Page 23 of More Than This Land

“Tom can’t meet your asking price without jeopardizing his business. Luke needs to reduce costs to maintain ranch profitability. But there might be creative solutions that would help both parties.” She pulled out a clean sheet of paper, her hands steadying as she focused on the numbers. “What if we restructured the payment schedule to give Tom better cash flow by paying bi-weekly instead of monthly? That would reduce his need for operating capital and potentially offset the rate reduction.”

Tom leaned forward, his posture opening and the tenseness in his face relaxing. “How much are we talking?”

Claire sketched out quick numbers and rattled them off. “And we could build in an annual review clause. If Tom’s costs decrease, the rate adjusts down. If they increase, there’s room for negotiation.”

“That might work.” Tom studied her calculations, hope brightening his features. “The bi-weekly payments would help a lot. I wouldn’t have to float costs for thirty days.”

Luke’s expression had gone carefully blank, but his nostrils flared just enough to give him away. “That’s only a two-dollar reduction. Barely worth the negotiation.”

“It’s a two-dollar reduction that preserves a twenty-three-year relationship and keeps a local business solvent.” Claire met his eyes without flinching. This was her calling, and Luke would not take that away from her. “That’s worth something you’ll never see on a quarterly report but shows up in ways that matter.”

Remember your promise last week. Remember how you said you wanted to change. Here she was, offering him the perfect opportunity, and he might very well squander it.

Luke’s hands pressed harder against his thighs, knuckles going white. “Can we have a moment?”

“Of course.” Tom stood. “I’ll grab us some coffee.”

After Tom left, Luke turned to her. “What are you doing?”

“Helping you avoid a mistake.” She kept her voice low and waved toward Tom’s desk. “You were about to destroy a relationship with a good supplier because you couldn’t see past your spreadsheet.”

“I was negotiating from a position of strength.”

“You were negotiating like relationships don’t matter and loyalty counts for nothing. Please, Luke.” Claire’s frustration leaked into her tone. “This is exactly what I warned about in my report.”

“You don’t get to override my decisions in front of vendors.”

“I’m not overriding. I’m offering a compromise that benefits both parties.” Claire refused to back down even as her heart thudded against her ribs. “Unless you’d rather prove a point than preserve a partnership.”

Luke stood, his chair scraping against the floor. He moved to the small window that overlooked the warehouse, shoulders pulling tight beneath his shirt. He stared out without speaking. Tension rippled down his spine and his hands disappeared into his pockets.

When Tom returned with three mugs of coffee, Luke donned his professional mask. “Let’s go with Claire’s suggestion.”

Tom’s face sagged with a sigh, softening the deep lines. “Thank you. Both of you. This means more than you know.”

They spent twenty minutes working out details and signing amendments to the existing contract. Tom shook their hands with genuine gratitude that made Claire’s chest ache with warmth.

The truck ride back to the ranch held a thick silence for the first five miles. Luke gripped the steering wheel, jaw working, and a tight muscle jumping in his cheek.

Claire stared out the window at the passing fields, giving him space to process.

He lifted one hand from the wheel and rubbed the side of his face. The muscle stopped leaping, and the tight cords in his arms relaxed. “That felt weak.”

“What did?” Claire turned to face him.

“Your compromise.” Luke’s eyes stayed on the road. “Giving up negotiating power for sentiment.”

“I didn’t give up negotiating power.” She kept her tone even despite the frustration building in her chest. “I found a solution.” The seat creaked when she shifted. “It showed Tom you’re willing to work with him instead of squeezing him until he breaks. That goodwill is worth more than the extra savings.”

Luke’s laugh came out bitter, almost harsh. “My father nearly lost this ranch by being too nice. I’m not making that mistake.”

He kept telling her the same story in a different way. This one event had shaped the way Luke saw the world, and it would take more than one different experience to change his mind. The raw honesty in his admission cut through Claire’s frustration. She’d seen his defensive walls before, but this was different. This bone-deep terror of repeating his father’s perceived failures held him hostage despite his change of heart last week.

“Luke.” Claire waited until he glanced at her. “Can I tell you something?”

“Do I have a choice?” No laughter but also no harshness in the question. It almost sounded like he’d given up, but that wasn’t Luke either.

“My parents died when I was nineteen.” The words still hurt even after all these years. Her throat tightened but she pushed through. “Car accident on black ice. Dad was driving and Mom was with him.”