Read Online The Miko - 02 by Eric Van Lustbader - Free Book Online
Authors: Eric Van Lustbader
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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 patience—perhaps 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 sword—today we can transform that into meaning his negotiation spirit—thinking he has seen your spirit. But you have shown him nothing of value and he has instead revealed his inner strategy to you.”
“And that’s just what happened a few minutes ago with Sato and Nangi?”
Nicholas shrugged. “That depends on how much they actually drew you out.”
Tomkin touched the tips of his fingers to his temple. “Well, it doesn’t matter worth a damn,” he said a little breathily. “I have you, Nick, and between us we’re gonna squeeze these bastards into the box I have waiting for them—Musashi’s strategy or not.”
“Like the disparity in profit figures?” Nicholas said sardonically. “You told me Sphynx’s share would come to a hundred million but the figures you gave Sato indicate that Sphynx and the Sato kobun will be splitting a hundred and fifty million between them.”
“Ah, what’s fifty mil more or less,” Tomkin said, massaging his temple with some force. He grimaced. “Goddamn migraines.” He looked at Nicholas wearily. “My doctor says it’s purely a product of the world I live in.” He made a rueful smile. “You know what he prescribed? A permanent Palm Springs vacation. He wants me to rot by the side of a pool like the rest of those flyblown palms.” He winced at the pain.
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 patience—perhaps 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 sword—today we can transform that into meaning his negotiation spirit—thinking he has seen your spirit. But you have shown him nothing of value and he has instead revealed his inner strategy to you.”
“And that’s just what happened a few minutes ago with Sato and Nangi?”
Nicholas shrugged. “That depends on how much they actually drew you out.”
Tomkin touched the tips of his fingers to his temple. “Well, it doesn’t matter worth a damn,” he said a little breathily. “I have you, Nick, and between us we’re gonna squeeze these bastards into the box I have waiting for them—Musashi’s strategy or not.”
“Like the disparity in profit figures?” Nicholas said sardonically. “You told me Sphynx’s share would come to a hundred million but the figures you gave Sato indicate that Sphynx and the Sato kobun will be splitting a hundred and fifty million between them.”
“Ah, what’s fifty mil more or less,” Tomkin said, massaging his temple with some force. He grimaced. “Goddamn migraines.” He looked at Nicholas wearily. “My doctor says it’s purely a product of the world I live in.” He made a rueful smile. “You know what he prescribed? A permanent Palm Springs vacation. He wants me to rot by the side of a pool like the rest of those flyblown palms.” He winced at the pain.
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