have more suitable talent. Another type of negotiator or  
salesman is the one who tries to sell himself to the opponent   
or customer. This is the climber type who is trying to impress   
his opponent with his importance and ability. In industry he   
does not survive very long. In foreign affairs, it has been   
said, too many men are seeking contact with important or   
less important foreign representatives or members of their   
staffs. The stock in trade is to give advance intimation of   
Government policy in small and ofttimes in important matters   
without the knowledge of superiors. This sometimes carries   
even to advance hints to the press. One is often astounded   
here and abroad to read in the press or hear on the radio   
the general trend of secret discussions. How can these matters   
be controlled in a field so extensive and especially in time   
of a world war?
 
     
 
 
I.  Of course discipline is essential.
 
     
 
 
II. The real negotiators must be clearly separated from   
the inefficient.