Chapter 23: Rarity Commands Value

Although Liu Rushi had spent years in business and was well aware that no matter how much she liked or desired something, she must never let eagerness show on her face. Otherwise, the other party would surely seize the chance to raise the price!

Xu Mo nodded with a smile. "That's right, Shopkeeper Liu. I did come here today with precisely that intention."

But Liu Rushi put on a troubled expression. "But Young Master Xu, the year has just turned, and everyone is rather tight on funds. Business is difficult these days, so... sigh, I hardly know how to put this to you..."

Liu Rushi’s principle was: the more you want something, the less you should appear to want it. Only then would others come begging to buy from you, giving you a greater chance to profit.

Xu Mo, however, was far from ordinary and could easily see through Liu Rushi’s ploy.

"No matter. Since Shopkeeper Liu has her difficulties, my wife and I shall not disturb you further. We’ll take our leave!"

As he spoke, Xu Mo looked to Chen Miaoyi. "My dear, I remember Tian’s Trading House is just nearby. Let's drop in on Shopkeeper Tian instead."

With that, he stood up and made to leave.

"Very well, husband."

Chen Miaoyi answered promptly. She then took out a silk handkerchief and carefully wiped the soap dry before placing it back into the rosewood box. On any other day, she would never have used a silk handkerchief to clean soap, but Xu Mo had specifically instructed her to do so.

As she closed the rosewood box, Chen Miaoyi thought to herself, "Husband is just too brilliant! He even foresaw how Shopkeeper Liu would react—it's uncanny!"

Just as Xu Mo was about to pick up the rosewood box, Liu Rushi raised her hand to stop him. "Young Master Xu, what are you doing? I only said there were difficulties—I never said I didn’t want it!"

Xu Mo feigned surprise as he looked at Liu Rushi. "So, Shopkeeper Liu, does that mean you’re interested after all?"

Liu Rushi nodded briskly. "Young Master Xu, I’m willing to offer five hundred cash per jin for this soap. However much you have, we’ll take it all. What do you say?"

Hearing the price of "five hundred cash," Chen Miaoyi’s heart fluttered with excitement. She glanced at Xu Mo as if to say, "So it really can sell for five hundred!"

Liu Rushi was willing to pay five hundred cash per jin because of Tian’s Trading House. They were the number one competitor to her Sundries Emporium in Xinzhou City. If they managed to secure the soap, her own business would surely be overshadowed.

Xu Mo smiled and shook his head. "Shopkeeper Liu, if five hundred is your offer, then there’s really no point in continuing this negotiation."

His lowest acceptable price was at least one string of cash. Five hundred for the lot—far too naïve.

Liu Rushi hesitated a moment, then said, "Six hundred per jin!"

At this, the smile faded from Xu Mo’s face, a trace of disdain flickering in his eyes.

"Since Shopkeeper Liu has no sincerity, let us not waste anyone’s time. Farewell!"

Xu Mo cupped his hands in polite farewell, quickly seized the rosewood box, and motioned for Chen Miaoyi to leave.

"Please wait, Young Master Xu!" Liu Rushi could not possibly let Xu Mo walk out. She immediately stepped forward, blocking their way.

"Young Master Xu, eight hundred—no, one string. I’ll pay one string of cash per jin!" Liu Rushi increased her bid on the spot.

Chen Miaoyi was thrilled to hear the price reach a string of cash and couldn’t help but tug lightly at Xu Mo’s sleeve, clearly hoping he would agree.

But Xu Mo ignored her hint, still shaking his head.

Liu Rushi’s face darkened with displeasure. "Young Master Xu, you’re being unreasonable. One string is already a very high price. Soapnut is only one hundred and sixty per jin—do the math and see how many jin a string could buy!"

Xu Mo answered calmly, "Shopkeeper Liu, let me remind you, I’m selling soap, not raw soapnut!"

Liu Rushi frowned. "If you put it that way, then there’s nothing more to discuss... Show them out!"

At the command, Chen Miaoyi’s heart leapt into her throat. She became anxious, tugging again at Xu Mo’s sleeve, hoping he’d accept the offer—it had already reached their expectations!

But Xu Mo only let out a cold chuckle. "No need for further words when our minds do not meet... My dear, let’s go!"

With that, he took Chen Miaoyi’s hand and circled around Liu Rushi toward the stairs.

Liu Rushi panicked—she had only meant to bluff Xu Mo, never expecting he would call her move. Suddenly, from behind them, her voice rang out:

"Young Master Xu, even if it’s more convenient and effective than soapnut, one string is already a high price!"

"How about this—I’ll take a loss so that we can be friends. One string and five hundred per jin. Will that do?"

Xu Mo slowed his steps and turned back. "A friend like Shopkeeper Liu is far beyond my reach!"

Then, without hesitation, he quickened his pace toward the stairs.

Liu Rushi grew anxious, biting her lip. "Young Master Xu, one must not be too greedy. One string, eight hundred per jin—my final offer. If you don’t agree, there’s nothing more I can do."

Chen Miaoyi was stunned, never imagining the price could climb so high.

At last, Xu Mo stopped, turning to face Liu Rushi. She, thinking she had him where she wanted, felt a flash of triumph, though she kept her expression neutral, even letting out a sigh.

"Young Master Xu, your soap is indeed excellent, but after all, it’s not a necessity. One string, eight hundred per jin, is the very highest I can go," Liu Rushi said.

Xu Mo walked a few steps back, sneering. "Shopkeeper Liu, I once thought you one of Xinzhou’s most discerning merchants, but now I see I was mistaken."

Liu Rushi grew annoyed. "Young Master Xu, I know you still think the price too low, but in the end, soap is only a bit more useful than soapnut. Did you really think it could fetch a sky-high price? Even the county magistrate’s household, I wager, would balk at such an expense!"

Chen Miaoyi found this argument reasonable and looked at Xu Mo with growing anxiety. For a moment, she almost wanted to accept on his behalf.

Xu Mo asked coldly, "Shopkeeper Liu, do you truly think soap is only good for washing and bathing?"

"What else could it be for?" Liu Rushi shot back.

Chen Miaoyi was also puzzled. If not for washing, was it for eating? Even if it were edible, one string, eight hundred per jin was too steep for anyone.

Xu Mo’s voice grew solemn. "Rarity creates value, Shopkeeper Liu!"

Liu Rushi suddenly understood his meaning. Soap was an unprecedented novelty; when it hit the market, it would surely become a sensation, perhaps even wildly sought after. At that time, many would buy it as gifts, and recipients would surely remember the giver.

"Shopkeeper Liu, I forgot to mention—the manufacturing process for this soap is extremely complex, and the yield is very low. You’d best seize the opportunity," Xu Mo said with meaning.

Chen Miaoyi pursed her lips inwardly, thinking, "The process is actually quite simple. With enough hands, production would be high. Yet husband can utter such a lie with a straight face!"

Liu Rushi was silent for a moment, then made up her mind and said gravely, "Since things have come to this, please name your price, Young Master Xu."

After a moment’s thought, Xu Mo replied, "Five strings of cash! And not by the jin, but by the piece!"

At this, it was as if a thunderclap sounded in Chen Miaoyi’s mind. Her heart began to race as if it would leap from her chest.

"Deal!" Liu Rushi agreed without hesitation, immediately instructing her clerk to fetch paper and brush to draw up a contract.

Xu Mo could only shake his head with a sigh. "Alas! In the end, still not as shrewd as the others—I’ve sold it too cheap!"

Chen Miaoyi nearly fainted on the spot. Five strings a piece, and he still claimed it was a loss!