In order to make the play more realistic, Zhao Ye and the others have been shopping in various places for the past few days. After returning to the hotel, in addition to talking about what they had seen during the day, the rest of the time was spent talking about how to sell their products to the world.
Go to the market.
From a policy perspective, the United States will not reject a vast market and a stable East Asian structure because of the interests of an IBM company, nor will it give up its determination to compete for the world's top spot. From a regulatory perspective, the United States' products will not be exported abroad.
There is no obstacle.
From the perspective of the product itself, there is no problem.
Therefore, after some of the conversations here were sent back to IBM headquarters, they did not feel at ease these days. The group's high-level meetings were held day after day, always finding a better strategy.
"Everyone, I think of a new way. It seems that we can let them open the factory to the United States. In this way, this company cannot be separated from us. Although it is a factory in China, it is a United States factory.
Enterprises must abide by our laws and bring technology to us. I believe that in this way, we will always get what we want in the days to come."
Hawke's speech opened up a new idea for the entire IBM senior management. They launched a new discussion around this proposal. After the discussion here formed a preliminary executable plan, Zhao Ye and the others finally ended their meeting in Los Angeles.
In his "travel" life, he flew to New York with Jason.
Here, they also joined the purchasing delegation that came here in advance. Wang Wexue also found them immediately and held an emergency consultation meeting together.
The next day, at IBM's headquarters, Zhao Ye's negotiating team expanded to seven people. Wang Wenxu was the leader of the delegation again, and naturally became one of the protagonists of this negotiation.
When Zhao Ye and the others met Hawke again, Hawke didn't talk nonsense at all and directly talked about IBM's plan.
Faced with this plan, Zhao Ye and others did not react at all. What tricks did IBM want to play this time?
"Mr. Hawke, I don't quite understand what you mean. Do you mean to move our factory here?" Wang Wenxue asked.
"No, no, no, we didn't say that we need you to move the entire factory to the United States. Instead, we will jointly form a new company here in the United States. We will provide funds and you will provide technology to jointly produce the servers we need. This way
First, we can share the company's profits proportionally, which is a fairer model for both you and us," Hawke explained.
"Mr. Hawke, I think this is not fair to us at all. We have production capabilities and production technology. There is no need for us to open a factory or a joint venture factory in the United States." Director Yang objected.
"Mr. Yang, this is very necessary. If you want more companies and users in the United States to trust your products, cooperation with us is the best way."
"But, Mr. Hawke, there is no need for us to do this, right?" Zhao Ye said.
"Zhao, believe me, if you plan to produce and sell servers, without the United States and its influence, your products will not be accepted by the market at all." Hawke immediately started fighting, and then said: "Everyone, we at IBM
Not to steal your technology, but to make it better
Utilize your technology. Aren’t we developing technology just to make a profit? Now you don’t agree to sell the relevant technology to us, but the equipment you produce locally will not be trusted by the international market. So our combination
Wouldn’t it be better to solve this problem?”
Frankly speaking, what Hawke said was right at all. At this time, Zhao Ye also felt that what the other party said was reasonable. There was another most critical issue that he did not say directly, that is, the largest computer application market at present is in Western countries. And these
In the country, the largest user group is in the United States. The other large users are basically allies of the United States, and they all act based on the face of the United States. It is unrealistic for China to eat this piece of cake and completely separate from the United States.
.
Of course, as long as both parties know this well, there is no need to say it. Both parties know this truth and have a tacit understanding. No one mentioned it. There is no need to mention it. This is also a basic factor in this negotiation.
.If this were not the case, why did Zhao Ye and the others come here? Couldn't they just sell it directly on the international market?
Subsequently, the two sides started a discussion on this plan. This was not something that could be negotiated in a day or two, nor was it something that Zhao Ye, Director Yang, and Director Wang could just decide.
They just tried their best to obtain favorable conditions for themselves, and then finalized the negotiated conditions to form a memorandum. After both parties signed it, Zhao Ye and the others took it back and handed it over to their superiors to decide what to do next.
After they stayed in New York for three weeks, the memorandum was finally formed. Together with other members of the delegation, a small celebration party was held at IBM's headquarters.
"Zhao, this cooperation is really not easy. I hope your work will go more smoothly in the future." Holding the wine glass, Hawke found Zhao Ye who was wandering around the reception and pulled him and said.
"I think everything will go smoothly. By the way, Mr. Hawke, are you really not interested in personal computers? I think personal computers will have very good development prospects in the future." Zhao Ye saw Hawke coming to see him.
, reiterated his idea of developing personal computers.
In previous negotiations, Zhao Ye had communicated with IBM many times on this issue. However, in IBM's view, personal computers are useless. What can a person do with a computer at home? Practice typing?
What's the point of practicing typing well? Nowadays, there is no concept of computers for working, let alone an environment for using computers to chat and surf the Internet. By the way, there is no Internet now.
This also makes big companies like IBM have no interest in "luxury goods" such as personal computers. Under such conditions, when Zhao Ye proposed that he wanted to establish such a company in the United States, everyone was just shocked.
For a moment, and then nothing more.
In order to ensure the safe production of their own personal computers, the two parties also determined in the memorandum that the newly established production factory must unconditionally accept orders from this company and must not set up any innocent obstacles to refuse to produce the required parts for this personal computer company.
Or introduce related spare parts and equipment.
Zhao Ye got this condition and almost smiled.
How much usage can be used for things like servers? Especially in this era, when the Internet does not even have a root line, things like servers are meant to provide computing and storage services for major institutions. This is an era when real money can be made.
, after the development of the Internet.
But by that time, not to mention the development of personal computers, the international environment at that time was also very different from now. You can sell your own servers however you want, and the performance and price are not the same.
This IBM cooperative factory can be compared.
So how does this factory that cooperates with IBM help Zhao Ye?
There are two points.
The first is to allow your products to enter the Western market and gain recognition in the Western market. You may think that if this product has the IBM logo, who will recognize you?
In fact, it is not the case. Those who only look at trademarks are ordinary consumers. For large institutions or large users, the cost-effectiveness of the product is always the first consideration. When everyone knows that the high-priced server they use is jointly with Huaguo
When the products are produced using Chinese technology, even a fool knows how to choose.
So why is IBM still feeding a tiger at this time?
The answer is very simple. No one has thought about what the world will be like after the Internet. At this moment, both United Factory and IBM only regard computers as computers. This kind of thing may appear in scientific research institutions and may appear in scientific research institutions.
It may appear in government agencies, national defense units, or bank buildings. However, no one thinks that it will appear in all aspects of human society.
IBM thought that by grasping these large customers, it could use its influence to control all electronic companies in the world. Little did they know that the resources in its hands would only be the tip of the iceberg of the entire computer industry in the future.
The second point is to promote the development of the Internet. This may not be accurate, but it should be to promote the construction of personal computers and program-controlled switch networks that Zhao Ye is more concerned about.
The combination of these two things is the foundation of the entire Internet. Zhao Ye has been preparing for these two technologies for many years.
Although Zhao Ye didn't want to admit it, he had to admit that at this time, if he wanted to develop the Internet, it really couldn't be done without the United States. If the Internet wasn't developed, there would be nowhere to put his personal computer.
.
Zhao Ye had to cooperate with IBM for future development. Of course, judging from the current conditions, neither party would suffer.
Everything that has been discussed here will not be finally decided until we return home. Moreover, the joint factory is a state-owned enterprise. Should it cooperate with foreign companies? How to cooperate? These can only be decided by the country's high-level meetings.
Zhao Ye and the others finished their work here and got on the plane back.
On the plane, Zhao Ye unexpectedly met Susie. After chatting with Captain Wang, Zhao Ye learned that in addition to being a singer, Susie also had a formal job as a business representative for a large petrochemical company.
After Zhao Ye found out, he just felt the strangeness of fate and didn't take it too seriously.