"Yes, Father love, and I could see it upset him. I was watching his face because it wasn"t a face I took to."

Joseph Hutchinson began to chuckle--the chuckle of a relieved and gratified stout man.

"Tha kept thy eyes open, Little Ann," he said. "And the way tha"s put it down is a credit to thee. And I"ll lay a sovereign that tha made no mistakes in what tha thought I was thinking."

He was a little anxious to hear what it had been. The memorandum had brought him up with a slight shock, because it showed him that he had not remembered certain points, and had pa.s.sed over others which were of dangerous importance. Ann slipped her warm arm about his neck, as she nearly always did when she sat on the arm of his chair and talked things over with him. She had never thought, in fact she was not even aware, that her soft little instincts made her treat him as the big, good, conceited, blundering child nature had created him.

"What I was seeing all the time was the way you were taking in his trick of putting whole lots of things in that didn"t really matter, and leaving out things that did," she explained. "He kept talking about what the invention would make in England, and how it would make it, and adding up figures and per cents. and royalties until my head was buzzing inside. And when he thought he"d got your mind fixed on England so that you"d almost forget there was any other country to think of, he read out the agreement that said `All rights," and he was silly enough to think he could get you to sign it without reading it over and over yourself, and showing it to a clever lawyer that would know that as many tricks can be played by things being left out of a paper as by things being put in."

Small beads of moisture broke out on the bald part of Joseph Hutchinson"s head. He had been first so flattered and exhilarated by the quoting of large figures, and then so fl.u.s.trated and embarra.s.sed by his inability to calculate and follow argument, and again so soothed and elated and thrilled by his own importance in the scheme and the honors which his position in certain companies would heap upon him, that an abyss had yawned before him of which he had been wholly unaware. He was not unaware of it now. He was a vainglorious, ignorant man, whose life had been spent in common work done under the supervision of those who knew what he did not know. He had fed himself upon the comforting belief that he had learned all the tricks of any trade. He had been openly boastful of his astuteness and experience, and yet, as Ann"s soft little voice went on, and she praised his cleverness in seeing one point after another, he began to quake within himself before the dawning realization that he had seen none of them, that he had been carried along exactly as Rosenthal had intended that he should be, and that if luck had not intervened, he had been on the brink of signing his name to an agreement that would have implied a score of concessions he would have bellowed like a bull at the thought of making if he had known what he was doing.

"Aye, la.s.s," he gulped out when he could speak--"aye, la.s.s, tha wert right enow. I"m glad tha wert there and heard it, and saw what I was thinking. I didn"t say much. I let the chap have rope enow to hang himself with. When he comes back I"ll give him a bit o" my mind as"ll startle him. It was right-down clever of thee to see just what I had i" my head about all that there gab about things as didn"t matter, an"

the leavin" out them as did--thinking I wouldn"t notice. Many"s the time I"ve said, `It is na so much what"s put into a contract as what"s left out." I"ll warrant tha"st heard me say it thysen."

"I dare say I have," answered Ann, "and I dare say that was why it came into my mind."

"That was it," he answered. "Thy mother was always tellin" me of things I"d said that I"d clean forgot myself."

He was beginning to recover his balance and self-respect. It would have been so like a Lancashire chap to have seen and dealt shrewdly with a business schemer who tried to outwit him that he was gradually convinced that he had thought all that had been suggested, and had comported himself with triumphant though silent astuteness. He even began to rub his hands.

"I"ll show him," he said, "I"ll send him off with a flea in his ear."

"If you"ll help me, I"ll study out the things I"ve written down on this paper," Ann said, "and then I"ll write down for you just the things you make up your mind to say. It will be such a good lesson for me, if you don"t mind, Father. It won"t be much to write it out the way you"ll say it. You know how you always feel that in business the fewer words the better, and that, however much a person deserves it, calling names and showing you"re angry is only wasting time. One of the cleverest things you ever thought was that a thief doesn"t mind being called one if he"s got what he wanted out of you; he"ll only laugh to see you in a rage when you can"t help yourself. And if he hasn"t got what he wanted, it"s only waste of strength to work yourself up. It"s you being what you are that makes you know that temper isn"t business."

"Well," said Hutchinson, drawing a long and deep breath, "I was almost hot enough to have forgot that, and I"m glad you"ve reminded me. We"ll go over that paper now, Ann. I"d like to give you your lesson while we"ve got a bit o" time to ourselves and what I"ve said is fresh in your mind. The trick is always to get at things while they"re fresh in your mind."

The little daughter with the red hair was present during Rosenthal"s next interview with the owner of the invention. The fellow, he told himself, had been thinking matters over, had perhaps consulted a lawyer; and having had time for reflection, he did not present a ma.s.s of mere inflated and blundering vanity as a target for adroit aim. He seemed a trifle sulky, but he did not talk about himself diffusely, and lose his head when he was smoothed the right way. He had a set of curiously concise notes to which he referred, and he stuck to his points with a bulldog obstinacy which was not to be shaken. Something had set him on a new tack. The tricks which could be used only with a totally ignorant and readily flattered and influenced business amateur were no longer in order. This was baffling and irritating.

The worst feature of the situation was that the daughter did not read a book, as had seemed her habit at other times. She sat with a tablet and pencil on her knee, and, still as un.o.btrusively as ever, jotted down notes.

"Put that down, Ann," her father said to her more than once. "There"s no objections to having things written down, I suppose?" he put it bluntly to Rosenthal. "I"ve got to have notes made when I"m doing business. Memory"s all well enough, but black and white"s better. No one can go back of black and white. Notes save time."

There was but one att.i.tude possible. No man of business could resent the recording of his considered words, but the tablet and pencil and the quietly bent red head were extraordinary obstacles to the fluidity of eloquence. Rosenthal found his arguments less ready and his methods modifying themselves. The outlook narrowed itself. When he returned to his office and talked the situation over with his partner, he sat and bit his nails in restless irritation.

"Ridiculous as it seems, outrageously ridiculous, I"ve an idea," he said, "I"ve more than an idea that we have to count with the girl."

"Girl? What girl?"

"Daughter. Well-behaved, quiet bit of a thing, who sits in a corner and listens while she pretends to sew or read. I"m certain of it.

She"s taken to making notes now, and Hutchinson"s turned stubborn. You need not laugh, Lewis. She"s in it. We"ve got to count with that girl, little female mouse as she looks."

This view, which was first taken by Rosenthal and pa.s.sed on to his partner, was in course of time pa.s.sed on to others and gradually accepted, sometimes reluctantly and with much private protest, sometimes with amus.e.m.e.nt. The well-behaved daughter went with Hutchinson wheresoever his affairs called him. She was changeless in the un.o.btrusiveness of her demeanor, which was always that of a dutiful and obedient young person who attended her parent because he might desire her humble little a.s.sistance in small matters.

"She"s my secretary," Hutchinson began to explain, with a touch of swagger. "I"ve got to have a secretary, and I"d rather trust my private business to my own daughter than to any one else. It"s safe with her."

It was so safe with her steady demureness that Hutchinson found himself becoming steady himself. The "lessons" he gave to Little Ann, and the notes made as a result, always ostensibly for her own security and instruction, began to form a singularly firm foundation for statement and argument. He began to tell himself that his memory was improving. Facts were no longer jumbled together in his mind. He could better follow a line of logical reasoning. He less often grew red and hot and fl.u.s.tered.

"That"s the thing I"ve said so often--that temper"s got naught to do wi" business, and only upsets a man when he wants all his wits about him. It"s the truest thing I ever worked out," he not infrequently congratulated himself. "If a chap can keep his temper, he"ll be like to keep his head and drive his bargain. I see it plainer every day o"

my life."

CHAPTER x.x.xVI

It was in the course of the "lessons" that he realized that he had always argued that the best way to do business was to do it face to face with people. To stay in England, and let another chap make your bargains for you in France or Germany or some other outlandish place, where frog-eating foreigners ran loose, was a fool"s trick.

He"d said it often enough. "Get your eye on "em, and let them know you"ve got it on them, and they"d soon find out they were dealing with Lancashire, and not with foreign knaves and nincomp.o.o.ps." So, when it became necessary to deal with France, Little Ann packed him up neatly, so to speak, and in the role of obedient secretarial companion took him to that country, having for weeks beforehand mentally confronted the endless complications attending the step. She knew, in the first place, what the effect of the French language would be upon his temper: that it would present itself to him as a wall deliberately built by the entire nation as a means of concealing a deep duplicity the sole object of which was the baffling, thwarting, and undoing of Englishmen, from whom it wished to wrest their honest rights. Apoplexy becoming imminent, as a result of his impotent rage during their first few days in Paris, she paid a private visit to a traveler"s agency, and after careful inquiry discovered that it was not impossible to secure the attendance and service of a well-mannered young man who spoke most of the languages employed by most of the inhabitants of the globe. She even found that she might choose from a number of such persons, and she therefore selected with great care.

"One that"s got a good temper, and isn"t easy irritated," she said to herself, in summing up the aspirants, "but not one that"s easy- tempered because he"s silly. He must have plenty of common sense as well as be willing to do what he"s told."

When her father discovered that he himself had been considering the desirability of engaging the services of such a person, and had, indeed already, in a way, expressed his intention of sending her to "the agency chap" to look him up, she was greatly relieved.

"I can try to teach him what you"ve taught me, Father," she said, "and of course he"ll learn just by being with you."

The a.s.sistant engaged was a hungry young student who had for weeks, through ill luck, been endeavoring to return with some courage the gaze of starvation, which had been staring him in the face.

His name was Dudevant, and with desperate struggles he had educated himself highly, having cherished literary ambitions from his infancy.

At this juncture it had become imperative that he should, for a few months at least, obtain food. Ann had chosen well by instinct. His speech had told her that he was intelligent, his eyes had told her that he would do anything on earth to earn his living.

From the time of his advent, Joseph Hutchinson had become calmer and had ceased to be in peril of apoplectic seizure. Foreign nations became less iniquitous and dangerous, foreign languages were less of a barrier, easier to understand. A pleasing impression that through great facility he had gained a fair practical knowledge of French, German, and Italian, supported and exhilarated him immensely.

"It"s right-down wonderful how a chap gets to understand these fellows" lingo after he"s listened to it a bit," he announced to Ann.

"I wouldn"t have believed it of myself that I could see into it as quick as I have. I couldn"t say as I understand everything they say just when they"re saying it; but I understand it right enough when I"ve had time to translate like. If foreigners didn"t talk so fast and run their words one into another, and jabber as if their mouths was full of puddin", it"d be easier for them as is English. Now, there"s `wee" and `nong." I know "em whenever I hear "em, and that"s a good bit of help."

"Yes," answered Ann, "of course that"s the chief thing you want to know in business, whether a person is going to say `yes" or `no.""

He began to say "wee" and "nong" at meals, and once broke forth "Pa.s.sy mor le burr" in a tone so casually Parisian that Ann was frightened, because she did not understand immediately, and also because she saw looming up before her a future made perilous by the sudden interjection of unexpected foreign phrases it would be inc.u.mbent upon her and Dudevant to comprehend instantaneously without invidious hesitation.

"Don"t you understand? Pa.s.s the b.u.t.ter. Don"t you understand a bit o"

French like that?" he exclaimed irritatedly. "Buy yourself one o"

these books full of easy sentences and learn some of "em, la.s.s. You oughtn"t to be travelin" about with your father in foreign countries and learnin" nothin". It"s not every la.s.s that"s gettin" your advantages."

Ann had not mentioned the fact that she spent most of her rare leisure moments in profound study of phrase-books and grammars, which she kept in her trunk and gave her attention to before she got up in the morning, after she went to her room at night, and usually while she was dressing. You can keep a book open before you when you are brushing your hair. Dudevant gave her a lesson or so whenever time allowed. She was as quick to learn as her father thought he was, and she was desperately determined. It was really not long before she understood much more than "wee and nong" when she was present at a business interview.

"You are a wonderful young lady," Dudevant said, with that well-known yearning in his eyes. "You are most wonderful."

"She"s just a wonder," Mrs. Bowse and her boarders had said. And the respectful yearning in the young Frenchman"s eyes and voice were well known to her because she had seen it often before, and remembered it, in Jem Bowles and Julius Steinberger. That this young man had without an hour of delay fallen abjectly in love with her was a circ.u.mstance with which she dealt after her own inimitably kind and undeleterious method, which in itself was an education to any amorous youth.

"I can understand all you tell me," she said when he reached the point of confiding his hard past to her. "I can understand it because I knew some one who had to fight for himself just that way, only perhaps it was harder because he wasn"t educated as you are."

"Did he--confide in you?" Dudevant ventured, with delicate hesitation.

"You are so kind I am sure he did, Mademoiselle."

"He told me about it because he knew I wanted to hear," she answered.

"I was very fond of him," she added, and her kind gravity was quite unshaded by any embarra.s.sment. "I was right-down fond of him."

His emotion rendered him for a moment indiscreet, to her immediate realization and regret, as was evident by his breaking off in the midst of his question.