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's sake.  Use also

such persons as affect the business, wherein they

are employed; for that quickeneth much; and

such, as are fit for the matter; as bold men for ex-

postulation, fair-spoken men for persuasion, crafty

men for inquiry and observation, froward, and

absurd men, for business that doth not well bear

out itself.  Use also such as have been lucky, and

prevailed before, in things wherein you have em-

ployed them; for that breeds confidence, and they

will strive to maintain their prescription.  It is bet-

ter 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 per-

formance 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 is to discover, or to

work.  Men discover themselves in trust, in passion,

at unawares, and of necessity, when they would

have somewhat done, and cannot find an apt pre-

text.  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.