As James and Norman enter Bluebird Hole, James deliberately performs the role of an obedient, degraded slave by shuffling barefoot through the dust with his too-small shoes hanging over his shoulder. James notices that his two lash scars make him look properly controlled rather than badly abused, and this leads him to remember being whipped by Judge Thatcher at thirteen for merely saying "Hello" to a young white woman. The memory reminds James that even so-called good masters take pleasure in violence.

A local officer approaches and introduces himself as Frank McHart, the constable of Bluebird Hole. McHart also proudly explains that he is the town's schoolteacher, postmaster, and egg seller, presenting himself as a man of many duties. Norman, passing as a white traveler named Norman Brown, speaks confidently with McHart and asks where the road leads, while insulting James in the manner expected of a slave owner.

As McHart studies James, Norman begins the real purpose of the encounter: he tries to sell James to the constable. Norman argues that McHart's many responsibilities and his thirty-seven laying hens make a slave useful, especially for tending chickens. James silently panics when Norman gives his name as Jim, fearing that McHart may have seen a runaway notice.

Norman continues the sales pitch by reducing James to property, comparing the cost of keeping a slave to feeding a dog and praising James as manageable and useful. He first asks one thousand dollars, then quickly drops the price to five hundred when McHart balks. McHart remains unwilling to buy, saying he has never owned a slave and suggesting instead that Norman try local farmers or Old Man Henderson, who owns slaves and runs a small sawmill across town.

After McHart leaves, James tells Norman that he is very good at this. Norman answers that passing as white is something he has practiced for a long time and that it is both easier and harder than it appears. James's uneasy response shows that, although the scheme is working, Norman's convincing performance as a white man disturbs him.