If you hear a person boasting of having got a remarkably good bargain, you may generally conclude him by no means too honest; for almost always where one gains much in a bargain, the other loses. I know well that cases occur where both parties are gainers, but not greatly so. And when you hear a man triumph in gaining by another's loss, you may easily judge of his character.
Let me warn you against the sanguine promisers. Of these there are two sorts. The first are those who from a foolish custom of fawning upon all those whom they meet with in company, have acquired a habit of promising great favors which they have no idea of performing. The second are a sort of warm hearted people, who while they lavish their promises have some thoughts of performing them; but when the time comes, and the sanguine fit is worn off, the trouble or expense appears in another light; the promiser cools, and the expectant is disappointed.
Be cautious of dealing with an avaricious and cruel man, for if it should happen by an unlucky turn of trade that you should come into the power of such a person, you have nothing to expect but the utmost rigor of the law.
In negotiating, there are a number of circumstances to be considered; the neglect of any of which may defeat your whole scheme. These will be mentioned in the next section.
Section XI. How to take Men as they are.
Such a knowledge of human character as will enable us to treat mankind according to their dispositions, circumstances, and modes of thinking, so as to secure their aid in all our laudable purposes, is absolutely indispensable. And while all men boast of their knowledge of human nature, and would rather be thought ignorant of almost every thing else than this, how obvious it is that there is nothing in regard to which there exists so much ignorance!
A miser is by no means a proper person to apply to for a favor that will cost him any thing. But if he chance to be a man of principle, he may make an excellent partner in trade, or arbitrator in a dispute about property; for he will have patience to investigate little things, and to stand about trifles, which a generous man would scorn. Still, as an honest man, and above all as a Christian, I doubt whether it would be quite right thus to derive advantage from the vices of another. In employing the miser, you give scope to his particular vice.
A passionate man will fly into a rage at the most trifling affront, but he will generally forget it nearly as soon, and be glad to do any thing in his power to make up with you. It is not therefore so dangerous to disoblige him, as the gloomy, sullen mortal, who will wait seven years for an opportunity to do you mischief.
A cool, slow man, who is somewhat advanced in age, is generally the best person to advise with. For despatch of business, however, make use of the young, the warm, and the sanguine. Some men are of no character at all; but always take a tinge from the last company they were in. Their advice, as well as their assistance, is usually good for nothing.
It is in vain to think of finding any thing very valuable in the mind of a covetous man. Avarice is generally the vice of abject spirits. Men who have a very great talent at making money, commonly have no other; for the man who began with nothing, and has accumulated wealth, has been too busy to think of improving his mind; or indeed, to think of any thing else but property.