Page 38 of A Rogue to Resist
They returned to the timber merchant’s stall, where Mr. Burnham watched their approach with visible apprehension. Katherine noticed several other vendors and marketgoers lingering nearby, clearly hoping for another explosive exchange.
“Mr. Burnham,” Drake began, his tone now coolly professional, “it seems Lady Katherine and I have different perspectives on what constitutes a fair price for your excellent timber.”
The merchant shifted uncomfortably. “My lord, I assure you my prices are competitive for the quality—”
“I’m certain they are,” Drake interrupted smoothly. “For a small order. However, given the extensive repairs planned throughout Greythorne, we will be requiring a substantially larger quantity than initially discussed.”
Katherine glanced at him sharply, recognizing the negotiating tactic. By increasing the order size, Drake was creating an opportunity for Burnham to lower his per-unit price while still making a healthy profit on the larger volume.
“How much larger, my lord?” Burnham asked, interest clearly piqued.
“At least three times the original estimate,” Drake replied. “Possibly more, depending on what we discover as repairs progress. In addition to the tenant cottages already discussed,the manor itself requires significant work, as do the home farm buildings and the mill.”
Burnham’s eyes widened slightly at the prospect of such a substantial sale. “That would be a considerable order indeed, my lord.”
“One that would guarantee you steady business throughout the season,” Drake noted. “Provided, of course, that we can agree on terms that benefit both Greythorne and your enterprise.”
Katherine watched with reluctant admiration as Drake smoothly guided the conversation toward a compromise. It was clear he was a skilled negotiator, firm but not antagonistic, identifying mutual benefits rather than focusing solely on price reduction.
“What terms did you have in mind, my lord?” Burnham asked cautiously.
“A fifteen percent reduction from your quoted prices, with payment in three instalments rather than upon delivery.” Drake glanced at Katherine. “And a guarantee that we will source all timber for this season’s repairs exclusively from your establishment.”
It was a masterful proposal—the price reduction was significant but not insulting, the payment terms favoured the estate’s cash flow while still ensuring Burnham would be paid in full, and the exclusivity clause gave the merchant security that Drake wouldn’t take his reduced prices and then seek an even better deal elsewhere.
Burnham hesitated, clearly making calculations in his head.
“Twelve percent reduction,” he countered. “With the first payment upon order rather than delivery.”
“Fourteen percent,” Drake returned without hesitation. “With guaranteed orders for the next three seasons, assuming quality remains consistent.”
Katherine could practically see Burnham’s mental arithmetic. A slightly smaller immediate discount in exchange for guaranteed business for three years was an excellent trade-off for the merchant.
“Done,” Burnham agreed, extending his hand.
Drake shook it firmly, then turned to Katherine with a raised eyebrow, as if seeking her approval. The gesture surprised her—after their heated argument, she had expected him to conclude the negotiation without acknowledging her input at all.
“The terms seem fair to both parties,” she acknowledged, offering Burnham a reassuring smile. “And Greythorne has always valued its long-standing relationship with your family, Mr. Burnham.”
The merchant visibly relaxed. “Thank you, my lady. It’s good to know some things remain constant, even as others change.”
As they moved away from Burnham’s stall, Katherine was acutely aware of the curious glances still following them through the market. Their argument had clearly provided the village with more excitement than the usual market day fare.
“I apologize for raising my voice,” Drake said quietly as they walked. “Your expertise deserves more respectful consideration, even when we disagree.”
The admission caught Katherine off guard. “I... thank you. And I should acknowledge that your concerns about the estate’s finances are entirely valid.”
“Though not enough to change your position completely, I note,” he observed, a hint of that frustrating half-smile playing at the corner of his mouth.
“No,” Katherine agreed with a reluctant smile. “Not completely. Though I’ll concede your negotiating skills achieved a result that serves both our priorities.”
“Both our priorities,” Drake mused. “That’s progress, I suppose. Your concern for relationships, my concern for budgets.”
“Perhaps that’s what we need,” Katherine found herself saying. “Someone to balance the other’s instincts.”
“High praise indeed,” Drake replied, the smile becoming more pronounced. “I shall treasure this rare moment of approval.”
Katherine felt a reluctant smile tugging at her own lips. There was something oddly freeing about their argument, as if having finally expressed their frustrations so openly had cleared the air between them.
