Page:The Practice of Diplomacy - Callières - Whyte - 1919.djvu/133

 of which lesser men by reason of their position are largely free. There is a certain pride of position, a certain arrogant self-esteem, which is only to be found in highly placed persons, and which is most marked in kings and ministers. On this account, and on account of the actual power their exalted position puts into their hands, kings are open to persuasion and flattery in a way in which men of lower degree cannot be approached. This consideration must ever be in the mind of the good negotiator, who should therefore strive to divest himself of his own feelings and prejudices, and place himself in the position of the King so that he may understand completely the desires and whims which guide his actions. And when he has done so he should say to himself: 'Now, if I were in the place of this prince, wielding his power, subject to his passions and prejudices, what effect would my mission and my arguments have upon me?' The more often he thus puts himself in the position of others, the more subtle and effective will his arguments be. And it is of course not only in matters of opinion that this use of the imagination is valuable, it is more particularly in all those personal aspects where the power to give pleasure by flattery or any other means is effective.

No one will forget that crowned heads, and even their ministers themselves, are accustomed from