40 Advice to Diplomats

40.1 Of the qualities necessary for the profession of a diplomat, Callières treats in his famous work De la manière de négocier avec les souverains,¹ and his observations, though made nearly three hundred years ago, have still a good deal to commend them. A brief summary of their main points is given below. In modern days methods of diplomacy are certainly less subtle and tortuous than were those of the past; while the rapidity of communication now enables a negotiator to remain in constant touch with his government throughout. But national character and human nature have not changed to any appreciable extent. Callières' counsels are summarized as hints that may prove useful to younger diplomats and as a suitable introduction to the present chapter.

40.2

A good negotiator should have enough self control not to speak without having asked himself what he has to say. He shouldn’t fall into the error of a famous ambassador of our times who was so intemperate in debate that he revealed secrets in order to support his arguments.

He shouldn’t err in the other direction by making a secret out of nothing and by being incapable of distinguishing between matters of importance and trifles.

One calls an ambassador an honourable spy as he tries to discover the secrets of the Court where he is accredited and he should spend what is necessary to pay those who can tell him.

A good negotiator should never base a successful negotiation on false promises or bad faith. Craftiness is an illustration of smallness of mind and an indication that the person hasn’t enough intellectual breadth to achieve his aims by fair and reasonable means.

A man who displays self-possession and calmness under pressure has a great advantage in negotiation over a man who is lively and fiery. To succeed in this profession, you need to speak much less than to listen: you need phlegm, reserve, plenty of discretion and patience.

A wise and capable negotiator needs to adjust himself to the habits and customs of the country where he lives without showing repugnance or contempt for them. He shouldn’t publicly criticise the form of government he finds [Ed. unless that is a clear instruction from his own government]; indeed he should praise what is good about the country’s form of government as no country’s governance has a monopoly of good points.

He should know or learn the history of the country where he is resident and so recount the great deeds of the ancestors of the country’s leaders or indeed their own deeds which will incline them to look kindly on the negotiator.

It’s more of an advantage for a negotiator to carry out his business orally. This way he has more opportunity to discover the feelings and aims of his interlocutors and to put over his own arguments more forcefully.

One of the greatest secrets of negotiating is knowing how to distil drop by drop into the mind of interlocutors the matter of which one wants to persuade them [Ed. so that the interlocutor himself comes to a different view].

There is hardly anyone who wants to admit to being wrong or having made a mistake or who will give up his opinions in favour of yours if all you ever do is contradict him, however good your reasons. There are however many who will give up some of their opinions where you can find arguments which flatter their amour propre and advance their own interests thus justifying their change of view … one should avoid bitter and obstinate discussions with Princes and their ministers but reason with them without passion and without always wanting to have the last word.