“Very well,” growled the trader. He addressed Alen in broken Lyran: “Boy, how you make up Vegan stones of three fires so Lyran womfen like, come buy, buy again?”
Alen smoothly replied: “The Vegan triple-fire gem finds most favor on Lyran and especially among its women when set in a wide glass anklet if large, and when arranged in the Lyran ‘lucky five’ pattern in a glass thumb-ring if small.” He was glad, very glad, he had come across—and as a matter of course memorized, in the relentless fashion of the Order—a novel which touched briefly on the Lyran jewel trade.
The trader glowered and switched to Cephean—apparently his native tongue. “That was well-enough said, Herald. Now tell me whether you’ve got guts to man a squirt in case we’re intercepted by the thieving so-called Customs collectors of Eyolf’s Realm between here and Lyra?”
Alen knew the Rector’s eyes were on him. “The noble mission of our Order,” he said, “forbids me to use any weapon but the truth in furthering cosmic utilitarian civilization. No, master trader, I shall not man one of your weapons.”
The trader shrugged. “So I must take what I get. Good Master Herald, make me a price.”
The Rector said casually: “I regard this chiefly as a training mission for our novice; the fee will be nominal. Let us say twenty-five per cent of your net as of blastoff from Lyra, to be audited by Journeyman-Herald Alen.”
The trader’s howl of rage echoed in the dome of the huge room. “It’s not fair!” he roared. “Who but you thievish villains with your Order and your catch-’em-young and your years of training can learn the tongues of the galaxy? What chance has a decent merchant busy with profit and loss got to learn the cant of every race between Sinus and the Coalsack? It’s not fair! It’s not fair and I’ll say so until my dying breath!”
“Die outside if you find our terms unacceptable,” said the Rector. “The Order does not haggle.”
“Well I know it,” sighed the trader brokenly. “I should have stuck to my own system and my good father’s pump-flange factory. But no! I had to pick up a bargain in gems on Vego! Enough of this—bring’me your contract and I’ll sign it.”
The Rector’s shaggy eyebrows went up. “There is no contract,” he said. “A mutual trust between Herald and trader is the cornerstone upon which cosmos-wide amity and understanding will be built.”
“At twenty-five per cent for an unlicked pup,” muttered blackbeard to himself hi Cephean.
None of his instructors had played Polonius as Alen, with the seal of the Journeyman-Herald on his brow, packed for blastoff and vacated his cell. He supposed they knew that twenty years of training either had done their work or had not.
The trader taking Alen to the field where his ship waited, was less wise. “The secret of successful negotiation,” he weightily told his Herald, “is to yield willingly. This may strike you as a paradox, but it is the veritable key to my success in maintaining the profits of my good father’s pump-flange trade. The secret is to yield with rueful admiration of your* opponent—but only in unimportant details. Put up a little battle about delivery date or about terms of credit and then let him have his way. But you never give way a hair’s breadth on your asking price unless—”
Alen let him drivel on as they drove through the outer works of the College. He was glad the car was open. For the first time he was being accorded the doffed hat that is the due of Heralds from their inferiors in the Order, and the grave nod of salutation from equals. Five-year-old postulants seeing his brow-seal tugged off their headgear with comical celerity; fellow-novices, equals a few hours before, uncovered as though he were the Rector himself.
The ceremonial began to reach the trader. When, with a final salutation, a lay warder let them through the great gate of the curtain wall, he said with some irritation: “They appear to hold you in high regard, boy.”
“I am better addressed as ‘Herald’,” said Alen composedly.
“A plague descend on the College and Order! Do you think I don’t know my manners? Of course, I call a Herald ‘Herald,’ but we’re going to be cooped up together and you’ll be working for me. What’ll happen to ship’s discipline if I have to kowtow to you?”