Zhao Ye's voice seemed to have some kind of magic power, which immediately made Hawk's hair stand on end.
Wrong, totally wrong.
He suddenly discovered that at the board meeting a few days ago, everyone's analysis of the delegation from China was completely wrong.
The reason why they waited so long to negotiate with Zhao Ye and the others was that they were waiting for some information, some relevant negotiating agencies, and analysis of the negotiation strategies and policies of the Chinese delegation.
There is no shortage of such institutions in the United States, and they should be called negotiation experts. Their task is to find out what the opponent needs more and what their weaknesses are through background checks and analysis of the negotiation process. Then in future negotiations
In this way, you can make more mistakes and achieve your goals more easily.
Wang Wenxu and his delegation have had several contacts with relevant companies recently, which gave IBM the opportunity to send negotiation experts to the scene to understand and learn how to deal with Chinese people.
In fact, they got very important information. For example, China was very short of foreign exchange and very eager to obtain petrochemical equipment. They were eager to improve their country's industrialization level.
And more importantly, these Chinese people are very polite. Business negotiations are like diplomatic negotiations. They don’t understand the rules and strategies of business negotiation quotas at all!
This is a great opportunity! You can take advantage of these points and get this computer technology.
However, now, Hawke knows that he was wrong! People like him were deceived by these smiling guys!
Judging from Zhao Ye's performance just now, this person is not someone who knows nothing about business negotiations in the United States at all. On the contrary, they keep trying to take advantage of their own bottom line.
Only then did Hawke put away his contempt, and changed from a slightly relaxed sitting posture to an upright sitting posture, and the smile on his face became solid and serious.
Zhao Ye looked at the changes in this old man and said to himself that this Hawke was really a smart guy. He had already captured the slightest change in his heart.
"Dr. Zhao, please speak clearly." Hawke made a gesture of invitation, then picked up the pen, preparing to record some key points.
"Mr. Hawke, we can license some of the technology to IBM, but this is not a production license, but a use license."
"Wait a minute! We don't have a production authorization, so what's the use of using it?" Hawke interrupted Zhao Ye's description as soon as he heard this.
"Mr. Hawke, it's like this. I think you can let us produce the corresponding equipment. After the production is completed, it will be shipped to the IBM factory in the form of parts, and then you will assemble it and attach it.
The IBM logo."
"In this case, we have no control over the quality of the product. And without production technology, what can we get?"
"Mr. Hawke, what is the use of your company's production technology? It is not used for production! What is the difference between this and us directly providing parts? You can rest assured that our price will definitely satisfy your company."
"However, our servers require our engineers to design them. If we do not have detailed technical information, our design will be greatly restricted."
"This is not a problem. We can also provide this information to your company. In addition, we will also send designers to assist your design work. Of course, you can also send people to us to carry out design work."
Seeing that the other party's attitude was a little relaxed, Zhao Ye immediately threw out another sweet date.
"In this regard, we need to negotiate with the headquarters. We will discuss this issue in a few days." Hawk thought for a long time, but in the end he could not make a decision.
Of course, he couldn't decide such a big matter by himself.
"Dr. Zhao, Director Yang, I need you to make a final confirmation. Will your company not sell related production technology no matter what the conditions are?" Hawke asked seriously at the end.
Zhao Ye and Director Yang looked at each other, then nodded.
"Yes, this is our final answer." Director Yang also replied seriously.
This negotiation was much more efficient than the last time. At least the two sides exchanged important opinions.
When Zhao Ye and the others returned to the hotel, they gathered together again to discuss the results of this negotiation and future countermeasures.
"Zhao Ye, do you think the other party will agree?" Li Weinian asked worriedly.
"I'm not sure about this. If they insist on production technology, we have to consider the next countermeasures." Zhao Ye couldn't guarantee that the other party would definitely agree to such a form of cooperation.
"Yes, what we need now is the market, we need to sell our things and exchange for foreign exchange for the country. If we fail to achieve this goal, it seems that the mission has failed at the moment." Li Weinian said with a little worry.
This task is difficult. In comparison, the procurement task may be simpler.
As Zhao Ye and the others talked, they walked into Director Yang's room. They seemed to be used to coming to this room every time they discussed things.
Zhao Ye entered the house and subconsciously used his spatial ability to scan it. This almost became his subconscious reaction. In a foreign land, you can never be too careful.
Suddenly, several red light spots appeared in Zhao Ye's field of vision. This was the first time Zhao Ye encountered such a situation. He immediately concentrated and used his spatial ability to check.
At first glance, he realized that they had been bugged. Zhao Ye was stunned for a moment, and immediately made a "shush" gesture to the other two people. Director Yang and Li Weinian were both stunned, although they were training
The relevant personnel had trained them on these things, but when they actually encountered it, they inevitably felt a little nervous.
Zhao Ye panicked at first, but then calmed down. He thought about it, immediately took out a pen and paper, and started chatting.
While Zhao Ye was gossiping, he wrote down some countermeasures on paper. Li Weinian was the first to react. After all, he was a foreign affairs officer and had received much more training than Factory Director Yang and Zhao Ye.
When Zhao Ye and Li Weinian started chatting, Director Yang finally came to his senses.
It took a long time to talk, but Zhao Ye and others at the scene only experienced a pause for a few seconds, and then the conversation became normal again.
At this moment, the three of them were doing two things at once, communicating with pens on paper and communicating with their mouths at the same time. As they communicated with paper, a coping plan was formed between the three of them.
"Director Yang, let's get ready. I don't think the other party will agree to our request." Zhao Ye said falsely.
"Yes, I think this cooperation is destined to fail. The other party clearly wants technology but not products. We want to sell the technology, but the domestic environment does not allow it. It is the property of the country, who dares to sell it privately?
Let alone selling it privately, it is impossible for the relevant ministries and commissions to sell it." Based on the results of their exchange, Li Weinian began to play his own role.
"Well, it seems that our visit this time was in vain, but we still have to wait for the other party to officially reply to us before we can go back." Director Yang also got his "script" and began to talk about himself according to Zhao Ye's arrangement.
lines.
"Then let's go out for a walk tomorrow. There won't be many opportunities for us to come here from now on. I guess that when we go back this time, our superiors will arrange a large number of tasks for our factory. This inspection is still fruitful.
At least we know that IBM's servers are garbage, and that such garbage can be sold at such an expensive price. Our computers are a hundred times better than theirs, and we are selling them at one-fifth or even one-tenth of their price. I'm sure
I can beat this IBM to pieces." Zhao Ye said his "line" with a smile.
"Hahaha, I believe this. I don't know if you have noticed, but IBM is very careful in this test. It is probably because they want to find out our technical route through this test."
"Haha, Brother Li, don't worry about this. Our technology can't be easily detected with just a few tests. This server uses our most advanced 4-micron technology. And we use the most advanced packaging technology.
, I feel that even if you give them the chip and ask them to do reverse engineering according to it, they may not be able to understand it within two or three years!"
"Yezi, when you should be careful, you still have to be careful. Don't be too complacent, or you will fall down easily!"
"Don't worry, Master, our three-micron technology has been successful in the laboratory. What we are doing now is how to realize industrial production as soon as possible. Once industrial production can be realized, these things will become a pile of garbage at present. Can we
With cabbage prices, we can beat every electronics company in the world to pieces."
…
The eavesdropping here was of course specially arranged by IBM. Every word Zhao Ye and the others said in the room was recorded by the people next door. By the night of that day, the recording had already reached Hawke's hands
inside.
A Chinese translator translated Zhao Ye's conversation to Hawke sentence by sentence. Hawke's heart never let go from the beginning. When Zhao Ye said that they had achieved three micron technology in the laboratory, he was even more excited.
When he beat all the electronics companies in the world at a bargain price, Hawke broke out in a cold sweat.
This kind of thing is by no means alarmist. Although IBM will not lose most of its customers because of this, it is obvious that once China launches its own low-priced and high-performance servers internationally, IBM will inevitably cut prices accordingly. This is not what you think
I don't think about the problem, but if you don't negotiate the price, you are insulting everyone's intelligence.
Banks, governments, and the military may choose IBM products because of security issues, but if they still want to maintain such high profits, don't worry about it.
However, if there are no high profits, where will the research and development expenses come from? Once it falls into a price war with China, that will definitely be the outcome that IBM least wants to see.