Business meetings were so much easier than diplomatic ones. Companies — most of them at least — don’t have pride to worry about. They’re there to make money, so who cares about details like where the meeting is held or what shape the table is?

Of course, there were always a few egos that showed up now and then. Business owners or investors that needed others to admit just how important they were. At the Firm, the word for these people was marks. Honestly, if your decision about a multi-million dollar investment is predicated on the other side providing you with the right coffee, or calling you sir, or holding the meeting in a strip club, then whatever. The Firm would bend over backwards to stroke your ego, and then shave an extra percentage point off your profits. Thanks for your business.

It was different for nations. They all had their pride. Sometimes, they also had very real concerns about getting killed during the meeting. So before we could start negotiating with the Tribal delegation, we needed to hash out every detail of how the talks would be held, allay their security concerns and continually convince them that this would all be worth their time.

This couldn’t happen with the actual delegates, who would only show up once they were ready to talk, so there were numerous messengers going back and forth before the big day.

For our part, we didn’t have any pride to worry about — at least I didn’t — so we saved a little time by just agreeing to whatever they wanted. Hold the meeting outside the walls? Sure, should we provide a tent? The nights were getting cooler after all.

No guards for us? Sure, all we required was me, the Kings representative, and a scribe.

It was all very tedious, but we got through it. Eventually, I found myself in a hastily raised pavilion, standing across from two distinguished representatives.

Painstakingly detailed protocols dictated that I should speak first, to introduce my delegation. I started off by breaking them.

“Before we start, I’d like to acknowledge the traditional custodians of this land on which we stand. I wish to acknowledge and show my respect for their elders for their service and their wisdom.”

I bowed. “I present myself, Councillor Kandis Hammond and Inquisitor Reece Dunnar as your delegates for these negotiations.”

I didn’t look at Reece, but I was pretty sure he was attempting to glare at me through the side of his head while maintaining a professional smile at our guests. We had hashed out how this was going to go beforehand — this was a negotiation between the City and the Tribes, and the King’s man wasn’t a part of it. He was there only to make sure I didn’t overstep my limits and wasn’t to say anything unless he needed to speak for the King.

He had needed to actually re-read the contract before he would admit that this trade deal was within our specified rights. I’d made the offer to take him along, just so he could make sure that I didn’t promise anything from the King. The fact was (I pointed out) I didn’t have to — but I was happy to have him along just to showcase my loyalty to his Majesty.

I’m sure it burned, but what was he going to do? Not go? Go but spoil the talks? He was smart enough to know that if he did that then he’d get blamed for the loss of tax revenue.

My attention was on the delegates who looked more than a little surprised. They looked at each other, and it was the elder of the two who spoke. Another protocol violation.

“Fine words, Councillor,” he said. He was an owl-kin, with a lined face and snow-white feathers. His companion was a wolf-kin, with black ears and hair. I wasn’t actually getting better at identifying beast-kin species, but these two had been identified as part of the preparation. We all knew who we were, introductions were just part of the protocol.

“I only wish they were worth more, as I can speak only for the city behind me,” I replied. “Inquisitor Dunnar speaks for the King, should his word be needed.”

It was interesting. Now that I knew what was going on, I could feel the different options that [Charm] had made available. I could be diplomatic using Latorran ways, or I could speak as a Tribesman would. I had elected to go for Latorran diplomacy, with a small smattering of Tribal respect towards the Elder, which he seemed to appreciate.

It wasn’t just [Charm] either. When I focussed on other language options, my [Gift of Tongues] told me that not only did the two in front of me have their own Tribal common tongue, but they each spoke their own tribe’s private language. I made a note to myself to keep track of what language they were speaking and not reveal that I understood it. Even if they knew I was a [Worldwalker] — and I wasn’t sure if they did — I didn’t want Dunnar to know.

The two of them looked at Dunnar, who didn’t say anything - which made him the only one in the tent who was following the script. They looked back at each other, and then the owl-kin nodded. The wolf-kin turned back to me and bowed.

“I present myself, Anas of the Black Moon Clan and this is Elder Tinidan of the Smoke-Ghost Tribe,” he said. And we’re back on the script.

I acknowledged the introductions and then the negotiations began.

The trade route was a non-starter, as I’d known it would be. I brought it up, as I’d promised my backers that I would, but even before I spoke [Bargain] informed me that Tinidan would never allow a road through their forest.

I still pushed for it though, for a variety of reasons. Firstly, it prompted them to detail their own ways of moving goods, which they viewed as superior. Secondly, it gave them an opportunity to vent about their grievances with the Kingdom. I offered my condolences, of course, and regret that I couldn’t do anything about them. That helped, but I think what really mollified them was seeing Dunnar’s face go red as he was unable to answer back while his Kingdom was bad-mouthed.

All of that helped clear the air, while we ostensibly discussed the already dead topic of the road. Relations were much more cordial when I moved on to my actual proposal.

“A permanent trade post?” Anas asked.

“There are a number of ways we could set it up, but the general idea is a common marketplace where your merchants can trade with ours,” I said.

“Inside the city?”

“There are enough beast-kin living here for me to know that they don’t have any problem adjusting to living behind walls,” I said wryly. “However, there might be some advantages to extending the city beyond the walls and having the trading post there.”

I gave the pair of beast-kin a knowing look. “Previously, it's been too dangerous for civilians to venture outside the walls, but with your people living here, I’ve got a feeling it will be much safer.”

“Possibly,” the Elder said, keeping his poker face. When I’d learned that the Tribes managed the migration patterns of monsters, it seemed obvious that they’d directed one of them straight at Talnier. If I asked about it, they’d deny it, but it must be one of the worst kept secrets. Acknowledging it without accusing anyone should get the path adjusted without anyone having to say sorry.

The two of them shared a look and then the wolf-kin continued. “Exiles and adventurers are one thing, but we cannot have our people living under foreign rule.”

“Actually,” I said. “Talnier is largely self-governing, with a council selected from and voted on by residents.” I paused to savour the moment. “Which your people would qualify for.”

Elder Tinidan raised his eyebrows “You would permit our people to sit on your ruling council?”

“You can’t!” Dunnar interjected. “They’re not citizens!”

I glanced at both of them. “I thought this might come up, so I borrowed the Charter so we could check the wording,” I said calmly. An effort of will brought the Charter out of my spatial ring and onto the table. Obviously, we didn’t just lend the document out to anybody, but as a council member, this was a perk I was able to grant myself.

Dunnar slumped. No doubt he was remembering how his previous objections went, but I continued on. “As you can see here for both voters and qualifying for office, residency is the only requirement. Which is defined here, as living within the city bounds for one month, while not having been incarcerated for more than a week during your time of residence. Talnier has always been open to non-citizens living there, and this remains the case.”

Elder Tinidan took in Dunnar’s demeanour. “This does not seem like a popular measure with your higher government officials,” he stated. “Is there not a possibility that this document will be withdrawn or changed?”

“His Majesty considered this document very carefully before awarding it to us,” I said blandly. “There is a review in a few months, but I’m confident of getting it confirmed. We can always make our agreement here contingent on this document remaining unchanged.”

“I see,” Elder Tinidan said, his eyes twinkling. Making a valuable trade deal contingent on the Charter remaining unchanged would make my position much stronger with the King, and he clearly saw that. “I do believe that would reassure us of your intentions.”

I gave a kind of half-bow from my seat. “I’m happy to hear that. Shall we move on to details? Or would you like to peruse the Charter first?”

“I believe we would like to go over this document,” Elder Tinidan said. “It will be important to understand the rules by which this agreement will be governed.”

“Quite,” I said, refraining from glancing at Dunnar. Always read the contract.

So we did read the contract, before moving on to the details. Taxes, everybody’s favourite subject, weren’t actually negotiable on my part, but thanks to the Charter eliminating the Noble middle-men, they were quite reasonable. I’d asked around among the merchants, and they compared quite favourably to other nations that traded with them like Odiera, without having to worry about expensive shipping costs.

When it came to goods, they were quite interested in our manufactured goods and cereal crops. They were willing to sell Spoken Wood — at a price. Given that they weren’t clear-cutting and were only selling surplus trees, I’d been worried that they wouldn’t be able to meet demand… but at that price, it would remain a premium product. Instead of taking as much as they could get, our merchants would have to live with as much as they could afford.

When it came to dungeon-produced goods, there was an interesting diversion.

“We would prefer,” Anas said, glancing at his Elder for support, “That our people delve directly and bring goods home to us.”

“Is that different from the beast-kin currently delving as Guild members?” I asked.

“It is,” Anas stated firmly. “They are all people who have left their tribe — voluntarily or otherwise. They could not join your guild otherwise.”

I frowned. “What happened then, to all those who returned home during the last trouble? Were they all exiles?”

“Exiles are rare,” Anas reassured me. “Most of the refugees were still on good terms with their families and either petitioned to re-join their tribe or stayed as guests until the trouble died down. A few… there are tribes that accept applicants from all species.”

“That’s good to know,” I said. “As regards to delving, I already checked with the Guild, and they don’t feel they can restrict the dungeon to Guild members, as it isn’t on the King’s land. Was there a particular reason your people didn’t delve there before?”

“It wasn’t considered wise to fight too close to the human border,” Elder Tinidan said blandly. “Parties that were worn down from delving could be easily ambushed.”

I nodded. We’d had that problem before. “Will there be large numbers of Tribal delvers?”

Elder Tinidan nodded. “Perhaps as many as ten parties,” he said.

I winced. “With that kind of increase, the Guild is going to want to keep the current slot system in place.”

“Slot system?”

“A schedule for delvers, to minimise conflicts over the resource. Instead of fighting over who was first to get there, each registered party gets assigned a delving time by the Guild.”

“It sounds like a fair system,” Elder Tinidan commented.

“Sure, but for it to work with your people, they’d have to register with the Guild — and there would need to be some way of resolving disputes between parties. Right now that’s done by the Guild as all the adventurers have to bow to their authority. If your parties aren’t going to accept that…”

“Ah. Yes, there is a problem there. Perhaps a Tribunal with representatives from both sides?”

“If it's evenly split, what happens when there’s a dispute between different races, and each Tribunal member sides with their race?”

“That would be a rare occurrence, I would hope?”

“Hope for the best, plan for the worst.”

“Hmm. We’d need a neutral party to be a deciding vote… and I can’t think of any that are available.”

We hashed around it for a while, but we ended up making it the Town Council’s problem. There was the hope, after all, that there would be Tribal members on it in the future.

The rest of the talks went quite well. By the time we had finished, I thought we had the makings of a very profitable trade agreement. We agreed to take it to our respective Councils and planned a signing ceremony for next week.