A good negotiator must not only be courageous in danger but firm in debate. There are many men who are naturally brave, but cannot maintain an opinion in dispute. The kind of firmness that is needed is that which, having carefully and fully examined the matter, consents to no compromise but pursues with constancy a resolution once adopted till it is carried into effect. Compromise is the easy refuge of the irresolute spirit. The lack of firmness of which I speak here is a common fault of those who have a lively imagination for every kind of accident which may befall, and hinders them from determining with vigour and despatch the means by which action should be taken. They will look at a matter on so many sides that they forget in which direction they are travelling. This irresolution is most prejudicial to the conduct of great affairs which demand a decisive spirit, acting upon a careful balance of advantage and disadvantage, and pursuing the main purpose without abatement. It is said that Cardinal Richelieu, who perhaps took wider views than any man of his time, was somewhat irresolute when he came to action, and that Father Joseph, the Capuchin, a much narrower intelligence than the Cardinal, was of the greatest value to him because, once a decision was taken, he pursued it tenaciously, and often assisted the Cardinal in dismissing designs of compromise by which crafty persons hoped to destroy the original plan. [Sidenote: _Genius no Substitute for Good Manners._] There are some geniuses born with such an elevation of character and superiority of mind that they have a natural ascendancy over all whom they meet. But a negotiator of this kind must take good care not to rely too much on his own judgment in order to voice that superiority which he has over other men, for it may earn for him a reputation for arrogance and hardness; and just on account of his very elevation above the level of common humanity, events may escape him, and he may be the dupe of his own self-confidence. He must sometimes consent to meet smaller men on their own ground. [Sidenote: _Value of Good Faith._]