el.the miko-第9部分

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cals。〃
　〃I'm　not　surprised；〃　Tomkin　said；　furious。　〃But　you　can　tell　him　for　me　that　this　isn't　a　case　of　the　foreign　devil　trying　to　undermine　Japan's　economic　balance。　Each've　us's　got　something　the　other　wants…and　needs。　I've　got　the　goods　and　you've　got　the　wherewithall　to　manufacture　it　at　the　right　price。　It's　profits　for　all。〃　He　abruptly　switched　his　gaze　to　the　banker's　odd　mask…like　face。　〃Get　it；　Nangi…san？〃
　〃I　understand　quite　well；〃　Nangi　said；　〃that　you　e　here　wanting　a　good　sized　piece　of　our　keiretsu's　property　in　Misawa；　land　we　have　already　designated　for　Niwa　Mineral　Mining's　new　expansion。　Land　is　at　a　premium　here；　the　expense　unimaginable　for　such　as　you　who　sprawl　like　hedonists　in　your　multi…acre　estates　with　pools　and　stables　and　gatehouses。
　〃It　is　what　you　ask　us　to　give　up；　it　is　what　you　always　expect　us　to　give　up。〃　His　eyes　were　glittery；　as　hard　as　obsidian。　〃And　for　what？　The　technology　of　the　future。　But　I　ask　you　directly：　will　this　'new　technology'　ease　the　enormous　land　problem　here；　will　it　make　Japan　more　independent　of　the　fuel…rich　nations　who　seek　to　bleed　us　dry；　will　it　free　us　from　our　heinous　obligation　to　the　United　States　to　be　its　guardpost　against　the　encroachment　of　munism　in　the　Far　East。〃
　He　rose　up　even　straighter；　an　adder　about　to　strike。　'Times　have　indeed　changed；　as　you　yourself　pointed　out。　We　are　no　longer　your　vanquished　foe；　subject　to　the　blind　acceptance　of　your　demands。〃
　〃Listen　to　this；〃　Tomkin　said。　〃I'm　bringing　you　the　key　to　millions　and　you're　preaching　reactionary　politics　at　me。〃　His　stubby　forefinger　pointed　at　his　own　chest。　〃I'm　non…political；　see？　I'm　a　businessman；　that's　the　beginning　and　the　end　of　it　right　there。　You　wanna　pull　this；　I　gotta　think　about　going　elsewhere。　Like　to　Mitsubishi　or　Toshiba；　for　instance。〃
　〃What　you　must　try　to　understand；〃　Sato　said　calmly；　〃is　that　historically　it's　a　difficult　position　for　us　to　be　in。　Japan　has　not　nearly　the　space　and；　er；　elbow　room　attendant　with　what　the　United　States　has。　There　is；　therefore；　quite　a　different　attitude　toward　foreign　panies　who　want　a　slice　of　the　Japanese　pie。〃
　〃But　that's　just　it；〃　Tomkin　said　angrily。　〃I'm　not　interested　in　Japan。　Last　year　the　big　three　U。S。　superputer　panies　sold　only　two　mainframes　to　Japan　out　of　a　total　output　of　sixty…five。　It's　the　world　market　I'm　thinking　of。　And　so　should　you。　You're　so　busy　erecting　what　you　call　'safeguards'　to　your　business　that　you've　all　got　a　severe　case　of　tunnel　vision。
　〃These　so…called　safeguards　are　nothing　more　than　barriers　to　international　trade。〃　He　was　just　beginning　to　hit　his　stride　now。　〃I　think　it's　high　time　Japan　came　out　of　its　global　infancy　and　owned　up　to　its　responsibilities　as　a　nation　of　the　world。〃
　Nangi　appeared　unruffled。　〃If；　as　you　say；　these　safeguards　were　precipitously　withdrawn；　the　effect　on　the　Japanese　economy　would　be　disastrous。　But　beyond　that；　the　overall　effect　on　American　imports　into　this　country　would　increase　by…no　more　than…　uhm…eight　hundred　million　dollars。　Even　you；　Mr。　Tomkin；　can　see　that　would　hardly　be　a　drop　in　the　bucket　in　solving　your　country's　massive　trade　deficit。〃
　〃I　think　you　guys'd　better　wise　up；〃　Tomkin　said；　his　face　beginning　to　flush　around　the　jowls。　〃Your　reactionary　insular　trade　policies're　beginning　to　isolate　you　from　the　rest　of　the　world　munity。　You're　much　too　dependent　on　foreign　energy　sources　to　allow　that。　Stop　flooding　our　market　with　your　products　while　hindering　our　own　from　sale　here；　or　you're　likely　to　bee　prosperous　orphans　in　the　international　arena。〃
　〃Why　must　the　Japanese　be　constantly　castigated；〃　Nangi　said；　〃for　manufacturing　superior　products。　We　have　no　armhold　on　your　American　public；　no　one　has　made　them　buy　our　products。　The　simple…and　for　you　sad…fact　is　we　make　things　better　and　more　cheaply。　Americans　trust　our　know…how　more　than　they　do　the　advances　of　their　own　panies。〃
　But　Tomkin　was　far　from　finished。　〃Right　now；〃　he　said　softly；　〃Sato　Petrochemicals　is　not　one　of　the　six　major　Japanese　puter　firms。　It　is　my　understanding　that　you　are　looking　for　an　entree　into　that　charmed　circle。
　〃Sphynx's　non…volatile　RAM　is　your　key。　My　sources　tell　me　that　MITI　has　ordered　a　project　meant　for　pletion　by　1990：　a　machine　capable　of　performing　ten　billion　operations　a　second；　which　would　make　it　a　hundred　times　faster　than　the　state…of…the…art　superputer　Cray　Research　currently　has　on　the　market。　MITI　has　allocated　up　to　two　hundred　million　dollars　a　year　for　the　project。〃
　He　paused。　Neither　of　the　Japanese　had　made　a　move；　and　Tomkin　knew　he　had　scored　with　them。
　〃Further；〃　he　said；　〃we　know　of　another　ministry…financed　project　to　build　a　superputer　capable　of　understanding　human　speech；　making　it　incredibly　easy　to　use。〃　He　laced　his　fingers　together。　〃Now　let's　get　down　to　the　bottom　line；　which　is　that　our　non…volatile　RAM　would　give　Sato　the　edge　in　both　projects。　MITI　would　be　forced　to　e　to　you　for　help；　and　that　would　mean　the　big　six　over　here　would　bee　the　big　seven。〃
　He　looked　from　one　foreign　face　to　another；　one　bleak；　forbidding　countenance　to　the　next。　They're　just　businessmen；　he　told　himself。　Nothing　more。　Nangi　said　nothing；　which；　in　Tomkin's　opinion；　was　a　giant　step　forward。
　〃Proposals　and　counterproposals　must　not　be　made　in　haste；〃　Sato　said。　〃The　war　is　often　lost　through　the　impulsiveness　of　an　intemperate　nature。　As　Sun　Tzu　so　wisely　tells　us；　'When　the　strike　of　a　hawk　breaks　the　body　of　its　prey；　it　is　because　of　timing。'〃
　He　stood　up　and　bowed　as　Nicholas　and　Tomkin　rose　automatically。　Nangi　rose　awkwardly；　stood　swaying　slightly。　〃At　tomorrow　afternoon's　meeting；〃　Sato　continued；　〃we　will　discuss　this　further　when　associates　and　legal　counsel　are　all　present　to　add　their　wisdom　to　our　own。　For　now；　I　would　hope　you　will　find　time　to　enjoy　our　city。〃　They　murmured　their　assent　and　he　said；　〃Good。　My　car　will　be　at　the　Okura　at　two　P。M。　tomorrow　to　bring　you　here。〃
　He　bowed　again；　formally；　and　Nangi　did　the　same。　〃Until　tomorrow；　gentlemen。　I　wish　you　a　restful　evening。〃　Then　he　took　Nangi　out　of　the　room　before　another　word　could　be　spoken。
　〃That　goddamned　sonuvabitch　Nangi。〃　Tomkin　paced　his　hotel　room。　〃Why　didn't　my　people　brief　me　about　him？〃　Back　and　forth　while　Nicholas　watched。　〃That　bombshell　he　laid　on　us　about　having　been　a　MITI　vice…minister；　Christ。　Do　you　think　he'll　actually　block　the　merger？〃
　Nicholas　ignored　Tomkin's　agitated　state。
　Tomkin　answered　his　own　question。　〃I　know　he's　for　sure　gonna　try　to　sweeten　their　percentage。〃
　Nicholas　had　picked　up　a　large　square　buff　envelope　off　the　writing　desk。　He　flicked　its　stiff　corner　with　a　fingernail。
　〃Stop　playing　and　tell　me　what　you　think；　goddamn　it。〃
　Nicholas　looked　up。　〃Patience；　Tomkin；〃　he　said　softly。　〃I　told　you　in　the　beginning　that　pulling　this　merger　off　would　require　patience…perhaps　more　patience　than　you　have。〃
　〃Bullshit！〃　Tomkin　came　over　to　where　Nicholas　was　standing。　His　eyes　narrowed。　〃You　saying　they're　outmaneuvering　me？〃
　Nicholas　nodded。　〃Trying　to；　at　least。　The　Japanese　are　never　open　about　negotiation。　They　won't　e　to　terms　until　the　very　last　instant　because　they're　looking　to　see　what　will　happen　in　the　interim。　Nine　out　of　ten　times；　they　feel；　something　will　occur　to　their　benefit。　So　until　then；　they'll　do　their　best　to　keep　us　off　balance。〃
　〃You　mean　like　Nangi；〃　Tomkin　said　thoughtfully。　〃Put　a　fox　in　the　henhouse。〃
　〃And　see　what　evolves。〃　Nicholas　nodded　again。　〃Quite　right。　Perhaps；　they　reasoned；　the　friction　would　bring　out　your　real　anxiety　in　making　the　deal　and　they　could　negotiate　better　terms　tomorrow　or　Monday。〃　He　tapped　the　envelope　against　his　finger。　〃The　Japanese　knew　that　you　never　e　to　a　negotiation　showing　your　true　nature。　To　deal　effectively　with　you；　they　must　find　this　out。　It's　called　To　Move　the　Shade。　It's　from　the　warrior　Miyamoto　Musashi's　guide　to　strategy。　He　wrote　it　in　1645　but　all　good　Japanese　businessmen　apply　his　principles　to　their　business　practices。〃
　〃To　Move　the　Shade；〃　Tomkin　said　thoughtfully。　〃What　is　it？〃
　〃When　you　cannot　see　your　opponent's　true　spirit；　you　make　a　quick　decisive　feint　attack。　As　Musashi　writes；　he　will　then　show　his　long　sword…today　we　can　transform　that　into　meaning　his　negotiation　spirit…thinking　he　has　seen　your　spirit。　But　you　have　shown　him　nothing　of　value　and　he　has　instead　revealed　his　inner　strategy　to　you。〃
　〃And　that's　just　what　happened　a　few　minutes　ago　with　Sato　and　Nangi？〃
　Nicholas　shrugged。　〃That　depends　on　how　much　they　actually　drew　you　out。〃
　Tomkin　touched　the　tips　of　his　fingers　to　his　temple。　〃Well；　it　doesn't　matter　worth　a　damn；〃　he　said　a　little　breathily。　〃I　have　you；　Nick；　and　between　us　we're　gonna　squeeze　these　bastards　into　the　box　I　have　waiting　for　them…Musashi's　strategy　or　not。〃
　〃Like　the　disparity　in　profit　figures？〃　Nicholas　said　sardonically。　〃You　told　me　Sphynx's　share　would　e　to　a　hundred　million　but　the　figures　you　gave　Sato　indicate　that　Sphynx　and　the　Sato　kobun　will　be　splitting　a　hundred　and　fifty　million　between　them。〃
　〃Ah；　what's　fifty　mil　more　or　less；〃　Tomkin　said；　massaging　his　temple　with　some　force。　He　grimaced。　〃Goddamn　migraines。〃　He　looked　at　Nicholas　wearily。　〃My　doctor　says　it's　purely　a　product　of　the　world　I　live　in。〃　He　made　a　rueful　smile。　〃You　know　what　he　prescribed？　A　permanent　Palm　Springs　vacation。　He　wants　me　to　rot　by　the　side　of　a　pool　like　the　rest　of　those　flyblown　palms。〃　He　winced　at　the　pain。　〃But　he　ought　to　know；　all　right。　He's　writing　a　book　called　Fifteen　Ways　to　a　Migraine…Free　Life。　He　thinks　it's　going　to　be　a　bestseller。　'Everyone　gets　migraines　these　days；'　he　says。　'God　bless　stress。'〃
　Tomkin　went　and　sat　down　on　the　edge　of　the　plush　sofa。　He　opened　the　small　refrigerator　just　beyond；　poured　himself　a　drink。　〃What've　you　got　there？〃
　〃It's　a　hand…delivered　invitation。　I　got　one　as　well。〃
　Tomkin　put　down　his　drink。　〃Let's　see　it。〃　He　tore　open　the　flap；　pulled　out　a　stiff；　engraved　card。　〃It's　in　goddamned　kanji〃　he　said　angrily；　pushing　it　back　at　Nicholas。　〃What's　it　say？〃
　〃You　and　I；　it　seems；　are　invited　to　Sato's　wedding。　It's　on　Saturday。〃
　Tomkin　grunted；　downed　the　re