OF NEGOCIATING 119 



XLVII 

 OF NEGOCIATING 



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 justifi- 

 cation 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 con- 

 trive out of other men's business somewhat to grace them- 

 selves, and will help the matter in report for satisfaction 

 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 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 

 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 



