"What? Did they really kick Kawasaki out? Why?"
In a hotel in the Imperial Capital, Alstom's business representatives were sitting in a conference room, shocked by the information they had just received.
"Is the source of the news credible? Could it be that they deliberately released it to confuse us?"
Chief negotiator Adrian asked with a frown.
He also held a notebook in his hand, which recorded all his negotiation strategies and ideas. He was supposed to apply them one by one in the subsequent negotiations, but now.
If the news is true, then his notebook will be completely reduced to waste paper.
Because, everything above is based on the premise of "simultaneous pressure from three parties"!
He cannot accept the plan of total technology transfer, and is unwilling to cooperate with Chinese companies, so he has been trying to use the common interests of the three parties to force China to make concessions.
In his view, the toughness shown by the Ministry of Railways in the early stage was just a negotiation tactic, and they should not really break up with each other.
But I didn't expect that they actually did it and did it so thoroughly.
Instead of delaying the negotiations or asking for a change of negotiators, the Japanese high-speed rail consortium was directly put on the bid list.
This is really incredible.
Don't they know the consequences of doing this? Don’t they understand what losing a potential supplier means to their already weak high-speed rail system?
Opposite him, his assistant Alfred gave a definite answer after repeated confirmation:
"Yes, the information is credible."
"We have noticed that the Japanese side is still working hard, but they have tried to visit many times and have been turned away."
"And this is definitely not a 'negotiation tactic'."
"Through our internal line, we monitored a conversation between a lower-level official from Kawasaki Heavy Industries and the Ministry of Railways."
"The latter did not show any conciliatory attitude, but bluntly said that 'there is no room for things'."
"This kind of wording is extremely rare, or they have never been used."
"So, we judge that the consortium represented by Kawasaki Heavy Industries must really be out."
Hearing this, Adrian nodded solemnly.
"Things went a little bit beyond our expectations. That's not a good thing for us."
"Why? If we lose a competitor, won't our monopoly become even greater?"
Someone in the conference room asked doubtfully.
Adrian looked in the direction of the man and cursed with hatred:
"Idiot, what does this have to do with monopoly?!"
"Do you think this is an ordinary negotiation? Do you think we are facing ordinary opponents? Do you think this business is the same as the business we have done before with small European countries?"
"They are China! They are the third largest country in the world!"
"No matter how behind they are now, their potential is obvious to all!"
"The high-speed rail is only a temporary difficulty for them. If necessary, they can even achieve technological breakthroughs at any time!"
"This is their trump card, and now, by kicking out Kawasaki Heavy Industries, they want to tell us that they have the ability to flip the table!"
"Are we really going to let them flip the table? Even if we agree, the board of directors will not agree!"
A series of sharp words made the person who spoke speechless, but he still seemed to be dissatisfied, so he continued:
"But I don't think they have the ability to flip the table, at least not yet."
"High-speed rail technology is a systematic technology. How can they achieve a breakthrough in the short term?"
"This is incredible."
“It’s not okay for others, but it’s okay for them!”
Adrian said decisively.
"We must assess our opponents with the utmost vigilance, knowing that they are capable of anything."
"Gentlemen, broaden your horizons and go watch the news."
"Just one year ago, they only had a few dilapidated second-generation aircraft, but now? Their fourth-generation aircraft can already fight independently!"
"Also, I heard that not long ago, they also acquired an EC-130H, which is the largest and most advanced electronic warfare aircraft in the world!"
"This is almost a miracle - can our country accomplish such a miracle?"
"cannot!"
"But they can!"
"Isn't this enough to explain the problem?"
After hearing his words, everyone fell silent.
After a long time, assistant Alfred asked:
"So, what's our strategy now?"
Adrian thought for a moment, sighed and said:
"Maybe it's time for us to make some concessions."
"Put off the reservation negotiations first. I need some time to pay them some private visits."
"I suspect they have achieved some technological breakthroughs, but to what extent I have no idea."
"Anyway, things have changed."
On the other side, the hotel where Siemens representatives are located.
The situation was completely different from Alston, everyone was immersed in joy.
"What a stupid move! But the enemy's stupidity is our opportunity!"
"Obviously, they have been swayed by populism, and they have been forced to give up substantial interests for the sake of superficial things."
"We must seize this opportunity to continue to put pressure on them. Their options are smaller, and one supplier is definitely not enough. It can be said that we have already won this order!"
"Yes, we must stay tough! It's a complete seller's market now, why should they compete with us?"
"Prices must continue to increase! The price of a high-speed rail train should be increased to 350 million euros!"
"They must accept this price, and we can even threaten to withdraw. Yes, we need to contact Alstom. Now we are the only two parties left. We should form an alliance of interests!"
There was a cheerful atmosphere in the entire conference room. In their eyes, this order seemed to have been secured.
They didn't know yet that they had made a huge mistake.
In fact, if Chen Nian stood here, he would definitely be able to hold his forehead.
Because he knew that in the previous life, Siemens lost the bidding opportunity for the high-speed rail project due to a major misjudgment.
They never expected that they would make the exact same mistake again.
——
But it doesn't seem surprising.
After all, they are still the same people. Even with the variable that Kawasaki Heavy Industries was kicked out of the bid, their basis for judgment has not changed, and it is not surprising that they have come to the exact same conclusion.
In the final analysis, their own judgments about China and the Ministry of Railways were wrong.
They seem to have not learned to look at their opponents with a more humble attitude, like Alston.
And this will eventually lead to them eating the same bitter pill as in the previous life.
In the hotel where Kawasaki Heavy Industries is located.
Wada Hidematsu listened to the question meeting with a numb face. At this time, he no longer knew what attitude to use to face what was about to happen.
As the main person in charge of this negotiation, he completely screwed up.
This is not just as simple as losing an order. In fact, Kawasaki Heavy Industries lost the entire Chinese market.
The reason is simple, there is only one chance to enter the market.
If you can't seize this opportunity to establish your own technical standards and process, then if you want to replace it later, it will be pure fantasy.
Otherwise, what can we say? In most large-scale infrastructure projects, the most difficult thing to do is "relocation"?
To move other people's equipment and technology and replace it with your own is not only twice as difficult, it may even be three or four times as difficult.
Therefore, once a cooperative relationship is solidified, almost no one will choose to replace it.
All is lost.
It's not that he didn't work hard, he even tried to stop the opponent's leader, Zhang Shuguang, and kneel in front of him.
At that time, he acted like a ridiculous clown. He was arrogant one day and humbled into dust the next.
However, people didn't listen to him at all.
There is only one sentence left:
"If you want to change the status quo, it might be useful to ask your leaders to kneel down in front of the Nanjing Memorial Hall."
For a moment, Wada Hidematsu felt that what he said made sense.
He even really had the idea of "persuading me".
But he soon realized how ridiculous he was.
After all, he is just a businessman.
What right of say can a businessman have?
It's not like the chaebol next door.
Still thinking about saving the situation?
Stop it.
It’s better to think carefully about how to apologize.
It's definitely not enough to sit down. Maybe, those adults will really make themselves commit suicide.
Thinking of this, Wada Yingsong couldn't help but shudder.
He subconsciously touched his lower abdomen, and after confirming that it was still as loose and smooth as usual, he breathed a sigh of relief.
He didn't want to die, especially not here.
Back in the office, his assistant had been waiting for a long time. When he saw him walking in, the assistant stood up quickly and wanted to speak, but in the end he didn't speak.
"Takeda-san, sit down."
Takeda sat down obediently, then handed over a stack of information and said:
"These are inquiry letters sent from the headquarters. The words are very intense."
"I think you should take the time to reply and explain the whole story in a formal tone."
"We all know that the reason why this bid failed actually has nothing to do with ourselves."
"The other party must have been planning this for a long time. They never thought of using us."
"No, they thought about it."
Wada Hidematsu shook his head and replied.
“If they weren’t going to use us, they wouldn’t have put us in the tender in the first place.”
"Something must have happened that suddenly gave them more cards."
"The benefits brought by this trump card have exceeded the benefits that may be brought by cooperation with us, so they are so determined."
"This is still our mistake. We didn't even get such important information."
"But what is it?"
Takeda asked confused.
"Technology can only be technology."
"I have had this idea. But I can't figure it out, where did their technology come from? That experimental passenger line?"
"It's not impossible that we should pay more attention to that dedicated line in the early stage. It's too late to say anything now."
Wada Hidematsu sighed and leaned back on the chair.
After a long silence, he asked:
"Have the flight tickets been booked?"
"It's settled, the flight is tomorrow morning."
"But do we really stop trying harder?"
Takeda asked tentatively.
"Work hard? How much more work can you do?"
"Where do we still have a chance? If they really master the technology, then our entrance has been completely blocked. Even if it is given to them for free, they may not want it."
"--Okay, that's a bit loud."
"I think they would still do it if it were free."
Wada Hidematsu suddenly froze on the spot.
Free gift.
Takeda also reacted. He looked at Wada Hidematsu and suddenly sat upright.
That’s right, free of charge!
The reason why the other party ruled out Kawasaki Heavy Industries so strongly is 90% likely because it achieved a technological breakthrough.
In this case, whether in negotiations with Kawasaki Heavy Industries, Siemens, Alstom, or Bombardier, they will definitely try their best to lower the price.
So the question is, how low will the price go? !
The answer is simple, lower it to the cost price, or even lower it to below the cost price!
As a veteran who has been involved in shopping malls for many years, Wada Hidematsu is keenly aware that the nature of things has changed!
Although it is still the same project and the same bidding, China's purpose has completely changed!
They don’t want technology anymore!
They just need an "executor"!
Since this is the case, then for our own side, the plan to make a lot of money through technology should be completely abandoned.
Becoming a builder honestly, or as they say, being a contractor, is the way out!
Moreover, not everyone can be a contractor. Go grab it!
Wada Hidematsu's expression suddenly became excited. Before he had time to think about it, he immediately spoke loudly to Takeda:
"Get me through to headquarters!"
"Our strategy has changed! We can still make money!"
"It's going to be a big gamble. We don't necessarily have to make money right away!"
"As long as we defeat Siemens and Alstom, it's victory!"
Two days later, in a hotel conference room, the third round of negotiations on the high-speed rail project kicked off.
What everyone couldn't believe was that Kawasaki Heavy Industries, which had been kicked out, actually appeared at the venue again.
Their business representative, Hidematsu Wada, had a confident smile on his face, as if the previous losses and setbacks had not had any impact on him.
Representatives from Alstom and Siemens were extremely puzzled. They could not understand what was going on.
But they could vaguely feel that some things seemed to be different.
This bid may not go smoothly.
What they don’t know is that today’s meeting may completely change the distribution pattern of railway technology in the world.
(End of chapter)
