NEGOTIATING WITH PRINCES
he has over other men, for it may earn for him a reputation for arrogance and hardness; and just on account of his very elevation above the level of common humanity, events may escape him, and he may be the dupe of his own self-confidence. He must sometimes consent to meet smaller men on their own ground.
Value of Good Faith.The good negotiator, moreover, will never found the success of his mission on promises which he cannot redeem or on bad faith. It is a capital error, which prevails widely, that a clever negotiator must be a master of the art of deceit. Deceit indeed is but a measure of the smallness of mind of him who employs it, and simply shows that his intelligence is too meagrely equipped to enable him to arrive at his ends by just and reasonable methods. No doubt the art of lying has been practised with success in diplomacy; but unlike that honesty which here as elsewhere is the best policy, a lie always leaves a drop of poison behind, and even the most dazzling diplomatic success gained by dishonesty stands on an insecure foundation, for it awakes in the defeated party a sense of aggravation, a desire for vengeance, and a hatred which must always be a menace to his foe. Even if deceit were not as despicable to every right-minded man as it is, the negotiator will perhaps bear in mind that he will be engaged throughout life upon the affairs of31
