Spark

A few days later, the 606 conference room.

The discussion meeting on the purchase plan of the hot isostatic press was held on time.

Wang Xianguo presided over the meeting, but Lin Yongming did not attend the meeting, but only asked to send him a copy after the meeting.

Those present are all experienced business people, their majors are marketing and negotiation, and of course, they are no strangers to large-order purchases.

Sitting in the center of the right side of the circular desk is a man in a suit and leather shoes. His name is Mali. He once traveled to Europe alone and negotiated a purchase contract for a large mining machinery crusher at a very small price. He has made great achievements.

And this time, he will also lead the purchase negotiation of the hot isostatic press.

After confirming that everyone was seated, Ma Li tapped on the table lightly, and then said:

"We have already understood the basic situation of this purchase, so I won't go into details here."

"The first thing to be clear is that our procurement can only succeed, not fail."

"And, the signing of the contract and the delivery of equipment must be fast! Any delay may have a major impact on the work of other comrades."

"It's not that I'm putting pressure on purpose, it's the reality we are facing."

"So, based on this current situation, my request is that everyone must mobilize all your relationships, whether it is using technical means or foreign worker means, you must go all out to advance."

"Now, we start to discuss the difficulties of the project. At today's meeting, we will propose solutions to all the difficulties."

After he finished speaking, he looked around the venue and signaled Wang Xianguo to speak first with his eyes.

Noticing his prompt, Wang Xianguo took a deep breath and said:

"First of all, the biggest difficulty we are currently facing is actually one: there is a price but no market!"

"According to the previous visits, DSI expressed its willingness to sell hot isostatic pressing equipment, but the attached conditions are extremely strict."

"Including that it cannot be used for military purposes, must undergo regular technical reviews, must be operated with the presence of US personnel, and so on."

"This kind of condition is a joke. Don't say we can't agree, they probably don't expect us to agree."

"So, this is actually a soft, disguised rejection."

Having said that, Wang Xianguo paused for a moment, then continued:

"The situation with QUINTUS is similar. We have conducted three rounds of negotiations with them. In the second round of negotiations, they raised the price to a level that we absolutely cannot accept. The reason is that the difficulty of maintenance has increased."

"It is impossible for us to purchase according to their quotations. Not only will the project budget be unbearable, but it will also cause endless troubles in the future."

After listening to Wang Xianguo's words, Ma Li nodded slightly, and then asked:

"Is there no third supplier available?"

"Yes, but the technology is far behind. For example, AIP in the UK and STM in France all sell hot isostatic pressing equipment. If it is used for ordinary industrial products, it is almost enough, but in the aviation field... we must not dare to use it. of."

Ma Ma pondered for a moment, then said:

"We don't necessarily use it."

"You want two peaches to kill three warriors? It's impossible."

Wang Xianguo immediately saw Ma Li's intention, but he denied it without hesitation.

In fact, since the 1990s, killing three men with two peaches has been a classic tactic in the process of China's technology introduction. The most famous of these is the sixth speed increase of the high-speed rail. The Ministry of Railways used four companies including Alstom and Siemens The story of going round and round.

——

Of course, this is something that happened in 2004, and it hasn't happened yet.

But in addition to this "battle", this strategy has also been used many times in many other fields.

In particular, the introduction of AL-31FN in the 606 Institute actually has the shadow of this strategy.

Therefore, when Mali asked about the third supplier, Wang Xianguo immediately responded.

But at the same time, he is also very clear that there is absolutely no way to use this strategy in the introduction of hot isostatic pressing equipment.

the reason is simple:

First, the market is not monopolized, and it does not mean that if you buy one, you cannot buy another.

Second, there is no hole card in hand.

When your strength is not enough to overturn the table at the most critical moment, all games are actually jokes in the eyes of the opponent.

Wang Xianguo explained his considerations, and Ma Li fell silent.

This is indeed an impasse.

But since they are sitting here, it is to break the deadlock.

After thinking for a moment, he said:

"The next discussion may involve highly confidential information. Is there any confidentiality level lower than the core level? Please leave the office now."

One after another, several participants got up and left. After the door was closed and the security personnel gave a signal, they asked in a deep voice:

"Is there any possibility of giving in?"

Hearing his words, the whole venue fell into silence.

No one dared to answer his question, because it was absolutely impossible for them to make a decision on these two questions.

Its influence is so great that it may even spread to the dimension of grand strategy.

"What do you mean?"

Wang Xianguo frowned and asked.

"I mean, obviously, we have to reassess the importance of the number twenty-two project you're dealing with."

"Obviously, even if our opponents don't know the details of this project, their goals are well known."

"That is to suppress the progress of our country's self-developed fighter jets."

"So, we have to make trade-offs."

"Should I pay the price in other fields in exchange for the development of fighter jets, or should I suspend the No. 22 project and wait for a better time?"

Ma Ma has a serious expression, he is fully aware of what he is talking about, perhaps in the eyes of the outside world, his speech is arrogant, arrogant, and irresponsible, but he knows that someone must raise this point of view.

Even if you bear the infamy.

"...it's not something we can decide."

Wang Xianguo replied with difficulty.

"It's certainly not something we can decide, but we have to ask the question."

"Of course, I don't have to use this plan, but we must leave ourselves a way out."

"At the very least, let's make our superiors clear about the situation we are facing."

Hearing this, the people who originally wanted to refute fell silent again.

yes.

Apart from exchanging room for development through compromise and concessions, what else can we do?

Trading space for time is a forced choice.

Although it is humiliating and helpless, it can really solve the problem.

——

But, I'm really not reconciled.

Taking the land as a matter of Qin is like putting out a fire with a salary. If the salary is not exhausted, the fire will not be extinguished.

How can the opponent be satisfied with the interests of one moment and one place?

This time I barely exchanged the opportunity for development, so what about the next time? Do you have to sell your benefits every time in exchange for a so-called "opportunity"?

At this moment, everyone was extremely depressed.

We are still too weak.

Our technology is still too backward.

Just imagine, if we have the technology to manufacture hot isostatic presses, even if the technical level is far below the level of DSI and QUINTUS, it will be a huge hole card and bargaining chip.

Unfortunately, we have nothing now.

There was a heavy sigh in the hall.

Wang Xianguo raised his head and said to Ma Li:

"I'll discuss this matter with Mr. Lin first."

"If you really want to make concessions in other areas...then the goal of Project No. 22 cannot remain the same."

"We don't want to finish, we want, to be perfect."

"Only in this way will it be possible to make up for our losses."