Mitsubishi Motors is a subsidiary of the Nippon Mitsubishi Foundation, which became independent in 1970. Pen Fun Pavilion wWw. ｂiquge。 infoMitsubishi Foundation plays an important role in Japan, including Mitsubishi Elevator and Mitsubishi Air Conditioning, which are well-known to us Chinese.

Since its independence in 1970, Mitsubishi Motors has worked closely with Chrysler Corporation of the United States to gain access to the U.S. market by allowing Americans to take shares. In addition to Japan, the United States is Mitsubishi's second-largest market.

In 1973, Mitsubishi Motors began to export products to China, and was one of the first foreign automobile companies to enter the new China. In the early 80s, Suzuki, Mitsubishi, and Daihatsu successively transferred model technology to China, supporting a piece of China's micro-car market. It is said that at the beginning of its establishment, Mitsubishi Motors was the target of catching up, and it was deliberately named Wuling in order to surpass Mitsubishi in the future.

It can be said that Mitsubishi Motors is no stranger to the Chinese market. Although Mitsubishi has been exporting technology to China, Mitsubishi has not begun to find partners in China to form joint ventures. On the one hand, Mitsubishi focuses on the U.S. market, and on the other hand, it has a small wealth mentality in the Chinese market, and does not dare to invest in large-scale capital, just to make quick money.

Unlike Suzuki, which is preparing to cultivate in China, Mitsubishi's development strategy is that the Chinese market is just a small piece of leftovers, and it will leave after harvesting a wave.

Such an attitude is actually quite in line with Han Hao's position, Mitsubishi's mentality of making quick money will completely transfer the technology of the backward generation, and Huaxia Factory needs such a technology exporter.

Still in the same high-end private club, Han Hao met Katsuhiko Katsuki, the general manager of Mitsubishi Motors, unlike the polite Suzuki Shu, Katsuhiko Katsuhiko's attitude was slightly arrogant, and there was a little more naked cunning and snobbery in his eyes.

This is a difficult opponent to deal with, Han Hao's first reaction is like this. However, the market is a relationship of interest, and since the people of Mitsubishi are willing to come today, they must have the psychology of selling technology, but the two sides need to fight more on the price.

After the polite greetings, Osamu Suzuki excused himself to go out, leaving Han Hao to have a direct dialogue with Katsuhiko Kawazoe and negotiate behind closed doors to solve the cooperation between the two sides.

The film crew of "Oriental Time and Space" also followed Han Hao to Japan A, but did not let reporters be present when it came to the negotiation of trade secrets.

"I am now in front of a private club in Japan, where the head of the Huaxia plant is discussing cooperation with representatives of Japanese automobile companies. According to our inquiry, the tone is unfavorable, and we temporarily changed the second target negotiation, and I don't know if Huaxia Factory can gain anything from this visit. As you can see from the filming trip, it is very difficult to enter the automotive field in China, especially from scratch. It may be a day worthy of a special book in the history of Chinese automobiles, or it may be just a boring episode in a farce, and the road ahead of Huaxia Factory is long and arduous. ”

The female reporter who followed the text talked eloquently in front of the camera lens.

For journalists, what happens now is the history of the future, and the only thing that matters is whether it has historical value.

During this visit, Han Hao specially invited a professional interpreter in China, so that the communication with the Japanese side would be smoother.

"Hazoe-san, we are mainly reaching a framework agreement today, if you are willing to sell the Mitsubishi L120 vehicle technology to us if it is within a suitable price. In addition, we also intend to purchase the small engine of the car with it. ”

Since it is a negotiation, it is necessary to reach a framework consensus first, and only after confirming that the two parties have the intention to trade can we continue to negotiate.

Under Han Hao's initiative, Katsuhiko Hazoe and his assistant began negotiations with Huaxia Factory.

"We at Mitsubishi Motors have always been open to technology transfers, and a technology may be on the verge of obsolescence in the United States, but it may still be a sweet spot in China. The Chinese market, our company has already been quite concerned, your country has newly announced the automobile industry policy, many international auto giants have been ready to enter it, of course, we are no exception. We want to expand our presence in China, so we can all agree to your requests, provided we can both agree to them. ”

Mitsubishi Motors can agree to sell model technology and engine technology to Huaxia Plant's request, of course, the price factor is the key.

Fortunately, Han Hao obtained the materials for Wuling's further introduction of Mitsubishi model technology in 1989 through his relationship, and spent nearly 300 million yuan to get a full set of improved model technology and equipment.

So far, 6 years have passed, and Mitsubishi still offers a high price of 300 million for almost the same model technology, which is unacceptable to Han Hao.

Before coming, Han Hao had already made full preparations, listing the price range of the Japanese side when exporting technology in other countries and regions. Therefore, the price in his heart is 50 million yuan, and any more will be a rip-off from Xiaori A.

Business negotiation is not a child's game, whoever is loud will listen to whom, you need to present evidence to tell the facts, fortunately, the information that Han Hao prepared to collect on Suzuki came in handy.

"You have cooperated in Malaysia and India to build factories, and the price of model transfer is very low, this is a paragraph I took from the local newspaper report, you Mitsubishi Motors ......"

Han Hao took out the information that had been prepared for bargaining, and in order to negotiate with Suzuki, he asked the professional company to prepare the investment news materials of Japanese companies in micro cars as a reference. Unexpectedly, it also included news from Mitsubishi Motors, which happened to be used at the negotiating table at a critical moment.

"Han Haojun, your China is China, Southeast Asian countries are Southeast Asia, and the geopolitical conditions are different, so it is very normal for our company to set different prices......"

In the war of words, neither side has achieved a satisfactory result, and the only way to talk about a truce is to talk about it another day.

As soon as they met, they knew that the other party was difficult, but they didn't expect Katsuhiko Katsuki Kazuki to be really soft and hard, and he decided that the Huaxia factory urgently needed their Mitsubishi Motors technology, and it seemed that he had a experience for the Chinese when negotiating with Wuling.

At the same time, Han Hao also left a deep impression on Katsuhiko Katsuhiko, although this Chinese is not very old, but his words are reasonable, and he is not as easy to fool as the previous Chinese, and he surrenders as soon as he is frightened. No wonder Osamu Suzuki praised him as one of China's future entrepreneurs, and after getting to know each other, Katsuhiko Katsuhiko Katsuki also put away his contempt for Han Hao and began to take this potential customer from China seriously.

Suzuki earns a lot of money in China, and Mitsubishi certainly wants to get a piece of the pie in China, but has not been able to make up his mind to invest a lot of money. Osamu Suzuki recommended Mitsubishi Motors to cooperate with the Huaxia plant, saying that it was a very good partner, but the Huaxia plant did not have an official background. You must know that in China, having an official background can do things all the way unimpeded, otherwise all kinds of procedures will kill you, and the official background will also bring the government to continue to transfuse blood behind the back.

Therefore, Mitsubishi is actually negotiating cooperation with Changfeng Automobile from Shonan Province, preparing to introduce Pajero off-road vehicle technology into China, and change its name to Cheetah for the production of the old Pajero model.

Changfeng Automobile is a logistics enterprise with a military background, restructured from a military factory, it is said that the military took a fancy to the outstanding off-road function of the Pajero, and wanted to equip the troops on a large scale, so it began to negotiate with Mitsubishi for the introduction of technical models, and the two sides have reached a preliminary agreement and are waiting for the approval of the Chinese government.

After a one-day break, Huaxia and Mitsubishi Motors held a second negotiation, which was much more formal than the first, with an increase in the number of people from both sides.

Han Hao learned from senior reporter Li Guoan that the approximate amount of Pajero introduced by Mitsubishi Motors and Changfeng Automobile was about 50 million yuan, and Mitsubishi also invested less than 50 million yuan to obtain 20% of the shares of the joint venture. It can also be seen that Mitsubishi Motors has acquired a 20% stake in the joint venture with Changfeng Automobile with the technology of the Pajero model.

The Pajero is now a well-known staple and is famous all over the world, and is a perennial winner of the Dakar Rally every year, and is almost a god-like symbol in the hearts of off-road fans.

50 million can win the technology introduction of Pajero, and the relatively chicken rib micro L120 actually offered 300 million, which is simply to slaughter the Huaxia factory as a wronged leader.

"According to a friend of mine, Pajero, the leading character of your company, has introduced no more than 60 million domestic funds from China. Now the L120 is actually priced at nearly 300 million, which is probably too much water. And you have been using Wuling as a model, you must know that it is now 1995, not 1989, the times have changed, and you must keep pace with the times. Both of our companies have a common premise that Mitsubishi Micro Noodles will be carried forward in the Chinese market. Mitsubishi Motors has always said that you want to expand your influence in China, but you are unwilling to lower your head and carefully look at the changes in the market, and the logical relationship is full of contradictions. The Chinese market is now developing very rapidly, if you Mitsubishi Motors are so arrogant and hesitant again, you must be the ones who regret it in the future! Our Huaxia factory has shown a high degree of sincerity, and I hope that you can also show specific sincerity, otherwise we will not waste each other's time, we will look for the next partner as soon as possible!"

At the beginning, Han Hao took the lead, if Mitsubishi continues to be false and wrong, then Huaxia Factory will withdraw as soon as possible to find the next partner. It's a big deal to continue the road of motorcycles, go back to China to find similar products to disassemble and imitate, I don't believe that I can't cross this hurdle.

"Han, you don't need to be so excited, since we have agreed to continue negotiations, it shows that there is a certain consensus between the two sides. I agree with your point of view that China is a very potential market, and after the last negotiation I also asked someone to understand the actual situation of your factory in China, your Huaxia factory has a certain strength, but it is still very weak, like a newborn child. To use a figurative analogy, you are still children who have just learned to walk, and we Mitsubishi Motors are already adults running in the racetrack. The price of the Pajero is based on the background of the partner, who has promised to sell at least 30,000 units per year, and at the same time the key components are imported from Japan. And you, in addition to the need for vehicle technology, also require us to transfer engine technology, and even transmission technology, these core technologies together, the price is absolutely not cheap. We are willing to transfer, which is already very benevolent. As those of us who have worked hard in the automotive industry for decades, we are definitely qualified to be your teachers!"

Katsuhiko Hadome did not back down at all and refuted Han Hao's views.

"You can be our teacher, but you will never be our Laozi! Our Huaxia factory has its own development ideas, we are potential partners of equal status, and showing enough sincerity is the basis for continuing negotiations with each other!"

The negotiations were full of gunpowder from the beginning, and neither side was willing to back down half a step. As expected, the hour-and-a-half-hour negotiations were still inconclusive, and the gap between the two sides was wide, but the relationship between them did not break down.

The company agreed to hold the next negotiation in Hushan, China, in a month's time, and at the same time, Mitsubishi Motors personnel visited the current situation of the Huaxia plant before making further decisions.

There was a feeling of coming in excitement and returning in defeat, Han Hao sat on the plane and watched the metropolis of Japan again, without the good mood of the last time. Only when you have key technologies can you have personal and company self-esteem.