On the Manner of Negotiating with Princes: From Sovereigns to CEOs, Envoys to Executives -- Classic Principles of Diplomacy and the Art of Negotiation [Hardcover]

François de Callières (Author), Charles Handy (Introduction)

Book Description

Publication Date: May 30, 2000

Three hundred years ago, the art of French diplomacy saved nations and enthroned kings. In today's business world, those same princely principles can make or break corporations and launch careers.
Written in 1716 by the "envoy extraordinary of Louis XIV," this sage and charming study of the art of negotiation is reputed to be the best manual of diplomatic methods ever written. Now, newly introduced by the leading management philosopher Charles Handy, On the Manner of Negotiating with Princes is certain to be a classic among business people around the world. The reason is simple: whether it's palace politics in eighteenth-century France or office politics in a twenty-first-century global market, you need to know how to deal with people effectively. In these pages, de Callieres sets forth a model for doing so both in business and in life -- a model that has stood the test of time.
As entertaining as it is educational, this trusted handbook contains a wealth of useful advice, with sections including "The Personal Qualities of a Good Negotiator," "The Fitting Mode of Address," "The Cool Head," "The Perils of Deceit," "The Fatality of Bad Appointments," "The Use of Compliments," "Genius No Substitute for Good Manners," and, of course, "The Value of Good Cheer." On the Manner of Negotiating with Princes should prove as valuable in today's business world as it was in the days of princes and paupers.

Editorial Reviews

From Library Journal

No doubt in its day, de Calli?res's treatise was viewed as an essential guidebook. The question is whether such a guidebook, written in 1716, still has value. The author was "envoy extraordinary of Louis XIV," and some of his pronouncements are timeless: "It often happens that there are men in public life who have won a reputation for themselves without earning it." The difficulty with the book, however, is that the translation mirrors the flavor and language and situations of the early 18th century: while important, it lacks verve. Negotiating is a practical art, and more contemporary books offer more relevant advice than, for instance, chapters on "The Value of Good Cheer" or "The Use of Compliments." Although this work is a historical curiosity, except where there have been continued requests for the 1919 edition, this might be a book most libraries can do without.
-Steven Silkunas, Southeastern Pennsylvania Transportation Authority, Philadelphia
Copyright 2000 Reed Business Information, Inc.

From Booklist

Although not as well known as Machiavelli's The Prince, Callieres' treatise is also regarded as a classic work in the field of diplomacy. And like The Prince, Callieres' advice on negotiating has been touted as timeless and having application in the world of business today. Callieres was a French diplomat active from 1670 to 1700. He was instrumental in discussions ending the War of the Great Alliance and was appointed cabinet secretary by King Louis XIV. He lays out the qualifications, duties, and appropriate behavior of the successful negotiator and diplomat. Callieres suggests when flattery and bribery might be used to one's benefit, but he warns against the "perils of deceit" and the "fatality of bad appointments." Over the years, Callieres' manual has made several appearances. Houghton Mifflin published the work in 1919, and it was reissued by the University Press of America in 1963 and 1993. This latest edition will include a foreword by British management philosopher Charles Handy. David Rouse

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Product Details

• Hardcover: 110 pages
• Publisher: Houghton Mifflin (May 30, 2000)
• Language: English
• ISBN-10: 0618055126
• ISBN-13: 978-0618055128
• Product Dimensions: 9.2 x 5.8 x 0.8 inches
• Shipping Weight: 11.2 ounces
• Average Customer Review: 4.5 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #849,286 in Books (See Top 100 in Books)

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10 of 10 people found the following review helpful:

5.0 out of 5 stars Timeless Advice About Being an Effective Agent, August 6, 2000

By 

Donald Mitchell "Jesus Loves You!" (Thanks for Providing My Reviews over 109,000 Helpful Votes Globally) - See all my reviews
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This review is from: On the Manner of Negotiating with Princes: From Sovereigns to CEOs, Envoys to Executives -- Classic Principles of Diplomacy and the Art of Negotiation (Hardcover)

This book was originally written as a letter to the Duc d'Orleans who was the regent for Louis XV while he was a boy. De Callieres had been an envoy extraordinary for Louis XIV who had recently died. The Duc d'Orleans is famous in history for being putty in the hands of John Law, leading to the debasement of the French currency and the collapse of the Mississippi Bubble (see Millionaire for details).

In the letter, the hidden agenda was to convince the Duc to let career diplomats from good families do the ambassadorial tasks, emphasizing peace over hostilities. Louis XIV had virtually bankrupted France with his many long and expensive wars that provided little benefit. Without a more sensible foreign policy, France was in serious trouble. Based on his past behavior patterns, the Duc was likely to send his card-playing buddies from the military ranks to take on these chores, and diplomatic disaster was likely to follow.

The first two-thirds of the book is a Renaissance-like description of the ideal man (there was not much role for women in his mind, other than as people to use as sources of indirect influence on princes). The description is obviously overstated to make a point: There's no one this good, but you'd better look for the best person you can. The final third is full of day-to-day advice about what a diplomat must do (sort of Diplomacy 101 for those who have not done it before). This includes details how to be introduced at court, the role of your own spies, and so forth. The final third seems remarkably modern. Perhaps it is even used in some diplomatic training today.

The only puzzling thing about the book is the introduction by Charles Handy. In the introduction, Handy argues that you can take the word 'negotiating' in the text and substitute the word 'management.' In so doing, he tries to transform this into a treatise on management. I don't think so. Sure, there are areas where management issues come up, such as in the selection of diplomatic personnel, but that's not the focus of this book either directly or indirectly. If he had argued that this book was the How to Win Friends and Influence People of the 18th century, I would have agreed with that. I'd skip the introduction. It will only confuse matters for you, and throw you off the track of what the book is really about -- being a loyal agent for someone with whom you are not in daily contact but whose most important matters are in your hands. The modern-day equivalent would be handling an labor negotiation for a company in an inaccessible foreign location.

The Prince is like the 800 pound gorilla. He can sit wherever he wants, so the task of negotiating with him is a delicate one. If you've ever had a boss like that, you'll find it humorous to compare your former boss to the descriptions in this book.

If the publisher does want to turn this into a management book, I suggest a different approach. Combine the text of this book with text and examples of a modern management sort to provide the current context for the reader. As it is now, Peter Drucker would be able to fill in the blanks for himself but few other readers would be able to do so without more guidance. You have to connect the dots to draw the picture for the reader!

Donald Mitchell ([e-mail])

1 of 1 people found the following review helpful:

5.0 out of 5 stars Interesting Book, October 21, 2008

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Kathleen Karsko "47 states" (MN) - See all my reviews
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This review is from: On the Manner of Negotiating with Princes: From Sovereigns to CEOs, Envoys to Executives -- Classic Principles of Diplomacy and the Art of Negotiation (Hardcover)

This was purchased for a Romanian co-worker as required reading for a class. He really enjoyed the book and thought it was interesting how it's principals have endured through the years.

1 of 1 people found the following review helpful:

5.0 out of 5 stars How to be wiser than your fellows, January 1, 2003

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Michael Bannen (San Diego, CA United States) - See all my reviews
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This review is from: On the Manner of Negotiating with Princes: From Sovereigns to CEOs, Envoys to Executives -- Classic Principles of Diplomacy and the Art of Negotiation (Hardcover)

Shouldn't peoples get smarter as decades and centuries pass? This book, written roughly 300 years ago by the "envoy extraordinary" of French King Louis XIV, might make you doubt our progress. While I don't agree with all that Callieres wrote (specifically, his more 'intriguing' prescriptions), there is a wisdom and thoughtfulness in his writings that is unmatched by any modern text. With the explosion in wealth, and scientific and technical knowledge, it is hard to find evidence--in writing or in life--that we have become more wise.

"How much better is it to get wisdom than gold! and to get understanding rather to be chosen than silver!" - Proverbs 16:16