New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1905-03-12
BUSINESS DIPLOMATS.
Skafm Hays of Practising Bribery
an Trade.

.-F,ropeans sometimes say that We In the United
States have no diplomats that we nave no
trained or grown azsy. that We 90 not kho" "Ha'
Diplomacy is says an American manufacturer III
.The independent" Their definition of diplomacy
ts TO obtain what you want by intrigue indirectioh
and corruption. and they conine diplomacy %
notifies and statecraft. This half sneer of Euro
means is true IL we look only at foreign politics.
oar foreign Ministers and Ambassadors have usual
Is wanted little. but have clearly known what they
Ranted ard have gone straight for II win 70
snuch vtgor that the other side generally Eleioeo'
with much astonisnment at such queer. direct
methods But our foreign friends have made Inc
mistake of thinking tina. politics. and particularly
foreign politics is with u.s. as with them NE
interest II Is not. When il becomes necessary
We will train men 30 diplomacy or take ther OUT
OF The vast and growing army OF business dipio-
uats To business has talent-yes, genius
for diplomacy turned and in business have we
trained and growing army of diplomats
men who travel ali over the country selling goods
closing deals making contracts. These are our
reai diplomats, and of these foreign critics know
little
About six months ago my business took me to
San Francisco II is long ride and for two days
We met on the common footing of the sleeping and
dining cars with nothing 10 do but talk. play cards
write an occasional letter and eat. The second
day out four five travellers who had got
well acquainted started talking on this subject OF
Business diplomacy. II could easily be seen that
al were masters in the art of adapting themselves
10 each other and to circumstances In the free
dom of this enforced intimacy and leisure each
spoke canddly-
''One was selling cloaks and dresses, representing
one of the largest manufacturers in the country.
lie said: Why. OF course. ] give presents. or II
bou prefer to call 1t So commissions and brides.
You can't 90 business in any other way. I'm not
paid a salary OF $4,000 year to hesitate at
little check giving when ] can't get the business
otherwise They ali do it. You know the case
ef Brown who bought for A. & B. mentioning one
of the largest department stores IN New-Nork
Git10 He used 10 turn c. & d. "a promi-
merit manufacture Of cIoaks and dresses bust
mess to the amount OF 100000 100000 a year.
They gave him brownstone house up town in
oSev-York where he lived for years Every one
anew it. and it is said that both A and B. knew it
at the time but they said they did not care II
brown did get houses and money. that he had
made his department pay big profits and that was
what they looked at. Later c. & d. actually
made Brown one OF the partners in their firm, so
hhat he shared in their profits, and he was still
ahe buyer for A. & B.
Later when others had talked he said have
m understanding with my house that I can draw
cp 20 SIS 900 a year and no questions asked al
ways carry several thousand dollars with me- And
here he showed a roll of bills. Outlines meet a
squeamish cuss and have TO handle him with
rloves IN get him around to my hotel in the
evening and well have drinks and cigars served
pnd a little game of poker; of course, / always
lose Nothing is said. but I book a good slzed
order before j ana really tnat is one OF the
cheapest methods; when the man comes right out
and asks for money then / usually have TO pay
q big price. Once, after had lost $500 at cards
the buyer wasn't going TO give decent order;
u had not suggested that his boss would not like
70 know how heavily he had played poker with
me 70 have lost both that order and my money
the next time / went TO his city he came TO my
rooms and we had game of poker. but can
play when ] want and handle the cards a little
I that he drank heavily. and before midnight
be owed 500. You such scared
man. got mis- I. o. Us before he left. Then
persuaded him 10 have just one more round and
/ lost 500 him and gave him back part Of his
signatures. The next morning | said he need not
worry. but pay when he could Then l got him
10 my sample rooms. and when got half
through TIE order ! it going to be
large rs l wanted. 50 suggested that he increase
ills item and add that other. He looked n little
q-eer; took out Of the ]. o. Us and tore
Il up and handed it him. He increased the
order as ] wished. ana before got through It
was over $4,000. I then the others up and
gave them him; he nightly relieved. The
next day gave him three 500 bills Since then he
never plays poker with me, but 1 always give him
snoney.'
There was silence for moment. and then an
elderly. fine looking gentleman said meditatively:
I'm an insurance adjuster and you would nor
think that ] ever had TO money but I do On