ON THE MANNER OF
upon reasonable grounds. The negotiator will know how to exploit this subtle form of intellectual pride. And especially where there is more than one party to the negotiation the astute diplomatist will be able to exploit the foibles of each of the other two parties, and yet to flatter each in turn for his reasonable and statesmanlike attitude.
Ce n'est que le premier pas qui coûte.Above all, at the commencement of a negotiation, as I have said, it is necessary in any long and complicated business to present the matter in hand in its easiest and most advantageous light, and so to speak to insinuate all parties into it so that they may be well launched upon the whole enterprise before they are aware of its magnitude. For this purpose the negotiator must appear as an agreeable, enlightened, and far-seeing person; he must beware of trying to pass himself off too conspicuously as a crafty or adroit manipulator. The essence of skill lies in concealing it, and the negotiator must ever strive to leave an impression upon his fellow diplomatists of his sincerity and good faith. And he should beware of attempting to force a decision, or to ride roughshod over difficulties that are raised, for if he behaves thus he will not fail to draw upon himself the aversion of those with whom he is dealing, and thus to bring prejudice upon his master's designs. It would be better for him to pass for less enlightened than he really is, and he should124
