by Taki Drake
“Please, will you join us for a drink? I would like to know you a little bit better, and you may have some questions for me.”
The retired mercenary sat down and adjusted his chair so that he could see Zhanna’s face clearly and watch the rest of the restaurant at the same time. Part of Zhanna’s mind noted that in approval, while another part wondered what sort of experience this easy-going but capable man had that he would automatically move into such a strategic position.
They chatted as a group for a while and drank more tea. Zhanna found herself relaxed in Dov’s presence, with none of the uneasiness she had experienced with Maxim. The conversation ranged over a variety of topics, building an understanding in Zhanna’s mind of what type of man Dov was and how much she could trust him.
Zhanna learned about Dov’s background including his decade and half of contract mercenary work, during which he had met and worked with Mikhail. She also heard about his reasons to change employment. The death of his wife and the infirmities of age experienced by his mother had led him to the decision to stay local.
“After all,” he remarked, “my children deserve to know their parents. It’s bad enough that they’re missing their mother without me depriving them of a father too.”
<< I like him. What do you think, Dascha? >>
<< He seems fine. There are no strange Magical occurrences around him, and he is both professional and respectful. >>
<< It would seem he’s our best bet so far. So how about if we see what his merchant friend will give us for some of our items and then we can make a decision. >>
Dascha’s approval washed over their companion bond, and her strong purr could be heard by people at the surrounding tables. Dov laughed, commenting, “I guess that means I passed the test, right?”
Zhanna smiled and answered, “Indeed, you did.”
It took them only a few minutes to get packed up and ready to go to Dov’s friend’s shop. Zhanna asked for the bill but was surprised when the waitress told her that the cheque had already been paid. Possibilities slammed through Zhanna’s mind, and she was momentarily disoriented. “Who paid the bill?” she asked.
“The manager told me to inform you that your bill was on the house.”
“But… why?”
“Because without making a big thing about it, you showed us that the Master Merchant has been using spellcasting. You also showed us how to break free of it. Before nightfall, the news will be all over, and the entire town will owe you a debt of gratitude. The least we can do is pay for your tea.”
Chapter 9 – Positioning
The mercenaries and Zhanna, accompanied by Dascha, left the café within a few minutes. Zhanna was keyed up, tense and ready for the next difficulties, the next set of challenges. She couldn’t seem to relax and worried obsessively about whether she had done enough preparation. Dascha tried several times to get her Witch to calm down, to no avail. Finally, the young woman felt a sharp ache in the center of her back. Ouch! Why does my back hurt? she thought.
A tiny voice, like skittering feet across a forest floor, said, “Live in the now. Wrong time to think deeply. To observe and act, more important.”
<< I could not have said it better myself. >>
<< Okay, guys. I got it. >>
Zhanna brought her attention back to the spirited conversation that was going on among Stefan, Mikhail, and Dov. Coming into the middle of that discussion, the young Witch was disoriented until she understood that they were mixing memories of their previous campaigns together with negotiations on how much of a percentage Dov should get for his representation. The confused welter of talk was perplexing for the young woman to follow, but she kept her mouth closed, her ears channeling everyone’s contribution, and her mind open to this novel approach to decision-making.
The rapid exchange among the men was instructive for the young Witch. Never before had she heard this type of negotiation, one which seemed to be trading the reminders of past favors into the financial arrangement being built today.
<< This is an area in which neither one of us is very experienced, Zhanna. Although, if you’re planning on building up an organization, you’re going to have to do more of this type of verbal horsetrading than you ever dreamed.>>
<
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<< I know what you mean, Dascha. From the relaxed speed of the conversation and the casual posture of all the guys, this must be how they normally conduct business. If I’m going to try to do something to reclaim our honor, I will need to learn how to negotiate in this way. >>
Soberly, the Witch and her Familiar trailed the animated mercenaries through the streets of Brasilov. There were many things to take note of and remember. Both of them knew that what they were hearing, and what they could learn from it, was going to be important in the days and years ahead.
<< <> >>
By the time that they had walked the half mile to the destination, the agreement with Dov had been worked out. Dov would get a percent for his representation of Zhanna and her group’s needs to the local merchants. That would cover both are buying and selling activities. If Dov were the middleman that arranged a sale of items that Zhanna wanted to dispose of, she would pay him 8% after she received the money from the sale. In a situation where Dov was negotiating for the best price, the merchant would have to pay him.
Zhanna thought it interesting that the whole arrangement was based on trust. There were no contracts to sign, no blood oath, merely an agreement. Once again, the young Witch was in information-gathering mode, trying not to make any sort of judgment as to appropriateness or worth until she saw how everything worked out.
Just then, Dov announced, “Perfect timing!” Pointing ahead, he added, “There is the store of the merchant, Vadim Morozov. He is one of the premier purchasers of oddities and unusual items in this town. He is reasonably well respected, although I would caution you that no one who buys from mercenaries is to be totally trusted.”
Zhanna interjected, asking, “How does he compare to the other merchant, Maxim?”
“There are less unsavory rumors running around about this one, and he seems to keep his greed under control. However, I have not asked to see the items that you’re going to sell because that’s none of my business. If you have something that is quite valuable, be even more cautious.”
“I will, thank you.”
The conversation had taken enough time that they were already at the front of the Vadim’s store, the Tarnished Angel. As Dov opened the door and prepared to step in, he said, “I will introduce you and then leave the store and wait out here. I recommend that either Mikhail or Stefan come with me, leaving only one of them with you inside of the store. Vadim will negotiate better when he doesn’t feel like there’s a crowd.”
He got three nods of agreement from his companions as they entered the store.
Stepping from the bright sunlight outside to the dim, shadowed interior of the store was slightly disorienting. Zhanna could feel over the companion bond that Dascha thought that the change in lighting was intentional. She commented to her Familiar, << A little bit of theater and covert maneuvering to put someone at a disadvantage, I suspect. >>
<< I think you’re right, but it doesn’t feel like there’s any sort of Magical trap here. Instead, it’s a scene set from a play. >>
<< Then we will just have to see how this play turns out. If you notice anything dangerous, please alert me and whoever else is here. >>
<< Of course, isn’t that why you keep me around? >>
Choking back a totally inappropriate desire to giggle, Zhanna replied, << I was won
dering about that myself. >>
<< Point to the Witch. >>
Dov made a beeline for the main counter, immediately breaking into speech. “Vadim, my friend! Several of my old acquaintances have come to town and were asking me where they could possibly dispose of some excess items that they have acquired over time in their travels. Of course, I thought immediately of you. So here, I have brought them to speak with you directly!”
The man that slowly stood up from behind the counter was old and gaunt to the point of nearly skeletal. He had cold, almost frozen deep blue eyes that peered at the group through reading glasses that perched on the end of his nose. His face moved in a disjointed fashion, resulting in a caricature of a smile.
Although his face changed, turning up the corners of his mouth and crinkling his cheeks, the parody of a smile never touched his eyes. Cold and calculating, his gaze rested on each of the party members in turn, without speaking.
Zhanna felt the weight of that examination as if it were something that pinned her down under a hot light of interrogation. She felt a massive sense of relief when his eyes left her and began to study Stefan instead. Drawing in a deep breath she asked her Familiar, << Was that Magically enhanced? Or is he just that powerful? >>
The answer came back, << Just that powerful. Be wary, very wary of this one. >>
The old merchant spoke in a voice dry and dusty with control and infrequent use, “Thank you for the referral, Dov. I am sure that your mercenary friends and I can come to a mutually beneficial agreement.”
“That is great! While you guys negotiate, I will wait for them outside.”
Dascha chose that moment to make her presence known, letting out a loud “Meow” of announcement. The merchant recoiled, exclaiming, “How on earth did that get in here? Get it out! Get it out, I say.”
“No! She stays with us.” The voice of the disregarded female in the group was cold and dispassionate. Zhanna knew that she had to establish some power in the negotiation or he would not bargain with her. She had known a split second before Dascha had made her interjection what was going to happen. The advantages of the Familiar bond and their mental exchange were never more apparent than when they were trying to set up a strategy. This was planned, and Zhanna was pleased with how it was starting to roll out.
The store owner responded with a disgusted tone and a look of contempt at Zhanna. He directed his commentary at Stefan who was the oldest and most powerful looking of the two mercenaries in Zhanna’s party. The old man said, “Then perhaps the girl and her pet can wait outside while the rest of us negotiate.”
Yanking the reins of the conversation back into her own hands, Zhanna replied, “No. I’m the one with the items to sell, and you will have to negotiate with me. If you want to see the items available, then you’re going to have to put up with my cat. We can always find another person to buy what we are selling.”
Again, the brief cascade of a multitude of emotions flashed over the merchant’s face. The first was disbelief, shock that the young woman was not cowed. Then amazement, reflecting the disapproving surprise that the men in the party were allowing her to speak for them. These two were brief, fleeting exposures of the inner workings of Vadim’s agile mind. Even briefer was the greedy satisfaction that smoothed out immediately into an unmarked mask of stoic manner. It was the man hiding behind the mask that responded, saying, “All right. But, don’t let that animal mess up my shop.”
<< It is enough to make me want to go over and claw every piece of fabric he’s got in this place. I could even pee on some of the things in the corner if I really put my mind to it. >> Dascha interjected.
Fighting to control her face, Zhanna replied to her Familiar, << Don’t you dare! This is going to be hard enough, and he may be useful in the future. >>
<< Oh, all right. You just are absolutely no fun. >>
Stefan added his voice to the conversation, saying that he planned on keeping Dov company outside while the negotiations were going on. Zhanna noticed that Vadim’s face took on a quick predatory look, one which she would’ve missed if she hadn’t been staring at him. The man’s dismissive glance at Mikhail and then toward her made his feelings of superiority very apparent.
We will see how you feel afterward! Zhanna thought to herself.
Chapter 10 – Deals
To avoid having the merchant try to negotiate with Mikhail, the mercenary took a position behind and slightly to the left of Zhanna as she brought the first item that she planned on selling out onto the counter. In this, she was following the suggestions that the small Hidden Folk male, Saroc, had suggested.
His advice had been that they start with an impressive and valuable necklace, something that a mercenary might gather as loot and then wanted to sell for necessary cash. It was non-Magical but contained a substantial amount of platinum and gold, as well as exquisitely cut stones. The alien amphibian had told her that from a relative worth point of view that the necklace should bring about 1/100 what the orb would bring. However, since he wasn’t familiar with relative valuation in her world, those estimates could be much different than what she actually received.
Armed with his summary of why the stones were valuable, Zhanna was as prepared as she could be. Laying the necklace, wrapped in a thick cloth, on the counter the young woman carefully positioned her body to make what she was unwrapping concealed from casual sightseers on the street.
Zhanna knew from Dascha’s observations that Dov and Stefan were efficiently blocking anyone from getting too close to the store. The young Witch could also tell that Vadim noticed their positioning and that the care that they were taking to avoid observation was piquing his interest.
As the last layer of wrapping came off the necklace, Zhanna’s sharp ears caught the surprised inhalation from the watching merchant. Her eyes firmly focused down on the jewelry, and what her hands were doing, Zhanna was getting a running commentary from Dascha.
<< Oh! The old frozen skeleton here just got all excited. His eyes lit up, and he looked like a wolf ready to jump on a nice fat juicy rabbit when he saw the necklace. Slammed control over his face right away though and I can see his little beady eyes going through calculations. You’re about to be tested girl so get ready. >>
“That is quite pretty. Not the best workmanship that I have ever seen, but well done. You obviously have a good eye, girl.”
“Thank you. This is one of the pieces that I am willing to sell. If you’re interested, we can discuss amounts.”
“Well, considering you’re a friend of Dov’s, I will offer you a little more than I would offer somebody else.” His condescending tone set Zhanna’s teeth on edge. When he named his initial price, part of that irritation came out in the sharpness of her response, “That is a ridiculous offer. If you actually think that’s how much it’s worth, then I’m in the wrong shop.”
“Jewelry of this quality does not sell quickly. I have to be able to make a profit on what I purchase…”
Zhanna interrupted forcefully, “You and I both know that’s a ridiculous amount. The salvage for the gold and platinum in the necklace would far exceed your offer. I don’t object to you making a reasonable profit, but I’m not going to give you a piece of jewelry and valuable stones plus a large amount of precious metal for you to rip me off. So either make me a decent offer, or I’m going to leave.”
The old man looked at Zhanna with a bit more respect. When he named his next figure, she merely stared at him, waiting for something that would be more reasonable. In the back of her mind, the young Witch was freaking out. The amount of money that he was offering was more than her village saw in a year, possibly even five years. The fact that one necklace could be worth that much was amazing and somehow frightening.
However, she knew that the second offer in a negotiation was never the best price. It would be the third, fourth, or fifth proposal that would be the real one. If she wanted to take more time, she could probably get a slightly better price even after that. Whether she w
as haggling in the regular food markets or in this fancier shop, the pattern of negotiations was always the same. Thankfully, she had been given good advice on what to expect.
<< Even if your financial advisor is a six-legged, amphibian alien that would fit in your pocket. >>
<< Score one point to the Familiar. >>
Vadim finally made an offer that Zhanna considered acceptable on the fifth try. Complements, insults, pleas of pity, appeals to honor. All of them were used in search of the best price by the weaseling merchant. Zhanna had remained stubborn, not being swayed by what she sensed was happening.
The final price that they agreed on was more than 20 times what the merchant had initially offered for the necklace. While the professing herself satisfied, Zhanna was dealing with the shock of realization about the immense wealth that was contained in Blagogarsk.
This necklace was considered a trinket, something of no account. When the young Witch had left the city, her ghostly mentors had encouraged her to take items to help provide her with funds. She had not known what to select, and they had decided to send her off with some inexpensive things so that she would not find herself in desperate straits.
If this was an inexpensive item, I hate to think what they would consider more expensive or more valuable, she thought to herself. No wonder, there were so many attempts to invade the city.
Vadim carefully counted out the money on the counter in front of Zhanna. Alert for any last minute tactics from the old man, Zhanna watched to make sure that he paid her what they had agreed on. Muttering to himself about young upstarts, the merchant look stymied.
<< I think we just ruined his fun again. I bet he had something planned to short us on the money in the middle of the counting. He has that thwarted old baby look. >>
<< Dascha, I think you’re right. He looks like one of the babies in the village when he can’t get what he wants. >>
Amused by the mental picture of the old man in toddler’s clothing having a temper fit in the middle of the store floor brought a smile to Zhanna’s face. Looking up just at that point, Vadim crunched his face into even more of an ill-tempered expression, grumbling, “You won this time, but don’t plan on winning the next time.”
