After sending off the Chinese delegation, Kolpitz went to report to General Manager Hanfmann, waiting for Hanfmann to give further instructions, and the matter was not mentioned for the time being. Pen, fun, pavilion www. biquge。 info Let's say that Luo Xiangfei and his entourage, after leaving the Lime company, walked on the streets of Germany without stopping, looking at the street scene and chatting about what happened just now.

"Xiao Feng, you performed well today, and you deserve praise. Luo Xiangfei looked at Feng Xiaochen and said with a smile.

Feng Xiaochen said: "Director Luo has won the award, I think my translation is not professional enough, there must be mistakes in grammar in some places, and I have to ask Secretary He for further guidance when I go back." ”

He Lili hurriedly said: "No, your spoken language is really good, and I don't know much about professional vocabulary, but judging from Kolpitz's reaction, I think your translation must be correct, much more professional than me, and I will ask you for guidance when I go back." ”

Luo Xiangfei said: "Whether Xiao Feng's spoken language is good or not, it is second. Just now in the Lime company, I felt a little nervous, I think only Xiao Feng is generous, there is no sense of restraint at all, this is the most rare. ”

"That's right, Xiao Feng's performance just now was too calm, and he scared the two Germans. Ji Ming also agreed. At that meeting just now, although he didn't say it, he was indeed a little not calm enough in his heart.

In fact, not only Ji Ming, even a department-level cadre like Qiao Ziyuan felt a little like pins and needles in the negotiation room of Lyme Company just now. In everyone's hearts, they are more or less afraid of the group of "foreigners", and they are always worried about which words and actions they say and which actions they do not perform well, which makes people laugh. The feeling of Grandma Liu entering the Grand View Garden mentioned in the book is nothing more than that.

Feng Xiaochen can understand everyone's psychology, and self-confidence is something that ultimately needs to be supported by strength. Walking on the streets of foreign countries, looking at the streets full of traffic, tall buildings on both sides, bright floor-to-ceiling windows, every local person who walks over even if they are just wearing casual sportswear, they look so magnificent, their line of representatives from a poor country with a per capita GDP of only more than 200 US dollars, how can they not have some inferiority complex?

"Actually, I'm the ignorant and fearless. Feng Xiaochen excused himself, and then said: "I just think that we are here to give them money, they are serving us, why should we be nervous in front of them? I read the book and said that Western countries are all commodity societies, and the emphasis is that the customer is God." In the eyes of Lyme Company, we are customers, and they should be respectful to us, and we can put on a shelf. ”

"Haha, Xiao Feng is right, we still haven't found our position. Yang Yongnian, deputy director of the Mechanical and Electrical Department, said with a smile.

"Xiao Feng has always been a fool and bold. Qiao Ziyuan spoke, he used to be Feng Xiaochen's big leader, and he had the right to speak like this, "In the past, when we negotiated with Japanese businessmen in our hall, Xiao Feng behaved very generously, and for this matter, Liu Huimin, the deputy director of our hall, also criticized him several times. ”

"What Xiao Feng said has a certain truth. Luo Xiangfei said, "We really have to pay attention to the discipline of foreign affairs, and we must not lose the face of us Chinese in front of foreigners." But when negotiating, we really need to have a little sense of being a customer, dare to argue with the other party, and don't be intimidated by the other party's momentum. At this point, Xiao Feng did a very good job today. ”

Ji Ming took over the conversation and made self-criticism: "Yes, Director Luo, I really still lack in this aspect, and I will learn more from Xiao Feng in the later negotiations." ”

After everyone praised Feng Xiaochen, Qiao Ziyuan and Luo Xiangfei came together, and he asked Luo Xiangfei in a low voice: "Old Luo, what do you think of today's negotiation?"

"It's still hard to say, Director Qiao, what do you think?" Luo Xiangfei asked rhetorically.

Qiao Ziyuan frowned and said, "I think this German with the name of the branch seems to be a little wary of us." When it comes to purchasing equipment, he agreed to it, but when it comes to letting equipment manufacturers transfer technology, his attitude seems to be very resolute, that is, he doesn't want us to get the technology. ”

Luo Xiangfei nodded and said: "This matter is indeed a bit troublesome, asking others to transfer technology is equivalent to seeking skin with a tiger, and it is natural for people to be a little vigilant." However, the general principle of the Economic Commission has been determined, that is, the production line of Nanjing Iron and Steel must be engaged in the mode of equipment and technology introduction at the same time, even if the time is a little longer, the cost is overrun, but also must learn a part of the technology, otherwise, our metallurgical equipment technology development will be pushed back for a period of time. ”

Qiao Ziyuan said: "The Economic Commission considers the problem from the perspective of the overall strategy for the development of the equipment industry, which I can understand. However, compared with Germany and Japan, the gap between our country's technological level and Germany and Japan is not a little bit. I have heard that the intention of the Economic Commission is to let the Puhai Heavy Machinery Factory and the Qinzhou Heavy Machinery Factory undertake the tasks subcontracted by the Chinese side, and I am worried that these two companies will not be able to digest the foreign technology, and then the part of their production will become a drag, and the equipment we have imported will become a lame duck. ”

Before leaving, Luo Xiangfei had introduced the overall idea of this technology introduction to Qiao Ziyuan, that is, to find a metallurgical technology consulting company in West Germany to help make the overall planning of the production line, including how to select, combine, and connect the equipment of each part, which is something that China cannot do with domestic experience alone. After the equipment list is determined, it is necessary to negotiate with the equipment manufacturer, requiring them to subcontract part of the equipment in the contract to a Chinese domestic enterprise for manufacturing, and at the same time be responsible for guiding the Chinese company to complete this part of the subcontracting task.

For example, the cross-cutting unit in the finishing process cannot be manufactured independently by the Chinese side. However, Chinese enterprises have experience in manufacturing steel coils, uncoilers, straighteners, etc., but there is still some gap between the current technical level of such equipment manufactured in the past and Western countries. For this part of the equipment, the Chinese side has determined the principle of "joint design and cooperative manufacturing", requiring the other party to transfer relevant technology and the Chinese side to subcontract.

These subcontracted parts do not belong to the core technology part of the equipment, and the obstacles to the transfer of these technologies by the other party are relatively small. But even this less core technology is a step higher than the current level of technology for China. To be able to master this part of the technology in cooperation, Chinese enterprises are satisfied enough.

In addition to the technology obtained directly, since each part of the equipment must be adapted to the whole system, the Chinese side can learn the design ideas of the whole system in the process of cooperating in the design and manufacture of these non-core equipment, so as to accumulate experience for the Chinese side to develop complete sets of equipment with its own intellectual property rights.

In the actual history, China's equipment manufacturing enterprises have gradually penetrated into the core of technology through the method of encroachment layer by layer, and finally forced their teachers to a situation where there is no way out.

Of course, at this time in the early '80s, it was too early to say such things, and China still had to be a primary school student for more than a decade or even decades before it was qualified to compete with these Western teachers.

As an official of the Metallurgical Bureau of the Economic Commission, Luo Xiangfei considered the starting point of the problem is the technological development of the entire metallurgical industry, including the equipment improvement of metallurgical enterprises and the capacity growth of equipment manufacturing enterprises. For him, the introduction of the 1780 mm hot rolling mill this time is a standard "one fish and two eats", which not only brings back a set of advanced equipment to Nanjiang Iron and Steel Plant, but also allows Puhai Heavy Machinery Factory, Qinzhou Heavy Machinery Factory and other enterprises to obtain a part of the metallurgical equipment manufacturing technology.

And Qiao Ziyuan's idea is much simpler, all he wants is a production line, as for who can regenerate other production lines in the future, it has nothing to do with him. If you want to make a choice between German equipment manufacturers and domestic equipment manufacturers, Qiao Ziyuan will not hesitate to choose Germany. Qiao Ziyuan is extremely disapproving of letting several domestic companies subcontract part of the equipment.

Of course, if you don't approve of it, the funds introduced by the 1780 hot rolling mill were allocated by the State Economic Commission, and Qiao Ziyuan has nothing to say. If you really want to compete with the Economic Commission, people can transfer the hot rolling mill to the iron and steel mills in other provinces, and the metallurgical departments of countless provinces and cities are looking forward to Qiao Ziyuan saying "no" to the hot rolling mill, if he refuses this set of hot rolling mills, other provinces and cities will send him a one-ton steel medal.

Qiao Ziyuan is naturally not so stupid, what he can do is to beat the side drum from time to time to shake Luo Xiangfei's determination. If anyone is most in favor of Kolpitz's words, it is none other than him. He even hoped that Kolpitz's attitude would be more resolute, completely cut off Luo Xiangfei's dream of importing technology from Germany, and buy a ready-made hot rolling mill to go back.

"Old Joe, I understand your thoughts. Luo Xiangfei reluctantly persuaded, "Our country is a big country, and things like metallurgical equipment cannot rely on foreign countries forever, and must be in our own hands." In fact, it is also beneficial for you Nanjiang to let foreign manufacturers transfer some technology. If we master the manufacturing technology and maintenance by ourselves, we can complete it in China, and we don't have to go all the way to ask German technicians to maintain it, isn't this also a convenience?"

"Lao Luo, you don't have to persuade me, I fully support the spirit of the Economic Commission. Qiao Ziyuan hurriedly defended and said: "I'm just worried that the Germans are unwilling to give up their technology, and once the time comes, we will be passive." Don't you think this section didn't immediately agree to our request? In case he drags on for a few months, are we still waiting for him?"

Luo Xiangfei shook his head and said, "We can't hang ourselves on a tree. Tomorrow we will go to Bonn and talk to two other consulting companies, I still don't believe it, with a 4% commission, no one wants to earn it?"