The daily morning journal and courier., 1905-04-08

Any.
 Europeans sometimes say that we in the United States have no diplo- mats, that We have not trained or grown any, that we do not know what diplomacy is.' says an American manufacturer in The Independent. Their definition of diplomacy is to obtain what you want by intrigue, in- direction and corruption, and they confine diplomacy to politics and statecraft. This half sheer of Euro peans is true if we look at foreign politics. Our foreign Ministers and Ambassadors have usually wanted little, but have clearly known what they wanted and have gone straight for it with so much Vigor that the other side generally yielded, with much astonishlnent at such queer, direct methods. But our friends have made the mistake of thinking that politics, and particularly foreign poli- tics, is with us, as with them, a life interest. It is not. When it becomes necessary, We will train men to di- plomacy or take them out of the vast and growing army of business diplo- mats. To business has our talent-yes, genius-for diplomacy turned, and in business have we trained vast and growing army of diplomats, men who travel all over the country selling goods, closing deals, making contracts. These are our real diplomats, and of these foreign critics know little.
 About six months ago my business took me to San Francisco. It is long ride, and for two days we met on the common foot of the sleeping and din- ing cars, with nothing to do but talk, play cards write an occasional letter and eat. The second day out four or five travellers who had got we'll ac- .quainted started talking on this sub ject of business diplomacy. It could easily be seen that all were masters in the art of adapting themselves ito each other and to circumstances. In the freedom of this enforced intimacy and leisure each spoke candidly.
 'One was selling eloaks and dresses, representing one of the largest manu- facturers in the country. He said: Why, of course, I give presents, or, if you prefer to call it So, commissions and bribes, You can't do business in |any other way. I'm not paid a salary of $10.000 a year to hesitate at a little check giving, when I cant get the business otherwise. They all do it. You know the case of Brown, who bought for A. & B. (nentioning one
 of the largest department stores in NeW-York City,. He used to turn over to c. & D. Ca prominent manufacturer |of cloaks and dresses) business to the amount of $300,000 or $400,0O0 a year
 They gave him a brownstone house up town in New York, where he lived for years. Every one knew it, and it is said that both A. and B., knew it at the time, but they said they did not
 care if Brown did get houses and money, that he had made his depart
 ment pay big profits and that was what they looked at Later on c. & D.
 actually made Brown one of the part Iners in their firm, so that he shared in
 their profits, and he was still the buyer for A. & B. "-...
 Later, when others had talked, he said: T have an understanding with my house that I can draw up to $25,- 900 a year and no questions asked. I always carry several thousand dollars with me- And here he showed roll of bills. Oft times meet a squeamish cuss and have to handle him with
 gloves. I'll get him around to my hotel in the evening and we'll have drinks and cigars served and a little game of poker; of course, always lose. Noth- ling is said, book a good sized order before go, and really that is one of the cheapest methods; when the man comes right out and asks for money,
 I usually have to pay big price. Once, after I had lost $500 at cards, the buyer wasn't going to give me a de- cent order; if had not suggested that his boss would not like to know how heavily he had played poker with me I'd have lost both that order and my money. The next time I went to his city he came to my rooms and we had our game of poker, but I can play when want to handle the cards lit tie. I saw that he drank heavily, and before midnight he owed me $700. You never saw such scared man.. got his I. o. us before I left. Then I persuaded him to have just one more round and lost $10O to him and gave him back part of his signatures The next morning I said he need not worry, but pay me when he could. Then got him to my sample rooms, and when we got half through the order I saw 1t
 was not going to be as large a want ed, so I suggested that he increase this item and add that other. He look- ed a little queer; so I took out one of
 the I. o. us and tore it up and hand ed it to him. He increased the order
 as wished, and before we got through 1t was over $1O,000. I then tore the others up and gave them to him; he was nightly relieved. The next day l gave him three s10o bills. Since then he never plays poker with me, but I always give him money
 ,"There was silence for moment
 then an elderly, looking gentleman
 ditatively: I'm an insurance adjuster, and you would not think that I ever had to use money, but I do. On the small losses and losses in the country there is never any trouble, though often we have to pay far more than