"MTU is very honored to be a bridge of friendship between China and Germany," Klaus Niedermeier, the chief negotiator of MTU, looked at these cautious Chinese in front of him with confidence, in his eyes, these Chinese in front of him are actually no different from the sheep in the herdsman's sheepfold, they are all prey waiting for him to slaughter: "For your request to purchase MTU396-03 series diesel engine technology, MTU is very pleased to be able to provide some technical support and help to your country...... ”

Before Klaus Niedermeier could finish speaking, many Chinese delegates were already beaming with joy on their faces.

They didn't expect the Germans to be so easy to talk to, to agree so happily, and to hear how nice they were to hear what they said, very happy, very happy!

616 factory, that is, Shanchai, their factory director Cao Yi is even more excited with a red face: as long as he can obtain MTU company's 396-03 series diesel engine technical authorization and process data, he firmly believes that with Shanchai's technical strength and heritage, at most seven or eight years of hard work, Shanchai will be able to produce qualified domestic 396-03 series diesel engines, and then Shanchai's position in the entire republic's military industrial system will no longer be threatened, and Shanchai will be as stable as Mount Tai!

Cao Yi is of course so optimistic for reason, according to the "Feasibility Study Report on the Introduction of MTU Company 396-03 Series Diesel Engine" in September proposed in the localization progress of MTU396-03 series diesel engines, by 1987, Shanchai completed 5% of the output value of the assembly test of parts, and by 1988, the first batch of 15% output value parts. By 1989, the second batch of 20% output value parts was completed. By 1990, the third batch of 30% output value parts was completed. A total of 70% of the output value of parts has been completed, and at this rate, it will not take even seven or eight years for Shanchai to realize the complete localization of MTU396-03 series diesel engines......

Before Cao Yi woke up from his dream, Klaus Niedermeier smiled and said, "However, before coming to your country, one of the prerequisites for technology licensing proposed by the board of directors is that you must purchase 150 diesel engines. ”

Klaus Niedermeier's words were like a thunderbolt that woke Cao Yi up: What? The Germans are also asking us to buy another 150 engines from them?!

Not only Cao Yi, but the entire Chinese negotiating team was stunned by this condition offered by the Germans: 500 engines?

Are you kidding?!

As a general-purpose diesel engine, the 396-03 series diesel engine is not like the standard civilian diesel engine produced by Cummins, Steyr and Mannheim factories on the market. Whether it is precision or technical requirements, from the successful research and development to the present, MTU has only sold less than 4,000 units of 396-03 series diesel engines in the world, or covering all engine types from eight cylinders to sixteen cylinders.

The purchase of 150 ordinary civilian diesel engines is at most hundreds of thousands of dollars, but the purchase of 150 MTU396-03 series diesel engines, even if it is the one with the lowest technical difficulty and the cheapest price is 8V396TC43, it is converted into US dollars and almost 80,000 US dollars / unit, and the purchase price of 150 units will not be less than 12 million US dollars, which is a lot of money!

In any case, the state could not have given such a large sum of money to the Germans.

"150 engines...... That's impossible! Cao Yi almost jumped to his feet and shouted: "There is no such thing in the intention we reached with you before!" ”

"Not before," Klaus Niedermeier nodded. There is nothing bad to admit about this, but it does not prevent him from reminding Cao Yi a little: "But between us, this is the latest decision of the board of directors." As a negotiator, all I can say is that I'm sorry too......"

He spread his hands and looked "I'm sorry", but no one could see where he was sorry.

Chen Geng, who was sitting on the side as a professional and technical translator, was expressionless.

Klaus Niedermeier's reaction did not surprise Chen Geng, Germans are always like this, Chen Geng has lived in Germany for almost 20 years, he knows too much about the virtues of these people, to put it nicely, the German bird virtue is called tsundere, to put it bluntly, that is, arrogant, and he looks down on you at all. Now you can't accept this condition? Wait, too many conditions are still waiting for you.

Chen Geng was right, and without waiting for the Chinese negotiator to speak, Klaus Niedermeier continued: "In addition to this condition, there are several conditions, the second condition is that MTU can provide you with all the know-how of MTU company in the entire supply range of 396-03 series diesel engines, including V-6 cylinders, V-8 cylinders, V-12 cylinders and V-16 cylinders and other series of 396-03 engine parts, as well as standard accessories and optional accessories to ensure the normal operation and operation of the engine. You can also be granted the exclusive right to produce 396-03 series diesel engines within the territory of your country, but in terms of sales, the two parties need to form a joint venture company to be responsible for the sales of 396-03 series diesel engines within the territory of your country;

Thirdly, MTU can provide technical training to your personnel, and the location of the training needs to be at the MTU headquarters, and you can only send up to 20 people/month, and all training fees will be paid by you;

Fourthly, you will receive a license entry fee of DM 5,000,000 for MTU's 396-03 series engines......"

After saying all the conditions on his side, Klaus Niedermeier leaned back, motioned to his assistant, and then continued: "This is the general request, and the specific details are here." ”

As soon as Klaus Niedermeier's voice fell, his assistant immediately stood up and handed over a stack of documents to the Chinese negotiator.

These Germans are so TM insidious! This point quickly became the consensus of all Chinese negotiators.

However, despite this, except for Cao Yiqi, the director of Shanchai's factory, the expression of the other negotiators is quite calm, and the commercial negotiations are like this, although the conditions proposed by the other party are very excessive, but they are generally within the framework agreed between the two sides, from this point of view, the Germans still have the sincerity of cooperation.

But sincerity is one thing, and the Germans have gone a little too far, but the face of Comrade Gu Xinyu, the chief negotiator of the Chinese side, has not changed much, he just simply flipped through the materials brought by the Germans and put them down casually, and then said: "Mr. Niedermeier, we cannot agree with these same conditions put forward by you.

According to the memorandum signed when we visited your company in July, the two parties did not agree to purchase a certain number of products as the premise, so we cannot agree to this prerequisite for you.

It is important that, in accordance with the consensus reached in our last memorandum, after we have paid the license entry fee and personnel training fee, you will deliver to us the complete set of technology, process data and 15% of the output value of the 396-03 series engine in terms of production, manufacturing and product modification data and 5% of the output value of the assembly test data, and the rest of the production and manufacturing materials and product modification data are determined by the process of sales and trade volume of 44 million marks in China in accordance with the provisions of the license. This part is worth about 185 standard units of 8V396TC43 diesel engine. So from this point, we have purchased 185 standard diesel engines from your company;

In addition, MTU not only authorizes NORINCO to have the exclusive right of production in the territory of our country, but also to grant us the exclusive right of sales within the scope of our country, so we cannot accept your request for the establishment of a sales company between the two parties;

Thirdly, with regard to the cost of training and the entry fee for the license, according to the agreement we have reached before, the cost of training for our personnel will be borne by both of us, and if Mr. Niedermeier forgets, you may be able to look at the memorandum we signed earlier. As for the entry fee for the license, we can only accept a maximum of 1 million DM......"

Comrade Gu Xinyu's rebuttal was reasonable and well-founded, so that Klaus Niedermeier, who was originally confident and thought that he would be able to give the Chinese a boss, did not know how to refute for a while.

Although theoretically the memorandum is not legally binding and binding, the signing of the memorandum means that the two parties have reached a consensus on some points before, and no company will rashly overturn its previous signed memorandum, especially for enterprises of the level of MTU, they will not do such a thing lightly.

However, Klaus Niedermeier is the chief negotiator of MTU's trip after all, and he has a lot of experience in dealing with this kind of thing, so he immediately said: "Yes, this is indeed a little inconsistent with the memorandum we signed before, but this can't be helped, according to the results of the company's financial department, if we cooperate according to the memorandum signed by both of us before, MTU will lose money in this cooperation, which MTU cannot accept." ”

Is MTU loss-making?

How can it be!

MTU has sold as many as 4,000 units of 396-03 series diesel engines before, and they have already recovered all their initial investment, and it would be hell if they will lose money, but Klaus Niedermeier used this reason to deal with Gu Xinyu, but the effect was very significant, and Gu Xinyu didn't have a good way for a while: You can't let people lose money, right?

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PS: Probably because the spirit is too tight these days, I felt too tired before I started work last night, so I wanted to lie down and sleep for a while and then get up to write, but I didn't get up when I lay down, I'm sorry everyone. (To be continued.) )