Read Online Linnear 02 - The Miko by Eric Van Lustbader - Free Book Online
Authors: Eric Van Lustbader
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Neither of the Japanese had made a move, and Tomkin knew he had scored with them.
“Further,” he said, “we know of another ministry-financed project to build a supercomputer capable of understanding human speech, making it incredibly easy to use.” He laced his fingers together. “Now let’s get down to the bottom line, which is that our non-volatile RAM would give Sato the edge in both projects. MITI would be forced to come to you for help, and that would mean the big six over here would become the big seven.”
He looked from one foreign face to another; one bleak, forbidding countenance to the next. They’re just businessmen, he told himself. Nothing more. Nangi said nothing, which, in Tomkin’s opinion, was a giant step forward.
“Proposals and counterproposals must not be made in haste,” Sato said. “The war is often lost through the impulsiveness of an intemperate nature. As Sun Tzu so wisely tells us, ‘When the strike of a hawk breaks the body of its prey, it is because of timing.’”
He stood up and bowed as Nicholas and Tomkin rose automatically. Nangi rose awkwardly, stood swaying slightly. “At tomorrow afternoon’s meeting,” Sato continued, “we will discuss this further when associates and legal counsel are all present to add their wisdom to our own. For now, I would hope you will find time to enjoy our city.” They murmured their assent and he said, “Good. My car will be at the Okura at two P.M. tomorrow to bring you here.”
He bowed again, formally, and Nangi did the same. “Until tomorrow, gentlemen. I wish you a restful evening.” Then he took Nangi out of the room before another word could be spoken.
“That goddamned sonuvabitch Nangi.” Tomkin paced his hotel room. “Why didn’t my people brief me about him?” Back and forth while Nicholas watched. “That bombshell he laid on us about having been a MITI vice-minister, Christ. Do you think he’ll actually block the merger?”
Nicholas ignored Tomkin’s agitated state.
Tomkin answered his own question. “I know he’s for sure gonna try to sweeten their percentage.”
Nicholas had picked up a large square buff envelope off the writing desk. He flicked its stiff corner with a fingernail.
“Stop playing and tell me what you think, goddamn it.”
Nicholas looked up. “Patience, Tomkin,” he said softly. “I told you in the beginning that pulling this merger off would require patienceperhaps more patience than you have.”
“Bullshit!” Tomkin came over to where Nicholas was standing. His eyes narrowed. “You saying they’re outmaneuvering me?”
Nicholas nodded. “Trying to, at least. The Japanese are never open about negotiation. They won’t come to terms until the very last instant because they’re looking to see what will happen in the interim. Nine out of ten times, they feel, something will occur to their benefit. So until then, they’ll do their best to keep us off balance.”
“You mean like Nangi,” Tomkin said thoughtfully. “Put a fox in the henhouse.”
“And see what evolves.” Nicholas nodded again. “Quite right. Perhaps, they reasoned, the friction would bring out your real anxiety in making the deal and they could negotiate better terms tomorrow or Monday.” He tapped the envelope against his finger. “The Japanese knew that you never come to a negotiation showing your true nature. To deal effectively with you, they must find this out. It’s called To Move the Shade. It’s from the warrior Miyamoto Musashi’s guide to strategy. He wrote it in 1645 but all good Japanese businessmen apply his principles to their business practices.”
“To Move the Shade,” Tomkin said thoughtfully. “What is it?”
“When you cannot see your opponent’s true spirit, you make a quick decisive feint attack. As Musashi writes, he will then show his long swordtoday we can transform that into meaning his negotiation spiritthinking he has seen your spirit. But you have shown him nothing of
“Further,” he said, “we know of another ministry-financed project to build a supercomputer capable of understanding human speech, making it incredibly easy to use.” He laced his fingers together. “Now let’s get down to the bottom line, which is that our non-volatile RAM would give Sato the edge in both projects. MITI would be forced to come to you for help, and that would mean the big six over here would become the big seven.”
He looked from one foreign face to another; one bleak, forbidding countenance to the next. They’re just businessmen, he told himself. Nothing more. Nangi said nothing, which, in Tomkin’s opinion, was a giant step forward.
“Proposals and counterproposals must not be made in haste,” Sato said. “The war is often lost through the impulsiveness of an intemperate nature. As Sun Tzu so wisely tells us, ‘When the strike of a hawk breaks the body of its prey, it is because of timing.’”
He stood up and bowed as Nicholas and Tomkin rose automatically. Nangi rose awkwardly, stood swaying slightly. “At tomorrow afternoon’s meeting,” Sato continued, “we will discuss this further when associates and legal counsel are all present to add their wisdom to our own. For now, I would hope you will find time to enjoy our city.” They murmured their assent and he said, “Good. My car will be at the Okura at two P.M. tomorrow to bring you here.”
He bowed again, formally, and Nangi did the same. “Until tomorrow, gentlemen. I wish you a restful evening.” Then he took Nangi out of the room before another word could be spoken.
“That goddamned sonuvabitch Nangi.” Tomkin paced his hotel room. “Why didn’t my people brief me about him?” Back and forth while Nicholas watched. “That bombshell he laid on us about having been a MITI vice-minister, Christ. Do you think he’ll actually block the merger?”
Nicholas ignored Tomkin’s agitated state.
Tomkin answered his own question. “I know he’s for sure gonna try to sweeten their percentage.”
Nicholas had picked up a large square buff envelope off the writing desk. He flicked its stiff corner with a fingernail.
“Stop playing and tell me what you think, goddamn it.”
Nicholas looked up. “Patience, Tomkin,” he said softly. “I told you in the beginning that pulling this merger off would require patienceperhaps more patience than you have.”
“Bullshit!” Tomkin came over to where Nicholas was standing. His eyes narrowed. “You saying they’re outmaneuvering me?”
Nicholas nodded. “Trying to, at least. The Japanese are never open about negotiation. They won’t come to terms until the very last instant because they’re looking to see what will happen in the interim. Nine out of ten times, they feel, something will occur to their benefit. So until then, they’ll do their best to keep us off balance.”
“You mean like Nangi,” Tomkin said thoughtfully. “Put a fox in the henhouse.”
“And see what evolves.” Nicholas nodded again. “Quite right. Perhaps, they reasoned, the friction would bring out your real anxiety in making the deal and they could negotiate better terms tomorrow or Monday.” He tapped the envelope against his finger. “The Japanese knew that you never come to a negotiation showing your true nature. To deal effectively with you, they must find this out. It’s called To Move the Shade. It’s from the warrior Miyamoto Musashi’s guide to strategy. He wrote it in 1645 but all good Japanese businessmen apply his principles to their business practices.”
“To Move the Shade,” Tomkin said thoughtfully. “What is it?”
“When you cannot see your opponent’s true spirit, you make a quick decisive feint attack. As Musashi writes, he will then show his long swordtoday we can transform that into meaning his negotiation spiritthinking he has seen your spirit. But you have shown him nothing of
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