Estiang-Style Negotiation (2)
Oto shut his mouth. Then, quietly, rolling only his eyes, he gauged the Grand Duke's mood.
They had arrived at the terrace. No nobles had slipped out here right after the banquet began—only Oto and Estiang stood alone on the terrace. In the hush, Estiang's face was impassive, his inner thoughts impossible to read.
'Did I push too hard from the start?' Oto inwardly clicked his tongue.
The most in-demand commodity in the Berg Grand Duchy was, of course, food. Spring wheat and potatoes grown in the north couldn't fully meet the territory's needs. On the flip side, the Duchy's top export was mana stones, followed by monster byproducts like hides, iron, and timber.
In short, the most profitable trades with the north were mana stones and food. If Oto could monopolize mana stone purchases from the north and exclusive food sales to it, he could crush all competitors. But his plan had hit a snag right from the outset.
"Haha, Your Grace. Negotiation is all about give and take, isn't it? If we're gaining something, we should offer something in return. Just say the word. Whatever you desire, we'll accommodate as best we can."
Even as Estiang's expression hardened, Oto flashed a seasoned merchant's smile to smooth things over. But the attempt fell flat as Estiang reiterated firmly.
"Some things in this world aren't up for compromise. Food monopoly rights are off the table."
"But food is the north's biggest demand, surely."
"You know it well."
Estiang gave a slight nod. His eyebrows twitched faintly, betraying his growing irritation.
"As you know, my territory relies heavily on food imports for its own consumption. People can't live without eating. Are you suggesting we toy with our subjects' sustenance?"
"Heavens, no, Your Grace. Please, quell your anger. The bigger the trade volume, the greater the profits for both sides."
Oto jumped to defend himself.
"Sell more at slimmer margins, and the total profit swells. That was our only intent—please forgive us generously."
"Is that so? Good to know you're not trying to leash us with food as bait."
That flat tone sent a chill down Oto's spine. Only a fool wouldn't realize his proposal could be seen that way. A merchant without that insight wouldn't survive the trade. But merchants took calculated risks for big gains—they were greedy gold-worshippers who ignored peril for profit. Oto, head of the Geltner family—one of the empire's top merchant nobles—was no different.
'A lion is still a lion, even young.' Whispers from other nobles echoed in Oto's mind. He shouldn't underestimate Estiang just because he was newly titled and young. Oto sharply revised his assessment upward as he swallowed hard.
Moreover, the man was one of the empire's rare superhumans, the pinnacle of all knights. A Sword Master's piercing gaze was burdensome even bare-handed.
"...If that's Your Grace's will, we'll forgo food monopoly rights."
Oto bowed his head. Pushing further now would only hurt, given Estiang's sensitivity. But that was Oto's perspective. Estiang's was different.
'He's pissing me off.'
Intentionally or not, Oto couldn't have been ignorant of how his demand would be interpreted. Probing anyway was infuriating. What if he used a poor harvest or rising transport costs as excuses to jack up grain prices? Even if unintended, making such a proposal was offense enough.
"Then, what remains is your desired mana stone monopoly purchase rights."
"Berg mana stones are renowned for quality. Magic towers across the empire and beyond covet them. Reselling yields substantial profits for us."
"A merchant admitting big profits? At least fivefold, then."
"Factor in mercenaries, transport costs, risks—five times is the minimum to break even."
"Fivefold. Fivefold."
Estiang's lip curled faintly. Montaigne had said: Emperors and cobblers are cast from the same mold. Neighbors quarrel over trifles that spark wars between kings.
From the moment Oto demanded food rights, Estiang soured and decided to squeeze him dry. If Oto resisted? Scrap the deal and back his rivals. How much Oto coughed up would seal the Geltner family's fate.
Unaware or not of Estiang's resolve, Oto ventured slyly.
"Grant us exclusive purchase rights, Your Grace, and we'll pay thirty percent above what you sell to other traders."
"Thirty percent's stingy for fivefold profits."
"As Your Grace knows, relay trade demands it. Fivefold to earn the 'proper merchant' badge. Haha."
Oto let out a sycophantic chuckle. It wasn't unreasonable. Considering risks shipping mana stones continent-wide, fivefold was fair in this era—merchants wouldn't touch trades below threefold recovery.
But that was Oto's math. Estiang dismissed it.
"Fifty percent. If that's unpalatable, I'll schedule with Kranvaldt and Hapenshtein heads and auction the rights. What say you, Geltner?"
"..."
Cracks formed in Oto's smile. Kranvaldt and Hapenshtein. The Geltner weren't empire trade monopolists. The three families scrapped endlessly. Losing mana stone exclusivity to rivals would hurt badly.
"...Your Grace."
"Hear something?"
"Pardon?"
"Footsteps, maybe. Sounds like Kranvaldt and Hapenshtein heads rushing for appointments."
"..."
Oto's face stiffened, but Estiang ignored it. This was just the start—plenty more to extract. From the arrogant food-rights jab, Oto's doom was sealed.
"But Your Grace, considering transport costs for mana stones, fifty percent is..."
"Merchants have long tongues."
Estiang sneered.
"All or nothing. Decide."
"..."
Oto bit his lip. Against expectations, Estiang held the reins. Faced with the ultimatum, Oto surrendered.
"...As Your Grace wills. We'll buy at fifty percent above current rates. Grant us exclusive rights... and we're grateful."
"Wise choice."
Estiang smirked, patting Oto's shoulder. Oto looked deflated. Just twenty percent more? On this scale, it was astronomical. His mouth felt gritty, like chewing sand.
Having overreached and lost big, Oto might think he'd met the wrong mark. But Estiang wasn't done.
"And one more thing."
"...Yes?"
"You'll send caravans to Berg regularly for mana stones anyway, right?"
"Naturally..."
"Coming to the capital, I noticed roads crumbling or poorly maintained past a point. Without proper roads, logistics suffer."
"Broken sections are inconvenient, but surely..."
"Your caravans will use them most. Why not pave a proper one now? Benefits both sides."
Roads. You'll use them anyway—pave them. With your coin.
Grasping it, Oto raised his voice.
"Your Grace! The north can't pave with lime mortar like elsewhere!"
"It'd crack in winter. But granite slabs fitted as cobblestones? Fill gaps with lime, repair as needed."
"But..."
Cold sweat beaded on Oto's back. This could saddle Geltner with full road construction and maintenance. Sure, they'd benefit most from the infrastructure. If Estiang funded it, Oto would've cheered and chipped in. But footing the entire bill? Different story.
How many mana stones to recoup road costs? As Oto's mind spun, Estiang spoke leisurely.
"This deal isn't pure loss for you."
"Not a loss...?"
"If you hire skilled miners and send them north."
Miners. Oto paused. Beyond mana stones, Berg's key resources were iron and timber. Its iron was famed for purity and consistency.
"Surely Your Grace isn't planning full-scale iron mining?"
"Quality steel is vital for a strong army. As you know, my goal is military strength. Steady high-grade iron supply is key."
Oto swallowed again. Northern iron already commanded premium prices for quality. Ramp up mining and production?
"...Surplus iron after your use?"
"We'd sell it. Hauling heavy ore continent-wide? Proper roads would help."
"Invest in iron sales, then."
"Investment—or punishment for offending me."
Twirling his mustache, Oto pondered. Initial costs for roads and mines were hefty, burdensome even for Geltner. But exclusivity on mana stones would offset via relay trade. Sustain with profits until iron output surged. Strike copper or silver too?
His hand stilled.
"Risk the investment to absolve offending Your Grace?"
"Investment or punishment. As I said."
Estiang shrugged. This was his graceful exit ramp for Oto. Price hikes were given; now add infrastructure and mining investment as "atonement."
Not outright robbery—cloaked as investment.
'Win-win. I win bigger.'
Estiang nodded expectantly. Fruits of harvest were sweet, but acceptance bound Geltner to steady northern investment. Returns might not cover upfront costs.
Weighing odds, Oto nodded heavily.
"I accept Your Grace's proposal."
Oto was a merchant to the bone. Big profits justified risks. He'd built wealth through trade, bought nobility. But at core, he was merchant, not noble. Era's traders braved dangers for gains. Hadn't he risked Estiang's ire probing food rights?
"Wise again. Now, let's get down to real business."
"Indeed. Shall we negotiate details properly?"
Oto smiled, reverting to seasoned merchant guise.