Francis Bacon - The Essays 1601
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 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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