Laughter is naturally an expression attribute that expresses joy.

If a person's smile does not show the slightest joy, it will most likely make people shudder, either smirking or sly.

To be able to laugh so that you can neither see joy nor be weird, this is a matter of effort.

Liu Xuemin, as the vice president of the Qianjiang branch of China Telecom, naturally still has the kung fu of not leaking a drop of water and not expressing his position. He is a master who does not see rabbits and eagles, and the projects that he does not understand must be seen quietly and clearly, and then he will talk to people.

Hatsune Group has relocated the data center related to cloud disk and email business to Longyou this time, and the biggest infrastructure bottleneck is not to build roads and railways, but to lay optical cable lines.

The demand for network speed and bandwidth is very staggering, and Quzhou, which is the worst place in the province's network infrastructure environment, is only equivalent to the total bandwidth of the city.

Hatsune is the number of dragons, and the center itself has to invest a billion dollars. But if you look at the entire supply chain of the whole project, there is more money scattered outside. That is the construction investment of the telecommunications sector.

Of course, after the completion of this kind of thing, it will also be beneficial to the local government to improve people's livelihood, because it will more or less leave some public margin for the overall network bandwidth upgrade of the city.

In the initial draft discussion, the initial intention of the three parties was that after the new service of the telecom department was connected, the annual bandwidth fee would naturally be borne in full by Hatsune. However, some of the infrastructure other than optical cables in the early stage was shared among the Hatsune Group, the city/county finance, and even the Ministry of Telecommunications Company.

Hatsune will pay 30%, the city/county finance will contribute 40%, and the provincial telecom will bear the remaining 30%.

It's just a basic offer to make sure that all parties are willing to sit down at the negotiating table first, and there's room for manoeuvre.

Liu Xuemin naturally wanted to do more, but fortunately, he showed his political achievements in this big project - when the boss sent me to do so, the condition was 30%, after our personal efforts. If this proportion drops, it will show its ability.

Liu Xuemin is an old officialdom, and of course he will not use the counter-offer method of not giving face, but I saw him with a big belly, and he held the stage with a weight: "Mr. Gu, Cardinal Cai." When did we drop the chain, do you say no? I heard that you have a big project, so I rushed to support it. But your deadline is too urgent, if the time is not so limited, according to the current conditions, we will do it for you without saying a word. ”

He didn't say that he wanted to raise the price, but only pretended to be very sincere and willing to accept the current offer, but just admitted that the construction period was risky. Obviously, Liu Xuemin has not gotten the news there, and he doesn't know who is behind this project; But he could tell. Cardinal Cai was very concerned about the deadline, which is a conclusion that can be drawn by looking at his words.

In fact, it was also true that Cardinal Cai naturally hoped to complete the project before the old leaders left the province. Civil construction and installation are not a problem, and the biggest external bottleneck is telecommunications, because this kind of infrastructure is monopolized and there is no other way to find it.

"This project is ......"

Gu Mojie has no experience in officialdom, so he directly wanted to say, "This project was assigned by Cardinal Qi." Thankfully, the name hasn't been spoken yet. was pulled by Cardinal Cai and stopped.

Something. Although it is for the benefit of the country and the people, there is no personal benefit, so it is better not to say it in public.

Liu Xuemin's face changed slightly, and he didn't know what medicine Cardinal Cai was selling. Cardinal Cai looked around left and right, pulled Liu Xuemin and took a step away, and whispered some words. Gu Mojie didn't hear it clearly, he only knew that Liu Xuemin's attitude was a little better all of a sudden, and a sincere smile appeared on his face.

"Well said, well said, we will do our best...... Oh, not necessarily. Definitely don't bother the leader. ”

Liu Xuemin and Cardinal Cai had a very happy conversation, and after finalizing the general intention between the two sides, he sent Cardinal Cai to leave first, and then seized an opportunity to talk to Gu Mojie for something else in private.

"Mr. Gu, I heard that you were looking for someone from China Mobile a while ago to talk about the pre-installation of the software of the contract machine? Move that bunch of stuff and make a random offer? ”

Gu Mojie was stunned, he didn't expect the other party's topic to jump so far: "There is such a thing, Mr. Liu, you ......"

"Since they are all their own people, I won't hide it from you, don't look at the two major operators in China now, but in the 3G era, the country has decided to split the three parties. We have also decided internally that China Telecom will take over Unicom's current CDMA business and seamlessly upgrade to the CDMA2000-EVDO model, and China Unicom will start a new business to develop WCDMA.

In fact, the top really has to be determined, and the license will be issued in 07 next year, EVDO and WCDMA are all mature technologies that have been used abroad, and there is no difficulty in getting started. This is not the TD-SCDMA system of the so-called 'independent intellectual property rights' that Datang and ZTE are waiting for, and it should be left to the mobile envoys. The progress of TD research and development is too slow, and the above is slow to talk about the license.

I'll open the skylight with you and talk brightly, there are also many old subordinates in Unicom, not to mention the internal decision, and I will be in charge of CDMA in the future. If you're interested, we can talk about bundling pre-installed software from the CDMA contract machine now. ”

Gu Mojie listened to the other party quietly, nodding from time to time, but did not express his position immediately. After a moment of silence, he said, "When China Mobile dared to ask me for a bundle fee of fifty yuan, I didn't bother to talk to them. I don't know ......."

Liu Xuemin was a little uncomfortable, he was a bureaucrat, not a pure entrepreneur, and he came up directly to make an offer, which was too abrupt and made him uncomfortable.

"We can discuss this again, and leave it to the business people. Anyway, our sincerity must be there, at least two or three percent lower than the mobile quotation is definitely no problem......"

Gu Mojie didn't back down lightly, and directly poked at the other party's weakness: "But your market coverage is much smaller than that of mobile, people are more than 500 million users in the country, and you are only 60 million, which is a difference of ** times." ”

Liu Xuemin was anxious, and argued: "You can't say that, although the mobile disk is large, but the proportion of their contract machines is also low, users who use mobile phones, they all go directly to the flagship store or buy a mobile phone online to apply for a card, how many sources of goods can mobile control?"

Although there are few people in the CDMA business, most of them are contract machines, because the standard is relatively remote, and users do not know what brand and model to choose, so as to support the CDMA network. So our contract probability is at least three or four times more than that of a move. Compared to the difference in the size of the contract machine between the two sides, they are at most ...... Triple ours. Moreover, most of the people who use CDMA are high-end business users, and the brand effect is still very good. ”

Gu Mojie saw that he couldn't convince the other party at the first time, so he stopped bargaining for the time being. The two big leaders directly negotiated the price, which was too hurtful and angry, and the price was also dropped.

"Okay, then we accept your opinion in principle. Anyway, it's useless to say more now - 500 million, 60 million, that's all nationwide users. What you and I have the right to decide now is nothing more than a pilot cooperation within a province and what to do in the form of the overall situation. ”

……

Gu Mojie originally stayed for one night, and wanted to go back to Qiantang the next day. Helplessly, Cardinal Cai was very enthusiastic and insisted on pulling Gu Mojie to "take a good look at the investment environment and see if there is anything that can be tapped into the potential", so he stayed for two more days.

Every day, the mountain treasures and beasts are entertained, and Liu Xuemin of Telecom also follows, and by the way, he has an in-depth discussion with Gu Mojie about the cooperation model.

Whether it was Hatsune or Telecom, a number of capable business negotiators also rushed to Quzhou and Longyou and launched intensive negotiations on the spot.

There is even a third-party China Unicom - because at this point in time, after all, the CDMA business is still in the hands of Unicom, and it has not been officially assigned to Telecom. No matter how widely connected Liu Xuemin is in Unicom, he can't directly make decisions for the other party.

The three parties are almost talking about two sets of businesses, talking about the cost sharing of the construction of the excess optical cable to Quzhou, and talking about the pre-installed software bundling fees of the Hatsune and CDMA business contract machines.

I talked about the third day, August 24. After the negotiations ended that night, the group of China Telecom and China Unicom returned to the hotel and watched the political news and internal text for a while. As a result, when I came the next day, my face was a little more sincere. The asking price tone is also a little looser.

Even Gu Mojie, who is insensitive to officialdom, feels this problem.

During the intermission, he talked to Felilo, who had come to negotiate with him only two days ago, and asked, "What happened yesterday?" ”

Fei Liluo: "Yesterday, the Standing Committee of the Central Committee issued a 'preliminary review decision on the issue of Cardinal Chen on the protection of the river', which clearly indicates that the Central Commission for Discipline Inspection has intervened. Under normal circumstances, such a document means that the person responsible for the society-package-fund-case has been finalized on the cardinal. Next year the cardinal will definitely have to be replaced. ”

Gu Mojie: "It's confirmed, can it be delayed until next year?" Won't change right away? ”

Fei Liluo continued to whisper to popular science: "No, when the term was changed in 02, didn't Cardinal Chen also take over the position of the former cardinal in October, as mayor. In China, it is customary to allow the mayor to temporarily serve as cardinal after he leaves office, as long as he does so within six months. Before the next two sessions, there will be a formal decision on whether the mayor will be officially promoted on the spot, or whether another cardinal will be parachuted in from outside. ”

Gu Mojie suddenly said: "That must be the latter, the people on the telecom side must know that the rumors are certain, so they are in a hurry to sell more favors to the things that have been assigned." ”

At halftime, the two sides continued to fight each other. Sure enough, the telecommunications side retreated several steps.

Final Draft: In the Quzhou-Zhou fiber optic cable expansion project, Hatsune Group symbolically undertook an additional upfront infrastructure investment equivalent to 2% of the total cost, which can be regarded as a return for the favor and gave Liu Xuemin a meritorious political capital.

On the other hand, Hatsune reached a business with a third party to bundle pre-installed software at the price of a contract machine of 20 yuan - of course, China Unicom also has no business in this process, they only need to modify the technical slogan of the contract machine to the supplier, and write the terms of the mandatory pre-installation of Hatsune mobile phone software.

Although this price is twice as high as that of Gionee and Coolpad, it is enough to be conscientious, after all, they are central enterprises and giant giants, and Gu Mojie cannot ask for more.

"Mr. Liu, happy cooperation. In the future 3G era, we will have a lot of room for cooperation. (To be continued.) )