Chapter 102 Hooked

The heat wave of autumn tigers is surging on the land of Germany. For Germans, they don't have autumn tigers. Moreover, the early autumn weather in Germany is changeable, and it may be hot at noon. But in the morning and afternoon, the wind blowing from the North Sea will make people enjoy the coolness of late autumn in advance.

Hu Nianzu, who didn't sleep all night, walked out of the bedroom impatiently, opened the curtains in the living room on the second floor, pushed open the window sash and took a few deep breaths. Then he went to the balcony and breathed a few breaths of cool air from the lake before he fell heavily on the bamboo cool chair on the balcony on the second floor, which is located in Hamburg City. The villa in Ersterne Lake is Carl, the general manager of Lihe Yanghang. Feng? Blonna's private villa, this time to welcome the "VIP" from China, Carl specially gave up the villa to him, which was also the residence of Hu Nianzu's residence in Germany for a month and a half.

At this time, sitting on the bamboo chair specially bought from "Little China" in Jewelry Street, St. Petersburg District, Hu Nianzu couldn't help wrinkled again.

It has been a month and a half since he came to Germany. The results of interviews with as many as 29 German companies through etiquette and foreign banks are far from as optimistic as he thought. Those Germans are not willing to make too many concessions as he imagined, although in the process of negotiations, he has reminded them many times that they have gained The benefits are even higher than the original order.

But German businessmen are not easy to fool, and the joint representatives of the companies are reluctant to reduce the price. And in yesterday's negotiations, the German negotiator Alfred revealed a bad news to him. In addition to him, there is now another Eastern country interested in that batch of equipment.

Which country is the eastern country? Even if you think about it with your toes, you can guess which country it is.

"Tone to five!"

Thinking of the bottom line given to him by Chen Moran before departure, Hu Nianzu shook his head and sighed. Now, not to mention this is the bottom line, that is, half a percentage, the Germans don't want to do it. This sigh is not finished, and the knock on the door is heard.

"Come in!"

The door opened, but a young man came in. It was Zhang Hao, who graduated from Hamburg Business School. He came to Germany to recruit one of the 15 Chinese employees. Hu Nianzu came to Germany this time. In addition to negotiating steel mill equipment with the Germans, another task was to recruit as many experts and technicians as possible. In the past month and a half, more than 160 people have been successfully recruited.

"Mr. Hu, domestic telegram!"

Zhang Hao respectfully took out a telegram from the document bag in his hand. The telegram was full of a combination of numbers and letters. This is a password telegram.

After Hu Nianzu received the telegram, Zhang Hao withdrew from the bedroom without his order. At this time, he was obviously not suitable to stay here again.

After Zhang Hao left the room, Hu Nianzu got up and pulled the curtains, and then carefully opened the special belt head. The wide belt head had a small box containing a handwritten decoding book.

“3S6D23......72D12F13”

According to the index of the decoding book, Hu Nianzu copied a series of numbers on a piece of paper. Each set of numbers was divided into three groups. In the past, when Hu Nianzu translated this code, it took at least half an hour, but it only took a few minutes to exchange dozens of telegrams. After a few minutes, the decoding book was put back into the belt head ark box, and then he Another book was taken out from the bookcase, three sets of numbers, exactly corresponding to the page number, the number of lines, and the number of words.

After a few minutes, looking at the telegram in his hand, the frown on Hu Nianzu's face finally unfolded. After burning the piece of paper in his hand, as soon as he opened the door, Hu Nianzu ordered to the outside.

"Get the carriage ready now. I'm going to see Mr. Alfred!"

The carriage of Lihe Bank was driving on the slate road in Hamburg. Zhang Hao in the carriage looked at Manager Hu. At this time, his sad face swept away for more than a month, but there was joy on his face. The joy on the manager's face made his mood sink. There was nothing in the telegram he couldn't understand. There was no doubt that there was only one The matter will make the manager so happy, that is, the unyield original price of the Germans approved in China. This discovery only made him sigh in his heart. The manager in front of him is an expert in metallurgy and even machinery, but he did not understand negotiations. Originally, in Zhang Hao's opinion, his biggest mistake was probably to expose his bottom prematurely. Line, not to mention the surname, and often fall into the trap set up by those Germans.

Hu Nianzu, who was in a good mood, noticed Zhang Hao's look and asked.

"Zhidan, why don't you seem to be very happy!"

"No... nothing!"

As a translator, Zhang Hao knows that it is not convenient for him to speak about the negotiation table, not to mention that he is not an entourage, but an employee recruited in Germany. He usually has reservations about foreign "deployees" like him. Out of caution, Zhang Hao does not want to be involved in any disturbance.

But thinking that he might lose millions of taels of silver, Zhang Hao still couldn't control himself.

"Manager, Alfredo just needs to open a position!"

"Huh?"

Just after turning his eyes out of the car and preparing to finalize the contract, Hu Nianzu, who went to visit the Ruhr Industrial Zone, was stunned.

"Tay it!"

"Sir, if it is really like what Alfred said, if he was going to buy this batch of equipment, then I'm afraid that he has sent an inspection team to various companies to inspect. Naturally, he can find the news in the newspaper, and the equipment itself is worth nearly 50 million yuan, and the official Hachiman Iron Institute invested only 192. In addition to relying on Jiawu compensation, people still need to raise more than 200 million yuan. Last year, the financial expenditure was only more than 200 million yuan, the military expenditure of the army and navy exceeded 50%, only 100 million yuan left, and there are still nearly 20 million yuan of education funds. Sir, with the financial resources of the foundation, its political axe will definitely not invest 50 million yuan to develop steel in one fell swoop. The iron industry, not to mention the equipment cost, such a huge amount of money invested in the steel industry, which is high-risk and not urgently needed for the time being, is impossible to pass the political axe budget, and the private sector does not have such capital. It is said that the investment in the machinery manufacturing industry last year was only 10 million yuan.

Zhang Hao's words silenced Hu Nianzu. Almost yesterday, after Alfred said that he also wanted to buy this batch of equipment, he was anxious. That's why he sent a telegram to China, and the domestic callback was very simple. If Germany agreed to provide 50% of the credit and sell another batch of equipment, it could be at the original price. Purchase.

After repeated deliberation, Hu Nianzu looked at Zhang Hao with great sincerity.

"Zhidan, as you can see, how can you make Alfred make concessions? Just say that you come from a business background, I come from an engineering background, and I am a layman at the negotiation table. If you can say this, you will show your heart. Now there is no need to taboo anything!"

His head stretched forward, but Zhang Hao pressed his voice to the point that only two people could hear it.

"Sir, buy some tickets to Italy!"

In the conference room of Hamburg Lihe Yanghang headquarters, the expressions of Yanghang made along the conference table and representatives of 29 companies were obviously dignified.

"This afternoon, they bought a total of 19 tickets to Italy. Just as Mr. Hu visited me, their members went to Hamburg to buy tickets."

Alfred casually threw a report in front of everyone. As soon as his voice fell, several people whispered.

"The customer is threatening us. They can't kick us out!"

"This threat is completely feasible. Our contract with Italy has not been completely annuled. Italians can pay the full balance at any time within a year and a half and continue to execute the contract! And now they still have a month!"

The representative of Siemens reminded me appropriately.

"And the Italian banking group, which has provided loans until now, is still worried about their loss of 30 million lire. As long as they can make up for the loss of 10 million lira, I think they will choose to accept it. After all, if they accept this suggestion, they can recover at least part of the loss.

The words of the representative of Demark Company only made the people in this conference room look more solemn. They clearly knew that the dominance of the negotiation table was no longer on them at all. For them, the end of this negotiation has been decided from now on.

"Gentlemen, let's discuss it now, and then return each to the company!"

Looking around at everyone, Alfred, as a representative of the Krupp company and the chief negotiator, said helplessly, "What he is most curious about now is who made this suggestion to the "third-rate businessman", almost the first time he came into contact with Hu Nianzu, saying that he was a first-class expert. A third-rate opponent, he is not a businessman at all. Chinese people always like to make the same mistakes!

"I don't think we have much time. The cruise ship to Milan will leave in two days!"

Finally, Alfred added another sentence.

After he finished his words, the negotiators withdrew from the conference room one after another. After a while, there were only three people left in the conference room, but one of them was always bitter. In fact, he was not happy almost after he and Hu thought and his party set foot on the German land. On the one hand, there was no progress in the negotiations. On the other hand, it was because of his loss in China that he lost nearly 300,000 marks, which he could not afford.

"Carl, what do you think prompted them to go to Italy?"

As a professional negotiator, Alfred felt the biggest setback. I'm afraid that the third-rate opponent not only bore the pressure, but also gave him a strong counterattack.

The mutations on the negotiation table are often related to the pressure exerted by each other. Alfred is struggling with where he made a mistake at this time. Today, the other party has this change.

Carl just shook his head and didn't say anything. He was also curious about what caused the sudden change in China.

"I personally think!"

Heisenberg straightened his chest. The reason why he could stay here was that he brought this order, otherwise it would be impossible to participate in the meeting at this level with his qualifications. Now I'm afraid no one wants to facilitate this deal more than him. He needs the 1.5% commission to make up for the loss caused by that loss. Empty, the hole must be filled in before the headquarters account before the end of the year.

"I'm afraid it has nothing to do with Japan! Sir, you are a little too hasty in this negotiation. Since 1895, there has been some kind of strangle between the people of the two countries. Because of this, they realized that instead of wasting time here, it is better to seek other opportunities. What's more, this is after we directly deny the possibility of making concessions!"

"You mean..."

Alfred frowned, and Heisenberg's words made him understand where his mistake was.

"Alfred, it's not that we don't have a chance to recover. Many banks are willing to provide credit support to the industrial companies represented by Hu Nianzu, and this condition cannot be rejected by any private company, especially those under construction!"

Heisenberg, who had always been trying to promote the negotiations, decisively objected almost at the first time after Carl put forward his proposal. He knew that this might be his last chance. On the one hand, it was the prison, and on the other hand, it was the continuation of the brocade food. He had no third choice at all.

"Mr. Carr, do you think it is possible to satisfy them by relying on loans alone? Previously, we have revealed the possibility of providing credit support, but four years ago, our bank group resold Daye iron mine loans without consulting with China, which led to the acquisition of equity of Daye iron mine, which directly affected the reputation of China's bank group.

"Mr. Heisenberg!"

Carl looked at Heisenberg with a smile. Among these people, he may be the only one who has a stake in the business. If he can succeed, he can become the new director of the foreign bank, which is why he is more willing to facilitate the deal than anyone else.

"As the representative of the interests of German enterprises in China, we must first consider the interests of German enterprises!"

Although it was just a few simple words, it made Heisenberg embarrassed. He knew that Carl had always been dissatisfied with him. Although Carl's words did not accuse him of only caring about his personal interests, the meaning of the words was very clear, and he couldn't help but be angry. He scolded back in his stomach, but with a smile on his face.

"Mr. Carr, it is because I first saw the interests of German enterprises that I said so. From beginning to end, I didn't make any comments. I just tried my best to provide information about industrial companies and Hu Nianzu and his team. Gentlemen, now that the negotiations are about to break down, we have to make a choice, right? "

After thinking with his hands in his hands for nearly two minutes, Alfred looked at Heisenberg.

"Mr. Heisenberg, do you have any suggestions?"

With a polite smile and sitting up straight, Heisenberg made his suggestion in the shortest words.

"Adequate concessions and contract-limited non-transferable credit!"

"Will they accept it?"

Hu Nianzu looked at the young man in front of him in surprise. After returning to the villa from Alfred, the two had been discussing the steps and methods of negotiation by the lake in Ulster at the end of the garden, but now he was stunned by the boldness of the young man.

"It's just a bottom line. Out of politeness and negotiation strategy, Alfred will do everything possible to retain you. We can accept it, but we must send people to Italy. It is not a bluff, but a direct contact with the Italian banking group. There is only one month, and the Germans will do everything possible to delay. In the meantime, we will use the Italian banking group to impose on Germany. Even if the Italians give up, we will all sign a letter of intent with them, and then the Germans will be anxious.

Zhang Hao, who was still a little restrained, couldn't help but get excited, and even a little fluttered. When he said this, he clenched his hand.

"My purpose is to use Italy to put pressure on the Germans. If the Germans really don't give in, then we will directly turn the letter of intent into a contract, at least saving a percentage, right?"

"Is it a little risky?"

"Manager, shopping malls are like battlefields, and you always need to take risks! The establishment of a large steel mill itself carries risks, and there are also risks in the purchase of equipment!"

Although he was a little flustered, Zhang Hao did not think that there would be no risk. Seeing that Hu Nianzu was a little hesitant, he quickly added another sentence.

"Manager, it has always been the same at the negotiating table. Fraud is just a common thing. Mr. Carl did not say it in private. One reason why they refused to make concessions was that the same price could be given to Italy, but it was impossible to give it to the East. They said that they also paid a high price for their own Hachiman Iron Factory equipment.

"But will the Italians provide credit support?"

Hu Nianzu asked a question that he was most concerned about. The reason why he did not make concessions on credit in the past was, on the one hand, he was vigilant. On the other hand, he knew that this might be his last bargaining chip. Enterprises in European and American countries have always been closely related to financial capital. Financial credit is the bargaining chip of enterprises and also the bargaining chip of buyers.

"In steel enterprises, the purchase cost of equipment only accounts for 40%, and all steel mills are completed and put into operation, which requires at least 100 million silver dollars..."

Hu Nianzu sighed helplessly. When he persuaded Chen Moran at the beginning, he only mentioned the equipment, but did not mention the construction cost. Originally, he was thinking that the future land and industrial banks in Pudong could naturally provide some financing for steel mills. As for the remaining natural financing from foreign banks, such a huge amount of financing, It's just a piece of fat meat.

"No banker will give up the fat on his mouth. Maybe Italy is a weak country, but it doesn't mean that its banking group has no extra capital!"

Knowing Zhang Hao, the banker's surname, he was very confident when he said this sentence.

"What's more, French bankers still have a large amount of money and have been looking for investment channels. As long as we grasp a principle, only accept loans and refuse any investment, they can't take advantage of it. Even if they take advantage of it, it's just a benefit of interest."

Zhang Hao naturally has some ways to deal with the greed of foreign bankers.

Just as the two were talking, an attendant walked from the direction of the villa to the lake.

"Manager Hu, Mr. Carl, please meet!"

As soon as they heard this, Hu Nianzu and Zhang Hao looked at each other. Their eyes were full of joy, and the Germans took the bait!

(to be continued)