ON THE MANNER OF
the eyes of the public in order that he may play a great part, for his profession raises him above the ordinary condition of mankind and makes him in some sort the equal of the masters of the earth by that right of representation which attaches to his service, and by the special relations which his office gives him with the mighty ones of the earth. He must therefore be able to simulate a dignity even if he possess it not; but this obligation is the rock upon which many an astute negotiator has perished because he did not know in what dignity consisted. No negotiation was ever assisted by open or veiled menaces merely for their own sake, and negotiators too often confuse a proud and arrogant bearing with that careful dignity which ought to clothe their office. To advance pretensions or to demand excessive privileges is merely the sign of pride and of a desire to extract from the privileged position of an ambassador a personal and unworthy advantage, in the doing of which an ambitious negotiator may easily and utterly compromise the whole authority of his master. No man who enters diplomacy in a spirit of avarice or with a desire to seek interests other than those of his service, or merely with the desire to earn the applause of the crowd, or to attract esteem and recompense from his master, will ever make success in negotiation. And even if some important duty may be well dis-
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