Page:The Practice of Diplomacy - Callières - Whyte - 1919.djvu/49

 which takes the measure of things as they are, and which goes straight to its goal by the shortest and most natural paths without wandering into useless refinements and subtleties which as a rule only succeed in repelling those with whom one is dealing. The negotiator must further possess that penetration which enables him to discover the thoughts of men and to know by the least movement of their countenances what passions are stirring within, for such movements are often betrayed even, by the most practised negotiator. He must also have a mind so fertile in expedients as easily to smooth away the difficulties which he meets in the course of his duty; he must have presence of mind to find a quick and pregnant reply even to unforseen surprises, and by such judicious replies he must be able to recover himself when his foot has slipped. An equable humour, a tranquil and patient nature, always ready to listen with attention to those whom he meets; an address always open, genial, civil, agreeable, with easy and ingratiating manners which assist largely in making a favourable impression upon those around him—these things are the indispensable adjuncts to the negotiator's profession. Their opposite, the grave and cold air, a melancholy or rough exterior, may create a first impression which is not easily removed. Above all the good negotiator must have sufficient