When the queen of Coulam, a neighbouring and friendly state, where the pepper was chiefly produced, heard of the wealth which the king of Cochym and his merchants were making by their commercial intercourse with the Portuguese, she sent an ambassador to Dom Gama to entreat him to enter into similar arrangements with herself and her people, saying that “she desired for her kingdom the same great profit, because she had pepper enough in her kingdom to load twenty ships each year:” but Dom Gama was a diplomatist, or at least a dissembler, as well as an explorer. To fall out with the king of Cochym did not then suit his purpose, which he would very likely have done had he allowed the queen of Coulam to share in the lucrative trade without his sanction; but he nevertheless appears to have made up his mind to reap the advantage of the queen’s trade under any circumstances. Consequently, he sent word to the queen “that he was the vassal of so truthful a king, that for a single lie or fault which he might commit against good faith, he would order his head to be cut off; therefore he could not answer anything with certainty, nor accept her friendship, nor the trade which she offered, and for which he thanked her much, without the king (of Cochym) first commanded him.”[38] [Sidenote: Opens a factory at Coulam.] After this palaver he recommended that she should ask the king of Cochym’s permission to open up commercial intercourse with the Portuguese, an arrangement he was not likely to assent to, as besides curtailing his profits, he would lose the revenue he derived from the queen’s pepper, which now passed through his kingdom for shipment. The king was naturally perplexed and “much grieved, because he did not wish to see the profit and honour of his kingdom go to another.” So after talking the matter over with De Gama’s factor, he resolved to leave it entirely in the hands of the captain-major, and informed the queen’s messenger that the matter was left altogether to his good pleasure, no doubt himself believing that the trade would be therefore declined. But the king of Cochym had made a sad mistake, for the Portuguese navigator was a diplomatist far beyond the king’s powers of comprehension; to his discomfiture and amazement Gama informed the ambassador of Coulam “that he was the king’s vassal, and in that port was bound to obey him as much as the king his sovereign, and, therefore, he would obey him in whatever was his will and pleasure; and since the queen was thus his relation and friend, he was happy to do all that _she_ wished!”[39] Consequently he despatched two of his ships to load pepper, at “a river called Calle Coulam,” sending the queen a handsome mirror and corals, and a large bottle of orange-water, with scarlet barret-caps for her ministers and household, and thirty dozen of knives with sheaths for her people. Soon afterwards he established a factory in her kingdom.