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 expostulation, 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 employed them; for that breeds confidence, and they will strive to maintain their prescription. It is better 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 performance 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 pretext. 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.
A Glossary
OF ARCHAIC WORDS
AND PHRASES
Abridgment: miniature
Absurd: stupid, unpolished
Abuse: cheat, deceive
Aculeate: stinging
Adamant: loadstone
Adust: scorched
Advoutress: adulteress
Affect: like, desire
Antic: clown
Appose: question
Arietation: battering-ram
Audit: revenue
Avoidance: secret outlet
Battle: battalion
Bestow: settle in life
Blanch: flatter, evade
Brave: boastful
Bravery: boast, ostentation
Broke: deal in brokerage
Broken: shine by comparison
Broken music: part music
Cabinet: secret
Calendar: weather forecast
Card: chart, map
Care not to: are reckless
Cast: plan
Cat: cate, cake
Charge and adventure: cost and
risk
Check with: interfere
Chop: bandy words
Civil: peaceful
Close: secret, secretive
Collect: infer
Compound: compromise
Consent: agreement
Curious: elaborate
Custom: import duties
Deceive: rob
Derive: divert
Difficileness: moroseness
Discover: reveal
Donative: money gift
Doubt: fear
Equipollent: equally powerful
Espial: spy
Estate: state
Facility: of easy persuasion
Fair: rather
Fame: rumor
Favor: feature
Flashy: insipid
Foot-pace: lobby
Foreseen: guarded against
Froward: stubborn
Futile: babbling
Globe: complete body
Glorious: showy, boastful
Humorous: capricious
Hundred poll: hundredth head
Impertinent: irrelevant
Implicit: entangled
In a mean: in moderation
In smother: suppressed
Indifferent: impartial
Intend: attend to
Knap:knoll
Leese: lose
Let: hinder
Loose: shot
Lot: spell
Lurch: intercept
Make: profit, get
Manage: train
Mate: conquer
Material: business-like
Mere-stone: boundary stone
Muniting: fortifying
Nerve: sinew
Obnoxious: subservient, liable
Oes: round spangles
Pair: impair
Pardon: allowance
Passable: mediocre
Pine-apple-tree: pine
Plantation: colony
Platform: plan
Plausible: praiseworthy
Point device: excessively precise
Politic: politician
Poll: extort
Poser: examiner
Practice: plotting
Preoccupate: anticipate
Prest: prepared
Prick: plant
Proper: personal
Prospective: stereoscope
Proyne: prune
Purprise: enclosure
Push: pimple
Quarrel: pretext
Quech: flinch
Reason: principle
Recamera: retiring-room
Return: reaction
Return: wing running back
Rise: dignity
Round: straight
Save: account for
Scantling: measure
Seel: blind
Shrewd: mischievous
Sort: associate
Spial: spy
Staddle: sapling
Steal: do secretly
Stirp: family
Stond: stop, stand
Stoved: hot-housed
Style: title
Success: outcome
Sumptuary law: law against
extravagance
Superior globe: the heavens
Temper: proportion
Tendering: nursing
Tract: line, trait
Travel: travail, labor
Treaties: treatises
Trench to: touch
Trivial: common
Turquet: Turkish dwarf
Under foot: below value
Unready: untrained
Usury: interest
Value: certify
Virtuous: able
Votary: vowed
Wanton: spoiled
Wood: maze
Work: manage, utilize
[The end]
Francis Bacon's essay: Of Negotiating