e
collects from books, lays it down as a maxim, that most men love
flattery; in order therefore to please, he will flatter: but, how?
Without regard either to circumstances or occasions. Instead of those
delicate touches, those soft tints, that serve to heighten the piece, he
lays on his colours with a heavy hand, and daubs where he means to
adorn: in other words, he will flatter so unseasonably, and, at the same
time, so grossly, that while he wishes to please he puts out of
countenance and is sure to offend. On the contrary, a man of the world,
one who has made life his study, knows the power of flattery as well as
he; but then he knows how to apply it; he watches the opportunity, and
does it indirectly, by inference, comparison and hint.

3. Man is made up of such a variety of matter, that, to search him
thoroughly, requires time and attention; for, though we are all made of
the same materials, and have all the same passions, yet, from a
difference in their proportion and combination, we vary in our
dispositions; what is agreeable to one is disagreeable to another, and
what one shall approve, another shall condemn. Reason is given us to
controul these passions, but seldom does it. Application therefore to
the reason of any man will frequently prove ineffectual, unless we
endeavour at the same time to gain his heart.

4. Wherever then you are, search into the characters of men; find out,
if possible, their foible, their governing; passion, or their particular
merit; take them on their weak side, and you will generally succeed:
their prevailing vanity you may readily discover, by observing; their
favourite topic of conversation, for every one talks most of what he
would be thought most to excel in.

5. The time should also be judiciously made choice of. Every man has his
particular times when he may be applied to with success, the _mollia
tempora fandi_: but these times are not all the day long; they must be
found out, watched, and taken advantage of. You could not hope for
success in applying to a man about one business, when he was taken up
with another, or when his mind was affected with excess of grief, anger,
or the like.

6. You cannot judge of other men's minds better than by studying your
own; for, though some men have one foible, and another has another, yet
men, in general, are very much alike. Whatever pleases or offends you,
will in similar circumstances, please or offend others; if you find
yourself h