Analysis of the case of China’s high-speed Railway Bidding negotiation in 2004

Abstract

This paper analyzes the bidding negotiation of China’s high-speed railway in 2004 from the following three elements: alternative plan, target and initial offer.In 2004, China sought high-speed rail technology, negotiating with international companies such as Siemens, Shinkansen, Alstom and Bombardier. Negotiations with Japan and Germany have faced challenges due to reluctance and high costs of technology transfer.However, China shifted strategically to negotiating with Alstom and Bombardier, and in the end, China obtained a variety of high-speed rail technologies, successfully established its own high-speed rail industry, and demonstrated an effective negotiation strategy.