After hearing Shirakawa Kaede's question, IBM's Louis straightened up and looked at the neon man on the other side again.

This direct negotiation method is very different from the neon he imagined.

No, the same can't be said either. At least the other party first dispelled the idea of IBM dominating the CD drive, and then threw out this problem.

Is this the wisdom of oriental negotiations, and it is really interesting.

"Okay" Louis spread his palms, then turned his head and beckoned, "Dalie, help prepare a few cups of coffee, I have something to talk about with Mr. Shirakawa." Please don't let anyone bother us, thank you. ”

After the assistant who was twisting his ass walked away, Louis looked at Robert beside him again.

"Robert, tell me what problems need to be solved in the process of popularizing CD-ROM? Or what else needs to be improved? ”

Louis did not answer Shirakawa's question directly, but asked Robert, the technical director, to talk about the popularization of CD storage.

Regarding his approach, Shirakawa Kaede was noncommittal, and only waited and saw what happened.

However, Robert immediately took a few documents from his side, and then spread them out and explained them one by one.

Obviously, IBM didn't do nothing during this time.

"If you want to bring it to computer users all over the world, standardization is a necessary way.

Please note that the standardization mentioned here refers to the standardization of optical drives.

After all, as a carrier of information, Mr. Shirakawa has already taken the lead in completing the specifications of CD-ROM discs.

The optical drive plus the disc is a complete whole.

And the optical drive that Mr. Shirakawa demonstrated on stage should be quite rough if I guessed correctly.

Interfaces, sizes, scanning speeds, hardware and software support, etc., all of these must have a uniform specification to be supported by the computer hardware vendors.

Otherwise, believe me, the optical drive market will definitely become a mess in the future. ”

After Robert finished speaking, Louis took a slow sip of his coffee.

"Mr. Shirakawa, this is what IBM can do for the promotion of CD storage, and this is what IBM wants."

Shirakawa Kaede understood what the other party meant, and what IBM wanted was really unusual.

Luis's meaning couldn't be more obvious, IBM could help Shirakawa bring together most of the world's computer hardware suppliers, and everyone sat down to develop a standard for optical drives.

As long as this is done, then there will be no worries about the popularization of CD-ROM in the future.

IBM has the power to call on the entire computer community to set standards, and only IBM can do this.

So what does IBM want? Participate in the development of standards!

Participating in the formulation of standards means that IBM can collect patent fees for optical drives in the future.

All hardware manufacturers who join in will have to pay a patent fee for each optical drive they produce.

IBM, which has become one of the setters of the optical drive standard, has the right to get a share of the patent fee.

Who invented the optical drive? Shirakawa Electric.

Who invented CD-ROM? Shirakawa Electric.

But so what, IBM can pay nothing and then sit on the royalties.

No, IBM used its prestige and appeal to help Shirakawa develop relevant standards.

The royalty is what he wants to get paid for the optical drive storage, which is a peer-to-peer deal.

As a unique giant in the computer industry, it wants far more than a fixed honorarium, and it wants something more high-end and more vocal.

As for other manufacturers, are they willing to pay this patent fee?

There is no doubt that the capacity of 700MB compared to the 700KB floppy disk is definitely a nuclear bomb-level blow and shock.

Otherwise, as the inventor of the floppy disk, IBM would not have cut off its martial arts and took the initiative to promote CD storage.

Because he knew in his heart that the gap between the two could not be crossed.

Again, technology is unkillable, and from the day it comes out, it is destined to shine in the world.

Of course, there will also be a transition period from floppy disks to optical discs. After all, the current disc does not yet have the erase function.

After understanding the other party's plan, Bai Chuanfeng was also very entangled in his heart.

The reason why he ignored the neon public opinion at this time and came to meet with the people of IBM secretly was because he saw their strong appeal on the computer?

Originally, Shirakawa Kaede's plan was to have white appliances produce optical drives, and then supply them to IBM, so that the optical drives could be installed on the other party's computers.

In this way, Shirakawa Electric's optical drives can be popularized soon.

After all, it's IBM, and there are too many vendors who follow him. It is believed that with him taking the lead, the popularization of optical drives will be greatly accelerated.

At that time, Shirakawa Electric earned money from the finished optical drive, and at the same time licensed to overseas companies and ate patent fees.

After all, it is a global market, and it is impossible for Shirakawa Electric to swallow it all.

Especially when you are still weak, eating alone is a big taboo for merchants. It's easy to be targeted, and you might end up with nothing.

But even so, this will definitely be Shirakawa Electric's money printing machine in the next ten or twenty years.

But it's clear that IBM is well aware of its value, and they want more.

Shirakawa Kaede knew that with IBM's help, the promotion of CD-ROM would definitely spread quickly.

However, not to mention the patent fee, it was also divided into a part of the relevant right to speak.

This is the technology giant IBM, and Shirakawa Kaede doesn't know if the other party will toss more bullish after getting the relevant information.

But if IBM is rejected, it is not necessary to expect it to promote optical disk storage.

The other party made a trip, which was enough for Shirakawa Electric to drink a pot.

After thinking about it again, Shirakawa Kaede put the entanglement aside and decided to probe the other party's tone first.

"Mr. Louis, we are very impressed by IBM's appeal in the field of computers.

So, what is the return that IBM wants for the standardization of optical drives? ”

"50%" Louis did not hesitate to open the offer.

Hearing the other party's offer, Shirakawa Kaede shook his head, "Mr. Louis, IBM's offer is insincere.

In the research and development of CD-ROM and optical drives, Shirakawa Electric invested a lot of money, and it took a long time.

After countless failures, we have today's results.

I believe that as a R&D enterprise, IBM can understand the difficulties involved. ”

"Mr. Shirakawa, it is precisely because IBM understands the value of technology that it has come up with this reasonable price.

Believe me, with IBM on board, no one dares to infringe on the interests of optical disk storage.

50% of the royalty in exchange for a broader market, absolutely worth the money. ”

Louis was still on his knees, sipping his coffee slowly. He had enough patience to maneuver the negotiation.

What's more, according to IBM's survey, the influence of the other party in the computer industry is almost zero.

Such a company that is harmless to humans and animals, and has good things in hand. It would be a shame not to slaughter a few knives.

As for the cooperation between the other party and Neon's local computer company, sneer~ Neon's computer is also worthy of being compared with IBM?

In addition to the open copy, it is a sneaky copy. In IBM's eyes, neon computers have never been in their eyes.

Facing IBM's self-determined appearance, Shirakawa Kaede sighed in his heart.

It's still too weak.,Even if you keep the sovereignty of the optical drive.,But you also lose most of your interests.。

If IBM takes 50% of the patent share, will Shirakawa Electric get the remaining half?

Of course not, don't forget the two hurdles that CD technology can't get around, Sony and Philips.

Even if they did not participate in the development of CD-ROM, they still had to share a part of the benefits according to the original agreement.

This also means that if Shirakawa Kaede agrees to IBM's conditions, then it is likely that in the end, he will get the least benefits.

After thinking about it for a long time, Shirakawa Kaede raised his head and gave his answer.

"Mr. Luis, 15 percent is our bottom line."

Louis, who was sitting across from the couch, shook his head regretfully and said nothing.

"In that case, I'll visit Mr. Louis another day."

Seeing the other party's tough attitude, Shirakawa Kaede knew that there would be no substantial progress today.

So he was entangled in everything, so he simply said goodbye first.

Louis sat on the couch and remained indifferent to their departure.

It wasn't until the other party opened the door and left that he put down the coffee in his hand and pondered it carefully.

"Luis, do we really want to bite the bullet at this price? First of all, I need to remind you that the advantages of CD-ROM are too great.

Someday in the future, it will definitely replace floppy disks and become the mainstream of the new generation of storage. ”

After sending Shirakawa Kaede and them away, Robert immediately discussed with his boss the price he had just made for Shirakawa Electric.

As a man with a technical background, he knows very well that any obstacle becomes meaningless until there is no incomparable technological superiority.

"Robert, it's because it's more advantageous than floppy disks that we're trying to grab it.

The other side has almost no cards to play in the computer field, and believe me, they will give in.

Besides, in addition to floppy disks, we also have hard disks. It has a broader future than the former, and it definitely won't be left behind.

IBM is a giant because we pick the most precious pearl every time. ”

Obviously, Louis and Robert look at things in completely different directions, and he is more focused on the long-term interests and more on the cornerstone under IBM's feet.

Although the negotiations with IBM were not very smooth, Shirakawa Kaede was not in a hurry for the time being.

The CD-ROM has just been launched, and it will take some time to ferment.

And the design of its own optical drive is indeed too rough, and it needs more refined adjustments.

As for negotiations, just take your time. It just so happens that Chiba's factory hasn't been built yet, and there's no place for a CD-ROM drive for the time being.

Shirakawa's quiet period for listing is not over, but it has maintained some kind of contact with IBM throughout August.

However, since then, Shirakawa Kaede has never appeared in person, and Louis has temporarily returned to the United States.

Negotiations between the two seem to have stalled.

But in fact, as long as we keep in touch, we will know each other, and we will continue to talk together in the future.

Taking advantage of this gap period, the affairs of Shirakawa Kaede Club were not idle, and private work was not left behind.

It shouldn't be at the request of some little tiger, he's here again tonight to satisfy her little vanity.

In the black Toyota Century across the road from TV Asahi, Kaede Shirakawa is leisurely drinking ice soda.

Suddenly, a figure came out of the TV station building, looking somewhat familiar.

Hey, isn't this an ashtray?

Seeing him, Shirakawa Kaede seemed to remember something, so he casually picked up the car phone and began to dial a certain number.

"Ota, what happened to the last time you were asked to check? Okay, I'm across the street from TV Asahi in Minato, so you can see me here."

(End of chapter)