"We are not short of money, if you want to buy the best--I just heard the introduction, you are just in the international leading level of helium machine, and on the oxygen machine, I don't see that it is better than Air Liquide, these are two technical fields that cannot be confused, at least Air Liquide's refrigeration technology is stronger than yours.

That 60,000-square-meter large-scale oxygen production was developed when your country was engaged in strategic nuclear missiles in 71 years, right? That was the technology of eight years ago. Don't say that we don't have demand now, even if we do, we have to buy the best in the world, and it's impossible to buy outdated goods. ”

After saying that, Colonel Abdullah no longer gave any chance to question, and directly signaled to the person in charge of the reception to make good arrangements.

"This is not quite what I expected. Director Bao sighed secretly.

Before going abroad, they have made very full preparations, and feel that their own things have a competitive advantage, coupled with the order of the US Department of Energy at the Canton Fair in May, which greatly endorses the technical strength of domestic factories, and it should be easy to discuss.

However, the local tyrants shown by the Iraqis in the past two days were completely unexpected.

Iraqis do not look at the "cost-effectiveness" emphasized in China, and only emphasize "the best and latest".

However, relying only on the performance brought by one or two successful orders, even if the customer is the U.S. Department of Energy, it is still not enough for the business reputation and product quality reputation of domestic enterprises to directly crush Air Liquide. As a result, the card is much less powerful if it can't be used with the Price War.

The most fatal thing is that the Iranian side is not very strong about when to complete these equipment, and the desire and motivation are not in a hurry.

Gu Biao is much more knowledgeable about current affairs than Director Bao.

He had long known that Iraq was not short of money, and he did not approve of Director Bao's steady and timid negotiation strategy, so he took the opportunity to instigate:

"Otherwise, when the negotiations are in the afternoon, we will make it clear, right? Directly hinting to the Iraqis that if they buy the goods of the French liquid, the French will definitely cut off supplies once the Iraqi side's tendency to develop nuclear weapons is revealed. ”

The inclusion of this point in the negotiation plan was also discussed before going abroad.

But if this is made clear, it is tantamount to telling the Iraqis that "we think you are developing nuclear weapons", and there is no room for manoeuvre.

Therefore, in the initial negotiations, Director Bao has always been on a case-by-case basis, pressing this kind of remarks that open the skylight and say bright words, and he does not want to use it until it is absolutely necessary.

"That's all there is to it. But that's not enough, do you have any other follow-up conditions? Director Bao said embarrassedly.

"In addition, it is promised to supply by the end of next year, and then go to the 90,000-square-meter level of large-scale samples, which is one level higher than the current energy efficiency and scale - the current second artillery is all approved in 71 years and supplied in 73 years, we ourselves think it is not bad, but since the Iraqis want to pursue the 'latest', we will show them sincerity.

After six years, the product technology has been upgraded to another level, and with the current situation of the factory, it is estimated that it can be done, as long as there is money. In this way, the Iraqis also have face. On the Air Liquide side, we can currently build a 90,000-square-meter level, and we are indeed a few years behind them. ”

Director Bao nodded secretly: "If the technology can be improved a little more, even if the substantive progress is not large, at least it will not make the Iraqis lose face, so arrange this matter." Alas, I really didn't expect them to be so rich. ”

More than 20 years ago, when China and Iraq established diplomatic relations, Director Bao vaguely remembered that he was just a poor brother in the third world.

Who knew that after the other party had been a poor brother with you for 15 years, from the 16th year to the 21st year, he suddenly became explosively rich, who to reason with?

……

Lunch ends in a friendly and peaceful atmosphere.

In the afternoon, Colonel Abdullah had other things to do, and continued to arrange for some minions to discuss technical details with the Chinese side.

Director Bao had no choice but to change his strategy and let Gu Biao talk to the other party's technical officials about "equipment technology upgrades" first.

The progress is not bad, at least to bridge the dislike of some Iraqis for "too low grade", and it can be regarded as digging up an obstacle point in the negotiations.

Seeing that he was about to get off work, Director Bao tried to mediate and won a few minutes to report the progress to Colonel Abdullah in person:

"Colonel, I can understand your feelings that French goods are more reliable, after all, they have a longer history and a better reputation. However, your country has long lacked understanding of our products. However, please note that large-scale oxygen production equipment above the level of 60,000 cubic meters is currently the standard equipment of mainstream ballistic missile underground bases in the world.

If your country has a new deployment in the field of military equipment in the future, which touches the sensitive nerves of the Western world, these equipment that may be misappropriated as strategic supporting equipment may face embargo and after-sales interruptions, and if you want to add orders, you will not be able to add them......"

Director Bao's words are still very pertinent, and they can be regarded as lifting the lid.

What's more, in 1979, Iraq's relations with the United States were still relatively tense - it was not until more than a year later, when the Iran-Iraq war began, that the United States began to favor Iraq slightly.

Because Iran's Ayatollah Ruhollah Khomeini was seen worse by the Americans, he overthrew the Pahlavi dynasty, which was highly close to the United States. So even General Hussein is not liked by the Americans, so he can only pinch his nose and temporarily hand them knives, so that they can lose both dogs and dogs.

(During the Pahlavi dynasty, the United States treated Iran so well that it even sold them the F14 Panda fighter jet, which had just entered service in 1974.) ）

However, this Colonel Abdullah seems to know the top secrets of the country, and is very confident that "after General Hussein becomes president, he will start a war with Iran and improve relations with the West", so he was not completely bluffed by Director Bao.

I only heard him say in a serious official tone: "Mr. Bao! We in Iraq are peace-loving countries and have never had plans to develop nuclear weapons and intercontinental missiles!

As for your belief that Air Liquide will embargo on us, it will not be a commercial slander - our civilian uranium enrichment technology is provided by the French, do you think they ...... Hehe. ”

This is true, although Iraq has never dared to admit that it has engaged in nuclear bombs, but it still admits that it has a civilian experimental reactor -

That was three years ago, in 1976, General Hussein bought it from the then Young Zhuang faction of French President Jacques Chirac, for $300 million on the Iranian side. (Chirac was president for 4 years, then went down again, and became president in the 90s)

After such a rhetoric, Gu Biao also felt that his preparations were indeed a bit taken for granted.

He just relied on the incident of the early 21st century, the domestic oxygen concentrator factory took advantage of Western sanctions, and then sold large oxygen concentrators to Iran and North Stick at a high price, and inversely deduced that he can also work hard in Iraq now.

However, Gu Biao was not a first-hand witness to those events in later generations, so he did not know the specific negotiation skills at that time - all the negotiation skills he uses now are still combined with his two years of study at the Foreign Affairs University and several previous practical experiences.

And the scale of the embargo that Iraq faces today is obviously more lenient than that of Iran and the North Stick in later generations. There are many negotiation techniques that cannot be directly copied.

Seeing that Director Bao couldn't cope with it, Gu Biao also tried his best to persuade: "Colonel Abdullah, eggs can't be put in the same basket." You should know that Jacques Chirac is no longer the prime minister of France – he was forced to resign from his post at the end of '76 and is now mayor of Paris!

Therefore, an embargo is still very possible! Besides, if your country asks the same country to buy supporting equipment for reactors, intercontinental missiles, and even missile silos, isn't that too conspicuous? It's better to purchase separately, and it's easier to get through the trick by setting up a name......"

"What you say makes sense, we'll take our time. Colonel Abdullah continued his Tai Chi.

……

"Why are these Iraqis so inefficient? The benefits, pros and cons have been analyzed, and the progress is slow. ”

At the end of a week of negotiations, Director Bao was completely out of temper.

There is nothing wrong with his eloquence and level of dealing. After the initial discomfort, it has also entered the state and fully exerted.

Gu Biao's technical boasting ability, as well as the small ideas with a flash of inspiration, also used his kung fu to ninety percent, but the deviation finally came to the door.

The key is the cultural differences and value-oriented differences, which Director Bao feels unable to understand.

Gu Biao analyzed: "I understand that Iraq is a military dictatorship, although General Hussein has not yet become president, he is the uncrowned king. The only consideration of the generals here is how to curry favor with the will of the commander-

Anyway, it's not a war year, and they're not in a hurry. If a matter is not arranged from above, it will be difficult to please the will of the chief and invite merit after taking the initiative to do it well, and the efficiency will naturally be low. ”

Director Bao said unwillingly: "That's to be a benefit? I have also hinted several times that I can give ...... after the matter is completed."

"It's not enough!" Gu Biao interrupted sincerely, "The life of the officers here is very good. The benefits of our domestic discipline allow repatriation are not at all impressed.

For example, the original 60,000-square-meter large-scale oxygen production, with a total cost of 900,000 US dollars, is planned to sell 1.2 million sets, with a 25% profit. If you want to mention the 90,000 square meter level, the price is 2 million - can you report 3 million and then return 1 million rebates?"

Director Bao was completely taken aback by this appetite.

He thinks that foreign managers will receive benefits, and a car will be up to the sky, where have he seen a kickback of 1 million US dollars!

Although this money is all added up to the top, it is not for Colonel Abdullah alone.

Director Bao: "It's impossible, it's too exaggerated. You're a villain...... Alas, I'm just saying that you're overestimating the other person's appetite. ”

Gu Biao laughed inwardly: Have you ever seen a middleman who has increased the bidding layer by layer in later generations......

"Even if I overestimate it, and then make a half-discount, can the account be done? What can make such a wealthy officer take risks is certainly not a small profit. ”

Director Bao sighed and smoked a cigarette, and his eyebrows were twisted into Sichuan characters:

"Let's prepare with both hands, I will send a secret telegram to apply for some standards in the country - this kind of dirty work is very difficult to do, obviously the Iraqis want kickbacks, and when the time comes, the higher authorities will check me very strictly, the conscience of heaven and earth."

But on your side, try to find a way to see if there is a way to 'please the will of the chief'. If we can do business without benefits, let's not add benefits. ”