Just after 9 o'clock on Wednesday morning, the formal negotiations with the company began, and the leaders and experts of the "Computer Introduction Project Coordination Group" and the relevant management and technical personnel of Nandu Pump Factory were all present, and even Mr. Liu of Jiangnan University, who was invited as a translator, was invited to come over as a translator again.

Ren Zhongfa, director of Nandu Machinery and Pump Factory, as the business negotiator, discussed with Cliff, the business representative of Incison Company, on the configuration, price, transportation, service and other contents of the imported computer, and Zhou Jianhua, as the technical negotiator and technical translator, sat on both sides of Ren Zhongfa with Mr. Liu.

Since Zhou Jianhua needs to take on the work of the technical negotiator, in order not to make Zhou Jianhua too hard, as long as it is not technical communication, Ren Zhongfa will turn his head to Mr. Liu to ask her to provide translation, Zhou Jianhua only directly communicates with Cliff when it comes to technical content, at this time, the conversation between Zhou Jianhua and Cliff will be translated by Mr. Liu to Ren Zhongfa and others, Zhou Jianhua will only help her quietly correct it when Mr. Liu's translation has errors or ambiguities.

When talking about the configuration of the computer, Ren Zhongfa proposed to Cliff the idea of modifying the "product solution," while Zhou Jianhua explained to Cliff the modification of the computer configuration from a technical point of view, focusing on the technical feasibility of the modification of the configuration and the needs of production and application.

Because Zhou Jianhua talked about many technical details that Cliff had not provided before, Cliff was greatly surprised, and said that these technical details were information that only the technical personnel of his own company could grasp. How can this young man get his hands on this information? Where did he think that Zhou Jianhua was a "person who came over". Many technical questions about this classic "Systemcircle" family of mainframes. In the future, it has been repeatedly discussed in depth by professional and technical personnel from various countries in relevant technical forums on the Internet.

When Ren Zhongfa communicated with Cliff about the price of computer mainframes and peripherals, Cliff was very tough.

Ren Zhongfa said to Cliff: "Regarding the price of computer hosts and peripheral equipment, our foreign trade personnel have reported that the price of your series of large-scale computers sold in China is only equivalent to two-thirds of the price sold to us, is this price too unreasonable?" We hope you will bring this back to the normal price. ”

"The price is set by the company." Cliff shrugged and replied:

"I think you know, we're a high-tech product. It has always been subject to China's export control. In order to be able to sell this product to your country, we spent a lot of money to get a lot of people to lobby our "congressmen", which cost a lot of money...... We are a business, it is impossible to do a loss-making business, if the price is lowered, we will not be profitable, after all, we will not only sell to you......"

"Even in the case of what you're talking about, your company has some additional costs, so it's understandable that you're selling at a slightly higher price. But that's so much higher, it's unreasonable, right? Ren Zhong replied:

"After all, we are very big in China. There are many companies, and there will be many companies that need to buy your products in the future, so from the perspective of cost sharing, even if you only reduce the existing price by 20%, it is still profitable, and we only ask your company to reduce the price of this set of computers by 15% in the spirit of sincere cooperation and mutual benefit and win-win attitude. ”

"Oh! That's impossible! Cliff smiled and replied:

"I think that your calculation basis and method may be wrong, besides, the price on this "product solution" is already the price determined by our company after research, and it is impossible to adjust it, let alone 15%, even 1.5% is impossible! In terms of price, this is already the lowest price we can give you! ”

"You guys are making huge profits! If your company wants to sell so expensive, don't you worry about us looking for other suppliers? Ren Zhongfa replied without showing weakness:

"In any case, we can't accept selling it to us at such a high price!"

"If you think there's another company that can offer a product of the same quality as ours, then you can give it a try." Cliff replied:

"But that's impossible! No other company offers a product as powerful as ours. ”

Cliff knew that at this time, China's reform and opening up urgently needed to import advanced production technology from abroad. China, which had already been at odds with the Soviet Union and had not yet been able to return to normal relations with it at this time, could only import from Western countries led by the United States, especially in the field of computers, at this time the United States was the only country in the world with a comprehensive computer industry supporting enterprises, and in the field of large-scale computers, the company was the leader of the United States.

Ren Zhongfa, like other members of the "Computer Introduction Project Coordination Group", only knew that the Incison Company was the number one computer company in the United States due to the blockage of domestic and foreign information in this era, but he did not know much about other computer companies in the United States.

Therefore, Ren Zhongfa's understanding of the development of foreign computers, in addition to some rough information from the state's foreign trade department about Western computer industry enterprises, is more from the information provided by the business representatives of the company in China, so when Ren Zhongfa and Cliff were conducting business negotiations, the business information they possessed was not equal, and Ren Zhongfa basically had no other choice at this time except considering the products of the company.

In this case, how is it possible for Ren Zhongfa to negotiate the price? Cliff's toughness certainly has a reason for it.

Zhou Jianhua, as a "person who has come over", of course knew that there were some other large-scale computer production enterprises in the United States that competed with the Inbison Company at this time, but the large-scale computer products produced by these enterprises at this time basically existed with the market reputation of "Inbison-compatible machines", in particular, these enterprises were in the process of imitating and catching up with the "Inbison". All of them were quickly defeated in the next few years. Since then, there has been no other company that can compete with "Imbison" in this field.

So. Although Zhou Jianhua joined the "Computer Introduction Project Coordination Group", he did not suggest that they consider choosing the large-scale computer products of other American companies, after all, a mainframe system needs long-term maintenance, and the workload of maintenance is not small, and it is inevitable to upgrade and compatible software and hardware in the future.

And now Cliff's hard-line negotiation style. It is completely a random offer without accepting a little concession, which is no longer a normal negotiation attitude, not negotiation at all, but a fearless technical blackmail, and the rhythm of forced buying and selling. Of course, Ren Zhongfa can't be slaughtered by others, and the negotiations have reached a stalemate.

Zhou Jianhua felt that Ren Zhongfa had no other choice, and there would be no other results if such a stalemate continued, after all, Nandu Machine Pump Factory was still waiting for this set of equipment to improve their production process, and they couldn't afford to delay. Eventually, you will have to fully accept the other party's price. For the sake of national interests, Zhou Jianhua felt that he should say a few words. He proposed to Ren Zhongfa:

"Director Ren, about the price, why don't I have a few words with Mr. Cliff?"

"Oh? Well......"

Ren Zhongfa, who was helpless in every way, suddenly heard Zhou Jianhua say this, so he immediately nodded in agreement, and couldn't help but have a trace of expectation for Zhou Jianhua in his heart.

"Mr. Cliff, I think it may be true that you said that your company spent a lot of extra 'lobbying' costs on your uh members of Congress in order to be able to export computers to our country. Zhou Jianhua smiled at Cliff and said leisurely:

"But, I think, since your "Congress" passed a bill to sell mainframe computers to our country, it is impossible to allow only one of you companies to sell computers to us, right? Hehe...... If that's the case, it's not the United States. ”

"Uh......," Cliff replied in a daze:

"Of course, however, we are the only company in the United States that has the ability to independently develop and produce such large-scale computer equipment."

"Well, I agree with you, but why do we have to buy a complete set of equipment from you?" Zhou Jianhua replied slowly:

"We can buy the "Inbison Compatible Machine" and other compatible peripherals from the "Hook", "Clyde" or "Navisman" companies in the United States, don't you say? As far as I know, some of these companies have some models that can meet our needs, and their prices are much lower than yours! Do you think that if we switch to these companies, we will be able to save more than a third of the cost compared to your current price? One-third of the cost, very tempting! Hehe......"

"But...... But...... If you do......" Cliff squeaked:

"Then we have to send someone to our United States to investigate, and it will take several months, isn't this labor and time cost not counted? And it's not that cheap, is it......"

"Hehe, Mr. Cliff, you have forgotten that China is still a developing country." Zhou Jianhua replied with a smile:

"Our labor is very low! Moreover, in terms of time, a few months is not unbearable, if you think about it, if this set of equipment can save one-third of the cost, it will be more than one million dollars! In China, how many people have to work for a million dollars to earn it! Who cares about these months. (To be continued......)

PS: Alas! I'm sorry readers, the day before yesterday, in order to code a few more words, I coded a 4K word chapter in one breath, and then coded a 5K word chapter, and I didn't close my eyes for more than 30 hours in a row, and I had a headache in the past two days, and I couldn't start writing, and I slept for 2 days in a row to make it up, which really outweighed the loss! I will try not to do this anymore in the future, this body is really incomparable to when I was young.

I finally felt refreshed at noon today, so I hurried to code the words again, trying to see if I could make up for the chapters that had fallen before in the next few days.

Keep asking for support, all kinds of support! Thank you!