A few hours later, the imperial capital.

Zhang Shuguang sat in his office, discussing the follow-up negotiation plan with several members of the negotiation team.

Liu Zhuocheng, a technical consultant sitting opposite Zhang Shuguang, was making a report:

"The current situation is that we have already fished their appetite, and representatives of various suppliers have already reached out to us to start the next phase of negotiations as soon as possible."

"They also said they could consider the requirements we put forward in the early stage."

"But the more controversial thing is the fully bound technology transfer scheme."

"Based on their opinions, these suppliers generally believe that there is no problem in cooperating with Huaxia's internal companies, but they do not accept the full technology transfer and can only make limited technology transfers."

"And they didn't give a clear answer to the criteria for referring to 'limit'."

"That's a pie, huh?"

Zhang Shuguang unceremoniously pointed out the crux of the matter.

"That's right, it's a pie."

"And it's also a cake that is reprocessed on the basis of the cake we painted."

"If we do accept the so-called 'limited technology transfer' solution, it means that at least two of the three principles we have proposed will be broken."

"First of all, we require Huaxia enterprises to have each other's technical support, but it is clear that under the premise of limited technology transfer, this cannot be done at all."

"Secondly, if it is only a limited technology transfer, it means that the other party still has to bypass Huaxia enterprises to directly participate in the construction of the project, and the first principle, that is, 'the investment enterprise must be a Huaxia enterprise', has also been broken."

"So, taken together, I think the other party's proposal is unacceptable."

"Just dismiss it."

Hearing this, Zhang Shuguang nodded and replied:

"Rejected, 100 percent dismissed."

"What are you kidding, and you are still negotiating terms with us?"

"Do you know what's going on now? 140 high-speed rail orders! And that's just to support the sixth big increase in orders. ”

"And after that? What about our four-horizontal and four-vertical projects? 12,000 km of rail network! ”

"How big is this market? I don't believe they don't want it! ”

Everyone in the conference room nodded in agreement, and in fact, there was nothing wrong with what Zhang Shuguang said.

As early as several years ago, international consulting agencies have rated China as the world's largest market for railway demand, due to the innate size, coupled with a large population and a relatively high degree of urbanization, there is no doubt that high-speed rail is a more suitable large-scale transportation solution than aviation.

The direction is clear, so whoever can enter this market first when it is still blank will be able to gain the greatest initiative.

It is no wonder that as soon as the bidding information was thrown, international companies including Alstom, Siemens, Kawasaki Heavy Industries, Bombardier and so on rushed to get in touch.

Even for a chance to meet, several companies are about to hit the brains.

Stuffing Miss into the room of the other representative's room and then reporting it was just a routine operation, and some time ago, several account managers of Kawasaki Heavy Industries even hired dozens of cars to block the parking lot of the hotel where the Siemens representative was located.

It can be seen how hard they work for this order.

But paradoxically, even in this case, several companies have not backed down on the matter of technology transfer.

In their opinion, this is the foundation for them to make money, and they must not let Huaxia learn it.

As long as you grasp the technology in your hands, the money can be made for a long time.

Whoever makes a hammer deal is the enemy of all.

So, it's a rare fact that they're going to advance and retreat together at this point.

How to break such an alliance is a great test of the negotiator's skill.

After thinking for a moment, Zhang Shuguang asked:

"How's the Bombardier talk?"

"They're a little loose, but so far, they want to give it a try."

"I think they're a breakthrough where we can use them as leverage to force other companies to compromise."

"Yes."

Zhang Shuguang nodded and continued to ask:

"If we want to use Bombardier as a bargaining chip, that means that we still have the risk of not being able to do it in one step in the future, after all, compared to the technology of Alstom, Siemens and Kawasaki Heavy Industries, Bombardier's technology is still much weaker."

"At this point, have we done an assessment? What is the approximate cost? ”

Liu Zhuocheng flipped through the document in his hand, and after a while, replied:

"It's about five years slower."

"Five years!"

Everyone sighed in great understanding.

For this result, in fact, they have expected it for a long time.

No one wants things to come to this point, but there is no way, the skills are not as good as others, so you have to prepare for the worst.

What is the situation of domestic railway technology at this time?

Although last year, the first railway with a speed of more than 200 kilometers per hour was built in China, that is, the Shenqin passenger dedication, but this thing has been 39 years later than Japan's high-speed rail, with a total mileage of only 400 kilometers, and the technology is extremely immature.

Most of the railway lines still use slow 25T trains, which are called T-shaped green cars.

Not only is the speed slow, the comfort is poor, and even the mileage is only more than 70,000 kilometers.

What about technology in this case? That's pure foolishness.

It is no wonder that the other party does not let go, in their opinion, holding the technology is holding the dead hole of the Huaxia Railway.

Looking at everyone's slightly negative expressions, Zhang Shuguang smiled and said:

"Don't worry so much, things won't go this far."

"You have to see the essence of the problem."

"What is the essence? It's the market, it's the money! ”

"Whoever gets this list will have money. As long as you have money, it's not a matter of minutes to engage in R&D? ”

"Bombardier can't do it? As long as there is enough money, you can smash a Siemens. ”

"So, we don't want to choose Bombardier, and they don't want us to choose."

"Who would want to have an extra competitor for nothing?"

"Relax. What's more, we don't just have this one card in our hands. ”

"Delay a little longer, and there will be a turnaround."

"Anyway, let's talk about it first"

Speaking of this, Zhang Shuguang looked at the phone on the table with deep eyes.

He'd been waiting for the phone to ring since the last time he talked to Starfire.

He knew that as soon as the bell rang, it would mean that the horn of the counterattack was about to be sounded.

It's a pity that until now, there has been no movement over there.

He never took the initiative to rush it, because he knew that time was too short.

To achieve a technological breakthrough in such a short period of time is actually very difficult.

It is possible that in the end, you still have to rely on yourself to carry the pressure down.

But in his heart, he always had some expectations.

Perhaps, in time?

Two hours later, negotiations with Kawasaki Heavy Industries took place on time.

"Mr. Zhang, this time, we came with enough sincerity and hope that our negotiations can go smoothly."

As the representative, Wada Yingsong had a modest smile on his face, and said while shaking hands with Zhang Shuguang.

Zhang Shuguang nodded slightly, and replied quietly:

"Whether there is sincerity or not, it depends on how to talk about it next."

"If you still can't accept our conditions, then I think your sincerity is still not enough."

As soon as these words were spoken, Wada Yingsong's smile became a little embarrassed, and he said curtly:

"Mr. Zhang is quick to talk, but I know that business negotiation is not that simple, we need to be patient"

"If you had been patient, you wouldn't have asked to continue negotiations if our conditions could not be met."

Zhang Shuguang doesn't give face at all.

In fact, this is purely part of a negotiation strategy.

He must always be in a high position in order to master the pace of negotiations when the "technical" flaw cannot be solved.

Seeing his performance, Wada Hidematsu realized that his lubrication was meaningless, so he sat down honestly and prepared to start formal negotiations.

It didn't take long for all the representatives to be in place, and Kawasaki Heavy Industries began to explain its own advantages and demands.

"Friends, first of all, we want to make one point clear, that is: we have experience in the construction of high-speed railways."

"In 1964, we built the world's first high-speed railway-—— the Tokaido Shinkansen, and although it has not been exported since, the main reason is that there is no suitable market."

"Objectively speaking, after decades of iteration, the technology we have mastered is stronger than the other two competitors in terms of high-speed braking, high-speed steering, and the most core traction transmission system."

"Alstom is inferior to us in traction motors, and Siemens is inferior to us in braking steering."

"In addition, we have a lot of experience in building train control networks, which we know is also in short supply for you."

After a long and uninteresting introduction, Kawasaki Heavy Industries concluded:

"All in all, we believe that our technology is the most suitable technology for you, and we have an incomparable advantage over the other two competitors."

"Therefore, we believe that you can appropriately relax some of the conditions"

"It's impossible to relax."

Zhang Shuguang immediately interrupted.

The principles that have been set must not be broken, otherwise there will be endless concessions.

Hearing his words, Wada Yingsong couldn't help but pause.

Then he spoke:

"With all due respect, Mr. Zhang, if you always insist on such an attitude, then it will be difficult for our negotiations to proceed."

Zhang Shuguang snorted coldly and asked:

"You only talked about your strengths, may I ask you, have you considered your natural disadvantages?"

Wada Yingsong frowned slightly and replied:

"I don't know where our side has a disadvantage, I should say that our technology is extremely comprehensive."

"I'm not talking about technology, I'm talking about culture!"

Without waiting for him to answer, Zhang Shuguang continued:

"We all know what happened in 2001."

"You know what your leaders have done."

"Haven't you noticed that our once friendly relationship no longer exists?"

"After your leader stepped into that filthy toilet, our relationship hit rock bottom."

"Maybe you should look at the people's rhetoric, do you know what the discussion about the Shinkansen is like right now?"

"I've even seen people say that if we introduce Shinkansen technology when we build high-speed rail, we will launch a boycott movement."

"I want to ask you, shouldn't this be in our consideration? If the relationship between us deteriorates further and the project is forced to be suspended halfway through, what will happen then? ”

"Are you responsible for the huge losses caused by the interruption of the project?"

A series of questions were asked to make Hetian Yingsong stunned, he never thought that Zhang Shuguang would put forward such a point of view.

But there is no doubt that this argument is extremely persuasive.

Because, even they themselves, have considered the risks in this regard.

However, after discussion, they still decided to rule out this risk, because they believed that the other side had no other choice.

Thinking of this, he came back to his senses and said:

"Mr. Zhang, I have to say that your consideration is very comprehensive."

"But we all know that to do great things, you have to make critical decisions."

"What you are most lacking is high-speed rail, it is the technology of high-speed rail, in comparison, these little things, you don't have to think too much, right?"

"We don't think it's a trivial matter-—— and you can't think it's a trivial matter."

Zhang Shuguang sneered and continued:

"You know it's a big deal, but you do it anyway."

"You're not stupid, you're just shameless, are you?"

Zhang Shuguang pressed forward step by step, and his language was extremely aggressive.

His plan is very simple, that is, to seize this key point and crush the opponent's psychological defense.

Of course, he was angry.

But as a scheming negotiator, you sometimes have to use your anger to the brim.

Sure enough, when he heard the word "shameless", Wada Yingsong was instantly enraged.

"If that's your attitude, then we don't have to continue our negotiations!"

With that, he stood up and made a gesture to walk out the door.

This is a definite threat.

At this moment, everyone present couldn't help but get nervous.

On the Kawasaki Heavy Industries side, they were afraid that Hidematsu Wada would really make an irrational move.

On the other hand, Huaxia is afraid of losing a supplier, and subsequent negotiations will become more difficult.

But Zhang Shuguang was unmoved.

He just said indifferently:

"Walking out of this door means that Kawasaki Heavy Industries withdraws from the bid, and you never have to come back."

The words fell, and Tian Yingsong's footsteps paused.

He was hesitating.

——

But at this moment, the door of the conference room opened, and a man in a suit hurriedly ran in the direction of Zhang Shuguang and whispered a few words in his ear.

A smile gradually appeared on Zhang Shuguang's face.

Finally, that call finally came.

Hold the cards in one hand.

Kawasaki Heavy Industries?

Fuck it.

He looked at Wada Hidematsu, who was still walking out step by step, with no intention of hindering him.

Finally, when Wada Hidematsu was about to take the last step, he finally relented.

He turned around, bowed in the direction of Zhang Shuguang, and said:

"I'm so sorry, I think we're all carried away by anger."

"Forgive me for being irrational, I think we need to sit down and have a good talk"

"No, you can go."

Zhang Shuguang interrupted him.

Hetian Yingsong looked up in amazement and looked at Zhang Shuguang in disbelief.

And the face of the latter has an unmistakable majesty.

"You can go."

"Get out, we don't need you anymore."

(End of chapter)