Chapter 173: If You Win, This Is How You Negotiate

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Xiao Fengxian and Zuo Qigong were brought back to Xiongzhou by Zheng Yunzhong and Ma Zheng, and lodged in a private home for brief rest.

——Xiongzhou had originally housed an official relay station, but it had been seized by the Pacification Commission; of course, this was after they had built Emperor Zhao Yu a palace.

Thus, Xiao Fengxian and Zuo Qigong could not stay at the relay station upon their mission to Xiongzhou.

Yet in all other respects, the Song court observed every proper protocol.

This slightly eased Xiao Fengxian and Zuo Qigong's hearts.

In the evening.

Zheng Yunzhong, on orders, came to demand the state letter from Xiao Fengxian: "Gentlemen envoys, my Chancellor wishes to review your state letter; we humbly request your courtesy."

Zuo Qigong said: "The state letter must be presented directly to Your Majesty of your empire; we dare not show it to any other."

But Zheng Yunzhong paid no attention to Zuo Qigong, the Han deputy envoy, and instead looked toward Xiao Fengxian, the Khitan chief envoy.

"Han'er" was originally a term used by minority groups to refer to Han people, as seen in Han yuefu poetry: "I am a barbarian child, I do not understand Han'er songs," and in Tang poetry: "Han'er all speak like barbarians, yet shout insults at Han'er from the city walls."

At that time, "Han'er" meant the same as "Hanren," carrying no positive or negative connotation.

But after the Liao seized the Sixteen Prefectures of Yan and Yun, especially during its standoff with the Northern Song, the terms used by Liao and Song to refer to Han populations within their respective territories began to change.

The Liao called Han people within Song territory "Nanren," and those within their own territory (mainly Yan-Yun) "Han'er."

The Song also called Han people within Liao territory "Han'er," and sometimes even insulted them as "Fanren."

The Liao, the Song, and later the Jin all uniformly referred to the Han people of Yan-Yun as "Han'er."

This indicates that "Han'er" had evolved into a derogatory term, reflecting the deep distrust the Liao, Song, and Jin held toward these Han people of Yan-Yun.

Historically, Emperor Zhao Ji and his ministers sought to curb Guo Youshi and the Constant Victory Army, fearing their dominance, so they ordered Tan Zhen to recruit ten thousand strong Han'er to form the Righteous Victory Army, hoping they would defend their homeland and reclaim and hold the Nine Prefectures of Yun behind the mountains.

To this end, Zhao Ji spared no expense, pouring vast wealth and resources into improving the Righteous Victory Army's conditions at great cost.

Yet when battle came, these Han'er showed no loyalty to the Song, and defected en masse.

This was largely because the Song people openly insulted them as "Fanren."

Clearly, there was no sense of shared identity between the Song and the Han'er; the feeling that they were "not of our kind" ran deep.

This inevitably left the Han'er with no sense of belonging among the Song.

Thus, the Han'er turned disloyal, and ultimately defected to the Jin.

Later, when the Jin army marched south, and even during the Jingkang Humiliation, much of the collapse stemmed from these Han'er betrayals.

In later wars between the Jin and Southern Song, large numbers of Han'er were conscripted by the Jin to participate in military campaigns against the Southern Song.

These Han'er, leveraging their knowledge of local geography and Han customs, served as guides and intelligence sources for Jin troops, aided their battles, and even became Jin soldiers themselves.

This enhanced the Jin's military effectiveness and severely undermined Southern Song defenses.

One could even say that in the Southern Song's resistance against the Jin, much of the fighting was against these Han'er.

Tragically, though many Han'er willingly served as dogs for the Liao and Jin, because some still favored the Song, neither the Liao nor the Jin ever truly trusted them—only exploited them.

Of course, the historical Song, due to the large number of Han'er loyal to the Liao and Jin, also distrusted them.

In a sense, these Han'er were caught in the gap: rejected by their homeland, yet never genuinely accepted by their new masters, like castaways of fate, drifting helplessly through history's river. They clung to power out of necessity or under duress, seeking only a sliver of survival. Yet the cost of this survival was the twisting of their souls and the loss of their identity.

Zuo Qigong was a typical Han'er—and a typical traitor, utterly loyal to the barbarians.

Before heading north, Zhang Chun, who knew history well, had discussed the Han'er issue with Zhao Yu.

Later, Zhao Yu discussed the Han'er issue again with Ceng Bu and others.

Ultimately, Zhao Yu and his ministers reached consensus: treat Han'er differently.

That is, fully accept and trust Han'er like Zhao Liangsi and Li Chuwen who favored the Song; but crush without mercy, even eliminate swiftly, Han'er traitors like Zuo Qigong who favored the barbarians.

Through observation on this journey, Zheng Yunzhong had confirmed Zuo Qigong was the Han'er traitor the Song court intended to eliminate, so he showed him not a single ounce of goodwill.

Besides, who ever argues with the deputy envoy while the chief envoy is present?

That is a cardinal sin in negotiations.

Xiao Fengxian, however, was easygoing—he immediately produced the state letter and handed it to Zheng Yunzhong.

Zheng Yunzhong took the letter and immediately delivered it to Ceng Bu, Han Zhongyan, Su Zhe, and Cai Bian, the four Chancellors.

Ceng Bu and the others read it: Yelu Yanxi's letter to Zhao Yu contained vast passages of insolent, scolding language:

Such as: "Your court lacks virtue and judgment, ignores heavenly timing and human affairs; while warring with the Western Xia, you dare provoke the great Liao's heavenly might and seek your own destruction!"

Such as: "For a hundred years, peace between Liao and Song has been maintained by the Chanyuan Alliance; your Song is a land of ritual. Now, breaking this friendly pact, you launch troops northward—war must have righteous cause. Why have your soldiers come here?"

And again: "You have launched troops to our border, seized our people's land, and broken the alliance first. Our great Liao shall respond tooth for tooth, eye for eye, raise an army to punish you, with thunderous might to uphold heavenly justice. Cease your aggression, withdraw your troops immediately, return all captured cities and lands taken from the Xia, then we may speak of peace again. Otherwise, heavenly wrath is unfathomable—bear the consequences yourself!"

Had the Liao issued such a letter before the Song's decisive victories, it might have pressured the Song—after all, the two sides had not yet fought directly, and Liao's deterrence still stood.

But three days ago, the Song won both battles decisively, capturing Yelu Wotela alive. Even the conservative Han Zhongyan, upon reading this letter, could not help saying: "How dare such a letter be presented? Return it to the Liao envoys. Tell them to rewrite it properly before returning to negotiate."

Even Su Zhe said: "The Northern Court boasts of its numbers, yet ignores heavenly principle and lacks morale. Yesterday's battle saw your forces crushed, generals captured, armor abandoned, commanders fleeing in terror—and now you present this letter? Only a laughingstock."

Ceng Bu, however, spoke fairly: "They drafted this letter before their defeat. That is why they are so bold. After this loss, if the Northern Court rewrites it, they will never dare such words again."

Cai Bian added with contempt: "Since Xiao Fengxian now knows the situation, he should have destroyed the letter outright to avoid escalating tensions and bringing disaster upon his court. Yet he lacks even this basic wisdom. How tragic! Such a man could become a pillar of the Northern Court and receive the emperor's favor? It is fitting that our great Song shall rise again."

The four discussed and agreed: presenting this letter to Zhao Yu would serve no purpose.

So Ceng Bu, representing the other three Chancellors, went to Zhao Yu and delicately recounted the letter's contents.

Zhao Yu listened, then told Ceng Bu: "You handle it as you see fit."

If the Song had lost the war, Ceng Bu's inability to negotiate might be excused.

But now that we've won— if Ceng Bu still cannot negotiate, he has wasted decades in court politics.

Soon after, Ceng Bu summoned Zheng Yunzhong and Ma Zheng, gave them instructions, and sent them with the Liao state letter to meet Xiao Fengxian and Zuo Qigong.

When Zheng Yunzhong and Ma Zheng met Xiao Fengxian and Zuo Qigong, they returned the state letter to Xiao Fengxian—and said nothing else.

That fool Zuo Qigong, seeing Zheng Yunzhong and Ma Zheng remain silent, had the audacity to ask: "What is your court's reaction to our state letter?"

Zheng Yunzhong replied coldly: "What reaction do you want? Shall I immediately cut off your heads and march north to destroy your ancestral temples and state altars?"

Zuo Qigong was instantly left speechless by Zheng Yunzhong!

Zuo Qigong wasn't unwilling to speak for Liao, but the problem was, Zhao Yu had personally led the campaign, first reclaiming Yizhou, then crushing the Liao army—achievements well-documented. At this point, if Zuo Qigong still dared to lie with his eyes open, he might as well be seeking death.

Though he could not openly defend Liao, Zuo Qigong still spoke delicately: "Affairs between two great states must be negotiated—why rush into such actions?"

Zheng Yunzhong said: "Your court stubbornly interferes with our recovery of Xixia's ancestral lands, repeatedly threatening us with military force—and it always works. Now you've massed troops in our Hedong region, feigning an attack on Hedong or reinforcements for Xixia, like a sword hanging over our heads, while still detaining our envoys without release. This is outrageous! Our army has already mobilized—the two sides are already at war. What is there left to negotiate?"

Ma Zheng chimed in with a conciliatory tone: "If you're eager to settle matters, negotiation is still possible—but your court must calculate carefully."

Seeing Ma Zheng open the door, Xiao Fengxian quickly asked: "How do you mean?"

Zheng Yunzhong shot Ma Zheng a stern glance, signaling him not to speak rashly and ruin the Great Song's grand plan.

Xiao Fengxian immediately pulled out two pearl beads, each the size of a chicken's egg, and slipped them into Zheng Yunzhong's and Ma Zheng's hands, then cautiously asked: "What does your emperor truly intend by constantly threatening war?"

Though he had accepted Xiao Fengxian's northern pearls, Zheng Yunzhong still answered firmly: "The army has already moved—there is no need for further negotiation. Our emperor has personally led the campaign, determined to reclaim the Sixteen Prefectures of Yan-Yun and pacify the Sanzhou of Luan-Ying. Our forces are already marching north and will soon arrive beneath the walls of Yanjing."

Drumbeats reveal the rhythm; words reveal intent.

Though Zheng Yunzhong's words were harsh, he had still revealed the Great Song's "trump card" to Xiao Fengxian and Zuo Qigong.

Upon hearing the Great Song's outrageous demands, Zuo Qigong couldn't help exclaiming: "Many matters between our two courts were already settled—why launch war without even a warning? What logic is this?"

Ma Zheng replied: "It is because your court has lost moral ground that this has happened. I advise your court: if you wish to avoid the collapse of your dynasty, act swiftly."

Zuo Qigong could not help retorting: "War is a deadly instrument; Heaven abhors it. Your court has seized vast territories from Xixia and still isn't satisfied—you insist on destroying a nation's lineage. How absurd! Now, disregarding past oaths and alliances, you strike first, achieving only minor victories. Our Great Liao is a great power, vast in territory and strong in manpower. If your court awakens and makes even slight adjustments, how easily could you advance? But tell me—once war begins, when will the blades ever be sheathed?"

Zheng Yunzhong, staring at this Han traitor, veins bulging, bluntly warned Zuo Qigong:

"Men are born of different kinds—not by willing yourself to be a dog can you become a Khitan."

"Even if you are utterly loyal to the Khitans, in their eyes you are merely a dog—not a man."

"Since the Khitans founded their state, they have invaded our Han lands, seized our Han cities—the Sixteen Prefectures of Yan-Yun remain unrecovered. You do not think of reclaiming our ancestral soil, yet forget your ancestry, aid the tyrant, and willingly serve as the Khitans' hound. How dare you stand here, brazenly speaking of Heaven's Way and human morality? How shameless!"

Zuo Qigong was so enraged he completely lost composure—he pointed at Zheng Yunzhong and shouted: "You!"

But Zheng Yunzhong directly threatened: "Go ahead—say whatever you wish to say. See if I can help you fulfill your loyalty to the Northern Court."

Zuo Qigong fell silent, his face flushed crimson. His eyes, usually sharp with calculation, now flickered with indescribable humiliation and fury. He knew clearly that in this verbal duel, he had been utterly defeated—any further argument would only make him look more pathetic, even cost him his life.

The air around them seemed frozen, broken only by the occasional distant neigh of warhorses. Seeing the tension, Xiao Fengxian stepped forward urgently, trying to ease the hostile atmosphere. He cleared his throat, his tone pleading and conciliatory:

"Lord Zheng, why be so aggressive? War is no child's play—it once begun, lives will be ruined. What sin have the common people committed? Why not work together to find a peaceful solution? Would that not be far better?"

Zheng Yunzhong said: "If our emperor feared your court's strength, would he have personally led a great army northward? The proclamation of war is already on its way—you two ministers will see it soon."

Ma Zheng continued his conciliatory role: "Now that matters have reached this point, what good is bickering? If you two envoys can persuade your emperor to cease interfering with our Great Song's recovery of Xixia, return the Sixteen Prefectures of Yan-Yun to us, and cede the Sanzhou of Luan-Ying, with the Great Wall as our border—preserving your court's ancestral temples and state altars—you would truly serve your country."

Xiao Fengxian sighed: "How easily said! It seems your court listens to mad, reckless words and treats our state as a fallen Xixia. But beware—you may bring great disaster upon yourselves!"

Zheng Yunzhong countered sharply: "This situation arose because your court was in the wrong. If you correct course now, there is still hope for remedy. But if you remain obstinate, you will surely bring great disaster upon yourselves!"

Seeing no further dialogue possible, Xiao Fengxian and Zuo Qigong left Xiongzhou, heading north to return to Yanjing and report to Yelu Yanxi on the attitudes of Zhao Yu and his ministers…

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(End of Chapter)