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“Deceit indeed is but a measure of the smallness of mind of him who employs it, and simply shows that his intelligence is too meagrely equipped to enable him to arrive at his ends by just and reasonable methods. No doubt the art of lying has ben practised with success in diplomacy; but unlike that honesty which here as elsewhere is the best policy, a lie always leaves a drop of poison behind, and even the most dazzling diplomatic success gained by dishonesty stands on an insecure foundation, for it awakes in the defeated party a sense of aggravation, a desire for vengeance, and a hatred which must always be a menace to his foe.”
― François de Callières, On the Manner of Negotiating with Princes: From Sovereigns to CEOs, Envoys to Executives -- Classic Principles of Diplomacy and the Art of Negotiation

“I’ve always wondered what it would be like to be a spear carrier in somebody else’s story. A spear carrier is somebody who stands in the hall when Caesar passes, comes to attention, and thumps his spear. A spear carrier is the anonymous character cut down by the hero as he advances to save the menaced heroine. A spear carrier is a character put in a story to be used like a piece of disposable tissue. In a story, spear carriers never suddenly assert themselves by throwing their spears aside and saying, “I resign. I don’t want to be used.” They are there to be used, either for atmosphere or as minor obstacles in the path of the hero. The trouble is that each of us is his own hero, existing in a world of spear carriers. We take no joy in being used and discarded. I was finding then, that wet, chilly, unhappy night, that I took no joy in seeing other people used and discarded.”
― Alexei Panshin, Rite of Passage

“Thus he who would enter the profession of diplomacy must examine himself to see whether he was born with the qualities necessary for success. These qualities are an observant mind, a spirit of application which refuses to be distracted by pleasures or frivolous amusements, a sound judgement which takes the measure of things as they are, and which goes straight to its goal by the shortest and most natural paths without wandering into useless refinements and subtleties which as a rule only succeed in repelling those with whom one is dealing. The negotiator must further possess that penetration which enables him to discover the thoughts of men and to know by the least movement of their countenances what passions are stirring within, for such movements are often betrayed even by the most practised negotiator.”
― François de Callières, On the Manner of Negotiating with Princes: From Sovereigns to CEOs, Envoys to Executives -- Classic Principles of Diplomacy and the Art of Negotiation

“But indeed there is another fault of which the negotiator must beware: he must not fall into the error of supposing that an air of mystery, in which secrets are made out of nothing and in which the merest bagatelle is exalted into a great matter of state, is anything but a mark of smallness of mind and betokens an incapacity to take the true measure either of men or of things. […] he must remember that open dealing is the foundation of confidence and that everything which he is not compelled by duty to withhold ought to be freely shared with those around him.”
― François de Callières, On the Manner of Negotiating with Princes: From Sovereigns to CEOs, Envoys to Executives -- Classic Principles of Diplomacy and the Art of Negotiation