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 ex-
postulation, 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 em-
ployed them; for that breeds confidence, and they
will strive to maintain their prescription. It is bet-
ter 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 per-
formance 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 pre-
text. 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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