Next morning, but also leaf boat in sleep then received Chen Hao call. 第二天一早,还在睡梦中的叶舟便接到了陈昊的电话。 „Hey...... hello, which?” “喂......您好,哪位？” This day is on Friday, although is the working day, but leaf boat still rested 9 points not to get out of bed ---- This probably is the privilege of president. 这天是周五,虽然是工作日,但叶舟仍然睡到了九点还没起床----这大概就是总裁的特权。 „leaf boat hello/you good, I am Chen Hao.” “叶舟你好,我是陈昊。” „Secretary Chen!” “陈秘书！” leaf boat crawled from the bed rolling, deeply attracted two tones to make own brain sober hastily. 叶舟一骨碌从床上爬了起来,连忙深吸了两口气让自己的脑子清醒。 From basically settles down and chip industrial technology sends out after the dragon EDA item particularly, the official person has hardly contacted with him, after all their recent placed in the semiconductor wafer fabrication industry with emphasis. 从应龙EDA的事项基本尘埃落定、尤其是芯片产业技术送出之后,官方的人就已经几乎不联系他了,毕竟他们最近的重点都放在了芯片制造产业上。 Can telephone in this time, perhaps had/left the big matter. 能在这个时间打电话过来,恐怕是出了大事情。 „Hasn't awaked? All right, the young people rest. Today looks for you are this, we are arranging negotiations of foreign commercial company, the discussion core on the dragon EDA problem.” “还没睡醒吧？没事,年轻人多休息休息。今天找你是这样的,我们正在筹备一场国外商业公司的谈判,讨论核心是应龙EDA的使用问题。” „To put it bluntly, they had/left the move, to have a stranglehold, now wants to coerce us to accept their certain conditions taking advantage of this, making their own company make a profit. Moreover, we also really must go to discuss this condition with them.” “说白了,它们出了招、卡了脖子,现在想借此来要挟我们答应它们的某些条件,让他们自家的公司获利。而且,我们还真就必须去跟他们谈这个条件。” „But, discussed that the condition is also divided the different discussion laws, this time, we think is mainly discussing the technology, finding the way to gain with the minimum price on the dragon EDA domestic unlimited use.” “不过,谈条件也分不同的谈法,这一次,我们还是想在主要谈技术,想办法用最小的代价来获取应龙EDA在国内的无限制使用。” „You as on the dragon EDA main designer, I think, this responsibility fell on your shoulder is appropriate ---- Then, before I had also told you, must make you take on the burden/shoulder pole, never expected that this burden/shoulder pole can come such quickly.” “你作为应龙EDA的主要设计者,我想,这个责任落在你的肩上就再合适不过了----说起来,之前我还跟你说过,要让你担起担子,没想到这个担子会来得这么快啊。” Listens to Chen Hao words, leaf boat understands clearly. 听完陈昊的话,叶舟心里了然。 From the beginning said that must negotiate, he also thinks that the official wants to make the double insurance, with some small price ensure the biggest security, waited to hear Chen Hao to say „mainly discussed technology” time, he then already clear what's the matter. 一开始说要谈判,他还以为官方是想做双保险,用一些较小的代价来保证最大的安全性,等听到陈昊说“主要谈技术”的时候,他便已经明白是怎么回事了。 To not negotiate, but to emit the smoke shell, the protracted time, catches more opportunities to the present current chip project. 根本就不是为了谈判,只是为了放出烟雾弹,拖延时间,给现在正在进行的芯片项目争取更多的机会。 Just, the opposite party should be has not investigated thoroughly own status, or to investigate thoroughly the status is not willing temporarily to divulge, will tell itself „to use the minimum price” specially. 只不过,对方应该是暂时还没有查清自己的身份、或者说查清了身份不愿意说破,才会特意告诉自己“用最小的代价”。 What is small? To some, 10 hundred million are small ; But to others, 10 dollars is small. 什么叫小？对有些人来说,十个亿是小;但对另一些人来说,十块钱才是小。 Therefore, the meaning of these words is, the condition can only raise by us. 所以,这句话的意思就是,条件只能由我们来提。 „Understood Secretary Chen. I want to ask again, what the main direction of technical negotiations is?” “明白了陈秘书。我想再问问,技术谈判的主要方向是什么？” „Very simple, subscriber, life, functional module, as well as pricing.” “很简单,用户数量,使用期限,功能模块,以及定价。” Chen Hao has done the schoolwork obviously, gives answers readily facing Ye Zhou's issue. 陈昊显然已经做过了功课,面对叶舟的问题对答如流。 leaf boat nods here secretly, EDA, can decide it finally influence was also these aspects, when negotiated with the opposite party, these contents were equivalent to the commodity, but the official terms of exchange were the price. 叶舟在这边暗暗点了点头,一款EDA,能决定其最终影响力的也就是这几个方面了,在跟对方谈判的时候,这些内容就相当于商品,而官方的交换条件就是价格。 He continues to open the mouth to ask: 他继续开口问道: „Secretary Chen, these aspects, do we have the bottom line? For example sentence truth, if makes me decide, I definitely do not hope that the opposite party makes any limit to the subscriber, including the pricing also hopes that can continue to do according to our low price decisions.” “陈秘书,这几个方面,我们有底线吗？比如说句实话,如果让我自己来决定的话,我肯定是不希望对方对用户数量做任何限制的,包括定价也希望能按照我们自己的低定价策略继续做。” That side telephone silent 12 seconds, later Chen Hao replied: 电话那边沉默了一两秒,随后陈昊回答道: „Has the bottom line, for example the subscriber, must compete for 100 user quotas at least internally, these 100 quotas cannot be joined the rejection list ; Moreover, the life since 10 years, the functional module can the sign international big plant. As for words of pricing, this is the place that we can make only in a big way yield.” “有底线,比如用户数量,至少在国内要争取100个用户名额,这一百个名额不能被加入拒绝清单;另外,使用期限十年起,功能模块可以对标国际大厂。至于定价的话,这是我们唯一可以做较大让步的地方。” „Issue that money can solve, actually not too major problem.” “钱能解决的问题,其实都不算太大的问题。” Hears Chen Hao words, leaf boat un, hesitated shortly the moment. 听到陈昊的话,叶舟嗯了一声,短暂地沉吟了片刻。 He also thinks that Chen Hao will say must guarantee is not completely restricted, after all on hopeless reached the agreement with them, 他还以为陈昊会说要保证全部都不受限呢,毕竟本来就没指望跟他们达成协议, Simply why not to open the condition odd? However is quick he also to understand, this is only for does not expose weaknesses in the negotiations. 干嘛不干脆把条件开的离谱一点？不过很快他也明白过来,这只是为了在谈判中不露出破绽。 „Got it, Secretary Chen. I go to the company to prepare the settlement now immediately the material, when the time comes first issues you to verify the strategy.” “明白了,陈秘书。我现在马上去公司准备相关内容的材料,到时候把策略先发给您审核。” „Good, the conference time two days later, me will send a vehicle to meet you when the time comes ahead of time. Does not use anxiously, this is not what magnificent scene.” “好,会议时间是在两天之后,到时候我这边会派车提前去接你。不用紧张,这不算什么大场面。” „Good, clear.” “好,明白。” leaf boat smiles. 叶舟笑了笑。 Anxious? 紧张？ If faces own compatriot, he really somewhat will be anxious. 如果是面对自己的同胞的话,他可能还真的会有些紧张。 But facing enemy? 可是面对敌人？ Really no quite anxious. 真的没什么好紧张的。 Do not work as the person to be good them. 不要把他们当人就好了。 Hung up the telephone, leaf boat hands and feet wore the clothes to hurry to the company deftly, now needle correspondence dragon EDA most project documents in slightly fusion company, even if in his brain has the complete material, best or passes prepares. 挂断了电话,叶舟手脚麻利地穿好了衣服向公司赶去,现在针对应龙EDA的大部分工程文档都在微聚变公司,即使他脑子里已经有了全部的资料,最好还是过去实打实地准备一下。 This is not only the respect to the knowledge, official sector the respect to Representative Chen Hao. 这既是对知识的尊重,也是对陈昊代表的官方部门的尊重。 ...... ...... Meanwhile, another side of ocean also received they official to their answers, a negotiation team of count executive composition has formed, and starts to formulate the negotiations strategy. 与此同时,大洋的另一边也收到了他们自家官方对他们的答复,一支数家公司高层组成的谈判小组已经组建,并开始制定谈判策略。 „Mr. path, in our several people, you are to Huaxia most familiar, I heard that you hold the post of that several years of general manager in Huaxia, but also once gained many key business information to us, I have worshipped you.” “路先生,在我们几个人中,你算是对华夏最熟悉的了,我听说你在华夏担任总经理的那几年,还曾经给我们获取到了许多关键商业情报,我一直都非常崇拜你。” „Many thanks your praise, but that is also my duty-bound work.” “多谢你的夸奖,不过那也是我分内的工作而已。” The person of speech is called path Siwen, the Chinese, the nationality had changed, with words not of pleasant to hear, he should be called the puppet troops. 说话的人叫做路思文,华人,国籍早就已经变更了,用一句不好听的话来说,他应该叫做二鬼子。 After this is he resigns, participates in the activity for the first time, pressure is very big. 这是他卸任之后首次重新参加活动,身上的压力很大。 He needs in this negotiations, to win the biggest benefit for his company. 他需要在这次谈判中,为自家公司赢得最大的利益。 „We cut into the subject directly, does everyone, how you see to this negotiations? You think that we will have the advantage?” “那我们就直接切入主题,各位,你们对这次的谈判怎么看？你们认为我们会占据优势吗？” „This is without a doubt. Just like we expected before, the opposite party is very positive with the attitude that we contact, completely without them in that strength that in front of the public displays. Even can say, they must negotiate with us impatiently. Perhaps they have also realized the disparity of strength.” “这是毫无疑问的。正如我们之前预料的一样,对方跟我们接触的态度很积极,完全没有他们在公众面前表现出来的那种强硬。甚至可以说,他们是迫不及待地要跟我们谈判。恐怕他们也已经认识到了实力的差距了。” „Right, I also think. Opposite party then coquettish just to deceive the one performance of their people, this performance the clowns was inferior to that we should make full use of this opportunity, gains the biggest benefit as far as possible.” “没错,我也是这么认为的。对方当时的故作姿态只不过是为了欺骗他们民众的一种表演而已,这种表演连小丑都不如我们应该充分利用这次机会,尽可能地获取到最大的利益。” Two white men say. 两个白人男子开口说道。 Listened to their words, path Siwen shakes the head. 听了他们的话,路思文摇了摇头。 „I do not think like this. The opposite party at negotiating this matter truly display very actively, but, this does not mean that they will make too many concessions.” “我不这样认为。对方在谈判这件事情上确实表现得很积极,但是,这并不意味着他们会做太多的让步。” „They are this, discussed that Ok, but is not necessarily able to discuss well.” “他们一直都是这样的,谈,可以,但是未必会好好地谈。” „They have the principle very much, is impossible to relent in some issues. Therefore, my suggestion is, the condition that we put forward cannot be strong, for example lets loose the grain import crops to limit this thoroughly, I think that is inappropriate ---- Should better change enhances the grain quantity purchased.” “他们很有原则,在一些问题上不可能松口。所以,我的建议是,我方提出来的条件也不能过于强硬,比如彻底放开进口粮食作物限制这一条,我认为是不合适的----最好改成提高粮食采购量。” Several people in conference room nod. 会议室里的几人点了点头。 Right that „road, you said that was we are too frivolous. However, according to your suggestion, you thought how many quantities we should request?” “路,你说的对,是我们太轻浮了。不过,按照你的建议,你觉得我们应该要求多少数量？” „At present they every year the grain crops that imports from our two company here about 50 million tons, this quantity after the strict control, my idea is, must promote this quantity to...... 80 million tons, when most starts to discuss, we can first eject 100 million tons condition.” “目前他们每年从我们两家公司这里进口的粮食作物在5000万吨左右,这个数量是经过严格控制的,我的想法是,要把这个数量提升到......8000万吨,不过,在最开始谈的时候,我们可以先抛出1亿吨的条件。” „Good! Office that presses the rumor. Thank God, our farmers can celebrate a Thanksgiving Day this year finally well.” “好！那就按路说的办。感谢上帝,我们的农民今年终于可以好好过一个感恩节了。” The people looked at each other one respectively, on the face revealed the satisfactory smile. 众人各自对视了一眼,脸上都流露出了满意的笑容。 30 million tons increase, close to 60. 3000万吨的增量,接近60。 They as if have seen, have the continuous bill, is bridging over the ocean, wells up crazily to them. 他们仿佛已经看到,有源源不断的钞票,正跨过大洋,向他们疯狂涌来。 What is more important, once controlled the grain market of opposite party , the destiny of entire market, was basically pinched by them in the hand. 更重要的是,一旦控制了对方的粮食市场,那么,整个市场的命运,就基本被他们捏在手中了。