ESS A } S CIVIL AND MORAL. 77 



man would draw an answer by letter back attain; 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 pood, when a man s face breedeth regard, as com 

 monly 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, cither 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 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 per 

 suasion, 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 main 

 tain 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 arc where thcv 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 cither 

 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. 



XLVIII. OF FOLLOWERS AND FRIENDS. 



Costly followers are not to be liked ; lest while a man makcth his 

 train longer, he maketh his wings shorter. I reckon to be costly, not 

 them alone which charge the purse, but which arc wearisome and 

 importune in suits. Ordinary followers ought to challenge no higher 

 conditions than countenance, recommendation, and protection from 

 wrongs. Factious followers are worse to be liked, which follow not 

 upon affection to him with whom they range themselves, but upon 



