培根散文隨筆集第47章：Of Negotiating 論談判（中英對照）
培根散文隨筆集中英對照，通過閱讀文學(xué)名著學(xué)語言，是掌握英語的絕佳方法。既可接觸原汁原味的英語，又能享受文學(xué)之美，一舉兩得，何樂不為？
對于喜歡閱讀名著的讀者，這是一個最好的時代，因為有成千上萬的書可以選擇；這又是一個不好的時代，因為在浩繁的卷帙中，很難找到適合自己的好書。而培根的散文隨筆，濃縮的不僅僅是文學(xué)，還是智慧。相信對閱讀和寫作都有很好的幫助。
47. Of Negotiating 論談判
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.
辦交涉多半是用口頭說話比用信函好，由第三者居間比本人親自去辦的好。在一個人想得到一個書面的回答的時候；或者在一個人預(yù)備將來可以拿出書面的證據(jù)以為自己辯護(hù)的時候；或者在談話有被人中斷以致聽的人聽不完全的危險的時候；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.
在一個人底顏面可以使對方生敬（如普通在上位者之于下屬）的時候；或者在很微妙的局面中，當(dāng)一個人目注聽話的人底臉上方可以知道說話能說多少的時候；還有，一般地，在一個人要保留否認(rèn)或解釋底自由的時候；面談是好的。在選擇替你辦交涉的人的時候，較好的辦法是選擇那些老實一流的人，那些肯照你底委托去作事，并且肯回來向你忠實地報告結(jié)果的人們，而不取那些巧于利用他人底事務(wù)以利己身并粉飾其報告以圖任用者底歡心的人們。
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.
那些對于被委托去辦的事樂意做的人也應(yīng)當(dāng)任用，因為這種樂意的心理使他們勤奮；又須量才任事，如勇敢的人可派他去爭辯；巧言的人可派他去勸誘，機(jī)警的人可派他去探詢觀察；冒失荒唐的人可派他去辦那些不免稍虧于理的事務(wù)。那些有幸運(yùn)的，在以前你派他們?nèi)プ龅氖录泻艹晒Φ娜藗円矐?yīng)當(dāng)任用；因為這種情形可以產(chǎn)生自信，并且這般人也要努力保持他們以前的名譽(yù)。
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.
要窺察交涉中對方底意向，一下子就落在本題上面是不如從遠(yuǎn)處來探查的好；除非你要用一種突然的問題來驚他，使他出其不意，無法掩飾，那自然是例外。與已經(jīng)達(dá)到所欲的人辦交涉不如與那欲望正熾的人辦交涉的好。如果一個人和別人講條件做事，那么原先履行條件可算是問題底全部。一個人是沒有什么理由要求別人先盡的底義務(wù)的，除非事件本身底性質(zhì)需要如此；或者這人可以勸導(dǎo)對方，使對方相信將來在別的事件上我方還有倚仗他之處；或者要他認(rèn)為我方是很誠實可靠的。
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.
一切交涉底問題無非是觀察人或利用人的問題。要看人們底真性情之流露須在他們受信任之際，生熱情之際，不防備之際，有需要之際，就是當(dāng)他們要做成某事而找不著相當(dāng)?shù)娘椩~的時候。假如你要影響任何人，你就必須要知道他底性情和習(xí)慣，以便引導(dǎo)他；或者他底目的，以便勸誘他；或者他底弱點與短處，以便于恐嚇?biāo)?；或者對于他有影響的人，以便于控制他?/p>
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.
在和狡黠的人辦交涉的時候我們必須要明白他們底目的，以便解釋他們底言辭；并且最好對他們少說話，而且所說的話是他們最料不到的。在一切有困難的交涉中，不可希冀一邊下種一邊收割；而應(yīng)當(dāng)對所事妥為準(zhǔn)備，好讓它漸漸成熟。
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