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Essay XLVII: Of Negotiating
Essay XLVII: Of Negotiating
It is generally better to deal by speech than by letter; and by the
mediation of a third than by a man`s self. Letters are good, when a man would
draw an answer by letter back again; or when it may serve for a man`s
justification afterwards to produce his own letter; or where it may be danger
to be interrupted, or heard by pieces. To deal in person is good, when a man`s
face breedeth regard, as commonly with inferiors; or in tender cases, where a
man`s eye upon the countenance of him with whom he speaketh may give him a
direction how far to go; and generally, where a man will reserve to himself
liberty either to disavow or to expound. In choice of instruments, it is
better to choose men of a plainer sort, that are like to do that that is
committed to them, and to report back again faithfully the success, than those
that are cunning to contrive out of other men`s business somewhat to grace
themselves, and will help the matter in report for satisfaction` sake. Use
also such persons as affect ^1 the business wherein they are employed; for
that quickeneth much; and such as are fit for the matter; as bold men for
expostulation, fair-spoken men for persuasion, crafty men for inquiry and
observation, froward ^2 and absurd ^3 men for business that doth not well bear
out ^4 itself. Use also such as have been lucky, and prevailed before in
things wherein you have employed them; for that breeds confidence, and they
will strive to maintain their prescription. It is better to sound a person
with whom one deals afar off, than to fall upon the point at first; except you
mean to surprise him by some short question. It is better dealing with men in
appetite, than with those that are where they would be. If a man deal with
another upon conditions, the start or first performance is all; which a man
cannot reasonably demand, except either the nature of the thing be such, which
must go before; or else a man can persuade the other party that he shall still
need him in some other thing; or else that he be counted the honester man. All
practice ^5 is to discover, ^6 or to work. ^7 Men discover themselves in
trust, in passion, at unawares, and of necessity, when they would have
somewhat done and cannot find an apt pretext. If you would work any man, you
must either know his nature and fashions, and so lead him; or his ends, and so
persuade him; or his weakness and disadvantages, and so awe him; or those that
have interest in him, and so govern him. In dealing with cunning persons, we
must ever consider their ends, to interpret their speeches; and it is good to
say little to them, and that which they least look for. In all negotiations of
difficulty, a man may not look to sow and reap at once; but must prepare
business, and so ripen it by degrees.
[Footnote 1: Like.]
[Footnote 2: Stubborn.]
[Footnote 3: Stupid.]
[Footnote 4: Justify.]
[Footnote 5: Scheming.]
[Footnote 6: Reveal.]
[Footnote 7: Manage, make use of.]
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