第47章：Of Negotiating 论谈判（中英对照）

培根散文随笔集中英对照，通过阅读文学名著学语言，是掌握英语的绝佳方法。既可接触原汁原味的英语，又能享受文学之美，一举两得，何乐不为？
对于喜欢阅读名著的读者，这是一个最好的时代，因为有成千上万的书可以选择；这又是一个不好的时代，因为在浩繁的卷帙中，很难找到适合自己的好书。而培根的散文随笔，浓缩的不仅仅是文学，还是智慧。相信对阅读和写作都有很好的帮助。
47. Of Negotiating 论谈判
It is generally better to deal by speech, than by letter; and by the mediation of a third, than by a man's self. Letters are good, when a man would draw an answer by letter back again; or when it may seem, for a man's justification, afterwards to produce his own letter, or where it may be danger to be interrupted, or heard by pieces.
办交涉多半是用口头说话比用信函好，由第三者居间比本人亲自去办的好。在一个人想得到一个书面的回答的时候；或者在一个人预备将来可以拿出书面的证据以为自己辩护的时候；或者在谈话有被人中断以致听的人听不完全的危险的时候；用信函交涉是好的。
To deal in person is good, when a man's face breedelh regard, as commonly with inferiors; or in tender cases, where a man's eye, upon the countenance of him with whom he speaketh, may give him a direction, how far to go: and generally, where a man will reserve to himself liberty either to disavow, or to expound. In choice of instruments, it is better to choose men of a plainer sort, that are like to do that, that is committed to them, and to report back again faithfully the success; than those, that are cunning to contrive out of other men's business, somewhat to grace themselves; and will help the matter, in report, for satisfaction sake.
在一个人底颜面可以使对方生敬（如普通在上位者之于下属）的时候；或者在很微妙的局面中，当一个人目注听话的人底脸上方可以知道说话能说多少的时候；还有，一般地，在一个人要保留否认或解释底自由的时候；面谈是好的。在选择替你办交涉的人的时候，较好的办法是选择那些老实一流的人，那些肯照你底委托去作事，并且肯回来向你忠实地报告结果的人们，而不取那些巧于利用他人底事务以利己身并粉饰其报告以图任用者底欢心的人们。
Use also such persons as affect the business, wherein they are employed; for that quickeneth much; and such as are fit for the matter, as bold men for expostulation, fair spoken men for persuasion, crafty men for enquiry and observation, froward and absurd men for business that doth not well bear out itself. Use also such as have been lucky, and prevailed before in things wherein you have employed them; for that breeds confidence, and they will strive to maintain their prescription.
那些对于被委托去办的事乐意做的人也应当任用，因为这种乐意的心理使他们勤奋；又须量才任事，如勇敢的人可派他去争辩；巧言的人可派他去劝诱，机警的人可派他去探询观察；冒失荒唐的人可派他去办那些不免稍亏于理的事务。那些有幸运的，在以前你派他们去做的事件中很成功的人们也应当任用；因为这种情形可以产生自信，并且这般人也要努力保持他们以前的名誉。
It is better to sound a person, with whom one deals, a far off, than to fall upon the point at first; except you mean to surprise him by some short question. It is better dealing with men in appetite, than with those that are where they would be. If a man deal with another upon conditions, the start or first performance is all; which a man cannot reasonably demand, except either the nature of the thing be such, which must go before; or else a man can persuade the other party, that he shall still need him, in some other thing; or else that he be counted the honester man.
要窥察交涉中对方底意向，一下子就落在本题上面是不如从远处来探查的好；除非你要用一种突然的问题来惊他，使他出其不意，无法掩饰，那自然是例外。与已经达到所欲的人办交涉不如与那欲望正炽的人办交涉的好。如果一个人和别人讲条件做事，那么原先履行条件可算是问题底全部。一个人是没有什么理由要求别人先尽的底义务的，除非事件本身底性质需要如此；或者这人可以劝导对方，使对方相信将来在别的事件上我方还有倚仗他之处；或者要他认为我方是很诚实可靠的。
All practice is to discover, or to work. Men discover themselves, in trust; in passion; at unawares; and of necessity, when they would have somewhat done, and
cannot find an apt pretext If you would work any man, you must either know his nature, and fashions, and so lead him; or his ends, and so persuade him; or his weakness, and disadvantages, and so awe him; or those that have interest in him, and so govern him.
一切交涉底问题无非是观察人或利用人的问题。要看人们底真性情之流露须在他们受信任之际，生热情之际，不防备之际，有需要之际，就是当他们要做成某事而找不着相当的饰词的时候。假如你要影响任何人，你就必须要知道他底性情和习惯，以便引导他；或者他底目的，以便劝诱他；或者他底弱点与短处，以便于恐吓他；或者对于他有影响的人，以便于控制他。
In dealing with cunning persons, we must ever consider their ends, to interpret their speeches; and it is good to say little to them, and that which they least look for. In all negotiations of difficulty, a man may not look to sow and reap at once; but must prepare business, and so ripen it by degrees.
在和狡黠的人办交涉的时候我们必须要明白他们底目的，以便解释他们底言辞；并且最好对他们少说话，而且所说的话是他们最料不到的。在一切有困难的交涉中，不可希冀一边下种一边收割；而应当对所事妥为准备，好让它渐渐成熟。