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1995年12月22日晚上11点30分,上海高桥石化国际贸易公司会议室内灯火辉煌。上海炼油厂“九五”新区重点项目—140万吨/年催化裂化联合装置,引进一套能量回收机组的商务谈判,正在这里举行。从早晨8点直到现在,经过四轮报价,美国、日本、德国的四家公司竞争激烈,最终,上海炼油厂确定美国的德莱塞兰公司为合作伙伴。小憩片刻后,上海炼油厂将同德莱塞兰公司直接进行合同条款及价格谈判。 然而,在一个不显眼的角落里。一位戴眼镜、皮肤白净的青年却在纸上紧张地计算着什么。 谈判又开始了。美方项目谈判主要负责人斯考特·劳伦先生——一位青年俊杰,胸有成竹地作了发言。话音刚落,只见那位戴眼镜的年轻人代表中方,当场就机组设备的增减、备品备件数量等提出了无懈可击的方案,还不失时机地要求对方作出价格上的让步。双方唇枪舌剑,有理有节却又寸土不让。
On December 22, 1995, at 11:30 p.m., the conference room of Shanghai Gaoqiao Petrochemical International Trade Company was lit up. Shanghai Refineries “Nine Five” New Area Key Project -140 tons / year FCC unit, the introduction of a set of energy recovery unit business negotiations, is held here. From 8 am to the present, after four rounds of quotations, the four companies in the United States, Japan and Germany are highly competitive. As a result, the Shanghai refinery has decided that Drexellan Corporation in the United States will be a partner. After a short break, the Shanghai refinery will be directly with the Dresser company contract terms and price negotiations. However, in an inconspicuous corner. A young man wearing glasses and white skin was nervously calculating what was on paper. The negotiations started again. Mr. Scott Lauren, Principal Project Leader of the U.S.-led Project Negotiation, made a speech with a sense of responsibility. Voice just faded, I saw the young man wearing glasses on behalf of China, on the spot on the unit equipment changes, the number of spare parts and put forward an impeccable program, but also seize the opportunity to require each other to make price concessions. Slipping lips both sides of the sword, reasonable but terrible.