ON THE MANNER OF
unawares. In acting thus the negotiator will bear in mind that the majority of men will never enter upon a vast undertaking, even though advantageous to themselves, without they can see beforehand the whole length of the journey upon which they are asked to embark. Its magnitude will deter them. But if they can be brought to take successfully one step after another they will find themselves at the end of the journey almost unawares. Herein is to be found the importance of not revealing vast designs except to a few chosen spirits whose minds are properly attuned to them.
Diplomacy a Bowling Green.A truth of this kind applies to friend and foe alike. Thus in the approach to difficult negotiations the true dexterity of diplomacy, like a good bowler using the run of the green, consists in finding the existing bias of the matter. As Epictetus, the ancient philosopher, said in his manual: 'There are in every matter two handles, the one by which it is easy to carry, the other difficult. Do not take it by the difficult end, for if you do so you will neither be able to lift it nor carry it. But if you take it by the right side you will carry it without trouble.' Now the easiest way to find the right bias is to make each proposition which you put forward appear as a statement of the interests of those with whom you are negotiating, for since diplomacy is the attempt to find a basis of common action or agree-122
