Countercurrent 1982

Chapter 1883 Major Crisis
"..."

Hearing Duan Yun's quotation, all the members of the JVC inspection team, including Ichiro Ozawa, showed expressions of surprise.

In fact, the Japanese are the same as the Chinese in doing business. They first put forward a similar quotation, and then the two sides bargain. This process is usually very long, because the Japanese do things in a relatively detailed way, and the evaluation of various product items is exhausted. Clear and detailed, but Chinese people usually don't have so many rules and regulations. Business negotiations may reach an oral agreement in a few words, which is relatively simple and straightforward.

Before coming to China, JVC also made an evaluation of the VCD product, giving the product a maximum valuation of US$1 million, and a premium of US$8 million to US$000 million. If it is high, it is completely over budget.

In fact, in today's home appliance industry, the patent of a product can be sold for 2 million US dollars, which is already a very high price. In many cases, patent owners authorize product patents in other ways. For Taiwan products, the patent owner will charge several to several hundred patent fees, and the more you sell, the more you will earn, including many current domestic companies, which also obtain foreign patent authorizations in this way, and the profits themselves It is meager, but also to pay high patent fees to foreign countries, in fact, it is almost equivalent to working for foreign high-tech enterprises in disguise.

Duan Yun directly offered a price of 100 billion US dollars, which was obviously ridiculously high, or in other words, Duan Yun did not have the sincerity to sell this patent at all.

If you are negotiating with a Chinese, the other party will definitely think you are joking, but the Japanese seldom joke when negotiating business. They are obviously stunned by Duan Yun's super high quotation.

"Everyone, to be frank, I don't want to sell the patent right of VCD, but if you really want to buy it, then I can only pay this price." Duan Yun smiled slightly, and then said: "Let's put it this way, in fact, Before you came, Mr. Shen Jing, the president of Sony Corporation, had already visited Shenzhen. They were also very interested in our VCD products, and the two of us planned to establish a long-term cooperative relationship to help each other develop the sales market in China and the United States. I believe Mr. One day, VCD will be very popular in the United States, just like in our country..."

In fact, Duan Yun originally wanted to sell the overseas patent rights of VCD, because the current DVD has been successfully developed, and V CD will be replaced by DVD sooner or later, so of course, Duan Yun hopes to exchange for a technology and product that is about to be eliminated. final residual value.

However, negotiation requires technology and skills. Only when you are calm can you grasp their initiative. Since JVC is so eager to acquire VCD patented technology, Duan Yun can naturally take advantage of his impatience to try his best. Raise the price tag.

Moreover, Duan Yun specifically brought up Sony Corporation this time. In fact, Sony Corporation has no plans to purchase VCD patents, but it is impossible for JVC to know about this matter, and the president of Sony did visit China a few days ago. The electronics industry in Japan also knows a little bit, so it is difficult for Ichiro Ozawa to question this matter.

What's more subtle is that although Sony and Victory Corporation are both high-tech electronics companies in Japan, the two sides have been in a relatively fierce competition. The most famous incident is the home video of JVC and Sony in the 80s Band format competition.

JVC invented the VHS format and presented the first player "HR-1976" to the consumer market in October 10, priced at 3300 yen.

Sony introduced the Betamax home video cassette by 1975, becoming a major VHS competitor, leading to the 1980 VHS format wars.

Sony's Betamax tapes are smaller than VHS tapes and provide sharper images.These are two of the more advanced industrial technologies, although the difference is not huge for consumers.

In 1984, forty companies used VHS and only twelve used Betamax. Sony finally admitted defeat and began producing VHS recorders in 1988.

It is precisely because of the victory of the videotape format competition that JVC's dominance in the U.S. VCR market has been confirmed, and it has also brought JVC a high reputation and extremely high profits in the industry.

However, Sony has been a little reconciled over the years. They have developed a new generation of laser disc players to compete with JVC, but because the price is too expensive, and there is no qualitative improvement in playback quality compared to traditional video recorders, so The market has always been on JVC's side.

But if, as Duan Yun said, Sony is the first to win the VCD patent, then relying on their sales network in the US market, they can spread sales in a very short period of time.

Moreover, compared to JVC, Sony has a higher brand recognition rate in the United States. No matter what kind of electronic product, as long as it is labeled as Sony, it will become a bestseller in the United States. The next "Liangzi", Sony will definitely promote this VCD product without any leeway. This is definitely a major crisis for JVC. It is very likely that in the next 1-2 years, it will be like what is currently happening in the Chinese market. Similarly, VCD will completely replace traditional old-fashioned video recorders, and JVC's defeat is irreversible, which is definitely a disastrous consequence for their company.

So even if Duan Yun is now asking for a lot of money, Ozawa Ichiro does not dare to tear his face with Duan Yun now. Although such an offer makes people feel a little angry, for business elites like them, controlling their emotions is very important.

"To be honest, I think your company's quotation is a bit too high. The amount of 100 billion US dollars is unimaginable. I don't think Mr. Duan is serious?" After a while, Ichiro Ozawa took off his glasses and wiped them lightly. Frowning slightly, he said to Duan Yun.

Ichiro Ozawa.I have never had any experience in dealing with Chinese companies before, but I still learned from some of the company's seniors that they came to China to negotiate with Chinese companies.

Generally speaking, when Japanese companies came to China, they received very high courtesy. Not only Chinese companies, but also government officials, treated Japanese companies with respect and basically enjoyed super-national treatment. , and in the negotiation process, the Japanese side has always held the absolute initiative, and Chinese companies basically do not have the courage and ability to bargain.

But this is not the same as facing Duan Yun, Ozawa Ichiro found that the Chinese businessman in front of him was completely different from the description of his company's predecessors. Duan Yun showed extremely strong self-confidence, and until now, he has not shown any weakness or concession the meaning of.

"Relax." Duan Yun smiled slightly after hearing the words, and continued: "This is just a preliminary report. As for the final price? It depends on the sincerity of your company."

(End of this chapter)