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Of Negotiating
by Francis Bacon |
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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 expostulation, fair-spoken men for persuasion, crafty 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 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 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 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.
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contact: morgan at [email protected] page last modified: thu jan 12 01:37:48 2006 |
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