Page:The Practice of Diplomacy - Callières - Whyte - 1919.djvu/14

 cunning greybeards sedulously lying abroad for the good of their country continues to fill the popular imagination, though a reading of any one of the excellent memoirs of the great diplomatists of the past would suffice to prove that Sir Henry Wotton's famous witticism far outran the truth. For every occasion on which deceit has been practised, there are a dozen on which the negotiation has followed the obvious course of a practical discussion in which 'the application of intelligence and tact' led to an agreement. In substance, therefore, diplomacy demands the same qualities as any other form of negotiation. Its true method bears a close resemblance to a business transaction. The one essential difference between a high commercial negotiation and a diplomatic transaction is that in the former the contracting parties are constrained to observe certain rules, and are bound not only by certain strict conventions but by enforceable laws; in the latter case the parties recognise no bounds to their claims and ambitions except those laid down by a concern for their own convenience, or by the limits of their own military forces. Hence the diplomatist gains an altogether fictitious eminence among his fellow-men and assumes an excessive viii