavy Industries finally concluded:
"All in all, we believe that our technology is the most suitable for you. Compared with the other two friendly companies, we have unparalleled advantages."
"So, we believe that you can appropriately relax us on some of the conditions."
"It's impossible to relax."
Zhang Shuguang immediately interrupted.
The principles that have been set must not be broken, otherwise, what will happen is endless concessions.
Hearing his words, Wada Yingsong couldn't help but pause.
Then, he said:
"With all due respect, Mr. Zhang, if you always insist on such an attitude, then it may be difficult for our negotiations to proceed."
Zhang Shuguang snorted coldly and asked:
"You only mentioned your advantages. May I ask, have you considered your natural disadvantages?"
Wada Hidematsu frowned slightly and replied:
"I don't know where we have any disadvantages. It should be said that our technology is extremely comprehensive."
"I'm not talking about technology, but culture!"
Without waiting for his answer, Zhang Shuguang continued:
"We all know what happened in 2001."
"You know very well what your leaders have done."
"Haven't you discovered that the friendly relationship we once had no longer exists?"
"Our relationship hit rock bottom after your leader stepped into that filthy toilet."
"Maybe you should look at what the public is saying. Do you know what the discussion about the Shinkansen is like now?"
“I’ve even seen people saying that if we introduce Shinkansen technology when we build high-speed rail, we will start a boycott movement.”
"I want to ask you, shouldn't this be included in our consideration? If the relationship between us deteriorates further during the project, and the project is forced to be suspended, how will it end?"
"Are you responsible for the huge losses caused by the interruption of the project?"
Wada Yingsong was stunned by a series of questions. He never thought that Zhang Shuguang would put forward such a point of view.
But there is no doubt that this view is very convincing.
Because even they themselves have considered the risks in this regard.
However, after discussion, they finally decided to exclude this risk because they believed that the other party had no other choice.
Thinking of this, he came back to his senses and said:
"Mr. Zhang, I have to say that your consideration is very comprehensive."
"But we all know that to do great things, you have to make critical decisions."
"What you are most in need of is high-speed rail and high-speed rail technology. In comparison, you don't have to think too much about these small things, right?"
"We don't think it's a small thing - you can't think it's a small thing either."
Zhang Shuguang sneered and continued:
"You knew the impact of this matter, but you still did it."
"You're not stupid, you're just shameless, right?"
Zhang Shuguang pressed forward step by step, and his language was extremely aggressive.
His plan is very simple, which is to seize this key point and crush the opponent's psychological defense.
Of course, he was angry.
But as a wily negotiator, sometimes you have to make use of your anger.
Sure enough, when he heard the word "shameless", Wada Hidematsu was instantly angered.
"If you have this attitude, then our negotiations don't need to continue!"
With that said, he stood up and walked out the door.
This is a clear threat.
At this moment, everyone present could not help but become nervous.
At Kawasaki Heavy Industries, they are afraid that Hidematsu Wada will really act irrationally.
On the Chinese side, they are afraid of losing a supplier and subsequent negotiations will become more difficult.
But Zhang Shuguang remained unmoved at all.
He just said coldly:
"Stepping out of this door means Kawasaki Heavy Industries withdraws from the bid and you never have to come back."
After the words fell, Wada Yingsong's footsteps stopped.
He was hesitating.
——
But at this moment, the door to the conference room opened, and a man in a suit hurried towards Zhang Shuguang and said a few words in his ear.
Zhang Shuguang's face gradually showed a smile.
Finally, the call came.
Victory is guaranteed.
Kawasaki Heavy Industries?
Go to hell.
He looked at Wada Hidematsu who was still walking out step by step with a teasing look on his face, without any intention of stopping him.
Finally, when Wada Hidematsu was about to take the final step, he finally gave in.
He turned around, bowed in the direction of Zhang Shuguang, and said:
"I'm so sorry, I think we were both blinded by anger."
"Please forgive me for being irrational. I think we need to sit down and talk."
"No, you can go."
Zhang Shuguang interrupted him.
Wada Yingsong raised his head in astonishment and looked at Zhang Shuguang in disbelief.
The latter's face held unquestionable majesty.
"you can go now."
"Quit, we don't need you anymore."
(End of chapter)
