industrial overlord

Chapter 362
Negotiations with ALK were lengthy and dry.

At the beginning, ALK categorically rejected China's request for technology transfer, and put on a face of whether to buy or not.However, the negotiating officials of the Ministry of Petroleum and the State Planning Commission also calmed down. They insisted on this condition but did not let go, and the two sides suddenly fell into a stalemate.

For such a project with an amount reaching hundreds of millions of dollars, it is impossible for the negotiating parties to break up after a disagreement.Although everyone's attitude is very tough, it sounds like there is no room for compromise, but the whole negotiation is still going on day after day.Everyone said what they had said the day before, and at the same time looked for signs of loosening attitudes from the other party's responses.

"Mr. Gu, our ALK company's attitude is very clear. We are very willing to help China complete your modernization construction, so we can provide you with the most advanced ethylene equipment. However, the requirement of transferring ethylene equipment manufacturing technology has exceeded Our bottom line, so it is impossible for us to agree.” Khedira, the chief negotiator of ALK, has repeated the above words for the 100th time in the negotiation.

"Mr. Khedira, our attitude is also very clear. We are not trying to acquire your core technology. We just hope that you can transfer the technology of a generation behind to us. This will not affect your ethylene equipment manufacturing. Leading position. The reason why we want to obtain these technologies is that we can independently maintain and upgrade the necessary technologies for these imported equipment in the future, and we don’t want to be overly controlled by others.” Lin Zhenhua, on behalf of Gu Jiahua, expressed China’s commitment to Khedira manner.

If Lin Zhenhua's memory is better, he should be able to remember this Khedira. Three years ago, at the Frankfurt Equipment Exhibition, it was this Khedira who flatly refused to export the latest electric stove to Lin Zhenhua and the others, threatening That is embargoed to all communist countries.However, at that time, everyone only met for a short time, and three years later, naturally they did not know each other.

"I can understand your thoughts very well, but I am very sorry that we cannot meet your requirements." Khedira said.

Lin Zhenhua said: "If this is the case, I worry that it will be difficult for the two of us to reach an agreement. If we lose such an opportunity for cooperation, we will feel very sorry."

"I also feel very sorry, but our ALK company negotiates hundreds of projects around the world every year. This kind of regrettable thing is sometimes unavoidable." In response to Lin Zhenhua's hint, Khedira said tit for tat.

Lin Zhenhua chuckled and said, "Mr. Khedira, I would like to remind you that it is the central government of the People's Republic of China that is negotiating with your company, not a specific enterprise. If we cannot cooperate successfully this time , then it means that your company has lost the trust of the entire Chinese government. I think this is probably not something your company's board of directors would like to see, right?"

This is a blatant threat, and Khedira couldn't help but feel a little bit drummed in his heart, but he still had to hold on to his face and said: "Mr. Lin, as far as I know, you are a representative from a company, and you can represent China Did the government make a decision to reject our ALK company?"

Lin Zhenhua pointed to an official beside him with a smile, and said, "This Mr. Zuo Jimin is an official of the State Planning Commission of China. All investments in China are under the jurisdiction of the State Planning Commission. In my capacity, it is true that I can’t express any attitude on behalf of the Chinese government, but I think Mr. Zuo should be able to answer your questions.”

After finishing speaking, he turned to Zuo Jimin and said, "Director Zuo, please express your opinion."

Zuo Jimin coughed lightly, cleared his throat, and then said to Khedira: "Mr. Khedira, I want to explain to you that from our intention, we very much hope to cooperate with ALK We have always admired the technical strength of ALK. In fact, Jiangbei Petrochemical's ethylene technology transformation this time is just a very small project in the process of China's modernization. As far as the ethylene project is concerned, in the next 10 years Within this year, we plan to build 8 to 10 sets of large-scale equipment with an annual output of 30 to 60 tons, and we very much need internationally renowned large enterprises including ALK to provide us with these equipments.”

"Thank you very much." Khedira nodded to Zuo Jimin and said.

Zuo Jimin also smiled politely at Khedira, and then continued: "However, cooperation needs to be based on mutual benefit. If there is no consensus on the transfer of some outdated technologies, How can we believe in the sincerity of ALK’s cooperation with us? Indeed, the name of ALK has always been listed in our supplier directory, but you should also know that the name of ALK is not the only one on our directory .”

"Mr. Zuo, do you mean that if we do not agree to transfer technology to the Chinese side in this project, then we will lose the opportunity to bid for other projects in the future?" Khedira asked.

Zuo Jimin said with a half-smile: "I didn't say that, but it makes sense for you to understand it this way."

Khedira remained silent. In the previous negotiations, he could only choose to remain silent when this issue was mentioned.The Chinese market is still in its infancy, but people of insight have already seen that the future prospects of the Chinese market will be very grand.Before Khedira came to China, the board of directors had told him that he must establish a long-term business relationship with China, even if he made a relatively large price concession.If the Chinese side's request was not to transfer technology, but to lower prices, Khedira would not be in such a difficult situation.

Zuo Jimin's words have made it very clear that if the negotiation fails this time, the Chinese government can close the door to ALK.It is true that ALK has the advanced technology that Chinese people need, but as Zuo Jimin said, ALK is not the only name in the Chinese supplier list. What if other companies are willing to accept these conditions?

ALK is a behemoth. This huge scale is both an advantage and a burden.As a multinational company with 10,000+ employees, it needs a lot of projects to keep the company running.At present, the manufacturing industries in Europe, America and other countries are shrinking. ALK must pay more attention to emerging market countries, and China is undoubtedly the one with the most development potential among these countries.It can be said that if the Chinese market is lost, ALK will be in an extremely disadvantageous position in the competition with its opponents.

"About this issue, I will ask the company headquarters again. I am very sorry, the conditions you put forward are beyond the authorization of the board of directors to me, and I cannot give an answer." Khedira had no choice but to hang up the waiver card and avoid the edge for the time being.

"Okay, then we will wait for news from Mr. Khedira." Gu Jiahua, the leader of the negotiating team, agreed.

After sending Khedira and other ALK negotiators away, Lin Zhenhua, Gu Jiahua, Zuo Jimin and others sat in the conference room, looking at each other, unable to come up with any good solution for a while.

"Xiao Lin, you made us miserable." Gu Jiahua pointed at Lin Zhenhua and said half-jokingly and half-seriously, "If it wasn't for your idea, we would have already celebrated the successful negotiation with ALK."

He Chengshan found a reason for Lin Zhenhua and said: "Director Gu, I think the more hesitant the Germans are, the more correct our demands are. Didn't Chairman Mao say that whatever the enemy opposes is what we support? .Our request can be regarded as poking at their sore spot."

Zuo Jimin said: "This is the end of the matter, and there is no need to discuss the negotiation conditions. In short, we have decided on the transfer of technology. Now everyone should discuss how to make ALK make concessions."

Gu Jiahua said: "Old Zuo, the question now is, what should we do if ALK still refuses to make concessions?"

"If it doesn't work, let's get in touch with other families." Zuo Jimin said.

Gu Jiahua said: "These days, we have learned from the side that several other manufacturers of vinyl equipment are currently in a wait-and-see state. If ALK does not let go, they will not let go. Of course, it is not ruled out that there will be They compromised with us for the sake of profit, but I am worried that if it is not done well, it will attract these companies to unite, and we will fall into a passive position instead."

"Be passive, it's really impossible, we will do it ourselves." He Chengshan's stubborn temper was aroused, "We will not eat bastard pigs if Butcher Zhang is dead."

"If we can do it ourselves, what's the point of talking to these Germans?" Gu Jiahua said angrily.

"Actually, the theoretical design of our three ethylene machines has been completed, but the manufacturing process of some large-scale equipment has not been solved. Give us some time, and we should be able to solve it." He Chengshan said.

"Far water can't quench near thirst." Gu Jiahua said.

"I have an idea." Lin Zhenhua suddenly had an idea and said.

"What do you think?" Everyone asked together.

Lin Zhenhua said: "I was also inspired by Mr. He to think of this. Our Hanhua Heavy Industry has been investing in the research and development of ethylene three-machines for the past few years, and we have already achieved some results. These achievements are also great. However, it doesn’t matter if it’s small or not, the key lies in how we say it. If we give Hedi a little wind and imply that we are likely to solve all the technical problems in the near future, everyone said, how would he react? "

(End of this chapter)