Chapter 15: Respected and Feared
Saturday – Day 16 of the Rebel Advance
John decided that it was difficult to discern the age of the man sitting across from him. When he had first been introduced to Kingugwa earlier that evening, he had thought that the man was older, maybe in his mid-40s or 50s. However, his estimation may have been influenced by the hard look in the man's eyes and the almost palatable sense of confidence that the man exuded. Now that John was sitting directly across from Kingugwa, and he had had more time to observe him closely, John was certain that the smuggler was probably closer to his own age and that he had simply led a hard life.
Kingugwa was of average height and weight, and his clothes were ordinary; nothing that would easily distinguish him from the tens of thousands of other men in Kisangani. Although he seemed to speak and understand fluent English, he spoke it with an African lilt indicating that he was either self taught or that he had learned it from missionaries in much the same manner as thousands of other Congolese.
In short, the man was unremarkable in all of his physical attributes, and John decided that his ability to blend in was probably very helpful in his line of work.
The social pleasantries and obligatory introductions of a first meeting had been covered quickly, and it was now time to start negotiating. James sat to John's left, while Kem sat on his right. Kem had insisted on coming; arguing, quite correctly, that she was more familiar with negotiation and barter tactics than John.
John was a bit nervous as the proceedings began, but he was also determined to remain calm and to give this smuggler his best poker face despite the fact that, as James had predicted, Kingugwa had been smiling the entire time. Not the warm type of smile that puts one at ease, but a smile so cold that it almost makes one shudder.
"So," Kingugwa said casually, "I hear that you are in need of some convoy trucks."
"We need five of them and one hundred gallons of fuel," John replied confidently.
"Such trucks are not so easy to come by," replied Kingugwa and he maintained the same casual tone as earlier. "Especially, in times like these."
"Are you saying that it's impossible?" John asked.
"No, not impossible Doctor. Just difficult…difficult and expensive."
"Terms," John stated unflinchingly. He understood this part of the barter game, and he knew that he had to retain control of the situation.
Kingugwa paused deliberately as if contemplating the cost. Then he said, "For five trucks, and one hundred gallons of fuel…$200,000 - American."
John's jaw tightened slightly at the number. "We're only renting," he replied calmly.
Kingugwa threw up his hands in a gesture of mock sympathy and said, "Even so, what you are asking is very, very difficult. The price is fair."
"175," John countered, but then Kem overrode him.
"50," she said firmly.
Kingugwa ignored her. "$200,000, Doctor. That is my best offer."
"Then we're done," Kem responded and she motioned for James and John to get up from the table. Both men exchanged puzzled looks, but they followed her directions because they knew that it was important to show solidarity during negotiations. Kingugwa didn't appear to be too astonished by their decision, and his smile remained in place. However, when John, James and Kem left the table, he called out to them.
"Wait," he said and he motioned for them to return. He knew a good thing when he saw it, and he was certain that he could still make a tidy profit from the American.
As the three friends returned to the table, Kingugwa stated his newest terms. "$100,000 American."
Just as John was about to open his mouth to voice a counteroffer, Kingugwa interrupted him.
"To comply with your request will require many, many maneuvers. $100,000 is the best offer that I can give you," he said sternly. And although he smiled at the end of his statement, it was clear that he could not be negotiated down any further.
John looked briefly and Kem and James, and both nodded their heads slightly in assent. John relaxed and sat down in the same chair that he had occupied earlier, with Kem and James following his lead by sitting in their old seats.
Once everyone was settled again, Kingugwa took a sip of his beer, and then continued to state his list of requirements. "I want half tomorrow and half on delivery."
"No," Kem refused sternly. She still hated the idea of having to deal with a smuggler, and she realized that the man was trying to take advantage of John's status as a novice bargainer. "You'll get ten percent tomorrow, half on delivery, and the remaining forty percent after we're done."
"Doctor?" he asked and he refused to even look in Kem's direction. "Do you always let your woman speak for you on matters of your money?"
"How do you know that it's his money?" she replied.
John's poker face cracked and he smiled at Kem's retort.
For the first time that night, Kingugwa's smile faltered as he was taken back a bit by her remark. "Half now and half later is standard practice, even in the United States, I believe," he said defiantly.
"Perhaps," she replied coolly. "But when dealing with machines that can suffer from unseen mechanical problems, it is best practice to retain some of the money until the job is complete and the vehicles have proved their worth."
Kingugwa contemplated her for a second as he thought about how he should respond.
"Her terms are my terms," John said firmly.
The smuggler's cool smile returned and he nodded his head. "Very well. $10,000 tomorrow. Followed by $50,000 when I deliver the trucks to you."
"And when exactly will that be?" John asked.
"Lucky for you, I did some research before our meeting and I found that five such vehicles are nearby," and for the first time tonight his smile seemed almost genuine. "They can be ready for you in three days."
Three days would be cutting it close, John thought to himself. That would put them two days behind schedule from when they were to move the camp by plane. However, he didn't really see any other option open to them.
The only good thing about the date was that it would make it easier for his lawyer in Chicago to make the necessary arrangements to transfer the funds. John knew before he had left the States that the banks in the Congo were frequently unstable, so he had opened up an account at a bank in Luxembourg that had ties to banks in Kisangani and in Kinshasa. He kept the bulk of his funds in the Luxembourg account and, when necessary, he would request them to wire amounts to him at the bank in Kisangani.
He currently had enough in that Kisangani account to cover the $10,000 that Kingugwa wanted by tomorrow. However, he would need Cal's assistance to get the remaining $90,000 transferred to Luxembourg and then to Kisangani by Tuesday. He figured that if he called early on Monday morning, it should be just enough time for an electronic transfer to be completed.
John looked at Kem and James to see what they thought about Kingugwa's proposed delivery date, and both of them nodded in assent. John then looked back at Kingugwa and nodded to indicate that he agreed as well.
"After you finish using the merchandise for your endeavors…"
"We're using it to move the refugee encampment," John offered and he hoped that the truth might appeal to the man's sense of altruism and might even persuade him to lower his price. $100,000 still seemed high for what was essentially a three day truck rental.
"The details of your affairs are no concern of mine, Doctor", Kingugwa replied indifferently. "Just be prepared to give me my remaining $40,000 once you are done."
John was disappointed, although not really surprised, that Kingugwa had not been swayed by the reason for their request. Instead of pressing the issue further, he nodded his head and extended his hand out to shake Kingugwa's as the final indication that both sides had accepted the terms of the deal. Kingugwa reciprocated John's handshake. However, when John tried to remove his hand, Kingugwa unexpectedly grasped it tighter and held on to it for a second.
"There's something more Doctor," he said. "No doubt you know of my reputation for being able to deliver what I promise."
John nodded in affirmation. "Yes, that's one of the reasons why we came to you."
Kingugwa's cool smile widened. "Then you also know that I have earned an equally impressive reputation for making people pay if they cross me and do not deliver what they promise."
The implication hidden in Kingugwa's words was not lost on John, and he pulled his hand roughly out of the smuggler's strong grip.
"You'll get your money," John said. "No doubt, your research has also led you to determine that I am a man of my word. Otherwise, I don't think that you would have come here tonight."
"Excellent," Kingugwa said, "then we are all agreed, and I will meet you here tomorrow night at the same time. Kingugwa started to rise from the table and added, "One more thing doctor. From now on, come only with one other man to our meetings," and he looked directly at Kem as further indication that she would not be welcome in the future.
John raised his eyebrows slightly and began moving his jaw back and forth in the manner that he often did when he became annoyed, however he knew better than to object. He looked over at Kem and she shrugged indicating that, even though she thought of Kingugwa's request as typical misogynistic behavior, she would comply.
Kingugwa nodded but said nothing more, then he exited the building and he entered the raucous night air. It was still relatively early in the evening, and many people were out laughing and drinking. As he walked down the street, he effortlessly blended into the city's background.
By never letting his true name be known and by always speaking English, he had carefully crafted an air of mystique around his persona. He knew that one's name and accent were often clues into one's background, so Kingugwa guarded those things very carefully. He enjoyed being mysterious. He knew that a mysterious man was both respected and feared.
It was a forty minute walk back to his home from the club, and although he had many vehicles at his disposal, he preferred to walk after he concluded deals. Over the years, he had found that the mechanical, rhythmic motion of walking would clear his mind and make all sorts of possibilities visible in his head.
$100,000 U.S. dollars would result in him making a very good profit, and in ordinary times, he would have been quite content – ecstatic actually. However, he knew that these were no ordinary times.
As he reached the street's corner, he passed a soldier with an M-1 strapped casually around his shoulder. A few weeks ago, one would have seen a soldier posted only on the busy main streets. Now, it seemed like there was a soldier posted on every other street in the city.
Just enough soldiers so that the city's citizens would feel that they were protected by their government, Kingugwa thought, but not too many; that way the general populace would not become nervous as to the intensity of the coming conflict.
As he waited to cross the street, he looked over at a newspaper that was lying abandoned on a café's table. He quickly read the headline of its lead story and skimmed through the contents of the article, none of which had anything to say about the increasing violence and the rebels.
The man who's managing this war, and the information about it, is doing a good job of making sure that most of Kisangani stays unaware of the magnitude of what's happening and what's about to happen, Kingugwa thought appreciatively, and he left the paper where it was lying.
Kingugwa knew better than to believe the papers. His contacts and trading partners had funneled some very interesting information to him about the government's plans. And he knew that now might be a good time for him to realign his customer base; especially before the government decided to pursue a domestic house cleaning initiative that might put an end to smugglers like him.
In ordinary times, the doctor's business would have been safe with him. However, Kingugwa appreciated the fact that these were no ordinary times. As he crossed the street, he veered off to his left and in a direction that he hoped would secure his future.