Chapter 1108: Negotiations of Mutual Exchange

With water- and animal-powered machinery, with iron-smelting furnaces that could mass-produce high-quality wrought iron, with Xuzhou's own status as a coal and iron center, and with the craftsmen gathered by the Xu family and the Zhao Character Camp — when all these elements came together, they produced large quantities of high-quality ironware of every kind. For the same item, the cost to make it in the Zhao Character Camp's workshop was only a tenth of what it cost elsewhere, or even lower. Naturally, the price could be driven down and the profits driven high. The same was true of the textile workshops. The supervisors in the Crafts Bureau had all calculated that once weaving caught up to the pace of spinning, output would surge again, costs would drop further, and profits would be enormous.

"Skill and craftsmanship are silver" — this saying was firmly remembered by many in the Crafts Bureau. The craftsmen understood better than most Zhao Jin's miraculous ability to turn stone into gold. It was not some past-life wisdom or immortal's trick; as long as you had rich experience, did and thought about things a great deal, and were willing to put in the effort to study them, then you too could produce such stone-into-gold methods.

But everyone also knew that this could only be done within the Zhao Character Camp. Anywhere else, craftsmen were not treated as people of any standing at all — who would give them so much in expenses for nothing? Who would let them have the spirit to study and ponder? Working day in and day out like oxen and horses was the norm.

At the market and the salt exchange, Li Laohai and his men also observed very attentively, though they showed no surprise. They recorded every large consignment of goods that converged from various places. What puzzled the Trade Bureau was that Li Laohai and his men paid the most attention to cotton cloth and asked about it in great detail. Could it be that Master Jin, with his divine foresight, had long anticipated this and arranged it? Many entertained such speculations.

Zhao Jin did not keep them waiting long. On the fourth day, the Zhao Character Camp received Li Laohai in the guest hall of the council chamber. Only Li Laohai and his most trusted nephew, Zheng Dacai, were permitted to enter. After wandering around Xuzhou these past few days, Li Laohai's sons and nephews had been awed time and again and had already lowered their bearing and attitude considerably; they had no objection to this at all.

"Brother Li helped Housheng a great deal in Macau. Those cannons and craftsmen have been of great use to us, and this Zhu Xingshu is an even greater talent — he has already been a tremendous help. Xuzhou owes Brother Li a favor. For this batch of weapons and armor, anything up to five hundred pieces is a gift." Zhao Jin came straight to the point.

Others might laugh at Zhao Jin for being so stingy — a magnate of his stature, what were a few hundred sets of arms and armor? But Li Laohai found it perfectly normal. No one's trade goods and business just fell from the sky. Giving things away for free just to be called generous and forthright was the act of a wastrel. Moreover, Zhao Jin's words clarified the proper attitude between the two sides, saving both parties a great deal of trouble. Li Laohai felt very comfortable with this.

"Many thanks for Master Jin's kindness. Old Li thanks you on behalf of our Dragon Head."

"I want seagoing ships. I want sailors who can navigate and handle ships at sea. These ships and sailors must be my own. For now, I also want to use ships — I want seagoing ships and the men aboard them to do things for me. I also want foreign craftsmen who understand their trades, and I want all kinds of foreign firearms. That is what I want. Brother Li, what do you want?" Zhao Jin said directly.

At Zhao Jin's directness, Li Laohai and his nephew were both somewhat taken aback, but then they felt a wave of relief. This was how negotiations were easiest to conduct. Men who lived life on a knife's edge truly could not adapt to the pleasantries of formal occasions.

"Master Jin is indeed forthright. Our Great Gang has nothing much else — just many ships and many men on the sea, all stout fellows forged by wind and wave, fearing neither death nor the king's law, yet also understanding how to act according to the rules. Whatever Master Jin needs, our Great Gang will do its utmost to provide. As for what our Great Gang wants…" Li Laohai first agreed crisply, then fell into thoughtful silence.

After a quiet moment, Li Laohai turned to his nephew and said, "If I miss anything, remind me directly. Don't worry about being rude. Master Jin is a hero; he won't mind."

"Master Jin, our Great Gang wants many things. The weapons, iron armor, and iron parts we've seen at your esteemed place these past few days — the annual demand for these is enormous. Apart from that, raw silk, cotton cloth, and timber are all urgently needed. If Master Jin can provide these, the price is entirely negotiable." Li Laohai first listed several items.

Wang Zhaojing and Ruhui were both present. Hearing the list of demands the other party put forward, everyone found it strange. These items were hardly rare trades in the Great Ming. Foreign maritime trade was all hugely profitable business — why were they concerned with these things? Over on that side, Li Laohai's nephew leaned in to whisper. Over here, Ruhui whispered to Zhao Jin, "Timber is something we only have enough of for our own use. Raw silk would need to be purchased from Jiangnan. Cotton cloth, however, we can supply."

After saying this, he went over to whisper to Wang Zhaojing. If raw silk was to be purchased from Jiangnan, it would have to go through the Yu family. As for timber, though it seemed to be everywhere, the Zhao Character Camp could not, for the moment, assemble the bulk quantities needed to supply seagoing ships at the port. In fact, Xuzhou's timber was all imported from various places.

"…If it is convenient for your esteemed side, our Great Gang would like to arrange a few buyers at Qingjiangpu, so that purchased goods can be loaded directly onto ships. We also ask Master Jin to set the rules for this, and we will act according to the rules…" Li Laohai continued.

Anything could be bought at the great market of Qingjiang. Once the goods were on board and out to sea, it would have nothing to do with the Zhao Character Camp. But Li Laohai also knew under whose control Qingjiangpu lay and was willing to pay the regulatory fees. To Zhao Jin, however, all this was of little significance. Even if they didn't sell the cotton cloth to the other party, they had no worries about finding buyers. And there was no need for the Zhao Character Camp to get involved as a middleman reselling raw silk and timber.

The Zhao Character Camp, in a sense, took a cut from all transactions occurring in Qingjiangpu, so naturally there was no need to haggle over every detail with this Li Family Great Gang. Yet if they could not offer something that truly moved the other party, there would be no way to get them to do things. The ironware business was certainly not small, but it was not a frequent transaction and could not hold onto people either.

"…If Master Jin could lease our Great Gang a port east of Qingjiangpu, we would be eternally grateful. If that is not possible, a few berths at the docks over there would also be excellent…" Li Laohai had not made these visits in vain. He must have gathered all kinds of intelligence and brought it back; they had discussed and decided on a course of action before coming again.

For men of the sea, having a port on the mainland, especially one close to a commercial city, was of immense value. The Clam Port, where the Yu family was based, was a treasured ground coveted by all maritime powers. It was only thanks to the Yu family's backing on land by the Zhao Character Camp, and their control of the salt trade at sea which they used to build close ties with the sea lords, that no major trouble had befallen them.

But Clam Port was certainly eyed by many. In all fairness, Li Laohai's request was not excessive, because what the Li Family Great Gang could offer far exceeded what the Yu family provided. The reason he had not mentioned the name "Clam Port" in his earlier request was simply a desire to handle things with decorum.

"Clam Port cannot be given to you. The Yu family has done a great deal for Xuzhou and is still risking life and limb for us now. This is what they have earned." Zhao Jin said directly. The Yu family had their own private calculations, but in terms of greater duty and principle, they had not failed the Zhao Character Camp. Now they were also taking great risks by going to Liaodong. Under such circumstances, one certainly could not pull the rug out from under them.

Li Laohai was not particularly surprised by this answer; his expression remained very calm. The younger man beside him, however, showed regret and disappointment. When Zhao Jin finished, Li Laohai smiled and said, "In that case, we shall rely on Master Jin's care and favor from now on."

"Cotton cloth is easy to arrange. On the raw silk side, I will do my best to give you convenience. As for timber, there is nothing I can do." Zhao Jin spoke the plain truth. But he was also puzzled. Jiangnan silk was a bulk commodity and maritime trade there was flourishing. How could an organization of the Li Family Great Gang's scale be unable to secure a source of raw silk?

"Normally, on a first visit to Master Jin, one should not be so presumptuous. But the seas off South Zhili and Zhejiang are dominated by that Zhong Bin. He wants to monopolize all the goods produced in Jiangnan. If anyone wants to sell to the outside, they can only get goods from him. The profit is still considerable, but the indignity is unbearable. That is why we have urgently come to beg Master Jin to think of a solution." Li Laohai explained the reason.

The name Zhong Bin was not one Zhao Jin was hearing for the first time. To be feared by this Li Family Great Gang, and to have his name reach Zhao Jin's ears time and again, he must be a power of tremendous scale. Yet such a colossal maritime power had virtually no dealings with the equally colossal Zhao Character Camp, which showed how completely separate the worlds of land and sea were in this era.

Hearing that the Zhao Character Camp could supply cotton cloth, a look of delight appeared on Li Laohai's face. He hesitated a moment, then slapped his thigh with his one arm and said, "Our Li Family Great Gang and Master Jin's side are in this for the long, enduring haul. Whatever ships Master Jin needs to use, however many men, please just say the word to me, and our Great Gang will do its utmost!"

The several men of the Zhao Character Camp in the room exchanged glances and nodded to themselves. This Li Family Great Gang truly had the grand manner of maritime heroes. They had gained practically nothing from this side, yet dared to place their bets first. This way of doing things somewhat resembled the Zhao Character Camp's own style, and it felt very agreeable.

Zhao Jin sat there pondering for a moment. Given his status, everyone in the room naturally waited in silence. After a while, Zhao Jin spoke, "I still have a port over in Haizhou. You may use the dock berths there. If you are willing to help me build ships and train sailors, and put more effort into doing things for me, then the share of that port can also be increased for you."

At these words, expressions of disbelief appeared on the faces of Li Laohai and his junior. They were clearly stunned. Li Laohai leaned forward and asked, somewhat discourteously, "Is Master Jin speaking of that Haizhou, the one for Huai salt? That place can only accommodate small boats, and it's guarded by government troops. Isn't it only the Yu family who can ship salt from there?"

His questions were a bit jumbled, but everyone knew that although Haizhou bordered the sea, its port was very small. Moreover, it was garrisoned by a Thousand-Household Office, and the local militia and trained braves were also quite formidable. It was very difficult for the great maritime gangs to get a hand in there. No one had expected Zhao Jin to mention that place.

"When you have the time, you can go and take a look. It is currently being renovated, and the scale will certainly be much larger than Clam Port."

"Master Jin, can salt be shipped from there?" Li Laohai pressed urgently.

A relaxed smile appeared on Zhao Jin's face. Since the conversation began, he had finally seized a bit of the initiative. It was laughable, really — vast Qingjiangpu, vast Xuzhou, already the most prosperous places under heaven, yet they did not have the goods the other party needed.

Thanks to the old friends "User Cold Night, Qi Sanwen, Yuan Heng Li Zhen, Summer Without Wind, User Black Water Old Demon, Dragon King in the Wind, Blessing of the Light Angel" for their tips. Thank you all for your subscriptions and monthly tickets. Thank you, everyone.