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
sake. Use also such persons as affect[493] the business wherein they
are employed, for that quickeneth much; and such as are fit for the
matter, as bold men for expostulation, fairspoken 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,[494] than with those that are where they would be. If a man
deal with another upon conditions, the start of 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.