"We are to attend a negotiation," Vasco said. He had come to collect Kelton after the morning meal. "It will be with Master Barrenkee, a wagoner house whose property borders ours to the north."

"Do we not have terms with him? We do so with ships and such," Kelton asked as he finished washing his hands.

"Our master desires smaller shipments through the Timbermore forest to serve the city of Milia," Vasco said. "Waiting for a ship's hold to be full is not a timely endeavor."

"It seems a simple thing," Kelton said with a shrug. Yanda handed him a towel to dry his hands. He thanked her with a smile, which brought out hers. They had the room-sharing well mastered.

"Aye, a simple thing," Vasco said with a grimace. "Nothing is simple with Barrenkee. It is why our master wishes you to see how such a thing works when the advantage lies on the other side. Come, our master awaits."

"I see Glenda about Beldin," Yanda said, as she shooed him on his way. Kelton nodded and followed Vasco down the hall.

~~~~~

"Zello is busy with other tasks," Tarvakian said as he bade Kelton and Vasco onward with his hand. "Negotiations with Barrenkee angers him, so it's best he finds other things to fill his day."

"We are walking, Master?" Kelton asked.

"Aye," Tarvakian replied with a grin. "It is a short way, and I find that a good walk calms a person. I will need it on the way back. Besides," he slapped his belly with both hands, "I adore food and don't wish to be rolling about." Vasco laughed.

They left as a group through the main gate. Filgot and another guard following behind, far enough back to not hear normal words. The weather was warming making it feel like a comfortable stroll.

"What have you told him, Vasco?" Tarvakian asked.

"That Master Barrenkee is difficult," Vasco replied. "That you wish smaller shipments to the city of Milia."

"Barrenkee has an advantage in this," Tarvakian said. "By land, the only good way to Milia is through the Timbermore forest. Other paths required you to climb mountains or spend seasons traveling around them. The forest is friendly to Barrenkee and no other. Shipments not initiated by his house are met with some disaster or another, rarely completing the trip."

"Does he have no trouble, Master?" Kelton asked.

"None," Tarvakian replied.

"Do not the King's men protect such things?"

"Though the King claims the land, none of his men patrol it. It is deemed unworthy of the expense." Tarvakian slowed the pace which had started more briskly at first. Without words, everyone else slowed as well.

"In truth, it adds value to the King's flags if land routes are less reliable," Vasco added. Tarvakian nodded.

"To travel the route unscathed, Barrenkee holds advantage against all but the ships. Ships require enough cargo to fill their hulls and, depending upon the season, increased risk. He profits greatly from this," Tarvakian said. "This day, you will see your master grovel for price."

"We have a hundred bolts of cloth ready for Milia," Vasco said. "By ship, we would wait one, mayhap two months for a shared hull. Another month of sailing time there and back. By land, it is half a month there and back."

"Ships tie up coin, which limits our ability to grow profits," Tarvakian said. "Barrenkee knows our troubles and uses the advantage without mercy. We must measure the lessening of profits against the time it takes to gather it."

"The calculations are difficult," Vasco said. "The tradeoff of less money in hand against more money in the future is not an easy one. Sometimes, we guess."

"Have we not tried running a wagon ourselves?" Kelton asked.

"I have thought on it," Travakain replied. "Dabbling in wagoneering beyond short trips is not as simple as it sounds. Problems arise that require knowledgeable men I do not possess. Equipment and animal needs grow, requiring blacksmithing and structures for housing and feed. For it to be profitable, we would have to transport other house's goods. Thus, more infrastructure and the need to compete with the likes of Barrenkee."

"Coin and property are limited," Vasco added. "The best use of each is what keeps house Travakain profitable."

"It is all numbers and guessing," Tarvakian said, then smiled. "It is why you are here to see this. Experience is always a better guesser. The bolts should fetch a 100 gold each in Milia, give or take desires at the time. Barrenkee will charge for his wagons and a piece of the negotiation in Milia. He will return with our coin and merchant house papers to prove it. Not much different than ships, though much less time."

"It is a lot to think on," Kelton said.

"Coin soon is more valuable than coin later," Vasco said nodding. Tarvakian raised his finger to his lips to silence further talk. They were approaching the destination.

The entrance to house Barrenkee's property was less impressive than that of house Tarvakian. The gate was wider, but the guards' dress was less impressive. There were no stone walkways on the property and the house, which was far back, was sparse of decoration. It looked sad to Kelton as if beauty had battled function and lost.

Stables and large storage barns lined the dirt path to the main house. The coppers that roamed the grounds were soiled, not unexpected since their duties leaned toward animal and wagon care. It was their lack of expression that seized Kelton's attention. They moved slowly as if their duties were oppressive, or perhaps monotonous. There was no visible joy in them, not even towards each other. They passed in silence, ignoring Kelton's party. House Tarvakian wasn't perfect by any means, but the coppers there made an effort to meet others' eyes and share a smile or a few words. House Barrenkee's coppers were silent and brooding.

The count of guards exceeded House Tarvakian by many times. They were stationed at every barn and stable entrance, more protective of the inside of the grounds than out. The coppers gave them wide berth, walking out of the way to avoid them. Worker ants that didn't know a straight line.

"Let Master speak," Vasco whispered as they neared the front door. "Unbidden words from us are seen as an insult here. Only our Master may ask for them. If Barrenkee asks, look to Master for permission. Otherwise, we observe." Kelton nodded. The barracks at the auction seemed more friendly.

The group was lead inside by a woman wearing the copper. She was old, gray hair with patches missing on a spotted scalp. No words were traded with Master Tarvakain, only a bow before she turned to walk to down the hall. Vasco and Kelton followed behind Tarvakian. Filgot and the other guard remained outside.

The inside of the house was more ornate. Not to the level of House Tarvakian, but no longer sparse and uninviting. Green plants grew in colorful pots positioned strategically down the hall. Tapestries hung along the walls depicting forests and mountains. The floor was done with plain tiles, all a speckled white with none of the smoky marbled waves Kelton had found visibly appealing in House Tarvakian.

The woman turned into a large room whose walls were lined with shelves. Upon the shelves were books, one next to the other as if in the Unglang library. An impressive display that inspired awe in Kelton. A private library that one could read at leisure. A dream of pure luxury.

Their guide slowed in the center of the room and bowed to the only occupied chair. In it rested a thin, frail-looking man. His eyes defied his body's boney appearance. They glanced from Master Tarvakian to Vasco, then to Kelton with a precision of someone intent of identifying vulnerabilities. Young, vibrant eyes encased in aged leather that was wrapped to tight.

"Heralic Tarvakian, welcome." Barrenkee waved his hand at the guide, and the old woman fled in haste. Not a word had she spoken.

"It is good to see you again, Carlic," Tarvakian said, adding a slight nod.

"And you bring the scared one," Barrenkee said, rising from his chair. He moved toward Kelton for a closer examination. "A fierce swordsman, I hear. Though he looks little different than other property now. The weave in his hair is disconcerting. You allow all your property such liberties." Kelton remained motionless and let his attention be drawn to the shelves behind Barrenkee. The books were different than the ones he had seen as of yet, it was the bindings. There was no uniformity between them.

"It is done on his own time and limits none of his duties," Tarvakian responded.

"Still, it is an odd look for property." Barrenkee lifted one of the braids on Kelton's head testing its weight, then let it fall back down. Kelton flinched at the intrusion but remained stoic. "Picture mind I am told."

"Aye," Tarvakian said.

"Prove his skill, and I'll give you 500 gold for him," Barrenkee offered. Kelton's jaw tightened. It was one thing to be the property of a man such as Tarvakian. It was another to be discussed as one would a fat pig.

"I am here to discuss the use of your wagons," Tarvakian said with a tinge of ire. The tone settled Kelton's growing discontent with Barrenkee. "Kelton is not, and never will be, for sale."

Barrenkee laughed. "That is your problem, Heralic. You allow them their names and hair made up like a woman in search of a mate." He signaled for Tarvakian to sit in one of the over cushioned chairs that filled the room. Vasco and Kelton were not offered seats, so they remained standing. Kelton fermented his dislike of Barrenkee and felt sympathy for the books that were forced to stay in the man's presence.

"The care of mine is not your concern," Tarvakian said as he sat in the offered chair. Barrenkee smiled and nodded his concession to the fact. He retook a seat next to Tarvakian and crossed his meatless legs and leaned back.

"A wagon of cloth to Milia, I understand," Barrenkee said. "A treacherous journey if history is the teacher. My house has had success of late, and I suspect you know that. It takes a lot of planning and coin to master the path. A lesson it has taken many failures to learn."

"I know of no failures from your house," Tarvakian corrected.

"Aye. I am no fool and have learned from others." Barrenkee waved away the idea. "It is not my problem they can't see the lessons taught. Many fail to understand how missteps can point to advantage. Learning the wrong way is valuable to those with a skilled eye."

Kelton glanced at Vasco, who stood still with his hands grasped behind his back. Vasco gave the impression he was comfortable and possessed unlimited patience. Kelton felt the opposite.

"And this knowledge has profited your house," Tarvakian conceded. He shifted in his seat, turning toward Barrenkee. "And what will this advantage cost me? I wish to know if there is any value in transporting a 100 bolts with you or should I wait upon a ship."

"It is a game of time, is not?" Barrenkee said with a smirk that offended Kelton. There was something about the man, a superior demeanor he wished all to acknowledge. Self-importance was as much a part of profit as was the coin he intended to siphon from House Tarvakian. "50 gold for the wagon and men to move it. And 1 of every 5 of the negotiated price."

"1 of 5," Tarvakian said surprised. He looked to Vasco. "What was it the shipmaster demanded?"

"1 of 20, Master," Vasco replied. "And the shared hull cost 20."

"Bah," Barrenkee said with a chuckle. "One bad storm and you will see zero. The risk is low with my house. That, and your profits..." Barrenkee looked up as a young boy entered the room. He was collared in copper and held a cloth in his hand. "Be gone, boy!"

The boy stiffened as if he were unsure of the demand. His face a mask of unmistakable fear. Barrenkee repeated his command. The boy held up the cloth, water forming in his eyes. He moved toward the first shelf and began a stuttered cleaning, his mouth moving but no sound coming out.

"Ahh," Barrenkee groaned. "They are cheap, these foreign slugs. Unfortunately, they understand nothing of our words." Barrenkee rose. "Carson!" He waited, then shouted again. "Carson." The boy, in a panic, began cleaning as if this life depended upon it.

"Do not scold the boy on my account, Carlic," Tarvakian said. "He bothers me not and doesn't affect our negotiations."

"Nay," Barrenkee snarled as he walked toward the door. "I'll not have such incompetence bandied about. Carson knows the boy's tongue and will correct him." Kelton felt the room soften as Barrenkee's footsteps echoed down the hall. The boy continued his frantic cleaning as he had been instructed at one time. He was too young to know of exceptions, and Kelton suspected not following orders carried stiff penalties in Barrenkee's house.

"1 of 5," Tarvakian sighed. "It is worse than I thought." Kelton noticed the boy's cloth slow its travels along the shelf.

"1 of 10, I would have guessed," Vasco said. "It is near robbery. Mayhap, only a starting point to further talks."

"When was the last time Barrenkee negotiated down?" Tarvakian said not expecting an answer. "He demands more of our profits because he can." The boy's cloth had slowed again as Tarvakian spoke, then sped up during a pause between words. Kelton sensed a ruse. There was genuine fear in the boy, yet it was for something other than cleaning where he should not.

"It is the shipmaster's other offer that should be of interest now, master," Kelton said. Tarvakian's eyebrows rose. Kelton spoke again before Vasco could interrupt with a question. "It may not be the best price for cloth, yet it holds no risk. Master Barrenkee's demands now make it feasible, since the coin is achieved without a wait." Again, the boy's rag slowed. Kelton knew the boy understood every word.

Vasco looked at Kelton and stalled Tarvakian's next words by raising his hand. Kelton used his eyes to point at the boy, whose rag had increased its speed once again.

"90 a bolt is fair considering he intends to assume the risk," Kelton said. Vasco smiled when the boy's cloth slowed again.

"Aye," Vasco conspired. "It is a low price considering the high desire of cloth in Milia, but 1 in 5 is too high. We sell for 90 and release the risk. The shipmaster profits, we profit and can put the coin to better use."

"I dislike selling outright," Tarvakian said, shaking his head. There was a smile in his eyes as he spoke. He too could now see the ruse. "We can miss great profit with our lack of patience. 1 of 10 could net us much more."

"And we will miss the next wool purchase due to lack of coin," Vasco said. "It is only a month out. Processed wool will be worth twice this shipment. Master, I feel it is best to counsel a direct sale to the shipmaster. There is little for us here."

"Mayhap, you are right. Still, I feel we give too much to the shipmaster. It could be unhealthy if he starts demanding such large profits in the future." Tarvakian signaled for silence when footsteps could be heard returning.

Barrenkee returned with a guard, dark of skin with hair above his lip that curled upward impossibly at the ends. Carson, Kelton assumed. Though not a large man, Carson's arms were thick with strength. It took only a few loud words from Carson, in a tongue Kelton had never heard, and the boy was led out of the room shaking.

"Ahh," Barrenkee sighed as he returned to his seat. "It is easy to teach the rules to the slow minded. Much harder for them to learn the exceptions - as you well know."

"I will be blunt, Carlic," Tarvakian said, ignoring Barrenkee's words. "Your fee digs too deep into my profits. Mayhap, we meet another time when I have another urgent shipment." He started to rise.

"Sit, sit," Barrenkee said, his hand gesturing toward the seat. "It is only the start of negotiations. I'm having tea brought, a special blend that I know you'll appreciate. If I remember, you do enjoy sampling different leaves."

"For tea, I will stay," Tarvakian said, adding a smile to soften his previous statement. Kelton admired how quickly his master had assumed his own ruse. Barrenkee will need an excuse to leave the room. The tea will give him the time, and Tarvakian looked none the wiser by trying to back out of the negotiations.

"The new leaf, it is...by the All-Father, I knew it a moment ago," Barrenkee said. "The land down south, past the Varin river..."

"Yarrenberth?" Tarvakian replied.

"Aye, that's it," Barrenkee said. "It is good to talk with someone who knows the world. The leaf is also called Yarrenberth. The soil there is said to add sweetness. Though my tongue enjoys it, I lack your refinement. Never could taste the parts, only the whole."

What followed was a discussion about different leaves and the teas they produced. Kelton had to admire Barrenkee's ability to compliment without seeming too. Steering the conversation to a topic Tarakian was passionate about was a good strategy. Master was at no loss of words when it came to tea.

"Where is the tea?" Barrenkee asked no one. "Carson!" As Kelton expected, Carson didn't respond.

"I am embarrassed," Barrenkee said, dipping his head to Tarvakian. "It is twice now that you have seen slackness in my house." He rose from his chair and started toward the door. "It will be the last time." The words were ominous, even for a ruse. Tarvakian signaled Kelton and Vasco to remain quiet. They stood in silence and waited.

Barrenkee returned with a young woman carrying a tray. The scarf tied around her head struggled to bind wild golden curls that begged for freedom. Her face was pale white on one side, the other a shocking red to match her watery, bloodshot eyes. As she neared, Kelton flinched at the handprint that had caused the redness in her cheek. She had been hit hard, the redness speckling in a way that foretold the coming bruise. The woman stopped before Tarvakian.

"Speak," Barrenkee ordered.

"My sorrows, Master Tarvakian," the woman stuttered. "My slackness has embarrassed house Barrenkee. Do not think less of my Master for my failures." She bowed, holding the tray heavy with a tea kettle and two cups.

Kelton's stared at the sight, his mind uncomprehending the unnecessary cruelty. It was a ruse and striking the woman held no real purpose. Vasco's hand grabbed his wrist, keeping him in place. It was then that Kelton realized he had been moving forward. Toward the woman or toward Barrenkee, he did not know. Anger and sympathy mixed into confusion.

"The tea smells lovely," Tarvakian said in a quiet voice. "I am sure it was worth the wait." He forced a smile to lips. Not the natural one Kelton had come to recognize, but a distorted turn of the lips as if he had been the one hit. The woman placed the tray on the table, dropped to her knees and began preparing two cups. Barrenkee returned to his seat.

"Even the guards tire of this one," Barrenkee said, indicating the woman. "It is her comely looks that made me open my purse. Had I known her disposition, I would have negotiated a lower fee. They say she's warm enough in bed, but just lays there while they take their privileges." Vasco's hand tightened on Kelton's wrist.