After a long silence, Scholt took a deep breath and began to speak. He felt that he could not follow the rhythm of the Chinese, but should control the rhythm himself. As for the true intentions of the Chinese, he has not yet figured it out. If he is brought into the pit in three or two sentences, how can the company's interests fall second, and his face as the sales director of PATEO will not be bright.

"Mr. Han, regarding the EU ban, I think your understanding is slightly biased, in fact, our influence on the EU is not as great as Mr. Han thinks. Scholt said.

The communication between the two sides was conducted in English, and Yu Xiaohui's English skills were very good, and she could almost achieve the effect of simultaneous interpretation. Hearing Scholt's words, Han Weichang opened his mouth and was about to refute, but Scholt noticed his action and hurriedly raised his hand to interrupt him:

"No, no, Mr. Han, you listen to me, in fact, what I want to say is not this. What I want to say is that although PATEO can influence the EU ban to a certain extent, we are also European companies after all, and it is impossible to ignore the interests of Europe. In this matter, I would like to know which party's intention is what Mr. Han just said?"

"Which side?" Han Weichang smiled, "Which side do you think I represent?"

"I think you should be representing the intention of Factory 82, and perhaps the Chinese authorities also mean that. However, if Tengji's lobbying ability is stronger, perhaps even if we make some friendly gestures, the Chinese government will still support the research and development of several machine tools, and what you just promised, that is, not to invest in these areas within five years, may not be able to do. Scholt said.

Han Weichang looked at Scholt, and his gaze was like looking at a fool. After a while, he sighed and said, "Mr. Scholte, I really doubt your professionalism, and I am beginning to regret this negotiation with you." ”

"What do you mean?" Scholt asked, puzzled.

Han Weichang said: "As a sales director, before starting a negotiation with a new counterparty that affects the fate of the company, don't you even know the basic information of the opponent?"

As soon as these words came out, the three Germans were stunned. Scholt turned his gaze to Baboca, and there was already a bit of murder in his gaze.

"Mr. Scholt, please listen to me. Baboca said in a panic. He was the first to contact Han Weichang, he only knew that Han Weichang was not originally from Factory 82, but was transferred from other places, but when it came to Han Weichang's origin, he really didn't study it deeply, and now that he thinks about it, this is a big mistake.

The background of the negotiation opponent directly affects the choice of negotiation strategy, which is the minimum common sense of a marketer. A few of them didn't even know what Han Weichang was from, so they came to negotiate with him, isn't it a joke?

Speaking of which, this is PATEO's arrogance in front of Chinese customers, and if the other party is a European company or an American company, they will not make such a mistake anyway. In the past, when they negotiated with the Chinese, they only needed to put forward their own demands, and did not need to consider the likes and dislikes of the other party, so they did not need to understand the background of the other party.

But this time, the situation is very different. The Chinese are very angry, the consequences are very serious, Scholt came to China this time, to explore the opponent's hole cards, but did not even look at the minimum hole cards, what else can this talk about?

Han Weichang looked at the expressions of several Germans, sneered, and said, "I can tell you that a month ago, I was still the general manager of China Linji Group Sales Company. If this negotiation goes well, I will still return to Linji Group in a month's time. I say that, do you understand?"

"Linji Group, you mean ......?"

Scholt was thundered down at once. He hadn't heard of Han Weichang's name, but he couldn't know about China Linji Group. Linji Group is one of the largest machine tool companies in China, and many products are in competition with PATEO, as the sales director of PATEO, how could he not know about Linji Group?

Since Han Weichang used to be the general manager of the sales company of Linji Group, which is equivalent to the sales director of Linji Group, and Tengji Company is a subsidiary of Linji Group, whose interests do you say Han Weichang will represent?

"This can't be!" Merce cried out, "if you're from the Linji Group, why would you want us to resume sales to Factory 82?"

"Can't figure it out?" Han Weichang asked, looking at Merce.

Merce nodded, his eyes full of confidence. At this moment, he felt that he was really the most witty person in the world, and as soon as the other party's nonsense came out, he saw through it.

"Are your salespeople so stupid?" Han Weichang turned his head to Scholt and said in a pitiful tone, "Mr. Scholte, as a colleague, I really sympathize with you. It must be very hard to bring such people to sales. ”

Yu Xiaohui couldn't help but smile and translated Han Weichang's words to the other party, only to see that Merce's face had turned the color of pig liver, and Schulte's face was a little unbearable.

Baboka said what he didn't say for Han Weichang: "Moth, whether Mr. Han is a person from the Linji Group or not, we can know just by asking, and it is impossible for him to deceive us on this issue." It's a bit ...... for you to raise doubts on this issue."

He didn't say any more, he knew that the knife he had mended had been pierced deeply.

"Uh......" Merce realized that he had indeed made a fool of himself. Linji Group is not a confidential unit, and the general manager of the sales company is also a very eye-catching figure, it is indeed possible to confirm it by asking anywhere, if Han Weichang wants to make up nonsense, he will definitely make up a more reliable one. Since he dared to tell his identity so clearly, he obviously didn't lie.

Scholte also reacted, he hesitated for a moment, and then said to Han Weichang: "Mr. Han, it's not that we don't believe in your identity, it's that we can't understand your motives. If you are indeed an executive of Linji Group, shouldn't you welcome the move of the Chinese authorities? Getting 200 million euros for the development of seven competing machine tools is a great opportunity for you. ”

Han Weichang said: "You only see this as an opportunity, but have you ever thought that we have at least 100 opportunities to choose from, and the other 99 are much better than this opportunity." As for the precision milling machine needed by Factory 82, in addition to the needs of the military, which other enterprise will need it? And the purchase price that the military can accept,...... I don't think I need to say more. ”

"I see...... "Scholt realized.

After a long time, it turned out that Tengji Company, or Linji Group, didn't want to take this job. Chinese officials said that they would take out 200 million euros to develop machine tools, and the 200 million euros were not given for free, and the developed machine tools must be sold to the military cheaply, which means that Tengji actually did not have much profit in this matter.

China is a fast-growing country, the demand for machine tools is rising at a rate of dozens of percentage points every year, PATEO looks at the DC Harazi, but its own production costs are too high, and far away, it is too difficult to grab China's low-end machine tool market, and can only make some oil and water in the high-end market.

Tengji is a local enterprise in China, uniquely blessed, if you can make some machine tools for civilian use, the money you can make is much higher than that of military equipment. The capabilities of every enterprise are limited, and to devote technical forces to the development of military machine tools means to lose the civilian market. And if the military's order price is too harsh, why would Teng Ji do such a thankless thing?

So, will the military's order price be very harsh? Scholt does not have first-hand information, but based on his impressions of the Chinese system, he thinks it is very likely.

If Tengji is not active in the development of new machine tools, it means that China does not want to do this from top to bottom, and is looking forward to PATEO being able to resume supply, which is good news for PATEO.

However, there is another question that Scholt must ask clearly, and if he does not clarify this question, he can't believe too much in Han Weichang's words.

"Mr. Han, since you are representing Teng Ji, what is the purpose of your superiors transferring you to Factory 82? With all due respect, they should have asked you to come here to negotiate with us, right? Aren't they worried that you will betray their interests?" Scholt asked.

Han Weichang nodded and said, "Yes, Mr. Scholt can think of this problem, and he is very smart, at least he is not more confused than these two subordinates of yours." ”

"Uh-huh. Scholt replied reluctantly, Han Weichang's words seemed to be praising him, and he didn't care about the details.

Han Weichang said: "The reason is very simple, the upper level has arranged a task for Tengji, and Tengji is not active in this matter, and has repeatedly suggested that Factory 82 solve the problem of machine tool supply by negotiating with PATEO." In the end, the upper echelons gave us a choice for Linji Group, that is, we came forward to persuade PATEO to abandon the embargo and resume supply to Factory 82 at a favorable price.

"If we can do that, they'll take it back. If we can't do it, there's no way around it, we have to accept the task. ”

"Great price?"

Scholt shuddered, he didn't think that Han Weichang mentioned this casually, maybe this is the drama of today's negotiations.

"That's right, I was instructed to convince PATEO to reduce the price by more than 20% from the original supply price, otherwise we would not accept PATEO's machine. Han Weichang said.

"It can't be!" Scholt blurted out.