Page:The Practice of Diplomacy - Callières - Whyte - 1919.djvu/140

 each seeks his own interest. The same is true or even truer of the liaisons and treaties which bind one sovereign to another, for there is no durable treaty which is not founded on reciprocal advantage, and indeed a treaty which does not satisfy this condition is no treaty at all, and is apt to contain the seeds of its own dissolution. Thus the great secret of negotiation is to bring out prominently the common advantage to both parties of any proposal, and so to link these advantages that they may appear equally balanced to both parties. For this purpose when negotiations are on foot between two sovereigns, one the greater and the other the less, the more powerful of these two should make the first advance, and even undertake a large outlay of money to bring about the union of interests with his lesser neighbour, for his own self-interest will show him that he has really the greater object and the larger advantages in view, and that any benefits he may confer or subsidies which he may grant to his weaker ally will be readily repaid by the success of his designs. Now, as we have said, the secret of negotiation is to harmonise the interests of the parties concerned. It is clear that if a negotiator excludes the honest and straightforward method of reason and persuasion, and adopts on the contrary a haughty and menacing manner, then obviously he must be followed by an army ready to invade the