Chapter 29 Capital Negotiations

Chapter 29: Negotiations in the Capital

Upon landing, they were met by the head of the North China market.

Vice President Yang’s luggage was initially handled by Jianxin’s assistant. However, seeing Shen Zongnian single-handedly carrying the enormous suitcases for both himself and Tan Youming, while Zhong Manqing and Yang Shiyan only managed their own bags, he quietly reclaimed his rolling suitcase from the assistant.

They checked directly into the hotel designated for negotiations. Shen Zongnian and Tan Youming occupied a suite, while the others each had their own room.

As Tan Youming had anticipated, the contract renewal negotiations proved difficult. The Felipe family had dispatched an elite negotiation team, featuring new faces among the lawyers, financial experts, and spokespersons.

Tan Youming and Shen Zongnian exchanged a glance, both recognizing the challenging battle ahead.

Due to recent trade surpluses and tariff adjustments, both the international and foreign trade environments had significantly shifted since their last contract signing. Consequently, both parties fiercely contended over the contract terms.

After four days of intense discussion, no preliminary consensus had been reached. Sensing the pervasive weariness and low morale, Tan Youming clapped his hands and announced, "Everyone has worked hard. Tonight, Mr. Shen is treating us to Yu Prince Manor. After dinner, please get some good rest and relax." He then privately instructed Yang Shiyan not to be constrained by the meal budget, assuring her that any excess expenses would be covered from his personal account.

To ensure their subordinates felt at ease, Shen Zongnian and Tan Youming opted not to dine out with them. Instead, they ordered a roast duck set from the hotel, accompanied by small portions of *miancha* (millet porridge) and sweet fried cakes. After eating, they resumed work in the same room, sharing the executive desk as they each focused on their tasks.

Tan Youming scrolled through the day’s meeting minutes, reviewing the offshore prices and final delivery methods discussed by the opposing side. Upon receiving a list from Yang Shiyan of Hong Kong merchants the other party was simultaneously engaging, he irritably pulled out a cigarette and held it unlit between his lips.

He wondered if the other party was genuinely pursuing multiple negotiations or merely spreading rumors to pressure Jianxin.

Dozens of pages of quotations strained his eyes. Tan Youming leaned back against the executive chair, resting his feet on Shen Zongnian’s knees, and closed his eyes, massaging his temples with an air of utter exhaustion.

Shen Zongnian, in the midst of a remote meeting, muted his microphone and turned off his camera. He removed one Bluetooth earbud, picked up a lighter, and with a "click," ignited it, granting permission: "Just half a cigarette."

Tan Youming slowly opened his eyes and sat up, leaning forward with the cigarette in his mouth to meet the flame in Shen Zongnian’s hand. An orange-red glow flickered. The chandelier in the executive suite cast a warm, subdued light, while outside the high-rise window, the night sky flowed like water.

Frowning, Tan Youming absently exhaled a puff of smoke. As the casual rings dissipated, they revealed the serious, focused face of a young man.

Shen Zongnian averted his gaze, snapped the lighter shut with a "clack," and tossed it aside. Tan Youming, still clenching the cigarette, cursed his former classmate: "Felipe has become cunning."

Shen Zongnian multitasked, minimizing the video conference to a small window and pulling up the Felipe family’s investment ratios across various continents in recent years. He turned the computer toward Tan Youming: "The royal family’s finances have been cut year after year. If he fails this time, he won’t have an easy time when he returns."

"I know," Tan Youming understood. With rising tariffs and the designated unloading port entering its peak season in the latter half of the year, berths were in high demand, presenting a shared challenge for both importers and exporters.

Just as Shen Zongnian was about to present newly received evidence—several questionable operations by the Felipe family in the Asia-Pacific region, which could be minor or major but would give them a decisive advantage if introduced at the negotiation table—Tan Youming spoke first: "I’ll call Zhang Chongsheng."

Shen Zongnian’s hand paused over the evidence. "Are you going to help them schedule their berthing and unloading cycle?"

Zhang Chongsheng was a seasoned veteran in Haishi’s port management and customs brokerage.

"I’ve reviewed the berth schedules for the second half of the year. The Jixi Strait route is indeed extremely tight. Even four insurance companies have withdrawn, indicating that the difficulties are objectively real. They haven’t exaggerated or fabricated this point, which suggests they are genuinely seeking cooperation. And—" Tan Youming, holding the cigarette in one hand and scrolling through his contacts with the other, added, "I’m not 'helping' them. If I can bridge this gap for both sides, it becomes our leverage and advantage."

Shen Zongnian wasn’t entirely surprised. There was a reason so many people sought to do business with Tan Youming.

The Tan family, renowned as scholarly merchants, had a long-standing tradition of "cooperation" and "mutual benefit," a philosophy Tan Zhongshan had instilled in them since childhood.

Meanwhile, on the very first day negotiations stalled, Shen Zongnian had already tasked someone with investigating and compiling a list of the opposing party’s project shortcomings over the past five years.

In business, no one is without flaws. Shen Zongnian’s approach was to seize any weakness, no matter how small, and exploit it to turn the tables in his favor.

This held true even if Felipe was a former classmate with whom he shared a good relationship and a potential partner for other ventures.

The two approaches were neither right nor wrong, superior nor inferior—merely different perspectives. The end goal was to achieve success; the means were secondary.

Shen Zongnian calmly pointed out: "Transportation routes, especially during peak seasons, involve complex relationships. Is it truly cost-effective to go to such lengths for this one deal?"

Sometimes, golden opportunities, time-sensitive resources, and personal connections are more valuable and harder to secure than money.

These relationships couldn’t be delegated to assistants or executives; Tan Youming would have to personally intervene and incur these favors.

But favors are never given freely. It’s an equivalent exchange: what is owed here must be repaid elsewhere.

Tan Youming looked up, flicked ash from his cigarette, and met Shen Zongnian’s gaze: "Didn’t you say that positive-sum games aren’t about short-term gains, but about maximizing potential opportunities?"

Shen Zongnian paused for a moment: "What?"

"This is the same situation as when the Caleb supply chain broke down," Tan Youming realized, frowning with displeasure. "Shen Zongnian, have you forgotten?"

Caleb was Tan Youming’s opponent in his first SEA global business simulation competition during university. Shen Zongnian, as the previous champion, served as his guide and advisor. This was the first lesson Shen Zongnian taught Tan Youming.

In a positive-sum game, annihilation is not the optimal choice. Unleashing potential opportunities can yield returns greater than the sum of its parts.

Tan Youming, rebellious since childhood, listened to about seventy percent of what Guan Kezhi said, selectively followed Elder Tan’s advice, rarely heeded Tan Zhongshan’s words, but every word Shen Zongnian spoke resonated deeply with him.

Even after all these years, long after he had become independent, those teachings and guidance remained deeply ingrained in his being and consciousness, like veins on a leaf.

Fourteen matches, the sole Asian face, 268 days and nights of preparation, and four trophies engraved with his and Shen Zongnian’s names—these were the defining highlights of Tan Youming’s youth.

As for Shen Zongnian himself, after enduring fiercer storms and trials that tested human nature, he had long abandoned any gentle or compassionate approach to the world.

He had grown stronger, without vulnerabilities, but also colder, more aggressive, and entirely driven by profit.

"When this 'one' is within controllable limits, it’s worth the risk."

Tan Youming was like a diary, meticulously recording every detail of their shared past. Every action and word of Shen Zongnian was documented in black and white, undeniable and unforgettable.

It wasn’t that Shen Zongnian didn’t remember; he simply no longer fully endorsed those past ideals.

Forks in the road didn’t only appear on Berlin Road, which had already been closed off.

Two people who grew up together are mirrors of each other. Kindness reflects coldness, chivalry highlights self-interest. Tan Youming magnified every way Shen Zongnian had changed over the years.

From the inside out, they were like two different people.

The silence stretched too long, and Tan Youming grew increasingly dissatisfied: "You really don’t remember?"

The cigarette had long burned past halfway. Shen Zongnian didn’t answer his question. Instead, he directly took the half-smoked cigarette from Tan Youming’s lips and stubbed it out in the ashtray: "Make the call."

Tan Youming kicked him.

Shen Zongnian approved of Tan Youming’s "carrot approach" but didn’t abandon the possibility of using the "stick approach." He put his headphones back on and continued listening to his subordinate’s report on the Felipe family’s questionable operations.

Scheduling berths during the peak season was extremely complicated. It wasn’t just about contacting Zhang Chongsheng; it also involved commodity inspection, insurance, and customs.

Tan Youming’s mouth was dry. He might not even have noticed how many calls he made that night, but Shen Zongnian knew: twenty-one in total.

When Tan Youming set his mind to something, he always saw it through.

The moon climbed to its zenith and then gradually hid behind the clouds. On this night in the capital, Shen Zongnian finally realized that his previous worries and concerns had been entirely superfluous. Tan Youming had long been capable of handling everything on his own, and from now on, he could truly rest assured.

Felipe’s team never expected Jianxin to proactively facilitate connections. To their surprise, they requested two days to liaise with the port.

Shen Zongnian and Tan Youming dared not let their guard down, always preparing for both outcomes. Fortunately, after rounds of mediation and intense negotiation, they finally reached a broad agreement, finding common ground despite differences, on the eighth day of their arrival in Jing City.

With a workable baseline established, there was room to negotiate the details. Both sides, their nerves previously taut, relaxed a little and shared a meal.

It was fusion cuisine at a hotel overlooking the Forbidden City, with only two tables set for the evening, reserved in advance by Yang Shiyan.

However, Felipe insisted on treating them this time. His family had placed immense pressure on him regarding this project. With tariff adjustments underway, Tan Youming’s willingness to mediate and bridge the gap was not an obligation but an extraordinary favor, for which Felipe was genuinely grateful.

His formidable team had also been won over by Tan Youming. Following local customs, they raised their glasses for toasts. Beyond mere social etiquette, the smiles of these foreigners carried a newfound sincerity.

They had thoroughly researched their opponents before the negotiations. An international financial weekly once described Tan Youming as possessing a unique chivalry and righteousness characteristic of Eastern entrepreneurs.

Beyond business, old friendships were rekindled. Tan Youming brought Felipe the wine he had enjoyed at last year’s reception in Haishi: "These two bottles were obtained from Chen Wan. You know, nothing from Chen Wan is ever subpar."

Felipe’s eyes lit up as he agreed, "Of course!"

Tan Youming patted his shoulder: "I’d already thought it through—if we couldn’t reach an agreement, I’d take these bottles back unopened and drink them myself."

Felipe laughed heartily, examining the two bottles repeatedly. He thanked Chen Wan and praised Tan Youming, saying he truly lived up to his reputation as the popular king of the student organization back in the day.

With serious matters to discuss the next day, no one drank excessively. The balcony of the private room opened onto a modest garden with a golf putting green. Tan Youming and the chief negotiator from the other side were the first to pick up clubs.

With the foreign trade cooperation settled, Felipe casually brought up the Nordic energy agreement with Shen Zongnian and once again expressed his hope that Shen Zongnian would take up the position of resident Chief Security Officer.

However, Shen Zongnian stated that this meeting focused solely on the Jianxin project and emphasized that even if he were to consider it, Huantu had a strict and fair selection process.

The implication was that partners had no right to pressure or interfere.

Shen Zongnian was too assertive; even if Felipe was eager, there was little he could do.

With their work accomplished, the two gave their subordinates three days off for personal arrangements.

Shen Zongnian chose a new hotel for Tan Youming, opting not for a classic small quadrangle but a three-courtyard compound at the very end of Hongye Hutong. It was quiet, with black tiles and red walls, offering a view of a crabapple tree.

Not far away was the moat, where weeping crabapples reflected on the water’s surface like a light pink snowfall.

Tan Youming was captivated by the beauty and lingered past 11 p.m. Shen Zongnian urged him to return, but Tan Youming insisted the crabapple flowers hadn’t slept yet, blooming vibrantly.

"Then you stay here with them. I’m leaving."

"Hey."

Whether the crabapple flowers slept or not was unknown, but Tan Youming, who had claimed he wanted to see the flag-raising ceremony at Tiananmen Square, certainly didn’t wake up.

Shen Zongnian didn’t order the hotel’s breakfast set. Instead, he went out and bought some items based on Zhong Manqing’s recommendations.

Well-rested, Tan Youming found only a white bird on the windowsill staring back at him. After a quick wash, he hurried out to find Shen Zongnian.

As soon as he opened the door, he was blocked by a tall, broad-shouldered figure with long legs.

Tan Youming looked up: "Bro, could you let me know when you go out?"

"Would you even hear it?" Shen Zongnian, chilled from being outside, stepped into the courtyard. "Put on a jacket and come out for breakfast."

Now feeling the cold, Tan Youming was too lazy to go back inside. Instead, he wrapped himself in the overcoat Shen Zongnian had just taken off—still warm from his body, it was perfect.

Shen Zongnian laid out the food: *doufunao* (tofu pudding), *tangyoubing* (sweet fried pancakes), and *miancha* (millet porridge). As he ate, Tan Youming remarked, "It’s a bit different from what I had as a child."

But it was still delicious.

Shen Zongnian wasn’t entirely accustomed to northern Chinese flavors, but he finished what Tan Youming left behind.

Tan Youming was too lazy to change clothes, so Shen Zongnian had to go back to the room to find a jacket for himself. He brought a scarf and a knit cap for Tan Youming and handed him lip balm: "Put this on."

It had been bought on the night they arrived in Jing City. They hadn’t expected spring in the North to be so dry; shortly after landing, Tan Youming’s lips had begun to chap.

Tan Youming applied a layer casually, immediately relieving the dryness, then returned it to Shen Zongnian, who tucked it into his pocket.

Early spring was perfect for outings. With faint red apricots and pears, green willows and jade-like trees, the capital offered a sense of vastness and richness unlike any island.

After trying *wandouhuang* (pea flour cake) and *baodu* (quick-boiled tripe), Shen Zongnian picked up a Hasselblad film camera from a photo studio at the entrance of the hutong. Elder Tan and Gao Shuhong both had a soft spot for the capital; they couldn't leave without taking a few photos of Tiananmen and the Great Hall of the People during their visit.

They first passed through Chang’an Street, then strolled through the Summer Palace. An elderly man and a young Pioneer were whipping tops. Tan Youming watched for a long while, so Shen Zongnian bought one for him from a tourist area shop.

The Young Pioneer tried teaching him for what felt like ages but without success. Tan Youming grew impatient too. The two were chattering louder than the orioles in the palace willows. Tan Youming turned to look for Shen Zongnian, who stood tall and elegant by the riverbank, his dark eyes faintly amused.

Tan Youming never got the hang of it. The elementary school student gave up, saying he had to go home and do homework: "This is a peach-wood top, the simplest kind."

"Hey," Tan Youming laughed in frustration, "then what should I do? Here, you can have it."

The student’s face lit up: "Thanks, bro."

Tan Youming took Shen Zongnian’s camera and flipped through the photos: "Whoa, so many."

Why were there even pictures of him drinking water?

"Not many," Shen Zongnian said, taking the camera back.

The tourist area was crowded with tourists, pushing and shoving. Tan Youming gripped Shen Zongnian’s arm as they walked from the Hall of Joyful Longevity to the Seventeen-Arch Bridge. Suddenly, he said, "Hasn't it been forever since we last hung out like this?"

In their childhood, they were caught in turmoil and always on edge. In earlier years, they never had the time.

"From now on, we should take a trip together every year."

Shen Zongnian lifted his gaze to the Jing City sun at three in the afternoon. The camera was warm in his hands, but he didn’t answer.