Negotiations with ALKBI were lengthy and dry. Slack

At the beginning, ALK categorically rejected China's request to transfer technology, and put on a face of whether it likes to buy or not. However, the negotiators of the Ministry of Petroleum and the State Development Planning Commission also calmed down and insisted that this condition would not be relented, and the two sides suddenly fell into a state of stalemate.

For such a project with an amount of hundreds of millions of dollars, it is impossible for the two sides to break up without saying a word. Although the attitude of everyone was very tough, and it seemed that there was no room for compromise, the whole negotiation continued day in and day out. Every day, everyone says what they have said the day before, and at the same time, they look for signs of loosening in their attitudes from each other's responses.

"Mr. Gu, our attitude of ALK company is very clear, we are very willing to help China complete your modernization, so we can provide you with the most advanced ethylene equipment. However, the requirement to transfer ethylene equipment manufacturing technology has exceeded our bottom line, so it is impossible for us to agree. "Alk's chief negotiator is called Khedira, and he has repeated this for the first time in the negotiations.

"Mr. Khedira, our attitude is also very clear, we are not trying to acquire your core technology, we just hope that you can transfer the technology of the backward generation to us, which will not affect your leading position in ethylene equipment manufacturing. The reason why we want to acquire these technologies is simply that we want to be able to maintain and upgrade the necessary technology of these imported equipment autonomously in the future, and we don't want to be overly controlled by others. Lin Zhenhua, on behalf of Gu Jiahua, expressed China's attitude to Khedira.

If Lin Zhenhua's memory is better, he should be able to remember this Khedira, three years ago, at the Frankfurt Equipment Exhibition, it was this Khedira who flatly refused to export the latest electric stove to Lin Zhenhua and them, threatening to embargo it to all communist countries. However, at that time, everyone only met briefly, and three years later, naturally they didn't know each other.

"I understand your thoughts, but I'm sorry we can't accommodate your request." Khedira said.

Lin Zhenhua said: "If this is the case, I am afraid that it will be difficult for the two of us to reach an agreement. It would be a great pity if we lost such an opportunity to work together because of this. ”

"I also feel very sorry, but we at ALK negotiate hundreds of projects around the world every year, and this regret is sometimes unavoidable." In response to Lin Zhenhua's hints, Khedira said-for-tat.

Lin Zhenhua smiled and said, "Mr. Khedira, I would like to remind you that it is the central government of the People's Republic of China that is negotiating with your company, not a specific company. If we don't succeed this time, it means that your company has lost the trust of the entire Chinese government. I guess that's not what your company's board of directors wants to see, right? ”

This is a naked threat, Khedira couldn't help but feel a little drumming in his heart, but he still had to save face and said: "Mr. Lin, as far as I know, you are a representative from the enterprise, can you make the decision to reject our Alkbi company on behalf of the Chinese government?" ”

Lin Zhenhua smiled and pointed to an official beside him and said: "This Mr. Zuo Jimin is an official of the State Planning Commission of the Central People's Republic of China, and all investments in the territory of the State Planning Commission are under the jurisdiction of the State Planning Commission. In my capacity, I really can't express any attitude on behalf of the Chinese government, but I think Mr. Zuo should be able to answer your questions. ”

After that, he turned his head to Zuo Jimin and said, "Director Zuo, please make a statement." ”

Zuo Jimin coughed lightly, cleared his throat, and then said to Khedira: "Mr. Khedira, I want to explain to you that from the perspective of our intentions, we very much hope to be able to cooperate with Alkbi Company, and the technical strength of Alkbi Company has always been very admired by us. As far as the ethylene project is concerned, in the next few years, we plan to produce 10,000 tons of large-scale equipment in the new Zhao Zhi, and we are very much in need of internationally renowned large enterprises including aK company to provide us with these equipment. ”,

"Thank you very much." Khedira nodded to Zuo Jimin and said.

Zuo Jimin also smiled politely at Khedira, and then continued: "However, cooperation needs to be based on mutual benefit between the two parties, if we can't even reach a consensus on such a thing as transferring some outdated technologies, how can we believe in the sincerity of Abi Company's cooperation with us?" It is true that the name of ALK is always listed in our supplier directory, but you should also know that we are not the only company in our directory. ”

"Mr. Zuo, do you mean that if we do not agree to transfer technology to the Chinese side in this project, then we will lose the opportunity to participate in the bidding of other projects in the future?" Khedira asked.

Zuo Jimin said with a smile: "I didn't say that, but it makes sense for you to understand it this way." ”

Khedira was silent, and in all past negotiations, when a county talked about it, he had to choose to remain silent. The Chinese market is still in the stage of just starting, but people of insight have seen that the future prospects of the Chinese market will be very grand. Before Khedira came to China, the board of directors had told him that it was important to establish long-term business ties with China, even if it was to make relatively large concessions on price. If China's request is not to transfer technology, but only to reduce prices, Khedira will not be embarrassed.

Zuo Jimin's words have made it very clear that if this negotiation cannot be successful, the Chinese government can close the door to the company. It is true that the company has the advanced technology that the Chinese people need, but as Zuo Jimin said, it is not the only one in the supplier directory of the Chinese people. than a company's name, what if other companies are willing to accept these conditions?

ALK is a behemoth than the company, and this huge size is both an advantage and a burden. As a multinational company with hundreds of thousands of employees, it needs to have a large number of projects to keep the company running. At present, the manufacturing industry in Europe and the United States is shrinking, and ALK has to pay more attention to emerging market countries, and China is undoubtedly the most promising country in these countries. It can be said that if the Chinese market is lost, ALKBI will be in an extremely disadvantageous position in the competition with its rivals.

"Regarding this ding, I will ask the company headquarters for instructions. I'm very sorry that your conditions are beyond what the Board has authorized me to do, and I am not in a position to respond. Khedira had no choice but to hang up the exemption card and avoid the edge for the time being.

"Alright, then we'll wait for news from Mr. Khedira." Gu Jiayan, the head of the negotiation team, agreed.

After sending off Khedira and other AK negotiators, Lin Zhenhua sat in the conference room with Gu Jiayi, Zuo Jimin and others, looking at each other, and couldn't come up with any good solutions for a while.

"Xiaolin, you have made us miserable." Gu Jiayi pointed at Lin Zhenhua and said half-jokingly and half-seriously, "If it weren't for your idea, we would have celebrated the success of the negotiation with Alk." ”

He Chengshan found a reason for Lin Zhenhua on the side and said: "Director Gu, I think that the more hesitant the Germans are, the more correct our request will be. Didn't Chairman Mao say that whatever the enemy opposes, is what we support. Our request is a sore spot for them. ”

Zuo Jimin said: "The matter has come to this point, and there is no need to discuss the issue of negotiation conditions. Now let's discuss how to make alkbi make concessions. ”

Gu Jiacheng said: "Old Zuo, the question now is, if ALK never gives in to this side, what should we do?" ”

"It's really not good, let's get in touch with other families again." Zuo Jimin said.

Gu Jiajiao said: "These days, we have learned from the side, and several other manufacturers of ethylene equipment are also in a wait-and-see state. If aK doesn't let go, they won't let go either. Of course, it is not excluded that some of them will compromise with us for the sake of profit, but I am worried that if we don't get it right, we will be passive if these companies join forces. ”

"Passive anything, it really doesn't work, we'll do it ourselves." He Chengshan's stubborn temper was aroused, "If Butcher Zhang dies, we won't eat mixed pigs." ”

"If we can do it ourselves, what nonsense are we talking about these Germans?" Gu Jiahua said angrily.

"In fact, the theoretical design of the ethylene three machine we are engaged in has been completed, but the manufacturing process problems of some large-scale equipment have not been solved.

Give us some time, we should be able to figure it out. Ming Chengshan said.

"Far water can't quench your thirst." Gu Jiacheng said.

"I have an idea." Lin Zhenhua suddenly had an idea and said.

"What thoughts?" Everyone asked in unison.

Lin Zhenhua said: "I was also inspired by He Lao to think of this. In recent years, Hanhua Heavy Industry has been investing in the research and development of ethylene three machines, and has achieved some results. Whether these achievements can be said to be big or small, the key lies in how we say it. If we were to get a little wind on Khedir and suggest that there was a good chance that we would solve all the technical problems in the near future, what would he do? ”。 ）