Chapter 9
Ashur heaved a sigh and leaned back in his chair outside of one of the moderately sized cafes. Across from him sat Ternat, sipping her drink and looking over the crowd. He had been in town now for over a month and a half and, after a week of being unable to come up with a better idea for finding Xakelle's promised "helper", he had accepted her offer of employment as a broker of sorts. He was still trying to figure out the concept of buying and selling goods that he would never actually lay his eyes on but, after some coaching from Ternat and Mera, he was starting to get the hang of it.
"I was impressed with how you dealt with Santin yesterday," she mused. "I didn't think anyone could get him to come down another three percent. He has been such a stickler for market prices that it's almost a law of nature."
Ashur smiled and picked up his own tea. To his human eyes, it looked like so much muddy soup, but his Brenphan tongue thoroughly enjoyed it. Santin had been a tough negotiator, but Mera had been able to discover that the normally savvy trader had over-extended himself on a stockpile of specialty tools that would lose their value by a hefty percentage if he couldn't get them started on their nearly month-long journey to a growing town in the next few days. It had been serendipitous that Ashur had heard of a caravan company that had lost out on a bidding war and now had a whole convoy of empty wagons. He had used that tidbit of knowledge to persuade Santin to drop his price on Ternat's deal by a very profitable margin.
"I'm getting an idea of it," he told Ternat as he put his cup down and picked up a small meat and berry pastry. "It's all about what you know, isn't it?"
"It really is," she replied. "But I want to know how you knew about his dilemma. I knew about the tools, of course, but I had no clue that he was in such a bind over them."
Ashur waved a hand in small circles and tipped his head to one side in an unconscious human gesture. Ternat was coming to think of these as "foreign mannerisms" since she often had to guess at their meaning by his conversation.
"I think it was in his body language. He seemed a little anxious about something and, from what you described, that's unusual for him. Plus, I saw his expression when you were talking about transport companies. He wasn't happy and it related to that. I guessed and took a chance. I'm glad it paid off."
As Ternat smiled again at the skill of her pupil, Ashur breathed out a silent sigh of relief. Everything he had just said was a fabrication to hide the fact that Mera had rooted around in Santin's mind while they talked. This had been the third such successful deal and Ternat was obviously planning on hauling him to a few more in the next few days.
Of course, he had no plans to decline if she did. Trailing behind the businesswoman had expanded the number of people he could speak with almost exponentially.
"What I 'd really like to know," he continued, "is how he plans to get them through Fetud Pra with the tariffs you mentioned. If they really are as high as you say, he's still going to be taking a huge loss on this deal."
Ternat tapped a hand against the table thoughtfully. "He may, but I doubt it. He knows the right people to bribe and how big the bribe needs to be. On the other hand, sometimes reputation is more important. If he loses his reputation, then he will start to lose contracts and money and speaking of which..." She pulled a small stack of large bills from her pocket and passed them over to him. "I'm supposed to pass along that Santin trusts that you will be discreet about the numbers of the deal. He's grateful and you now have a favor to call on at some point in the future."
Ashur fingered through the money. It was enough to cover his hotel expenses for the next three months. Then he looked up at Ternat. "This isn't from him, is it? What I saved him was less than a quarter of this and his reputation is more than strong enough to weather what a tyro like me could brag about. This is from you. Where are you making the profit?"
Ternat barked a sharp laugh. "I knew you were quick! No, this isn't from him. I have someone in Contremet on the other side of Fetud Pra who will offer to buy the whole load at Santin's price. Then she will go ahead and sell it for a fifteen percent markup to Santin's original buyers. Santin apparently doesn't know that two other shipments that they were expecting have been delayed at sea for almost another month. If he did, he wouldn't have been so eager to take your offer. That," she waved at the bills he was slipping into his satchel, "represents your cut of the deal...at a student percentage, of course."
"Of course," Ashur replied with a chuckle of his own.
"With that out of the way," she continued, "I have an offer and invitation for you. There is a party coming up that I would like to have you attend with me. It's mostly the Council, Shentets, guild leaders and other dignitaries, but it's also open to the more prominent business owners in the city. I've been attending for years, but I've almost always gone alone. It's rare that I actually meet someone that I feel could be an asset instead of just an arm-pretty.
This dinner is one of five of the most important get-togethers for anyone in business here in Couset. In fact, it's probably safe to say that just about every deal and transaction at this party would be make-or-break for a majority of the smaller traders in this city."
She leaned back in her chair and looked around at the milling crowds as she continued.
"Now, I don't expect you to handle any negotiations or come to any arrangements. Quite the opposite, really. More than anything, I need your insight. You show an amazing grasp of how people are likely to act and react and I want that with me while I'm negotiating. I will be doing the talking, but I need you to be an extension of my eyes and ears."
Ashur tapped a finger on his chair arm and stared off into space as though considering her offer.
*I don't really see any reason not to,* Mera mused in his mind. *The more connections you make, the better chance we have of coming across our helper.*
The Guardian broadcast his agreement then focused back on the Brenphan.
"What's in it for me?" he asked with a small smile.
Ternat's answering wry grin was much wider. "What if I said that you would be getting an amazing amount of experience in one night?"
"Then I would think something had happened to your mind." He tapped the side of his head.
"I didn't think that would work," she chuckled. "I do, however, think that I might have been disappointed in you if it had. I was planning on cutting you in for a percentage of profits that come from any contracts agreed to that night."
Ashur eyed her in mock suspicion. "How much of a percentage?"
"Well, my student, how about two across the board as an incentive to join me, three if you catch something that helps me find a good deal, and five if you help me close the deal?"
Although Ashur really wasn't worried about the money, he had been finding a certain amount of pleasure in the act of bargaining during the last few weeks.
"Well, my teacher, I'll agree to the two as a base, but I'd be more amenable to seven and twelve."
Ternat laughed again. "Hah! You're not that good yet! Let's say more four and seven."
"Six and ten. Like you said, you need my "insight"."
