Jinke Technology & Pacadar Partnership Negotiation Script
金科科技与帕卡达合作谈判脚本

April 6, 2025 · Beijing Headquarters
2025 年 4 月 6 日·北京总部

Dear Pacadar Negotiation Team,
尊敬的帕卡达谈判团队，

Thank you for your dedication over the past six months. Building on our shared vision in precast concrete wind tower technology, Jinke proposes the following framework to maximize mutual benefits and drive long-term innovation.
感谢您过去六个月的辛勤付出。基于我们对预制混凝土风塔技术的共同愿景，金科提出以下框架，以最大限度地实现双赢，并推动长期创新。

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I. Core Collaboration Objectives
一、核心协作目标

1. Technical Expert Allocation
1. 技术专家分配

- Ideal Proposal: 3 full-time engineers stationed onsite for 12 months
- 理想提案：3 名全职工程师在现场工作 12 个月

- Rationale:
- 理由：

▸ First-of-its-kind project complexity in China (3-month mold fabrication + 9-month tower casting)
▸ 中国首创项目复杂性（3 个月模具制造 + 9 个月塔体浇铸）

▸ Real-time adjustments for geological variances (27% difference from European conditions)
▸ 实时调整地质差异（与欧洲条件相比差异达 27%）

▸ Pre-allocated housing and lab facilities
▸ 预分配的住房和实验室设施

2. Service Timeline
2. 服务时间表

- Priority: 12-month commitment
- 优先级：12 个月承诺

- Alternative: 6-month onsite support + 6-month remote assistance
- 替代方案：6 个月现场支持 + 6 个月远程协助

- Critical Milestones:
- 关键里程碑：

▸ 10 pilot projects in 2025 will influence ¥5B follow-up orders
▸ 2025 年 10 个试点项目将影响 50 亿日元后续订单

▸ 40% accelerated learning curve vs. European benchmarks
与欧洲基准相比，学习曲线加速了 40%

3. Technology Licensing Fee
3. 技术许可费

- Base Offer: $20 million
- 基本报价：2000 万美元

- Premium Justification:
- 高级理由：

▸ Exclusive market access during China’s 2025-2027 wind subsidy window
▸ 中国 2025-2027 年风电补贴窗口期独家市场准入

▸ Risk-sharing bonus: Additional 3% revenue share if output exceeds targets
▸ 风险分担奖金：如果产量超过目标，额外获得 3% 的营收份额

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II. Synergy Enhancement
二. 协同增效

1. Market Expansion
1. 市场扩张

- Jinke’s Commitment:
- 金科的承诺：

▸ 20% market penetration in Yangtze Delta wind clusters by 2025
▸ 到 2025 年，在长江三角洲风电集群实现 20%的市场渗透率

▸ Joint application for EU-China Green Energy Pilot Program
▸ 联合申请欧盟-中国绿色能源试点项目

2. R&D Collaboration
2.研发合作

- Data Sharing: 100,000+ operational datasets from typhoon/frozen soil zones
- 数据共享：来自台风/冻土带的 10 万多份运营数据

- Joint Fund: $5M investment for localized concrete formulations
- 联合基金：为本地化混凝土配方投资 500 万美元

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III. Contingency Strategies
三、应急策略

1. If Resource Constraints Arise:
1. 如果出现资源限制：

- Compromise: Third engineer on a rotating "3+3" schedule (quarterly rotations)
- 妥协方案：轮换“3+3”排班制（季度轮换）的第三名工程师

- Incentive: Jinke covers travel expenses and China-based taxes
- 奖励：金科承担差旅费和中国境内税费

2. If Pricing Negotiations Stalemate:
2. 如果定价谈判陷入僵局：

- Dynamic Pricing Model:
- 动态定价模型：

▸ Base: $20M (3 engineers + 12 months)
▸ 基礎：2000 萬美元（3 名工程師 + 12 個月）

▸ -$3M per engineer reduction
▸ 每位工程師減少 300 萬美元

▸ -$1.5M per 3-month service reduction
▸ 每 3 個月服務減少 150 萬美元

3. Long-Term Leverage:
3. 長期槓桿：

- Priority design rights for Pacadar in 2026-2030 offshore wind projects
- 2026-2030 年近海风电项目中，帕卡达优先设计权

- Southeast Asia market co-development (Jinke funds 70% upfront)
- 东南亚市场联合开发（金科先行投入 70%）

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IV. Closing Remarks
四、 总结

Jinke values Pacadar’s expertise and seeks a cross-cycle strategic alliance. By anchoring our partnership in China’s renewable energy surge, we can redefine global wind technology standards. We look forward to reaching a creative consensus on quality assurance and value distribution today.
金科重视帕卡达的专业技术，并寻求一个跨周期的战略联盟。通过将我们的合作根植于中国可再生能源的快速发展，我们可以重新定义全球风力技术标准。我们期待今天就质量保证和价值分配达成富有创造力的共识。

Sincerely,
谨致

Zhang Weiming
张维明

CEO, Jinke Energy Group
金科能源集团首席执行官

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Key Negotiation Tactics
关键谈判策略

1. Anchoring: Lead with the 3-engineer/$20M/12-month baseline
1. 锚定：以 3 名工程师/2000 万美元/12 个月基线为导向

2. Data-Driven Authority: Cite *China Wind Energy Association’s 2024 Coastal Report*
2. 数据驱动权威：引用《中国风能协会 2024 年沿海报告》

3. Time Sensitivity: Highlight December 2025 NDRC certification deadline
3. 时效性：突出 2025 年 12 月国家能源局认证截止日期

4. BATNA Hint: Note exploratory talks with Danish counterparts
4. 最佳替代方案暗示：提及与丹麦同行进行的探索性会谈

Recommended Flow: Break down clauses sequentially post-presentation to prevent deadlock.
建议的流程：在演示后按顺序分解条款，以防止僵局。

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This script integrates strategic framing (Web 1/4), contingency planning (Web 3/6), and cross-cultural negotiation norms (Web 8). Adjust tone/formality based on Pacadar’s cultural preferences (e.g., German precision vs. Mediterranean relationship focus).
此脚本整合了战略框架（Web 1/4）、应急计划（Web 3/6）和跨文化谈判规范（Web 8）。根据帕卡达的文化偏好调整语气/正式程度（例如，德国的精确性与地中海的关系重点）。