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from her parfleche. This type of beadwork is popular in curio shops in certain
Gorean cities, far from the perimeter; it may also be fashioned by leather
workers into various crafted articles, such as purses, pouches, wallets, belt
decorations;
envelopes and sheaths. Interestingly this type of article is more popular away
from the perimeter than near it. It is not merely that it is more common
nearer the perimeter but, I think, that it serves as a reminder, near the
perimeter, of the reality and proximity of the red nations, whereas these same
nations, or tribes, far from the perimeter tend to be regarded not only as
remote but as almost mythical peoples. The ear-splitting cry of a Kaiila
warrior, for example, has seldom awakened a good burgher of Ar from his
slumbers.
"Five," I suggested to the Dust-Leg woman. I
recalled that Grunt had, two days ago, at another trading point, received five
such rectangles for a similar mirror. I smiled when I made this suggestion to
the Dust-Leg woman. In such trading, it is a good idea, on both sides, to
smile, a great deal. This makes the entire exchange, if one takes place, a
good deal more pleasant for both parties.
Not only are tensions eased but vanities are less likely to become involved in
the trading. It is easier, if one is smiling, to get a little less than one
would like, or to give a bit more than one might otherwise choose to.
Concessions, thus, for
both sides, are less like defeats and more like favors bestowed on friends. In
the long run, this increases the percentage of mutually satisfactory bargains,
and the individual who has found dealing with you satisfactory, of course, is
more likely to deal with you again. He becomes, in effect, a customer. It is
better to make less profit on a customer and have him come back than make a
higher profit and not see him again. These, at any rate, were the sentiments
of Grunt, who seemed popular with the Dust Legs, and, as far as I can tell,
they are substantially sound.
I glanced again to the white female slave of the
Dust Legs, kneeling, eyes down, in her beaded collar, by the kaiila. I thought
if she were washed and combed she might not be unattractive. It was easy to
see why Dust-Leg men might find such goods of interest. It might be pleasant
to have such a lovely animal about, to cook one's meat, to keep one's lodge
and please one, humbly and obediently, in the furs. I could also see why
Dust-Leg women could view such a commodity with distaste and contempt. How
could they, free, begin I compete with a slave? How could they even begin to
do it unless they, themselves, also became slaves?
"Two," said the Dust-Leg woman.
"Five," I said. My interest in the Barrens, of course, was not in trading. As
far as I was concerned I might have give the woman the mirror.
On the other hand, I realized, and Grunt had made it clear to me, too, that
one must not insult the red savages nor deal with them unrealistically,
particularly in the light of other traders and merchants who might follow me.
If I gave away goods, or traded them too cheap this would suggest that I was
delivering cheap or inferior merchandise, an inference it would not be in our
interest for red savages to draw. Too, if they thought the goods sound, they
might think they had been paying too highly for them in the past, or expect
that future dealers would deal with them similarly, which, of course, they not
be likely to do, nor be able, realistically, to afford to do.
One of the Dust-Leg men was examining, with great care the hatchet which Grunt
had shown him. Grunt
excused himself and rose to his feet. One does not hurry red savages in their
perusals of products.
Grunt went again to his stores and brought forth some packages, wrapped in
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waxed paper.
"Canhanpisasa," said Grunt. "Canhanpitasaka.
Canhanpitiktica." He then began pass out, to the
Dust-Leg men and women about, pieces candy, lumps of cake sugar and flakes of
dried molasses. The woman with whom I was dealing, too, received a palmful of
molasses flakes. She smacked her lips.
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