The new Ling Yunzhi was also involved in the negotiations with Mitsubishi, and he was the most experienced in the automotive industry among all the people at the Huaxia plant, and could act as a technical consultant. Pen, fun, pavilion www. biquge。 info

"Your Mitsubishi's L120 vehicle technology has lagged behind the current international level for at least 8 years, if you still refuse to lower the price and ask for a high price, we will not be such a wronged leader! Because the price is close to 300 million, we can find a better replacement. Although the technology of micro cars is unique to your Japanese manufacturers, do not forget that Europe is also one of the hometowns of micro cars. If we use the price of 300 million yuan, we can definitely buy good mini-car technology in Europe, not just the current micro-noodles and micro-goods. The production technology and technical level of the car are far more than the micro surface and micro goods, and you must know this. ”

Ling Yunzhi gave Mitsubishi a dismissal from the beginning, and he had to let the other party know that Mitsubishi was not an irreplaceable partner, and the Huaxia factory did not necessarily have to be tied to a tree.

"We not only transfer the model technology, but also include the supporting engine and transmission technology, as well as the corresponding production line equipment, etc., these intangible intellectual property rights are enough to match the price we give!"

A representative of Mitsubishi Motors took over the topic and replied.

"The 3G41 engine with your L120 has a maximum displacement of 29 kilowatts of 0.8 liters, which is a very good engine when it first came out. But the world is progressing, and our country's Dongan Power has changed the F8A engine introduced by Suzuki in 1984 to DA462, which is a little worse than your Mitsubishi's. But after several years of digestion and development, now Dongan Power's DA465Q displacement has reached 1L, and the maximum power is 34 kilowatts. It is no exaggeration to say that the existing mass production engine technology in our country has surpassed the 3G41 engine you bought. If you still take the 3G41 as a treasure, then we can only ask Dongan Power for technical support, or directly buy their engines. As for the transmission, whether it is the L3 of Dongan Power or the TS120 manual transmission model of Tangshan Gear Factory, it is enough to match our country's own engine. So, don't think that Mitsubishi's outdated technology is unique, and the technology that you are shouting out at a high price now can find a replacement in our country. ”

With the addition of Ling Yunzhi, the negotiations with Mitsubishi Motors have become more professional. If Han Hao is just negotiating from an overall direction, then Ling Yunzhi is making-for-tat speeches in the field of technology. The Huaxia plant needed Mitsubishi's technology, but it was not necessarily a one-way compromise.

After listening to Ling Yunzhi's speech, several representatives of Mitsubishi exchanged words in private, and they needed time to judge whether the news given by the Chinese side was true. If it is really as Ling Yunzhi said, then Mitsubishi really does not have the confidence to insist on high prices.

"I propose to take a break and start negotiations again in the afternoon. ”

Seeing this situation, Katsuhiko Kawazoe took the initiative to propose a break, and the Japanese side needed to verify the information.

Han Hao agreed to the other party's request, and soon the Japanese side returned to his residence and began to use international long-distance telephone calls to verify the information provided by the Chinese side.

In the afternoon, negotiations continued.

"We confirmed what you said, and it is true that Dongan Power has developed a good engine. I can't imagine that there is such a company in China that relies on digestion technology to independently develop a relatively advanced engine. If I have the opportunity, I would like to visit Dongan Power, maybe we can further cooperate with them. Well, to get back to the point, although your country has a certain engine technology, these technologies do not belong to your Huaxia factory. You can buy their products, but you don't necessarily get their technology, so the technology that we at Mitsubishi are willing to transfer is still very valuable. We can make some concessions on the price, but we do not accept the offer of cabbage. ”

Katsuhiko Katsumiko set the tone for the next negotiations, agreeing to make some concessions on price. In fact, this is also his original negotiation strategy, in the face of China's insistence on price reduction, he started the idea of a technical licensing fee for each car.

See-saw back and forth at the negotiation table, after all, moving the mouth is an amount of 100,000 yuan, converted into reality, how many motorcycles Huaxia Factory has to sell to earn back.

"Okay, I suggest that you be allowed to pay the upfront technology transfer fee first, and the rest of the amount can be converted into the license fee for each vehicle, and the main production equipment must be provided by Mitsubishi Motors. ”

In the face of the chatter and quarrel between the two sides, Katsuhiko Hadome threw out a long-planned plan, and he believed that Huaxia Factory would be tempted.

The negotiation amount has dropped from nearly 300 million to 150 million, and the Japanese side suddenly gave a cheaper plan, and Han Hao must give time for his side to take a good look at it.

"It's not early, so I suggest we eat first and then continue negotiations tomorrow. ”

This time, it was the turn of the Chinese side to offer a break.

"The technology licensing fee is also used by Volkswagen in Germany. Our FAW-Volkswagen Jetta needs to pay Volkswagen a certain license fee for each car, including the licensing of technology and brand. Therefore, when talking about technology transfer in 1988, the German Volkswagen was very generous, in fact, FAW only spent 10 million German marks (about 56 million yuan) to get Audi 100 technology and an original American factory worth 400 million US dollars for 150,000 vehicles to produce golf. ”

Ling Yunzhi began to tell the interesting story of FAW's cooperation with Volkswagen.

At the beginning, FAW wanted to launch the sedan project, bought the engine production line of the American Chrysler Company, and almost signed a contract with Chrysler. However, due to the opening of the lion in the United States, FAW turned to sign a contract with Volkswagen. At that time, in order to compete for the FAW car project, Volkswagen of Germany reduced the technology transfer fee on a large scale, and the Audi 100's vehicle technology, personnel training and production mold only cost 10 million marks of cabbage.

Volkswagen and FAW have reached an agreement to export and assemble 30,000 Audi 100 units to China under the CKD model, while leaving room for further cooperation with FAW for sedans.

The 30,000 Audi 100 is obviously not Volkswagen's real intention, and they are eyeing the 150,000 economic sedan project included in the national plan of FAW. At that time, the Santana, produced by SAIC Volkswagen, another partner of Volkswagen, had already shown strong competitiveness in China, completely replacing the position of the state restricting the import of cars. If it can win the FAW car project again, then Volkswagen can basically monopolize China, a huge market full of potential.

Volkswagen first took the road of FAW, knocked on the door of FAW with 30,000 Audi 100, and then proposed to continue to cooperate with FAW on the 150,000 economy car project. To this end, Volkswagen also offered preferential conditions for the transfer of the Volkswagen plant in Westmoreland, USA, at a low price for the production of the introduced Jetta sedan.

As the world's largest automobile market, Volkswagen was ready to enter the market early on, so at the end of the 70s, it established this automobile assembly plant in the United States, and successively produced hundreds of thousands of Golf and Jetta cars. As a result, due to exchange rate changes, the cost of parts shipped from Germany to the United States has risen, it is impossible to make money assembling cars in the United States, and the models are not liked by Americans, and Volkswagen has been marginalized in the American market, so it can only close this car factory with an investment of up to 400 million US dollars and an output of 300,000 yuan.

Originally, the state was hesitant to increase cooperation with Volkswagen and incorporate FAW into the Volkswagen system, but now Volkswagen has thrown out a factory worth 400 million US dollars as a dowry, and only asks to continue to cooperate with the 150,000 car project.

This is a match made in heaven for Chinese, who have always been careful and lack foreign exchange. FAW hurriedly sent people to the Volkswagen factory in the United States to see, as if Alibaba had discovered a treasure, in the 260,000-square-meter plant, the most advanced production line in the world at that time was quietly lying in front of the eyes of the Chinese. There are three workshops for welding, painting and final assembly, 11 advanced automatic lines, 611 sets of international most advanced production equipment, and 62 sets of automatic welding robots. The computer-controlled flexible paint spraying line includes 18 automatic spraying robots, which can instantly change the nozzle to different colors and work on the same production line. Seeing such an advanced modern factory, the people who came to inquire about the news of FAW were really surprised and fell to the ground, and their saliva was sprinkled all over the ground.

If FAW's production equipment at that time was still at the level of the 60s, the Volkswagen Wesmolan plant was at the top level in the mid-80s, and FAW suddenly got a production line that spanned the era, and this production line was repaired at least 2,000 years ago.

For this reason, FAW smashed the pot and sold iron to find 20 million US dollars in foreign exchange, and Volkswagen offered a low price of 39 million US dollars, which is already too little.

FAW is eager to immediately move the entire Westmoreland plant back to China, and not a single screw is missing. But after a long time of tug-of-war negotiations with Volkswagen, Volkswagen never let go of the $25 million mark. Faced with the Chinese spreading their hands and looking that there was really no excess foreign exchange, the Germans in charge of the negotiations were also anxious and said the following words.

"We have already made so many concessions, can't you Chinese add a little more money? Otherwise, if we sell our factory at such a low price, we will definitely be ridiculed when we go back, and even the pigs who can only hum are better than us!"

But the Chinese really had no money, and in the end, it was the idea of changing technology in the market that inspired the representative in charge of the negotiation of FAW. China promised to import another 14,000 Audi 100s, and the Germans finally relented and promised to give the American factory to FAW for free.

The brand-new factory worth 400 million US dollars was dismantled back to FAW, especially the fully automatic welding and spraying robots attracted the onlookers of the whole factory, and they did not expect that the level of foreign machinery has been so leading.

Since then, FAW-Volkswagen has the strength to compete with SAIC-Volkswagen, and the Jetta that has come off the assembly line has the strength to challenge the domestic sedan overlord Santana.

Behind FAW stands the shadow of the country, otherwise it would not have achieved such great results from the German Volkswagen. Germany's Volkswagen was also shrewd and used a closed factory to knock on the second door of the Chinese sedan market, opening the way to monopoly in the Chinese market.

After listening to this history, Han Hao felt that even FAW made cars so tormented, and the road of private enterprises like himself to build cars may be even more difficult.

In the end, the negotiations with Mitsubishi Motors were fruitful, and the two sides reached a unanimous agreement.