Of Negociating

It is generally better to deale by Speech, then by Letter; And by the Mediation of a Third, then by a Mans Selfe. Letters are good, when a Man would draw an Answer by Letter backe againe; Or when it may serve, for a Mans Justification, afterwards to produce his owne Letter; Or where it may be Danger to be interrupted, or heard by Peeces. To deale in Person is good, when a Mans Face breedeth Regard, as Commonly with Inferiours; Or in Tender Cases, where a Mans Eye, upon the Countenance of him with whom he speaketh, may give him a Direction, how farre to goe: And generally, where a Man will reserve to himselfe Libertie, either to Disauow, or to Expound. In Choice of Instruments, it is better, to choose Men of a Plainer Sort, that are like to doe that, that is committed to them, and to report back again faithfully the Successe; Then those, that are Cunning to Contrive out of other Mens Businesse, somewhat to grace themselves; And will helpe the Matter, in Report, for Satisfaction sake. Use also, such Persons, as affect the Businesse, wherin they are Employed; For that quickneth much; And such, as are Fit for the Matter; As Bold Men for Expostulation, Faire spoken Men for Perswasion, Craftie Men for Enquiry and Observation, Froward and Absurd Men for Businesse that doth not well beare out it Selfe. Use also such, as have beene Luckie, and Prevailed before in Things wherein you have Emploied them; For that breeds Confidence, and they will strive to maintaine their Prescription. It is better, to sound a Person, with whom one Deales, a farre off, then to fall upon the Point at first; Except you meane to surprize him by some Short Question. It is better Dealing with Men in Appetite, then with those that are where they would be. If a Man Deale with another upon Conditions, the Start or First Performance is all; Which a Man cannot reasonably Demaund, except either the Nature of the Thing be such, which must goe before; Or Else a Man can perswade the other Partie, that hee shall still need him, in some other Thing; Or else that he be counted the Honester Man. All Practise, is to Discover, or to Worke. Men Discover themselves, in Trust; In Passion; At unawares; And of Necessitie, when they would have somewhat done, and cannot finde an apt Pretext. If you would Worke any Man, you must either know his Nature, and Fashions, and so Lead him; Or his Ends, and so Perswade him; Or his Weaknesse, and Disadvantages, and so Awe him; or those that have Interest in him, and so Governe 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 looke for. In all Negociations of Difficultie, a Man may not looke, to Sowe and Reape at once; But must Prepare Businesse, and so Ripen it by Degrees.