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| author | Roger Frank <rfrank@pglaf.org> | 2025-10-15 04:40:29 -0700 |
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| committer | Roger Frank <rfrank@pglaf.org> | 2025-10-15 04:40:29 -0700 |
| commit | 6f7e55861a752d71e0c5311417b5440692a93e5f (patch) | |
| tree | a6a999c60b8c8dc97c75c1081eb39f1c9163726b /12649-h | |
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diff --git a/12649-h/12649-h.htm b/12649-h/12649-h.htm new file mode 100644 index 0000000..9bae2a4 --- /dev/null +++ b/12649-h/12649-h.htm @@ -0,0 +1,16785 @@ +<!DOCTYPE html PUBLIC "-//W3C//DTD XHTML 1.0 Strict//EN" "http://www.w3.org/TR/xhtml1/DTD/xhtml1-strict.dtd"> +<html> +<head> +<meta http-equiv="Content-Type" content="text/html; charset=iso-8859-1" /> +<title>The Project Gutenberg eBook of Analyzing Character, by Katherine M. H. Blackford and Arthur Newcomb</title> +<style type="text/css"> +body { font-family: Verdana, Geneva, Arial, Helvetica, sans-serif; + background-color: #ffffff; + color: #000000; + margin-left: 10%; + margin-right: 10% +} +.note {margin-left: 2em; margin-right: 2em; margin-bottom: 1em; font-size: smaller; +} +.smallfont{ + font-size : smaller; +} +.medfont{ + font-size : larger; +} +.largefont{ + font-size : xx-large; +} +.center{ + text-align : center; +} +.right{ + text-align : right; +} +.left{ + text-align : left; +} + + hr.full { width: 100%; } + a:link {color:blue; + text-decoration:none} + link {color:blue; + text-decoration:none} + a:visited {color:blue; + text-decoration:none} + a:hover {color:red} + pre {font-size: 9pt;} +h1, h2, h3, h4, h5, h6 {color: #666666; text-align: center} +hr{ + width : 65%; +} +</style> +</head> +<body> +<h1>The Project Gutenberg eBook, Analyzing Character, by Katherine M. H. +Blackford and Arthur Newcomb</h1> +<pre> +This eBook is for the use of anyone anywhere at no cost and with +almost no restrictions whatsoever. You may copy it, give it away or +re-use it under the terms of the Project Gutenberg License included +with this eBook or online at <a href = "https://www.gutenberg.org">www.gutenberg.org</a></pre> +<p>Title: Analyzing Character</p> +<p>Author: Katherine M. H. Blackford and Arthur Newcomb</p> +<p>Release Date: June 18, 2004 [eBook #12649]</p> +<p>Language: English</p> +<p>Character set encoding: iso-8859-1</p> +<p>***START OF THE PROJECT GUTENBERG EBOOK ANALYZING CHARACTER***</p> +<p> </p> +<h4>E-text prepared by Juliet Sutherland, Sjaani,<br /> + and the Project Gutenberg Online Distributed Proofreading Team<br /> + <br /> + HTML version prepared by Sjaani</h4> +<p> </p> +<hr class="full" /> +<p> </p> +<table> +<tr> +<td> +<img src="images/frontise.jpg" alt="Katherine M.H. Blackford" /> +</td> +<td> +<h1>ANALYZING CHARACTER</h1> +<h3>THE NEW SCIENCE OF JUDGING MEN; +MISFITS IN BUSINESS, THE HOME +AND SOCIAL LIFE</h3> + +<h3>BY</h3> + +<h2>KATHERINE M.H. BLACKFORD, M.D.<br /> +AND<br /> +ARTHUR NEWCOMB</h2> + +<h3>1922</h3> + +</td> +</tr> +</table> +<!-- Page vii --> +<table> +<tr> +<td colspan="3"> + <h2>CONTENTS</h2> + </td> +</tr><tr> +<td colspan="2"> </td><td>PAGE</td> +</tr><tr> +<td colspan="2">INTRODUCTION</td><td><a href="#pg001">1</a></td> +</tr><tr> +<td colspan="3"><strong>PART ONE--ANALYZING CHARACTER IN VOCATIONAL GUIDANCE</strong></td> +</tr><tr> +<td colspan="1">CHAP.</td><td colspan="2"> </td> +</tr><tr> +<td>I</td><td>CAUSES OF MISFITS</td><td><a href="#pg017">17</a></td> +</tr><tr> +<td>II</td><td>ELEMENTS OF FITNESS</td><td><a href="#pg039">39</a></td> +</tr><tr> +<td>III</td><td>CLASSES OF MISFITS</td><td><a href="#pg073">73</a></td> +</tr><tr> +<td>IV</td><td>THE PHYSICALLY FRAIL</td><td><a href="#pg111">111</a></td> +</tr><tr> +<td>V</td><td>THE FAT MAN</td><td><a href="#pg137">137</a></td> +</tr><tr> +<td>VI</td><td>THE MAN OF BONE AND MUSCLE</td><td><a href="#pg157">157</a></td> +</tr><tr> +<td>VII</td><td>SLAVES OF MACHINERY</td><td><a href="#pg169">169</a></td> +</tr><tr> +<td>VIII</td><td>THE IMPRACTICAL MAN</td><td><a href="#pg191">191</a></td> +</tr><tr> +<td>IX</td><td>HUNGRY FOR FAME</td><td><a href="#pg223">223</a></td> +</tr><tr> +<td>X</td><td>WASTE OF TALENT IN THE PROFESSIONS</td><td><a href="#pg241">241</a></td> +</tr><tr> +<td>XI</td><td>WOMEN'S WORK</td><td><a href="#pg261">261</a></td> +</tr><tr> +<td>XII</td><td>SPECIAL FORMS OF UNFITNESS</td><td><a href="#pg267">267</a></td> +</tr><tr> +<td colspan="3"><strong>PART TWO--ANALYZING CHARACTER IN SELECTION OF EMPLOYEES</strong></td> +</tr><tr> +<td>I</td><td>THE COST OF UNSCIENTIFIC SELECTION</td><td><a href="#pg291">291</a></td> +</tr><tr> +<td>II</td><td>THE SELECTION OF EXECUTIVES</td><td><a href="#pg303">303</a></td> +</tr><tr> +<td>III</td><td>THE REMEDY</td><td><a href="#pg331">331</a></td> +</tr><tr> +<td>IV</td><td>RESULTS OF SCIENTIFIC EMPLOYMENT</td><td><a href="#pg345">345</a></td> +</tr><tr> +<td>V</td><td>IDEAL EMPLOYMENT CONDITIONS</td><td><a href="#pg359">359</a></td> +</tr><tr> +<td colspan="3"><strong>PART THREE--ANALYZING CHARACTER IN PERSUASION</strong></td> +</tr><tr> +<td>I</td><td>THE PSYCHOLOGY OF PERSUASION</td><td><a href="#pg367">367</a></td> +</tr><tr> +<td>II</td><td>SECURING FAVORABLE ATTENTION</td><td><a href="#pg383">383</a></td> +</tr><tr> +<td>III</td><td>AROUSING INTEREST AND CREATING DESIRE</td><td><a href="#pg391">391</a></td> +</tr><tr> +<td>IV</td><td>INDUCING DECISION AND ACTION</td><td><a href="#pg401">401</a></td> +</tr><tr> +<td>V</td><td>EFFICIENT AND SATISFACTORY SERVICE</td><td><a href="#pg413">413</a></td> +</tr><tr> +<td colspan="3"><strong>PART FOUR--PRINCIPLES AND PRACTICE OF CHARACTER ANALYSIS</strong></td> +</tr><tr> +<td>I</td><td>THE SCIENTIFIC BASIS OF CHARACTER ANALYSIS</td><td><a href="#pg429">429</a></td> +</tr><tr> +<td>II</td><td>HOW TO LEARN AND APPLY THE SCIENCE OF CHARACTER ANALYSIS</td><td><a href="#pg443">443</a></td> +</tr><tr> +<td>III</td><td>USES OF CHARACTER ANALYSIS</td><td><a href="#pg453">453</a></td> +</tr><tr> +<td colspan="3"><strong>APPENDIX</strong></td> +</tr><tr> +<td colspan="2">REQUIREMENTS OF THE PRINCIPAL VOCATIONS</td><td><a href="#pg465">465</a></td> +</tr></table> + +<!-- Page ix --> +<table> +<tr><td colspan="6"><h2>ILLUSTRATIONS</h2></td> +</tr><tr> + <td> <strong>Fig.</strong> </td><td></td><td><strong>Page</strong> </td> + <td> <strong>Fig.</strong> </td><td></td><td><strong>Page</strong></td> +</tr><tr> +<td>1. </td><td><a href="#fig1">Jacob A Riis</a> +</td><td>53</td><td>35.</td><td> <a href="#fig35">Puccini, +Composer</a></td><td>231</td> +</tr><tr> +<td>2. </td><td><a href="#fig2">Dr. Booker T. Washington</a> +</td><td>54</td><td>36.</td><td> <a href="#fig36">John S. Sargent, +R.A.</a></td><td>232</td> + +</tr><tr> +<td>3. </td><td><a href="#fig3">James H. Collins</a> +</td><td>55</td><td>37.</td><td> <a href="#fig37">Pietro +Mascagni</a></td><td>233</td> +</tr><tr> +<td>4. </td><td><a href="#fig4">H.G. Wells</a> +</td><td>56</td><td>38.</td><td> <a href="#fig38">Richard +Burton</a></td><td>234</td> +</tr><tr> +<td>5. </td><td><a href="#fig5">Henry Ford</a> +</td><td>57</td><td>39.</td><td><!-- Page x --> <a +href="#fig39">Mendelssohn, Composer</a></td><td>235</td> +</tr><tr> +<td>6. </td><td><a href="#fig6">Hugo de Vries</a> +</td><td>58</td><td>40.</td><td> <a href="#fig40">Massenet, +Composer</a></td><td>236</td> +</tr><tr> +<td>7. </td><td><a href="#fig7">Dr. Henry Van Dyke</a> +</td><td>59</td><td>41.</td><td> <a href="#fig41">Hon. Elihu Root +(Front)</a></td><td>253</td> +</tr><tr> +<td>8. </td><td><a href="#fig8">Dr. Beverly T. Galloway</a> +</td><td>60</td><td>42.</td><td> <a href="#fig42">Rev. Henry Ward +Beecher</a></td><td>254</td> +</tr><tr> +<td>9. </td><td><a href="#fig9">Richard Mansfield</a> +</td><td>125</td><td>43.</td><td> <a href="#fig43">Rufus Isaacs, Baron +Reading</a></td><td>255</td> +</tr><tr> +<td>10. </td><td><a href="#fig10">Hon. A.L. Cutting (front)</a> +</td><td>126</td><td>44.</td><td> <a href="#fig44">Hon. Elihu Root +(Profile)</a></td><td>256</td> +</tr><tr> +<td>11. </td><td><a href="#fig11">Hon. A.L. Cutting (profile)</a> +</td><td>127</td><td>45.</td><td> <a href="#fig45">Harland B. +Howe</a></td><td>257</td> +</tr><tr> +<td>12. </td><td><a href="#fig12">Chief Justice Melville Fuller</a> +</td><td>128</td><td>46.</td><td> <a href="#fig46">Justice Horace H. +Lurton</a></td><td>258</td> +</tr><tr> +<td>13. </td><td><a href="#fig13">Frank A. Vanderlip</a> +</td><td>129</td><td>47.</td><td> <a href="#fig47">Prof. William H. +Burr</a></td><td>259</td> +</tr><tr> +<td>14. </td><td><a href="#fig14">Hon. Joseph P. Folk</a> +</td><td>130</td><td>48.</td><td> <a href="#fig48">Hon. John Wesley +Gaines</a></td><td>260</td> +</tr><tr> +<td>15. </td><td><a href="#fig15">Hon. Nelson W. Aldrich</a> +</td><td>131</td><td>49.</td><td> <a href="#fig49">Hon. Joseph +Walker</a></td><td>277</td> +</tr><tr> +<td>16. </td><td><a href="#fig16">Well-Developed Base of Brain</a> +</td><td>132</td><td>50.</td><td> <a href="#fig50">Hon. Lon V. +Stephens</a></td><td>278</td> +</tr><tr> +<td>17. </td><td><a href="#fig17">Beaumont, Aviator</a> +</td><td>149</td><td>51.</td><td> <a href="#fig51">Hon. Oscar +Underwood</a></td><td>279</td> +</tr><tr> +<td>18. </td><td><a href="#fig18">Lincoln Beachey</a> +</td><td>150</td><td>52.</td><td> <a href="#fig52">Hon. Victor +Murdock</a></td><td>280</td> +</tr><tr> +<td>19. </td><td><a href="#fig19">Col. George W. Goethals</a> +</td><td>151</td><td>53.</td><td> <a href="#fig53">Robert C. +Ogden</a></td><td>281</td> +</tr><tr> +<td>20. </td><td><a href="#fig20">Field Marshal von Hindenberg</a> +</td><td>152</td><td>54.</td><td> <a href="#fig54">Prof. P.G. +Holden</a></td><td>282</td> +</tr><tr> +<td>21. </td><td><a href="#fig21">Rear Admiral Frank E. Beatty</a> +</td><td>153</td><td>55.</td><td> <a href="#fig55">W. Nelson +Edelsten</a></td><td>283</td> +</tr><tr> +<td>22. </td><td><a href="#fig22">William Lloyd Garrison</a> +</td><td>154</td><td>56.</td><td> <a href="#fig56">Dr. Beverly T. Galloway +(Profile)</a></td><td>284</td> +</tr><tr> +<td>23. </td><td><a href="#fig23">Samuel Rea</a> +</td><td>155</td><td>57.</td><td> <a href="#fig57">Conical +Hands</a></td><td>317</td> +</tr><tr> +<td>24. </td><td><a href="#fig24">Lon Wescott Beck</a> +</td><td>156</td><td>58.</td><td> <a href="#fig58">Hands of Mrs. Flora E. +Durand</a></td><td>317</td> +</tr><tr> +<td>25. </td><td><a href="#fig25">"Sydney Williams" (front)</a> +</td><td>197</td><td>59.</td><td> <a href="#fig59">Hands of Financier and +Administrator</a></td><td>318</td> +</tr><tr> +<td>26. </td><td><a href="#fig26">"Sydney Williams" +(profile)</a> </td><td>198</td><td>60.</td><td> <a href="#fig60">Hands of +Engineer and Expert Mechanic</a></td><td>318</td> +</tr><tr> +<td>27. </td><td><a href="#fig27">Prof. Adolph von Menzel</a> +</td><td>199</td><td>61.</td><td> <a href="#fig61">Long +Fingers</a></td><td>318</td> +</tr><tr> +<td>28. </td><td><a href="#fig28">Edgar Allan Poe</a> +</td><td>200</td><td>62.</td><td> <a href="#fig62">Narrow +Head</a></td><td>319</td> +</tr><tr> +<td>29. </td><td><a href="#fig29">Samuel Taylor Coleridge</a> +</td><td>201</td><td>63.</td><td> <a href="#fig63">Sir Henry +Fowler</a></td><td>320</td> +</tr><tr> +<td>30. </td><td><a href="#fig30">Thomas De Quincy</a> +</td><td>202</td><td>64.</td><td> <a href="#fig64">Reginald D. +Barry</a></td><td>321</td> +</tr><tr> +<td>31. </td><td><a href="#fig31">O. Henry at 30</a> +</td><td>203</td><td>65.</td><td> <a href="#fig65">Large Dome Above +Temples</a></td><td>322</td> +</tr><tr> +<td>32. </td><td><a href="#fig32">Edwin Reynolds</a> +</td><td>204</td><td>66.</td><td> <a href="#fig66">Dr. V. +Stefansson</a></td><td>323</td> +</tr><tr> +<td>33. </td><td><a href="#fig33">John Masefield</a> +</td><td>229</td><td>67.</td><td> <a href="#fig67">Square +Head</a></td><td>324</td> +</tr><tr> +<td>34. </td><td><a href="#fig34">Edward De +Reszke</a></td><td>230</td><td>68.</td><td> <a href="#fig68">Round +Head</a></td><td>324</td> +</tr> +</table> + +<h2>PREFACE</h2> + + +<p>This work is a treatise upon the fascinating and valuable art of analyzing +human character. It makes no attempt to teach, as such, the technical +principles upon which this art is based. It is, rather, an attempt to +familiarize the reader with the most important of these by the inductive +method—by means of incidents and descriptions from our records and from +the biographies of well-known men. Some effort has been made, also, to +give the reader the benefit of the authors' experience and observation in +vocational counsel, employment, and salesmanship.</p> + +<p>In the preparation of this work, we have drawn copiously from our records +of individuals and firms. It should be borne in mind by the reader that, +for obvious reasons—except in one or two cases—the details of these +narratives have been so altered as to disguise the personalities and +enterprises involved, the essentials being maintained true to the record.</p> + +<p>New York City, January 3, 1916. THE AUTHORS.</p> + + +<!-- Page 1 --> +<hr /> +<p><a name="pg001" id="pg001"></a></p><h2>INTRODUCTION</h2> + +<p>"There is one name," says Elbert Hubbard, "that stands out in history like +a beacon light after all these twenty-five hundred years have passed, just +because the man had the sublime genius of discovering ability. That man is +Pericles. Pericles made Athens and to-day the very dust of the street of +Athens is being sifted and searched for relics and remnants of the things +made by people who were captained by men of ability who were discovered by +Pericles."</p> + +<p>The remark of Andrew Carnegie that he won his success because he had the +knack of picking the right men has become a classic in current speech. +Augustus Caesar built up and extended the power of the Roman Empire +because he knew men. The careers of Charlemagne, Napoleon, Disraeli, +Washington, Lincoln, and all the empire builders and empire saviours hold +their places in history because these men knew how to recognize, how to +select, and how to develop to the highest degree the abilities of their +co-workers. The great editors, Greeley, Dana, James Gordon Bennett, +McClure, Gilder and Curtis, attained their high station in the world of +letters largely because of their ability to unearth men of genius. Morgan, +Rockefeller, Theodore N. Vail, James J. Hill, and other builders of +industrial and commercial empires laid strong their foundations by almost +infallible wisdom in the selection of lieutenants. Even in the world of +sports the names of Connie Mack, McGraw, Chance, Moran, Carrigan and +Stallings shine chiefly because of their keen judgment of human nature.</p> + +<p>If the glory that was Greece shone forth because Pericles kindled its +flame, then Pericles in any time and amongst any people would probably +have ushered in a Golden Age. Had Carnegie lived in any other day and +sought his industrial giants, he would no doubt have found them. If a +supreme judge of latent talent and inspirer of high achievement can <!-- Page 2 -->thus +always find material ready to his hand, it follows that humanity is rich +in undiscovered genius—that, in the race, there are, unguessed and +undeveloped, possibilities for a millennium of Golden Ages. Psychologists +tell us that only a very small percentage of the real ability and energy +of the average man is ever developed or used.</p> + +<p>"Poor man!" says a reviewer, speaking of a contemporary, "he never +discovered his discoverer." The man who waits for his Pericles usually +waits in vain. There has been only one Pericles in all history. Great +geniuses in the discovery, development, and management of men are rare. +Most men never meet them. And yet every man can discover his discoverer.</p> + +<p>Self-knowledge is the first step to self-development. Through an +understanding of his own aptitudes and talents one may find fullest +expression for the highest possibilities of his intellect and spirit. A +man who thus knows himself needs no other discoverer. The key to +self-knowledge is intelligent, scientific self-study.</p> + +<p>In the year 1792, Mahmoud Effendi, a Turkish archer, hit a mark with an +arrow at 482 yards. His bow, arrows, thumbring and groove are still on +exhibition in London as proof of the feat. His prowess lay in his native +gift, trained by years of practice, to guess the power of his bow, the +weight and balance of his arrow, and the range and direction of his +target; also, the sweep of the wind. This he gained by observations +repeated until the information gathered from them amounted to almost exact +knowledge. Thousands of gunners to-day hit a mark miles away, with a +16-inch gun, not because they are good guessers, but because, by means of +science, they determine accurately all of the factors entering into the +flight of their projectiles. Pericles judged men by a shrewd guess—the +kind of guess called intuition. But such intuition is only a native gift +of keen observation, backed by good judgment, and trained by shrewd study +of large numbers of men until it becomes instinctively accurate.</p> + +<p>In modern times we are learning not to depend upon mere guesses—no matter +how shrewd. Mahmoud Effendi could not <!-- Page 3 -->pass on to others the art he had +acquired. But the science of gunnery can be taught to any man of average +intelligence and natural aptitudes. Pericles left posterity not one hint +about how to judge men—how to recognize ability. Humanity needs a +scientific method of judging men, so that any man of intelligence can +discover genius—or just native ability—in himself and others.</p> + +<p>As the result of our ignorance, great possibilities lie undeveloped in +nearly all men. Self-expression is smothered in uncongenial toil. Parents +and teachers, groping in the dark, have long been training natural-born +artists to become mechanics, natural-born business men to become +musicians, and boys and girls with great aptitudes for agriculture and +horticulture to become college professors, lawyers, and doctors. Splendid +human talent, amounting in some cases to positive genius, is worse than +wasted as a result.</p> + +<p>In our experience, covering years of careful investigation and the +examination of many thousands of individuals, we have seen so much of the +tragedy of the misfit that it seems at times almost universal. The records +of one thousand persons taken at random from our files show that 763, or +76.3 per cent, felt that they were in the wrong vocations. Of these 414 +were thirty-five years old or older. Most of these, when questioned as to +why they had entered upon vocations for which they had so little natural +aptitude, stated that they had either drifted along lines of least +resistance or had been badly advised by parents, teachers, or employers.</p> + +<p>We knew a wealthy father, deaf to all pleas from his children, who spent +thousands of dollars upon what he thought was a musical education for his +daughter, including several years in Europe. The young lady could not +become a musician. The aptitude for music was not in her. But she was +unusually talented in mathematics and appreciation of financial values, +and could have made a marked success had she been permitted to gratify her +constantly reiterated desire for a commercial career. This same father, +with the same obstinacy, insisted that his son go into business. The young +man was so <!-- Page 4 -->passionately determined to make a career of music that he was +a complete failure in business and finally embezzled several thousand +dollars from his employer in the hope of making his escape to Europe and +securing a musical education. Here were two human lives of marked talent +as completely ruined and wasted as a well-intentioned but ignorant and +obstinate parent could accomplish that end.</p> + +<p>A few years ago a young man was brought to us by his friends for advice. +He had been educated for the law and then inherited from his father a +considerable sum of money. Having no taste for the law and a repugnance +for anything like office work, he had never even attempted to begin +practice. Having nothing to do, he was becoming more and more dissipated, +and when we saw him first had lost confidence in himself and was utterly +discouraged. "I am useless in the world," he told us. "There is nothing I +can do." At our suggestion, he was finally encouraged to purchase land and +begin the scientific study and practice of horticulture. The last time we +saw him he was erect, ruddy, hard-muscled, and capable looking. Best of +all, his old, petulant, dissatisfied expression was gone. In its place was +the light of worthy achievement, success, and happiness. He told us there +were no finer fruit trees anywhere than his. Such incidents as this are +not rare—indeed, they are commonplace. We could recount them from our +records in great number. But every observant reader can supply many from +his own experience.</p> + +<p>Thousands of young men and women are encouraged, every year, to enroll in +schools where they will spend time and money preparing themselves for +professions already overcrowded and for which a large majority of them +have no natural aptitudes. A prominent physician tells us that of the +forty-eight who were graduated from medical school with him, he considers +only three safe to consult upon medical subjects. Indeed, so great is the +need and so increasingly serious is it becoming, as our industrial and +commercial life grows more complex and the demand for conservation and +efficiency more exacting, that progressive men and women in our +universities <!-- Page 5 -->and schools and elsewhere have undertaken a study of the +vocational problem and are earnestly working toward a solution of it in +vocational bureaus, vocational schools, and other ways, all together +comprising the vocational movement.</p> + +<p>Roger W. Babson, in his book, "The Future of the Working Classes: Economic +Facts for Employers and Wage Earners," says: "The crowning work of an +economic educational system will be vocational guidance. One of the +greatest handicaps to all classes to-day is that 90 per cent of the people +have entered their present employment blindly and by chance, irrespective +of their fitness or opportunities. Of course, the law of supply and demand +is continually correcting these errors, but this readjusting causes most +of the world's disappointments and losses. Some day the schools of the +nation will be organized into a great reporting bureau on employment +opportunities and trade conditions, directing the youths of the nation—so +far as their qualifications warrant—into lines of work which then offer +the greatest opportunity. Only by such a system will each worker receive +the greatest income possible for himself, and also the greatest benefits +possible from the labors of all, thus continually increasing production +and yet avoiding overproduction in any single line." That the main +features of the system suggested by Mr. Babson are being made the basis of +the vocational movement is one of the most hopeful signs of the times.</p> + +<p>Dr. George W. Jacoby, the neurologist, says: "It is scarcely too much to +say that the entire future happiness of a child depends upon the +successful bringing out of its capabilities. For upon that rests the +choice of its life work. A mistake in this choice destroys all the real +joy of living—it almost means a lost life."</p> + +<p>Consider the stone wall against which the misfit batters his head:</p> + +<p>He uses only his second rate, his third rate, or even less effective +mental and physical equipment. He is thus handicapped at the start in the +race against those using their best. He is like an athlete with weak legs, +but powerful arms and <!-- Page 6 -->shoulders, trying to win a foot race instead of a +hand-over-hand rope-climbing contest.</p> + +<p>Worse than his ineptitude, however, is the waste and atrophy of his best +powers through disuse. Thus the early settlers of the Coachela Valley +fought hunger and thirst while rivers of water ran away a few feet below +the surface of the richly fertile soil.</p> + +<p>No wonder, then, that the misfit hates his work. And yet, his hate for it +is the real tragedy of his life.</p> + +<p>Industry, like health, is normal. All healthy children, even men, are +active. Activity means growth and development. Inactivity means decay and +death. The man who has no useful work to do sometimes expresses himself in +wrong-doing and crime, for he has to do something industriously to live. +Even our so-called "idle rich" and leisure classes are strenuously active +in their attempts to amuse themselves.</p> + +<p>When, therefore, a man hates his work, when he is dissatisfied and +discontented in it, when his work arouses him to destructive thoughts and +feelings, rather than constructive, there is something wrong, something +abnormal, and the abnormality is his attempt to do work for which he is +unfitted by natural aptitudes or by training.</p> + +<p>The man who is trying to do work for which he is unfitted feels repressed, +baffled and defeated. He may not even guess his unfitness, but he does +feel its manifold effect. He lacks interest in his work and, therefore, +that most vital factor in personal efficiency—incentive. He cannot throw +himself into his work with a whole heart.</p> + +<p>When Thomas A. Edison is bent upon realizing one of his ideas, his +absorption in his work exemplifies Emerson's dictum: "Nothing great was +ever accomplished without enthusiasm. The way of life is wonderful—it is +by abandonment." He shuts himself away from all interruption in his +laboratory; he works for hours oblivious of everything but his idea. Even +the demands of his body for food and sleep do not rise above the threshold +of consciousness.</p> + +<p>Edison himself says that great achievement is a result, not <!-- Page 7 -->of genius, +but of this kind of concentration in work—and, until the mediocre man has +worked as has Edison, he cannot prove the contrary. Mr. Edison has results +to prove the value of his way of working. Even our most expert +statisticians and mathematicians would find it difficult to calculate, +accurately, the amount of material wealth this one worker has added to +humanity's store. Of the unseen but higher values in culture, in +knowledge, in the spread of civilization, and in greater joy of living for +millions of people, there are even greater riches. Other men of the past +and present, in every phase of activity, have demonstrated that such an +utter abandonment to one's tasks is the keynote of efficiency and +achievement. But such abandonment is impossible to the man who is doing +work into which he cannot throw his best and greatest powers—which claims +only his poorest and weakest.</p> + +<p>This man's very failure to achieve increases his unrest and unhappiness. +Walter Dill Scott, the psychologist, in his excellent book, "Increasing +Human Efficiency in Business," gives loyalty and concentration as two of +the important factors in human efficiency. But loyalty pre-supposes the +giving of a man's best. Concentration demands interest and enthusiasm. +These are products of a love of the work to be done.</p> + +<p>The man employed at work for which he is unfit, therefore, finds it not a +means of self-expression, but a slow form of self-destruction. All this +wretchedness of spirit reacts directly upon the efficiency of the worker. +"A successful day is likely to be a restful one," says Professor +Scott,—"an unsuccessful day an exhausting one. The man who is greatly +interested in his work and who finds delight in overcoming the +difficulties of his calling is not likely to become so tired as the man +for whom the work is a burden.</p> + +<p>"Victory in intercollegiate athletic events depends on will power and +physical endurance. This is particularly apparent in football. Frequently +it is not the team with the greater muscular development or speed of foot +that wins the victory, but the one with the more grit and perseverance. At +the conclusion of a game players are often unable to walk from the <!-- Page 8 -->field +and need to be carried. Occasionally the winning team has actually worked +the harder and received the more serious injuries. Regardless of this +fact, it is usually true that the victorious team leaves the field less +jaded than the conquered team. Furthermore, the winners will report next +day refreshed and ready for further training, while the losers may require +several days to overcome the shock and exhaustion of their defeat.</p> + +<p>"Recently I had a very hard contest at tennis. Some hours after the game I +was still too tired to do effective work. I wondered why, until I +remembered that I had been thoroughly beaten, and that, too, by an +opponent whom I felt I outclassed. I had been in the habit of playing even +harder contests and ordinarily with no discomfort—especially when +successful in winning the match.</p> + +<p>"What I have found so apparent in physical exertion is equally true in +intellectual labor. Writing or research work which progresses +satisfactorily leaves me relatively fresh; unsuccessful efforts bring +their aftermath of weariness.</p> + +<p>"<em>Intellectual work which is pleasant is stimulating and does not fag one, +while intellectual work which is uninteresting or displeasing is +depressing and exhausting</em>....</p> + +<p>"To restore muscular and nerve cells is a very delicate process. So +wonderful is the human organism, however, that the process is carried on +perfectly without our consciousness or volition except under abnormal +conditions.</p> + +<p>"Food and air are the first essentials of this restoration. In-directly +the perfect working of all the bodily organs contributes to the +process—especially deepened breathing, heightened pulse, and increase of +bodily volume due to the expansion of the blood vessels running just +beneath the skin.</p> + +<p>"Here pleasure enters. Its effect on the expenditure of energy is to make +muscle and brain cells more available for consumption, and particularly to +hasten the process of restoration or recuperation.</p> + +<p>"The deepened breathing supplies more air for the oxidation of body +wastes. The heightened pulse carries nourishment <!-- Page 9 -->more rapidly to the +depleted tissues and relieves the tissues more rapidly from the poisonous +wastes produced by work. The body, the machine, runs more smoothly, and +few stops for repairs are made necessary.</p> + +<p>"In addition to these specific functions, <em>pleasure hastens all the bodily +processes which are of advantage to the organism</em>. The hastening may be so +great that recuperation keeps pace with the consumption consequent on +efficient labor, with the result that there is little or no exhaustion. +This is, in physiological terms, the reason why a person can do more when +he 'enjoys' his work or play, and can continue his efforts for a longer +period without fatigue. The man who enjoys his work requires less time for +recreation and exercise, for his enjoyment recharges the storage battery +of energy."</p> + +<p>But the misfit can take none of this pleasure in his work. He is unhappy +because he cannot do his best; he is wretched because he feels that he is +being defeated in the contest of life; he is miserable because he hates +the things he has to do; he can take no satisfaction in his work because +he feels that it is poorly done; and, finally, all of his joylessness +reacts upon him, decreasing his efficiency and making him a more pitiable +failure.</p> + +<p>So this is the vicious circle:</p> + +<p>Misfit;<br /> +Inefficient;<br /> +Unhappy;<br /> +More inefficient.</p> + +<p>Rather is it a descending spiral, leading down to poverty, disease, crime +and death.</p> + +<p>Now, consider the man who has found <em>his</em> work. To him the glorious +abandonment which is the way to achievement is possible. Such a man does +not merely exist—he lives, and lives grandly. His work gives him joy, +both in its doing and in its results. It calls out and develops his +highest and best talents. He therefore grows in power, in wisdom, in +health, in efficiency, and in success. All his life runs in an ascending +<!-- Page 10 -->spiral. No task appalls him. No difficulty daunts him. He may work +hard—terribly hard. He may tunnel through mountains of drudgery. He will +shun the easy ways and leave the soft jobs to weaker men. But through it +all there will be a song in his heart.</p> + +<p>Work to such a man is as natural an expression as hunger, or love, or +pleasure, or laughter. He returns to it with zest and eagerness. Such a +man's work flows out from his soul. It is an expression of the divine in +him.</p> + +<p>The almost universal cry for leisure is due to the almost universal +unfitness of men and women for their tasks. The wise man knows that there +is no happiness in leisure. The only happiness is self-expression in +useful work. And so we come again to the problem of fitting the man to his +work. Every man is a bundle of possibilities. Every man has a right to +usefulness, prosperity and happiness. These are possible only through +knowledge of self, knowledge of others, knowledge of work, and the ability +to make the right combination of self and others and work.</p> + +<p>Man has learned much about the material universe. Nearly everything has +been analyzed and classified. Man weighs, measures, tests, and in others +ways scrupulously determines the fitness of every bit of material that +goes into a machine before it is built. There are scientific ways of +selecting cattle, horses, and even hogs for particular purposes. +Purchasing departments of great commercial and industrial institutions +maintain laboratories for the determination, with mathematical exactitude, +of the qualifications and fitness to requirements of all kinds of +materials, tools and equipment. And yet, when it comes to the choice of +his own life work, the guidance of his children in their vocations, or the +selection of employees and co-workers, the average man decides the entire +matter by almost any other consideration than scientifically determined +fitness. He takes counsel with personal prejudices, with customs and +traditions, with pride, or with fear—or he leaves the decision to mere +guess-work, or even chance.</p> + +<p>It is time, therefore, that man should learn about himself <!-- Page 11 -->and others, +and especially about those things which are vital to even a moderate +enjoyment of the good things of life.</p> + +<p>Two diametrically opposite states of mind have been responsible for this +lack of careful study of the aptitudes, characteristics, and +qualifications of man and the ways of determining them in advance of +actual performance. The first of these has been characterized by loose +thinking, unscientific methods, arbitrary and complicated systems—- such +as palmistry, astrology, physiognomy, phrenology, and others of the same +ilk. In these systems, some truth, patiently learned by sincere and able +workers, has been befogged and contaminated by hasty conclusions of the +incompetent and clever lies of charlatans. Thus the whole subject has +fallen into disrepute with intelligent people. Ever since the earliest +days of recorded history there have been attempts at character reading. +Many different avenues of approach to the subject have been opened; some +by sincere and earnest men of scientific minds and scholarly attainments; +some by sincere and earnest but unscientific laymen; and some by +mountebanks and charlatans. As the result of all this study, research and +empiricism, a great mass of alleged facts about physical characteristics +has been accumulated. When we began our research seventeen years ago, we +found a very considerable library covering every phase of character +interpretation, both scientific and unscientific. A great deal has been +added since that time. 'Much of this literature is pseudo-scientific, and +some of it is pure quackery.</p> + +<p>The second state of mind is a reaction from the first. Some men of science +are timid about accepting or stating anything in regard to character +analysis. They demand more than conclusive proof; what they insist upon is +mathematical accuracy. Until a man can be analyzed in such a way as to +leave nothing to common sense or good judgment, they hesitate to +acknowledge that he can be analyzed at all. But in the very nature of the +case, the science of character analysis cannot be a science in the same +sense in which chemistry and mathematics are sciences. So far our studies +and experiences do not lead us <!-- Page 12 -->to expect that it ever can become absolute +and exact. Human nature is complicated by too many variables and obscured +by too much that is elusive and intangible. We cannot put a man on the +scales and determine that he has so many milligrams of common sense, or +apply the micrometer to him and say that he has so many millimetres of +financial ability. Human traits and human values are relative and can be +determined and stated only relatively. We shall, therefore, waste both +time and human values if we wait until our knowledge is mathematically +exact before we make it useful to ourselves and to others.</p> + +<p>The sciences of medicine, agriculture, chemistry and physics are not yet +exact. They are in a state of development. We have, however, the good +sense to apply them so far as we know them, and to accept new discoveries, +new methods, and new ways of applying them, as they come to us. And so, in +the study of ourselves, let us throw aside traditions; let us forget the +mountebanks and charlatans of the past; let us not wait for the final work +of the mathematician; but, with plain common sense, let us apply such +knowledge as we have at hand. This knowledge should be the result of +careful observation, of a careful and prolonged study of all that science +has discovered in regard to man, his origin, his development, his history, +his body, and his mind. Every conclusion reached should be verified, not +in hundreds, but in thousands of cases, before it is finally accepted.</p> + +<p>The perfection of such a science requires the united efforts of many +investigators, experimenters, and practical workers, such as teachers, +employers, social workers, parents, and men and women everywhere, each in +his own way and in the solution of his own problems. Were a uniform method +adopted and made a part of the vocational work of our social settlements, +our public schools, our colleges and universities, and other institutions, +also by private individuals in selecting their own vocations; were uniform +records to be made and every subject analyzed followed up, and his career +studied, we should, in one generation, have data from which any +intelligent, <!-- Page 13 -->analytical mind could formulate a science of human analysis +very nearly approaching exactitude.</p> + +<p>As a result of the application of such a uniform method, the principles of +human analysis would rapidly become a matter of common knowledge and could +be taught in our schools just as we to-day teach the principles of +chemical, botanical, or zoological analysis. In the industries, the +scientific selection, assignment and management of men have yielded +increases in efficiency from one hundred to one thousand per cent. The +majority of people that were dealt with were mature, with more or less +fixity of character and habits. Many of them were handicapped by iron-clad +limitations and restrictions in their affairs and in their environments. +What results may be possible when these methods, improved and developed by +a wider use, are applied to young people, with their plastic minds and +wonderful latent possibilities, we cannot even venture to forecast.</p> + +<p>While we are accustomed to thinking of unfitness for our tasks as the one +form of maladjustment due to our ignorance of human nature in general and +individual traits in particular, there are other forms which, in their own +way, cause much trouble and the remedying of which leads to desirable +results. These are many and varied, but may be grouped, perhaps, most +conveniently under two or three general headings.</p> + +<p>First, there is the relationship between employers and employees. The +disturbances and inharmony which mark this relationship, and have marked +it throughout human history, are due as much, perhaps, to misunderstanding +of human nature as to any one other cause. When employers select men +unfitted for their tasks, assign them to work in environments where they +are handicapped from the start, and associate them together and with +executives in combinations which are inherently inharmonious, it is +inevitable that trouble should follow.</p> + +<p>The larger aspects of the employment problem are treated in the second +part of this book. Inasmuch, however, as the <!-- Page 14 -->subject has been more fully +discussed in another volume,<a name="FNanchor_1_1"></a><a href="#Footnote_1_1">[1]</a> no attempt is made to go into details.</p> + +<p>Adjustment to environment means very largely the ability successfully to +associate with, cooperate with, and secure one's way among one's fellow +men. In order to be successful in life, we must first live on terms of +mutual cooperation with our parents; second, secure the best instruction +possible from our teachers; third, make social progress; fourth, secure +gainful employment, either from one employer, as in the case of the +laborer and the executive, or from several, as in the cases of +professional men. Having secured employment, our progress depends upon our +ability to attain promotion, to increase our business or our practice, to +add to our patrons. Salesmen must sell more, and more advantageously. +Attorneys must convince judges and juries, as well as obtain desired +testimony from witnesses. Preachers and other public speakers of all +classes must entertain, interest, arouse, and convince their audiences. +Writers must each appeal successfully to his particular public as well as +to his publisher. Engineers must establish and sustain successful +relationship with clients, employers, and employees.</p> + +<p>In the third part of this book, therefore, we deal more or less at length +with the psychological processes of persuasion and their application in +various forms and to the varied personalities of those whom we wish to +persuade.</p> + +<p>Finally, in the fourth part, we devote three chapters to a consideration +of the Science of Character Analysis by the Observational Method, the +principles of which underlie all of the observations and suggestions +appearing in the first three parts.</p> + +<p>In presenting the material in this volume, our aim has been not to +propound a theory, but merely to make practical, for the use of our +readers, so far as possible, the results of our own experiences in this +field.</p> + +<p><a name="Footnote_1_1"></a><a href="#FNanchor_1_1">[1]</a>The Job, The Man, The Boss, by Katherine M.H. Blackford, M.D., and Arthur Newcomb.</p> + + +<hr /> +<h2>PART ONE</h2> + +<h3>ANALYZING CHARACTER IN VOCATIONAL GUIDANCE</h3> +<p><!-- Page 17 --><a name="pg017" id="pg017"></a></p> +<h1>Analyzing Character</h1> + +<h2>CHAPTER I</h2> + +<h3>CAUSES OF MISFITS</h3> + +<p>"Blessed is the man who has found his work."—Carlyle.</p> + +<p>Only the rarest kind of soul has a clear call to his vocation. Still rarer +is he who, knowing his work, can create circumstances which will permit +him to do it. Of the thousands of young people who have sought us for +counsel, only a very small percentage have had even a vague idea of what +they are fitted to do, or even what they wished to do. Strange to say, +this lack of definite knowledge as to vocation holds true of those who +have just graduated from college or university. Many a college graduate +has said to us: "Why, I shall teach for a few years until I have fully +made up my mind just what I wish to do. Then I shall take my post-graduate +course in preparation for my life work." Even so late a decision as this +often proves unsatisfactory.</p> + +<p><strong>IGNORANCE AND PURPOSELESSNESS</strong></p> + +<p>The causes for uncertainty as to work are many and varied. And yet all the +many causes can be traced to two fundamental deficiencies in human nature +which are but poorly supplied in our traditional systems of training and +education. The first of these is, of course, ignorance—ignorance of self, +ignorance of work, ignorance on the part of parents, teachers, and other +advisors; ignorance on the part of employers. As a race, we do not know +human nature; we do not know how to determine, in advance of actual, +painful and costly experience, the aptitudes of any individual. We blunder +a good deal even in trying to learn from experience. We do not know work; +we do not know its requirements, its conditions, its opportunities, its +emoluments. And so, in our ignorance, we go astray; we lead others astray. +We neglect important and vital factors in human success and happiness +because <!-- Page 18 -->we do not know how important and how vital they are. Our ignorance +of their importance is due to our ignorance of human nature and of work.</p> + +<p>A second cause for our uncertainty lies in the almost universal human +habit of purposelessness. Drifting, not steering, is the way of nearly all +lives. It is hard mental work to plan, to consider, to study, to analyze; +in short, to think. Someone has said that the average man would rather lie +down and die than to take the trouble really to think. It is easier to +await the knock of opportunity than to study her ways and then go out and +capture her. She treads paths which may be known. She has a schedule which +may be learned. She may thus be met as certainly as by appointment. Those +who await her knock at the door may be far from where she passes.</p> + +<p>We in America, especially, place altogether too high a value on our +ingeniousness, our resourcefulness. We therefore put off the evil day. We +say to ourselves: "There is plenty of time. I'll manage somehow or other +when the time comes for action." We are rather proud of our ability to +meet emergencies. So we do not plan and take precautions, that emergencies +may not arise. It is too easy to drift through school and college, taking +the traditional, conventional studies that others take, following the +lines of least resistance, electing "snap courses," going with the crowd. +It is too easy to take the attitude: "First I will get my education and +develop myself, and then I will know better what I am fitted to do for a +life work." And so we drift, driven by the winds of circumstance, tossed +about by the waves of tradition and custom. Eventually, most men find they +must be satisfied with "any port in a storm." Sailors who select a port +because they are driven to it have scarcely one chance in a thousand of +dropping anchor in the right one.</p> + +<p>In our ignorance, we do not know how fatal to success and <!-- Page 19 -->happiness is +this lack of purpose. We fail to impress it upon our youth. And, when one +demands chart and compass, we cannot supply them. No wonder belief in +luck, fate, stars, or a meddling, unreasonable Providence is almost +universal!</p> + +<p>Ignorance and lack of definite purpose, the two prime causes of misfits, +have many different ways of bungling people into the wrong job and keeping +them there.</p> + +<p><strong>IMMATURE JUDGMENT</strong></p> + +<p>The first of these is immaturity of judgment on the part of young people. +There is a popular fallacy that the thing which a young man or a young +woman wants most to do must be the thing for which he or she is +preeminently fitted. "Let him follow his bent," say some advisors, "and he +will find his niche." This does not happen often. The average young man is +immature. His tastes are not formed. He is undeveloped. His very best +talents may have never been discovered by himself or others. It is well +known to those who study children that a boy's earliest ambitions are to +do something he thinks spectacular and romantic. Boys long to be cab +drivers, locomotive engineers, policemen, cowboys, soldiers and aviators.</p> + +<p>A little nephew of ours said he wanted to be a ditch-digger. Asked why, he +said: "So I can wear dirty clothes, smoke a pipe, and spit tobacco juice +in the street." The little fellow is really endowed with an inheritance of +great natural refinement and a splendid intellect. As he grows older, his +ideals will change and he will discover there is much to ditch-digging +besides wearing dirty clothes, smoking a pipe, and expectorating on the +public highways. He will also learn that there are things in life far more +desirable than these glorious privileges. Of course, these are mere boyish +exuberances, and most people do not take them seriously. On the other +hand, they illustrate the unwisdom of trusting to the unguided preferences +of a youthful mind. The average young man of twenty is only a little more +mature than a boy of ten. He still lacks experience and balance.</p> + +<p>Those of us who have passed the two-score mark well know <!-- Page 20 -->how tastes +change, judgments grow more mature, ideas develop, and experience softens, +ripens or hardens sentiment as the years go by. It is unquestionably true +that if children were given full opportunity to develop their tastes and +to express themselves in various ways and then given freedom of choice of +their vocations, they would choose more wisely than they do under +ignorant, prejudiced, or mistaken judgments of parent or teacher. Yet the +tragedy of thousands of lives shows how unscientific it is to leave the +choice of vocation to the unguided instincts of an immature mind.</p> + +<p><strong>INFLUENCE OF ASSOCIATION</strong></p> + +<p>Boys and girls often choose their careers because some popular friend or +associate exerts an undue influence upon them. George is going to be a +doctor. Therefore Joseph decides he, too, will be a doctor. Mary looks +forward to being a teacher. Mary is the very intimate chum of Josephine. +Then Josephine decides, also, that she is going to be a teacher. We knew +one earnest and popular young man in college who persuaded about three +dozen of his associates to join him in preparation for the foreign mission +field. In one class in college a fad caused several young men to lose good +opportunities because they decided to take up the practice of medicine. In +one high school class, several young men became railroad employees because +the most popular of their number yearned to drive a locomotive. And this +enterprising youth, with parental guidance and assistance, became a +lawyer.</p> + +<p><strong>POOR JUDGMENT OF PARENTS</strong></p> + +<p>Parental bad judgment is one of the most frequent causes of misfits. Even +when parents are sincere and try to be wise, choice of a child's life work +is very difficult for them. In the first place, they either underestimate +or overestimate their children. What parent, worthy of the high privilege, +can be absolutely impartial in judging the talents of his child? Arthur +Brisbane says that Nature makes every baby look like a genius in his +mother's eyes, so that she will gladly sacrifice <!-- Page 21 -->her life, if necessary, +for her child. It may be a wise provision, but it does not tend to make +parents reliable guides to vocations for their offspring.</p> + +<p>Then, many parents do not know work. They do not understand the demands of +the different professions. Their point of view is narrowed by their own +experiences, which have been, perhaps too harsh, perhaps too easy. Many +parents have a narrow, selfish, rather jealous feeling that their children +cannot be any more intelligent than they are. "The old farm was good +enough for me; it is good enough for my son"; "the old business was good +enough for me; it is good enough for my son." This is the attitude. This +is why many parents either refuse their children the advantages of an +education and insist upon their going to work at an early age, or compel +them to take a hated schooling.</p> + +<p>On the other hand, there are parents who consider their children +prodigies, geniuses, intended to occupy some great and magnificent +position in the world. Most frequently they hold their judgment entirely +apart from any real talents on the part of the child. Few human woes are +more bitter than the disappointment and heartache of both parent and son +when a young man who might have been a successful and happy farmer or +merchant fails utterly as an artist or writer.</p> + +<p>Parents often persuade their children to enter vocations upon the +flimsiest possible pretexts. Almost every child takes a pencil and tries +to draw, yet there are many parents who spend thousands of dollars in +trying to make great artists of children who have only the most mediocre +artistic ability. Mere purposeless drawing of faces and figures is an +entirely different thing from the drudgery necessary to become a great +artist. The mere writing of little essays and compositions is quite a +different thing from the long, hard training necessary to become a writer +of any acceptability. Merely because a child finds it easier to dawdle +away the hours with a pencil or a brush than to go into the harvest field +or into the kitchen is not a good reason for supposing that this +preference is an indication of either talent or genius.</p> + +<p><!-- Page 22 -->A parent's judgment of the requirements of a profession is oftentimes +most amusingly erroneous. We remember a father who told us that he was +quite certain that his son was born to be a ruler of men. When we asked +why, he told us in all seriousness that from early childhood his boy's +blood boiled with indignation against people who had committed indignities +upon kings and princes. Of course, in one sense of the word, this parent +was insane, and yet his bad judgment was scarcely more ridiculous than +that of many other parents. We have met parents who seemed to think that +success in the practice of law depended wholly upon the ability to make +speeches. We have seen other parents who thought that success in banking +depended upon the ability to count money and hold on to it. Even +intelligent people have the false idea that an architect needs only to be +a good draughtsman. The number of people who imagine that success in +business is won by shrewdness and sharp practice is very large.</p> + +<p><strong>PARENTAL PREJUDICES</strong></p> + +<p>Parents are often influenced by the most irrelevant of prejudices in +counseling their children as to vocation. A man who has had an unfortunate +experience with a lawyer is very likely to oppose strenuously any move on +the part of his son to study and practice law. Many practical men have +intense prejudices against art, music, literature, and other such +professions for their sons. The number of parents who are prejudiced +against a college education is legion. On the other hand, there are a +goodly number of men who are prejudiced against any vocation for their +sons which does not involve a college education.</p> + +<p>Many parents who have worked hard and toiled unremittingly at any +particular profession oftentimes feel that they want their children to do +something easier, something requiring less drudgery, and so bitterly +oppose their following in their fathers' footsteps. On the other hand, +many fathers are domineering in their determination that their sons shall +follow the same vocation in which they made their success.</p> + +<p>Parents are often prejudiced in favor of vocations followed <!-- Page 23 -->by dear +friends or by men whom they greatly admire. A successful lawyer, preacher, +engineer, or business man will influence the choice of vocations for the +children of many of his admiring friends and acquaintances.</p> + +<p>Multitudes of parents have foolish prejudices against any kind of work +which soils the hands or clothing—even against the dinner-pail. On the +other hand, hard-fisted parents may have prejudices against any vocation +which keeps the hands soft and white, and the clothing clean and fine.</p> + +<p>Thus, in many ways do the prejudices of parents, based upon ignorance, +work tragedy in the lives of children. Either through a sense of duty and +loyalty or because they have not sufficient solid masonry in their +backbones, children follow the wishes of their parents and many all but +ruin their lives as a result.</p> + +<p><strong>"THE LEARNED PROFESSIONS"</strong></p> + +<p>One of the most disastrous prejudices upon the part of parents is that in +favor of what are called "the learned professions." To make a lawyer, a +physician, or a minister of one's son is held to be the highest ambition +on the part of large numbers of otherwise intelligent fathers and mothers. +The result of this kind of prejudice on the part of so many parents is +that the so-called learned professions are over-crowded—and overcrowded +with men and women unfitted for their tasks, both by natural inheritance +and by education and training. There follows mediocre Work, poor service, +low pay, poverty, disease, and misery.</p> + +<p><strong>FAMILY TRADITIONS</strong></p> + +<p>There are traditions in some families which carry their curse along with +them down through the generations. There are families of preachers, +families of soldiers, families of lawyers, families of physicians, +families of teachers. Many a young man who would have otherwise been a +success in the world has toiled along at a poor, dying rate, trying to +live up to the family tradition and make a success of himself as a +<!-- Page 24 -->teacher, or lawyer, when he ought to have been a mechanic, an actor, or a +banker.</p> + +<p>Another form of parental prejudice is a father's desire to have his son +become a success in the vocation which he himself longed to enter, but +could not. "My father is a successful business man," said a young man to +us not long ago. "When he was a young man he wanted to enter law school +and practice law, but because of lack of funds and because he had to +support his widowed mother's family, he did not have the opportunity. All +his life he has regretted that he was unable to realize his ambition. From +my earliest years he has talked to me about becoming a great lawyer; he +spent thousands of dollars in sending me through high school, college and +law school; he has given me years of post-graduate work in law. I have now +been trying to practice law for two years and have made a complete failure +of it. Yet, so intense is his desire that I shall realize his ambition, +that he is willing to finance me, in the hope that, eventually, I may be +able to succeed in the practice of law. And yet I hate it. I hate it so +that it seems to me I cannot drive myself ever to enter a law office for +another day."</p> + +<p><strong>POOR JUDGMENT OF TEACHERS</strong></p> + +<p>When bad judgment and prejudice of parents do not interfere with a child's +development and his selection of a vocation, he is often turned into wrong +channels by the bad judgment of his teacher or teachers. It is natural for +many teachers to try to influence their favorite pupils to enter the +teaching profession in the same special branch to which the teachers +themselves are attached. We once knew a professor of Latin who was an +enthusiast on the subject. As the result of his influence, many of his +students became teachers of Latin. Teachers, like parents, also frequently +fail to see the indications of aptitude where it is very great.</p> + +<p>Like parents, teachers also are oftentimes ignorant of the requirements of +work. They are frequently narrow in their training and experience, and +therefore do not understand much <!-- Page 25 -->about practical life, practical work, +and practical requirements. Many teachers, even college professors, seem +to be obsessed with the idea that a student who learns a subject easily +will be successful in making a practical application of it. Not long ago a +student in engineering in one of our most prominent universities came to +us for consultation. He told us that his professors all agreed that he was +well fitted to succeed as an engineer. He, however, had no liking for the +profession and did not believe that he would either enjoy it or be +successful in it. Our observations confirmed his opinions. It turned out +that his instructors thought him qualified for engineering merely from the +fact that he learned easily the theoretical principles underlying the +practice.</p> + +<p><strong>ECONOMIC NECESSITY</strong></p> + +<p>Perhaps one of the most potent causes of misfits in vocation is economic +necessity. The time comes in the life of most boys when they must earn +their own living or, perhaps, help support the parental family. In such a +case, a search is made for a job. Local conditions, friendship, +associations, chance vacancies—almost any consideration but that of +personal fitness governs in the choice of the job. Once a boy is in a +vocation, he is more than likely to remain in it—or, because of +unfitness, to drift aimlessly into another, for which he is even less +adapted. An entertaining writer in the "Saturday Evening Post" has shown +how the boy who accidentally enters upon his career as a day laborer soon +finds it impossible to graduate into the ranks of skilled labor. He +remains not only a day laborer, but an occasional laborer, his periods of +work interspersed with longer and longer periods of unemployment. +Unemployment means bad food, unwholesome sanitary conditions and, worst of +all, bad mental and moral states. These are followed by disease, +incompetency, inefficiency, weakness, and, in time, the man becomes one of +the unemployed and unemployable wrecks of humanity. Crime then becomes +practically the only avenue of escape from starvation or pauperism.</p> + +<p><!-- Page 26 -->Thousands of young men taking a job, no matter how they may dislike the +work, feel compelled to remain in it because it is their one hope of +income. The longer they remain in it the harder it is for them to make a +change. Sad, indeed, is the case of the boy or girl who is compelled, in +order to make a living or to help support father, mother, brothers and +sisters, to drop into the first vacancy which offers itself.</p> + +<p><strong>RESTLESSNESS</strong></p> + +<p>The restlessness of many a boy and girl results in his or her choice of an +utterly wrong vocation. Boys whose parents would be glad to see them +through college or technical school cannot wait to begin their careers. +Impatient and restless, they undertake the work which will yield quick +results rather than develop their real talents or seek opportunities for +advancement of which they are by nature capable. Over and over again those +who come to us for consultation say: "Father would have been willing to +have put me through school, but I couldn't wait; I simply had to get out +and have my own way. I have never ceased to regret it. Now I have to work +hard with my hands; with a proper education, and in my right job, I could +have used my head." The reader has doubtless heard many such stories from +friends and acquaintances. The world is full of misfits who failed of +their great opportunity because they were too restless, too impatient, to +make proper preparations for their life work. This restlessness, +unfortunately, is a characteristic of many of the most energetic, most +capable, and most intelligent young people, to whom an education would be +worth much, to whom proper training and preparation would bring unusual +self-development. It is, therefore, of the highest importance that the +young man or young woman and his or her parents or guardian should be +especially cautious when there is this feeling of intense eagerness to +begin work.</p> + +<p><strong>VERSATILITY</strong></p> + +<p>Perhaps one of the most difficult causes of misfits to overcome is +versatility. He who can do many things well seems <!-- Page 27 -->always to have great +difficulty in fixing upon any one thing and doing that supremely well. The +versatile man is usually fond of variety, changeable, fickle; he loves to +have many irons in the fire; he likes to turn from one kind of work to +another. It is his great failing that he seldom sticks at any one thing +long enough to make a marked success of it. Because of his great +versatility, too, he is often a serious problem, even for those who can +study his case scientifically. It is difficult to give him counsel and it +is even more difficult for him to give heed to that counsel when it has +been given. The one hope of the exceedingly versatile individual is to +find for himself some vocation which has within it an opportunity for the +exercise of many different kinds of talents, and for turning quickly from +one kind of work to another. Routine, monotony, detail work, and work +which is confining in its character and presents a continual sameness of +environment, should be avoided by this type of individual.</p> + +<p><strong>MEDIOCRITY AND UNGUESSED TALENTS</strong></p> + +<p>The inability to do any one thing particularly well is, in its way, as +serious a handicap in the selection of a vocation as great versatility. +One who can do nothing well finds it just as hard to decide upon a +vocation as one who can do everything well. Perhaps the large majority of +those who come to us for consultation do so because they feel that they +have no particular talent. Oftentimes this is the case. But frequently +there are undeniable talents which have simply never been discovered and +never developed. Even in the case of those with no particular talent, +there is always some combination of aptitudes, characteristics, +disposition, and other circumstances which makes one particular vocation +far more desirable than any other. It is most important that the +individual with only a moderate inheritance of intelligence and ability +should learn to invest his little in the most profitable manner possible.</p> + +<p>Those who escape wrong choice of vocation on account of their own bad +judgment and errors in selection; who are not <!-- Page 28 -->turned aside into the wrong +path by the bad judgment, prejudices, and other errors of parents; who +escape from the clutches of sincere and well-meaning, but unwise, +teachers; who are not thrown into the nearest possible vacancies by +economic necessity; who do not fall short of their full opportunities +because of restlessness; who do not have their problems complicated by too +great versatility or too little ability, still have many a rock and shoal +to avoid.</p> + +<p><strong>BLUNDERS OF EMPLOYERS</strong></p> + +<p>One very frequent cause of misfits in vocation is the bad judgment of +employers. This bad judgment, like that of parents and teachers, arises +from ignorance—ignorance of human nature, of the particular individual, +and, strange to say, of the requirements of the work to be done. Whole +volumes could be written on the bad judgment of employers in selecting, +assigning, and handling their employees. This, however, is not the place +for them. Neither is this the place for the discussion of the remedies to +be applied.</p> + +<p>Even after the young man has entered a vocation and found that he does not +fit in it, there is plenty of opportunity for him to make a change if he +is made of the right stuff and can secure the right kind of counsel and +guidance. But this "IF" is a tremendously big one.</p> + +<p>Many causes—both inside and outside of himself—tend to prevent the +average man from changing from a vocation for which he is not fit to one +in which he is fit. Perhaps a brief consideration of some of these factors +in the problem may be of assistance to you.</p> + +<p><strong>SOCIAL AMBITION</strong></p> + +<p>One reason for continuing in the wrong vocation is social ambition. +Rightly or wrongly—probably wrongly—there are certain vocations which +entitle one to social recognition. There are others which seem, at least, +to make it difficult for one to secure social recognition. Social +ambition, therefore, causes many a man to cling desperately to the +outskirts of some <!-- Page 29 -->profession for which he is unfitted, in the everlasting +hope of making a success of it and thus winning the social recognition +which is his supreme desire.</p> + +<p>Poor, short-sighted, and even blind, victims of their own folly!</p> + +<p>They do not see that any work which is human service is honorable. They +miss the big truth that the man who delivers better goods or renders +better service than other men is not only entitled to profit, but also +has, by divine right, unassailable social standing.</p> + +<p><strong>LAZINESS</strong></p> + +<p>One of the most potent causes of failure is laziness. And the worst form +of the malady is mental laziness. Once a man is in any line of work, he +simply remains there by following the lines of least resistance. It +requires, in the first place, hard mental effort to decide upon a new line +of work. It requires analysis of work, analysis of one's self, of +conditions, and of environment, in order to make an intelligent and worthy +change. Not only this, but an advantageous change in vocation usually +involves additional study, additional training, hard, grinding work in +preparation for the new task. And it is altogether too easy for the lazy +man to drift along, mediocre and obscure, in some vocation for which he is +poorly fitted than to go through the grueling, hard work of preparing +himself for one in which he will find an opportunity for the use and +development of his highest and best talents.</p> + +<p><strong>LACK OF OPPORTUNITY</strong></p> + +<p>Many men do not change their vocations, when they find that they are +misfits, because of lack of opportunity. There may be no real chance for +them in the locality where they live and conditions may make it almost +impossible for them to leave. Of course, the strong, courageous soul can +<em>make</em> its own opportunities. Theoretically, perhaps, everyone can create +circumstances. But, in real life, there are comparatively few strong, +courageous souls—few who can mould conditions <!-- Page 30 -->to their will. Probably, +however, the average man could do much more than he does to improve his +opportunities were it not for inertia, lack of self-confidence, and lack +of courage, all of which he could overcome if he would.</p> + +<p>It is oftentimes the case that the man who desires to make a change feels +that the only work which would appeal to him is in a profession or trade +already overcrowded. This may be true in the locality where he lives, but +there is always room for every competent man in any truly useful kind of +work. For the man who is well qualified, by natural aptitudes and +training, no profession is overcrowded.</p> + +<p><strong>LACK OF EDUCATION AND TRAINING</strong></p> + +<p>Many men of intelligence, who, perhaps, know what their calling should be, +are compelled to continue in work which is uncongenial and for which they +are poorly fitted because of their lack of education and training. +Hundreds of men and women come to us, only to find that they have started +in the wrong work and have remained in it so long that a change to their +true vocation is practically impossible. They have assumed +responsibilities which they cannot shirk. The education and training +needed would take too long and would cost too much. Yet many have toiled +away at night and in odd moments on correspondence courses or in night +schools, and have thus, finally, won their way to their rightful places in +the work of the world. But at what a cost!</p> + +<p>It is of the highest importance that every individual should learn as +early as possible in life what career he is best fitted to undertake. +Every year spent in mistaken preparation or uncongenial employment makes +proper training more expensive and more difficult. There are many arts +which, perhaps, cannot be learned properly after one has reached maturity. +It is said that no one has ever become a great violinist who did not begin +his study of the instrument before the age of twelve. However that may be, +psychologists and anatomists agree in informing us that the brain of a +human being is exceedingly plastic in childhood, and that it gradually +grows <!-- Page 31 -->more and more impervious to impressions and changes as the +individual matures. Sad, indeed, is the case, therefore, of the individual +who waits to learn what his vocational fitness is until he is fully mature +and is, perhaps, loaded up with the cares and responsibilities of a +family, and cannot take either the time or the money to secure an +education which his natural aptitude and his opportunities demand.</p> + +<p><strong>DEFICIENT SELF-CONFIDENCE</strong></p> + +<p>Many men remain in uncongenial occupations because they lack confidence in +themselves. This is distressingly common. Everywhere we find men and women +occupying humble positions, doing some obscure work, perhaps actually +frittering away their time upon trifles and mere details, doing something +which does not require accuracy, care, responsibility, or talent, merely +for fear they may not be able to succeed in a career for which they are +eminently fitted.</p> + +<p>On one occasion a young man of the most undoubted dramatic talent and +oratorical ability sought us for counsel. "I have always felt," he said, +"a strong inner urge, sometimes almost irresistible, to go upon the +platform or the stage. But, because I have lacked confidence in myself, I +have always, at the last moment, drawn back. The result is that to-day I +am dissatisfied and unhappy in the work I am doing. I do it poorly. I long +constantly for an opportunity to express myself in public. Years are going +by, I have not developed my talent as I should, and I am beginning to feel +that my case is hopeless." This lack of self-confidence is more common by +far than many people would imagine. Arthur Frederick Sheldon has said: +"Most men accomplish too little because they attempt too little." Our +observations incline us to believe that this is the truth. Taking humanity +as a whole, far more men fail because they try to do too little than +because they try to do too much. Humanity is a great mine of undiscovered +and undeveloped talents. It follows that we fall far short of our best +because we do not expect and demand enough of ourselves.</p> + +<p><strong>CONSERVATISM</strong></p> +<!-- Page 32 --> +<p>A man came to us for consultation in regard to his vocation. Just why he +had come, it afterward turned out, it was hard to see. Perhaps he only +wanted to settle matters in his own mind without taking definite action +upon them. He was engaged in mercantile business, a business left to him +by his father. He hated it. After a careful analysis, we informed him that +he had undoubted scientific talents, and that, with training, he could +make a name for himself in research and discovery. He was overjoyed at +this information, but he manifested no disposition to change his vocation. +He said: "Much as I dislike the mercantile business, I hate to change. A +change will mean selling out, upsetting my whole mode of life and +activity, removing into a different community, beginning a new life in +many of its phases. I cannot look forward to such a complete revolution +with any degree of pleasure, so I guess I will have to keep along in the +old store, much as I would like to devote the rest of my life to +test-tubes, crucibles, and scales."</p> + +<p>There are many such men. Change is more hateful to them than unloved work. +They fall into grooves and ruts. They would rather continue in their +well-worn ways than to go through the mental anguish of breaking old ties, +remaking methods of life and work, moving away from friends and relatives, +and otherwise changing environment, conditions, and employment.</p> + +<p><strong>LACK OF COURAGE</strong></p> + +<p>Many men have self-confidence and yet lack courage. That may seem to be a +paradoxical statement, but if the reader will study carefully some of the +men he knows, he will understand that this is the truth. Men may have +plenty of confidence in themselves, but they may lack the courage to face +difficulties, to overcome obstacles, to meet hard conditions, to pass +through disagreeable experiences. Such are the men who lack the +initiative, the push, the aggressiveness, to do as well as they know how, +to do as much as they can, to undertake the high <!-- Page 33 -->achievement for which +they have the ability. The cases of such men would be hopeless were it not +for the fact that some powerful incentive, like an emergency or necessity, +some tremendous enthusiasm, some strong determination, some deep +conviction, urges them on to the expression of the fulness of their +powers. Lacking even any of these, it is possible for the man who lacks +courage to develop it.</p> + +<p>Courage is developed by doing courageous acts. The man who feels that he +lacks courage, who knows that he needs to forget his fears and his +anxieties, has half won his battle. Knowing his deficiencies, he can by +the very power of his will compel himself to courageous words and acts, +thus increasing and developing his courage and, as a result, his +efficiency.</p> + +<p><strong>LACK OF AMBITION</strong></p> + +<p>Finally, people do not undertake work in their proper vocations because of +a lack of ambition. This is, indeed, a fundamental deficiency. Perhaps it +underlies many of those we have already described. Certain it is that we +usually obtain what we most earnestly and ardently desire. Someone has +said that when a man knows definitely and in detail just exactly what he +desires, he is halfway toward attainment. Now, a man does not know +definitely and in detail what he wants unless he wants it so intensely +that it is always in his mind; he thinks about it, dreams of it, and +paints mental pictures of himself enjoying it; perhaps spends hours in +working out the detail of it. When a man has an ambition which drives him +on to this kind of mental exercise, he usually has one which overcomes his +inertia, burns out his laziness, triumphs over his lack of confidence in +himself, urges him out of grooves and ruts, and enables him to overcome +deficiencies in education and training, is an incentive to him for the +creating of opportunities where none exist, gives him courage for +anything, and kindles ever afresh his enthusiasm and determination. There +is no obstacle so great that it will not dissolve and vanish away into +thin air in the heat of such an overwhelming desire and ambition as this.</p> + +<p><!-- Page 34 -->We need to remind ourselves, however, that even the most ardent ambition +goes astray unless it is guided by accurate knowledge. Many a man has +attacked his problem with great courage and high ambition, only to meet +defeat because, through lack of knowledge, he has chosen a career for +which he was unfitted.</p> + +<p>These, then, are some of the reasons people go into and remain in +vocations where they do not fit. They are the reasons, also, why so many +men are failures or near-failures. Any man is a failure in just the degree +in which he falls short of developing and using his best and highest +talents and powers.</p> + +<p>William James, the psychologist, has said that most men use only a very +small percentage of their real abilities. Harrington Emerson, efficiency +engineer, says that the average man is only twenty-five per cent efficient +and that his inefficiency is due to unfitness for the work he is trying to +do. Students of economics say that only ten per cent of all men are truly +successful. In this chapter we have presented many of the reasons for the +misfit and failure. Some of them are chargeable to parents, teachers, and +employers. But the most serious belong rightfully at the door of the +individual himself. "The fault, dear Brutus," says Cassius, "is not in our +stars, but in ourselves, that we are underlings."</p> + +<p>It is highly desirable that parents, teachers, and other guides and +advisors of the young should fully inform themselves about human nature +and about work. They ought to rid their minds of prejudice and thus free +themselves from unwise tradition and useless conventionality. Above all, +they need to arouse themselves to the vital importance of ideals—of a +clear, definite purpose, based upon accurate knowledge and sound +judgment—in other words, upon common sense. This is the vocational +problem.</p> + +<p><strong>FACTORS OF THE VOCATIONAL PROBLEM</strong></p> + +<p>The vocational problem consists, first, of the need of accurate vocational +analysis; second, of the need of wise <!-- Page 35 -->vocational counsel; third, of the +need of adequate vocational training; fourth, of the need of correct +vocational placement.</p> + +<p>It is obvious that the vocational problem cannot be adequately solved by +dealing with pupils or clients in groups or classes. It is a definite, +specific, and individual problem. Group study is interesting and +instructive, but, alone, does not give sufficient knowledge of individual +peculiarities and aptitudes. It is obvious from the foregoing analysis of +the vocational problem that it is practically identical at all points with +the problem of scientific employment. Just as the highest efficiency of +the employment department depends upon accurate analysis of the job and of +the man, so the highest usefulness of the vocational bureau or vocational +counsellor depends upon complete and exact knowledge of the requirements +in different lines of endeavor, and the ability to analyze human nature +accurately. It is obvious that wise counsel cannot be given, adequate +training cannot be prescribed, and correct placement is impossible until +these analyses have been properly made.</p> + +<p>The child or adult of unusual ability, with well-marked inclinations and +strong in the fundamentals of character, is never difficult to analyze, +counsel, train, or place. If given an opportunity to gain knowledge, and +freedom in the exercise of choice, he will almost surely gravitate into +his natural line of work. He is not the real problem of the vocational +expert. But the vast majority of children are average, or even mediocre. +They show little inclination toward any study or any work. They have +weaknesses of character that will inevitably handicap them, no matter what +vocation they enter. They are the real problem. There is another class, +almost equally distressing. They are the people who are brilliant, who +learn easily, and who are so adaptable that they can turn their hands to +almost anything. They are usually so unstable in temperament that it is +difficult for them to persist in ny one kind of endeavor long enough to +score a success.</p> + +<p><strong>METHODS OF ANALYSIS IN USE</strong></p> + +<p><!-- Page 36 -->The need, in dealing with these problems, for some more reliable guide +than the young person's inclinations and preferences has deeply impressed +itself upon those engaged in vocational study and vocational work. They +are earnestly seeking to find some better way. To this end, we have the +questionaire, by which is brought out between the lines, as it were, the +particular aptitudes and disposition of the subject. And this method is +not without its advantages. We have also psychological tests. These are of +fascinating interest and have yielded some valuable results. Some +vocational workers use the psychological tests and some do not. Even those +who are most enthusiastic for them admit that they are complicated, that +they require expensive apparatus and specially trained examiners, and that +even the best results obtainable cover a very narrow field in the +character and aptitudes of the subject.</p> + +<p><strong>UNIFORM METHOD NEEDED</strong></p> + +<p>The present need is for some uniform, readily applicable, inexpensive, and +comprehensive method of analysis. The advantages of such a method are +immediately apparent. First, its uniformity would permit the making of +records for comparison, covering a very wide range of subjects, +environment, and vocations. Second, even the simplest classifications, +which are readily learned and easily applied by the inexpert, would yield +tangible and measurable results and would be far better than the present +unstandardized and wholly unscientific methods. Third, were such a uniform +method adopted and made a part of the vocational work of our institutions; +were uniform records to be made and wisely used, we should soon have a +body of useful knowledge on this subject. Fourth, as the result of the +application of such a uniform method, text books and charts could be +prepared which would form the basis of popular education in vocational +guidance.</p> + +<p>But this book will find its way into the hands of many whose own +vocational problems cry out for solution. Such need <!-- Page 37 -->first to know +themselves, to know their aptitudes and talents, whether developed or +undeveloped. They need to study vocations—to know everything about the +kinds of work they might do, from their requirements to their +possibilities twenty, thirty, or forty years in the future. Finally, they +need the courage, self-confidence, industry, progressiveness, and ambition +to throw off the shackles of circumstance and, in the light of scientific +truth, to press forward to the achievement, success, fulness of life, and +happiness possible through development and use of all their powers.</p> + + +<!-- Page 39 --> +<hr /> +<p><a name="pg039" id="pg039"></a></p> +<h2>CHAPTER II</h2> + +<h3>ELEMENTS OF FITNESS</h3> + +<p>In our study are two small pieces of clear white marble. Each of them is +decorated with a beautifully designed little flower in natural color. This +flower is depicted by the skillful inlaying of semi-precious stones. These +marbles came from Agra, India. They are samples of the handiwork which +makes the Taj Mahal one of the most beautiful structures in the world. In +the fitting of this inlay work the stones—some of them almost as hard as +diamonds—are cut and polished to nearly mathematical accuracy of size and +shape. But the more carefully and exactly these are made, the more badly +they fit and the worse failure is the whole design, unless the spaces +intended for them in the marble are likewise cut and prepared with nicety +and accuracy. In the selecting of a life work, similarly, the same care +must be taken in learning accurately the requirements of work—the exact +size and shape, as it were, of each vocation—as is spent upon learning +the exact qualifications of each individual. Both require common sense and +intelligent judgment.</p> + +<p>We measure a man's height in centimeters or inches. Pounds and ounces or +grams and centigrams offer us exact standards of measuring his weight. But +there are no absolute standards for measuring the man himself, and +probably there never can be. Human values, therefore, can be standardized +only relatively. By the study of large groups we can, however, ascertain +approximately the average or normal. In this way, physical standards have +been set up as to pulse rate, temperature, respiration, etc. Chemical +analysis determines norms of blood composition, and microscopic +investigation determines the average number of blood corpuscles per cubic +centimeter. The Binet-Simon mental tests are based upon certain +approximate averages of intelligence and mental development established +<!-- Page 40 -->in the same way. The Münsterberg associated-word test of intelligence and +other psychological experiments are among the efforts made to establish +such standards. These are valuable as far as they go and probably yield +all the information that their originators claim for them, which, +unfortunately, is not a great deal. By time and motion studies, we are +enabled to set up standards of efficiency that work out well in practice. +All these, however, still leave us in the dark as to the man himself—his +honesty, his loyalty, his highest and best values.</p> + +<p><strong>ELEMENTS OF THE VOCATIONAL PROBLEM</strong></p> + +<p>But, granted for the moment that we could devise and successfully apply +exact and accurate standards of measurement for human beings, our work +would be only partially done. Any mechanic knows that it is a sad waste of +time and pains to standardize tenons, with micrometer and emery paper, to +a thousandth of an inch, so long as the mortises are left unstandardized. +A valuable man makes an unusual record on the staff of some employer. +Other employers immediately begin to lay plans to entice him away. +Transferred to another organization, he may prove mediocre, or even +undesirable, in his services. Hiring "stars" away from other employers has +proved disastrous so many times that the practice is no longer common. +Many a flourishing and fruitful tree has been transplanted, only to wither +and die—a tragedy involving the tree itself and both orchards. Measured +by every known standard, a man thus enticed away may be close to 100 per +cent efficient, but the man is only one ingredient in the compound from +which results are expected. To know and to rate his aptitudes, abilities, +personality, and possibilities is of the highest importance, but these +cannot be rated except in relation to his work and to his environment. +These are the other two ingredients in the compound. It is quite obvious +that all standards for judging men—and for self-analysis—must vary with +relation to the work they are to do and the environment in which they are +placed.</p> + +<p><!-- Page 41 -->The important factors of any vocation may be classified very broadly +under three heads, namely, nature, position, and requirements. Chart I +gives a classification of work, with a few suggestive subdivisions, under +each of these three general heads. The meanings of the subdivisions listed +under "Nature" and "Position" are clear.</p> + +<table border="0"> + <tr> + <td colspan="5"><div class="center"><strong>CHART I</strong></div></td> + </tr> + <tr> + <td> </td> + <td> </td> + <td>Nature..........</td> + <td><div class="largefont">{</div></td> + <td> +Physical<br /> +Mental<br /> +Combination of Physical and Mental<br /> +Professional<br /> +Commercial<br /> +Industrial<br /> +Fine<br /> +Coarse<br /> +Light<br /> +Heavy, etc.</td> + </tr> + <tr> + <td>Work....</td> +<td> + <div class="largefont">{</div> + </td> + <td>Position........</td> + <td><div class="largefont">{</div></td> + <td><br /> + Executive<br /> + Subordinate<br /> + Staff<br /> + <br /> + +</td> + </tr> + <tr> + <td> </td> + <td> </td> + <td>Requirements....</td> + <td><div class="largefont">{</div></td> + <td> +Physical<br /> +Moral<br /> +Intellectual<br /> +Emotional<br /> +Volitional<br /> +Aptitudes<br /> +Experience<br /> +Training, etc.</td> + </tr> +</table> + + +<p><strong>PHYSICAL REQUIREMENTS</strong></p> + +<p>Work has its physical requirements as to size, build, strength, endurance, +freedom from tendencies to disease, agility, and inherent capacity for +manual and digital skill. It may also have certain requirements as to +eyesight, hearing, reaction time, muscular co-ordination, sense of touch, +and even, in some particular places, sense of smell and sense of taste. +Moral requirements may vary from those of a hired gunman to those of a +Y.M.C.A. secretary or a bank cashier.</p> + +<p><!-- Page 42 --><strong>INTELLECTUAL REQUIREMENTS</strong></p> + +<p>Intellectual requirements and requirements in aptitudes, experience, and +training vary, of course, with every kind of work, and almost with every +particular job. One most valuable division of people intellectually is as +to capacity of intellect. Some people have fine intellects, capable of +great accomplishments in the way of education and training. They are +particularly fitted for intellectual work; they have mental grasp; they +comprehend; they reason; they have good judgment; they learn easily; they +remember well. In every way their intellects are active, energetic, +capable. Other people have only moderate intellectual capacity. They +express themselves best in physical activity or in the direct, man-to-man +handling of others. Their few intellectual activities may be exceedingly +keen and accurate—or slow, dull, and vague. People with small +intellectual capacity sometimes have remarkable vigor and clearness of +mind in some one direction—such as finance, promotion, commerce; judgment +of people, horses, cattle, or other living beings; mechanics, invention, +music, art, poetry, or some other narrow specialty. Some intellects, in +other words, are simply incompetent—others, merely narrow.</p> + +<p>People can also be divided, intellectually, into two other classes, the +theoretical and the practical. The man with a theoretical intellect is +thoughtful, meditative, reflective. His mind works slowly; it is +interested in philosophy, in theories, in abstractions, and is capable of +dealing with them. On the other hand, it is not particularly well +qualified for observing practical things, and for making a practical +application of the theories it learns so easily and in which it takes so +great an interest. This is the intellect of the philosopher, the dreamer, +the educator, the preacher, the writer, the reformer, the poet. This is +particularly the intellect of reason, of logic, of ideas and ideals. +Whether found amongst the world's leaders or in the lowliest walks of +life, its function is always that of dealing with theory, finding out +reasons, putting together logical arguments, teaching others and dealing +with abstractions. <!-- Page 43 -->Oftentimes this type of intellect is so impractical +that its possessor never possesses anything else. Literature abounds in +the tragic tales of philosophers, poets, reformers, and dreamers who +starved beautifully and nobly. Every-day life sees thousands more +blundering along, either cursing their luck or wondering why Providence +withholds its material gifts from people so deserving as they.</p> + +<p>Over against this is the practical, matter-of-fact, analytical +intellect—the intellect which demands facts and demands them quickly; the +intellect which is quick in its operations, impatient, keen, penetrating, +intolerant of mere theories and abstractions, not particularly strong in +reason and logic, but exceedingly keen and discriminating in regard to the +facts. This is the intellect which deals with things, with the material +universe, with laws and principles, based upon accurately determined +facts. This is the intellect of the preeminently practical man.</p> + +<p>Some intellects are particularly fine in critical powers; some have +splendid financial ability; some are artistic and musical; some have +almost miraculous instinct in mechanical affairs; some are scientific; +others are mechanical; still others are inventive. There are many +intellects, of course, which combine two or more of these qualities, as, +for instance, an intellect blessed with both financial and organizing +ability. This is the intellect of the captain of industry, of the +multi-millionaire. Then there is the intellect which combines financial, +inventive, and organizing ability. This is the intellect of Edison, of +Westinghouse, of Curtis, of the Wright brothers, of Marconi, and of Cyrus +McCormick. Herbert Spencer was blessed with an intellect capable of both +philosophic and scientific thought, both theoretical and practical. +Spencer had also great organizing ability, but he devoted it to the +organizing of a system of philosophy based upon his scientific researches.</p> + +<p><strong>EMOTIONAL REQUIREMENTS</strong></p> + +<p>Emotional requirements are many and varied; even more numerous and of +greater variety than intellectual requirements, <!-- Page 44 -->perhaps. Some vocations +require great courage, others not; some require a great deal of sympathy; +others demand a certain hardness and control of the sympathies. There are +vocations which require a keen sense of justice; others in which the +presence or absence of a sense of justice is not essential. And so, there +must be taken into consideration requirements for honor, for love, for +loyalty, for dependableness, for enthusiasm, for unselfishness, for +caution, for prudence, for religion, for faith, for hope, for optimism, +for cheerfulness, for contentment, for earnestness, and for reverence.</p> + +<p><strong>THE COMPLEXITY OF HONESTY</strong></p> + +<p>Honesty is laid down by all authorities on employment as absolutely +essential to success in any vocation, but there are many kinds of honesty +and many standards of honesty. As a matter of fact, each man has his own +standard of honesty. After all, it is, perhaps, not so much a question of +what a man's standards are as how well he lives up to them. We recall, +especially, the cases of two men associated together in business. One man +set his standards high. Intellectually, he knew the value of ethics in +conduct. He truly wished to make practical in his dealings the high +principles he admired. But his cupidity was strong and his will and +courage were weak, so he oftentimes argued himself, by specious casuistry, +into words and acts which were untruthful and dishonest. Oftentimes, +indeed, they came dangerously near to actual crimes against the laws of +the State. The other man had rather limited standards of honesty. His +motto was, "Let the buyer beware!" If those with whom he dealt were as +strong and intelligent as he, and he was clever enough to take advantage +of them, he regarded the spoils as rightfully his. It was all in the game. +"I don't squeal when they catch me napping," he said, "and why should I +look out for their interests?" But he never took advantage of the weak, +the ignorant, the inexperienced, or the too credulous. His word was as +good as gold. His principles were few and intensely practical, and he +<!-- Page 45 -->would willingly lose thousands of dollars rather than violate one of +them.</p> + +<p>Honesty is a complex virtue. It means, fundamentally, just and honorable +intentions. But it involves, also, knowledge of what is right, a keen and +discriminating sense of justice, a true sense of values, courage and +will-power to carry out honest intentions, and, finally, sufficient +earning power to meet all righteous obligations. Dishonest acts result far +more often from ignorance, warped sense of justice, inability to +appreciate values, cowardice, weak will, or incompetence, than from wrong +intent. Whether or not any individual is endowed with the necessary +honesty for success in any particular vocation is, therefore, a problem +which can be settled only by careful analysis of all its requirements. Law +and banking both require a high <em>degree</em> of honesty, but the <em>kinds</em> are +different.</p> + +<p><strong>THE HIGH QUALITY OF COURAGE</strong></p> + +<p>Next to honesty, perhaps, courage is most important. The individual who +lacks courage shows no initiative; he has no ability to fight his own +battles, to stand by his guns, to assert and maintain his convictions and +his rights. He is, therefore, always a misfit in any vocation where he is +required to take the initiative, to step out and assume responsibilities, +to guide and direct the work of others, to meet others in, competition, to +discipline others, to defend himself against the attack of others, to +defend the rights of those depending upon him as employees, or +stockholders, or partners. He may be excellently qualified as a research +worker, an experimenter, an administrator of affairs, a teacher, a writer, +a lecturer, an artist, or in almost any kind of work where initiative, +aggressiveness, and fighting ability are not prime essentials.</p> + +<p><strong>PRUDENCE</strong></p> + +<p>Almost as important in its bearing upon vocational fitness as honesty and +courage is prudence. This is the quality which causes men to bear +responsibility faithfully; it is that which makes effective in them a +sense of duty. It is the emotional <!-- Page 46 -->quality which leads men to take +precautions, to provide against the future. It is that which prevents them +from recklessness in expenditure or speculation, from carelessness, from +irresponsibility. It is an absolutely essential quality wherever +dependability is required; where one is expected to assume and to carry +responsibility, to see that things are done accurately that necessities +are provided, that emergencies are prevented.</p> + +<p>On the other hand, there are many vocations in which too great prudence, +too great caution, is a handicap instead of an advantage. The man who is +too cautious, who bears responsibility too heavily, is not fitted for +positions and vocations which involve a certain amount of personal danger. +He is also likely to be too conservative to enter upon vocations in which +a considerable element of speculation is involved. He is not disposed to +take chances; he is too apprehensive and too much given to anxiety to be +involved in any vocation where there is uncertainty as to outcome. Many +vocations also require a fine blending of prudence with a willingness to +take chances and a certain degree of recklessness.</p> + +<p><strong>THE ELEMENTS OF ENVIRONMENT</strong></p> + +<p>Such is any kind of work in which the results are not tangible and +immediately and constantly measurable. In our practice we meet many who +grow impatient, apprehensive, and even discouraged when knowledge of +success of their efforts is deferred—or is even problematical. These +people would far rather work in a subordinate position at a small salary, +<em>certain </em> to be paid every pay day, than to make twice as much money on a +commission basis but not be certain just how much they would be paid on +pay day. Thus it is clear that a salesman on a commission basis must have +a dash of recklessness in him, and yet, if he is selling high priced goods +and wishes to build a permanent business, must be careful and prudent in +handling his trade.</p> + +<p>The essential elements of environment and their subdivisions are shown in +Chart 2. A brief discussion of some of these may clarify the subject.</p> + +<!-- Page 47 --> + +<table border="0"> + <tr> + <td colspan="5"><div class="center"><strong>CHART 2</strong></div></td> + </tr> + <tr> + <td> </td> + <td> </td> + <td>Policy of House</td> + <td> </td> + <td> </td> + </tr> + <tr> + <td> </td> + <td> </td> + <td>Standards.............</td> + <td> + <div class="largefont">{</div> + </td> + <td>Moral<br /> + Physical<br /> + Commercial<br /> + Artistic<br /> + Etc.</td> + </tr> + <tr> + <td> </td> + <td> </td> + <td>Physical Surroundings.</td> + <td> + <div class="largefont">{</div> + </td> + <td><br /> + In Place of Business<br /> + In Locality<br /> + In Home<br /> + </td> + </tr> + <tr> + <td>Environment...</td> + <td> + <div class="largefont">{</div> + </td> + <td>Management............</td> + <td> + <div class="largefont">{</div> + </td> + <td>Personal Preference<br /> + Personality</td> + </tr> + <tr> + <td> </td> + <td> </td> + <td>Superior Executive....</td> + <td> + <div class="largefont">{</div> + </td> + <td><br /> + Personal Preference<br /> + Personality<br /> + Methods<br /> + </td> + </tr> + <tr> + <td> </td> + <td> </td> + <td>Associates............</td> + <td> + <div class="largefont">{</div> + </td> + <td>In Business<br /> + In Locality<br /> + Socially</td> + </tr> + <tr> + <td> </td> + <td> </td> + <td>Working Conditions....</td> + <td> + <div class="largefont">{</div> + </td> + <td><br /> + Hours of Labor<br /> + Periods of Rest<br /> + Temperature<br /> + Compensation<br /> + Opportunities<br /> + Underground<br /> + Elevation<br /> + Danger<br /> + Etc.</td> + </tr> +</table> + +<p><strong>POLICY AND STANDARDS</strong></p> + +<p>For a man faithfully and loyally to live up to and represent the policy of +the house is obviously necessary. But oftentimes it takes rather definite +characteristics to do this.</p> + +<p>Every business institution has, or should have, its moral, commercial, +financial, artistic, and other standards with reference to personnel, +according to the character of the business <!-- Page 48 -->and other important +considerations. And the man who contemplates work with any firm will +examine himself to see whether he can harmonize happily with these +standards. In like manner, every profession and art has its traditional +standards and ethics, which should be considered.</p> + +<p><strong>PHYSICAL SURROUNDINGS</strong></p> + +<p>In selecting his vocation, the wise man ascertains his fitness for its +physical surroundings. Some men cannot work permanently indoors, +underground, in a high altitude, in a hot or cold climate, in a damp or a +dry climate, in high or low artificial temperature, in the midst of noise +or dust or chemical fumes, or by artificial light, or in a locality where +certain social advantages do not exist or where satisfactory homes cannot +be rented or purchased. Some men are not fitted for city life; others are +not fitted for country life. All these and other facts should be taken +into consideration with reference to surroundings.</p> + +<p><strong>MANAGEMENT AND SUPERIORS</strong></p> + +<p>The management of every place has its personal preferences, not based on +efficiency. We once knew a manager who was so distressed by impediments of +speech that he could not endure persons with these peculiarities in his +organization, although their manner of speech had nothing to do with the +quality of their work. Every manager has some more or less marked +idiosyncrasies, and these must be known and studied by prospective +employees. The personality of the management and its effect upon the +worker under its direction and leadership are other important factors. The +manager who is a keen, positive driver will get good results with a +certain type of people in his organization, but only with a certain type. +The efficiency of every man in the organization is also conditioned very +largely upon the personal preferences, personality, and methods of his +immediate superior—his foreman, gang-boss, or chief. Certain types of men +harmonize and <!-- Page 49 -->work well together. Other types are antagonistic and +discordant. By their very nature they cannot work in the harmony which is +essential to efficiency. In making choice of work, the man with good +judgment scrutinizes all these important elements.</p> + +<p><strong>ASSOCIATES AND SOCIAL ADVANTAGES</strong></p> + +<p>Every vocation has its social environment. There are fellow employees, or +professional associates, inevitable in the work itself; also the +particular class of society fixed by locality, income, or the standing of +the vocation.</p> + +<p>This chart may seem, at first sight, to be complex. It must necessarily be +so, since it is arranged to cover all professions and trades and all +industrial and commercial positions, from the presidency of a corporation, +general managership of a railroad, sales management of a factory, or +cashiership of a bank, as well as less exalted jobs, down to those +requiring little, if anything, more than brute strength. Obviously, not +all of these facts need to be considered by every aspirant, but only those +which have a bearing upon his particular case. The tendency, however, is +to neglect important factors rather than to waste time over those which +are unimportant.</p> + +<p><strong>PERSONAL ELEMENTS OF THE PROBLEM</strong></p> + +<p>Having determined, in the manner indicated, the standards of work and of +the environment, the man is ready to examine himself to determine where he +fits. There are six headings under which he may classify the various items +of information needed in fitting himself to work and environment. These +are health, character, intelligence, disposition to industry, natural +aptitudes, and experience, as shown in Chart 3. This chart does not, of +course, present a complete and detailed list, but it is suggestive.<a name="FNanchor_2_2"></a><a href="#Footnote_2_2">[2]</a> It +would not be true to say that any one of these is absolutely more +important than the other. They are all important. Their relative +importance may be determined by the vocation to be considered.</p> + +<p><a name="Footnote_2_2"></a><a href="#FNanchor_2_2">[2]</a> See more detailed lists in appendix.</p> +<p><strong>HEALTH</strong></p> + +<p><!-- Page 50 -->Consider the question of health. We include all a man's physical +attributes under health. The classification is somewhat arbitrary, but it +will be understood. A man must consider himself as to his size, as to his +strength, as to his endurance, as to his condition of body (which shows +habits), as to his predisposition to health, as to disease, as to his +moral health, as to his sobriety, as to his sanity, etc.</p> + +<table border="0"> + <tr> + <td colspan="5"><div class="center"><strong>CHART 3</strong></div></td> + </tr> + <tr> + <td>Health........</td> + <td><div class="largefont">{</div></td> + <td>Size<br /> + Endurance<br /> + Condition of Body<br /> + Predispositions<br /> + Morality<br /> + Sobriety<br /> + Sanity<br /> + Etc.<br /> + <br /> +</td> + <td> </td> + <td>In other words, what his physical value is for a given work in a given + environment</td> + </tr> + <tr> + <td>Character.....</td> + <td><div class="largefont">{</div></td> + <td>Honesty<br /> + Truthfulness<br /> + Loyalty<br /> + Discretion and Prudence<br /> + Enthusiasm<br /> + Courage<br /> + Steadfastness<br /> + Dependability<br /> + Etc., etc<br /> + <br /> +</td> + <td> </td> + <td> </td> + </tr> + <tr> + <td rowspan="3">Intelligence..</td> + <td rowspan="3"><div class="largefont">{</div></td> + <td>Ability to Learn<br /> + Ability to Understand and Follow Instructions<br /> + Judgment<br /> + Memory<br /> + Observation<br /> + </td> + <td> </td> + <td> </td> + </tr> + <tr> + <td> + Expression...<br /> + </td> + <td><div class="largefont">{</div></td> + <td> + Speaking<br /> + Writing<br /> +</td> +</tr> + <tr> + <td> + Imagination<br /> + Reason<br /> + Etc., etc.<br /> +<br /> +</td> +<td> </td> +<td> </td> + </tr> + <tr> + <td><!-- Page 51 -->Disposition to Industry</td> + <td><div class="largefont">{</div></td> + <td>Energy<br /> + Love of Work<br /> + Willingness<br /> + Perseverance<br /> + Decision<br /> + Etc., etc.<br /> +<br /> +</td> + <td> </td> + <td> </td> + </tr> + <tr> + <td>Natural Aptitudes.......</td> + <td><div class="largefont">{</div></td> + <td>Financial<br /> + Commercial<br /> + Mechanical<br /> + Artistic<br /> + Judicial<br /> + Executive<br /> + Selling<br /> + Advertising<br /> + Agriculture<br /> + Medical<br /> + Educational<br /> + Legal<br /> + Engineering<br /> + Floricultural<br /> + Horticultural<br /> + Stock Breeding<br /> + Speed<br /> + Accuracy<br /> + Patience<br /> + Attention to Detail<br /> +<br /> +</td> + <td> </td> + <td> </td> + </tr> + <tr> + <td>Experience..............</td> + <td> + <div class="largefont">{</div> + </td> + <td>Education<br /> + Training<br /> + Previous Record<br /> +</td> + <td> </td> + <td> </td> + </tr> +</table> + +<p>Without at least fair physical fitness for his work and for his +environment, no man can do efficient work in any position.</p> + +<p><strong>CHARACTER</strong></p> + +<p>The second element is character. A man may rate well in all the six +fundamentals with the exception of one, honesty, and he is not worth heat +and light and floor space, to say nothing of wages. Dishonest men do not +do honest work. The man who is deficient in honesty, in truthfulness, in +loyalty, is not really fit for any kind of work in a world where men are +<!-- Page 52 -->interdependent—where the law of compensation is rigidly enforced. We +have chosen just a few qualities under the head of character: honesty, +truthfulness, loyalty, discretion, prudence, enthusiasm, courage, +steadfastness, and dependability. We might go on and on, adding +initiative, justice, kindness, good nature, courtesy, punctuality, etc.</p> + +<p><strong>INTELLIGENCE</strong></p> + +<p>The third criterion is intelligence. Intelligence, of course, relates to +mental ability—ability to learn and to understand and follow +instructions. Employers are slowly reaching the conclusion that +unintelligent labor is the most expensive kind of labor. The man who is +unintelligent cannot be taught. Employers cannot give him instructions and +feel absolutely sure that he understands them, or, even if he understands +them, that he will carry them out properly. Among the qualities which are +included under intelligence are judgment and memory, the powers of +observation, expression in speaking or in writing, imagination, reasoning +power, and all other qualities which are purely intellectual. Most +unintelligent people are merely mentally asleep. They need to awaken, to +be on the alert, really to take the trouble to think. Many people have +capacity for thought who do not use it.</p> + +<p><strong>INDUSTRY</strong></p> + +<p>The fourth element is disposition to industry. Some wag once said: "All +men are lazy, but some are lazier than others." It might sound better to +say that all men are industrious, but some men are more industrious than +others. There is such a quality of body and mind as the quality of +predisposition to action and industry. Industry is very largely dependent +upon energy. Energy depends upon oxygen. If one sits in a room that is +stuffy and not well ventilated, one soon becomes stupid, sleepy, and not +particularly acute mentally. In other words, he is partly starved for +oxygen. Now, let him go out into the open air and breathe plenty of oxygen +into his lungs. In a little while he raises his chest and brings up the +crown <!-- Page 61 -->of his head and takes the positive physical attitude. He is more +energetic. He is eager for activity—for work. Some people are naturally +deficient in depth, activity, and quality of lung power. They do not +breathe in or use much oxygen, so they are lacking in energy. Such people +are not predisposed to industry. Love of work—love of the game that +causes a man to be interested in every phase of his work—is not, however, +wholly dependent upon energy. It is something in the very heart and fiber +of the man. Willingness to work, perseverance in work, and decision come +under disposition to industry.<br /></p> + +<!-- Illustrated Pages Moved to allow continuation of reading to end of segment +Commented Page Numbers are accurate with book source though appear out of order here --> +<table> +<tr> +<td><!-- Page 53 --> +<a name="fig1" id="fig1"></a> +<img src="images/fig01.jpg" alt="Jacob A. Riis" width="450" height="630" /> +</td> + <td> Photo by F. Gutekunst, Phila. <strong>Fig. 1.</strong> Jacob A. Riis, Journalist, + Author and Philanthropist. A man of unusual intellectual power, observation, + reason, memory, logic, and analysis, with high ideals, great love for humanity, + especially the weak and helpless; good powers of expression, sense of humor, + courage, and determination. Note large development of upper part of head; + fairly well developed brows; high dome over temples; height and width of + forehead, especially across center; full lips; well developed nose; strong + chin; and alert, poised, kindly expression. </td> +</tr> +<tr> +<td><!-- Page 54 --> +<a name="fig2" id="fig2"></a> +<img src="images/fig02.jpg" alt="Dr. Booker T. Washington." width="450" height="550" /> +</td> +<td> +<em>Copyright by Underwood & Underwood. New + York</em>. <strong>Fig. 2.</strong> Dr. Booker T. Washington. Very ambitious, + practical, energetic, self-reliant, persistent, determined, capable of rule. + Note high head; high, sloping forehead, prominent at the brows; large nose, + high in the bridge; and long, straight upper lip. +</td> +</tr> +<tr> +<td><!-- Page 55 --> +<a name="fig3" id="fig3"></a> +<img src="images/fig03.jpg" alt="James H. Collins" width="450" height="615" /> +</td> + <td> <strong>Fig. 3.</strong> James H. Collins, Author. A splendid example + of intellectual type with good bone and muscle. Has excellent balance of + mechanical and commercial understanding, keen judgment of men, practical + sense, and fine determination, with sentiment, sympathy, friendliness, and + faith. Note high, medium-wide head, especially high in center above temples + and wide and full through center of forehead; prominence of brows; width + between eyes; full, cleanly modeled lips; strong nose and chin; and keen, + pleasant, friendly, spirited expression. </td> +</tr> +<tr> +<td><!-- Page 56 --> +<a name="fig4" id="fig4"></a> +<img src="images/fig04.jpg" alt="H.G. Wells" width="450" height="625" /> +</td> + <td> <strong>Fig. 4.</strong> H.G. Wells, Novelist and Economist. A man of + physically frail type, with natural mechanical leanings. Inventive, creative, + industrious, humanitarian. Because of his mechanical ability, he uses his + creativeness for constructing novels dealing with mechanical invention. + Because of his humanitarian instincts, he writes of social and economic + world problems. Note large upper portion of head, especially from center + of forehead to sides of head; also prominence of brows; large nose, and + long head. </td> +</tr> +<tr><!-- Page 57 --> + <td> <a name="fig5" id="fig5"></a> <img src="images/fig05.jpg" alt="Henry Ford" width="450" height="625" /> + </td> +<td> +<em>Copyright American Press Association</em>. <strong>Fig. 5.</strong> Mr. + Henry Ford, Automobile Manufacturer and Philanthropist. Mr. Ford is of the physically + frail type, with a goodly admixture of the bony and muscular element. His natural + mechanical bent, therefore, took the intellectual form of invention and organization. + His sentiment, responsiveness, sympathy, and idealism are shown by high, rather + narrow head, fine texture, height of head just above temples, and gentle, kindly, + genial expression. +</td> +</tr> +<tr><!-- Page 58 --> + <td> <a name="fig6" id="fig6"></a> <img src="images/fig06.jpg" alt="Hugo de Vries" width="450" height="510" /> + </td> + <td> <strong>Fig.</strong> 6. Hugo de Vries, Botanist. An example of physically + frail type. Very careful, accurate, painstaking, and patient in mental work. + Also very thoughtful, mild in disposition, but determined and persistent. + Note large development of upper part of head; long, narrow face; long nose; + narrowness of head just above ears; slight squareness of chin, and serious, + thoughtful expression. </td> +</tr> +<tr><!-- Page 59 --> + <td> <a name="fig7" id="fig7"></a> <img src="images/fig07.jpg" alt="Dr. Henry Van Dyke" width="450" height="600" /> + </td> +<td> +<em>Copyright by B. F. McMann</em> <strong>Fig. 7.</strong> Dr. Henry Van +Dyke, United States Minister to Holland, Author, Scholar, and Poet. A good +example of physically frail type, with slight tendency to bone and muscle. +Refined, intellectual, sensitive, responsive, optimistic, but +well-balanced, poised, and keenly discriminating. Dr. Van Dyke shows his +tendency to physical activity in his love for the out-of-doors. Note large +development of upper portion of head; slight squareness of jaw; height of +head above temples, especially in center; fine texture; excellent balance +of features, and calm, poised, thoughtful, but kindly expression. +</td> +</tr> +<tr> +<td><!-- Page 60 --> +<a name="fig8" id="fig8"></a> +<img src="images/fig08.jpg" alt="Dr. Beverly T. Galloway" width="450" height="635" /> +</td> +<td> + <em>Photo by American Press Association</em>. <strong>Fig. 8.</strong> Dr. Beverly + T. Galloway, Assistant Secretary of Agriculture. Physically frail, but mentally + very active. Said to be one of the greatest living authorities on plant culture. + Slight squareness of build indicates tendency to interest in out-of-door matters, + which, on account of large development of mental qualities, he expresses in + an intellectual way. +</td> +</tr> +</table> + +<p><strong>NATURAL APTITUDE</strong></p> + +<p>The fifth criterion is natural aptitude. Everyone has observed that some +people are naturally commercial. We have seen a boy take a penny to +school, buy a slate pencil or a lead pencil with that penny, and trade +that for an old pocket knife, the knife for something else, and keep on +swapping until he had a gun, a set of chess, a bag of marbles, and several +other important boys' acquisitions, all from that one penny. Another boy +takes penny after penny to school and he never has anything to show for it +You know such boys—and grown people, too. Every individual has some such +aptitudes—either latent or developed, either mediocre or marked—and his +aptitudes fit him better for some one vocation than for any other.</p> + +<p><strong>EXPERIENCE</strong></p> + +<p>The sixth point to be considered is experience. One might be fitted for a +vocation with all of the five points that we have enumerated, and yet not +have either the education or the training for it. What shall he do? +Theoretically and ideally, every individual should be carefully and +thoroughly trained, from his earliest childhood, for the vocation for +which he is physically, mentally, and morally fitted. But this seldom +happens—and can happen but seldom so long as parents and teachers remain +ignorant of human nature and of work. A hard problem, then, confronts the +young man or young woman past school days and not trained for the right +calling. He or she <!-- Page 62 -->must decide whether to compromise upon work as nearly +right as possible or to make the necessary sacrifices to obtain education, +training, and experience. There is much evidence in favor of choosing +either horn of the dilemma. A most successful manufacturer called upon us +recently. We told him that, with proper training, he would have been even +more successful and far better satisfied in the legal profession. "I know +you are right," he said. "I have always regretted that circumstances +prevented my taking a law course as a young man. However, I have an +extensive law library, do practically all the legal work for my firm, and +am often consulted on obscure legal points relative to the manufacturing +business by lawyers of some renown."</p> + +<p>Abraham Lincoln, the farmhand and flatboatman, began the study of grammar +at twenty-two and of law still later. Elihu Burritt, "The Learned +Blacksmith," who lectured in both England and America, taught himself +languages and sciences while working eleven hours a day at the forge.</p> + +<p>We enjoy the acquaintance of a woman physician of considerable prominence +who did not enter medical college until she was more than fifty years of +age. Henry George was a printer who studied economics after he was +twenty-seven years old. Frederick Douglass was a slave until he was +twenty-one, yet secured a liberal education, so that he became a noted +speaker and writer. The following from "Up from Slavery,"<a name="FNanchor_3_3"></a><a href="#Footnote_3_3">[3]</a> by the late +Booker T. Washington, shows what can be done by even a poor black boy, +without money or influence, to win an education:</p> + +<p><a name="Footnote_3_3"></a><a href="#FNanchor_3_3">[3]</a> Doubleday, Page & Company, Garden City, New York.</p> + +<p><strong>BOOKER T. WASHINGTON'S STORY</strong></p> + +<p>I determined when quite a small child that, if I accomplished nothing else +in life, I would in some way get enough education to enable me to read +common books and newspapers. Soon after we got settled in some manner in +our new cabin in West Virginia, I induced my mother to get hold of a book +for me. How or where she got it I do not know, but in some <!-- Page 63 -->way she +procured an old copy of 'Webster's Blue-back Spelling-book,' which +contained the alphabet, followed by such meaningless words as 'ab,' 'ba,' +'ca,' and 'da.' I began at once to devour this book, and I think that it +was the first one I ever had in my hands. I had learned from somebody that +the way to begin to read was to learn the alphabet, so I tried in all the +ways I could think of to learn it—all, of course, without a teacher, for +I could find no one to teach me. At that time there was not a single +member of my race anywhere near us who could read, and I was too timid to +approach any of the white people. In some way, within a few weeks, I +mastered the greater portion of the alphabet. In all my efforts to learn +to read my mother shared fully my ambition and sympathized with me and +aided me in every way that she could. Though she was totally ignorant so +far as mere book knowledge was concerned, she had high ambitions for her +children, and a large fund of good hard common sense, which seemed to +enable her to meet and master every situation. If I have done anything in +life worth attention, I feel sure that I inherited the disposition from my +mother.</p> + +<p>The opening of the school in the Kanawha Valley brought to me one of the +keenest disappointments that I ever experienced. I had been working in a +salt-furnace for several months, and my stepfather had discovered that I +had a financial value, and so, when the school opened, he decided that he +could not spare me from my work. This decision seemed to cloud my every +ambition. The disappointment was made all the more severe by reason of the +fact that my place of work was where I could see the happy children +passing to and from school morning and afternoon. Despite this +disappointment, however, I determined that I would learn something anyway. +I applied myself with greater earnestness than ever to the mastering of +what was in the blue-back speller.</p> + +<p>My mother sympathized with me in my disappointment and sought to comfort +me in all the ways she could and to help me find a way to learn. After a +while I succeeded in making arrangements with the teacher to give me some +lessons at <!-- Page 64 -->night, after the day's work was done. These night lessons were +so welcome that I think I learned more at night than the other children +did during the day. My own experiences in the night-school gave me faith +in the night-school idea, with which, in after years, I had to do both at +Hampton and Tuskegee. But my boyish heart was still set upon going to +day-school and I let no opportunity slip to push my case. Finally I won, +and was permitted to go to the school in the day for a few months, with +the understanding that I was to rise early in the morning and work in the +furnace till nine o'clock, and return immediately after school closed in +the afternoon for at least two hours more of work.</p> + +<p>The schoolhouse was some distance from the furnace, and as I had to work +till nine o'clock, and the school opened at nine, I found myself in a +difficulty. School would always be begun before I reached it, and +sometimes my class had recited. To get around this difficulty I yielded to +a temptation for which most people, I suppose, will condemn me; but since +it is a fact, I might as well state it. I have great faith in the power +and influence of facts. It is seldom that anything is permanently gained +by holding back a fact. There was a large clock in a little office in the +furnace. This clock, of course, all the hundred or more workmen depended +upon to regulate their hours of beginning and ending the day's work. I got +the idea that the way for me to reach school on time was to move the hands +from half-past eight up to the nine o'clock mark. This I found myself +doing morning after morning, till the furnace 'boss' discovered that +something was wrong, and locked the clock in a case. I did not mean to +inconvenience anybody. I simply meant to reach that schoolhouse on time.</p> + +<p>When, however, I found myself at the school for the first time, I also +found myself confronted with two other difficulties. In the first place, I +found that all of the other children wore hats or caps on their heads, and +I had neither hat nor cap. In fact, I do not remember that, up to the time +of going to school, I had ever worn any kind of covering upon my head, nor +do I recall that either I or anybody else had even thought <!-- Page 65 -->anything about +the need of covering for my head. But, of course, when I saw how all the +other boys were dressed, I began to feel quite uncomfortable. As usual, I +put the case before my mother, and she explained to me that she had no +money with which to buy a 'store hat,' which was a rather new institution +at that time among the members of my race and was considered quite the +thing for young and old to own, but that she would find a way to help me +out of the difficulty. She accordingly got two pieces of 'homespun' +(jeans) and sewed them together, and I was soon the proud possessor of my +first cap.</p> + +<p>My second difficulty was with regard to my name, or rather, a name. From +the time when I could remember anything I had been called simply 'Booker.' +Before going to school it had never occurred to me that it was needful or +appropriate to have an additional name. When I heard the school roll +called, I noticed that all of the children had at least two names, and +some of them indulged in what seemed to me the extravagance of having +three. I was in deep perplexity, because I knew the teacher would demand +of me at least two names, and I had only one. By the time the occasion +came for the enrolling of my name, an idea occurred to me which I thought +would make me equal to the situation; and so, when the teacher asked me +what my full name was, I calmly told him 'Booker Washington,' as if I had +been called by that name all my life; and by that name I have since been +known. Later in my life I found that my mother had given me the name of +'Booker Taliaferro' soon after I was born, but in some way that part of my +name seemed to disappear and for a long while was forgotten, but as soon +as I found out about it I revived it, and made my full name, 'Booker +Taliaferro Washington.' I think there are not many men in our country who +have had the privilege of naming themselves in the way that I have.</p> + +<p>The time that I was permitted to attend school during the day was short, +and my attendance was irregular. It was not long before I had to stop +attending day-school altogether, and devote all of my time again to work. +I resorted to the nightschool <!-- Page 66 -->again. In fact, the greater part of the +education I secured in my boyhood was gathered through the night-school +after my day's work was done. I had difficulty often in securing a +satisfactory teacher. Sometimes, after I had secured someone to teach me +at night, I would find, much to my disappointment, that the teacher knew +but little more than I did. Often I would have to walk several miles at +night in order to recite my night-school lessons. There was never a time +in my youth, no matter how dark and discouraging the days might be, when +one resolve did not continually remain with me, and that was a +determination to secure an education at any cost....</p> + +<p>After I had worked in the salt-furnace for some time, work was secured for +me in a coal mine, which was operated mainly for the purpose of securing +fuel for the salt-furnace.</p> + +<p>In those days, and later, as a young man, I used to try to picture in my +imagination the feelings and ambitions of a white boy with absolutely no +limit placed upon his aspirations and activities. I used to envy the white +boy who had no obstacle placed in the way of his becoming a Congressman, +Governor, Bishop, or President by reason of the accident of his birth or +race. I used to picture the way that I would act under such circumstances; +how I would begin at the bottom and keep rising until I reached the +highest round of success.</p> + +<p>One day, while at work in the coal mine, I happened to overhear two miners +talking about a great school for colored people somewhere in Virginia. +This was the first time that I had ever heard anything about any kind of +school or college that was more pretentious than the little colored school +in our town.</p> + +<p>In the darkness of the mine I noiselessly crept as close as I could to the +two men talking. I heard one tell the other that not only was the school +established for the members of my race, but that opportunities were +provided by which poor but worthy students could work out all or a part of +the cost of board, and at the same time be taught some trade or industry.</p> + +<p><!-- Page 67 -->As they went on describing the school, it seemed to me that it must be +the greatest place on earth, and not even Heaven presented more +attractions for me at that time than did the Hampton Normal and +Agricultural Institute of Virginia, about which these men were talking. I +resolved at once to go to that school, although I had no idea where it +was, or how many miles away, or how I was going to reach it; I remembered +only that I was on fire constantly with one ambition, and that was to go +to Hampton. This thought was with me day and night.</p> + +<p>In the fall of 1872, I determined to make an effort to get there, +although, as I have stated, I had no definite idea of the direction in +which Hampton was, or of what it would cost to go there. I do not think +that anyone thoroughly sympathized with me in my ambition to go to +Hampton, unless it was my mother, and she was troubled with a grave fear +that I was starting out on a wild-goose chase. At any rate, I got only a +half-hearted consent from her that I might start. The small amount of +money that I had earned had been consumed by my step-father and the +remainder of the family, with the exception of a very few dollars, and so +I had very little with which to buy clothes and pay my traveling expenses.</p> + +<p>Finally, the great day came and I started for Hampton. I had only a small, +cheap satchel that contained what few articles of clothing I could get. My +mother, at the time, was rather weak and broken in health. I hardly +expected to see her again, and thus our parting was all the more sad. She, +however, was very brave through it all. At that time there were no through +trains connecting that part of West Virginia with eastern Virginia. Trains +ran only a portion of the way, and the remainder of the distance was +traveled by stage-coaches.</p> + +<p>The distance from Malden to Hampton is about five hundred miles. I had not +been away from home many hours before it began to grow painfully evident +that I did not have enough money to pay my fare to Hampton.</p> + +<p>By walking, begging rides, both in wagons and in the cars, in some way, +after a number of days, I reached the city of <!-- Page 68 -->Richmond, Virginia, about +eighty-two miles from Hampton. When I reached there, tired, hungry, and +dirty, it was late in the night. I had never been in a large city before, +and this rather added to my misery. When I reached Richmond I was +completely out of money. I had not a single acquaintance in the place, +and, being unused to city ways, I did not know where to go. I applied at +several places for lodging, but they all wanted money, and that was what I +did not have. Knowing nothing else better to do, I walked the streets. In +doing this I passed by many food-stands, where fried chicken and half-moon +apple pies were piled high and made to present a most tempting appearance. +At that time it seemed to me that I would have promised all that I +expected to possess in the future to have gotten hold of one of those +chicken legs or one of those pies. But I could not get either of these, +nor anything else to eat.</p> + +<p>I must have walked the streets till after midnight. At last I became so +exhausted that I could walk no longer. I was tired; I was hungry; I was +everything but discouraged. Just about the time when I reached extreme +physical exhaustion, I came upon a portion of a street where the board +sidewalk was considerably elevated. I waited for a few minutes, till I was +sure that no passers-by could see me, and then crept under the sidewalk +and lay for the night upon the ground, with my satchel of clothing for a +pillow. Nearly all night I could hear the tramp of feet above my head. The +next morning I found myself somewhat refreshed, but I was extremely +hungry, because it had been a long time since I had had sufficient food. +As soon as it became light enough for me to see my surroundings I noticed +that I was near a large ship, and that this ship seemed to be unloading a +cargo of pig iron. I went at once to the vessel and asked the captain to +permit me to help unload the vessel in order to get money for food. The +captain, a white man, who seemed to be kind-hearted, consented. I worked +long enough to earn money for my breakfast, and it seems to me, as I +remember it now, to have been about the best breakfast that I have ever +eaten.</p> + +<p><!-- Page 69 -->"My work pleased the captain so well that he told me if I desired, I +could continue working for a small amount per day. This I was very glad to +do. I continued working on this vessel for a number of days. After buying +food with the small wages I received there was not much left to add to the +amount I must get to pay my way to Hampton. In order to economize in every +way possible, so as to be sure to reach Hampton in a reasonable time, I +continued to sleep under the same sidewalk that gave me shelter the first +night I was in Richmond.</p> + +<p>"When I had saved what I considered enough money with which to reach +Hampton, I thanked the captain of the vessel for his kindness and started +again. Without any unusual occurrence I reached Hampton, with a surplus of +exactly fifty cents with which to begin my education. To me it had been a +long, eventful journey, but the first sight of the large, three-story, +brick school building seemed to have rewarded me for all that I had +undergone in order to reach the place.</p> + +<p>"It seemed to me to be the largest and most beautiful building I had ever +seen. The sight of it seemed to give me new life. I felt that a new kind +of existence had now begun—that life would now have a new meaning. I felt +that I had reached the promised land, and I resolved to let no obstacle +prevent me from putting forth the highest effort to fit myself to +accomplish the most good in the world.</p> + +<p>"As soon as possible after reaching the grounds of the Hampton Institute, +I presented myself before the head teacher for assignment to a class. +Having been so long without proper food, a bath, and change of clothing, I +did not, of course, make a very favorable impression upon her, and I could +see at once that there were doubts in her mind about the wisdom of +admitting me as a student. I felt that I could hardly blame her if she got +the idea that I was a worthless loafer or tramp. For some time she did not +refuse to admit me; neither did she decide in my favor, and I continued to +linger about her, and to impress her in all the ways I could with my +worthiness. In the meantime, I saw her admitting other students, and that +added greatly to my discomfort, for I felt, deep down in my <!-- Page 70 -->heart, that I +could do as well as they, if I could only get a chance to show her what +was in me.</p> + +<p>"After some hours had passed, the head teacher said to me: 'The adjoining +recitation room needs sweeping. Take the broom and sweep it,'</p> + +<p>"It occurred to me at once that here was my chance. Never did I receive an +order with more delight. I knew that I could sweep, for Mrs. Ruffner had +thoroughly taught me how to do that when I lived with her.</p> + +<p>"<em>I</em> swept the recitation room three times. Then I got a dusting cloth and +I dusted it four times. All the woodwork around the walls, every bench, +table, and desk, I went over four times with my dusting cloth. Besides, +every piece of furniture had been moved and every closet and corner of the +room had been thoroughly cleaned. I had the feeling that, in a large +measure, my future depended upon the impression I made upon the teacher in +the cleaning of that room. When I was through, I reported to the head +teacher. She was a Yankee woman, who knew just where to look for dirt. She +went into the room and inspected the floor and closets; then she took her +handkerchief and rubbed it on the woodwork, about the walls, and over the +table and benches. When she was unable to find one bit of dirt on the +floor, or a particle of dust on any of the furniture, she quietly +remarked: 'I guess you will do to enter this institution.'</p> + +<p>"I was one of the happiest souls on earth. The sweeping of that room was +my college examination, and never did any youth pass an examination for +entrance into Harvard or Yale that gave him more genuine satisfaction. I +have passed several examinations since then, but I have always felt that +this was the best one I ever passed."</p> + +<p>If Lincoln, Burritt, Booker T. Washington, and thousands of others, with +all their handicaps, could secure needed education for their life work, +why should any man remain in an uncongenial calling? There is danger that +we may give our boys and girls too much help; that life be made too easy +for them; that their moral backbones may grow flabby by reason <!-- Page 71 -->of too +much support. Normal young people do not need aid and support. They need +guidance and direction—and the majority of them, either the sharp spur of +necessity or the relentless urge of an ambition which will not be denied. +Almost without exception we have found that the only difference between +genius or millionaire and dunce or tramp is a willingness to pay the +price.</p> + +<p><strong>THE PRICE OF SUCCESS</strong></p> + +<p>From an unknown author comes the all-important question to every seeker +for success:</p> + +<p>"You want success. Are you willing to pay the price for it?</p> + +<p>"How much discouragement can you stand?</p> + +<p>"How much bruising can you take?</p> + +<p>"How long can you hang on in the face of obstacles?</p> + +<p>"Have you the grit to try to do what others have failed to do?</p> + +<p>"Have you the nerve to attempt things that the average man would never +dream of tackling?</p> + +<p>"Have you the persistence to keep on trying after repeated failures?</p> + +<p>"Can you cut out luxuries? Can you do without things that others consider +necessities?</p> + +<p>"Can you go up against skepticism, ridicule, friendly advice to quit, +without flinching?</p> + +<p>"Can you keep your mind steadily on the single object you are pursuing, +resisting all temptations to divide your attention?</p> + +<p>"Have you the patience to plan all the work you attempt; the energy to +wade through masses of detail; the accuracy to overlook no point, however +small, in planning or executing?</p> + +<p>"Are you strong on the finish as well as quick at the start?</p> + +<p>"Success is sold in the open market. You can buy it—I can buy it—any man +can buy it who is willing to pay the price for it."</p> + + +<!-- Page 73 --> +<hr /> +<p><a name="pg073" id="pg073"></a></p> +<h2>CHAPTER III</h2> +<h3>CLASSES OF MISFITS</h3> + +<p>To the casual observer, humanity seems to be divided into countless +different kinds of people. In fact, it is often said that of all the +millions of people on the earth, no two are just alike. Some writers on +vocational guidance, indeed, express discouragement. They see humanity in +such infinite variety that it is impossible ever to classify types. +Therefore, they mourn, the vocational expert cannot judge of aptitudes +except by trial in various kinds of work until, finally, real native +talents appear in actual accomplishment. The anthropologist, however, +easily divides mankind by means of several broad classifications, A few +distinct variations, easily recognizable by the anthropological expert, +put every one of the billion and one-half people on the face of the earth +in his particular class.</p> + +<p>In the same way, to the casual observer, it no doubt seems that the number +and kind of misfits is so great that any attempt to analyze them and +classify them must meet with failure. Those, however, who have studied the +problem and have met and talked with thousands of those struggling against +the handicap of unloved and difficult work, find a few classes which +include nearly all of them. Just as there are two fundamental reasons why +men and women select wrong vocations, and a few common variations upon +these two reasons, so there are just a few general ways in which people +select the wrong vocations. An examination of some of these will be +illuminating to the reader.</p> + +<p><strong>THE PHYSICALLY FRAIL</strong></p> + +<p>In the beginning of the life of the race all men hunted, fished, fought, +danced, sang, and loafed. These were the only manly vocations. There were +no clerks, no doctors, and, perhaps, no priests. In some races and under +some conditions <!-- Page 74 -->to-day, all of the men are hunters and fishers, or +shepherds and stock-raisers, or all the men till the field. Some years +ago, in our country, practically all the male population worked at the +trade of agriculture, there being only a few preachers, doctors, lawyers, +merchants, and clerks.</p> + +<p>In the nations of Europe to-day people are born to certain professions or +born to a certain narrow circle of vocations; some people are born to +manual labor, and, having once performed manual labor, are thereby firmly +fixed in the class of those who earn their living by their hands; others +are born in a class above that, and will suffer almost any privation +rather than earn their living by manual labor. In the United States this +same feeling is becoming more and more prevalent. Our physical work is +nearly all of it done by those who came to us from across the sea, and +native-born Americans seek vocations in some other sphere.</p> + +<p>The common school is everywhere, and education is compulsory. The high +school is also to be found in all parts of the country. There are also +business colleges, technical schools, academies, universities, colleges, +professional schools, correspondence schools, and other educational +institutions of every possible kind. These are patronized by the +native-born population as well as by many of those who come to us from +foreign lands. The result is that, of the first great class which we shall +treat, there are comparatively few in relation to the whole population. +Even though this is true, there are all too many.</p> + +<p>The first class of misfits is composed of those who are too frail for +physical labor and who are not well enough educated to take their places +amongst clerical or professional workers. These unfortunates do not like +hard, manual work; they cannot do it well; they are outclassed in it. They +do not hold any position long; they are frequently unemployed; and they +are often compelled to live by their wits. As a general rule, those in +this class are well equipped intellectually by nature, and would have +responded splendidly to educative efforts if they had been given an +opportunity. People of this class lack physical <!-- Page 75 -->courage. They shrink from +hardship and will do almost anything to escape physical suffering. It is +this lack of courage, as well as their inability to make a decent living +out of their hands and muscles, that leads them, in so many cases, to +unlawful means.</p> + +<p>As a general rule, people of this type have considerable natural +refinement, and refinement is always expensive. They are the kind of +people of whom it is often said that they have "champagne tastes and beer +incomes." It is difficult for them to finance themselves, with any degree +of frugality or economy, upon the small and precarious income they earn at +manual labor. This is the class of people who sometimes become +counterfeiters, sneak thieves, pickpockets, forgers, gamblers, stool +pigeons, second-story workers, and petty criminals along other lines which +do not require physical courage, strength, and force. Of course, the great +majority of these misfits do not enter upon a life of crime. They are, +however, poor, often in need, sometimes pauperized, and, as a general +rule, their lives are short and miserable. There are those, also, whose +cases are not so extreme. Unfitness for manual labor results merely in +bare living, a life of comparative poverty, and general lack of success.</p> + +<p><strong>THE FAT MAN</strong></p> + +<p>Another class of those who are physically unfit for hard, manual labor are +those who are too stout. The fat man is, by nature, fitted to sit in a +large, luxurious chair and direct the work of others. He is too heavy on +his feet for physical work, as a general rule, and is also too much +disinclined to physical effort. It is a well-known fact that, almost +without exception, fat men are physically lazy. The natural work, +therefore, of the stout man is executive work, banking, finance, +merchandising, handling of food products, and the arbitration of +differences between his fellow men. Fat men are natural bankers, +financiers, lawyers, judges, politicians, managers, bakers, butchers, +grocers, restaurant owners, preachers, and orators. If, however, the man +of this type does not secure <!-- Page 76 -->sufficient education and training to enable +him to undertake one of these professions, but grows up with no other ways +to satisfy his wants than by the exercise of his muscles, he is greatly +handicapped in the race for success. It is not usual, however, to find a +man of this type amongst the ranks of the poor. Most of them are fairly +well supplied with means, and usually have plenty to eat, plenty to wear, +and a good place to sleep.</p> + +<p>In order to obtain the things he desires, the man who has no aptitude for +physical labor on account of his great bulk sometimes turns his attention +to crime. This type of man may be a gambler, a grafting politician, a +confidence man, a promoter of wild-cat stocks or bonds, the man who sits +behind the scenes and directs a band of criminals or, perhaps, a whole +community of them, or in some other way preys upon the gullibility of the +public.</p> + +<p>Naturally, there are fat men, also, who are honest and high-principled in +their intentions and who still have not fitted themselves for their true +vocation in life. Such men, like those who are physically frail and +honest, drag through a miserable existence, never fully realizing their +possibilities, or expressing themselves; never finding an outlet for their +real talents; never making the success of life which they might have made +with sufficient training and in their true vocations.</p> + +<p><strong>THE MAN OF BONE AND MUSCLE</strong></p> + +<p>Just as there were, doubtless, thousands of men too frail or too corpulent +for physical work who were compelled to do it in the days when practically +all men were either farmers or carpenters and builders, so to-day there +are thousands of men far too active for clerical work who are compelled to +do it because certain circles in society have a prejudice against manual +labor. There is a type of man whose bony and muscular system predominates +in his organization. This type of man loves the out-of-doors; freedom is +to him a physical and moral necessity. He hates, and even grows irritable +under, restraint. He demands physical activity; his muscles call for +exercise; his <!-- Page 77 -->whole physical being is keen for life in the open, with +plenty of activity. Yet this type of man, by thousands, is sentenced to +spend his life behind the counter or chained to a desk. He is as unhappy +there, and almost as badly placed, as if he were, indeed, in prison. Look +around the parks, the roads, the athletic fields, the lakes and streams, +the woods, and all out-of-door places in this country and you will find +this man taking a brief rest from his prison cell, engaged in strenuous +forms of muscular activity—tennis, golf, baseball, football, lacrosse, +cross-country running, boating, swimming, yachting, motoring, horseback +riding, hunting, fishing, exploring, mountain climbing, ranching—in many +ways seeking to find an outlet for his stored-up physical energy.</p> + +<p><strong>WORK FOR THE ACTIVE MAN</strong></p> + +<p>There is plenty of room for the mental capacity, the executive ability, +and the splendid organizing genius of this type of man in outdoor work. +Our great forests and fields are not producing twenty-five per cent of the +amount of wealth that they should produce, under even such scientific +methods as are known at present. But these are only the beginning. There +is an opportunity for those with both mental and physical aptitudes to +undertake the solution of the problem. The resources of the universe are +infinite. There is no parsimony in Nature. There is plenty and to spare +for all.</p> + +<p>Recently there has been a great deal said about the fact that all of the +land on the surface of the earth has now been occupied by mankind; that +hereafter, food products will become higher and higher in price; that each +of us will have to be satisfied with a little less wealth than formerly; +that rents will be higher; that the price of land will steadily +increase—that, already, there is not enough of the bare necessities of +life to go around. This is cited as the cause of pauperism and given as an +excuse for war. May not this attitude be mistaken? We have not yet +scratched the surface of the possibilities. These out-of-door men are +fitted by nature to take the scientific truths discovered by those better +fitted to sit <!-- Page 78 -->indoors, and make practical application of them to the +problems of increasing the wealth of the race. If a boy in Alabama can +grow 232 bushels of corn on one acre of ground, then farmers all over the +country can grow at least 100 bushels of corn on an acre which now yields +an average of 25 to 30 bushels. By scientific methods, Eugene Grubb has +grown a thousand bushels of potatoes upon an acre of Wyoming land. A +considerable addition will be made to the wealth of the race when a +thousand other Eugene Grubbs arise and increase the productivity of +thousands of other acres of potatoes.</p> + +<p><strong>THE BORN LEADER OF MEN</strong></p> + +<p>In his excellent little book, "The Art of Handling Men,"<a name="FNanchor_4_4"></a><a href="#Footnote_4_4">[4]</a> Mr. James H. +Collins says:</p> + +<p>Broadly speaking, the personal equation is that Something in a man that +makes him effective in managing other men.</p> + +<p>It is the difference between the fellow who lets a political club, a +military company or a factory force go all to pieces, and some other +fellow who can put the pieces together again, or rather, draw them +together instantly. For the man who reorganizes without this Something is +like the chap who cleans his own clock—he usually has a few pieces of the +organization left over because they wouldn't fit in anywhere. The personal +equation is magnetic. It comes along and acts, and every part falls into +place, and the organization is capable of performing a lot of new +functions.</p> + +<p>Not one person in five hundred possesses the faculty. Those who don't, +like to comfort themselves with the assurance that it is a gift which +Providence forgot to hand out to them. Innumerable stories grow up around +the man who does possess it. One glance from his eagle eye, people say, +and he reads you through. One word, and he enforces instant obedience. +Thus the personal equation is glorified and mystified. But men who really +have this valuable Something seldom make much mystery about it. They +insist it is largely a <!-- Page 79 -->matter of common sense, which everyone ought to +have at their disposal.</p> + +<p><a name="Footnote_4_4"></a><a href="#FNanchor_4_4">[4]</a> Henry Altemus Company, Philadelphia.</p> + +<p>The personal equation has an interesting way of raising moral issues.</p> + +<p>One morning in August, 1863, a young clergyman was called out of bed in a +hotel at Lawrence, Kansas. The man who called him was one of Quantrell's +guerrillas, and he wanted him to hurry downstairs, and be shot. All over +the border town that morning people were being murdered. A band of raiders +had ridden in early to perpetrate the Lawrence massacre.</p> + +<p>The guerrilla who called the clergyman was impatient. The latter, when +fully awake, was horrified by what he saw going on through his window. As +he came downstairs the guerrilla demanded his watch and money, and then +wanted to know if he was an abolitionist. The clergyman was trembling. But +he decided that if he was to die then and there, it would not be with a +lie on his lips. So he said, yes, he was, and followed up the admission +with a remark that immediately turned the whole affair into another +channel.</p> + +<p>He and the guerrilla sat down on the porch, while people were being killed +through the town, and had a long talk. It lasted until the raiders were +ready to leave. When the clergyman's guerrilla mounted to join his +confederates he was strictly on the defensive. He handed back the New +Englander's valuables and apologized for disturbing him, and asked to be +thought well of.</p> + +<p>That clergyman lived many years after the Lawrence massacre. What did he +say to the guerrilla? What was there in his personality that led the +latter to sit down and talk? What did they talk about?</p> + +<p>'Are you a Yankee abolitionist?' the guerrilla had asked.</p> + +<p>'Yes—I am,' was the reply, 'and you know very well that you ought to be +ashamed of what you're doing.'</p> + +<p>This drew the matter directly to a moral issue. It brought the guerrilla +up roundly. The clergyman was only a stripling beside this seasoned border +ruffian. But he threw a burden of <!-- Page 80 -->moral proof on to the raider, and in a +moment the latter was trying to demonstrate that he might be a better +fellow than circumstances would seem to indicate.</p> + +<p>After waking this New Englander to kill him on account of his politics, he +spent twenty minutes on the witness stand trying to prove an alibi. He +went into his personal history at length. He explained matters from the +time when he had been a tough little kid who wouldn't say his prayers, and +became quite sentimental in recalling how one thing had led to another, +and that to something worse, and so on, until—well, here he was, and a +mighty bad business to be in, pardner. His last request, in riding away, +was: 'Now, pardner, don't think too hard of me, will you?'</p> + +<p>The personal equation is eternally throwing the burden of proof on the +people it controls, and forever raising moral issues. The man who has it +may operate by no definite plan, just as this clergyman had none for +saving his own life. But he will be a confidence man of the most subtle +character. His capacity for expecting things of those under him will be +tremendous. Subordinates may never have demanded much of themselves. But +for him they will accomplish wonders, just because he expects them to.</p> + +<p>Three men were placed at the foreman's desk of a growing factory. Each had +technical knowledge enough to run a plant three times the size. But all +failed. The first was an autocrat, who tried to boss from a pedestal, and +the men didn't like him. The next was a politician, whom the men liked +thoroughly—which was his shortcoming, for he tried to run the place as +they thought it should be run. As for the third, he tried to run it on +nerves, to do everything himself, to be everywhere at once. He didn't +fail, really—he snapped like a fiddle-string. By that time working +tension was relaxed and production wabbling on the down-peak. Nobody knew +who was in charge, or what would happen.</p> + +<p>Then along came a fourth candidate, with an abnormally developed bump of +expectation. He knew how to approve and encourage. Sometimes he said +pleasantly: 'I knew you could <!-- Page 81 -->do that, Bill,' Again, he put it +ironically: 'I didn't think you had it in you.' But his strong point was +expectation. With apparent recklessness he gave out work two sizes too +large for everybody. If a subordinate was a No. 7 man he handed him a No. +9 job as a matter of course, and usually the latter grew up to it. The +politician had tried this same scheme, but introduced it backward. Taking +a No. 7 man into a corner, he told him impressively that he was a No. 9 +and promoted him on the spot, and warned him to say nothing about it to +anybody else. Then the man tried to swell to fit the office instead of +growing to fit the work. But this fourth candidate made everybody see that +doing No. 9 was more creditable than just being it. So everybody became +interested in the work, and nothing else.</p> + +<p>There was another suggestive point. Taking charge after three foremen had +failed, the factory was naturally full of nasty cliques, each with its +unhealthy private interest. The new man broke up these cliques by +introducing a new interest so big that it swallowed all the little +interests, like Aaron's rod. That interest was to turn out work of such +quality and in such quantities that the factory could get contracts in +competition with an older rival, and provide steady employment.</p> + +<p>That this faculty for putting people under obligation is more the man than +a method, however, is shown in one of Daudet's delightful little sketches, +the story of a head clerk in a French Government bureau who, on getting a +fine promotion, wrote home to his father describing his new chief's homely +appearance with light-hearted raillery. Next morning on his desk lay his +own letter, initialed by his chief. It had been intercepted by the secret +service. The chief allowed him to suffer in apprehension one day, and then +told him that his indiscretion should rest between themselves. 'Try to +make me forget it,' he said, and the incident hung like a dagger over the +clerk's head.</p> + +<p>Some time after, the latter caught one of his own subordinates stealing +from the cash box, and repeated his superior's tactics, even to the +formula, 'Try to make me forget it.' With <!-- Page 82 -->tears in his eyes the +subordinate thanked him for his clemency—and a few days later, rifled the +safe and fled! The moral of which seems to be that, if the clerk had been +enough of a judge of men to use his chief's method effectively, he would +never have fallen into the asininity of writing such a letter.</p> + +<p>"Those who complain that it is impossible to win the confidence of +subordinates might observe the extremely simple fashion in which the man +with this Something does the trick—by giving people his own confidence +first.</p> + +<p>"He has the knack, not only of interesting others, but of keeping up his +own interest; in fact, he is often so absorbed in his existence, his work, +and the people around him that he is not aware that there is such a malady +as lack of interest.</p> + +<p>"He has a heartiness and vitality and geniality quite characteristic, or a +misanthropy that is hearty, vital, and optimistic—geniality inside out. +The milk of human kindness sometimes comes in a dry form."</p> + +<p><strong>THE MAN OF SUPREME ABILITY</strong></p> + +<p>In his valuable treatise on "The Twelve Principles of Efficiency,"<a name="FNanchor_5_5"></a><a href="#Footnote_5_5">[5]</a> Mr. +Harrington Emerson says:</p> + +<p>Industrial plants remind me of automobiles. The plants themselves may be +more or less good, but on what kind of roads are they running? The +philosophy of efficiency is for an industrial plant—for any enterprise, +activity, or undertaking—what a network of good roads is for automobiles. +Undoubtedly, even on poor roads, automobiles may make some progress, but +the worse the road, the more elementary must be the means of locomotion.</p> + +<p><a name="Footnote_5_5"></a><a href="#FNanchor_5_5">[5]</a> The Engineering Magazine Company, New York.</p> + +<p>Railroads, high-roads, by-roads, bridle-paths, footpaths, mountain climbs! +The unlettered mountaineer of all countries is the best man for the last, +and it takes the best kind of trained climbing expert to emulate him; but +as the road is improved shoes are exchanged for horses, horses for +bicycles, a change from one kind of muscular effort to another; bicycles +for automobiles, automobiles for railroad trains, both these <!-- Page 83 -->latter using +uncarnate energy instead of muscular or incarnate energy. The all-round +skill of the mountaineer becomes the subdivided, specialized skill of many +different men, who are supplemented with increasingly complex equipment.</p> + +<p>The philosophy of efficiency is to be used to build roads along which any +organization can travel with the least friction and the greatest +advantage, and the more ramified and involved the business, the more is +the philosophy needed.</p> + +<p>However, no highly complex automobile, even with the best network of +roads, can make any great progress unless in the hands of a skilled +directing intelligence; no highly complex human enterprise, though it uses +all the principles of efficiency, can make any great progress unless +guided by a skilled intelligence.</p> + +<p>On personality, on the wisdom of the individual, whether locomotive +engineer or von Moltke, whether the manager of a plant employing ten men +or Judge Gary, chairman of the board of the gigantic Steel Corporation, +will depend the ultimate value of all that creative physical or +philosophical ability has brought together.</p> + +<p>Recently there was submitted to me in the office of one of Chicago's +greatest businesses the draft of its organization. No man can pass on the +merits of the details of a complicated organization without long and +intimate acquaintance with its workings. Seeing the plan of the Chicago +plant, pressed for a suggestion, I said: 'Your chart is upside down; the +president belongs at the bottom, sustaining and carrying, through his +organization, all the operations of the plant. Because he is in supreme +authority he has the responsibility of making available for everyone, down +to the tool, all the wisdom in the universe in order that each may fulfil +perfectly its special duty and task.'</p> + +<p>Whether on the grounds of Long Branch, on the desert trail, in a section, +department, division, or plant of a great manufacturing concern or +railroad; whether on the deck of a battleship or on a battlefield, what is +wanted is a leader who can swing and manage what has been entrusted to +him.</p> + +<p><!-- Page 84 -->It has become the fashion in history to decry the strong-man theory, to +turn for understanding to evolution, to explain the strong man as the +inevitable accident of the moment. There is evolution; there comes, at +last, opportunity, but only rarely does the strong man arise; hence we +have England, not Norway or Sweden or Holland; hence we have Prussia, not +Saxony; Germany, not Russia; Italy, not Portugal; France, not Spain; +Japan, not Siam or Korea.</p> + +<p>In 1536 was born in Japan an undersized, monkey-faced boy of good but poor +parentage, who, at the age of thirteen, resolved to make himself the chief +power in the distracted kingdom. For 200 years the militant barons had +warred against each other, each trying to grab, annex, and hold what he +could.</p> + +<p>The boy, Hideyoshi, deliberately visited the different courts, picked out +the baron he thought most endowed with suitable character, succeeded with +great difficulty in entering his service in the humblest position, and +then steadily and inevitably rose, firstly because he could read human +character and always knew almost as soon as they did themselves what his +and his lord's enemies were plotting, and secondly, because he was always +prepared in advance for any undertaking and skilled in carrying out. Thus, +when scarcely more than a child, he reduced the cost of firewood used in +the palace to less than one-half; a little later he rebuilt the castle +walls in three days, a task estimated as requiring sixty days; again, +single-handed, he secured provinces that armies had failed to conquer.</p> + +<p>By gifts of tact, of insight, of diligence, of readiness, that each one of +us thinks he possesses, that any one of Nippon's 30,000,000 inhabitants +might have possessed and exercised, Hideyoshi rose, step by step, until he +directed and guided the whole country, his general, Iyeyasu, becoming the +first of the Tokugawa dynasty, which lasted from 1603 to 1867, with +headquarters at Yeddo (Tokyo).</p> + +<p>Temuchin, Jenghis Khan, born in a tent in 1162, son of a petty Mongolian +chieftain, succeeded his father when only thirteen years old. Many of the +tribes immediately rebelled, <!-- Page 85 -->but Temuchin held his own in battle and in +counsel against open enemies and insidious traitors, until his empire +extended from the China Sea to the frontier of Poland—an empire larger +than modern Russia, the largest the world has ever seen.</p> + +<p>The man of supreme ability is the one who has supernal ideals, who +recognizes and uses those underlying principles without which human effort +is futile, its results ephemeral. The man of supreme ability is the one +who can create and control an organization founded on and using principles +to attain and maintain ideals, who then is able to assemble for the use of +his organization the incidentals of land, of men and money (Labor and +Capital), of buildings and equipment, of methods and devices. All these +incidentals make for volume, for quantity, for man's work instead of +woman's work, but they do not make for the spirit, nor for the quality, +nor for the excellence of work.</p> + +<p><strong>THE ELEMENTS OF EXECUTIVE ABILITY</strong></p> + +<p>We have quoted thus at length from Mr. Collins and Mr. Emerson to show the +inbornness, so to speak, of real executive ability. The art of handling +men depends upon certain inherent aptitudes plus a certain amount of the +right kind of training. A very large class of executives lacks the +aptitude; a still larger class lacks the right kind of training. It is +possible, of course, to give training to those who have the aptitude. It +is impossible to give training which will make efficient executives of +those who are deficient in the natural aptitudes. The result of all this +is that we have a very large class of misfits; men who, for some reason or +other, have been promoted into executive positions and who do not have the +proper qualifications. These men suffer; those under them suffer; those +who employ them suffer.</p> + +<p>Some men are too active themselves ever to be good directors of the +activities of other men. They cannot sit back quietly and direct others. +They demand expression in action. They are, therefore, always thrusting +aside their subordinates and doing the thing themselves, because they lack +the ability <!-- Page 86 -->to teach others to do the work and to do it correctly. When +such men are compelled to wait for others to accomplish things, they grow +irritable, impatient, and lose control of themselves and, therefore, of +the situation. They are not ideal executives and do not, as a general +rule, rise to very high executive positions. They ought not to attempt to +do executive work.</p> + +<p>There are others who are too easy-going to command men. They permit their +men to get too close to them, and they feel too sympathetic toward them. +They are likely, also, to be partial, not to demand or exact enough, and, +therefore, their departments are always behind, never quite coming up to +quota.</p> + +<p><strong>TWO TYPES OF EXECUTIVES</strong></p> + +<p>There are two distinct types of executives. There is the impatient, +driving, quick, keen, positive, irritable type. This man can get good +results from a certain type of worker, but he only irritates, frightens, +and drives to sullen resistance other types. The other is the mild, +kindly, persuasive, patient, enduring, persistent, determined type of +executive, who wins his success by attracting to himself the intense +loyalty and devotion of his men. Both types are successful, but they are +successful with different kinds of men. The employer who selects +executives, therefore, needs to bear this in mind, and to select the right +type of men to work under his various lieutenants. On the other hand, men +who take executive positions should see that they secure for themselves +the type of workers from whom they can secure results. This will not be +easy, because, as a general rule, an executive tends to surround himself +with men of his own type, which is usually a mistake. Men, in selecting +positions, should also bear this truth in mind. They should know the kind +of executive under whom they can do their best work, and, if at all +possible, work under this kind of superior officer.</p> + +<p><strong>SLAVES TO MACHINERY</strong></p> + +<p>In an earlier chapter of this book we referred to the type of boy or girl +who is too restless to study, to continue in school; <!-- Page 87 -->who is eager to +begin his life work; who therefore leaves school at an early age and takes +up some work for which he is then fitted, but which, in after life, he +finds to be uncongenial and unprofitable. As a general rule, such +individuals are ambitious—oftentimes exceedingly ambitious. They find, as +they grow older, however, that they have not sufficient education and +training to enable them to realize their ambitions. Thousands upon +thousands of these condemn themselves to mere unskilled manual labor.</p> + +<p>It is not to be wondered at that these boys and girls leave school, +because in school they are compelled to sit quietly and to try to learn +things in which they are not interested out of dry, unprofitable books. +Such pupils need to spend a great part of their time out-of-doors. They +can be thus taught far more easily, will take a greater interest in their +studies, and can gain both knowledge and skill which will be more valuable +to them in the world of work. They also need to be taught indoors manual +training, domestic science, printing, laundry work, scientific +horticulture, scientific agriculture, dairying, and many other such +branches. The recently projected vocational schools, continuation schools, +half-time schools, and other such contrivances for giving the boy or the +girl an opportunity to learn a useful trade while he is mastering the +three R's, are a very important and valuable step in the right direction; +With an opportunity thus to find expression for his mechanical ability and +his great activity, the boy will be encouraged to remain longer in school.</p> + +<p>Those who have left school at an early age on account of restlessness +should take very seriously to heart the fates of tens of thousands of men +and women before them who have done the same thing and who have made a +failure of their lives, because they did not have sufficient education and +training with which to realize their aspirations.</p> + +<p><strong>THE IMPRACTICAL</strong></p> + +<p>It has been frequently remarked that this is a commercial age. Our great +captains of industry, our multi-millionaires, <!-- Page 88 -->have, most of them, made +their fortunes in commerce. This is an age, perhaps—especially in the +United States—which rather makes a hero of the business man. For this +reason there are many who are ambitious for commercial success. Every year +thousands upon thousands of young men and women leave school in order to +enter business. By a very natural psychological paradox, there seems to be +a fascination about commerce and finance for many young people who have +little aptitude for these vocations. Many people, feeling their +deficiencies, yearn to convince themselves and others that they are not +deficient. It is only another phase of the fatality with which a Venus +longs to be a Diana and a Minerva a Psyche. Thousands enter business who +have no commercial or financial ability. They cannot know the +requirements; they cannot understand the fundamental principles of +business. Commercially they are babes in the woods. Therefore they go down +to bankruptcy and insolvency, to their great detriment and to the injury +of many thousands of others.</p> + +<p>These young people are too impractical for business. They may have a +theoretical understanding of it, and an intellectual desire to succeed. +But, as a result of their impractical type of mind, they neglect details, +they overlook important precautions, they are, oftentimes, too credulous, +too easily influenced. They usually make poor financiers; they do not make +collections well; they are incautious in extending credit and in +maintaining their own credit; often they are inefficient and wasteful in +management; they do not take proper account of all the costs in fixing +prices; they enter into foolish contracts; make promises which they are +unable to keep, and oftentimes, as a result of too great optimism, +undertake far more than is commercially feasible.</p> + +<p><strong>HUNGRY FOR FAME</strong></p> + +<p>The same strange quirk in human nature which takes the impractical into +the marts, takes many ambitious but inherently unfit into art and +literature. The stage-struck girl who has not one scintilla of dramatic +ability is so common as to be a <!-- Page 89 -->joke—to all but herself and her friends. +Every editor is wearied with his never-ending task of extinguishing lights +which glow brightly with ambition but have no gleam of the divine fire. +Teachers of art and music, both in this country and abroad, are threatened +with insanity because of the hordes of young men and women who come to +them with money in their hands, demanding to be made into famous artists +and musicians, not having been born with genius. Some of these +unfortunates spend years of time and thousands of dollars in money +attempting to fit themselves for careers, only to end in utter failure. +Some, even after they have made a comparative failure of their education, +eke out a tortured existence, hoping against hope for the golden crown of +fame and fortune.</p> + +<p>In sober truth the fatal lack in most of these disappointed seekers is not +that they have no talent, but that they are too lazy mentally to make a +real success of the natural aptitudes they have. They lack "the infinite +capacity for taking pains." They are deluded by the idea that success +depends upon inspiration—that there is no perspiration. Yet every great +writer, every great musician, every great actor, every great author, knows +that there is no fame, there is no possibility of success, except through +the most prolonged and painstaking drudgery.</p> + +<p><strong>"LIFE IS BRIEF—ART IS LONG"</strong></p> + +<p>Perhaps no actor of modern times had greater dramatic talents inborn than +Richard Mansfield, yet here is the story of how Richard Mansfield<a name="FNanchor_6_6"></a><a href="#Footnote_6_6">[6]</a> +worked, toiled, starved and suffered in achieving success in his art:</p> + +<p>His friends crowded St. George's Hall for his first appearance. It was +observed, as he uttered the few lines of the Beadle, that he was +excessively nervous. When, later in the evening, he sat down at the piano +and struck a preliminary chord, he fainted dead away.</p> + +<p><a name="Footnote_6_6"></a><a href="#FNanchor_6_6">[6]</a> From "Richard Mansfield," by Paul Wilstach. Charles Scribner's Sons, New York. </p> + +<p>Mr. Reed relieved him of his position at once. In <!-- Page 90 -->discharging him, he +said: 'You are the most nervous man I have ever seen,' It was not all +nervousness, however. Mansfield had not eaten for three days. He had +fainted from hunger.</p> + +<p>"Mansfield was now on evil days, indeed. He moved into obscure quarters +and fought the hard fight. It was years before he would speak of these +experiences. In fact, he rarely ruminated on the past in the confidences +of either conversation or correspondence. Memory troubled him little and +by the universal quotation it withheld its pleasures. He dwelt in the +present, with his eyes and hopes on the future. It was always the future +with him. No pleasure or attainment brought complete satisfaction. He +looked to the past only in relation to the future; for experience, for +example, for what to avoid.</p> + +<p>"Once, when at the meridian of his fame, he was asked to lecture before +the faculty and students of the University of Chicago. For his subject he +chose, 'On Going on the Stage.' That he might exploit to those before him +the reality of the actor's struggle, he lifted for the first time a corner +of that veil of mystery which hung between his public and his past, and +told of these early London days:</p> + +<p>"For years I went home to my little room, if, fortunately, I had one,' he +said, 'and perhaps a tallow dip was stuck in the neck of a bottle, and I +was fortunate if I had something to cook for myself over a fire, if I had +a fire. That was my life. When night came I wandered about the streets of +London, and if I had a penny I invested it in a baked potato from the +baked-potato man on the corner. I would put these hot potatoes in my +pockets, and after I had warmed my hands, I would swallow the potato. That +is the truth.'</p> + +<p>"At length, his wardrobe became so reduced that attendance at any but the +most informal entertainments became out of the question, and finally he +had to give up these. Soon he was inking the seams of his coat, and +wandered about shunning friends, for fear they would learn to what a +condition he was reduced.</p> + +<p>"'Often,' he admitted, 'I stayed in bed and slept because <!-- Page 91 -->when I was +awake I was hungry. Footsore, I would gaze into the windows of +restaurants, bakeries, and fruit shops, thinking the food displayed in +them the most tempting and beautiful sight in the world. There were times +when I literally dined on sights and smells,'</p> + +<p>"He did every species of dramatic and musical hack work in drawing rooms, +in clubs, and in special performances in theatres. Sometimes he got into +an obscure provincial company, but he said that his very cleverness was a +kind of curse, since the harder he worked and the better the audiences +liked him, the quicker he was discharged. The established favorites of +these little companies always struck when a newcomer made a hit.</p> + +<p>"Richard Barker was the stage manager and Mansfield could never please +him. After trying again and again, he once cried: 'Please, Barker, do let +me alone. I shall be all right. I have acted the part.' 'Not you,' +declared Barker. 'Act? You act, man? You will never act as long as you +live!'</p> + +<p>"The recollection of the rebuffs, poverty, starvation, inability to find +sympathy, because, possibly, of the pride which repelled it, the +ill-fortune which snatched the extended opportunity just as he was about +to grasp it, the jealousy of established favorites of the encroaching +popularity of newcomers, the hardships of provincial travel and life in a +part of the country and at a time when the play-actor was still regarded +as a kind of vagabond and was paid as such, the severity of the discipline +he encountered from the despots over him—all painted pictures on his +memory and fed a fire under the furnace of his nature which tempered the +steel in his composition to inflexibility. The stern rod of discipline was +held over him every moment and often fell with unforgetable severity. He +was trained by autocrats in a school of experience more autocratic than +anything known to the younger actors of this generation.</p> + +<p>"When the part of Chevrial was given to him, Mansfield was fascinated with +his opportunity, but he kept his counsel. He applied every resource of his +ability to the composition of his <!-- Page 92 -->performance of the decrepit old rake. +He sought specialists on the infirmities of roués; he studied specimens in +clubs, on the avenue, and in hospitals; and in the privacy of his own room +he practiced make-ups for the part every spare moment. The rehearsals +themselves were sufficiently uneventful. He gave evidence of a careful, +workmanlike performance, but promise of nothing more.</p> + +<p>"While he was working out the part Mansfield scarcely ate or slept. He had +a habit of dining with a group of young Bohemians at a table d'hôte in +Sixth Avenue. The means of none of them made regularity at these +forty-cent banquets possible, so his absence was meaningless. One evening, +however, he dropped into his accustomed chair, but tasted nothing.</p> + +<p>"'What's the matter, Mansfield?' asked one of the others.</p> + +<p>"To-morrow night I shall be famous,' he said. 'Come and see the play,'</p> + +<p>"His friends were accustomed to lofty talk from him. His prophecy was +answered with a light laugh and it had passed out of their memories as +they drifted into the night. This was one of those intuitions to which he +often confessed, and it told him that the years of apprenticeship were +behind him and the artist in him was on the eve of acknowledgment.</p> + +<p>"On the night of January 11, 1883, the theatre was radiant with an +expectant audience—half convinced in advance by the record of the Union +Square's past, but by the same token exacting to a merciless degree—to +see their old friends in the first performance in America of 'A Parisian +Romance.'</p> + +<p>"Mansfield made his entrance as the Baron Chevrial within a few moments +after the rise of the curtain. It was effected in an unconcerned silence +on the part of the audience.</p> + +<p>"There were, on the other hand, the deserved receptions of old favorites +by old friends, as Miss Jewett, Miss Vernon, Miss Carey, Mr. DeBelleville, +Mr. Parselle and Mr. Whiting came upon the scene.</p> + +<p>"When Chevrial, finding himself alone with Tirandel and Laubaniere, +exposed his amusingly cynical views of life and <!-- Page 93 -->society, some attention +was paid to a remarkable portrait of a polished, but coarse, gay, though +aging, voluptuary. The scene was short and he was soon off, though not +without a little impudent touch, in passing the maid in the doorway, that +did not slip unnoticed. The dramatic disclosures which followed brought +the act to a close with applause that augured well. Henri, Marcelle, and +Mme. De Targy were called forward enthusiastically.</p> + +<p>"The second act revealed the Baron's chambers. With the exception of two +minutes, he was on the stage until the curtain fell. The Baron's effort, +so precisely detailed, to reach and raise the dumb-bells from the floor; +the inveterate libertine's interview with shrewd Rosa, the danseuse, who +took the tips he expected would impoverish her and thus put her in his +power, for the purpose of playing them the other way: the biting +deliberation of his interview with his good Baroness and Henri, who comes +to ruin himself to save his family's honor—all held the audience with a +new sensation. As he pushed his palsied arms into his coat and pulled +himself fairly off his feeble feet in his effort to button it, turned up +to his door humming like a preying bumble-bee, faced slowly about again, +his piercing little pink eyes darting with anticipation, and off the +trembling old lips droned the telling speech: 'I wonder how his pretty +little wife will bear poverty. H'm! We shall see'—the curtain fell to +applause which was for the newcomer alone. He had interested the audience +and was talked about between the acts.</p> + +<p>"Mr. Palmer rushed back to his dressing-room and found him studiously +adding new touches to his make-up for the next act. 'Young man,' exclaimed +the manager, 'do you know you're making a hit?' 'That's what I'm paid +for,' replied Mansfield, without lowering the rabbit's foot.</p> + +<p>"The third act was largely Marcelle's. The Baron was on for an episodic +interval, but succeeded, in that he did not destroy the impression already +created.</p> + +<p>"The fourth act revealed a magnificent banquet hall with a huge table +laden with crystal, silver, snowy linens, flowers, <!-- Page 94 -->and lights. At the top +of a short stairway at the back was a gallery and an arched window through +which one looked up the green aisle of the Champs-Elysee to the Arc de +Triomphe, dimly visible in the moonlight. The Baron entered for one last +glance over the preparations for his <em>petit souper</em> for Rosa and her +sister of the ballet at the Opera.</p> + +<p>"The effectiveness of his entrance was helped by his appearance behind a +colonnade, and there he stood, only half revealed, swaying unsteadily +while his palsied hand adjusted his monocle to survey the scene. There was +a flutter of applause from the audience but, appreciatively, it quickly +hushed itself. He dragged himself forward. The cosmetic could not hide the +growing pallor of the parchment drawn over the old reprobate's skull. He +crept around the table and, with a marvellous piece of 'business' by which +he held his wobbly legs while he slowly swung a chair under him, +collapsed. The picture was terrible, but fascinating. People who would, +could not turn their heads. His valet was quick with water and held the +glass in place on the salver while he directed it to the groping arm. The +crystal clinked on Chevrial's teeth as he sucked the water.</p> + +<p>"Presently he found his legs again and tottered up to the staircase. The +picture of the black, shrivelled little man dragging his lifeless legs up +to the gallery step by step was never forgotten by anyone who saw it. At +the top he turned and said in ominous tones: 'I do not wish to be +disturbed in the morning. I shall need a long sleep'; and dragged himself +out of sight. He had been on the stage five minutes and had said scarcely +fifty words. The picture and the effect were unmistakable. The audience +capitulated. There was a roar of applause which lasted several minutes.</p> + +<p>"The whispered discussion of this scene was such that scarcely any +attention was paid to the stage until the Baron returned. Almost +immediately afterward the ballet girls pirouetted into the hall in a +flutter of gauze, and the places at the tables were filled. No one +listened to the lines; all eyes in the house were focussed on the +withered, shrunken, flaccid <!-- Page 95 -->little old Baron, who sat at Rosa's right, +ignored by everyone about him as they gorged on his food and drank his +wines.</p> + +<p>"Soon he drew himself up on his feet and, raising his glass, said: 'Here's +to the god from whom our pleasures come. Here's to Plutus and a million!"</p> + +<p>"The gay throng about the table echoed the toast: To Plutus and a +million!' and Chevrial continued:</p> + +<p>"'While I am up I will give a second toast: 'Here's to Rosa! The most +splendid incarnation that I know!'</p> + +<p>"Placing the glass to her lips for a first sip, the lecherous old pagan's +own lips sought the spot, sipped, and he sank back into his chair.</p> + +<p>"What else went on till he rose again no one knew or minded. No eye in the +house could wander from the haggard, evil, smiling, but sinister, old +face. Presently he was up once more and, with his raised goblet brimming +with champagne, he offered a third toast:</p> + +<p>"'Here's to material Nature, the prolific mother of all we know, see, or +hear. Here's to the matter that sparkles in our glasses, and runs through +our veins as a river of youth; here's to the matter that our eyes caress +as they dwell on the bloom of those young cheeks. Here's to the matter +that—here's to—here's—the matter—the matter that—here's—'</p> + +<p>"The attack had seized him. Terrible and unforgetable was the picture of +the dissolution. The lips twitched, the eyes rolled white, the raised hand +trembled, the wine sputtered like the broken syllables which the shattered +memory would not send and the swollen tongue suddenly could not utter. For +one moment of writhing agony he held the trembling glass aloft; then his +arm dropped with a swiftness that shattered the crystal. Instinctively he +groped up to the stairs for light and air. He reeled as if every step +would be his last. Rosa helped him up to the window, but recoiled from him +with a shriek. Again his hand flew up, but there was neither glass, wine, +nor words. He rolled helplessly and fell to the floor, dead. The curtain +fell.</p> + +<p>"It was probably the most realistically detailed figure of <!-- Page 96 -->refined moral +and physical depravity, searched to its inevitable end, the stage has ever +seen. For a moment after the curtain fell there was a hush of awe and +surprise. Then the audience found itself and called Mansfield to the +footlights a dozen times. But neither then nor thereafter would he appear +until he had removed the wig and make-up of the dead Baron. There was no +occasion to change his clothes; he wore the conventional evening suit. The +effect of shrivelled undersizedness was purely a muscular effect of the +actor. The contrast between the figure that fell at the head of the stairs +and the athletic young gentleman who acknowledged the applause was no +anti-climax.</p> + +<p>"Mansfield had come into his own. The superb art of his performance had +dwarfed all about it; the play was killed, but he was from that moment a +figure to be reckoned with in the history of the theatre."</p> + +<p>It is said that when Paderewsky played before Queen Victoria, she said to +him: "Mr. Paderewsky, you are a genius." "Ah, your Majesty," he replied, +"perhaps. But before I was a genius, I was a drudge." And this is true. It +is said that Paderewsky spent hours every day, even after achieving his +fame, practising the scale, improving his technique, and keeping himself +in prime condition.</p> + +<p>Study the life and achievement of any great man of genius. His genius has +consisted principally in his wonderful capacity to labor for perfection in +the most minute detail. And yet most ambitious misfits are unwilling to +work hard. Their products always show lack of finish due to slipshod +methods, unwillingness to spend time, to take pains to bring what they do +up to a standard of beautiful perfection, so far as perfection is humanly +possible. Those who are mentally lazy do not belong in an artistic +vocation. There are probably many things that they can do and do well in +some less spectacular lines, some calling that does not require such +mental effort.</p> + +<p><strong>MISFITS IN THE PROFESSIONS</strong></p> + +<p>In the traditional educational system the common school is <!-- Page 97 -->not +particularly adapted to prepare its pupils for life, but rather to prepare +them for either a high school or a preparatory school. Passing on to the +high school, the same condition prevails. The whole question in every high +school and every preparatory school is whether the training will accredit +one to certain colleges and universities. So the traditional high school +graduate is not prepared for life; he is prepared for college or the +university. He goes on to the university. There he finds that he is being +prepared chiefly for four or five learned professions—the law, the +ministry, medicine, engineering, and teaching. In the beginning, the +university was supposed to train a man, not for work, but for leisure. The +very word scholar means a man of leisure. People were trained, therefore, +not for usefulness, but for show; not to earn their living in the world, +but rather, their living having been provided for them by a thoughtful +government or a kind-hearted parent, to present evidences of the fact. One +of the chief of such evidences was the ability to go to a college or +university and to take the time to learn a great deal of useless knowledge +about dead languages, philosophies, and dry-as-dust sciences. While this +is not true to so great an extent to-day, there is still much of the old +tradition clinging about colleges and universities, and we are training +men and women, not for commercial or industrial or agricultural lines, but +rather, for the learned professions.</p> + +<p><strong>THE "WHITE COLLAR MAN"</strong></p> + +<p>In England and other European countries no man is held to be a gentleman +who has ever earned his living by the work of his hands. No one is +accredited with standing as an amateur athlete who has ever "lost caste" +in this way. While this caste feeling is not so strong in America as it is +abroad, it still has a considerable influence upon parents and their +children in the selection of a vocation. While one does not lose caste by +doing manual labor, temporarily or as a makeshift, he suffers socially, in +certain circles, who chooses deliberately a vocation which requires him to +wear soiled clothing, to carry a plebeian <!-- Page 98 -->dinner-pail, and to work hard +with his hands. Because of this, many bricklayers, carpenters, +blacksmiths, shoemakers, plasterers, plumbers, and other workers, +ambitious socially for their sons, instead of teaching them trades in +which they might excel and in which there might be an unrestricted future +for them, train them for clerical and office work. Having felt the social +handicap themselves, these men and their wives determine that their +children shall belong to the class which wears good clothes, has soft, +white hands, and eats luncheon at a cafeteria—or from a paper parcel +which can be respectably hidden in an inside coat pocket. And so there are +armies of "white collar men" who would be healthier, wealthier, more +useful, and happier if they wore overalls and jumpers.</p> + +<p>The "typical" bank clerk is a good illustration. Pallid from long hours +indoors, stooped from his concentration upon interminable columns of +figures, dissatisfied, discontented, moving along painfully in a narrow +groove, out of which there seems to be no way, underpaid, he is one of the +tragedies of our commercial and financial age. While the section-hand may +become a section boss, a roadmaster, a division superintendent, a general +superintendent, a general manager, and, finally, the president of a +railroad; while the stock boy becomes, eventually, a salesman, then a +sales manager, and, finally, the head of the corporation; while +apprentices to carpenters, bricklayers, and plumbers may become +journeymen, and then contractors, and, finally, owners of big buildings; +while the farmhand may become a farm owner, then a landlord, and, finally, +perhaps, the president of a bank; while a workman in a factory handling a +wheelbarrow may afterward become the president of the greatest corporation +in the world, the clerk, toiling over his papers and his books, is almost +inevitably sentenced to a lifetime of similar toil, with small +opportunities for advancement before him.</p> + +<p>There are men fitted by inheritance and training for clerical work and +what lies beyond and above it. They are so constituted that they have the +ability to take advantage of opportunities, to forge to the front from +such a beginning, and to <!-- Page 99 -->rise to commanding positions. But this is not +true of the men who have aptitudes which would make them successful in +active work with their hands, and afterward with hand and brain. These men +of inherent activity and skill of hand, men whose bones and muscles were +made for work, whose whole nature calls for the out-of-doors, are doomed +to stagnate, grow discontented, and finally lose hope, if compelled by +pride or bad judgment to undertake the "white collar man's" job.</p> + +<p><strong>SOCIAL VALUE OF THE "WHITE COLLAR MAN"</strong></p> + +<p>Regarding the social deficiency of this class of worker Martha Brensley +Bruere and Robert W. Bruere, in their excellent book, "Increasing Home +Efficiency," have the following to say:</p> + +<p>"The output of their domestic factory so far is two sons able to earn +living salaries, who are useful to the community undoubtedly, but as easy +to replace if damaged as any other standard products that come a dozen to +the box. They themselves didn't like the upper reaches of the artisan +class where they had spent their lives, so they boosted their sons till +they could make a living by the sweat of their brains instead of the sweat +of their brows. Society can use the Shaw boys, but is it profitable to +produce them at the price? The money that made these boys into a clerk and +a stenographer cost twenty years of their parents' brain and muscle. Mrs. +Shaw has bred the habit of saving into her own bones till now, when she +might shift the flatiron, the cook stove and the sewing machine from her +shoulders, she can't let go the $10 a month her 'help' eats and wastes +long enough to straighten up her spine. These two boys and a daughter +still in the making have cost their father and mother twenty years, which +Mr. Shaw sums up by saying:</p> + +<p>"'So, you see, the final result of making up your mind to do a thing, +including the great trouble of bringing up a family, is just getting down +to the ground and grinding.'</p> + +<p>"Isn't it just possible that society has lost as much in the parents as it +has gained in the children? Couldn't we have <!-- Page 100 -->got the same product some +cheaper way? Or a better product by more efficient home management?"</p> + +<p><strong>WOMEN'S WORK</strong></p> + +<p>Perhaps the saddest of all the misfits are to be found amongst women, or +it may be that their cases seem to us to be saddest because there are so +many of them. Under the old-time regime there was but one vocation open to +women—that of wife and mother. Regardless of aptitudes, physical strength +or weakness, personal likes or dislikes, all women were expected to marry +and bear children, and to qualify successfully for a vocation which +combined the duties of nursemaid, waitress, laundress, seamstress, baker, +cook, governess, purchasing agent, dietitian, accountant, and +confectioner. In the early days of this country, in addition to these +duties, women were also called upon to be butchers, sausage-makers, +tailors, spinners, weavers, shoemakers, candle-makers, cheese-makers, +soap-makers, dyers, gardeners, florists, shepherds, bee-keepers, +poultry-keepers, brewers, picklers, bottlers, butter-makers, mil-liners, +dressmakers, hatters, and first-aid physicians, surgeons and nurses. In +more modern times, women have entered nearly all vocations. But even yet +there is much prejudice against the woman who "descends" out of her +traditional "sphere." The woman who is not a wife, mother, and +house-keeper—or a domestic parasite, housekeeping by proxy—loses caste +among the patricians. Many men and, on their behalf, their mothers and +sisters, shudder at the sordid thought of marrying a girl who has been so +base as to "work for her living." And so stenographers, clerks, +accountants, saleswomen, factory workers, telephone operators, and all +other women in the business world are about 99 per cent temporary workers. +Even in executive positions and in the professions, most women look upon +wages and salaries as favoring breezes, necessary until they drop anchor +in the haven of matrimony. And even those who most sincerely proclaim +themselves wedded to their careers, in many instances, exercise their +ancient privilege, change their minds, and give up all else for husband +and home.</p> + +<p><!-- Page 101 -->Every normal woman was intended by nature to marry. It is right that she +should marry. She does not truly and fully live unless she does marry. She +misses deep and true joy who is not happily married—and usually feels +cheated. But the same may be said of every normal man. The difference is +that, according to tradition, marriage is woman's career, while man may +choose a life work according to his aptitudes. Because of prejudice, +however, it is rarely that the happily married woman makes a business or +professional career. Husbands, except those who do so through necessity or +those who are unafraid of convention, do not permit their wives to work +outside of the home. Because of false pride, many men say: "I am the +bread-winner. If I cannot support my wife as she should be supported, then +I do not wish to marry." And so thousands of women sigh away their lives +at work they hate while a hungry, sad world suffers for what they would +love to do.</p> + +<p>The waste of these misfits is threefold: First, the women lose the +opportunity for service, profit, and enjoyment which should be theirs. +Second, the world loses the excellent services which they might render. +Third, oftentimes these women are very poor housekeepers. They simply have +not the aptitudes. Their husbands and their families suffer.</p> + +<p><strong>WOMEN WITHOUT HOMES</strong></p> + +<p>Another very large class of misfits, and, perhaps, even more to be pitied +than any other, is composed of the women who are compelled to earn a +living in the business world, in the professional world, or elsewhere, +whose true place is in the home. Many of these are unmarried, either +because the right man has not presented himself, or because there are not +enough really desirable men in the community to go around. Others are +widows. Still others are women who have been deserted by their mates. Some +of them are compelled to support their parents, brothers, and sisters, or +even their husbands.</p> + +<p>If traditional methods and courses of education miss the needs of many of +our young men, what shall we say of conventional education for girls? +Well, to tell the truth, we do <!-- Page 102 -->not know what to say. Educational experts, +reformers, philosophers, investigators, and editors have spoken and +written volumes on the subject. Women upon whom the different kinds of +educational formulae have been tried have also written about it. Some of +them have told tragic stories. There has been, and is, much controversy. +Some say one thing—some another—but what shall common sense say? After +all, education is rather a simple problem—in its essentials. It means +development—development of inborn talents. And education ought especially +to develop the natural aptitude of most of our girls for efficiency in +home-making and child-rearing. Most young women enter upon the vocation of +wifehood and motherhood practically without any training for these duties.</p> + +<p>It is as unscientific to expect all women to be successful wives and +mothers as it would be to expect all men to be successful farmers. It is +as tragic to expect an untrained girl to be a successful wife and mother +as it would be to expect an untrained boy to be a successful physician and +surgeon.</p> + +<p><strong>EXECUTIVES AND DETAIL WORKERS</strong></p> + +<p>A very broad division of misfits is into those who are fitted to do detail +work, trying to do executive work, and those who are natural-born +executives compelled to do detail work. This is a very common cause of +unfitness.</p> + +<p>Some men love detail and can do it well. They naturally see the little +things. Their minds are readily occupied with accuracy in what seem to +others to be trifles, but which, taken together, make perfection. They are +careful; they are dependable; they can be relied upon. Such people, +however, do not have a ready grasp for large affairs. They cannot see +things in their broader aspect. They are not qualified by nature to +outline plans in general for other people to work out in detail. They are +the men upon whom the world must depend for the careful working out of the +little things so essential if the larger plans are to go through +successfully.</p> + +<p>On the other hand, there are some people who have no patience with +details. They do not like them. They cannot <!-- Page 103 -->attend to them. If depended +upon for exactitude and accuracy, they are broken reeds. They forget +detail.</p> + +<p>There are many executives holding important positions and making a sad +failure of them because they are, by natural aptitudes, excellent detail +men but poor planners and executives. The following story illustrates, +perhaps, as well as anything we could present, the qualities of these +overworked, busy, busy executives who have no right to be executives, but +ought to be carrying out the plans of someone else:</p> + +<p><strong>HOW SOCRATIC HELPED BRAINERD BUILD BUSINESS</strong></p> + +<p>People sometimes bring their business troubles to a friend whom we shall +call Socratic. And Socratic helps them out for a consideration. His time +is valuable and he bought his wisdom at a high price.</p> + +<p>Some months ago a pompous fellow dropped in. We recognized him as +Brainerd, one of the leading business men of a small city. His story was +this: He had built up a big enterprise during the pioneer boom days of +easy money and negligible competition. Now, when margins were closer, the +pace hotter, and a half dozen keen fellows were scrambling for their +shares of a trade he had formerly controlled jointly with one other +conservative house, he found sales falling off and his profits dwindling +to a minus quantity.</p> + +<p>Socratic heard him through; then said: "I'll look your business over, tell +you the troubles, and show you how to remedy them for one hundred +dollars."</p> + +<p>"Oh, I couldn't afford to pay that much, the way business is now," +Brainerd objected.</p> + +<p>"How much, then, do you figure it would be worth to you to have your sales +and profits climb back to high-water mark?"</p> + +<p>"Oh, that would be worth thousands of dollars, of course. But can you +guarantee me any such results?"</p> + +<p><strong>KEEPING THE APPOINTMENT</strong></p> + +<p>"Well, if you carefully study over what I tell you, and faithfully follow +my advice, and the results are not satisfactory, you need pay me nothing. +Is that agreeable?"</p> + +<p><!-- Page 104 -->"Sure! If you can show me how to bring my profits back to normal, I'll +gladly pay you two hundred."</p> + +<p>"It's a go!" said Socratic. "Have the contract drawn up ready to sign when +I call to begin my examination. When shall that be?"</p> + +<p>"Well, let's see. I'm so all-fired busy it's hard to find time for +anything. Say early next week sometime."</p> + +<p>"All right. What day?"</p> + +<p>"Oh, Tuesday or Wednesday."</p> + +<p>"Tuesday will be satisfactory. What hour?"</p> + +<p>"Well, some time in the forenoon, I guess."</p> + +<p>"Ten o'clock be all right?"</p> + +<p>"Yes, ten o'clock will do."</p> + +<p>"Very well, I'll be there at ten sharp."</p> + +<p>Tuesday morning, at ten sharp, Socratic stood by Brainerd's desk. Brainerd +was working away like a busy little high-pressure hoisting-engine. He +looked up with a bright smile.</p> + +<p>"Oh, it's you, is it? Sorry, but I can't do anything for you to-day. I'm +awfully up against it for time. Can't you drop in a little later in the +week?"</p> + +<p>"What day?" Socratic asked.</p> + +<p>"Oh, Thursday or Friday," a little impatiently.</p> + +<p>"Thursday is all right. What hour? Ten o'clock do?"</p> + +<p>"Yes, yes, that will do," sighed the busy, busy business man, his nose +deep in his work.</p> + +<p>Socratic turned on his heel and walked out.</p> + +<p><strong>THE HEAD CLERK'S SALARY</strong></p> + +<p>Thursday morning he was again beside Brainerd's desk. It was easy to see +that this little buzz-fly was a mile up in the air. Hi$ coat was off, his +cuffs turned back, his collar unbuttoned, his hair mussed, and he had a +streak of soot across his nose. He hardly looked up. Just kept chugging +away like a motor-cycle going up-grade at fifty miles an hour.</p> + +<p>Oh, but he was the busy man!</p> + +<p>"Sorry to disappoint you again, Socratic," he jerked out, <!-- Page 105 -->"but I haven't +got time to breathe. You'll have to come in again."</p> + +<p>"Making stacks of money with all this strenuous activity, I suppose?" +asked Socratic.</p> + +<p>"Oh, no! It keeps me on the jump like a toad under a harrow to pay +expenses."</p> + +<p>"Call that a profitable way to spend time and nervous energy so +prodigally?"</p> + +<p>"It may not be—I suppose it isn't, but I can't help it."</p> + +<p>"Your head clerk draws pretty good pay, doesn't he?" asked Socratic.</p> + +<p>"Why, yes," answered Brainerd, staring.</p> + +<p>"Probably has a bigger income to handle, personally, than you have?"</p> + +<p>"Oh, I guess so" You'll have to excuse me, Socratic. I'm too busy to talk +to-day."</p> + +<p>"Queer, but your head clerk and cashier seem to have plenty of time for +conversation. They have been scrapping for fifteen minutes about chances +of the Pirates and the Cubs. You feel happy to pay people big salaries for +talking baseball?"</p> + +<p>"No; of course not; but how can I help it? A man can't hire reliable help +for love or money in this town, and I haven't got time to watch all of +'em."</p> + +<p>"How would it do to have the bookkeeper check up those sales-slips you are +tearing your hair over, instead of manicuring her pretty paddies and +tucking in her scolding locks?"</p> + +<p>"Well, she was doing something else when I began. Excuse me a minute."</p> + +<p><strong>SOME FOOL EXCUSES</strong></p> + +<p>And Brainerd dashed away to the front of the store to wait on a nicely +dressed lady who had just come in. When he returned he said: "I'll tell +you, Mr. Socratic, I've been thinking over the matter of our contract, and +I don't believe I'm prepared to go into that thing at present. Times are +so hard and I am so rushed for time, and you would probably recommend a +lot of things I couldn't afford, and likely couldn't work <!-- Page 106 -->in with my +present system. I guess I'll have to let it go for the present. It would +be a good thing, no doubt, but I guess I'll have to do the best I can +without it. Some time later, perhaps, I'll take it up with you. Why, I +don't even get time to read the papers, and I certainly wouldn't have time +to go into that examination with you."</p> + +<p>"I've completed my examination," remarked Socratic.</p> + +<p>"Why, how's that?" gasped Brainerd. "When did you do it?"</p> + +<p>"The day you were in my office. What I have seen and heard on my two +visits here only confirms the diagnosis of your case I made then. But the +real purpose of the two calls was to endeavor to make you see your +troubles as I see them."</p> + +<p>"I don't know what you mean, sir," said Brainerd, piqued by the +unmistakable trend of Socratic's remarks.</p> + +<p>"I rather think you do, but I'll take no chances. Your business is +desperately ill, isn't it?"</p> + +<p>"Yes, I guess it is," reluctantly.</p> + +<p>"Then it needs a heroic remedy, doesn't it?"</p> + +<p>"Possibly."</p> + +<p>"And that remedy must be applied to the source of the trouble. Not so?"</p> + +<p>"Yes."</p> + +<p>And that source is none other than Mr. James H. Brainerd. No, don't blow +up with a loud report. Listen to me. You are really too good a business +man to go to the wall for the want of a little teachableness. You have +foresight, initiative, energy, and perseverance. These are +success-qualities of a high order. But you have fallen into some very +costly bad habits.</p> + +<p>Let me give you the names of six old-fashioned virtues that you are going +to start right in to cultivate. When you have developed them, your profits +will take care of themselves.</p> + +<p><strong>THE REMEDY</strong></p> + +<p>The first is Order. You waste seventy-five per cent of your time and +nervous energy because you let your work push you instead of planning your +work and then pushing your plan.</p> + +<p><!-- Page 107 -->The second is Punctuality. You lose time, money, friends, temper, and +will-power because you are vague and careless about making appointments +and slipshod about keeping them.</p> + +<p>The third is Courtesy. This has its source in consideration for others +and is closely allied to tact. When you ask me to come and help you, and +then tell me you are sorry you can do nothing for me, or sorry to +disappoint me, that's patronizing. When you ignore a caller and go to +reading papers on your desk, that's rudeness. And you can't afford them in +your business.</p> + +<p>The fourth is Economy. Your time is worth more to this business than that +of all the help put together. And when you spend it doing what a +ten-dollar-a-week girl could do just as well, it is sinful extravagance. +It wastes not only your time, but hers. Worst of all, it undermines your +self-respect and her respect for you.</p> + +<p>The fifth is Honesty. When you rush away to wait on some customer +yourself because that customer has connived with you for some special cut +rates, you may not intend it, but you are dishonest. Business must be done +at a profit and all those who share in the privileges of buying from this +store should share proportionately in paying you your profit. If anyone +doesn't pay his share, the others have to make up for it Give everybody a +square, equal deal. That will build confidence and increase trade. And +then you can leave your salespeople to wait on all customers, giving you +more time for real management—generalship.</p> + +<p>The sixth is Courage. It's easy enough to see obstacles, to make excuses, +to procrastinate. When a hard task has to be done, you will find it no +help to begin to catalog the difficulties. Just fear not, and do it.</p> + +<p>Now, you are going to cultivate these virtues, Brainerd, because you see +that I am right and because, after all, you are a man of good judgment and +reason.</p> + +<p>"Never mind the contract. When you think my advice has proved its value, +send me what you think it is worth."</p> + +<p><!-- Page 108 -->And he walked out, leaving Brainerd purple in the face with a number of +varied emotions, chief among which were outraged dignity and warm +gratitude.</p> + +<p>While you and we know many Brainerds, there are men capable of handling +large affairs who, through lack of training, lack of opportunity, or a +choice of a wrong vocation, are sentenced to sit, year after year, working +away in an inefficient, fumbling manner, with a mass of details which they +hate and which they are not fitted to take care of properly. Such people +are often conscientious; they have a great desire to do their work +thoroughly and well, and the fact that they so frequently neglect little +details, forget things that they ought to do, overlook necessary +precautions, and otherwise fail to perform their duties, is a matter not +only of supreme regret and humiliation to them, but of great distress to +those who depend upon them.</p> + +<p><strong>CAREFULNESS AND RECKLESSNESS</strong></p> + +<p>Carefulness and prudence are natural aptitudes. The careless man is not +wilfully careless. He is careless because he has not the aptitudes which +make a man careful. The imprudent man is not wilfully imprudent, but +because he does not have the inherent qualifications for prudence, the +taking of precautions, the wise and careful scrutinizing of all the +elements entering into success. For some work men are required who have +the natural aptitudes of carefulness and prudence. The great tragedy is +that this kind of work is often entrusted to men who are so constituted +that it is very easy for them to take chances. The person who is naturally +optimistic and hopeful and always looks on the bright side cheerfully +expects whatever he does to "come out all right," as he expresses it. He +therefore neglects to take sufficient precautions; he does not exercise +care as he should; he takes unnecessary and unwise risks. The result is +that oftentimes his optimism turns out to be very poorly justified. When +things do go wrong on account of their carelessness, such people may feel +distressed about it for a time, but they soon recover. They <!-- Page 109 -->hope for +"better luck next time." They expect, by their ingenuity and +resourcefulness, to more than make up for the troubles which have come as +the result of their carelessness. On the other hand, those who are +naturally careful and dependable do not have much hope of things coming +out right without eternal vigilance and foresight. They are inherently +somewhat apprehensive. They take precautions, are on their guard, and +leave no stone unturned whose turning may insure success.</p> + +<p>But there are certain classes of work which require a willingness to take +chances. Such enterprises are speculative. In order to be happy in them, +one must have a certain amount of optimism and hopefulness. He must accept +temporary failure without discouragement. The heart to look on the bright +side of every cloud must be born in one. He must believe always that the +future will bring more desirable results. The careless person delights in +this kind of work. The element of chance in it appeals to his sporting +blood. The danger gives him needed excitement and thrill. The anxious, +apprehensive person has no place in such enterprises. Their uncertainties +are a drain upon his nervous system. He worries. He makes himself ill with +his anxieties and apprehensions. He is unhappy. When disaster does happen, +he takes it seriously, feels discouraged, thinks his efforts have been of +no avail, can see nothing in the future but black ruin, and otherwise +destroys not only his joy in his work, but his efficiency and usefulness +in it.</p> + +<p>In actual practice we find both prudent and reckless misfits. Such people +are unhappy, inefficient, and usually unsuccessful. It is strange that men +do not understand, before undertaking a vocation, so elemental and +fundamental a thing as the question of carelessness and carefulness. Yet, +somehow or other, they do not. We find thousands of men worrying, anxious, +distrait, because of the uncertainties of their businesses and the chances +they have to take. We find other thousands of men blundering, careless, +optimistic, always hopeful for better things in the future, and yet +attempting to succeed in a <!-- Page 110 -->business which requires care, infinite pains +and precautions. Thoughtless, impulsive, frivolous people are always +trying to do work requiring careful, plodding, painstaking, methodical +ways; while thoughtful, philosophic, and deliberate people oftentimes find +themselves distressed, bewildered, and inefficient in the hurly-burly of +some swift-moving vocation.</p> + +<p><strong>SOME OTHER MISFITS</strong></p> + +<p>Mild, easy-going, timid, self-conscious men we frequently find in +vocations which require aggressiveness, courage, fighting ability, +self-confidence, and a considerable amount of hard-headed brutality. On +the other hand, we sometimes find the fighting man in a profession which +is considered to be quiet and peaceable.</p> + +<p>Similarly, we have often seen lawyers, whose profession requires of them a +good deal of combativeness, shrewdness, a certain degree of skepticism, +and a large amount of hard-headed determination to win, no matter what the +cost, handicapped by extreme sensitiveness, sympathy, generosity, +non-resistance, credulity, humility, and self-consciousness. Physically, +they were wonderfully capable of success as lawyers. Intellectually, they, +perhaps, were even better fitted for the profession than many of their +brothers in the legal fraternity. But, emotionally, they were absolutely +unfit for the competition, the contest, the necessity for combat and +severity in the practice of law.</p> + +<p>Contrawise, we have often seen hard-headed, shrewd, skeptical, grasping, +unprincipled, aggressive, fighting men in professions where they did not +belong; in professions requiring sympathy, credulity, kindness, tact, +generosity, unselfishness, and other such qualities. We have not, in this +chapter, outlined all of the different classes of misfits. That would be +impossible. We have, however, referred to the most common of them. +Probably nine-tenths of all the misfits which have come under our +observation could be classified under one or more of the heads we have +outlined in the foregoing chapter.</p> + + +<!-- Page 111 --> +<hr /> +<p><a name="pg111" id="pg111"></a></p> +<h2>CHAPTER IV</h2> + + +<h3>THE PHYSICALLY FRAIL</h3> + +<p>Some years ago there came into our offices in Boston a young man +twenty-six years of age. He was about medium height, with keen, +intelligent face, fine skin, fine hair, delicately modeled features, +refined looking hands, and small, well-shaped feet.</p> + +<p>He was inexpensively, but neatly, dressed, and, while somewhat diffident, +was courteous, affable, and respectful in demeanor. After a little +conversation with him, we asked him if he would be willing to appear +before one of our classes and permit the students to try to analyze him, +decide what his aptitudes were, and for what profession he was best +fitted. An evening or two later he appeared and we placed him before the +class. After some little examination of his appearance, this is the +judgment passed upon him by those present:</p> + +<p>"Fairly observant; capable of learning well through his powers of +observation; good intellect, of the thoughtful, meditative type; a fair +degree of constructive ability; in disposition, optimistic, cheerful; +inclined to take chances; sympathetic, generous, sensitive, kindly, well +disposed, and agreeable; rather lacking in self-confidence and, therefore, +somewhat diffident, but courteous and friendly in contact with others; +responsive and, therefore, easily influenced by his associates, and +affected by his environment. Lacking in sense of justice and property +sense. A man of natural refinement and refined tastes; fond of beauty, +elegance and luxury. Energetic and alert mentally, but rather disinclined +to physical effort. Somewhat deficient in aggressiveness, but endowed with +an excellent constructive imagination, and so great mental energy that he +would be able to take the initiative in an intellectual way, especially in +the formation of plans and in the devising of means and ways. Fond of +change, variety; loves excitement; likes social life, and somewhat +deficient in <!-- Page 112 -->constancy, conservatism, prudence, and responsibility. Keen, +alert, somewhat impatient and restless. Well fitted by nature for +intellectual work of any kind; with training would have done well as +teacher, writer, private secretary or high-class clerical worker, but +expression indicates that, through lack of training, he has failed in +physical work and has fallen into evil ways."</p> + +<p>After this analysis had been carefully made, we excused the young man and +explained that thirteen of his twenty-six years had been spent in jail. He +had been left an orphan early in life and secured so little education that +he was almost entirely illiterate.</p> + +<p><strong>THE EASY DESCENT TO CRIME</strong></p> + +<p>As soon as he was old enough, he was set to work at the only thing he +could do, namely, manual labor. He was small and slight for his age, and +the services he was able to render were not worth much. He, therefore, +received very small pay. Because of his physical disabilities, he was +behind the other boys in his gang and suffered frequently from the +tongue-lashings of an unsympathetic foreman. His pay was not commensurate +with his tastes. He constantly felt the desire for finer, better, cleaner +things than he was able to earn. The work was hard for him; he suffered +much from the punishment inflicted upon his tender hands, from muscular +soreness and from weariness. As the days rolled on, he grew weaker, rather +than stronger, and became weary earlier in the day. Finally, the time came +when he felt that he could endure the taunts of his foreman no longer, and +he was about to give up when the foreman, exasperated with his +inefficiency, his clumsiness, and his weakness, discharged him.</p> + +<p>Having been discharged, it was difficult for him to find another place to +work. At this critical stage, being out of money, and having fallen in +with idlers—and worse—he was influenced to use his keen intellect and +ability in plans and schemes, to commit a small crime, which yielded him +$10 or $15. Being a novice in crime, not naturally a criminal, he did not +<!-- Page 113 -->protect himself from discovery and punishment, and, as a result, was sent +to a reformatory. After a short term in the reformatory, his behavior was +so good that he was released. After his release, a kind-hearted person, +who had observed him and liked his appearance, secured another position +for him. This also was at manual labor. At first he entered upon his new +work with a determination to succeed, to live down the stain upon his +character caused by his previous speculation, and, therefore, to live an +honorable and successful life.</p> + +<p><strong>STRUGGLING AGAINST ODDS</strong></p> + +<p>He worked hard and did his best, but the best he could do was not good +enough. He possessed no manual skill, he had no strength, and little by +little he again became physically tired out, mentally discouraged and +sore, and, having once committed a crime, found it easy to seek his former +associates and drop again into the old ways. An opportunity presented +itself to rob a companion's pocket of a few dollars, and he did so. Again +he was sent to the reformatory, this time for a longer term. Then, until +he came to our office, his career was a repetition of what has already +been related. A few months or a year or two in a reformatory, a jail, or a +penitentiary, a month or two trying to rehabilitate himself in some form +of manual labor, and, then, inefficiency, incompetency, lack of skill, +lack of strength, and discharge, to be followed by another attempt to add +to his resources by some petty crime.</p> + +<p>For several years following this first interview with Mr. L. we followed +him, and did our best to assist him to enter upon some vocation for which +he was better fitted. Again and again we and other friends of his helped +him to secure work, but always it was the old story. His mind was so +active, so intelligent, so eager for expression, that the drudgery, the +monotony, the routine, the small pay, and the consequent lack of the many +elegances and luxuries he so strongly desired were too much for him. His +crimes were never <!-- Page 114 -->serious, and never those requiring great courage. He +never stole any very large sums. For this reason much of his time was +spent in the work house or in jail, rather than in the penitentiary. In +addition to petty thieving, he had acquired some little ability as a +confidence man, and was capable of ensnaring small sums from credulous or +sympathetic people on various pretexts. The last time we heard of him he +had called upon a friend of ours, professed his complete and permanent +reform, wept over his former failures, and promised faithfully—and with +the greatest possible fervency and apparent sincerity—to do better in the +future. He said that he had an opportunity to make a trip on a whaling +vessel and he thought this oportunity would be the best thing in the world +for him, as it would take him away from his old, evil associates and give +him an opportunity to save money and make good in a new life. He wished +our friend to give him $4 to buy a ticket to New Bedford. Our friend gave +him the money and also a postal card, on which he had written his own +address. "Now, L.," he said, "I believe you, and I want you to show me +that you are playing square with me. When you get your new position and +are about to sail, I want you to write me about it on this postal card, +and mail it to me so that I will know that you are carrying out your +promises."</p> + +<p><strong>THE OLD, OLD STORY</strong></p> + +<p>L. promised faithfully, and said, "I want to write a letter to my mother, +and tell her where I am going. I wish you would let me have an envelope +and a stamp." Our friend obliged him with the necessaries, and L. left the +office beaming with gratitude and profuse in his promises to return the +loan as soon as he came back from his trip on the whaling vessel. A few +days later my friend received a postal card, dated at New Bedford, +Massachusetts. In one corner of the postal card was the notation, +"Received at the post office at New Bedford in an envelope, with a letter, +requesting that it be mailed here. (Signed) Postmaster."</p> + +<p><!-- Page 115 -->Here was a man so well-intentioned by nature, of such a kindly, +sympathetic, generous disposition, so intelligent, so naturally capable +mentally that, with proper training and properly placed in a vocation in +which he could have used his talents, he would doubtless have become an +excellent asset to society.</p> + +<p>This case is typical of many others. They have natural aptitudes which fit +them to become useful, but their talents have never been trained, their +aptitudes have never been given an opportunity to develop. They have no +inherent tendencies toward crime. In fact, there is no "criminal" type. +Most—but not all—criminals fall into their evil ways simply because they +have never been taught how to direct their mental and physical energies in +a way which will give them pleasure, as well as profit.</p> + +<p><strong>DESCRIPTION OF THIS TYPE</strong></p> + +<p>The physically frail individual of this type is frail because the brain +and nervous system are so highly developed that they require a great deal +of his vitality and endurance to nourish them and to sustain their +activities. The result is that mental powers grow and thrive at the +expense of physical.</p> + +<p>Such people have large heads in proportion to their bodies. Their heads +also are inclined to be very much larger above the ears and in the +neighborhood of the forehead and temples than at the jaw and at the nape +of the neck. This gives their heads a rather top-heavy effect—like a pear +with the small end down—and their faces a triangular shape. Their jaws +are usually fine and slender, and their chins not particularly broad and +strong.</p> + +<p>Such people have very fine hair and fine skin. Their nerves are sensitive +and close to the surface. Their entire build of body is delicate and +slender. Their hands and feet also are usually delicately and slenderly +fashioned; their shoulders are narrow and oftentimes sloping. It is folly +to talk of building up rugged, muscular and bony systems by means of +strenuous exercise in people thus endowed. Much, of course, can <!-- Page 116 -->be done +to strengthen and harden the muscles, but they are frail physically, by +nature, and can never be anything else.</p> + +<p><strong>VOCATIONS FOR THE PHYSICALLY FRAIL</strong></p> + +<p>People with this type of organization are not inclined to be skillful with +their fingers. They do not care for physical work of any kind; they do not +take an interest in it and, therefore, cannot do it well. Properly +trained, men and women of this type take their place in the professions. +They are teachers, preachers, lawyers, educators, reformers, inventors, +authors, and artists. Among those of mediocre abilities we find clerks, +secretaries, accountants, salesmen, window trimmers, decorators, +advertisers, and others working along similar mental lines. When such +people are not trained and educated, they are misfits always, because they +do not have opportunities to use to their fullest extent the natural +intellectual talents with which they have been endowed.</p> + +<p><strong>THE MENTALLY MECHANICAL</strong></p> + +<p>There is a type of boy who is oftentimes thrown into the wrong vocation in +life, owing to a lack of appreciation of his true abilities on the part of +parents or teachers. This boy has a large head and small body, and is +intensely interested in machinery. He probably learns to handle tools, +after a fashion, at a very early age; spends his spare time in machine +shops; is intensely interested in locomotives and steamships, and +otherwise manifests a passion for machinery and mechanics. Oftentimes, on +account of this, he is very early apprenticed to a mechanic or is given a +job in some place where he will have an opportunity to build, operate or +repair machinery.</p> + +<p>Some years ago we visited in a family in which there was a boy of this +type. At that time his chief interest was in locomotives. He had a toy +locomotive and took the greatest delight in operating it. Whenever he went +near a railroad station he improved every opportunity to examine carefully +the parts of a locomotive and, if possible, to induce the <!-- Page 117 -->engineer to +take him up into the cab and show him the levers, valves and other parts +to be seen there. As soon as he was old enough, he begged his father to be +permitted to go to work in a railroad shop. Fortunately, however, his +father was too intelligent and too sensible to be misled by mere surface +indications. The boy was encouraged to finish his education. Being a +bright, capable youngster, he learned readily and rapidly. By means of +proper educational methods, giving him plenty of opportunity for the +exercise of his mechanical activities, he was induced to remain in school +until he secured an excellent college education. As he grew older his +interest in machinery did not wane. He found, however, that it was +becoming almost wholly intellectual. He lost all desire to handle, build, +operate or repair machinery. When, in later life, he became the owner of +an automobile, he was more than willing to leave all of the details of its +care to his chauffeur and mechanician.</p> + +<p>As he cultivated his mental powers, he became more and more interested in +the use of his constructive aptitudes in the formation of ideas. He liked +to put ideas together; to work out the mechanics of expression in writing. +Instead of building machinery, he loved to build plots. Instead of +operating machinery, his abilities turned in the direction of working out +the technique of literary expression. Instead of repairing machinery he +loved rather to revise and rewrite his stories and plays. In other words, +the constructive talent, which he had shown as a child in material +mechanics, turned in the direction of mental and intellectual construction +as he grew older.</p> + +<p><strong>COMMERCIAL CONSTRUCTIVENESS</strong></p> + +<p>There are many boys who exhibit in their early years a great love of +machinery, and it is usually considered a kindness to them to prepare them +for either mechanics or engineering. In mechanical lines, they are +misfits, because they are frail and insufficient physically. In +engineering lines they are more at home, because the engineer works +principally <!-- Page 118 -->with his brains. But very often they would still be more at +home in the realms of literature or oratory.</p> + +<p>In a similar way boys often manifest great interest in machinery in their +youth, and afterward, if given the right opportunities, show their +constructive ability in the organization of business enterprises and the +successful devising of plans and schemes for pushing these enterprises to +success.</p> + +<p>Sometimes those of this type of organization devote themselves rather to +invention and improvement than to the direct physical handling of +machinery. The following brief story of the struggles of Elias Howe <a name="FNanchor_7_7"></a><a href="#Footnote_7_7">[7]</a> +should be an inspiration to every individual who fights physical frailty; +also, a lesson to him as to the way in which he should express his +mechanical ability:</p> + +<p><a name="Footnote_7_7"></a><a href="#FNanchor_7_7">[7]</a> From "Great Fortunes," by James D. McCabe. Published by George Maclean.</p> + +<p><strong>INTELLECTUAL TRIUMPH OF A FRAIL MAN</strong></p> + +<p>"Elias Howe was born in the town of Spencer, Massachusetts, in 1819. He +was one of eight children, and it was no small undertaking on the part of +his father to provide a maintenance for such a household. Mr. Howe, Sr., +was a farmer and miller, and, as was the custom at that time in the +country towns of New England, carried on in his family some of those minor +branches of industry suited to the capacity of children, with which New +England abounds. When Elias was six years old, he was set, with his +brothers and sisters, to sticking wire teeth through the leather straps +used for making cotton cards. When he became old enough, he assisted his +father in his saw-mill and grist-mill, and during the winter months picked +up a meager education at the district school. He has said that it was the +rude and imperfect mills of his father that first turned his attention to +machinery. He was not fitted for hard work, however, as he was frail in +constitution and incapable of bearing much fatigue. Moreover, he inherited +a species of lameness which proved a great obstacle to any undertaking on +his part, and gave him no little trouble all through life. At the age of +eleven he went to live out on the farm of a neighbor, but the labor +proving <!-- Page 119 -->too severe for him he returned home and resumed his place in his +father's mills, where he remained until he was sixteen years old.</p> + +<p>"At the age of twenty-one he married. This was a rash step for him, as his +health was very delicate, and his earnings were but nine dollars per week. +Three children were born to him in quick succession, and he found it no +easy task to provide food, shelter and clothing for his little family. The +light heartedness for which he had formerly been noted entirely deserted +him, and he became sad and melancholy. His health did not improve, and it +was with difficulty that he could perform his daily task. His strength was +so slight that he would frequently return from his day's work too +exhausted to eat. He could only go to bed, and in his agony he wished 'to +lie in bed forever and ever,' Still he worked faithfully and +conscientiously, for his wife and children were very dear to him; but he +did so with a hopelessness which only those who have tasted the depths of +poverty can understand.</p> + +<p>"About this time he heard it said that the great necessity of the age was +a machine for doing sewing. The immense amount of fatigue incurred and the +delay in hand sewing were obvious, and it was conceded by all who thought +of the matter at all that the man who could invent a machine which would +remove these difficulties would make a fortune. Howe's poverty inclined +him to listen to these remarks with great interest. No man needed money +more than he, and he was confident that his mechanical skill was of an +order which made him as competent as any one else to achieve the task +proposed. He set to work to accomplish it, and, as he knew well the +dangers which surround an inventor, kept his own counsel. At his daily +labor, in all his waking hours, and even in his dreams, he brooded over +this invention. He spent many a wakeful night in these meditations, and +his health was far from being benefitted by this severe mental +application. Success is not easily won in any great undertaking, and Elias +Howe found that he had entered upon a task which required the greatest +patience, perseverance, energy and hopefulness. <!-- Page 120 -->He watched his wife as +she sewed, and his first effort was to devise a machine which should do +what she was doing. He made a needle pointed at both ends, with the eye in +the middle, that should work up and down through the cloth, and carry the +thread through at each thrust, but his elaboration of this conception +would not work satisfactorily. It was not until 1844, fully a year after +he began the attempt to invent the machine, that he came to the conclusion +that the movement of a machine need not of necessity be an imitation of +the performance by hand. It was plain to him that there must be another +stitch by the aid of a shuttle and a curved needle with the eye near the +point. This was the triumph of his skill. He had now invented a perfect +sewing machine, and had discovered the essential principles of every +subsequent modification of his conception. Satisfied that he had at length +solved the problem, he constructed a rough model of his machine of wood +and wire, in October, 1844, and operated it to his perfect satisfaction.</p> + +<p>"It has been stated by Professor Renwick and other scientists that Elias +Howe 'carried the invention of the sewing machine further on toward its +complete and final utility than any other inventor has ever brought a +first-rate invention at the first trial.' ...</p> + +<p>"Having patented his machine, Howe endeavored to bring it into use. He was +full of hope, and had no doubt that it would be adopted at once by those +who were so much interested in the saving of labor. He first offered it to +the tailors of Boston; but they, while admitting its usefulness, told him +it would never be adopted by their trade, as it would ruin them. +Considering the number of machines now used by the tailoring interests +throughout the world, this assertion seems ridiculous. Other efforts were +equally unsuccessful. Every one admitted and praised the ingenuity of the +machine, but no one would invest a dollar in it. Fisher (Howe's partner) +became disgusted and withdrew from his partnership, and Howe and his +family moved back to his father's house. Thoroughly disheartened, he +abandoned his machine. He then <!-- Page 121 -->obtained a place as engineer on a +railroad, and drove a locomotive until his health entirely broke down....</p> + +<p>"In 1850 Howe removed to New York, and began in a small way to manufacture +machines to order. He was in partnership with a Mr. Bliss, but for several +years the business was so unimportant that upon the death of his partner, +in 1855, he was enabled to buy out that gentleman's interest, and thus +became the sole proprietor of his patent. Soon after this his business +began to increase, and continued until his own proper profits, and the +royalty which the courts compelled other manufacturers to pay him for the +use of his invention, grew from $300 to $200,000 per annum. In 1867, when +the extension of his patent expired, it is stated that he had earned a +total of two millions of dollars by it."</p> + +<p><strong>STARVED BY HIS HANDS, ENRICHED BY HIS HEAD</strong></p> + +<p>Robert Burns was a failure as plowman and farmer. Rousseau was a failure +at every kind of physical work. Henry George nearly starved himself and +his family to death trying to make a living as a journeyman printer. The +following extract from the autobiography of Jacob Riis<a name="FNanchor_8_8"></a><a href="#Footnote_8_8">[8]</a>—another +excellent example of this type of organization—shows how useless it was +for him to attempt to make his living at physical labor:</p> + +<p><a name="Footnote_8_8"></a><a href="#FNanchor_8_8">[8]</a> From "The Making of an American," by Jacob A. Riis. Macmillan & Company, New York.</p> + +<p>A missionary in Castle Garden was getting up a gang of men for the Brady's +Bend Iron Works on the Allegheny River, and I went along. We started a +full score, with tickets paid, but only two of us reached the Bend. The +rest calmly deserted in Pittsburgh and went their own way....</p> + +<p>The iron works company mined its own coal. Such as it was, it cropped out +of the hills right and left in narrow veins, sometimes too shallow to +work, seldom affording more space to the digger than barely enough to +permit him to stand upright. You did not go down through a shaft, but +straight in through the side of a hill to the bowels of the mountain, +<!-- Page 122 -->following a track on which a little donkey drew the coal to the mouth of +the mine and sent it down the incline to run up and down a hill a mile or +more by its own gravity before it reached the place of unloading. Through +one of these we marched in, Adler and I, one summer morning with new +pickaxes on our shoulders and nasty little oil lamps fixed in our hats to +light us through the darkness where every second we stumbled over chunks +of slate rock, or into pools of water that oozed through from above. An +old miner, whose way lay past the fork in the tunnel where our lead began, +showed us how to use our picks and the timbers to brace the slate that +roofed over the vein, and left us to ourselves in a chamber perhaps ten +feet wide and the height of a man.</p> + +<p>We were to be paid by the ton, I forget how much, but it was very little, +and we lost no time in getting to work. We had to dig away the coal at the +floor with our picks, lying on our knees to do it, and afterward drive +wedges under the roof to loosen the mass. It was hard work, and, entirely +inexperienced as we were, we made but little headway.</p> + +<p>When toward evening we quit work, after narrowly escaping being killed by +a large stone that fell from the roof in consequence of our neglect to +brace it up properly, our united efforts had resulted in barely filling +two of the little carts, and we had earned, if I recollect aright, +something like sixty cents each. The fall of the roof robbed us of all +desire to try mining again....</p> + +<p>Up the railroad track I went, and at night hired out to a truck farmer, +with the freedom of his hay-mow for my sleeping quarters. But when I had +hoed cucumbers three days in a scorching sun, till my back ached as if it +were going to break, and the farmer guessed he would call it square for +three shillings, I went farther. A man is not necessarily a +philanthropist, it seems, because he tills the soil. I did not hire out +again. I did odd jobs to earn my meals, and slept in the fields at +night....</p> + +<p>The city was full of idle men. My last hope, a promise <!-- Page 123 -->of employment in a +human-hair factory, failed, and, homeless and penniless, I joined the +great army of tramps, wandering about the streets in the daytime with the +one aim of somehow stilling the hunger that gnawed at my vitals, and +fighting at night with vagrant curs or outcasts as miserable as myself for +the protection of some sheltering ash-bin or doorway. I was too proud in +all my misery to beg. I do not believe I ever did.</p> + +<p>There was until last winter a doorway in Chatham Square, that of the old +Barnum clothing store, which I could never pass without recalling those +nights of hopeless misery with the policeman's periodic 'Get up there! +move on!' reinforced by a prod of his club or the toe of his boot. I slept +there, or tried to when crowded out of the tenements in the Bend by their +utter nastiness. Cold and wet weather had set in, and a linen duster was +all that covered my back. There was a woolen blanket in my trunk which I +had from home—the one, my mother had told me, in which I was wrapped when +I was born; but the trunk was in the 'hotel' as security for money I owed +for board, and I asked for it in vain. I was now too shabby to get work, +even if there had been any to get. I had letters still to friends of my +family in New York who might have helped me, but hunger and want had not +conquered my pride. I would come to them, if at all, as their equal, and, +lest I fall into temptation, I destroyed the letters. So, having burned my +bridges behind me, I was finally and utterly alone in the city, with the +winter approaching and every shivering night in the streets reminding me +that a time was rapidly coming when such a life as I led could no longer +be endured.</p> + +<p>Not in a thousand years would I be likely to forget the night when it +came. It had rained all day, a cold October storm, and night found me, +with the chill downpour unabated, down by the North River, soaked through +and through, with no chance for a supper, forlorn and discouraged. I sat +on the bulwark, listening to the falling rain and the swish of the dark +tide, and thinking of home. How far it seemed, and <!-- Page 124 -->how impassable the +gulf now between the 'castle,' with its refined ways, between her, in her +dainty girlhood, and me sitting there, numbed with the cold that was +slowly stealing away my senses with my courage. There was warmth and cheer +where she was. Here an overpowering sense of desolation came upon me. I +hitched a little nearer to the edge. What if——? Would they miss me much +or long at home if no word came from me? Perhaps they might never hear. +What was the use of keeping it up any longer, with, God help us, +everything against, and nothing to back, a lonely lad?...</p> + +<p>It was not only breakfast we lacked. The day before we had had only a +crust together. Two days without food is not good preparation for a day's +canvassing. We did the best we could. Bob stood by and wagged his tail +persuasively while I did the talking; but luck was dead against us, and +'Hard Times' stuck to us for all we tried. Evening came and found us down +by the Cooper Institute, with never a cent. Faint with hunger, I sat down +on the steps under the illuminated clock, while Bob stretched himself at +my feet. He had beguiled the cook in one of the last houses we called at, +and his stomach was filled. From the corner I had looked on enviously. For +me there was no supper, as there had been no dinner and no breakfast. +To-morrow there was another day of starvation. How long was this to last? +Was it any use to keep up a struggle so hopeless? From this very spot I +had gone, hungry and wrathful, three years before when the dining +Frenchmen for whom I wanted to fight thrust me forth from their company. +Three wasted years! Then I had one cent in my pocket, I remembered. To-day +I had not even so much. I was bankrupt in hope and purpose. Nothing had +gone right; and worse, I did not care. I drummed moodily upon my book. +Wasted! Yes, that was right. My life was wasted, utterly wasted.</p> + +<p>A voice hailed me by name, and Bob sat up, looking attentively at me for +his cue as to the treatment of the owner of it. I recognized in him the +principal of the telegraph school <!-- Page 133 -->where I had gone until my money gave +out. He seemed suddenly struck by something.</p> + +<!-- Illustrated Pages Moved to allow continuation of reading to end of segment +Commented Page Numbers are accurate with book source though appear out of order here --> +<table><tr> + <td><!-- Page 125 --> <a name="fig9" id="fig9"></a> <img src="images/fig09.jpg" alt="Richard Mansfield" width="450" height="600" /> +</td> + <td> + Photo by Marceau, N.Y. <strong>Fig. 9.</strong> Richard Mansfield, Actor-Manager. + A fine, balanced combination of artistic talent, creative power, and capacity + for great emotion, with good judgment, financial sense, great energy, great + determination, uncompromising devotion to ideals, fine powers of expression, + and executive ability of the driving, compelling, rigid type. Note high + head, domed above temples and wide across center of forehead; large nose; + long, straight upper lip; firm mouth; prominent chin; long line from point + of chin to crown of head; intense expression. </td> +</tr> +<tr> + <td><!-- Page 126 --> <a name="fig10" id="fig10"></a> <img src="images/fig10.jpg" alt="Hon. A.I. Cutting" width="450" height="680" /> +</td> + <td> <strong>Fig. 10.</strong> Hon. A.I. Cutting (same as Fig. 11). +Intellectual, idealistic, yet practical; mild, but very shrewd and +persistent; good-natured, friendly, social, sympathetic, kindly, yet with +good commercial and financial judgment. Observe height of head, with dome +above temples; moderate width of head; pleasant, but firm-set, mouth; fine +texture and fine chiseling of features; strong, prominent chin, and +genial, kindly, friendly expression. +</td> +</tr> +<tr> + <td><!-- Page 127 --> <a name="fig11" id="fig11"></a> <img src="images/fig11.jpg" alt="Hon A. I. Cutting" width="450" height="630" /> + +</td> + <td> <strong>Fig. 11.</strong> Hon. A.L. Cutting. Ambitious, aspiring, hopeful, + cheerful, friendly, social. A good public speaker. Excellent planner, prudent, + far-sighted, and deliberate in speech and action. Note high head, both at + crown and above temples, long behind ears; high forehead; well-formed eyes + and nose, and prominent chin. </td> +</tr> +<tr> + <td><!-- Page 128 --> <a name="fig12" id="fig12"></a> <img src="images/fig12.jpg" alt="Melville Fuller" width="450" height="630" /> +</td> + <td> +<strong>Fig. 12.</strong> The late Melville Fuller, Chief Justice of +the Supreme Court of the United States. Unusually keen analytical powers, +unaffected by sentiment or irrelevant considerations. Great ability to get +down to essentials. Note fullness of brows and of upper corners of +forehead; keen, penetrating eyes, and long nose with depressed tip. +</td> +</tr> +<tr> + <td><!-- Page 129 --> <a name="fig13" id="fig13"></a> <img src="images/fig13.jpg" alt="Frank A. Vanderlip" width="450" height="675" /> +</td> + <td> <strong>Fig. 13</strong>. Frank A. Vanderlip, President of National +City Bank, of New York. A man of both financial and political acumen—also +humanitarian. Note high, domed head; width across center and lower part of +forehead; inclination to stoutness; large, well-formed features; long +lines of face. +</td> +</tr> +<tr> + <td><!-- Page 130 --> <a name="fig14" id="fig14"></a> <img src="images/fig14.jpg" alt="Hon. Joseph W. Folk" width="450" height="660" /> +</td> + <td> <em>Copyright American Press Association</em>. <strong>Fig. 14.</strong> Hon. +Joseph W. Folk, of Missouri. A keen politician, shrewd lawyer, and hard +fighter. Note height and width of head; large, prominent nose; square, +firm jaw; long upper lip; dogged set of mouth; unflinching eyes, and +inclination to stoutness. +</td> +</tr> +<tr> + <td><!-- Page 131 --> <a name="fig15" id="fig15"></a> <img src="images/fig15.jpg" alt="Senator Nelson W. Aldrich" width="450" height="655" /> +</td> + <td> <strong>Fig. 15</strong>. The late Senator Nelson W. Aldrich, of Rhode +Island. Keen, practical observation, financial judgment, diplomacy, +shrewdness, energy, intellect, industry, courage, determination, and +command. Note well-developed brows; height and width of forehead, +especially across center; long, well-developed nose; straight, firm mouth; +broad, square, prominent chin; long ears; long line from point of chin to +crown of head, and keen, shrewd, alert, penetrating expression of eye. +</td> +</tr> +<tr> + <td><!-- Page 132 --> <a name="fig16" id="fig16"></a> <img src="images/fig16.jpg" alt="Head Shot" width="450" height="640" /> + +</td> + <td> <strong>Fig. 16.</strong> Showing large, well-developed base of brain, usually + an indication of a tendency to stoutness. Note fullness of back of head + at nape of neck. </td> +</tr> +</table> + +<p>"'Why, what are you doing here?' he asked. I told him Bob and I were just +resting after a day of canvassing.</p> + +<p>"'Books!' he snorted. 'I guess that won't make you rich. Now, how would +like to be a reporter, if you have got nothing better to do? The manager +of a news agency downtown asked me to-day to find him a bright young +fellow whom he could break in. It isn't much—$10 a week to start with. +But it is better than peddling books, I know,'</p> + +<p>"He poked over the book in my hand and read the title. 'Hard Times,' he +said, with a little laugh. 'I guess so. What do you say? I think you will +do. Better come along and let me give you a note to him now.'</p> + +<p>"As in a dream. I walked across the street with him to his office and got +the letter which was to make me, half starved and homeless, rich as +Croesus, it seemed to me.</p> + +<p>"When the sun rose I washed my face and hands in a dog's drinking trough, +pulled my clothes into such shape as I could, and went with Bob to his new +home. The parting over, I walked down to 23 Park Row and delivered my +letter to the desk editor in the New York News Association up on the top +floor.</p> + +<p>"He looked me over a little doubtfully, but evidently impressed with the +early hours I kept told me that I might try. He waved me to a desk, +bidding me wait until he had made out his morning book of assignments; and +with such scant ceremony was I finally introduced to Newspaper Row, that +had been to me like an enchanted land. After twenty-seven years of hard +work in it, during which I have been behind the scenes of most of the +plays that go to make up the sum of the life of the metropolis, it +exercises the old spell over me yet. If my sympathies need quickening, my +point of view adjusting, I have only to go down to Park Row at eventide, +when the crowds are hurrying homeward and the City Hall clock is lighted, +particularly when the snow lies on the grass in the park, and stand +watching them awhile, to find all things <!-- Page 134 -->coming right. It is Bob who +stands by and watches with me then, as on that night."</p> + +<p><strong>TALENT IN THE BUD AND BLOSSOM</strong></p> + +<p>The big important lesson underlying all of these concrete examples is that +the individual of this type never ought to attempt to do any kind of work +in which success depends upon physical effort. Whatever talents he may +have will express themselves always best in an intellectual way. It may be +art, it may be music, it may be machinery, it may be business, it may be +mining or agriculture, it may be any one of many other active pursuits +which have also a purely intellectual side. In his early youth his mind +naturally turns to the more material manifestation of his talent. But, +with proper training and given the proper opportunities, he will always +gravitate surely to the mental and intellectual phases of his bent. The +boy who is interested in machinery may become an inventor or he may become +a playwright or an author. The boy who is interested in plants and flowers +may become a botanist or a naturalist, or, perhaps, even a poet. The boy +who is deeply interested in battles and fighting may be far better adapted +to the profession of historian than to the trade of soldier. The boy who +likes to build houses and factories in his play, and seems to be deeply +interested in the construction of edifices, may not be fitted to become a +contractor or a draughtsman. If he is of this intellectual type, he is far +more likely to become an architect, or, perhaps, to idealize his talents +even further and devote himself to literature on the subject of +architecture, home planning, and home decoration. The boy of this type, +who in his youth seems to take a particular interest in horses, cattle, +dogs, and other animals, may not necessarily be best qualified for a stock +breeder or a dairyman. Possibly he should become a veterinarian or even a +physician and surgeon. Or his bent may be in the direction of science, so +that he makes a name as a naturalist.</p> + +<p>The first and most important thing for people of this type, <!-- Page 135 -->and for +parents having children of this type, is to get it firmly fixed in their +minds, once for all, that they are not fitted for hard physical work. The +next important thing, of course, is to secure a broad and complete +education along general lines. If there is any striking and particular +talent along any one line, such an education is more than likely to bring +it out and to cause it to seek further development. In case there is no +such distinct predilection manifested, further and more minute study of +the individual will have to be made in order to determine just what kind +of intellectual work will give him the best opportunities for success and +happiness. Even in the want of such a careful analysis, it is, +nevertheless, true that an individual of this type, who has no marked +inclination toward any one form of mental activity, is always far better +placed, far happier, and far more successful if trained to do any kind of +intellectual work than if left untrained and compelled to try to earn his +own living by the use of his bones and muscles.</p> + + +<!-- Page 137 --> +<hr /> +<p><a name="pg137" id="pg137"></a></p> +<h2>CHAPTER V</h2> + +<h3>THE FAT MAN</h3> + +<p>When we were children and went to the circus, our favorite performer in +the sawdust ring was always the clown, and our favorite clown was the fat +one. In fact, we do not remember ever having seen a clown who was not a +fat man.</p> + +<p>Alas! how many were the tribulations of our rotund friend! How he was +buffeted, and paddled, and slapped! How often he tumbled and fell! How +maliciously inanimate objects flew up and hit him in the face! How +constantly his best efforts went for naught, how invariably he was +misunderstood! How great was the glee with which everybody persecuted him +and knocked him about the ring! And yet, notwithstanding all his troubles, +did he win from us a sympathetic sigh or even the fraction of a tear, +except tears of laughter? All his troubles seemed funny to us.</p> + +<p>Millions are still laughing at the comic tribulations of dear old John +Bunny, although he has gone beyond the power of things to trouble him. We +have laughed and are still laughing at Thomas Wise. From the days of +Falstaff down to those of the "movies," we have enjoyed laughing at the +plights of a fat man on the stage.</p> + +<p><strong>FAT MEN RULE THE WORLD</strong></p> + +<p>In real life it is much the same. Every fat man knows that only by unusual +patience, good nature, and friendly tolerance can he live with his +fellows. He is the butt of all jokes; he must smile at a constant patter +of pleasantries about his unusual size. He hears the same old stupid japes +over and over and over again. If he weren't the prince of good fellows and +the best-natured man in the world, it would fare ill for those who torment +him.</p> + +<p>As a matter of fact, it may be better for the rest of us than <!-- Page 138 -->for the fat +man that he is good natured, easy going, genial, fond of a good laugh; +because fat men rule the world. Perhaps that is why it is so funny to us +to see them in trouble. It is one of the foibles of humanity always to +find pleasure in the mishaps of its rulers and superiors. The pranks of +the schoolboy are intended to cause perplexity and distress to his +teacher. This is true of the college youth in his playfulness. The same +human trait manifests itself in a thousand other ways.</p> + +<p>The fat man was born to rule. He enjoys the good things of life. He is +fond of luxuries. He has a keenly developed sense of taste, and a nice +discrimination of flavor. He likes to wear good clothing. He likes soft, +upholstered chairs, comfortable beds, a goodly shelter. Like old King Cole +(always pictured in our nursery books with a Garguntian girth), he enjoys +"his pipe and his bowl and his fiddlers three." He is fond of a good joke, +and laughs more heartily than any one else at it. In fact, enjoyment and +pleasure may be said to be the keynote of the typical fat man's +personality. But he is too heavy for physical activity. His feet are too +small for the weight of his body. He does not care for strenuous physical +exercise. It is not his idea of a good time to follow a golf ball all over +a twenty-acre field. He does it only because he thus hopes to reduce his +flesh and enable himself to become once more the romantic figure he was in +his youth. For, while the fat man may be a master of comedy, and while he +may be a ruler of the people, he is not romantic. The big fellows do not +well sustain romantic rôles, except in grand opera, where nearly +everything but the music is illusion and elusive. Our novelists all tell +us that as soon as a man's girth begins to increase, he looks ridiculous +in a fine frenzy. J.M. Barrie makes a very keen point of this in his story +of Tommy and Grizel. It was the increasing size of his waist band that +drove poor Tommy to such extreme measures as to cause his final downfall +and death. His one great aim in life was to be romantic, and when the lady +of his desires giggled about his increasing size it was too much.</p> + +<p><!-- Page 139 -->Scientific research, philosophy, and the more strenuous and concentrated +forms of mental activity seem to require a certain degree of asceticism in +order to be wholly efficient. We are told that the person who feeds too +well causes his mind to grow rather ponderous in its movements. He is +inclined to fall asleep if he remains quiet and practices severe mental +concentration for too long a time.</p> + +<p><strong>HE PLANS WORK FOR OTHERS</strong></p> + +<p>If, therefore, the fat man cannot work at physical labor, if he is not +fitted for romance, if he is incapacitated by his love of the good things +of life for severe mental labor, what can he do to fill his purse, supply +his table, clothe his portly person, and surround himself with the +elegancies and luxuries which are so dear to his heart?</p> + +<p>Evidently the fat man found out long ago that the eager, active, restless, +energetic, muscular, raw-boned soldier and workman was far more interested +in the exercise of his muscles and in outdoor activity than he was in +securing niceties and luxuries. He also learned that the thinker, the +philosopher, the scientific experimenter, and all who took delight in +mental effort were more deeply interested in their studies, in their +research, in their philosophies, and in their religions than they were in +money, food, clothing, and shelter. So he set about it, with his jovial +personality, his persuasiveness, and keen sense of values, to organize the +thinkers and philosophers under his direction, so that he could take and +use for himself the product of their mental labors. He was perfectly +willing to agree to feed and take care of them, to clothe and shelter +them, in return for what they could give him. They didn't eat much. They +didn't care much for fine clothing. They were perfectly satisfied in very +plain and rather ascetic surroundings. They were, therefore, a rather +inexpensive lot of people for him to keep.</p> + +<p>Taking the plans, schemes, inventions, and discoveries from those who +thought them out, the fat man carried them to the muscular fellows, who +were just spoiling for a fight or <!-- Page 140 -->for some opportunity to exercise their +physical powers. These he organized into armies—to fight, to till the +soil, and to build and manufacture. These armies carried out the ideas the +fat man got for them from the lean and hungry thinkers. They gloried in +hardship. They rather enjoyed roughing it, and took delight in privation. +Therefore, they also were a comparatively easy burden on the hands of the +fat man; who was thus enabled to sit upon a golden throne, in a +comfortable palace, surrounded by all the beauties and luxuries gathered +from the four winds, and enjoy himself while directing the work of both +the intellectual giant and the physical giant.</p> + +<p><strong>THE SLENDER SCHOLAR AND THE RUGGED SOLDIER</strong></p> + +<p>Kant, Schopenhauer, Hegel, Spencer, Emerson, and Bergson were +philosophers, and were all lean and slender men. Lord Kelvin, Lister, +Darwin, Curie, Francis Bacon, Michelson, Loeb, Burbank, and most of our +other scientists are also of the thin, lean type. Shakespeare, Longfellow, +Holmes, Ruskin, Tindall, Huxley, and a long list of other intellectual and +spiritual writers were men who never put on much flesh. James Watt, Robert +Fulton, Elias Howe, Eli Whitney, S.F.B. Morse, Marconi, Alexander Graham +Bell, the Wright Brothers, and nearly all of our other great inventors +have also been men whose habit was slender. Alexander, Napoleon, +Washington, Grant, Kitchener, and most of our other great soldiers, while +robust, are of the raw-boned, muscular type. They do not belong in the +list of the fat men. The same is true of our great railroad builders, of +Stanley, Peary, Livingston, and other explorers, of De Palma, Oldfield, +Anderson, Cooper, Resta, and our other automobile racing kings. You look +in vain among the aviators for a huge, rotund figure. Spend a week in New +York City looking over subway workers, structural iron workers, guards, +brakemen, motormen, carpenters, bricklayers, truckmen, stevedores, and +boatmen. Go out into the country, look over the farm hands, the gardeners, +the woodsmen, and all who work with their hands in the midst of nature, +and in all the list you will find very few, if any, fat <!-- Page 141 -->men. Fat men are, +therefore, doing neither the actual intellectual nor the actual physical +work of the world.</p> + +<p><strong>THE FAT MAN'S MODERN THRONE</strong></p> + +<p>Study butchers, bakers, chefs, provision merchants, and others who deal in +food products. Among them you will find a good many corpulent figures. +They are interested in good things to eat. They know how to handle them. +They know how to purchase them, and they know how to sell them. They are +able to tickle the palate of the lean and hungry scholar, of the robust +and active soldier or worker, and, especially, of men as epicurean as +themselves. They are, therefore, successful in the handling of food +products. Go a little further—study foremen, superintendents, managers, +and presidents of corporations. In many a large upholstered chair, which +represents, in our modern life, the golden throne of the olden days, you +will find a fat man. Here, as of old, they are taking the ideas of the +thinkers and the muscular powers of the workers, and combining the two to +make profit for themselves. At the same time, they are finding for the +thinker a market for his ideas that he himself could never find. Unless +the fat man fed him, the lean man would become so lean that he would +finally die of starvation. The big fellow is also finding a market for the +muscular power, energy, and skill of the worker; a market which the +worker, by himself, could never find.</p> + +<p><strong>THE FAT MAN'S VALUABLE SERVICE</strong></p> + +<p>Recently we made a study of a large corporation. Amongst other things, we +found it required ten thousand dollars capital to provide the building, +machinery, help, tools, advertising, selling, and other necessities of +that business for every employee on the payroll. It also required unusual +organizing ability and unusual selling ability to gather together the +means for manufacturing the product and getting it into the hands of the +consumer. It also required considerable genius to collect the money for +the product and apply it to the needs of <!-- Page 142 -->the workers in the form of +payroll. These services of the fat man are often forgotten by those who +work under his direction.</p> + +<p>In order that huge industries may be built up and employment secured for +hundreds of thousands of men, large bodies of capital must be gathered +together. This is a work for financiers. Go down into Wall Street, in New +York; La Salle Street, in Chicago; State Street, in Boston, and look over +the financiers there. A considerable number of them are fat men. Because +thinkers and workers cannot appreciate financial value, many of them +complain loudly because the fat man sits in an easy chair and reaps the +profits from their efforts. They restlessly agitate for an economic system +which will yield them all the profits from their ideas and labor. They +want to eliminate the capitalist—to condemn the fat man to a choice +between scholarship or working as they work and starvation. They know +human aptitudes so vaguely that they want to turn the corpulent into farm +hands or philosophers and the great mass of lean and bony into financial +rulers.</p> + +<p>There is a prevalent notion among the unthinking that capital takes about +four-fifths of the products of labor's hands and keeps it. A committee of +the American Civic Federation, after three years of careful investigation +in industries employing an aggregate of ten million workers, found that +this idea is based upon the assumption that capital gets and keeps all the +gross income from production except what is paid to labor. It leaves out +of account the cost of raw materials, the upkeep of buildings and +machinery, and miscellaneous expenses. When these are subtracted from +gross income, the committee found, labor receives two-thirds of the +remainder in wages and salaries, capital one-third for interest, upkeep of +capital, and profit.</p> + +<p><strong>FINANCIER AND JUDGE</strong></p> + +<p>With some exceptions, neither the deep thinker nor the hard physical +worker is capable of handling finances. They are lacking in financial +acumen, due, no doubt, to the fact that the <!-- Page 143 -->thinker is interested chiefly +in the object of his thought, the worker chiefly in the exercise of his +powerful muscles. Neither of them is sufficiently eager for the good +things of life to have a true and unerring sense of financial values. The +lean man is nervous. He is inclined to be irritable; he probably lacks +patience. Therefore, he is not well qualified to judge impartially. The +active, energetic, restless man is not contented to sit quietly for hours +at a time and listen to the troubles of other people. He must get away, be +out of doors, have something to do to exercise those splendid muscles of +his. Therefore, it is left to the fat man to sit upon the bench, to listen +to tiresome details of the woe of those who have had trouble with one +another. Because he is neither nervous nor irritable; because his mind is +at rest; because he is well fed and well clothed and has no need to be +anxious, he can take time to be impartial and to judge righteous judgment +between his fellowmen. And so you will find fat men on the bench, in +politics, in the halls of legislature, on the police force, and in other +places where they have an opportunity to use their judicial ability.</p> + +<p><strong>HOW MISFITS HAPPEN</strong></p> + +<p>So unerring is the fat man's judgment of values, as a general rule, that +it is not at all likely that he would ever find himself a misfit were it +not for the fact that many men are lean and slender or muscular and robust +up to the age of 30 or 40, and after that put on flesh rapidly. These men, +therefore, are often deceived in regard to themselves. In the slenderness +of youth, they feel active and are active. In short, they have the +qualities, in these early periods of their life, which we should expect in +men of similar build. They are, therefore, too likely to enter upon +vocations for which they will find themselves unfitted as the years go by +and they put on more flesh. It often happens that men of this class +graduate from the ranks of thinkers or workers into the ranks of managers, +financiers, bankers, and judges, as they put on flesh and become better +and better adapted for that particular <!-- Page 144 -->kind of work. The only trouble is +that sometimes they are not well enough trained—they do not have +sufficient education for the higher positions. In these cases they remain +misfits. Oftentimes they succeed in getting into positions of +comparatively mediocre executive nature, when they could assume and make a +success of very much higher positions if they had a true knowledge of +their vocations.</p> + +<p><strong>A FAT MAN'S SUCCESS</strong></p> + +<p>The story of Hon. Alfred L. Cutting, of Weston, Massachusetts, perhaps +illustrates as well as any other in our records the aptitudes and +vocational possibilities of this type. Mr. Cutting comes of good old New +England stock, his ancestors on both sides having settled in Massachusetts +comparatively early in the seventeenth century. His father and his +grandfather before him were merchants, and young Alfred began working in +the parental general store as soon as he had finished school.</p> + +<p>As a youth, Mr. Cutting was quite distinctly of the bony and muscular +type, being very active, fond of rowing and fishing, a great lover of +nature and of long tramps through the beautiful hills of eastern +Massachusetts. As he entered manhood, however, he began to put on more +flesh and to take less interest in strenuous outdoor sports. At the same +time, he began to take a hand, in a quiet, modest way, in the town +politics of Weston. While still a comparatively young man, he was elected +a member of the board of selectmen of this town and has held this position +with singular acceptability to his fellow-citizens almost continuously +ever since.</p> + +<p>For a number of years, Mr. Cutting was associated with his father and +brother in the general store, but, as time went on, he became ambitious to +enlarge his activities. He, therefore, assisted in the organization of the +New England branch of the Sheldon School, of Chicago, and was its manager +for a number of years. When he first undertook this work, Mr. Cutting had +never made a public speech in his life, and, while he was interested in +politics and ambitious for success along <!-- Page 145 -->this line, he felt greatly +handicapped by what he considered to be his inability to face an audience +acceptably. It was at about this time that we first formed the +acquaintance of Mr. Cutting and, upon consultation, informed him of his +natural aptitudes and talents. He immediately began a careful study of +public speaking, supplementing this study with actual practice both in +politics and in his capacity as manager of the Sheldon School. In 1908 and +1909 he was a member of the House of Representatives for the State of +Massachusetts, gaining credit for himself as a member of important +committees and rendering to his own constituency unusually faithful and +efficient service.</p> + +<p><strong>SUCCESS IN EXECUTIVE CAPACITY</strong></p> + +<p>As manager for the Sheldon School, Mr. Cutting selected and trained a +number of salesmen and assistants in the leadership of whom he did +excellent work, he himself delivering lectures before boards of trade, +chambers of commerce, trade conventions, and other such bodies in all +parts of New England. He has since, however, given up this particular line +of work to devote himself to politics, to his civic duties, and to the +management of his growing mercantile business. He is, at present, chairman +of the board of selectmen for the town of Weston, an office which he has +held with distinction for five years. He is also a member of the executive +committee of the Republican Club of Massachusetts. In 1913 he was the +Republican candidate for representative in Congress for the thirteenth +district, at the special election held during that year to fill the +vacancy caused by the promotion of the Hon. John W. Weeks to the United +States Senate. This was the year when the Progressive vote was very large +and the Republican candidate for governor in Massachusetts was thousands +of votes behind the Progressive. Notwithstanding this unusual political +situation, Mr. Cutting, though not elected, led his Progressive opponent +by more than 3,000 votes, and, by his splendid leadership, helped lay the +foundation for the Republican victory in the same district the following +year. At <!-- Page 146 -->this writing, Mr. Cutting has just won a notable victory at the +polls, having been elected a member of the board of county commissioners +for Middlesex County by a very large plurality. He carried every district +in the county except two, and in nearly every district he ran far ahead of +his ticket.</p> + +<p><strong>POLITICAL PRINCIPLES AND PRACTICES</strong></p> + +<p>Mr. Cutting's ability, however, is by no means fully indicated by the +offices which he has held. He has never been an office seeker, but has +preferred rather to work as a political leader. His great interest in +politics arises, first, from his ardent desire for excellence and +efficiency in the public service. Under his leadership, the town of Weston +has built and maintains more miles of excellent roads, at less cost to the +tax payer, than any other town of its area in the State. Its schools and +other public institutions are similarly efficient and conducted with a +similar degree of economy. Second, Mr. Cutting enjoys politics because he +loves the game. Like all true sportsmen, he plays to win, but is neither +chagrined or cast down if he loses. He is always able to rejoice with the +victor if beaten in a fair fight.</p> + +<p><strong>FINANCIAL ACUMEN</strong></p> + +<p>Mr. Cutting is one of the organizers of the Metropolitan Bank of Boston, +and a prominent member of its board of directors, thus indicating his +growing interest in financial matters.</p> + +<p>The portraits of Mr. Cutting, shown on pages 126 and 127, are well worthy +of study. In them are evident his cheerfulness, his geniality, his +shrewdness, his friendliness, and his honesty of purpose. These are shown +largely in the expression, but also in the full, found development of his +head just above the temples, in his long back head, and in the general +squareness of the head. This squareness, especially in the back, indicates +also his prudence, his tendency to take precautions and, through +foresight, to forestall disaster. The narrowness of the head, just above +the ears, indicates mildness <!-- Page 147 -->of disposition and an ability to secure his +ends by tact, diplomacy, and intellectual mastery rather than by open +combat and belligerency. The fulness of the eyes indicates Mr. Cutting's +command of language, and the broad, square chin his determination and +deliberation; the long line from the point of the chin to the crown of the +head, his love of authority and his ability to lead and to rule.</p> + +<p><strong>INDICATIONS OF APPROACHING STOUTNESS</strong></p> + +<p>The man of slender build who has indications clearly marked and easily +recognizable of approaching stoutness should prepare himself for +executive, financial, judicial, or merchandising work. He should study +law, economics, finance, banking, politics, political economy, public +speaking and other such branches. If he has the ability to write, he +should prepare himself to write on financial or political subjects. Many +of our most noted political writers are fat men. Such writers as Alfred G. +Lewis, Samuel G. Blythe, and others are good examples of this type.</p> + +<p>Indications of approaching stoutness are not difficult to detect. Heredity +has a powerful influence. The young man who resembles his father in facial +appearance and coloring, will probably grow stout if his father is a fat +man. When the face inclines to be round, the cheeks rather full, and the +lips full, there is a fair probability that the individual will take on +flesh. A concave form of face is also another good indication. The concave +face is shown in Figure 31. It will be seen that it is prominent at the +point of the chin, and not so prominent at the mouth, and prominent at the +top of the forehead, near the hair line, and not so prominent at the +brows. The nose, also, is inclined to be sway backed. Another indication +which should have a bearing in the choice of a vocation is the thickness +of the neck, especially, at the back, and a fulness of the back head, at +the base of the brain. Such fulness is shown in Figure 16.</p> + +<p>Wideness of the head, in comparison with length and height, is also +another indication that the individual may put on flesh <!-- Page 148 -->as he grows +older. The man or woman who has a majority of these indications will do +well to prepare himself or herself for a position of command.</p> + +<p>The world is a richer, pleasanter, better fed, better clothed, and happier +place because of its fat men. It is true, they enjoy the good things of +life themselves, but, as a general rule, they also like to see others +enjoy them, and well deserve the rich rewards they reap. We are glad that +so few of them are ever poor and hungry.</p> + + +<table> +<tr> + <td><!-- Page 149 --> <a name="fig17" id="fig17"></a> <img src="images/fig17.jpg" alt="Beaumont" width="450" height="595" /> +</td> +<td><strong>Fig. 17</strong>. Beaumont, Aviator. His square jaw, strong +chin, large nose, large ear, convex profile, and alert, keen expression +all indicate activity, energy, love of motion, desire for speed, and +physical courage. +</td> +</tr> +<tr> + <td><!-- Page 150 --> <a name="fig18" id="fig18"></a> <img src="images/fig18.jpg" alt="Lincoln Beachy" width="450" height="520" /> +</td> + <td> Photo by Paul Thompson. N. <strong>Fig. 18.</strong> The late Lincoln Beachy, + Aviator. A man of consummate physical courage and coolness. Note long lines + of face and unusually long, prominent chin. </td> +</tr> +<tr> + <td><!-- Page 151 --> <a name="fig19" id="fig19"></a> <img src="images/fig19.jpg" alt="Col. George W. Goethals" width="450" height="620" /> +</td> + <td> <em>Copyright by Harris & Ewing</em>. <strong>Fig. 19.</strong> Col. + George W. Goethals, Builder of the Panama Canal and Governor of Canal Zone. + Of the intellectual but bony and muscular type. Short, stocky, enduring, + and resistant. Finer and kindlier than Fig. 20 or Fig. 21, as shown by texture + and expression, but firm, dogged, and just. A natural-born executive for + construction or mechanical work. Note firm mouth and chin, with slight droop + at corners, showing determination and self-control. </td> +</tr> +<tr> + <td><!-- Page 152 --> <a name="fig20" id="fig20"></a> <img src="images/fig20.jpg" alt="Field Marshal von Hindenberg" width="450" height="620" /> +</td> + <td> <em>Copyright American Press Association</em>. <strong>Fig. 20</strong>. +Field Marshal von Hindenberg, of the German Army. A splendid example of +the bony, muscular type. Unusually determined, persistent, enduring, and +resistant. Prudent, far-sighted, dogged, unsentimental, capable of +enduring great hardship. Note short, stocky build; big, square chin and +jaw; long, square head; relentless expression of mouth and eyes; coarse +texture, and big, heavy-tipped nose. A great executive, especially as a +relentless driver and rigid disciplinarian. +</td> +</tr> +<tr> + <td><!-- Page 153 --> <a name="fig21" id="fig21"></a> <img src="images/fig21.jpg" alt="Rear Admiral Frank e. Beatty" width="450" height="575" /> +</td> + <td> <em>Copyright American Press Association</em>. <strong>Fig. 21.</strong> + Rear Admiral Frank E. Beatty, of the American Navy. A fine example of the + bony and muscular type. Rugged and enduring, keen, alert, and resourceful. + Finer and kindlier than von Hindenberg, but not quite so fine, intellectual + and kindly as Goethals. Just and determined as an executive, of which he + is an excellent type. Note finer texture and more genial expression. </td> +</tr> +<tr> + <td><!-- Page 154 --> <a name="fig22" id="fig22"></a> <img src="images/fig22.jpg" alt="William Lloyd Garrison" width="450" height="600" /> + </td> + <td> <strong>Fig. 22.</strong> William Lloyd Garrison, the Great Abolitionist. + A man of the bony and muscular type, with the passion of his type for freedom. + A man of high ideals, great courage, determination, and perseverance. Note + large, well-formed features; forehead prominent at brows; long upper lip, + and high, spirited expression. Such a man cannot be overlooked. </td> +</tr> +<tr> + <td><!-- Page 155 --> <a name="fig23" id="fig23"></a> <img src="images/fig23.jpg" alt="Samuel Rea" width="450" height="570" /> +</td> + <td> <em>Photo by Pach, N.Y.</em> <strong>Fig. 23</strong>. Samuel Rea, Railroad +Builder and Executive. Very alert, keen, practical, matter-of-fact, +hard-headed; a good observer, a quick thinker. Very decisive, determined, +and persistent. Understands construction, mechanics, and operation. Note +well-developed brows; moderately low, square forehead; height of crown; +width of head; large, well-formed nose, mouth, chin, jaw, and ears, and +keen, but calm, self-possessed expression. +</td> +</tr> +<tr> + <td><!-- Page 156 --> <a name="fig24" id="fig24"></a> <img src="images/fig24.jpg" alt="Lon Wescott Beck" width="450" height="550" /> +</td> + <td> <strong>Fig. 24.</strong> Lon Wescott Beck, the Sign Poster of Death Valley. + An out-of-doors man. Loves grandeur of scenery, wide spaces. Note long, + square, prominent chin; long lines of face; width between eyes, and width + at top of head. </td> +</tr> +</table> + +<!-- Page 157 --> +<hr /> +<p><a name="pg157" id="pg157"></a></p> +<h2>CHAPTER VI</h2> + +<h3>THE MAN OF BONE AND MUSCLE</h3> + +<p>Consider the record of the man of action.</p> + +<p>He built the pyramids and temples of Egypt, raised up the monuments and +artistic triumphs of Greece, fared forth across the plains of Arabia and +the deserts of Africa on horses and camels before the dawn of history. He +wore the coat of mail of the Roman legion; he penetrated through the +northernmost forest of Europe; he pioneered in barbarous England. +Thousands of years ago he built ships and sailed them, and, finally, drove +them across the sea. Thus he found two new continents. In America, he cut +down forests, built roads, established industry, fought battles for +freedom, invented and built steamships, telephones, telegraphs, cotton +gins, aeroplanes, railroads, submarines thousands of electric light and +power stations, and millions of shops and factories. He explored darkest +Africa; found both the North and the South Poles. This man drives his +steamships at thirty knots an hour, his locomotives at 70 miles an hour, +his automobiles at 100, and his aeroplanes at 120. He is setting higher +and yet higher records for running, leaping, swimming, rowing, throwing +weights, and driving horses. He has organized great athletic contests, +baseball leagues, tennis associations, golf clubs, and other organizations +for the promotion of physical activity. The man of bone and muscle has +climbed to the peaks of all the mountains of the world; has dug down into +the depths of the earth after her treasures of gold and silver and the +baser metals, precious stones, and other products of the mines. This man +tills the fields, manufactures all fabricated products, and carries goods +to the ends of the earth. This active type mans navies, fills the ranks of +armies, erects great buildings, and cut through the backbone of a +continent.</p> + + +<!-- Page 158 --> +<p><strong>ACTIVITY AND SPEED</strong></p> + +<p>This man loves motion. He is not satisfied with slow, languid motion, but +demands speed, greater and ever greater speed. And so his horses, his +locomotives, the machines in his factory, his automobiles, his aeroplanes, +his motor-cycles, his farm implements, his ocean liners, his motor boats, +are being constantly studied, constantly improved, and constantly raised +to higher and higher performances in speed of production, speed of +transportation, speed of accomplishment.</p> + +<p>This man not only demands speed, but he demands space. The man who can +travel at a hundred miles an hour needs many hundred miles in which to +travel. This is why nearly all of his activities are in the big +out-of-doors; this is why he is constantly exploring and pioneering in +order to extend his boundaries. He has a craving for more space in which +to breathe, more scope of action.</p> + +<p>This ardent and irrepressible desire for physical freedom, for physical +liberty of action, also leads to the desire for political and economical +freedom. All of our great liberators, from Moses down to Lincoln, have +been men of this active, muscular, bony, type. Because they desire freedom +for themselves, they want freedom for everyone else. They often go to +extremes and strive to secure freedom for those who have no use for it, +who do not care for it after it is won for them, and who only abuse it +when they should enjoy its blessings.</p> + +<p><strong>THE MAN OF MUSCLE GROWS A BRAIN</strong></p> + +<p>In the early days of the race, the man of this type had little +intelligence. He was supposed to be, principally, bone and muscle with no +brain. He did the physical work which was assigned to him and other men +did the thinking, the planning, and the directing. But, as the race has +increased in intelligence, the man of bone and muscle has developed a +brain. Manual skill, educators tell us, is one of the best of all means +for gaining knowledge and increasing intelligence. So now the muscular man +can think, now he can plan, now, especially, <!-- Page 159 -->does he manifest his +thinking, planning and constructive ability along lines for increasing +speed, getting more out of machinery, buildings, inventions, manufacture, +agriculture, horticulture, transportation. In all these lines the man of +action is also a man of thought. This is well; this is an improvement, and +our active, hustling, pioneer type of man is happier, more efficient, more +prosperous in his intelligent state than he was in his purely physical +state. But here, also, he gets into trouble. So long as his mental +activity is accompanied by considerable physical activity, his health is +good, he is satisfied, he enjoys his work and he is successful in it. But +the time comes when the work to be done by brain becomes so important that +many men of this type give up physical activity entirely and devote all of +their time to mental work.</p> + + +<p><strong>THE ACTIVE MAN'S DILEMMA</strong></p> + +<p>Strange that we have not learned that any faculty possessed must be +exercised or the possessor surely falls into evil ways. Strange that we +have not seen that the man who explores the unknown world in mighty +pioneering work, who frees it from oppression, who carries on its +tremendous physical and industrial development, could never be satisfied +if imprisoned within the four walls of an office. Thus hampered and +confined, unless he finds expression for his speed mania, he grows +irritable, ill, nervous, depressed. He troops, by the thousand, into the +consulting rooms of the physician and surgeon. And always and always is +the same prescription given: "You must get away from your work; you must +get out into the open; you must get plenty of outdoor exercise."</p> + +<p>Exercise, exercise, exercise, has become the slogan. Magazines are devoted +to it. Whole libraries of books are published showing the relationship +between exercise and health. Sanitariums multiply whose principal means of +cure are located in the gymnasium, in the garden, in the woods, at the +wood pile, and on the farm. Fortunes have been made in the manufacture of +the equipment for exercise: Indian clubs, dumb bells, and whole shiploads +of so-called sporting goods, the <!-- Page 160 -->object of all of which is to enable the +active man to get some relief from the ache of his muscles or nerves due +to lack of exercise.</p> + +<p><strong>EXERCISE FOR EXERCISE'S SAKE DULL</strong></p> + +<p>But the man of muscle is, as we have said, frequently a man of brains. He +has common sense; he has a desire for accomplishment and achievement. To +such a man, the mere pulling of cords, or the swinging about of his arms +and legs, the bending of his back, just for the sake of exercise, seems a +trifle stupid.</p> + +<p>Very few men of this type ever keep up exercise for exercise's sake for +any very long period of time. They read in some magazine about the +benefits of exercise. Perhaps, on account of some trouble, they go to +their physicians, and exercise is prescribed. So, with a great show of +resolution and not a little feeling of martyrdom, they buy a pair of +Indian clubs, or wall exercisers, or a weight machine, or, perhaps, merely +buy a book of "exercises without apparatus," and make up their minds to +take their exercises regularly every morning. At first they attack the +task with great enthusiasm—but it is still a task. Perhaps marked +improvement is shown. They feel much better. They push out their chests +and tell their friends how they get up, take a cold bath every morning, +and then take ten or fifteen or twenty minutes of rapid calisthenics. In a +righteous glow, they relate how it shakes them up and makes their blood +course through their veins; how they breathe deeply; how the process +clears out their heads; and how much better they feel They wind up: "You +ought to do it, too, old man; it would make you young again."</p> + +<p>By and by, however, to stand gazing blankly at the wall of a bathroom, or +out of the window of a bed-chamber, and put your arms up five times and +then straight forward five times, then repeat five times, etc., etc., +grows dull. You lose interest You hate the task—you revolt. Even if, by +power of will, you keep it up, you do so under protest. It is a physical +truth that that which is disagreeable is also physically harmful. In order +<!-- Page 161 -->to be wholesomely nourishing, food must taste good. The same is true in +regard to exercise. There is no very great benefit in exercise which is +drudgery.</p> + +<p><strong>WHEN GAMES PALL</strong></p> + +<p>To take the "task" element out of exercise, many kinds of games have been +invented—some indoor, some outdoor, some for men of little activity, some +of great strenuousness and even danger. But it requires a particular type +of man or woman to take interest in a game, to play it well and +profitably, as a form of exercise. To enter into a game whole-heartedly, +one must have a keen zest for combat. The man who plays purely for the +sport, and not to win, doesn't win. And the man who doesn't win, loses +interest. Not all men, not even all active men, have this desire to win. +To them a game soon becomes dull—nearly as dull as any other form of +exercise. They do not see that they are any further ahead in anything +worth while simply because they have knocked a golf ball about more +skilfully—or luckily—than some other fellow, or pulled a little stronger +oar than their opponents. There are plenty of men to whom it is +humiliating to be beaten, who are not good losers, and because they are +not good losers they are not very often winners. Such men do not really +enjoy games at all, and, as a general rule, do not play them with +enthusiasm and persistence.</p> + +<p>For those, then, who do not enjoy calisthenics of any kind, who take very +little interest in games and contests, there remain, for exercise, +gardening, farming, carpentry, forestry, hunting, fishing, mountain +climbing, and other such forms of physical activity. All of these, +however, require considerable leisure, and some financial investment. They +are out of the reach of many of those in lower clerkships and other such +employment. These men, by the thousands, work in offices which are, +perhaps, not as well ventilated as they should be, under artificial light. +They travel to and from their work in crowded street cars and subways, and +live in little dark, narrow flats and apartments, with one window opening +out on <!-- Page 162 -->sunlight and fresh air, and all other windows opening on courts +and so-called light and air-shafts. Golf, tennis, baseball, rowing, etc., +are good forms of exercise for these men—but few of them care for games. +Gardening, forestry, carpenter work, mountain climbing, hunting, or +fishing are out of the question in a city flat. So the majority jump up in +the morning, hurry on their clothes, snatch a bite of breakfast, run for a +car, get to work, burrow in the warrens of industry until lunch time, rush +out, snatch a sandwich and a cup of coffee at some lunch counter, and back +to work again until dinner time. Another dive into the bowels of the earth +in the subway, home to the little flat, dinner at seven o'clock or even +later, and then the short evening. This little time from eight o'clock +until ten at night is practically the only time the worker has for +himself, except for holidays and his annual two weeks' vacation. How shall +he get sufficient physical exercise during that time to satisfy all his +needs? If he is so constituted that he enjoys such things, he may go to a +gymnasium or to a bowling alley, but he is just as likely to go to a pool +room or to a dance hall. Of course, it is far better for him to play pool +or to dance than to sit quietly at home, as many do.</p> + +<p><strong>SOLUTION OF THE PROBLEM</strong></p> + +<p>This whole question is a serious one. Even those who have the time, the +means, the opportunity, and the inclination find themselves confronted +with problems. Even with all of their opportunities, most of them do not +get enough outdoor physical activity. And so they fret, they fume, they +beat their wings against the bars, they are unhappy, dissatisfied, and +therefore, oftentimes inefficient and unsuccessful. Even when they are +successful, they have fallen far below what they might have accomplished +had they been engaged in some vocation which would have given them not +only physical activity out of doors, but <em>some intense vital interest</em> in +the <em>result</em> of that activity. In other words, their vocation should +supply them with the necessary physical exercise as part of the day's +work. They should see themselves advancing, making money, achieving +<!-- Page 163 -->something worth while, creating something beautiful or useful, making a +career for themselves, instead of merely playing or exercising for the +sake of exercise. Then they would be happier. Then they would be better +satisfied with their lot. They would be more efficient and far more +successful.</p> + +<p>Current literature abounds in true stories of those who have gone forward +to the land and have found help, happiness, and success in the cultivation +of the soil. This one has redeemed an abandoned farm in New England. That +one has taken a small ten-acre farm in southern California. Another has +carved out health, happiness, and a fair degree of fortune for himself on +the plains of Washington or Idaho, or among the hills of Oregon. Old +southern plantations have been rehabilitated at the same time with their +new owners or tenants.</p> + +<p><strong>ONE MAN'S "WAY OUT"</strong></p> + +<p>Near Gardiner, Maine, is a little forty-five acre poultry and fruit farm +which pays its happy owner $3,800 a year clear of all expense. Seven years +ago this farm was abandoned by its former owners, who could not make it +pay. Five years ago it was purchased by its present owner for a song—and +only a half-line of the song was sung at the time. He was a clerk who had +lived the little-flat-dark-office-and-subway life until tuberculosis had +removed him from his job and threatened his life. Farm work—on his own +farm—proved to be a game at which he could play with zest and success. +The stakes were a life and a living—and he has won. We—and you, too, no +doubt—could multiply narratives from observation and experience, to say +nothing of reading.</p> + +<p><strong>A WORLD OF OPPORTUNITY</strong></p> + +<p>All these experiences and the reports of them are both a part of and a +stimulus to the "back to the land movement." This movement has its +mainspring in two plain economic facts, namely: first, clerical and other +indoor vocations have become overcrowded; second, while crops grow bigger +year by year, the number of mouths to feed multiplies even faster, and +<!-- Page 164 -->unless more land is tilled and all land cultivated more intensively, we +shall eat less and less, as a race, and pay more and more for what we eat. +Here is opportunity for the men of bone and muscle—opportunity for +health, prosperity, usefulness to humanity, enjoyment and happiness. Other +opportunities lie in the conservation of our forests and the planting and +development of new timber lands; in the building up of new industries for +manufacturing our raw materials; in restoring the American flag to the +seas of the world; in extending our foreign trade; in opening and +operating inland waterways; in irrigating or draining our millions of +square miles of land now lying idle; in the development of Alaska, and the +harnessing of our great mines of "white coal"—water-power.</p> + +<p>Our foreign trade requires men of this type to travel in all parts of the +world as commercial ambassadors, diligently collecting, compiling, and +sending back to the United States information necessary in manufacturing +goods for foreign consumption; also information regarding credits, prices, +shipping, packing—in short, complete and detailed knowledge about +commerce with foreign lands, how to secure it and how to hold it.</p> + +<p>The world's greatest opportunities to-day, perhaps, lie within the grasp +of the men of this active type. Instead of pioneering in exploration, as +in former years, they are needed to pioneer in production. From the +earliest history of the race, these restless men have been faring westward +and ever westward, adding to the wealth and resources of humanity by +opening up new lands. But the crest of the westward moving tide has now +circumnavigated the globe, and the Far West meets the Far East on the +Pacific Ocean. Here and there are comparatively small, neglected tracts of +land still to be developed, but there are no longer great new empires, as +in former days. The great welling sources of human life have not ceased to +flow, even though the final boundaries of its spread have been reached. +Population will continue to grow and its demands upon the resources of the +earth to increase. The man who discovers a way to make a hundred bushels +of wheat <!-- Page 165 -->grow on an acre of land where only twenty-five bushels grew +before is as great a benefactor of the race as the discoverer of a +continent. The invention of the electric light, the telephone, the +automobile, the trolley car, and the aeroplane have added as much to the +products and power of the race as the pioneering of thousands of square +miles of fertile hills and plains. The man who can find a cheap and easy +way to capture and hold nitrogen from the air will add more to the wealth +of the race than all the discoverers of all the gold mines.</p> + +<p>America needs to find efficient and profitable methods for manufacturing +her own raw materials. Up to the present time, our exports have been coal, +petroleum, steel rails, wheat, corn, oats, lumber, and other products +which carry out of the country the riches of our soil. We have been +exporting raw materials to foreign lands, where they have been refined and +fabricated by brain and hand and returned to us at some five hundred to a +thousand times the price we received for them. With the increase of +population, we need to capitalize more and more the intelligence and skill +of our people, and less and less the virgin resources of our lands. Ore +beds, coal measures, copper, lead, gold and silver mines, forests, oil +wells, and the fertility of our soils can all become exhausted. But the +skill of our hands and the power of our intellects grow and increase and +yield larger and larger returns the more they are called upon to produce.</p> + +<p>The man of bone and muscle—the restless, active, pioneering, constructing +man—would do well to consider these things before determining upon his +vocation, and especially before entering upon any kind of non-productive +work. The world has need of his particular talents and he should find his +greatest happiness and greatest success in the exercise of them in +response to that need.</p> + +<p>We have seen so many men of this active type so badly placed that +individual examples seem almost too commonplace for citation. Yet, a few +may be instructive and encouraging.</p> + +<p><!-- Page 166 -->William Carleton's remarkable story, entitled "Rediscovering America," +is, in fact, the story of a man who was a middle-aged failure in a +clerical position, and who afterward made a remarkable success of his life +by taking up contracting and building. James Cook, a misfit as a grocer, +afterward became famous as a naval officer and explorer. Henry M. Stanley, +office boy to a cotton broker and merchant, afterward won immortal fame as +a newspaper correspondent and explorer. What would have become of Theodore +Roosevelt had he followed the usual line of occupation of a man in his +position and entered a law office instead of becoming a rancher? We might +add other experiences of similar importance from the biographies of other +great men.</p> + +<p><strong>DESCRIPTION OF ACTIVE TYPE</strong></p> + +<p>The active type of man is, of course, easily recognized. He has broad, +square shoulders, and is well muscled. He is either of the wiry, elastic, +exceedingly energetic type, with muscles like steel springs and sinews +like steel wire—very agile, very skillful, very quick, and somewhat jerky +in his movements—or he is tall, raw-boned, strong, enduring, graceful, +easy in his movements rather than quick, and yet with considerable manual +skill. Or he may be of the short, stocky type, with broad shoulders, short +neck, short arms, short legs, with big, round muscles and an immense +capacity for endurance. The railroads of the early days, in this country, +were built by Irishmen. They were either the large, raw-boned type or the +quick, agile, wiry type. The railroads, subways, and other construction +work of to-day are built mostly by Italians, Hungarians, Greeks, and +others from the south of Europe. These men are of short, stocky, sturdy, +and enduring build. As a general rule, they are far better fitted for this +class of work than the tall or medium-sized, large-boned or wiry type. As +an evidence of this, take notice of the fact that the Irishmen who built +the railroads in the sixties own and manage them to-day.</p> + +<p>These active men usually have square faces. That is to say, <!-- Page 167 -->there is a +good development of the outer corners of the lower jaw, which gives to the +face a square appearance. Oftentimes their cheek bones are both high and +wide. As a general rule, they have large aquiline or Roman noses. When +they are of the enduring type and capable of long-sustained muscular +activity, they have prominent chins. Their hands are square. Their feet +are large. If they have mechanical and constructive ability, as most of +them have, their foreheads are comparatively high and wide just above the +temple. Professional baseball players, professional dancers, middle-weight +and light-weight prize-fighters, most aviators, automobile racers, and +athletes belong to the wiry, springy, medium-sized type of this particular +class of men. U.S. Grant, Robert E. Peary, Henry M. Stanley, Ty Cobb and +Ralph DePalma belong to this type. Abraham Lincoln, W.E. Gladstone, Joseph +G. Cannon, William G. McAdoo, Woodrow Wilson, and other men of this build +belong to the raw-boned type. Napoleon Bonaparte, with his tremendous +activities on only four hours' sleep a day, is a good example of the +short, stocky type. While men of these types may make brilliant successes +in purely mental vocations, as the result of the development of their +intellects, and may keep themselves in a fair degree of health and +strength by games, exercise, mountain climbing, farming, or some such +avocation, they are, nevertheless, never quite so well satisfied as when +they have something to do which not only gives them opportunity for the +use of their intellects, but also involves a certain degree of physical +activity as a part of their regular work.</p> + + +<!-- Page 169 --> +<hr /> +<p><a name="pg169" id="pg169"></a></p> +<h2>CHAPTER VII</h2> +<h3>SLAVES OF MACHINERY</h3> + +<p>To multitudes of men and women the lure of levers, cranks, wheels and +pinions is as seductive, as insidious, as heavenly in its promises, and as +hellish in its performances, as the opium habit. The craving for opium, +however, is an acquired taste, while the passion for machinery is born in +thousands. We have seen children, while yet in their baby-cabs, fascinated +by automobiles, sewing machines, and even little mechanical toys. We knew +a boy on a farm who built a fairly workable miniature threshing machine +with his own hands before he was old enough to speak the name of it in +anything but baby-talk. We have seen boys work in the broiling sun day +after day hoeing potatoes, pulling weeds, gathering crops, and doing other +hard jobs for small pay, carefully saving every penny to buy a toy steam +engine.</p> + +<p>Parents usually look upon these evidences of mechanical ability with +pleasure. They regard them as sure indications of the vocation of the +child and oftentimes do everything in their power to encourage him in +these lines. They little realize, however, the supreme danger which +attaches to this very manifestation. Nor have they looked far enough ahead +to see what is, in so many cases, the lamentable result.</p> + +<p><strong>THE RESTLESS "MACHINE CRAZY" BOY</strong></p> + +<p>The boy of this type hates to sit quietly on a hard bench in a school and +study books. Some of the boys who went to school with us had imitation +levers and valve-handles fastened about their desks in an ingenious way, +and instead of studying, pretended that they were locomotive engineers. +With a careful eye upon the teacher, who was his semaphore, such a boy +would work the reverse lever, open and close the throttle, apply and +disengage the brakes, test the lubrication, and otherwise <!-- Page 170 -->go through the +motions of running a locomotive with great seriousness and huge enjoyment.</p> + +<p>These boys usually have considerable trouble with their teachers. They do +not like grammar, frequently do not care for geography and history. They +flounder dolefully in these studies and are in a state of more or less +continual rebellion and disgrace. Because of their intense activity and +restlessness, they irritate the teacher. She wants quiet in the +school-room. Their surreptitious playing, rapping and tapping on desks, +and other evidences of dammed-up energy and desire for more freedom and +more scope of action, interferes with the desired sanctity of silence.</p> + +<p>Outside of school hours and during the long vacation, the fatal +fascination of machinery draws these young people to factories, railroad +yards, machine shops, and other places where they may indulge their fancy +and craving for mechanical motion. The boy who hangs around a machine shop +or railroad yard is always pressed into voluntary and delighted service by +those who work there. In a small town in Wisconsin we once knew a boy who +worked willingly and at the hardest kind of labor in a railroad yard for +years, voluntarily and without a cent of pay. In time he was entrusted +with a small responsibility and given a small salary. Even if the boy does +not begin in this way, the result is substantially the same. He may take +the bit in his teeth, leave school and go to work at some trade which will +give at least temporary satisfaction for his mechanical craving, or he +may, through economic necessity, be forced out of school and naturally +gravitate into a machine shop or factory. Oftentimes a few dollars a week +is a very welcome addition to the family income. To the boy himself, +three, four, five or six dollars a week seems like a fortune. Neither the +parents nor the boy look ahead. Neither of them sees that when the little +salary has increased to fifteen, sixteen, eighteen or twenty-five dollars +a week, the boy will have reached the zenith of his possibilities. There +will then be no further advancement, unless, during his apprenticeship and +journeymanship, or previously to them, he has <!-- Page 171 -->secured mental training +which will enable him to go higher, hold more responsible positions and +earn larger pay.</p> + +<p><strong>"MAN OR MACHINE—WHICH?"</strong></p> + +<p>In former days, the boy who left school and took up employment in a +factory learned a trade. He became a shoe-maker, or a harness-maker, or a +wheelwright, or a gun-maker. To-day, however, the work on all of these +articles has been so subdivided that the boy perhaps becomes stranded in +front of a machine which does nothing but punch out the covers for tin +cans, or cut pieces of leather for the heels of shoes, or some other finer +operation in manufacture. Once he has mastered the comparatively simple +method of operating his particular machine, the boy is likely to remain +there for all time. His employer—perhaps short-sighted—has no desire to +advance him, because this would mean breaking in another boy to handle his +machine. Also, it would mean paying more money.</p> + +<p>Al Priddy, in his illuminating book, "Man or Machine—Which?"<a name="FNanchor_9_9"></a><a href="#Footnote_9_9">[9]</a> thus +describes the case of the slave to the machine:</p> + +<p><a name="Footnote_9_9"></a><a href="#FNanchor_9_9">[9]</a> The Pilgrim Press, Boston. </p> + +<p>"The workingman has been taught that his chief asset is skill. It has been +his stocks, his bonds, the pride of his life. Poor as to purse and +impoverished in his household; his cupboard bare, his last penny spent on +a bread crust, he is not humbled; no, he merely stretches out his ten +fingers and two callous palms, exactly as a proud king extends his +diamond-tipped sceptre, to show you that which upholds him in his +birthright. 'My skill is my portion given to the world,' he says. 'I shall +not want. See, I am without a penny. I touch this bar of steel, and it +becomes a scissors blade. My skill did it. I take this stick of oak and it +becomes a chair rung. My skill is the grandest magic on earth, the common +magic of every day. By it I live and because of it I hold my head royal +high.'</p> + +<p>"But the machine now attacks and displaces this skill. The cunning of +trained fingers is transferred to cranks, cogs and <!-- Page 172 -->belts. The trade +secrets are objectified in mechanical form; able to mix the product, +compound the chemicals, or make the notch at the right place.</p> + +<p>"Besides this loss of skill, the workman loses, in the grind of the +machine, his sense of the value of his work. Next to his pride of skill +the workman has always been proud to be the connoisseur: stand back near +the light with his product on his upraised hand, showing to all passers-by +what he has done. Perhaps it was a red morocco slipper for a dancer, or a +pearl button to go on the cloak of a little child, or maybe it was a +horseshoe to go on the mayor's carriage horse. On a day a party of +visitors would come to the little shop and the owner would pick up a +hand-forged hammer and say, 'See what John made!' But, in our modern +industry, no one man ever completes a task. Each task is subdivided into +twenty, forty, a hundred or more portions, and a workingman is given just +one to work on, day by day, year after year, for a working generation.</p> + +<p>"After the time has come when the workman can find no distinct esthetic +pleasure in his work, his loyalty to his employers suffers a shock.</p> + +<p>"Then, when this indifference or disloyalty is full grown, the employer +has full on him acute and formidable labor diseases. The man who should +stand at his shoulder faces him, instead, with a hostile poise. The mill +full of people over whom he holds power, upon whom he depends for his +success, and who, in turn, depend upon his initiative and capital for +their bread and butter, is turned into an armed camp of plotting enemies, +who, while they work, grumble, and who, while they receive their wages, +scheme for the overthrow of the entire concern! His mills, instead of +being shelters for his brothers and sisters, are nests of scratching +eagles—ready to rend and claw!</p> + +<p>"It is further given out that the machine robs man of his industrial +initiative; that the complicated and specialized machine decreases his +mental alertness. In addition to his skill and his appreciation of his +product, the workman has ever <!-- Page 173 -->prized the appeal his labor has made to his +individual intelligence. His work has brought thinking power with it. His +day's task has included the excitement of invention and adventure. In the +heat and burden of the week has come that thrilling moment when his mind +has discovered the fact that a variation in method means a simplification +of his task. Or, in the monotonous on-going of his labor, he has suddenly +realized that by sheer brain power he has accomplished a third more work +than his neighbor. He has counted such results compliments to his +initiative, to his thinking power. They have brought a reward three times +more satisfying than a mere increase in wage, for, in his eyes, they have +been substantial testimonies to the freedom of his mind, something which +every reasonable person puts higher than any king's ransom. But the coming +of the machine deadens the workman's inclination toward inventive +adventure.</p> + +<p>"So the multitude of men and women stand before the cunning machinery of +industry, in the pose of helplessness before a mechanical finality. They +cannot help feeling that in so far as their special task is involved, the +machine has said the last word. The challenge dies out of their work. The +brain that has ever been on the quiver of adventurous expectancy relaxes +its tension, and the workman moodily or indifferently lets his machine do +its perfect work, while his undisciplined, unchallenged thoughts wander +freely over external, social, or domestic concerns. It may give an +indolent, unambitious, selfish type of employee a certain amount of +satisfaction to know that the machine frees his mind of initiative, but to +the considerate workman it is a day of tragedy when his brain power +receives no challenge from his work, and that day has dawned in the minds +of millions of men who throng our industries.</p> + +<p>"So, then, when this machine-robber, without heart or conscience, makes of +little repute the workman's most shining glory—skill; steals rudely from +him the esthetic pleasure in his product, and leaves him mentally crippled +before his work, how little force has that honored appeal, 'The dignity of +labor'! Talk as we will, in this machine-ridden time, the <!-- Page 174 -->'dignity of +labor' is but a skeleton of its former robust self. Take away the king's +throne, the courtier's carpet, the royal prerogative, and then speak about +'The Divine Right'! All that 'dignity of labor' can mean in these days is +simply that it is more dignified for a man to earn a wage than it is to be +a doorway loafer. The workingman's throne—skill—has gone. His +prerogative—skill—has been taken away. The items that have formerly +given dignity to labor have been largely displaced, so far as we have +adventured, by the machine, and the future holds out no other hope than +this, that machines shall more and more increase. There is little +'dignity' in a task that a man does which may be equally well done by his +fourteen-year-old boy or girl. There is little 'dignity' in a task which +less and less depends upon independent knowledge."</p> + +<p>But must these workers remain always slaves of machine? Is there no escape +for them? Is there no "underground railroad" by which they may win their +way to freedom?</p> + +<p>Here is what Al Priddy has to say about it:</p> + +<p>"The most convincing way in which man may master the machine is when he +invents a new and better one, or improves an old one. This is the real +triumph of mind over matter, of skill over machinery.</p> + +<p>"With all its arrogance among us, machinery is always final in itself; +incapable of change; incapable of progression or retrogression. Till the +clouds fade from the sky, or the earth cracks, a machine will remain the +same from the day of its creation until the day of its last whirl—unless +man says the word to change it. Once started on its mission, there is +nothing in the world can change the motion and purpose of a machine save +man's mind. So, then, whatever relation man might have toward a machine, +this stands sure: he will ever be able to stand before it and say: 'I am +thy master. I can change thee, make thee better or worse. I made thee. I +can unmake thee. If thou dost accomplish such mighty works, more honor to +the mind which conceived thee!"</p> + +<p>"But it is suddenly discovered by an industrial diagnosis <!-- Page 175 -->that the +machine has never been properly operated, even by the most skilled +operators. It has been proved that 'there is more science in the most +"unskilled" task than the man who performs it is capable of +understanding.' This dictum of Mr. Taylor, a practical experimenter, has +been dramatically proved in many directions. In the task of the sand +shoveler, or the iron lifter, for instance, it was proved that by +scientifically undertaking such work, fifty selected men, properly +drilled, scientifically rested, intelligently manoeuvred, could accomplish +a third more than one hundred ill selected and improperly managed men, in +less time and under a larger salary. It is suddenly found that, contrary +to theory, a machine, to be economically operated, leaves open man's +chance for skill and does not rob him of it."</p> + +<p>Perhaps a few cases taken from our records will indicate how men of this +kind are able to come up from slavery and take successful places in their +true vocations.</p> + +<p><strong>FROM BOILER-ROOM TO CHIEF ENGINEER'S OFFICE</strong></p> + +<p>G—— manifested very early indications of the lure of machinery for him. +While yet in his cradle, he would play contentedly for hours with a little +pulley or other mechanical trifle. Before he was able to walk, he could +drive nails with a hammer sturdily and with more precision than many +adults. This also was one of his favorite amusements, and it was necessary +to keep him provided with lumber, lest he fill the furniture with nails. +As he grew older he became more and more interested in machinery and +mechanical things. He took to pieces the family clock and put it together +again. He nearly always had the sewing machine partly dismantled, but +could always put it together again, and it usually ran better after he had +finished his work. He built water-wheels, wind-mills, and other mechanical +toys. When he was about fourteen years old he built a steam engine. He +used a bicycle pump for the cylinder and pieces of an old sewing machine, +a discarded wringer, some brass wires, and other odds and ends for the +rest of the parts. So perfect mechanically was this <!-- Page 176 -->product that when +steam was turned on it ran smoothly, and with very little noise, at the +rate of three thousand revolutions a minute. In this engine he employed a +form of valve motion which he had never seen, and which had never been +used before. While not particularly efficient, and therefore not a +valuable invention, it at least showed his ability to adapt means to ends +mechanically.</p> + +<p>After G—— began earning money for himself by mechanical and electrical +work, he would go without luxuries, food and clothing, tramping to the +shop almost barefoot one entire winter, for the sake of buying tools and +equipment to carry on his mechanical experiments. It is not surprising, +therefore, that he left school at an early age to engage in actual work in +railroad shops. He afterward secured a position as a locomotive fireman. +Circumstances arose which made it necessary for him to give up +railroading. He secured a position as fireman on a stationary engine.</p> + +<p><strong>A HARD FIGHT FOR AN EDUCATION</strong></p> + +<p>It was while he was engaged in this kind of work that the suggestion was +made to him that he ought not to try to go through life with only the +rudiments of an education. It was pointed out that, while he had undoubted +mechanical and inventive ability, he would have small opportunity to use +it unless he also had the necessary technical and scientific knowledge to +go with it. At first his interest in mechanics was so intense and his +interest in school in general so comparatively slight, that he did not +look with very much favor upon the suggestion. However, as time went on +and he saw more and more of the results of such action as he was +contemplating, he became more and more interested in completing his +education. He therefore entered a good preparatory school and, with some +little assistance from relatives, worked his way through by doing +electrical and mechanical work about the little college town. In this kind +of work he soon became well known and was in constant requisition. +Occasionally his ingenuity and resourcefulness enabled him to do +successfully <!-- Page 177 -->work which had puzzled and baffled even those who were +called experts. Having finished his preparatory course, he began a course +in mechanical and electrical engineering in one of the best known of our +universities. About this time practically all assistance from relatives +had been withdrawn, owing to changed circumstances, and he was left almost +entirely dependent upon his own efforts. The story of his struggles would +fill a volume. Oftentimes he was almost entirely without food. There was +one month during which he was unable to collect money due him for work +done. Because he was a poor university student he had no credit. So he +lived the entire month on $1.25. He thus explains how it was done:</p> + +<p><strong>LIVING A MONTH ON $1.25</strong></p> + +<p>"After visiting all of my clients trying to collect money, I came to the +conclusion that it would be useless to expect anything to come in to me +for at least thirty days. At this time I had $1.25 in my pocket. My room I +had paid for in advance by doing a piece of work for my landlord. I also +had about a cord of good oak wood which I had sawed and split and piled in +the hallway under the stairs. I had a little sheet-iron stove which I used +for both heating and cooking. I sat down and carefully figured out how I +could make my $1.25 feed me until I could collect the money due. +Twenty-five cents purchased three quarts of strained honey from a +bee-keeper friend of mine. The dollar I invested in hominy. Every morning, +when I first got up and built the fire, I put on a double boiler with as +much hominy as would cook in it. While it was cooking I sat down and +studied hard on my calculus. By the time I had got a pretty good hold of +the pot-hooks and the bird-tracks in the calculus lesson, the hominy would +be ready to eat. Hominy and honey is not a bad breakfast. While perhaps +you would like some variety, it is also fairly edible for lunch. If you +are very, very hungry, as a growing boy ought to be, and have been hard at +work putting up bell wires and arranging batteries, doubtless you would +rather eat hominy and honey for dinner than go without. The next morning +the combination <!-- Page 178 -->doesn't taste quite so good, and by lunch time you are +beginning to wonder whether hominy and honey will satisfy all your +cravings. In the evening, however, you are quite sure that, in the absence +of anything else, you will have to have some hominy and honey in order to +keep yourself alive. By the end of the first week you feel that you can +never even hear the word hominy again without nausea and that you wish +never to look a bee in the face. By the end of the second week you have +become indifferent to the whole matter and simply take your hominy and +honey as a matter of course, trying to think nothing about it and +interesting yourself as much as possible in calculus, generator design, +strength of materials, and other things that an engineering student has to +study.</p> + +<p>"The month finally passed. I felt as if I had eaten my way out of a +mountain of hominy and waded through a sea of honey. Collections began +coming in a little and I went and bought a beefsteak. You may have eaten +some palatable viands. I have myself partaken of meals that cost as much +as I made in a whole week's work in my school days. But let me assure you +that no one ever had a meal that tasted better than the beefsteak and +fried potatoes which finally broke the hominy and honey regime."</p> + +<p>After this our young friend hired a little larger room, laid in a few +cheap dishes and cooking utensils and took two or three of his fellow +students to board. He did the marketing and the cooking and made them help +him wash the dishes. Two were engineering students and the third was a +student in the college of agriculture, all working their way through +college. A few cents saved was a memorable event in their lives. Our young +engineer furnished table board at $1.25 a week, and out of the $3.75 a +week paid him by his boarders was able to buy all of his own food as well +as theirs, and pay his room rent.</p> + +<p><strong>THE HARD FIGHT JUSTIFIED</strong></p> + +<p>After many troubles of this kind, G—— finished his <!-- Page 179 -->engineering course +and secured a position in one of the largest corporations in the United +States at a salary of fifty dollars a month. At the time when he went to +work for the big corporation there were probably three or four hundred +other graduate engineers added to the staff. So keen was his mind along +mechanical and engineering lines, and so great were his natural aptitudes, +that within a few months his wages had been increased to $60 a month and +he had been given far more responsible work. Almost as soon as he took up +work with the corporation, he began making improvements in methods, +inventing machinery and other devices, and thinking out ways and means for +saving labor and making short cuts. Within a few weeks after his joining +the force he had invented a bit of apparatus which could be carried in the +coat pocket, and which took the place of a clumsy contrivance which +required a horse and wagon to carry it. In this way he saved the company +the price of horses, wagons, drivers, etc., on a great many operations. +From the very first the young man rose very much more rapidly than any of +the others who had entered the employ of the company at the time he did. +Soon he was occupying an executive position and directing the activities +of scores of men. To-day, only nine years after his leaving school, he +occupies one of the most important positions in the engineering department +of this great corporation, and while he does not have the title, performs +nearly all the duties of chief engineer.</p> + +<p>The point of all this story is that this young man, while he had plenty of +mechanical ability and enjoyed machinery, was not fit to be a locomotive +fireman or stationary engine fireman. He had, in addition to his +mechanical sense and great skill in the use of his hands, a very keen, +wide-awake, energetic, ambitious, accurate intellectual equipment, which +did not find any adequate use in his work as a mechanic or fireman. Nor +could he ever have found expression for it unless he had taken the +initiative as a result of wise counsel and secured for himself the +necessary education and training. With all his ingenuity, he would always +have been more or less a slave to the machine <!-- Page 180 -->to be operated unless he +had trained his mind to make him the master of thousands of machines and +of men.</p> + +<p><strong>FROM TURRET LATHE TO TREASURY</strong></p> + +<p>About eight years ago, while we were in St. Paul, Minnesota, a young +mechanic, J.F., came to us for consultation. He was about twenty years +old, and expressed himself as being dissatisfied with his work.</p> + +<p>"I don't know just what is the matter with me," he said. "I have loved to +play with mechanical things. I was always building machinery and, when I +had an opportunity, hanging around machine shops and watching the men +work. On account of these things my father was very sure that I had +mechanical ability, and when I was fifteen years old took me out of school +and apprenticed me in a machine shop. This shop was partly devoted to the +manufacture of heavy machinery and partly to repairs of all kinds of +machinery and tools. I have now been at work in this shop for five years. +I am a journeyman mechanic and making good wages, and yet, somehow or +other, I feel that I am in the wrong place. I wish you could tell me what +is the matter with me."</p> + +<p>After examining the young man and the data submitted, we made the +following report:</p> + +<p><strong>ANALYSIS OF AN EMBRYO FINANCIER</strong></p> + +<p>"While you have undoubted mechanical ability, this is a minor part of your +intellectual equipment. You are also qualified for commercial pursuits. +You have a good sense of values. You understand the value of a dollar even +now and you have natural aptitudes which, with proper training and +experience, will make you an excellent financier. You also have executive +ability. You like people and you like to deal with them. You like to +handle them, and because you enjoy handling people and negotiating with +them, you are successful in doing so. While you are fairly active +physically, you are very much more active mentally. Your work, therefore, +should be mental work, with a fair amount of light physical <!-- Page 181 -->activity +mingled with it, instead of purely physical work. You ought to hold an +executive position and ought to have charge of thee finances of some +concern which is engaged in the building and selling of machinery. You +have worked, up to the present time, with heavy, coarse, crude machinery. +But you are of fine texture, refined type, and naturally have a desire to +work with that which is fine, delicate and beautiful—something into which +you can put some of your natural refinement and artistic ability. You are +still young. You have learned a trade at which you can earn fairly good +wages. You ought, therefore, to prepare yourself in some way for business. +Work during the summer, and then during the winter resume your studies, +preparing yourself for an executive position in connection with +manufacturing and selling fine machinery. Study accounting, banking, +finance, salesmanship, advertising, mechanical engineering and designing. +At the earliest possible moment give up your work in a machine shop where +heavy machinery is manufactured and begin to get some actual experience in +the manufacture of something finer and more artistic; for example, the +automobile."</p> + +<p>A few years later, in Boston, a young man came to us, well dressed, happy, +and prosperous. He said he wished to consult us. After a few minutes' talk +with him, we said: "We have given you advice somewhere before. This is not +the first time you have consulted us." He smiled, and said: "Yes. I +consulted you in St. Paul, some years ago. At that time you advised me to +secure an executive position in the automobile business. This advice +struck me at the time as being wise, and satisfied my own desires and +ambitions. I lost no time in following your directions and was soon +engaged as a mechanic in an automobile factory. I attended night-school at +first, but finally made arrangements to spend half my time in school and +the other half in the factory, learning every part of the business. At the +present time I am the vice-president and treasurer of the —— Motor +Company, and one of the designers of the —— Motor Car. We are doing an +excellent business and making money. Whereas I was <!-- Page 182 -->certainly misfit in my +old job, I am well and happily placed since I have learned my true +vocation."</p> + +<p><strong>EVOLUTION OF AN ELECTRICAL ENGINEER</strong></p> + +<p>D.B., of Chicago, was a young man admirably endowed with mechanical +ability. From his earliest years he was especially interested in matters +electrical. His father told us that he always had dry-cell and other +batteries around the house. He used to try to make magnetos out of +horseshoe magnets, and at one time attempted to build a dynamo. When he +was sixteen years of age, having finished grammar school and having had +one or two years of high school training, young B. became so ambitious to +get into electrical work that his father, thinking that he was intended +for exactly this vocation, consented to his leaving high school and taking +a position as assistant to the linemen of a telephone company. He worked +at this a year or two, and finally became a full-fledged lineman. He did +well as a lineman and after a year or so attracted the attention of an +electric light and power company, who enticed him away from the telephone +company and gave him charge of poles and wires in a residential district. +Here his unusual ingenuity and quickness soon became so manifest that he +was taken off the outside and placed in charge of a gang of men wiring +houses and installing electric fixtures. This was a pretty good job for a +young fellow and paid good wages; at least, the wages seemed quite large +to young B. at the time. By this time, however, he was twenty-one and +decided to marry. He needed more money.</p> + +<p><strong>GETTING HIS BEARINGS</strong></p> + +<p>He had a long talk with a very kind and wise advisor, who finally said to +him: "See here, B., you have abilities that ought to be put to use at +something better than stringing wires and hanging bells."</p> + +<p>"Why, I am a foreman now," said B.</p> + +<p>"Yes, I know you are a foreman, but who plans all the work you do?"</p> +<!-- Page 183 --> +<p>"Why, the Super."</p> + +<p>"Yes, the Super hands the plans down to you, but who plans the work for +him?"</p> + +<p>"Why, the Chief."</p> + +<p>"Now, look here; the Chief comes to his office at ten o'clock in the +morning. He uses his head until noon. He leaves at noon, and perhaps he +doesn't come back until two or three o'clock. He uses his head then until +five or, sometimes, until four; then he goes off to play golf. But as the +result of those few hours' use of the Chief's head, the Superintendent, +and you six or eight foremen, and all the two hundred men under your +direction work a whole day or a week, or even a month, as you know. You +are merely carrying out in a mechanical, routine kind of a way the +thoughts and ideas that another man thinks. Now, you have the ability to +think for yourself."</p> + +<p>"I could think for myself," said he, "but I can't do all the figuring that +is necessary in order to decide just what size wire should go here, and +what kind of equipment should go there, and all the different things. +That's beyond me."</p> + +<p>"Yes, it is beyond you now, but it doesn't need to be beyond you. You have +the mental ability to learn to use those formulae just as well as the +Chief does. The thing necessary is for you to learn how to do it, to get +needful education. Now, you are young, and you're strong, and you've got +lots of time before you. If you want to make more money, the way to do it +is to learn to use your head and save weeks, months of time, as well as +the labor of your hands."</p> + +<p>"If I went off to college or university for two or three years, I don't +think Bessie would wait for me," said he. "She wants to get married. I +want to, too, and I think we ought to do it."</p> + +<p><strong>AN EDUCATION BY CORRESPONDENCE</strong></p> + +<p>"Well," said his counselor, "you don't need to go off to school. You can +take electrical engineering in a correspondence course, even after you are +married. You're making good wages now as a foreman. Your hours of work are +only eight a day, and you have plenty of time in the evenings and <!-- Page 184 -->on +holidays and other times to study this subject. Besides, you will probably +make better progress studying it while you work at the trade than you +would in school and withdrawn from the practical applications of the +principles that you are learning."</p> + +<p>The result of all this was that D.B. did take a correspondence course in +electrical engineering. It was pretty tough work. He had not studied for +years. One of the first things he had to learn was how to study; how to +concentrate; how to learn the things he had to know without tremendous +waste of energy. After a little while he learned how to study. Then he +progressed, a little at a time, with the intricate and complicated +mathematics of the profession he had determined to make his own. Again and +again he was puzzled, perplexed, and almost defeated. But his young wife +encouraged him, and when things got so bad that he thought he would have +to give it all up, he would go and talk with his counselor, who would +inspire him with new ambition, so that he would go to work again. So, +month after month, year after year, he struggled away with his +correspondence course in electrical engineering. Little by little, he got +hold of the technical knowledge necessary for professional engineering +work.</p> + +<p><strong>A VICTORY FOR THE CORRESPONDENCE SCHOOL GRADUATE</strong></p> + +<p>At first he was greatly handicapped by the prejudice of some of his +superiors against correspondence school courses, which were very much +newer at that time than they are now and regarded as much more of an +experiment. His superiors were graduates of universities and looked down +with contempt upon any merely "practical" man who tried to qualify as an +engineer by studying at home at night and without the personal oversight +of authorities in a university. But D.B. was dogged in his persistence. +Missing no opportunities to improve and advance himself, he was, +nevertheless, respectful and diplomatic. And he repeatedly demonstrated +his grasp of the subject. Eventually he was promoted to the position of +superintendent of the electric light and power company. There was <!-- Page 185 -->only +one man then between him and the desired goal, namely, the chief engineer.</p> + +<p>At the time B. became superintendent the chief engineer was a young +university graduate, and was perhaps a little too egotistical and dogmatic +on account of his degree and honors. Soon after B. took charge as +superintendent, the company decided to build a new central power station. +The design was left to the young chief engineer, and the practical work of +carrying it out to our friend. When, finally, the design was complete and +passed on to D.B. for execution, he felt that it was defective in several +ways. He spent several nights of hard study on it and became convinced +that he was right. He therefore took the whole matter to his superior and +tried to explain to him how the design was defective.</p> + +<p>"I made that plan, and it is right," said the chief engineer. "Your +business isn't to criticize the plan, but to go ahead and carry it out. +Now, I don't care to hear any more about it."</p> + +<p>"But," said B., "if we carry out this plan the way it stands, it will mean +the investment on the part of the company of something like $35,000 which +will be practically dead loss. I can't conscientiously go to work and +carry out this plan as it stands. I am sure if you will go over it again +carefully, pay attention to my suggestions, and consult the proper +authorities, you will find that I am right."</p> + +<p>"That's what comes of studying a correspondence course," said the chief. +"You get a little smattering of knowledge into your head. Part of it is +worth while, and part of it is purely theoretical and useless, and because +you have had some practical experience, you imagine you know it all. Now, +you have lots yet to learn, B., and I am willing to help you, but I want +to tell you that that plan and those specifications are technically +correct, and all you need to do is to go ahead and carry them out. I'll +take the responsibility."</p> + +<p>"Very well," said B., "if you want those plans and specifications carried +out as they are, you can get someone else to do it. I would rather resign +than to superintend this job which I know to be technically wrong."</p> + +<p><!-- Page 186 -->His resignation had to be passed upon by the general manager, who, before +accepting it, sent for him.</p> + +<p>"What's the trouble, B.?" said he. "I thought you were getting along fine. +We like your work, and we thought you liked the company. Why do you want +to leave?"</p> + +<p>"I don't like to say anything about it, Mr. Jones," said B., "but the +plans passed on to me to carry out in the construction of that new +power-house down in Elm Street are technically wrong. They mean an +expenditure of $35,000 along certain lines which will be pretty nearly a +dead loss. When you come to try to use your equipment there, you will find +that it all has to be taken out and replaced by the proper materials.</p> + +<p>"Suppose you get the plans, B., and show them to me, and explain just what +you mean," said the general manager, who was also a professional engineer +of many years' successful experience.</p> + +<p>So B. produced the plans and explained his proposition.</p> + +<p>"Why, of course you are right," said the general manager. "I'm surprised +that Mr. F. should have thought for a moment that he could use that type."</p> + +<p>The result was that B. was reinstated and the chief engineer reprimanded. +Stung by his reprimand and angered because the correspondence school +graduate had bested him, the chief engineer resigned. His resignation was +accepted and B. became chief engineer of the company. Later, he was +promoted to the position of chief engineer of an even larger corporation, +and, finally, occupied an executive position as managing engineer for a +municipal light and power plant in one of the large cities of the country.</p> + +<p><strong>THE GENESIS OF AN INVENTOR</strong></p> + +<p>Some years ago we spent a few months in a very comfortable and homelike +hotel in one of the largest cities in the Middle West. Down in a nook of +the basement of this hotel was a private electric light plant. In charge +of the plant was an old Scotch engineer delightful for his wise sayings +and quaint <!-- Page 187 -->philosophy. The fireman, a young man named T., was rather a +puzzle to us. He had all the marks of unusual mechanical ability, and yet +he seemed to take only the slightest interest in his work, and was +constantly being reproved by his chief for laziness, irresponsibility, and +neglect of duty. "What's the use?" he asked us, after we gained his +confidence, and had asked him why he did not take greater interest in his +work. "What's the use? After years of experience shoveling coal into a +firebox and monkeying around these old grease pots, I suppose I might get +an engineer's certificate. Then what would I be? Why, just like old Mack +there—$75 to $100 a month, sitting around a hot, close basement twelve +hours a day or, perhaps, twelve hours at night, nothing to look forward +to, no further advancement, no more pay, and, finally, T.B. would carry me +off because of the lack of fresh air, sunshine and outdoor exercise. No, +thank you!"</p> + +<p>"Well, then, why don't you do something else?"</p> + +<p>"I don't know what to do. I like mechanics, and some job of this kind is +the only thing I know how to do or would care to do. Yet, I don't care for +this. I must confess that I am puzzled as to what in the world I was made +for, anyhow."</p> + +<p>"What you need is to give your time and attention to the intellectual side +of engineering rather than the purely mechanical and physical. You are of +the intellectual type, and you are as badly placed trying to do mere +mechanical work as if you were an eagle trying to cross the country on +foot."</p> + +<p>"I believe you are right in that. I am going to get an education."</p> + +<p><strong>AMBITION, INDUSTRY, AND PERSISTENCE</strong></p> + +<p>He began at once with correspondence courses in mechanical and electrical +engineering. Twelve hours a day he shoveled coal in his basement +boiler-room. Some four to eight hours a day he studied in his little room +up under the roof. It takes an immense amount of courage, persistence, and +perseverance to complete a correspondence course in engineering, as anyone +who has tried it well knows. There is lacking any inspiration <!-- Page 188 -->from the +personality and skill of a teacher. There is no spur to endeavor from +association with other students doing the same kind of work and striving +for the same degree. There are no glee clubs, athletic games, +fraternities, prizes, scholarships, and other aids to the imagination and +ambition, such as are found in a university. It is all hard, lonely work. +But what the student learns, he knows. And, somehow, he gains a great +knack for the practical use of his knowledge. Night after night T. toiled +away, until he had finished his course and secured his certificate of +graduation.</p> + +<p>By this time T.'s ambition began to assume a definite form. He was +determined that he should have the honor and the emoluments which would +come to him as a result of solving one of the toughest problems in +engineering—one which had puzzled both technical and practical men for +many years. He therefore saved up a few dollars and, packing his little +belongings, departed to complete his education in one of the most famous +technical engineering schools of the country. Tuition was high. Board cost +a good deal of money. Books were distressingly expensive. Tools, machine +shop fees, and other incidentals ate into the little store he had brought +with him, and inside of two months it was gone. He hunted around and +finally secured a job running an engine. This meant twelve hours in the +engine room every night. In addition, he did what other students +considered a full day's work attending lectures and carrying on his +studies in the laboratories and classroom. He went almost without +necessary food and clothing in order to buy books, tools, and other +equipment. But he was young, he was strong, and, above all, he was happy +in his mental picture of the great object of his ambition. In due time he +had taken his degree, having specialized on all subjects bearing upon the +solution of his great problem.</p> + +<p><strong>PATIENT TOIL HIS GENIUS</strong></p> + +<p>Coming back from the university after having finished his course, T. found +a position as engineer in an electric light and power plant. Then he began +saving up money to purchase the <!-- Page 189 -->necessary equipment for a laboratory of +his own. Finally, he had a little building and was one of the proudest +young men we ever saw. Little by little, he added to his apparatus the +things he needed. Several nights a week, after his hard day's work in the +engine room, he toiled, trying to solve the problem upon which he had +fixed his mind. About this time he married, and he and his wife moved into +a narrow little flat. Years passed, children came into the little flat, +and still he worked at his problem. Again and again, and still again, he +failed. Yet, each time he failed, he told us he was coming closer to the +solution. At last came the day, after many heart-breaking experiences, +when the problem, while not fully solved, had at least revealed a solution +which was commercially valuable.</p> + +<p>His years of self-denial and toil seemed to be about to end in success. +But he found that he had only begun another long period of discouraging +and almost desperate work. It was a struggle to scrape together the +necessary funds for securing a patent. If he was to complete and perfect +his invention, he must have more capital. So, with his model, he made the +rounds of manufacturers of engines, manufacturers who used engines, +railroads, steamboat companies, electric light and power companies; in +fact, everywhere he thought he might get some encouragement and financial +assistance. His little family was living on short rations. He himself had +not eaten as he ought for years. One after another, the men in authority +said: "Yes, your proposition looks good, but I don't think it can ever be +made practical. Some of the brightest men in the engineering profession +have spent years trying to solve that problem, and have not found the +answer to it. I do not believe that it will ever be found. You seem to +have come near it, but yet you have not found it, and we cannot see our +way clear to put any money into it."</p> + +<p><strong>REAPING HIS REWARD</strong></p> + +<p>T. argued, pleaded, and demanded an opportunity for a demonstration, but +all in vain. Then, one day, a lawyer, who <!-- Page 190 -->had been consulted by T., said: +"I have no money to invest in anything myself, but I'll tell you frankly +and honestly, it looks good to me. Now, I happen to be on very good terms +with Mr. J. over at the T. & B. Company. He has been interested in this +problem for years and has worked along toward its solution. He understands +every phase of it, and I believe he will do something with your device. +Unless I am mistaken, he will be interested in it, and will give you an +opportunity to demonstrate it. If your demonstration works out as well as +you think it will, he has the authority to put you in a position where you +can go ahead and perfect it if it is perfectible. I will give you a letter +of introduction to him." And thus began T.'s prosperity. He now lives in a +beautiful home on a wide boulevard. His invention, still short of +perfection, but highly valuable, is coming slowly into use, and would +probably be in very widespread use were it not for the fact that he is +constantly working on it, perfecting it, improving it, and hoping finally +to have a complete solution to the problem.</p> + + +<!-- Page 191 --> +<hr /> +<p><a name="pg191" id="pg191"></a></p> +<h2>CHAPTER VIII</h2> +<h3>THE IMPRACTICAL MAN</h3> + +<p>"My life is a failure," wrote Sydney Williams to us, "and I do not know +why."</p> + +<p>In middle life my grandfather Williams moved his family across the Potomac +River from Virginia in order to study to enter the ministry. He is said to +have freed some slaves at that time, so he must have been a 'planter,' He +became a Congregational minister. My grandfather Jacobs was a carpenter; +but, as I knew him, and for some years before my birth, he was a helpless +invalid from paralysis on one side.</p> + +<p>My father graduated from college and then became a minister. He preached +for many years, then he took up work with a religious publishing house, +finally having charge of the work at St. Paul. He was there, I believe, +when he was elected president of a small school for girls. He assumed his +new duties in June and I was born the following November. (I am the +youngest of eleven children, of whom there are now three boys and five +girls still living, three boys having died while still babies before my +birth.)</p> + +<p>Until I was nearly twelve years old we lived at the girls' school, which +father succeeded in greatly enlarging. Mother taught me to read a little +and write a little. She and others read to me a great deal. I had no +playmates except my nephews and nieces, to whom I was continually being +pointed out as a 'model.' Out of the sight of the grown-ups, I was not +always such a model as they could have wished; yet I did feel a certain +amount of responsibility that was oppressive and repressive. When nearly +eleven, I was sent to the public school, where I was soon promoted with +two others. The next year father and mother moved into a larger town, so +that I had a few months of real home life before my father's death in +April, 1893.</p> + +<p><!-- Page 192 -->Then my mother, her mother, and I went to Wisconsin to live with a +married sister of mine whose husband was the Presbyterian minister there. +I entered the fourth grade of the public school that fall; but, by the end +of the school year, I had completed the fifth grade.</p> + +<p>My mother died in May, 1896. I continued to live with my sister. Finished +the seventh grade that June, but entered preparatory school that fall. In +November, 1897, my brother-in-law moved to Iowa, and I made the mistake of +deciding to go with him. While living in Wisconsin, I had become +acquainted with a fine lot of boys. One of them organized a small military +company; I was elected quarter-master and, later, lieutenant. I now know +that that was because we were considered 'rich,' Also in Wisconsin I +overcame some of my extreme bashfulness in regard to girls, derived from +babyhood experiences. In fact, one reason I decided to leave Wisconsin was +the fear that the friendship with one girl might become too serious; I was +beginning to shun responsibility.</p> + +<p><strong>ATTAINMENTS IN SCHOLARSHIP</strong></p> + +<p>In Iowa I entered the high school and completed the tenth grade the next +June (1898). My elder brother was my official guardian and he wanted me to +make a change. As a result, in September, 1898, I had my first experience +of being away alone by entering a famous academy. There I earned the +reputation of being a 'grind,' and graduated second in my class in June, +1901. While there I went out for football, and made the third team and +even played once on the second. My poor eyesight hindered me somewhat, but +still more the fact that I was not eager to fall down on the ball on the +hard ground when it did not seem to me necessary. I was quite ready to get +hurt, if there was any reason for it. That, too, was a mistake on my part.</p> + +<p>That September I entered Harvard University. My father had left some +insurance, and mother left some of it to me for a college education. She +expected, as did my sisters and brothers, that I would become a minister. +By the end of my <!-- Page 193 -->Freshman year I had decided that I could not do so, but +from that time I was unable to decide what I did want to do or could do. +Consequently I did not get the good out of a college education that I +might have. Moreover, though I stood fairly well in most of my classes, I +did not always understand the subjects as well as the professors thought I +did. As soon as it became possible to elect subjects, I dropped Latin, +Greek, and German, and specialized in history, economics, etc. I graduated +'Cum Laude,' But that was really a failure, considering what I might have +done.</p> + +<p>But I did well enough to receive recommendation for a $500 fellowship that +enabled me to return for another year. I did work which caused me to be +recommended for an A.M. degree. But I felt that I had so little in +comparison with others, that I was actually ashamed to receive it. +Socially, however, that extra year was a very delightful one for me.</p> + +<p>During two summers as an undergraduate, I worked at Nantasket Beach +selling tickets in the bathing pavilion for $50 a month, besides room and +board. I made good, much to the surprise of the superintendent.</p> + +<p><strong>HUNTING A JOB</strong></p> + +<p>So then I was finally through college in June, 1906. It is almost +incredible how very childlike I still was, so far as my attitude toward +the world was concerned. I had high ideals, and I wanted to get into +business, but where or how I did not know. Moreover, my money was gone. A +student gave me a note with which I intended to get his previous summer's +job as a starter on an electric car line owned by a railway company. The +position was abolished, however, so I became a conductor on a suburban +line. Unfortunately, my motorman was a high-strung, nervous Irishman, who +made me so nervous that I often could not give the signals properly, and +who made life generally unpleasant for me. He professed a liking for me +and did prevent one or two serious accidents. At the same time, he said I +was the first 'square' conductor he had ever worked with, and, no doubt, +he missed <!-- Page 194 -->his 'extra,' After three weeks of him, and of the general +public's idea that I must, of course, be knocking down fares, I resigned. +However, the superintendent offered me a job as 'inspector' of registers +on the main line, a job that he was just creating. When the rush was over +after Labor Day, I was again out of a job. I might have secured a +clerkship with the railway company, but I was foolish enough not to try.</p> + +<p>A few weeks later found me established in the district office of a +correspondence school not very far from New York City as a representative. +At first I gave good promise of success, but I lost my enthusiasm and +belief in the school and became ashamed to be numbered as one of its +workers because of the character of most of the local field force at that +time and before my time. The reputation of the school in that place was +not very good. Also I was not successful in collecting the monthly +payments from those who had hard luck stories or had been lied to by the +man who had enrolled them. By the end of two months I was ready to quit, +but my immediate superior begged me to stay, in order to keep him from +having to break in a new man just then. At the end of about four months I +did resign to save being kicked out. Mind you, I was to blame, all right; +for I had given up a real continuous effort beyond the merest routine and +the attempt to collect the monthly payments. While I was there I did write +a few contracts, among them a cash one amounting to $80. But, toward the +end, my lack of success was due to my utter disgust with myself for being +so blamed poor and for shirking.</p> + +<p><strong>AN ATTEMPT IN ORANGE CULTURE</strong></p> + +<p>Going back to a brother in New York, I tried to land a job, but, of +course, in such a state of mind, I could not. Then I went to my older +brother in Cincinnati, where he was, and is, the pastor of a large church. +Unfortunately, he did not take me by the back of the neck and kick me into +some kind of work, any kind. At last, in March, 1908, he helped me to come +out West. I landed in Los Angeles, and <!-- Page 195 -->indirectly through a friend of his +I secured a job on an orange ranch in the San Gabriel Valley, which I held +until the end of the season. Once more I was happy and contented. It was +certainly a pleasure to work.</p> + +<p>That fall, or rather winter (1908), I secured a place near San Diego, +where I had shelter and food during the winters and small wages during the +active seasons in return for doing the chores and other work.</p> + +<p>I had become possessed with a desire for an orange grove, and refused to +consider how much it would take to develop one. I was finally able to +secure a small tract of unimproved land. But I found that the task of +clearing it would be too great for me because of the great trees, so for +this and other reasons I snatched at a chance to file on a homestead in +the Imperial Valley. This was in May, 1910. Later that summer I was able +to sell my piece of land near San Diego at a profit, so that in September +I went over to get settled on my homestead. I employed a fellow to help me +make a wagon trail for a mile or more and to build my cabin for me. I +moved in the first of November. Early in 1912 I decided it would be +impossible to irrigate enough land there to make a living at that time. +Also the difficulties of living alone so far out in the desert were +greater than I had anticipated. With the help of a friend, I was able to +make final proof in July and pay the government for the 160 acres, instead +of having to continue to live on it. I did stay, however, until the +general election in 1912.</p> + +<p><strong>AT WORK IN A SURVEYING CREW</strong></p> + +<p>Then I went to Los Angeles to get something to do. The town was full of +people seeking work, as usual, most of whom could present better records +than I could. To be sure, my friends and even my old correspondence school +boss gave me splendid recommendations, but I felt my lack of business +training and feared that 999 out of any 1,000 employers would not take a +chance with me on such a record as I had. Consequently I did not try very +hard. For a while I was with a <!-- Page 196 -->real estate firm trying to secure +applications for a mortgage. The commission was $25, but, naturally, that +did not go far toward expenses. It was not long before I was in a bad +mental condition again through worrying, self-condemnation, and +uncertainty. It would not have been difficult to prove that I was +'insane.'</p> + +<p>Finally an acquaintance of mine, a prominent lawyer, took up my case. He +has a good personal and business friend who is the general manager of a +large oil company with headquarters here in Bakersfield. When first +appealed to, this gentleman refused point blank, because he had a bad +opinion of college graduates in general (I really don't blame him or other +business men); but the lawyer used his influence to the utmost with the +result that I came up here in March, 1913, and was sent up into the oil +fields. I was put under the civil engineer, and for two months I was sort +of 'inspector' and 'force account' man in connection with the building of +a supply railroad, but I gradually worked into the regular surveying crew, +first as substitute rear chainman, and then as the regular one. Before +long I was head chainman. I could have remained a chainman with the same +crew to this time, but I left a little over a year ago, as there once more +seemed a chance to earn a place in the country.</p> + +<p><strong>ANOTHER ATTEMPT AT ORANGE CULTURE</strong></p> + +<p>A young fellow, now located near Bakersfield, whom I had known in San +Diego, told me great tales that I was too anxious to believe, and finally +made some fine promises to help me get a piece of what he said was his +land and to bring it to a productive state. But when I reached his place, +in February, he was not ready, willing or able to carry out his promises. +He kept me hanging on, however, and as I had used up my savings in a +month's attendance at the short course of the State agricultural college +and in bringing my goods from Bakersfield, I was compelled to get work +from him as one of his orchard gang. I helped to set out several hundred +trees and berry plants, and later knew what it meant to hoe for <!-- Page 205 -->ten hours +a day. I left him the latter part of July in order to work out a scheme I +had thought of.</p> + +<!-- Illustrated Pages Moved to allow continuation of reading to end of segment +Commented Page Numbers are accurate with book source though appear out of order here --> +<table> +<tr> + <td><!-- Page 197 --> <a name="fig25" id="fig25"></a> <img src="images/fig25.jpg" alt="Sydney Williams" width="450" height="640" /> + </td> + <td> <strong>Fig. 25.</strong> "Sydney Williams." For analysis see pages + 206 to 210. Here is a fine, capable intellect, good sense of humor, optimism, + cheerfulness, great refinement, and excellent critical powers in art and + literature. But there is a deficiency of practicability. Note smallness + and flatness of brows, narrowness of head just above the ears, fineness + of features and height of head in center, above temples. </td> +</tr> +<tr> + <td><!-- Page 198 --> <a name="fig26" id="fig26"></a> <img src="images/fig26.jpg" alt="Sydney Williams" width="450" height="640" /> + </td> + <td> <strong>Fig. 26.</strong> "Sydney Williams." Note flatness of brows; + smallness and fineness of features; fineness of texture; height of forehead + and crown. </td> +</tr> +<tr> + <td><!-- Page 199 --> <a name="fig27" id="fig27"></a> <img src="images/fig27.jpg" alt="Prof. Adolf von Menzel" width="450" height="680" /> + </td> + <td> <strong>Fig. 27.</strong> Prof. Adolf von Menzel, Sociologist. A man of great + intellect, especially interested in theoretical and statistical studies + of people, in the mass, but not greatly interested in practical, material + affairs. Note immense dome of forehead and head, with flatness at brows. + </td> +</tr> +<tr> + <td><!-- Page 200 --> <a name="fig28" id="fig28"></a> <img src="images/fig28.jpg" alt="Edgar Allan Poe" width="450" height="625" /> + </td> + <td> <strong>Fig. 28.</strong> Edgar Allan Poe, Poet. Impractical, deficient in + financial sense, but keenly alive to a world of fancy, ideals, dreams, imagery, + beauty, mysticism and tragedy. Note high forehead, wide above, flat at brows + and concave at sides; small nose and mouth, deep-set, gloomy eyes; dark + complexion; and lack of symmetry and balance in head and features. </td> +</tr> +<tr> + <td><!-- Page 201 --> <a name="fig29" id="fig29"></a> <img src="images/fig29.jpg" alt="Samuel Taylor Coleridge" width="450" height="570" /> + </td> + <td> <strong>Fig. 29.</strong> Samuel Taylor Coleridge, Author. Highly intellectual, + sentimental, impractical, sensitive, emotional. A man of high ideals and + beautiful thoughts, and creative power. Note high, dome-shaped head; flat, + high brows, fine, delicate features; weak mouth, and general softness of + contour and expression. </td> +</tr> +<tr> + <td><!-- Page 202 --> <a name="fig30" id="fig30"></a> <img src="images/fig30.jpg" alt="Thomas De Quincy" width="450" height="650" /> </td> + <td> + <em>Copyright by Harper & Brothers, N. Y</em>. <strong>Fig. 30.</strong> + Thomas De Quincy, Author. A man of fine, discriminating, logical intellect + along purely mental lines, but impractical in material affairs. Note high, + prominent forehead, with flat, poorly-developed brows, weak nose and mouth + and narrow head. </td> +</tr> +<tr> + <td><!-- Page 203 --> <a name="fig31" id="fig31"></a> <img src="images/fig31.jpg" alt="O. Henry" width="450" height="650" /> + </td> + <td> <strong>Fig. 31.</strong> O. Henry, at the age of thirty. Impractical, lacking + in desire for money and financial judgment. Creative, humorous, a lover + of human nature, mild, rather easy-going, idealistic, constant. Note high + forehead, flat at brows, full at sides along top, concave nose, full lips, + prominent chin. </td> +</tr> +<tr> + <td><!-- Page 204 --> <a name="fig32" id="fig32"></a> <img src="images/fig32.jpg" alt="Edwin Reynolds" width="450" height="525" /> + </td> + <td> <strong>Fig. 32.</strong> Edwin Reynolds, of Wisconsin. Of the practical, + matter-of-fact, literal type of intellect. Interested in facts, keenly observant, + quick in thought, alert and positive in his mental activities. Note high, + sloping forehead, very prominent at the brows, large nose, high in the bridge + and well-developed. </td> +</tr> +</table> + +<p>"The first part of September I moved back to Bakersfield. I tried out my +scheme by mail on two of the most prominent men in the country (one of the +times when I had plenty of nerve). It did not work and the time did not +seem auspicious for trying it on a greater number, especially as I did not +have money enough to do it properly.</p> + +<p>"While still working for the orchard man, I began to do some work in +getting subscriptions for the Curtis publications. I did get a few. Later, +about the middle of October, I went to Los Angeles, where I had a booth at +an exhibition for three weeks in the interest of a publishing house. But +it did not pay expenses, and I was deeper in debt than ever. I landed in +Bakersfield nearly 'broke.' Thanks to the kindness of the people where I +roomed and boarded, I was able to pull through until I obtained a loan +last week, secured by a mortgage on my homestead.</p> + +<p>"I was entirely unable to force myself to do any real canvassing while I +was absolutely in need of each commission, but, now that I once more have +a bank account, I hope to make myself keep at it until I can feel +moderately successful. That is the one job I have fallen down on over and +over (I have not even mentioned many of the attempts), and I believe I +could be a real salesman if I could only get over my fear of approaching +people on any proposition of immediate profit to me."</p> + +<p>Here we have in detail the old, old story. How often have you heard of the +man who graduated with high honors at the head of his class and was unable +to make a living afterward? How many men of highest scholarship have you +met who could not make a living for themselves and their families? Not +long ago we were offered the services of a man who had degrees from +several universities in America and Europe, who was master of several +languages, and who was glad to offer to do a little translating at +twenty-five cents an hour.</p> + +<!-- Page 206 --> +<p><strong>AN ANALYSIS OF SYDNEY WILLIAMS</strong></p> + +<p>What handicaps these men? They have good intellects, or they would be +unable to win high honors in colleges and universities. It is fitting that +they should educate themselves highly, since they are so capable of +attainment in scholarship. Surely, they ought to do some intellectual work +of some kind, because they are not fitted for manual labor. Where do they +belong? What is their particular type? What opportunities are there for +their unquestioned talents?</p> + +<p>Here is what we wrote to Sydney Williams:</p> + +<p>"From photographs and data submitted, I should judge your type of +organization, character and aptitudes to be as follows:</p> + +<p>"You have inherited only a fairly good physical constitution. You will +always need to take care of yourself, but there is absolutely no reason +why you should worry in regard to your health.</p> + +<p>"Under stress and strain your nervous system may give you trouble, and +there may be some tendency to digestive disturbances, but if you will +practice moderation, live on a well-balanced and sensibly selected diet, +and keep yourself from extremes of every kind you will probably maintain +very fair health and strength for many years.</p> + +<p>"Intellectually you have a good, active mind of the theoretical type. Your +mind is quick to grasp theories, ideals, abstractions, and such intangible +and purely mental concepts. Your imagination is active, and is inclined to +run away with plans, schemes, and inventions, with speculations and with +visions of future prospects. However, your plans and inventions are liable +to be purely along mental and intellectual lines, rather than practical.</p> + +<p>"You do not observe well. You are a little too careless in regard to your +facts. You therefore have a tendency to go ahead with your theories and +your plans upon insufficient data or upon data which are not accurate +because they have not been properly verified.</p> + +<p>"This deficiency in observation also handicaps you, because <!-- Page 207 -->you do not +see things in their right relation, and your judgment is, therefore, +liable to be erratic and unsound.</p> + +<p>"You should compel yourself to get the facts. You should suspend judgment +until you have made sure that all of the premises from which you argue to +your conclusions are sound and accurate. Take nothing for granted. Compel +yourself to stick to the facts. Not only ask yourself the question, 'Will +it work?' but make sure that the affirmative answer is absolutely accurate +before you go ahead.</p> + +<p>"Many of your characteristics are those of immaturity, notwithstanding +your years, your education, and your experience. You still retain many +youthful tendencies. You are inclined to be impulsive. You are very +responsive emotionally, and when your emotions are aroused you are prone +to decide important matters without reference to facts, reason, and logic. +Another very youthful characteristic in you is your tendency to be +headstrong, wilful, stubborn, and opinionated. When you have arrived at +one of your swift conclusions you find it very difficult to take advice. +Even when you do listen to what others say, you do not listen well. Your +mind jumps ahead to conclusions that are erroneous and which were never in +the mind of the person giving you the advice.</p> + +<p>"As you can readily see, it is this inability to get competent counsel +from others, coupled with your own lack of observation and lack of +deliberation, that leads you into so many situations that turn out to be +undesirable. Here, again, you need to go more slowly, to act more +according to your knowledge and less according to impulse, to make sure +that you understand what other people say, especially when seeking for +advice. As a result of your rather emotional character, you are liable to +go to extremes and do erratic things, to be over-zealous for a short +period; also, at times, to be high tempered, although your temper quickly +evaporates. In all of these things you will see the need for cultivation +of more self-control, more poise, more calmness, more maturity of thought, +speech, and action.</p> + +<p>"You are very idealistic. Your standards are high. You <!-- Page 208 -->naturally expect +much. It is your hope always, when making a change, that you will get into +something which will more nearly approach perfection than the thing you +are leaving.</p> + +<p>"But you are also critical. Indeed, you are inclined to be hypercritical, +to find too much fault, to see too many flaws and failures. For this +reason, nothing ever measures up to your ideals—you are always being +disappointed.</p> + +<p>"You need to cultivate far more courage. By this I mean the courage which +hangs on, which meets obstacles, which overcomes difficulties, which +persists through disagreeable situations. Your impulsiveness leads you +into plenty of things, but you are so hypercritical, and you become so +easily discouraged when eventualities do not measure up to your ideals, +that you fail to finish that which you start.</p> + +<p>"Naturally, of course, if you were to be more deliberate and more careful +in forming your judgments, you would find things more nearly ideal after +you got into them. Then, if you would stick to them, you could make a much +greater success of them.</p> + +<p>"Your intention to be honest, is, no doubt, above reproach. However, your +conduct or the results may at times be equivalent to dishonesty, being so +regarded by others. This, of course, is the result of your immaturity, +your impulsiveness, and your tendency not to see things through.</p> + +<p>"You are very keenly sensitive. With your great love of beauty and +refinement, anything which is coarse, crude, and ugly in your environment +is very depressing to you. You also find it difficult to associate happily +with those who are coarse and crude by nature. Unquestionably, such people +frequently hurt you cruelly when they have no intention of doing so. It +would be well if you would learn to accept other people for what they are +worth, rather than being so critical of them and so easily hurt. Praise +and blame are usually meant impersonally and should be so received. In +other words, people praise or blame the deed and not the doer.</p> + +<p>"Your appreciation of financial and commercial values and methods is +deficient. This is due to many different things, but principally to your +lack of observation, your inability to see <!-- Page 209 -->things in their right +relations, and your limited sense of values. For these reasons you are not +and cannot become vitally interested in financial and commercial affairs. +If your wants were supplied, and you had something interesting to do, +money would receive practically no consideration from you. For your own +sake, you ought to attach more importance to monetary considerations, +cultivate a greater sense of values, develop more practical commercial +sense. On the other hand, however, you should not attempt any vocation in +which a high development of these qualities is necessary.</p> + +<p>"In practical affairs, you show a tendency not to learn by experience. +This is because of deficiency in your observation of facts. You do not +really understand the essential facts of the experiences through which you +pass, and, therefore, they do not impress or teach you.</p> + +<p>"In your choice of a vocation you should make up your mind once for all +that, on account of the qualities I have described, you are not commercial +or financial, and, therefore, you do not belong in the industrial or +commercial world. Your talents are educational, dramatic, professional, +literary. You are decidedly of the mental type. Your world is a mental +world, an intellectual world. Ideas, ideals, and theories are the things +with which you can deal most successfully.</p> + +<p>"Owing to your distaste for detail, and the difficulty you have in +applying yourself to a task until it is finished, and also on account of +your very keen and sensitive critical faculties, you are probably better +fitted for success as a critic than as a producer.</p> + +<p>"A position in a house publishing books and magazines, where your duty +would be to read, analyze, and criticise manuscripts, would offer you far +better opportunities than anything you have yet attempted.</p> + +<p>"You could probably do well in a mail-order house as correspondent.</p> + +<p>"You also have some dramatic ability which, if developed and trained, +might make you a success, either on the stage or in the pulpit. In this +connection, I merely call your <!-- Page 210 -->attention, in passing, to the +opportunities in the motion picture drama. Here is where dramatic ability +is everything and the heavier demands upon the actor in the ordinary +drama, especially in the way of physical development, voice, etc., do not +enter.</p> + +<p>"Another line which might possibly interest you would be that of a +salesman in an art or music store, where customers come to you, or in a +book store. You probably would do better selling to women than to men.</p> + +<p>"Whatever you do, you should work under direction, under the direction of +some one whose judgment, wisdom, honesty, and high principles you respect. +Under wise leadership you have your very best opportunities for success. +In attempting to be your own manager and to go your own way, you suffer +from the serious handicaps to which I have already referred.</p> + +<p>"In selecting from among the vocations I have enumerated the one that is +best for you, you will, of course, be guided very largely by +opportunities. At this distance I do not know just which is your best +opportunity, and, therefore, cannot counsel you definitely to undertake +any one of these vocations in preference to the others. If the opportunity +is at hand, perhaps the position of literary or dramatic critic with a +publishing house would be most congenial for you and offer you the best +future. If not, then one of the others. You might even undertake a +position as salesman in a book store or an art store while preparing or +waiting for an opening in one of the other lines suggested.</p> + +<p>"Whatever you undertake, however, compel yourself, in spite of obstacles, +in spite of your very natural criticisms of the situation, to stick to it +until you make a success of it.</p> + +<p>"As you grow older, if you will patiently and conscientiously cultivate +more deliberation, more practical sense, more self-control, and more +poise, you will become more mature in judgment and gradually overcome to a +greater and greater degree the handicaps which have so far interfered with +your progress and the best and highest expression of your personality."</p> + + +<!-- Page 211 --> +<p><strong>HANDICAPS OF THIS TYPE</strong></p> + +<p>To make a long story short, Sydney Williams and men of his type have +unusual intellectual powers of analysis, criticism, memory, abstraction, +and philosophy. They can master hypotheses, higher mathematics, and Hebrew +irregular verbs, but they are babes in all practical affairs. They have +some such conception of the plain facts of human nature, ordinary +financial values, and efficient methods of commerce as a man with color +blindness has of the art of Corot. Like the children they are, these +people seldom suspect their deficiencies. Oftentimes they are ambitious to +make a success in a commercial way. They try salesmanship, or, if they +have a little capital, they may embark in some ambitious business project +on their own account. They even go into farming or agriculture or poultry +raising, or some kind of fancy fruit producing, with all of the optimism +and cheerfulness and confidence in their ability that Sydney Williams felt +for his orange growing. When they fail, it is more often through their own +incompetence than because some one comes along who is mean enough to take +candy from a baby. They usually dissipate their assets by impracticable +schemes before the unscrupulous can take them. The only hope for such men +is to learn their limitations; to learn that, even though they may be +ambitious for commercial success, they are utterly unqualified for it; +that, although they may wish to do something in the way of production or +selling, they have neither talent, courage, secretiveness, persistence, +nor other qualities necessary for a success in these lines. They are too +credulous. They are too impractical. They are too lacking in fighting +qualities, and, therefore, too easily imposed upon. They are usually lazy +physically and find disagreeable situations hard, so that they are out of +place in the rough-and-tumble, strenuous, hurly-burly of business, +manufacturing, or ordinary professional life.</p> + +<p>Perhaps a few stories would indicate what these men can do, do well, and +what they can be happy and satisfied in doing. There is a real need for +them in the world.</p> + + +<!-- Page 212 --> +<p><strong>A CAREER IN MUSIC</strong></p> + +<p>George R. came to us late one evening in a little town in Illinois. He was +nervous, weak, and diffident.</p> + +<p>"I am now," he said, "a salesman in a dry goods store. But I have only +held the job three months and do not expect that I will be permitted to +remain more than a week or so longer. I have been warned several times by +the floor-walker that my errors will cost me my position. God knows, I do +my best to succeed in the work, but it is like all the other positions +I've held. Somehow or other I don't seem to be able to give satisfaction. +While I am on my guard and as alert as I know how to be against one of the +things I've been told not to do, I am just as sure as sunshine to go and +do some other thing which is against the rules. If I don't do something +against the rules, then I forget to do something I was told to do. If I +don't forget to do something I've been told to do, then I am quite likely +to make some outlandish mistake that no one ever thought of framing a rule +to fit. The result of it all is that in about another week or, at the +most, two, I'll be out of employment again. I have tried driving a +delivery wagon. I've tried grocery stores. I've tried doing collections. I +began once as clerk in a bank. Immediately after leaving college, I +started in as newspaper reporter. I've been a newsboy on railroad trains. +I sold candies and peanuts in a fair ground. I have been night clerk in a +hotel. I've been steward on a steamboat. I've been a shipping clerk in a +publishing house, and I have been fired from every job I have ever had. +True enough, I've hated them all, but, nevertheless; I have tried to do my +best in them. Why I cannot succeed with any of them, I don't know, and yet +I have a feeling that somehow, somewhere, sometime, I will find something +to do that I will love, and that I can do well."</p> + +<p>"Music," we said, "unquestionably music."</p> + +<p>"Do you think I could?" he said wistfully. "Music has been my passion all +my life long. It has been my one joy, my one solace in all my wanderings +and all my failures. But <!-- Page 213 -->I have always been afraid I would fail also in +that, and, if I should, it would break my heart sure. But if you think I +have the talent, then I shall give my whole time, my whole thought, my +whole energy to music hereafter."</p> + +<p>It was rather late in life for this young man to begin a musical career. +While he had always been fond of music, he had been sent to college for a +classical course by parents to whom a classical course meant everything +that was desirable in an education. He had learned to play the piano, the +violin, the guitar, the mandolin, and some other instruments, without +education, because of his natural musical talent. He played them all as he +had opportunity, for his own amusement, but, because of his ambition for +commercial success, had never thought of music as a career. We wish we +might tell you that this young man was now one of the foremost composers +or conductors of his time. It would make an excellent story. Such, +however, is not the case.</p> + +<p>He devoted himself to securing a thorough musical education, supporting +himself and paying his expenses in the mean-while by playing in churches, +musicales, motion picture shows, and other places. He also received a few +dollars nearly every week for playing the violin for dances and other +functions in a semi-professional orchestra. Truly this was not "art for +art's sake." Any critical musician could probably tell you that such use +of his musical talent forever shut off any hopes of his becoming a true +artist. On the other hand, it did fill his stomach and clothe him while he +was securing a sufficient musical education to enable him to make a very +fair living as teacher on various musical instruments and as a performer +at popular concerts, recitals, etc. Best of all, he was happy in his work, +felt himself growing in success and, while there were probably heights +which he never could scale and to which he may have turned his longing +eyes, he doubtless got a considerable amount of satisfaction out of the +fact that he was no longer being kicked around from pillar to post in the +commercial world.</p> + + +<!-- Page 214 --> +<p><strong>VOCATIONS FOR THE IMPRACTICAL</strong></p> + +<p>Herbert Spencer felt that he was a complete and utter failure as a civil +engineer, but he made a magnificent success as a scientist, essayist, and +philosopher.</p> + +<p>The number of great authors, scientists, philosophers, poets, actors, +preachers, teachers, lecturers, and musicians who were ludicrously +impractical is legion. Literature abounds in stories of their +idiosyncrasies. These people deal with abstractions, ideas, with theories, +and with emotions. They may be very successful in the spinning of +theories, in the working out of clever ideas, and in their appeal to the +emotions of their fellow-men. They may write poetry which is the product +of genius; they may devise profound philosophy. This is their realm. Here +is where they are supreme, and it is in this kind of work they find an +expression for all of their talent.</p> + +<p>Right here there is need for careful distinction. There is a great +difference between the impractical man who has energy, courage, and +persistence, and the impractical man who is lazy and cowardly. No matter +what a man's natural talent may be, it takes hard work to be successful in +such callings as art, music, the pulpit, the stage, the platform, and the +pen. Inspiration may seem to have a great deal to do with success. But +even in the writing of a poem inspiration is probably only about five per +cent.; hard work constitutes the other ninety-five per cent. It is one +thing to have vague, beautiful dreams, to be an admirer of beauty, to +enjoy thrills in contemplation of beautiful thoughts or beautiful +pictures. It is quite another thing to have the energy, the courage, and +the dogged persistence necessary to create that which is beautiful.</p> + +<p><strong>NO EASY ROAD TO SUCCESS</strong></p> + + +<p>We offer no golden key which unlocks the doors to success. Much as we +regret to disappoint many aspiring young men and women, we must be +truthful and admit that there is no magic way in which some wonderful, +unguessed talent can be discovered within them and made to blossom forth +in a night, <!-- Page 215 -->as it were. Many people of this type come to us for +consultation, evidently with the delectable delusion that we can point out +to them some quick and easy way to fame and fortune. Again we must make +emphatic by repetition the hard, uncompromising truth that laziness, +cowardice, weakness, and vacilation are incompatible with true success. No +matter what a man's other aptitudes may be, no matter how great his talent +or his opportunities, we can suggest absolutely no vocation in which he +can be successful unless he has the will to overcome these deficiencies in +his character.</p> + +<p>Many a man is deluded into the fond supposition that he is not successful +because he does not fit into the vocation where he finds himself. The +truth is that he probably is in as desirable a vocation as could possibly +be found for him. The reason he is not successful is because he has failed +to develop the fundamental qualities of industry, courage, and +persistence.</p> + + + +<p><strong>HOW TO BECOME MORE PRACTICAL</strong></p> + +<p>When the impractical man learns his limitations he is all too likely to go +to extremes in depreciating his own business ability. Many such people are +seemingly proud of their deficiencies in business sense. "I am no business +man. You attend to it, I'll trust you," they say. While a lack of natural +business ability may not be a man's fault, it is nothing to be proud of. +You may not be born with keen, financial sense, but that is no reason why +you may not develop more and more of it and make yourself a better +business man. As a matter of fact, every man is in business—he has +something to sell which he wishes the rest of the world to buy from him. +He has himself, at least, to support, and more than likely he has others +dependent upon him. He has no right, therefore, to neglect business +affairs and to permit others to impose upon him and to steal from him and +from those dependent upon him the proper reward for his labor.</p> + +<p>Even the youth who is poor in mathematics can learn something about +geometry, algebra, and trigonometry; even he who "has no head for +language" can learn to speak a foreign tongue <!-- Page 216 -->and even to read Latin or +Greek. It is not easy for either one of them and perhaps the one can never +become a great mathematician nor the other a great linguist, but both can +learn something, both can improve their grasp of the difficult subject. +There are probably few readers of these pages who have not in their school +days overcome just such handicaps in some particular subject of study.</p> + +<p>In a similar way those who are impractical and have little business sense +can improve in this respect and they ought to. Such people ought to study +practical affairs, ought to give their attention to financial matters. In +fact, one of the best ways to increase financial judgment is to form the +intimate acquaintance of some one who has a keen sense of financial +values. If such a person can be persuaded to talk about what he knows, the +impractical man will do well to take a keen interest in what he says, to +qualify himself to understand it, and, if possible, to get the point of +view from which a good business man approaches his problems and studies +his affairs. Actual practice is, of course, necessary for development, and +the impractical man ought to take an interest in his affairs and ought to +do his best to handle them. Naturally, he needs to seek competent counsel +in regard to them, but he should pay some attention to the counsel given, +try to learn something from it, watch results of every course of action +and in every possible way study to make himself more practical and less +theoretical and abstract in his attitude toward life in general and toward +business affairs in particular.</p> + +<p>Not long ago we attended a meeting of two and three hundred of the most +prominent authors, poets, and playwrights in America. We were not at all +surprised to note that nearly every one of those who had made a financial +success of his art was a man of the practical, commercial type who had +developed his business sense along with his artistic or literary talent.</p> + +<p><strong>A PAUPER, HE DREAMED OF MILLIONS</strong></p> + +<p>Some years ago we formed the acquaintance of a delightful man who is so +typical of a certain class of the impractical <!-- Page 217 -->that his story is +instructive. When we first formed the acquaintance of this gentleman he +was about thirty years of age, rather handsome in appearance, with great +blue eyes, very fine silky blonde hair, and a clear, pink, and white +complexion. His head, somewhat narrow just above the ears, indicated a +mild, easy-going, gentle disposition. The large, rounded dome just above +temples was typical of the irrepressible optimist. His forehead, very full +and bulging just below the hair line, showed him to be of the thoughtful, +meditative, drearily type, while flatness and narrowness at the brows told +as plainly as print of the utter impracticability of his roseate dreams.</p> + +<p>True to his exquisite blonde coloring, this man was eager, buoyant, +irrepressible, impatient of monotony, routine, and detail—social and +friendly. True to his fine texture, he shrank from hardship, was +sensitive, refined, beauty loving and luxury loving. Because of his mild +disposition and optimism and also because of his love of approval, he was +suave, affable, courteous, agreeable. He made acquaintances easily and had +many of the elements of popularity.</p> + +<p>Because he was ambitious to occupy a position of prominence and +distinction, because he wished to gratify his luxurious and elegant +tastes, and because in his irrepressible optimism it seemed so absurdly +easy to do, he was eager to make a large fortune. Lacking the +aggressiveness, energy, willingness to undergo hardship and to work hard +and long, patiently enduring the hours and days of drudgery over details +that could not be neglected, he dreamed of making millions by successful +speculation.</p> + +<p><strong>LOOKING FOR A SHORT CUT TO WEALTH</strong></p> + +<p>It is easy to see why a man of this type, with his futile dreams of easy +conquests in the field of finance, should have scorned the slow and +painful process of acquiring an education. Yet the tragedy of his life was +that his only hope of usefulness in the world was through the careful +cultivation and development of his really fine intellect. It is also easy +to see why such a man would lack the patience to learn a <!-- Page 218 -->trade even if he +had had the manual skill to carry on any trade successfully—which he had +not. For the same reasons he would not take pains to qualify himself for +any occupation, although he might have made a fair success in retail +salesmanship perhaps, notwithstanding his far greater fitness for +educational, ministerial, or platform work. On the contrary, he roamed +about the country occupying himself at odd times with such bits of light +mental or physical work as came his way. Being without training and taking +no real interest in his work, he never retained any job long. Sometimes, +lured by the will-o'-the-wisp of some fancied opportunity to make a +million, he gave up his work. Sometimes he merely got tired of working and +quit. But most often he was discharged for his incompetence. It is +difficult indeed for any man to attend properly to the cent-a-piece +details of an ordinary job when he is dreaming of the easy thousands he is +going to make next week.</p> + +<p>This charming gentleman was always out of funds. Although he carefully +tonsured the ends of his trouser legs, inked the cuffs of his coat, +blackened and polished his hose and even his own, fine, fair skin where it +showed through the holes of his shoes, and turned his collars and ties +again and again, he was nearly always shabby. On rare and ever rarer +occasions he would do some relative or friend the inestimable favor and +honor of accepting a small loan, "to be repaid in a few days, as soon as a +big deal I now have under way is consummated." These loans were his only +successes in the realm of practical finance. Inasmuch as the repayment of +them was contingent upon the closing of an ever-imminent, but never +consummated, "big deal," they cost him nothing for either principal or +interest. For a few weeks after the successful negotiation of one of these +loans, he would be resplendent, opulent, fastidious, even generous. All +too soon the last dollar would slip through his unheeding fingers. If +during a period of affluence he had succeeded in establishing a little +semblance of credit, he would maintain his regal style of living as long +as it lasted. Then he would come down <!-- Page 219 -->to the hall bedroom or even the +ten-cent lodging house, the lunch wagon, and the pawn shop. But even at +the lowest ebb of his fortunes, he never seemed to lose his cheerfulness, +his good nature, his grand manners, and his easy, confident hope and +conviction about the huge sums that were to come into his possession +"within a few days."</p> + +<p><strong>A DILETTANTE IN REAL ESTATE</strong></p> + +<p>Do not imagine that this man's dreams of great and easy fortunes were mere +idle fancies—far from it. He was nearly always engaged in negotiations +for some big deal. One of his favorite pastimes was to hunt up large +holdings of real estate offered for sale, go to the owners, represent +himself as a real estate broker, and secure permission to put these +properties on his "list." This permission obtained, he would go about +trying to find buyers. But his ideas of real estate values, of the +adaptation of properties to purchasers, of the details of a real estate +transaction and of salesmanship were so vague and so impractical that if +he ever succeeded in selling a piece of real estate, we have not yet heard +of it. He lacked the practical sense necessary to inform himself upon such +important matters as taxes, assessments, insurance rates, trend of +population, direction and character of commercial expansion, bank +clearings, freight shipments, volume of retail and wholesale business, +projected municipal and public service improvements, crop reports, output +of manufacturies, and many other items which form the basis for +intelligent negotiation, in a real estate deal. He could talk only in +glittering generalities, and his suggestions were usually so impracticable +that he failed to secure the confidence of those who were in a position to +purchase properties so valuable as those he invariably hit upon for his +ambitious projects.</p> + +<p><strong>AN UNDESERVED BAD REPUTATION</strong></p> + +<p>Here, then, was a man of unusual intelligence and capacity along +theoretical, abstract, philosophical, and spiritual lines. His intentions +were good. He was kindly, sympathetic, <!-- Page 220 -->generous to a fault, refined, +ambitious, high principled at heart and a thorough gentleman by birth, +training, and instinct. Yet, because of a lack of clear knowledge, his +life has been one of hardship, privation, disappointment, disillusionment, +galling poverty, and utter failure. He has been subjected to ridicule and +the even more blighting cruelty of good-natured, patronizing, contemptuous +tolerance. His reputation is that of a lazy, good-for-nothing, +disreputable dead beat and loafer. And yet, in a sense, nothing is further +from the truth. Notwithstanding his many disappointments, no one could +have been more sincere than he in believing that just around the corner +fortune awaited him.</p> + +<p><strong>DIAGNOSIS OF THE IMPRACTICAL MAN'S CASE</strong></p> + +<p>The fundamental difficulty with the impractical man is two fold. First, +his powers of observation are so deficient that it is difficult for him to +obtain facts. It is an axiom of conscious life that there is pleasure and +satisfaction in the use of well-developed powers and a disinclination to +use powers which are deficient in development. Because it is difficult for +the impractical man to obtain facts, he has little desire to obtain them. +He takes little interest in them, does not appreciate their value. He, +therefore, assumes his facts, takes them for granted or proceeds almost +wholly without them. Even when he does take the trouble to ascertain the +facts, he is inclined to be hasty and slipshod in his methods. He, +therefore does not obtain all of the necessary information bearing upon +his problem. He does not painstakingly verify his knowledge through +repeated observations, under all kinds of conditions. So he is frequently +mistaken and reasons to his conclusions upon supposed facts which are not +facts at all.</p> + +<p>Second, the impractical man, as a general rule, has well-developed powers +of reason, logic, and imagination. His mind easily and unerringly leaps +from premises to conclusion and weaves long and beautiful chains of +reasoning, each link perfectly formed. The only trouble is that none of +the chains are attached to anything solid and substantial at either end. +<!-- Page 221 -->With highly developed powers of imagination, it follows that the +impractical man loves to dream, to build castles in the air. When he +attempts to form a judgment or reach a conclusion, he may possibly begin +by attempting to ascertain the facts. But observation for him is a slow +and painful process. He does not enjoy it. He has no patience with it. +Mere facts restrict him. Practical reasoning is like walking painfully, +step by step, along a narrow, steep pathway, leading to a fixed +destination at which the traveler arrives whether he wills it or not. The +impractical man's form of reasoning, starting at the same place, soars +into the air, dips and sweeps in magnificent and inspiring curves and +finally sets him down at whatever destination seems most desirable to him. +His well-developed powers of imagination are usually more than willing to +supply the deficiencies in his powers of observation. In his own realm he +is a valuable member of society—often becomes rich and famous. But he is +a misfit in any vocation which deals wholly with concrete things.</p> + +<p><strong>DESCRIPTION OF THE IMPRACTICAL MAN</strong></p> + +<p>The impractical man is easily recognized. He may be blonde or brunette, +large or small, fine textured or coarse textured, energetic or lazy, +aggressive or mild, friendly or unfriendly, ambitious or unambitious, +honest or dishonest—but his mark is upon his forehead. If his brows are +flat or if his forehead immediately above and at the sides of his eyes is +undeveloped or only a little developed, his powers of observation are +deficient. He is not interested in facts and his judgment is based upon +hasty and mistaken premises. As a general rule, in such cases, the upper +part of the forehead is well developed. This is always the case if the man +is intelligent. If the forehead is both low and retreating and flat at the +brows, then the individual lacks both power of observation and reasoning +power, and is very deficient in intellect.</p> + +<p>Figures 27 and 28 and 29 and 30 show some very common types of the +impractical man. Note the flatness of the brows in every case. Figures 32, +50, and 54 show the foreheads of practical men.</p> + + +<!-- Page 223 --> +<hr /> +<p><a name="pg223" id="pg223"></a></p> +<h2>CHAPTER IX</h2> +<h3>HUNGRY FOR FAME</h3> + +<p>The born artist has a passion for creation. This is true whether his art +expresses itself through paints and brushes, through chisel and stone, on +the stage, through musical tones, through bricks and mortar, or through +the printed page. The born artist may or may not have, as companion to his +passion for creation, a hunger for fame, an ear which adores applause. Few +artists, however, have ever become famous who were not spurred on by an +eager desire for the plaudits of their fellows.</p> + +<p>It is possible to have the passion for creation without the hunger for +fame. It is also possible to have a hunger for fame without the passion +for creation. In the "Light That Failed," Kipling tells of little Maisie, +who toiled and struggled, not to create beauty, but for success. Yet, poor +Dick, who loved her, was forced to admit that there was no special reason +why her work should be done at all.</p> + +<p>Horace Annesley Vachell, in "Brothers," tells the story of Mark Samphire's +tragedy. "When, after three years of most gruelling, hard work as an art +student, he turned to his great master and asked: 'When you were here last +you said to a friend of mine that it was fortunate for me that I had +independent means. You are my master; you have seen everything I have +done. Pynsent knows my work, too, every line of it. I ask you both: Am I +wasting my time?'</p> + +<p>"Neither answered.</p> + +<p>"'No mediocre success will content me,' continued Mark. 'I ask you again: +Am I wasting my time?'</p> + +<p>"'Yes,' said the master gruffly. He put on his hat and went out.</p> + +<p>"'He's not infallible,' Pynsent muttered angrily.</p> + +<p>"'Then you advise me to go on? No, you are too honest to do that. I shall +not go on, Pynsent; but I do not regret the <!-- Page 224 -->last three years. They would +have been wasted, indeed, if they had blinded me to the truth concerning +my powers.'"</p> + +<p><strong>WHEN THE DIVINE FIRE IS NOT AFLAME</strong></p> + +<p>The art schools of Paris! History, fiction, reminiscence, your own +knowledge, perhaps your own experience, join in piling mountain-high the +tale of wasted years, blasted ambitions, broken hopes and shattered +ideals. Worse than this, perhaps, they tell of homes, galleries and shops +disfigured with mediocre work and criminally hideous daubs.</p> + +<p>The music studios of Paris, Berlin, New York, and other large cities, the +schools of dramatic art, the theological seminaries, and the departments +of literature in our universities could add their sad testimony. +Theatrical managers, editors of magazines, publishers, art dealers, and +lyceum bureaus are besieged by armies of aspiring misfits.</p> + +<p>Probably there is no more difficult and hazardous undertaking in all the +experience of the vocational counsellor than that presented by people of +this type. The mere fact that a young man has painted scores of pictures +which have been rejected has no bearing on the case. Artistic and literary +history is studded with the glorious names of those who struggled through +years of failure and rejection to final success. This is, in fact, true of +nearly all of the great artists and writers. True, the mere dictum of any +authority, however high, would have very little effect in turning the true +creative artist from his life work, but what a pity it would have been if +Richard Mansfield, Booth Tarkington, Mark Twain, and a host of others had +paid any attention to the advice of those who told them they never could +succeed! And yet, unless the vocational counsellor can encourage and urge +on those who have the divine spark, and turn back from their quest those +who have it not, he has failed in one of his most important tasks.</p> + +<p><strong>ELEMENTS OF SUCCESS IN ART</strong></p> + +<p>Let us, therefore, examine some of the elements of success in art. We have +seen that the born artist has a passion for <!-- Page 225 -->creation. He <em>must</em> draw, or +paint, or act, or sing, or write. That which is within him demands +expression and will not be denied. His love is for the work and not for +the reward or the applause. These are but incidental. His visions and +dreams are of ever greater achievements and not of an ever increasing +income or wider popularity. Work well done and the conscious approval of +his own mind are the sweetest nectar to his soul.</p> + +<p>But this passion of creation is, perhaps, not enough in itself. "Art is a +jealous mistress." Even the passion for creation must wait upon slowly and +painfully acquired technique, and, in the case of painting, sculpture, +instrumental music, and some other forms of art, upon inherent capacity +and manual skill. Many an artist's soul is imprisoned in a clumsy body +which will not do its bidding.</p> + +<p>"Art is long," and he who is unwilling or unable to keep alive the divine +spark through years of poverty had better turn back before he sets forth +upon the great adventure. Searching the portraits of the world's great +artists, living and dead, you will not find a lazy man amongst them.</p> + +<p><strong>AN ATTEMPT TO MIX INDOLENCE AND POETRY</strong></p> + +<p>During our school days we made the acquaintance of Larime Hutchinson, then +a lad of twenty, shy, self-conscious, pathetically credulous, and hobbled +by a prodigious ineptitude which made him a favorite butt for schoolboy +jokes and pranks. Larime was in great disfavor with the teachers because +he almost never had his lessons. He was also in disfavor with the college +treasurer because he did not pay his bills. Larime's father was a country +minister and could send him only a few dollars a month. The rest of his +financial necessities he was supposed to meet by sawing wood, mowing +lawns, attending furnaces, and other such odd jobs. But Larime never could +hold these jobs because he was too lazy to do them well. He was also in +high disfavor with his schoolmates, first, because of his timidity and +self-consciousness; second, because of the strange air of superiority +which, paradoxically enough, he <!-- Page 226 -->managed to affect even in spite of these +handicaps. A little confidential consorting with this peculiar young man +soon revealed the fact that he yearned to be heralded with great acclaim +as "The Poet of the New World." Not only did he yearn; he confidently +expected it. Nay, more; he already was "The Poet of the New World," and +awaited only the day of his acknowledgment by those who, despite their +prejudices and envy, would eventually be compelled to accord him his true +position. To prove his claims, Larime read us some of his "poetry." It was +bad, very bad, and yet it was not quite bad enough to be good.</p> + +<p>Such visions of glory as obscured Larime Hutchinson's sensible view of the +practical world are, perhaps, common enough in adolescence, and, as a +general rule, work no serious harm. There were, however, two fatal defects +of character in this case. The first was that Larime continued to dream +and to write what he thought was verse, when he ought to have been at work +plowing corn, for he had qualities which, with industry, would have made +him a successful farmer. Second, he was mentally too lazy for the drudgery +even the greatest poet must perform if he is to perfect his technique.</p> + +<p><strong>A MIND FOCUSSED ON DETAILS</strong></p> + +<p>The case of Marshall Mears, a young man who consulted us a few years ago +with reference to his ambition to become a journalist and author, well +illustrates a different phase of this same problem. This young man was of +the tall, raw-boned, vigorous, active, energetic, industrious type. There +was not a lazy bone in his body. In addition to his energy, he had unusual +powers of endurance, so that he could work fifteen, eighteen, or twenty +hours a day for weeks at a time without seeming to show any signs of +fatigue. He was ambitious for success as a writer. He was willing to work, +to work hard, to work long, to wait for recognition through years of +constant effort. He had secured a fairly good education and, in many ways, +seemed well fitted for the vocation he had chosen to pursue.</p> + +<p><!-- Page 227 -->A careful examination, however, showed two fundamental deficiencies in +Marshall Mears which training could only partially overcome. First, his +was one of those narrow-gauge, single-track minds. He was incapable of any +breadth of vision. His mind was completely obsessed with details. He would +go to a lecture, or to a play, and invariably, instead of grasping the +main argument of the lecture, or the lesson of the play, he saw only a few +inconsequential details of action in the play, and remembered only stray +and somewhat irrelevant statements made by the lecturer. A novel or an +essay appealed to him in the same way. Present to him a business +proposition and his whole attention would be absorbed by some chance +remark. He was a devoted admirer of the late Elbert Hubbard and he had +longed for years to hear the great man lecture. Finally his opportunity +came and he was greatly elated, and not a little excited, as he looked +forward to what he believed to be one of the treats of a lifetime. When he +returned from the lecture, as we had feared, instead of being uplifted and +delighted, he was manifestly disappointed.</p> + +<p>"Didn't you like the lecture?" we asked.</p> + +<p>"I cannot understand," he complained, "why as intelligent a man as Hubbard +should split his infinitives."</p> + +<p>Naturally, a man with a mind like this could not construct a plot or +outline an article. His writings, like his conversations, were long drawn +out, meandering and painfully tiresome recitations of trifling and, for +the most part, irrelevant detail.</p> + +<p>We counselled him to lay aside his pen and take hold of plow handles +instead. He has since become a successful farmer, perfectly happy, working +out all the infinitude of minutiae in connection with the intensive +cultivation of small fruits.</p> + +<p><strong>LACK OF DISCRIMINATION A HANDICAP</strong></p> + +<p>Still another phase of this problem is presented by the case of N.J.F. +This man also wanted to be an editor and writer. He was a big, +fine-looking fellow, fairly well educated, had some ability in written +expression, and frequent good ideas. With his aptitudes, training, and +talents, it seemed, at first <!-- Page 228 -->sight, that he certainly ought to be able to +succeed in an editorial capacity. Further examination showed, however, a +lamentable lack of discrimination, a deficient sense of the fitness of +things, and consequently, unreliable judgment. These deficiencies are +worse than handicaps to an editor. They are absolute disqualifications. An +editor's first duty is to discriminate, to sift, to winnow the few grains +of wheat out of the bushels of chaff that come to his mill. Editors must +have a very keen sense of the fitness of things. It is true that the +discriminating reader of newspapers and magazines may be tempted to feel +at times that this sense of the fitness of things is very rare in editors. +Unquestionably, it could be improved in many cases, and yet, on the whole, +it must be admitted that newspaper and magazine editors perform at least +one important function with a very fair degree of acceptability, namely, +they purvey material which is at least interesting to the particular class +of readers to whom they wish to appeal. If readers could be induced to +wade through for a week the masses of uninteresting material which is +submitted, they would doubtless have far greater respect for the +intelligence, criticism, peculiarities, and sense of fitness of things of +the editors.</p> + +<p>But we digress. N.J.F. was incapable of sound judgment, not because he did +not know the facts, but because, instead of reasoning logically to his +conclusion, in accordance with the facts, he was entirely governed by his +rather erratic feelings. In other words, he could not reason well from +cause to effect; he did not understand people, and so could not sense what +would interest them, and his powers of criticism, such as he possessed, +were destructive rather than constructive.</p> + +<p>Contrary to our advice, N.J.F. persisted in his editorial ambitions and in +time managed to persuade the owner of a certain publication to entrust him +with its editorial management. Almost immediately the periodical began to +lose subscribers. Down, down, down went its circulation until it almost +reached the vanishing point. Finally, it expired. The trouble was not that +its pages contained anything bad, harmful or illiterate, but simply that +there was page after page of <!-- Page 237 -->dry, discursive, uninteresting, valueless +material. It was a pity, because, under a competent editor, the periodical +in question had occupied an important and useful place in the current +literature of the period, and also because, as a dealer in coal, lumber, +lime, and building materials, N.J. F. would have been a useful and +successful member of the community.</p> + +<!-- Illustrated Pages Moved to allow continuation of reading to end of segment +Commented Page Numbers are accurate with book source though appear out of order here --> +<table> +<tr> + <td><!-- Page 229 --> <a name="fig33" id="fig33"></a> <img src="images/fig33.jpg" alt="John Masefield" width="450" height="680" /> +</td> + <td> <strong>Fig. 33.</strong> John Masefield, Poet. Idealistic, sentimental, dreamy, + impractical, but intensely responsive to beauty, rhythm and imagery. Has creative + power. Note high, straight forehead, very high head, fine texture, finely + chiseled features, and dreamy, mystic expression. </td> +</tr> +<tr> + <td><!-- Page 230 --> <a name="fig34" id="fig34"></a> <img src="images/fig34.jpg" alt="Edward DeReszke" width="450" height="650" /> +</td> + <td> <strong>Fig. 34.</strong> Edward DeReszke, Opera Singer. Great artistic and + musical talent, with capacity for sentiment and emotion. Note width of brows; + dome of head over temples; fulness of eyes, curves of nose, cheeks and lips, + Also large physical frame, especially chest and abdomen. </td> +</tr> +<tr> + <td><!-- Page 231 --> <a name="fig35" id="fig35"></a> <img src="images/fig35.jpg" alt="Puccini" width="450" height="655" /> +</td> + <td> <em>Copyright by A. Dupont, N.Y.</em> <strong>Fig. 35.</strong> Puccini. Composer. + Has artistic talent and creative ability together with, energy, ambition, + persistence, courage, determination. Rather mild in disposition. Not a particularly + good business man. More interested in music than in money. Note width of forehead + at eyes and at upper corners and its narrowness between; high nose; brunette + color; square, strong jaw and chin; straight, firm mouth, and calm, determined + expression. </td> +</tr> +<tr> + <td><!-- Page 232 --> <a name="fig36" id="fig36"></a> <img src="images/fig36.jpg" alt="John S. Sargent" width="450" height="630" /> +</td> + <td> <strong>Fig. 36.</strong> John S. Sargent, R.A., Portrait Painter. Keen powers + of observation, high ambition, great energy, fine discrimination, excellent + powers of expression, and social qualities. Note unusual development of brows, + height of head; fulness of forehead at center; fulness of eyes, large, high + nose, and fulness of backhead. </td> +</tr> +<tr> + <td><!-- Page 233 --> <a name="fig37" id="fig37"></a> <img src="images/fig37.jpg" alt="Pietro Mascagni" width="450" height="655" /> +</td> + <td> <em>Photo by American Press Association.</em> <strong>Fig. 37.</strong> Pietro + Mascagni. Composer. Musical, emotional sensuous, impulsive, spasmodically + energetic. Note width of forehead at brows, full lips, dimpled chin, heavy + cheeks, thick-lidded eyes, large nose, and intense, ardent expression. </td> +</tr> +<tr> + <td><!-- Page 234 --> <a name="fig38" id="fig38"></a> <img src="images/fig38.jpg" alt="Richard Burton" width="450" height="600" /> +</td> + <td> <strong>Fig. 38.</strong> Richard Burton. Author. Has fine, sentimental, idealistic, + artistic and literary talents, intellectual, creative and inventive ability, + together with energy, determination, and ambition. Note height and width of + forehead; fulness back of upper corners; large, but finely chiseled features, + and thoughtfully intense, but calm, serious, poised expression. </td> +</tr> +<tr> + <td><!-- Page 235 --> <a name="fig39" id="fig39"></a> <img src="images/fig39.jpg" alt="Mendelssohn" width="450" height="630" /> + </td> + <td> <strong>Fig. 39.</strong> Mendelssohn, Composer. Very refined, sensitive, + responsive, emotional and delighted with appreciation and applause. Creative, + musical, capable of great industry and perseverance. Note width of forehead + at brows; large, glowing eyes; finely chiseled, regular features; short upper + lip; beautifully curved lips; high head, rounded above temples. Compare this + with Figure 20. </td> +</tr> +<tr> + <td><!-- Page 236 --> <a name="fig40" id="fig40"></a> <img src="images/fig40.jpg" alt="Massenet" width="450" height="650" /> + </td> + <td> <strong>Fig. 40.</strong> Massenet, Composer. Artistic ability, backed up + by ambition, energy, determination, courage, and persistence. Note width of + lower portion of forehead; large, well-formed nose; firm mouth, jaw and chin; + height and width of head; square hands and finger-tips. Also very emotional + and intense nature. Note round, dome-shaped head, smooth fingers, and dreamy + expression. + </td> + </tr> + </table> + +<p><strong>THE INSANITY OF GENIUS</strong></p> + +<p>The greatest artists, musicians, writers, and thinkers are men of genius +and are, therefore, in a sense, abnormal. Lombroso, in his work, "The Man +of Genius," produces a great deal of interesting evidence showing the +similarity between the manifestations of genius and those of insanity. +Lombroso's conclusions have been more or less discredited, but later +investigations and practically all students agree that the true genius is +more or less an abnormality. In his case, some one or two faculties are +developed out of all reasonable proportion to the others. Naturally +enough, in such cases there is no need for a vocational counsellor. The +genius devotes himself to his music, or his painting, or his writing, +because there is nothing else he can do, nothing else in which he takes +any interest, and because the inner urge is so powerful as to be +irresistible.</p> + +<p>But grossly deceived are those who imagine that the fire of genius burns +away any necessity for drudgery. On the other hand, genius seems to +consist very largely of a capacity for almost infinite drudgery. A +prominent engineer once said to us that all great inventions which become +commercially practicable are the joint product of a genius and a drudge, +or rather, of a genius and a corps of drudges. The genius, in a flash of +inspiration, conceives a new idea. Having conceived it, he can only sit +down and wait for a new inspiration, while the drudges take his idea, work +out its details, modify and conform it to conditions, and, finally, +harness it to the commercial wagon. This sounded well and has a great deal +of truth in it. Yet the most slavish drudge in the Edison laboratories and +factories is Edison himself. The hardest <!-- Page 238 -->worker in all the Westinghouse +plant was Westinghouse. And who but the Wright brothers themselves made a +commercial success of the aeroplane? Sometimes, it is true, one man +conceives an idea which he is unable to work out and which must be made +practical by others, but more often than not he stumbles on the idea more +by accident than because he is looking for it. So the young man or the +young woman who has hopes of winning fame in the world of art, music, or +literature should assay himself or herself first of all for a willingness +to work, to work hard, and to work endlessly.</p> + +<p><strong>INDICATIONS OF ENERGY</strong></p> + +<p>Such energy is indicated by the large nose, high in the bridge, which +admits large quantities of oxygen into the lungs; by high cheek bones, +oftentimes by a head wide just above the ears, by square hands and +square-tipped fingers, by hard or elastic consistency of fibre. +Persistence and patience are indicated by brunette coloring and plodding +by a well-developed and rather prominent jaw and chin. Havelock Ellis and +other anthropologists have noted the fact that dark coloring is more +frequently found in artists and actors than light hair, eyes, and skin.</p> + +<p>Artistic, musical, and literary ability are as various in their +indications as they are in their manifestations. One man is a painter, +another a sculptor, another an architect. One man paints flowers, another +landscapes, another portraits, another allegorical scenes, and still +another the rough, virile, vigorous, or even horrible and gruesome aspects +of life. One musician sings, another plays the violin, still another the +piano, and another the pipe organ. One conducts a grand opera, another +conducts a choir. One musician composes lyrics, another oratorios, another +ragtime, and still another symphonies. One man writes poetry, another +stories, another essays, another history, another philosophy, and still +another the hard, dry, mathematical facts of science. Obviously, it would +only confuse the reader were we to attempt to describe the physical +appearance of all these different classes.</p> + + +<!-- Page 239 --> +<p><strong>INDICATIONS OF ARTISTIC TEMPERAMENT</strong></p> + +<p>In general, we may say that an appreciation of form, color, proportion, +size, and distance is indicated by well-developed brows, broad and full at +the outer angles, and by eyes set rather widely apart. But size, form, +color, and proportion are but the mediums through which the artist's soul +conveys its message. Whether or not one has the soul which can conceive a +worthy message is indicated by the expression of the eyes, an expression +which cannot be described but which, once seen and recognized, can never +afterward be mistaken.</p> + +<p>Inherent capacity for music is indicated by a forehead wide at the brows. +Going over the portraits of all the famous composers and performers, you +will find that while they differ in most other particulars, they are all +alike in the proportionate width of the forehead at the brows. The kind +and quality of music one may create depends partially upon training and +partially upon the kind and quality of his soul, which, again, expresses +itself in the eyes.</p> + +<p>Capacity for literature and expression is indicated by fulness of the eye, +by heighth and width of the forehead, and, perhaps, especially by the +development of the head and forehead at the sides just above the temples +and back of the hair line. Any portrait gallery of great authors will show +this development in nine out of ten (see figures).</p> + +<p>The artistic, musical, or literary man with fine, silken hair, fine, +delicate skin, small and finely chiselled features, and a general +daintiness of build will express refinement, beauty, tender sentiments, +and sensitiveness in his work, while the man with coarse, bushy or wavy +hair, coarse, thick skin, large, rugged features, and a general ruggedness +and clumsiness of build, even when his size is small, will express vigor, +virility, ruggedness, and even gruesomeness and horror, in his work. There +may be in his productions a wild, virile type of beauty, as in the music +of Wagner and the sculpture of Rodin, but the keynote of his work is +elemental force.</p> + +<p>The dilettante has conical hands, with small, tapering fingers; this is +the hand which is popularly supposed to accompany <!-- Page 240 -->artistic temperament. +He loves art. He appreciates art. He may even win fame and fortune as a +competent critic of art, but he cannot create it. Your true artist has +square, competent hands, with blunt, square-tipped fingers. The hands +shown in figure 57 page 317 are those of a music lover who can neither +play nor sing. Those in figure 58 are the hands of a true artist on the +piano and pipe organ. The true producing artist nearly always has square +hands, with large thumbs set near the wrist, thus giving a wide reach +between tip of thumb and tip of forefinger, as shown in figure 58. Actors +and operatic singers sometimes have conical hands, with tapering fingers. +They express emotion and beauty with voice, gesture, and facial expression +rather than with their hands.</p> + +<p>In the world of art and literature many are called but few are chosen. The +pathway to the heights is steep and rugged and there are many pitfalls. +There are many by-paths. Furthermore, it is cold and lonesome on the +mountain-top. Before anyone sets out on the perilous journey he should +read Jack London's "Martin Eden," Louis M. Alcott's autobiography, the +story of Holman Hunt, the Autobiography of Benjamin Franklin, and the +biographies of others who have attained fame in these fields.</p> + + +<!-- Page 241 --> +<hr /> +<p><a name="pg241" id="pg241"></a></p> +<h2>CHAPTER X</h2> +<h3>WASTE OF TALENT IN THE PROFESSIONS</h3> + +<p>In the old days the physician was often a priest. There was mystery, +magic, authority, and power in the profession. There were almost royal +privileges, prerogatives, robes, insignia, and emoluments.</p> + +<p>Humanity sheds its superstitions slowly. Science and common sense have +smitten and shattered them for centuries, yet many fragments remain. And +so there is still a good deal of mysticism, magic, and awe connected with +both the art of healing and the priesthood. Hence, the lure of these +professions. Romantic and ambitious youth longs to enter into the holy of +holies, looks forward with trembling eagerness to the day when authority +shall clothe him like a garment, when his simple-hearted people, gathered +about him, will look up to him with adoration in eyes which say, "When you +speak, God speaks."</p> + +<p>There are other appeals to aspiration in the professions. When the layman +seeks for social preferment, he must bring with him either the certificate +of gentle birth or the indorsement of his banker. The professional man has +a standing, however, far in excess of what he might command as the result +of his financial standing.</p> + +<p>The profession of law, in like manner, has, in the minds of the common +people, always set a man apart from his fellows. About his profession, +too, there is the charm of mystery, the thought of thrilling flights of +oratory and high adventure in the courts of law, of opportunities for +great financial success, and for political preferment.</p> + +<p>Of late years the profession of engineering has called to the youth of the +land with an almost irresistible voice. The development of steam and +gasoline engines, of the electric current, and of a welter of machinery +called for engineers. The specialization of engineering practice into +production, chemical, industrial, municipal, efficiency, mining, +construction, concrete, drainage, irrigation, landscape, and other phases, +has still <!-- Page 242 -->further increased the demand. Some few engineers, by means of +keen financial ability in addition to extraordinary powers in the +engineering field, have made themselves names of international fame, as +well as great fortunes. All these things have fired the ambitions of our +youth, and the engineering schools are full.</p> + +<p><strong>OVER-CROWDING OF THE MEDICAL PROFESSION</strong></p> + +<p>Our colleges and universities, in their academic courses, do not fit their +students for business, neither do they fit them for any of the +professions. They are graduated "neither fish, nor fowl, nor good red +herring," so far as vocation goes. Being an educated man, in his own +estimation, the bearer of a college degree cannot go into business, he +cannot "go back" into manual labor. So he must go forward. There is no way +for him to go forward, so far as he knows, except to enter some technical +school and prepare himself for one of the "learned professions."</p> + +<p>Go into the graduating class in any college or university, and ask the +young men what their plans for the future are. How many of them will reply +that they are going into business? How many of them that they are going +into agriculture? How many that they are going into manufacturing? Our +experience is a very small percentage. Many of them have not yet made up +their minds what they will do. The great majority of those who have made +up their minds are headed toward the law, medicine, the ministry, or +engineering. This is a great pity. Why should the teachers and counselors +of these young men encourage them in preparing themselves for professions +which are already over-crowded and which bid fair, within the next ten +years, to become still more seriously congested? Perhaps the professors do +not know these things. If so, a little common sense would suggest that it +is their business to find out. Nor would the truth be difficult to learn.</p> + +<p>In "Increasing Home Efficiency," by Martha Brensley Bruere and Robert W. +Bruere, we read:</p> + +<p><!-- Page 243 -->"We have pretty definitely grasped the idea that the labor market must be +organized, because it is for the social advantage that the trades should +be neither over-nor under-supplied with workers; but it seems to shock +people inexpressibly to think that the demand for ministers and teachers +and doctors should be put in the class with that for bricklayers and +plumbers. And yet the problem is quite as acute in the middle class as +among the wage-workers. Take the profession of medicine, for instance, a +calling of the social value of which there can be no question, and which +is largely recruited from the middle class. The introduction of the +Carnegie Foundation's Report on Medical Education says:</p> + +<p>"'In a society constituted as are our Middle States, the interests of the +social order will he served best when the number of men entering a given +profession reaches and does not exceed a certain ratio.... For twenty-five +years past there has been an enormous over-production of medical +practitioners. This has been in absolute disregard of the public welfare. +Taking the United States as a whole, physicians are four or five times as +numerous in proportion to population as in older countries, like +Germany.... In a town of 2,000 people one will find in most of our States +from five to eight physicians, where two well-trained men could do the +work efficiently and make a competent livelihood. When, however, six or +eight physicians undertake to gain a living in a town which will support +only two, the whole plane of professional conduct is lowered in the +struggle which ensues, each man becomes intent upon his own practice, +public health and sanitation are neglected, and the ideals and standards +of the profession tend to demoralization.... It seems clear that as +nations advance in civilization they will be driven to ... limit the +number of those who enter (the professions) to some reasonable estimate of +the number who are actually needed,'</p> + +<p>"And in the face of this there were, in 1910, 23,927 students in +preparation to further congest the profession of medicine! It's an +inexcusable waste, for, though there's much the statistician hasn't done, +there's little he can't do when <!-- Page 244 -->he sets his mind to it. If he can +estimate the market for the output of a shoe factory, why not the market +for the output of a professional school? It ought to be possible to tell +how many crown fillings the people of Omaha will need in their teeth in +1920 and just how many dentists must be graduated from the dental schools +in time to do it."</p> + +<p><strong>PROBLEMS FOR LAWYERS AND PREACHERS</strong></p> + +<p>So much for the physician. While we have not at hand any exact statistics +in regard to lawyers, there is a pretty general feeling amongst all who +have studied the subject that the legal profession is even more +over-crowded than the medical. God alone knows all the wickednesses that +are perpetrated in this old world because there are too many lawyers for +proper and necessary legal work and so, many of them live just as close to +the dead line of professional ethics as is possible without actual +disbarment. And yet, with all their devices and vices, the average lawyer +is compelled to get along upon an income of less than $1,000 a year.</p> + +<p>The ministry is, perhaps, even more over-crowded than either medicine or +law. There are several reasons for this. In the first place, there are +from four to a dozen churches in most places where one would render far +better service. These churches are, many of them, poorly supported, and, +therefore, inefficient. Yet each must have a pastor. Second, the fact that +a theological or pre-theological student can secure aid in pursuing his +education tempts many young men into the ministry. Recently a university +student called upon us. He told us he was working his way through the +university by supplying pulpits on Sunday. "But it's hard work," he +confessed, "particularly when one must enthusiastically proclaim things he +does not believe." This young man was, doubtless, an exception, but we +have seen many poorly equipped for the ministry, "studying theology +because they could not afford to take some other post-graduate work."</p> + +<p>How greatly over-crowded this ancient and honorable profession has become +may be guessed by the fact that a fine, <!-- Page 245 -->intelligent man may spend four +years in preparatory school, four years in college, and three years in a +theological seminary, may acquire twenty-five years of successful +experience, and still receive for his services only $500 a year. Moreover, +he is expected to contribute to the cause not only all his own time and +talent, but also the services of his wife and children. This, of course, +is pretty close to the minimum salary, but the great majority of +ecclesiastical salaries range very low—nor have they responded to the +increase in the cost of living.</p> + +<p>After all, the question is not one of the over-crowding of a profession, +but of fitness for success in it. No matter how many may be seeking +careers in any profession, the great majority are mediocre or worse, and +the man with unusual aptitude and ability to work and work hard easily +outstrips his fellows and finds both fame and fortune. The trouble is that +the lure of the professions takes thousands of men into them who are +better fitted for business, for mechanics, for agriculture, and for other +vocations.</p> + +<p><strong>SUCCESSFUL, BUT NOT SATISFIED</strong></p> + +<p>Because they have the capacity to work hard, because they are +conscientious and because they have some ordinary intellect and common +sense, many men make a fair success in medicine, in the law, in the +ministry, as college professors, as engineers, or in some other +profession. All through their lives, however, they have the feeling that +they are not doing their best work, that they would be better off, better +satisfied, and happier if engaged in some other vocation. How well every +true man knows that it is not enough to have kept the wolf from the door, +it is not enough even to have piled up a little ahead. Every man of red +blood and backbone wants to do his best work, wants to do work that he +loves, work into which he can throw himself with heart and soul and with +all his mind and strength. Merely to muddle through with some +half-detested work, not making an utter failure of it, is no satisfaction +when the day's work is done. Not only the man himself, but all of us, lose +when he who might have been a great <!-- Page 246 -->manufacturer and organizer of +industry fritters away his life and his talents as a "pretty good doctor" +or a "fair sort of lawyer."</p> + +<p>Judge Elbert H. Gary was far from being a failure as a lawyer. Yet his +life might have been a failure in the law in comparison to what he has +accomplished and is accomplishing as the great head and organizer of the +largest steel business in the United States. Oliver Wendell Holmes was +successful as a physician and yet what would the world have lost if he had +devoted his entire time and attention to the practice of medicine! Glen +Buck once studied for the ministry. Imagine big, liberty-loving, outspoken +Glen Buck trying to speak the truth as God gave him to see the truth and +at the same time keep his artistic, literary, financial, and dramatic +talents confined within the limits of a pastor's activities. So it is that +some men are too meek and too small for the professions—others too +aggressive, too versatile, and too independent for the routine of +professional life. Still others have decided talents which qualify them +for unusual success in other vocations. If a man has unusual intellectual +attainment, he either does or does not acquire extensive education. If he +does not, the probabilities are that he will enter business; he will +become a merchant, a manufacturer, a promoter, a banker, or a railroad +man. In some one of the departments of industry, commerce, transportation, +or finance, he makes a place for himself by hard work, beginning at the +bottom. If, on the other hand, circumstances are such that he can secure +an education, then he passes by business, manufacturing, transportation, +finance; he must forsooth become a doctor, a lawyer, a preacher, an +editor, or an engineer. The question of vocation is thus, all too often, +decided by the incident of education and not according to natural +aptitudes.</p> + +<p><strong>INDICATIONS OF SUCCESS IN MEDICINE</strong></p> + +<p>The young man who is ambitious to enter upon a profession ought to study +himself carefully before beginning his preparation. He ought to know, not +guess, whether he is <!-- Page 247 -->qualified for the highest form of success in his +chosen vocation. And there is no reason why he should not know. In the +appendix to this work we have outlined the leading characteristics +required for success in medicine. Some of these are absolutely +essential—others contributory. Among the essentials are health, a +scientific mind, pleasure in dealing with people in an intimate way, +ability to inspire confidence, and courage. Many a young man has taken +highest honors in medical school only to fail in practice because he could +not handle people successfully, or because he lacked the courage to face +the constant reiteration of complaints and suffering by his patients. Sick +people are selfish, peevish, whimsical, and babyish. It takes tact, +patience, understanding, and good nature to handle them successfully.</p> + +<p><strong>INDICATIONS FOR SUCCESS IN LAW</strong></p> + +<p>It takes a combination of fox and lion to make a successful lawyer. And +yet we are besieged with sheep and rabbits who are eager to enter law +school or who have passed through law school and are wondering why they do +not succeed in their profession.</p> + +<p>There are at least two general types of lawyers, the court or trial lawyer +and the counselor. The first must be a true catechist, a convincing public +speaker, keen, alert, resourceful, self-confident, courageous, with a +considerable degree of poise and self-control. He may be either +aggressive, belligerent, and combative, or mild, persuasive, and +non-resistant, but shrewd, intelligent, resourceful. A timid, dreamy, +credulous man has no business in the law. A lawyer may love peace, but he +should be willing to fight for it.</p> + +<p>Because legal ethics forbid a lawyer to advertise or solicit business +openly, it is necessary for him to secure a standing and clientele by +indirect methods. Best of these is making and keeping friends, by mingling +with all classes and conditions of people, by political activity, and in +other ways making one's self agreeable and useful in the community. Thus a +lawyer draws to himself the attention of the most desirable class of +<!-- Page 248 -->people. In order to be successful in this, the lawyer must possess +qualities of sociability and friendship. A man who is not naturally social +or friendly is not well qualified for any profession. Unless he intends to +work with a partner who has these qualifications, and who will be the +business getter of the firm, he would better leave the law alone.</p> + +<p><strong>INDICATIONS OF JUDICIAL QUALITIES</strong></p> + +<p>The second class of lawyer, the counsellor, is more of the judicial type. +He is quite likely to be stout or to have the indications of approaching +stoutness. He should be calm, deliberate, cautious, prudent, capable of +handling details, a man with a splendid memory and with the capacity for +acquiring a great fund of knowledge about all kinds of things. He should +be able to take an interest in almost any kind of business or profession +and quickly master its fundamentals.</p> + +<p><strong>A MISFIT IN THE LAW</strong></p> + +<p>Men of the high-strung, nervous, timid, self-conscious, sentimental class +are sadly out of place in the law. While they may be abundantly well +equipped for success from an intellectual standpoint, physically and +emotionally they are utterly unfit for it. A young man once sought us for +counsel who had spent many years in colleges and universities acquiring +one of the finest legal educations possible in this country. Because of +his intellectual equipment, the study of the law was fascinating to him, +and both his parents and his professors in law school expected him to make +a brilliant success in practice. What was his intense disappointment, as +well as theirs, when he opened an office, to find that almost everything +connected with the practice of law was distasteful to him, so that he +found himself incapable of doing it successfully. For several years he had +made a desperate attempt to succeed and to learn to like his profession, +but every day only made him hate it more ardently. As a natural result he +did poorer and poorer work at it.</p> + +<p>It was no wonder to us that this young man did not like <!-- Page 249 -->the practice of +law. In the first place, he was fond of change and variety. His was not a +nature which could address itself to one task and concentrate upon that +hour after hour and day after day, such as carefully scrutinizing every +detail of a case and perfecting his preparation of it for presentation in +court. In the second place, his was an unusually sensitive, refined, +responsive, and sentimental disposition. So fine were his emotional +sensibilities that it was almost more than he could endure to hear—as he +was compelled to day after day—the seamy, inharmonious, sordid, and +criminal side of life. The recital and consideration of these things +depressed him, made him morbid and sapped his vitality and courage. For +the swift repartee, keen combat, and mutual incriminations of the court +room he was utterly unfitted. Any criticism was taken personally. He found +it impossible to let the jibes, criticisms, and heated words of his +opponents trickle off from him as easily as water does from a duck's back, +which is the proper legal mental attitude in regard to such things. He +told us that sharp, harsh, or bitter words entered his soul like barbed +iron and he was upset and unstrung for hours afterward. A man with such an +emotional nature as his and such an intellect is especially qualified for +literature, and we are glad to say that he is now making a very flattering +success in this particular field.</p> + +<p><strong>INDICATIONS FOR SUCCESS IN THE MINISTRY</strong></p> + +<p>Aside from spiritual qualifications, success in the ministry depends +chiefly upon two talents: First, ability to speak well in public; second, +social adaptability. The second is perhaps the more important. We have +heard many ministers who were only indifferent public speakers, but who +made a great success of their callings because of their social aptitudes, +their ability to meet and mingle with all kinds of people, their +cheerfulness, their optimism, their helpfulness, their tact and diplomacy. +A traveling evangelist may depend principally upon his power as a public +speaker, but the pastor of a church must depend far more upon his ability +to make and keep friends <!-- Page 250 -->among the members of his congregation and in the +community.</p> + +<p>The minister, of all the professional men, is most in need of ambition, a +desire to please others and to help others, spiritual quality, +humanitarianism, benevolence, faith, hope, veneration for the Deity, and +for the supernatural elements of religion. The day has gone by when the +solemn, joyless preacher can command a large congregation. People to-day +want a religion which is bright and cheerful, which offers a surcease from +the cares and sorrows of ordinary life. They want to be cheered, +encouraged, inspired, and uplifted, rather than depressed and made sad and +melancholy. Therefore, the successful preacher will not permit his intense +conviction of the seriousness, earnestness, and solemnity of his calling +interfere with his exhibiting always a bright, cheerful, and attractive +personality.</p> + +<p>To be successful the pastor must take an interest in all the members of +his congregation; he must sympathize with them, mourn with them when they +mourn, rejoice with them when they rejoice, cheer them when they are +discouraged, counsel them when they are perplexed. Indeed, he must enter +into their lives fully and wholly, also tactfully and diplomatically.</p> + +<p>Perhaps the most successful preachers of the day are medium or blond in +color. While those of dark complexion, dark eyes and dark hair, are more +inclined to be religious, more inclined to take life seriously, more +inclined to look forward and upward to the spiritual and the supernatural, +and are also more studious, more capable of deep research and profound +meditation, they do not, as a rule, have the social qualities, the +aggressiveness, the cheerfulness, and the adaptability of the lighter +complexioned people.</p> + +<p><strong>INDICATIONS FOR SUCCESS IN ENGINEERING</strong></p> + +<p>When engineering first became a profession there were only two classes of +engineers, the civil and the military. Engineers in those days were +chiefly concerned with the making of surveys and the construction of roads +and bridges. The steam engine had not yet been made a commercial +possibility, therefore <!-- Page 251 -->there was almost no machinery in existence, and +such little as there was did not require a professional engineer for its +designing or operation. Nothing was known of electricity. Very little was +known of chemistry and almost nothing was known of industry as it has been +organized to-day. Since that time there has been an almost incredible +development along all of these lines. As the result we now have almost as +many kinds of engineers as there are classes of industry. There is the +civil engineer, the mining engineer, the construction, the irrigation, the +drainage, the sewage disposal, the gas production, the hydraulic, the +chemical, the electrical, the mechanical, the industrial, the efficiency, +the production, the illuminating, the automobile, the aeroplane, the +marine, the submarine, and who knows how many other kinds. Indeed, there +are also social engineers, merchandising engineers, advertising engineers, +and even religious engineers. Naturally, it requires a slightly different +kind of man to succeed in each one of the different branches of +engineering, and it would be too great a task for the reader to try to +wade through all of the qualifications here. It would also, no doubt, only +result in confusion and a lack of understanding of the real fundamentals.</p> + +<p>Fundamentally the engineer should be medium in coloring. The extreme blond +is too changeable and usually not fond enough of detail to succeed in a +profession which requires so much concentration and accuracy. Practically +all successful engineers have the practical, scientific type of forehead. +By this we mean the forehead which is prominent at the brows and, while +high, slopes backward from the brows. Usually those succeed best in +engineering who are medium in texture. The fine-textured individual, +however, if he is qualified for engineering, will take up some of the +finer, higher grades of it and make fine and delicate material or +machinery, or will engage in some form of engineering which requires only +intellectual work. Practically all successful engineers are of the bony +and muscular type or some modification of this type. This is the type +which naturally takes interest in construction, in machinery, and in +material accomplishment and achievement. <!-- Page 252 -->Engineering practice usually +requires painstaking accuracy and exactitude. Indeed, this is perhaps more +than any other one qualification fundamental for success in engineering.</p> + +<p><strong>THE PROFESSIONAL TYPE</strong></p> + +<p>This, then, is the composite photograph of the successful professional +man: He is more mental than physical; more scientific, philosophic, +humanitarian, and idealistic than commercial; more social and friendly +than exclusive and reserved; more ambitious for professional high standing +or achievement than for wealth or power. Unless the aspirant to +professional honors has some or all of these qualifications in a +considerable degree, he would better turn his attention to some other +vocation where there is not so much competition. Those who have some, but +not all, of these qualities would do well in other vocations, such as +literature, finance, commerce, or manufacture. Many physicians become +authors, inventors, or financiers; many lawyers become financiers or +manufacturers; many engineers become good advertising men, manufacturers, +or merchants. All such would have done better to begin in the vocation to +which they afterward turned.</p> + +<p>A good rule for the young man or the young woman to follow is to make up +his or her mind to enter some other vocation rather than a profession +unless he or she is markedly well qualified to outdistance the crowd of +mediocre competitors and make an unusual success.</p> + + +<table> +<tr> + <td><!-- Page 253 --> <a name="fig41" id="fig41"></a> <img src="images/fig41.jpg" alt="ex-Senator Root" width="450" height="620" /> +</td> + <td> <em>Photo by Paul Thompson</em>. <strong>Fig. 41.</strong> Front face + view of ex-Senator Root. The width of head, large, but well-formed and + well-balanced features, firm mouth, chin and jaw, and expression of + alertness and confident strength all indicate the unusually well qualified + executive. </td> +</tr> +<tr> + <td><!-- Page 254 --> <a name="fig42" id="fig42"></a> <img src="images/fig42.jpg" alt="Rev. Henry Ward Beecher" width="450" height="610" /> +</td> + <td> <em>Copyright, by Rockland, New York</em>. <strong>Fig. 42.</strong> + Rev. Henry Ward Beecher. A man of marked personality, shrewdness, ambition, + courage, determination, self-reliance, persistence, and energy. Added + to these were humanitarianism, reverence, optimism, kindliness, humor, + eloquence, and organizing ability. Note high, dome-like head; prominent + brows; fulness of the eyes and surrounding tissues; large, bony nose; + long upper lip; firm mouth; square jaw and prominent chin; large, well-formed + ears; short fingers, and shrewd, kindly expression. </td> +</tr> +<tr> + <td><!-- Page 255 --> <a name="fig43" id="fig43"></a> <img src="images/fig43.jpg" alt="Rufus Isaacs" width="450" height="660" /> + </td> + <td> <strong>Fig. 43.</strong> Rufus Isaacs, Baron Reading, Lord Chief Justice + of England. Keen, penetrating, alert, analytical, resolute, self-reliant, + courageous, persistent, non-sentimental, practical financial. Note comparatively + low, wide forehead, long upper lip, thin lips, square-set jaw and chin, + long, large nose, with somewhat depressed tip, large ears, and flatness + of the top of the head. </td> +</tr> +<tr> + <td><!-- Page 256 --> <a name="fig44" id="fig44"></a> <img src="images/fig44.jpg" alt="Hon. Elihu Root" width="450" height="615" /> + </td> + <td> + <em>Copyright by Harris & Ewing, Washington, D. C</em>. <strong>Fig. + 44.</strong> Hon. Elihu Root, former United States Senator from New + York. Practical, energetic, ambitious, intellectual, with courage, critical + faculties, ambition, shrewdness, idealism, and a keen knowledge of human + nature in excellent balance. Note high, long head; high forehead, prominent + at brows, large, well-formed nose; prominent chin, general splendid + balance of head and face proportions, and calm, poised, but keen and + forceful expression. </td> +</tr> +<tr> + <td><!-- Page 257 --> <a name="fig45" id="fig45"></a> <img src="images/fig45.jpg" alt="Harland B. Howe" width="450" height="600" /> + </td> + <td> <strong>Fig. 45.</strong> Harland B. Howe, Lawyer. Practical, matter-of-fact, + shrewd, non-sentimental, energetic, ambitious, determined, and courageous. + Note wide, high forehead; prominent at brows rather square above; high + head, large nose, short, thin upper lip, and square, prominent jaw and + chin. </td> +</tr> +<tr> + <td><!-- Page 258 --> <a name="fig46" id="fig46"></a> <img src="images/fig46.jpg" alt="Justice Horace H. Lurton" width="450" height="650" /> + </td> + <td> + <em>Copyright by Harris & Ewing, Washington, D. C</em>. <strong>Fig. + 46.</strong> The late Justice Horace H. Lurton, of the United States + Supreme Court. Excellent example of judicial type. Practical, matter-of-fact, + comparatively unemotional, calm and poised. Note prominence at brows, + comparative flatness just above temples, strong jaw and chin, calm, + unwavering expression. </td> +</tr> +<tr> + <td><!-- Page 259 --> <a name="fig47" id="fig47"></a> <img src="images/fig47.jpg" alt="Prof. William H. Burr" width="450" height="660" /> + </td> + <td> <em>Photo by Pach</em>. <strong>Fig. 47.</strong> Prof. William H. + Burr, of Columbia University. Member of Isthmian Canal Commission. A + fine example of professional type. Great intellect, energy, ambition, + shrewdness, determination, and constancy, with refinement, idealism, + sympathy, and friendliness. Note high, full forehead; large, long, but + finely chiseled, nose; high head, narrow and straight at sides; fine + texture; friendly expression. </td> +</tr> +<tr> + <td><!-- Page 260 --> <a name="fig48" id="fig48"></a> <img src="images/fig48.jpg" alt="Hon. John Wesley Gaines" width="450" height="635" /> + </td> + <td> <strong>Fig. 48.</strong> Hon. John Wesley Gaines, Ex-Congressman from Tennessee. + A fine example of the dramatic orator and politician. Refined, sensitive, + responsive, courageous, ambitious, energetic, friendly. Note high, long + head, prominent nose, short upper lip, prominent chin, finely chiseled + features, and spirited expression.</td> +</tr> +</table> + + +<!-- Page 261 --> +<hr /> +<p><a name="pg261" id="pg261"></a></p> +<h2>CHAPTER XI</h2> +<h3>WOMEN'S WORK</h3> + +<p>This chapter is not written for the purpose of adding one whisper to the +impassioned controversies at present raging over women's work. So far as +it is within our power, we shall refrain from taking sides with either +that army which contends that woman is in every way the equal of man and +should be permitted to engage in all of man's activities on an equal +footing with him, or with that other army which declares that woman's +place is the home and that every woman should be a wife, mother, and +housekeeper.</p> + +<p>Doubtless there are many wholesome and needed reforms being agitated with +reference to women's work. Doubtless, also, there are many pernicious +changes being advocated by both the sincere but mistaken and the vicious +and designing. It is not the purpose of this chapter to discuss these +reforms or to favor or to oppose any of them. We shall, in this chapter, +discuss the problem of vocation for women under present conditions.</p> + +<p><strong>BROAD SCOPE OF WOMEN'S WORK</strong></p> + +<p>The present day finds women at work in practically every field of human +endeavor. There is no profession, business, trade, or calling which does +not count women amongst its successful representatives. Nor does the fact +that a woman has married, has a home and children, debar her from +achievement in any vocation outside the home which she may choose. Madam +Ernestine Schuman-Heinck, with her eight children; Elizabeth Cady Stanton, +with her ten children; Katherine Booth-Clibborn, with her ten children; +Ethel Barrymore, with her family; Mrs. Netscher, proprietor of the Boston +Store in Chicago, with her family; Mary Roberts Rhinehart, with her +children; Madam Louise Homer, with her little flock, and <!-- Page 262 -->thousands of +others are examples of women who have been successful not only as +home-makers but also in art, literature, professional or commercial +vocations.</p> + +<p>Since this is true, it follows that, theoretically at least, woman may +choose her profession in precisely the same way that man chooses his. +Practically, however, this is not true in most cases. Undoubtedly, a very +large majority of women have happily married, are sufficiently provided +for, and are happier, healthier, more useful, and better satisfied with +life in the home than anywhere else. Notwithstanding the fact that our +girls, almost without exception, enter upon the important vocation of +wifehood, motherhood and home-making with almost no proper training, their +aptitudes for the work are so great and their natural intuitions in regard +to it so true, that unquestionably, large numbers of them in the United +States are happy and satisfied and have no part and no interest in all the +hue and cry in regard to women's rights or women's work.</p> + +<p><strong>WOMEN NATURAL-BORN WIVES AND MOTHERS</strong></p> + +<p>The natural tendency of the majority of women for maternity and +home-making must be taken into consideration. Some boys play with weapons, +others with machinery, still others are interested in dogs and horses. +Some boys are natural traders, others love to hunt and fish, while you +will find an occasional lad curled up in a big chair in the library +absorbed in a book. But practically all girls play with dolls, which is a +sufficient evidence of the almost universality of the maternal instinct in +women. The pity is that our educational traditions, almost without +exception, are those handed down to us from schools and universities which +educated boys and men only. We are therefore educating our girls to be +merchants, lawyers, doctors, accountants, artists, musicians; in fact, +almost anything but mothers. Twenty years ago, this was universally true. +To-day, fortunately, the light has begun to break, and in many schools, +both public and private, we are beginning to teach our girls domestic +science, the care and <!-- Page 263 -->feeding of infants, pre-natal culture, home +management, economic purchasing, and other such important subjects.</p> + +<p><strong>VOCATIONS FOR MOTHERS</strong></p> + +<p>Occasionally we find a girl who has no talent for housework or home +management. She is not particularly interested in it. She finds it +monotonous and distasteful. For these reasons she probably does not do it +well. On the other hand, she may have keen, reliable commercial instincts +and be well qualified for a business career, or she may be educational, +artistic, literary or professional in type. Such a woman has, of course, +no business trying to keep house. She may have a strong love nature and +ardent maternal desires. If so, there is no reason why she should not +marry and become the mother of children. If she does, however, she should +turn the management of the home over to someone else and seek +self-expression and compensation in the vocation for which she is best +fitted. This, of course, is no easy matter. Many men either have violent +or stubborn prejudices against any such arrangement. Whether or not she +can take her true place in the world depends upon the courage, +determination, tactfulness, and personal force of each individual woman.</p> + +<p><strong>WOMEN AS TEACHERS</strong></p> + +<p>There is one occupation for women which is thoroughly established, +entirely respectable, socially uplifting, and fully approved by even the +most conservative and fastidious. This is teaching. The result is that the +profession of teaching, for women, is overcrowded and becoming more +overcrowded. The work done is, on the whole, mediocre or worse, and, as a +result of these two conditions, the pay is pitifully small considering the +importance of the results.</p> + +<p>Because women can become teachers without losing one notch of their social +standing in even the most hide-bound communities, thousands of women +become teachers who ought to be housewives. Thousands of others struggle +in the schoolroom, doing work they hate and despise, for a miserable +pittance, when they might be happy and successful in a store or <!-- Page 264 -->an +office. We have met women teachers who ought to have been physicians; +others who ought to have been lawyers; others, many of them, who ought to +have been in business; and still others, thousands of them, who ought to +have been in their own homes. And, naturally enough, we have also met +women in the professions and in business and in their homes who ought to +have been teachers—but not nearly so many.</p> + +<p>The true teacher has three fundamental qualifications. First, a love of +knowledge; second, a desire to impart knowledge, and third, a love of +young people. Added to these should be patience, firmness, tactfulness, +knowledge of human nature, facility in expression, reasoning power, +enthusiasm, and a personality which inspires confidence. Can any county +superintendent discover these qualities by means of the examination upon +which first, second and third-grade certificates are based? Have the +members of any average school board the discrimination necessary to +determine the presence or absence of these qualities in any candidate who +brings her certificate?</p> + +<p><strong>WOMEN IN BUSINESS</strong></p> + +<p>The business world suffers from the presence in the ranks of its workers +of thousands of hopelessly inefficient girls who have no aptitudes for +business, or even for the minor detailed processes of commercial activity. +They take no real interest in their work. They have no particular ambition +for advancement. Their one motive for condescending to grace the office +with their presence at all is to earn pin-money or, perhaps, to support +themselves in some fashion until they marry. It is true that some of these +girls might be taught to be reliable and efficient in their work if they +could be persuaded to take an interest in it, to look upon it as something +more potent and more important than a mere stop-gap. Many of them, no +doubt, could be trained to earn salaries which would pay them to continue +in business even after marriage.</p> + +<p><strong>WOMEN IN DOMESTIC SERVICE</strong></p> + +<p>Others of these girls are utterly unfitted for office work. <!-- Page 265 -->Some of them +would succeed very well as teachers, some as artists, and others as +musicians. Like so many of their brothers, however, they have followed the +line of least resistance—regardless of their aptitudes. Most of these +girls belong in the home. They are quite justified in looking forward to +matrimony as their true career. How much better if they would only earn +the necessary pin-money in domestic service! From a monetary point of +view, thirty dollars a month, with board, room, laundry, and many other +necessities furnished, is a princely compensation compared with the five +or eight dollars a week received by most girls in an office. From an +economic point of view, the coming into our homes of thousands of +intelligent, fairly well educated, trained, and ambitious young women +would be a blessing and benefit. Socially, of course, the first young +women who adopted such a radical change in custom would be pariahs. They +would also, doubtless, suffer many hardships in the way of irregular +hours, small, dark, stuffy rooms, unreasonable mistresses, no adequate +place to entertain their friends, and other such injustices. But, with a +higher and more intelligent class of household servants, doubtless these +abuses would disappear.</p> + +<p>We opened this chapter with the disavowal of any intention to advocate +reform. We make this one exception. We most earnestly hope that such a +reform may be consummated. At the same time, we have an uneasy suspicion +that we are sighing for the moon.</p> + +<p><strong>THE TRAGEDY OF BAD COOKING</strong></p> + +<p>The whole problem of household management is just now a very serious one. +When the maid is ignorant, untrained, and, as is so often the case, slack, +wasteful, and inefficient, the situation is, in all conscience, bad +enough. But when the mistress is only a little less ignorant than her +servant, is equally slack, and perhaps even more inefficient, the high +cost of living gets a terrific boost in that household, while comfort, +wholesomeness, and adequacy of living are correspondingly depressed. One +of the saddest elements in our consultation work is the stream of both men +and women who lack courage, <!-- Page 266 -->aggressiveness, initiative, mental focus, and +personal efficiency generally because they are deficient in physical +stamina. Their whole life is, as it were, sub-normal. With inherent +qualifications for success, they are, nevertheless, threatened with +failure because, to use the language of the ring, "they lack the punch." +The trouble with nine out of ten of these unfortunates is that they are +under-nourished. Not because they do not get enough food, but because +their diet is not properly balanced, is served to them in incompatible +combinations, is badly prepared, poorly cooked, unpalatable, and +doubtless, in many cases, served in anything but an appetizing manner.</p> + +<p>Napoleon is quoted as having said that an army fights with its stomach. +The man who goes out to do battle for commercial or professional success +from an ill-managed and inefficient kitchen and dining-room is as badly +off as the army with an inadequate commissary department. Yet, while the +commissary department of the modern army receives the most scientific and +careful supervision, many a man must leave his kitchen in the hands of a +wife who received her training in music, literature, modern languages, and +classics, or in a business college, and of a servant who received what +little training she has as a farm laborer in Europe.</p> + +<p>There is no denying the truth that if housewives themselves were +scientifically trained, we should have a far higher average of training +and efficiency amongst domestic servants. One of the consequences of our +deplorable self-consciousness in the matter of sex is that we have been +too prudish frankly to train our girls to become successful wives and +mothers. The result is that, when it becomes necessary for them to earn +money before their marriage, instead of gaining experience in +housekeeping, cooking and purchasing, they have taken up the stage, +teaching, factory work, office work, and retail selling. As we have seen, +a great many of them are misfits in these callings. Good food is wasted, +good stomachs are impaired, and good brains and nerves deteriorate +because, as a general rule, only those who are too ignorant or too +inefficient for office work or factory work can be induced to take service +in our kitchens.</p> + + +<!-- Page 267 --> +<hr /> +<p><a name="pg267" id="pg267"></a></p> +<h2>CHAPTER XII</h2> +<h3>SPECIAL FORMS OF UNFITNESS</h3> + +<p>Place a quinine tablet and a strychnine tablet of the same size on the +table before you. Can you, by looking at them, smelling of them, or +feeling of them, tell them apart? Would you know the difference instantly, +by their appearance, between bichloride of mercury tablets and soda +tablets? Down in the basement of a manufacturing chemist's huge building, +there is a girl placing tablets in boxes and bottles. They come to her in +huge bins. One tablet looks very much like another. Upon her faithful, +conscientious and unerring attention to every minute detail of her rather +routine and monotonous work may depend the fate of empires.</p> + +<p>In an office on the main floor of this same building sits a man directing +the policy of the entire industry. Upon him rests the responsibility for +the success of the enterprise a year, five years, twenty years ahead. He +gives an order: "Purchase land. Build a factory for the making of carbolic +acid. Equip it with the necessary machinery and apparatus. Purchase in +advance the needed raw materials. Be ready to put the product on the +market by the first of September." The execution of that order involves +minute attention to thousands of details. Yet, if the man who gave it were +to consider many of them and render decision upon them, the business would +rapidly become a ship in a storm with no one at the helm.</p> + +<p>The work of the girl in the basement, sorting tablets, may turn out to be +far more important in the world's history than the work of the man in the +front office, managing the business. It is just as important, therefore, +that she should be fitted for her vocation as that he should be fitted for +his.</p> + +<p><strong>GENERALS AND DETAIL WORKERS</strong></p> + +<p>Fortunately for carrying on the business of the world, there are many +people who love detail, take delight in handling it, <!-- Page 268 -->find intense +satisfaction in seeing that the few little parts of the great machinery of +life under their care are always in the right place at the right time and +under the right conditions. Since there is such an incalculable mass of +these important trifles to be looked after, it is well that the majority +of people are better detail workers than formulators of policies and +leaders of great movements. Tragedy results when the man with the detail +worker's heart and brain attempts to wear the diadem of authority. He +breaks his back trying to carry burdens no human shoulders are broad +enough to bear. He is so bowed down by them that he sees only his mincing +footsteps and has no conception of the general direction in which he is +going. Nine times out of ten he travels wearily around in a little circle, +which grows smaller and smaller as his over-taxed strength grows less and +less.</p> + +<p>When you put a man of larger mental grasp in charge of a wearying round of +monotonous details, you have mingled the elements out of which a cataclysm +sometimes comes. These are the men who, with the very best intentions in +the world, fail to appear with the horseshoe nail at the correct moment. +To be there, at that time, with the horseshoe nail is their duty. Nothing +greater than that is expected of them. Yet, because their minds grasp the +great movements of armies in battles and campaigns, they overlook the +horseshoe nail and, as the old poem says:</p> + +<p>"For the want of the nail, the shoe was lost;<br /> +For the want of the shoe, the horse was lost;<br /> +For the want of the horse, the rider was lost;<br /> +For the want of the rider, the battle was lost;<br /> +For the want of the battle, the kingdom was lost—<br /> +And all for the want of a horseshoe nail!"</p> + +<p>Perhaps the man who bore the title of rider ought to have been charged +with the duty of being there with that horseshoe nail, and the man who was +only a blacksmith's helper should have ridden the horse and saved the +battle and the kingdom.</p> + + +<!-- Page 269 --> +<p><strong>INDICATIONS OF DETAIL AND NON-DETAIL APTITUDES</strong></p> + +<p>It ought not to be difficult for any man or woman to know whether or not +he or she is qualified for detail work. The man who enjoys detail and +takes pleasure in order, system, accuracy, and exactitude, down to the +last dot and hairline, ought to know that he is qualified for detail work +and has no business trying to carry on or manage affairs in which there is +a considerable element of risk as well as many variables. Strangely +enough, however, many of them do not know this, and over and over again we +find the detail man wearing himself into nervous prostration in the wrong +vocation.</p> + +<p>On the other hand, the man who hates routine, grows restive under +monotony, is impatient with painstaking accuracy and minute details, ought +to know better than to make himself—or to allow himself to be +made—responsible for them. And yet, nearly every day someone is coming to +us with a complaint about the monotony of his job—how he hates its +routine and how often he gets himself into trouble because he neglects or +overlooks some little thing.</p> + +<p>It ought to be easy enough to tell the difference between these two +classes of workers. If you are a brunette, with fairly prominent brows and +somewhat sloping forehead, a chin prominent at the lower point and +receding upward toward the mouth; if your head is high and square behind; +if your fingers are long and square-tipped; if your flesh is elastic or +hard in consistency, then you can trust yourself to take responsibility +for things in which seeming trifles may be of the highest importance. If, +on the other hand, you are blonde or red-haired; if your head is round and +dome-shaped just above the temples and round behind; if your nose is +prominent and your chin narrow and receding at the lower point; if your +flesh is elastic, with a tendency toward softness; if your fingers are +short and either square or tapering, then you had better prepare yourself +for some vocation where you can deal with large affairs, where you can +plan and organize and direct, and let other people work out the details.</p> + + +<!-- Page 270 --> +<p><strong>COURAGE AND RECKLESSNESS</strong></p> + +<p>The story is told of two soldiers going into battle. Both pushed forward +swiftly and eagerly. They were rapidly nearing the danger zone. Already +men were falling around them. As they went on, one suddenly looked at the +other. "Why," he cried, "your face is white, your eyes are glazed, your +limbs are trembling. I believe you are afraid!"</p> + +<p>"Great God, man! of course I am afraid," replied the other. "And if you +were one-half as afraid as I am, you would turn and run."</p> + +<p>Here we have the discrimination between real courage and mere +foolhardiness or recklessness. There are some vocations which require +courage. There are others which require an element of recklessness. It +requires courage to drive the locomotive of a railroad train at a speed of +eighty miles an hour, but it also requires caution, prudence, +watchfulness, and even apprehension.</p> + +<p>In a western factory men were wanted for an important job, one in which a +moment's carelessness in the handling of levers might cost a dozen fellow +workmen their lives. "Find me," said the superintendent, "the most careful +men you can get. I do not want anyone dumping damage suits on the +company." The employment department found the very careful men, but none +of them were satisfactory; they were all so careful that they made no +speed, and soon had to be relieved for this reason, and because the +constant nervous strain was too much for them. Here was a kind of work +requiring a certain cool, calm, deliberate recklessness. Men were found +with steady nerves, keen eyesight, quick reaction time, and smooth +co-ordination of muscular action, together with a moderate degree of +cautiousness. These men liked the work for the very tingle of the danger +in it. They swung their ponderous machines to their tasks with a sureness +of touch and a swiftness of operation which not only delighted the +superintendent, but inspired confidence in their fellow workers.</p> + + +<!-- Page 271 --> +<p><strong>INDICATIONS OF COURAGE AND CAUTION</strong></p> + +<p>If you are brunette, with small, sway-back or snub nose, narrow, rounded +chin, and a tendency to disturbances of the circulation; if your head is +narrow at the sides and high and square behind, look for a vocation where +caution is a prime requisite, but do not get yourself into situations +where you will have to fight or where there is so much risk that your +natural apprehensiveness will cause you to worry and lie awake nights.</p> + +<p>Contrary wise, if your chin is broad and prominent, your head is wide +above the ears, low and round behind, and rather short; especially if you +are a blonde, with a large nose, high in the bridge, and a big rounded +dome just above the temples, select for yourself a vocation where success +depends upon a cheerful willingness to take a chance. You may blunder into +a tight situation now and then, and you will occasionally make a bad guess +and lose thereby, but you will not be inclined to worry and you will +greatly enjoy the give and take of the fight by means of which you will +extricate yourself from undesirable situations.</p> + +<p><strong>QUICKNESS OR SLOWNESS OF THOUGHT AND ACTION</strong></p> + +<p>If you are of the thoughtful, philosophical type, instead of the keen, +alert, practical type, don't attempt to win success in any vocation +requiring quick thought and quick decision. You like to reason things out; +you want to know why before you go ahead. Your success lies in lines which +require slow, thoughtful, careful reasoning, mature deliberation, and an +ability to plod diligently through masses of facts and arguments.</p> + +<p>If, on the other hand, you are of the observant, practical, +matter-of-fact, scientific type, your vocation should be one calling for +quick thought, quick decision, ability to get the facts and to deal with +them, keen observation, and one not requiring too great a nicety of mental +calculation.</p> + +<p>If you have a small, round, retreating chin, beware of any vocation which +requires great deliberation in action, because <!-- Page 272 -->you are very quick to act. +Your hands, once their task is learned, move very swiftly. You are +inclined to be impulsive. If your forehead is of the type which indicates +quick thinking and you have a large nose, high in the bridge, then you are +of the keenest, most alert, most energetic and dynamic type. No sooner do +you see a proposition than you decide. No sooner do you decide than you +act, and when you have acted, you want to see the results of that action +immediately. You are, therefore, unfitted for any vocation which requires +prolonged meditation, great deliberation in action, and a patient, +plodding willingness to wait for results.</p> + +<p>If your chin is long, broad, and prominent at the point, your action will +always wait upon your thought. If your thought is quick, as indicated by +the sloping forehead, your action may follow very quickly, but never +impulsively. If, on the other hand, your forehead is one which indicates +reflection and slowness of thought, then you will be very deliberate, +postponing action in every case until you have carefully and painstakingly +thought the entire matter out. It is useless for anyone to try to rush you +to either decision or action, for you may have it in you to be quite +hopelessly stubborn.</p> + +<p><strong>THE SOCIAL QUALITIES</strong></p> + +<p>Some time ago a splendidly educated young man came to us for advice. "What +I want to know more than anything else," he said, "is why Hugo Schultz +always sells more goods than I do. I spent two years in high school, four +years in a special preparatory school and four years in college. I have +had eight years of fairly successful business experience. For two years I +have been a traveling salesman. When I first started out my sales amounted +to only about $5 a day, on an average. Within a year I had pushed them up +to $1,000 a day, on an average, and now sometimes I sell $3,000 or $4,000 +worth a day. With the exception of Hugo Schultz, I sell more goods than +any other man representing our company. If I sell $52,000 worth in a +month, Schultz sells $65,000 worth-yet Schultz has never been beyond the +fourth grade in school. <!-- Page 273 -->He is ten years younger than I am, has had +practically no business experience, and has only been on the road one +year."</p> + +<p>Upon examination, we found that this young man was selling goods with a +splendidly trained intellect. He analyzed all the factors in his problem +carefully, even down to the peculiarities of every one of his customers. +He presented his goods with faultlessly worked out arguments and appeals +to the common sense and good judgment of his customers. He was, therefore, +more than usually successful. In answer to our inquiry, however, he said: +"No, I hate selling goods. The only reason I keep it up is because there +is good money in it—more money than I could make with the same amount of +effort in any other department of business. I do not like to approach +strangers. I have to lash myself into it every morning of my working life, +and it is very hard for me to be friendly with customers about whom I care +nothing personally."</p> + +<p>"What about Peter Schultz?" we asked. "Is he a good mixer?"</p> + +<p>"It is his whole stock in trade. Now that you have called my attention to +it, I can see clearly enough that he takes delight in meeting strangers. +Why, even when he is off duty, he finds his recreation running around into +crowds, meeting new people, getting acquainted with them, making friends +with them. I see it all now. He sells goods on the basis of friendship. He +appeals to people's feelings rather than their intellects, and most people +are ruled by their feelings. I know that."</p> + +<p>At our suggestion, this intellectual young man gave up his business career +altogether and turned his attention to journalism, where he has been even +more successful than he was as a salesman. Needless to say, Hugo Schultz +is still breaking records on the road.</p> + +<p>It is difficult for anyone who is not by nature friendly and social to +succeed in a vocation in which the principal work is meeting, dealing +with, handling, and persuading his fellow men. There is an old saying +"that kissing goes by favor," and doubtless it is true that other valuable +things go the same <!-- Page 274 -->way. People naturally like to do business with their +friends, with those who are personally agreeable to them. It takes a long +time for the unsocial or the unfriendly man to make himself personally +agreeable to strangers, or, in fact, to very many people, whether +strangers or not.</p> + +<p>If it is hard for the unsocial and unfriendly man to work among people, it +is distressing, dull and stupid for the man who is a good mixer and loves +his friends to work in solitude or where his entire attention is engrossed +in things and ideas instead of people.</p> + +<p><strong>INDICATIONS OF SOCIAL QUALITIES</strong></p> + +<p>Notwithstanding these very clear distinctions and the seeming ease with +which one ought to classify himself in this respect, we are constantly +besieged by those who have very deficient social natures and who are +ambitious to succeed as salesmen, preachers, lawyers, politicians, and +physicians.</p> + +<p>There is plenty of work in the world which does not require one to be +particularly friendly, although, it must be admitted, friendliness is a +splendid asset in any calling. Scholarship, literary work, art, music, +engineering, mechanical work, agriculture in all its branches, +contracting, building, architecture, and many other vocations offer +opportunities for success to those who are only moderately equipped +socially.</p> + +<p>If the unsocial and unfriendly are deceived in regard to themselves, no +less so are the social and the friendly. Again and again we find them in +occupations which take them out of the haunts of living men, where they +are so unhappy and dissatisfied that they sometimes become desperate. Why +a man who likes people and likes to be with them, and is successful in +dealing with them, should take himself off on a lonely ranch, twelve miles +from the nearest neighbor and twenty miles from a railroad, passes the +comprehension of all but those who, through experience, have learned the +picturesque contrariness of human nature.</p> + +<p>It is easy to distinguish, at a glance, between the social fellow and the +natural-born hermit. Go to any political convention, <!-- Page 275 -->or any convention of +successful salesmen, or to a ministers' meeting attended by successful +city preachers, or to any other gathering attended by men who have +succeeded in callings where the ability to mix successfully with their +fellow men is of paramount importance. Get a seat on the side lines, if +possible, and then study the backs of their heads.</p> + +<p><strong>THE HEADS OF POLITICIANS</strong></p> + +<p>We attended two great political conventions in 1912. There were more than +one thousand delegates at each convention. So certain were we of the type +of men successful enough politically to be chosen as delegates to a +national convention of their party, that we offered a prize of ten dollars +to the friends who accompanied us for every delegate they would point out +to us who did not have a round, full back-head, making his head appear +long directly backwards from the ears. Although our friends were skeptical +and planned in some detail as to what they would do with the money they +expected to win from us, we attended both conventions without a penny of +outlay for prizes. If you know any unfriendly, unsocial men, look at the +backs of their heads and see how short they are.</p> + +<p>There are vocations for all who have the courage, the ambition, the +willingness to work, the persistence to keep ever-lastingly at it. Finding +one's true vocation in life means, not finding an easy way to success, but +finding an opportunity to work and work hard at something interesting, +something you can do well, and something in which your highest and best +talents will find an opportunity for their fullest expression.</p> + +<p>Just as finding an unusual talent for music means years and years of the +most careful study and preparation, followed by incessant practice; just +as finding of a talent for the law means years of work in schools, +colleges and universities; so the finding of a talent for business, +mechanics, science, construction, or any other vocation involves years of +study, self-development, preparation, and practice, if you are to achieve +a worth-while success.</p> + + +<!-- Page 276 --> +<p><strong>A HARD-LUCK STORY</strong></p> + +<p>The following incident illustrates plainly enough the mental attitude of +the average fellow—the reason why he has failed, and the remedy:</p> + +<p>A man came into our office complaining of his luck.</p> + +<p>He was on the gray and wrinkled side of the half-century mark, somewhat +bent, and slow of step.</p> + +<p>This was the tune of his dirge:</p> + +<p>"My life is a failure. I have never had a chance. My father was poor and +couldn't give me the advantages that other young men had. So I've had my +nose on the grindstone all my life long.</p> + +<p>"See what I am to-day. While other men have made money and, at my age, are +well fixed, I am dependent on my little old Saturday night envelope to +keep me from starving. That wouldn't be so bad, but my employers are +beginning to hint that I'm not so lively as I was once and that a younger +man would fill the job better. It's only a question of time when I'll be a +leading member of the Down and Out Club. Then it'll be the Bay for mine."</p> + +<p>Our friend, whom we call Mr. Socratic, butted into the conversation right +here.</p> + +<p>"Pretty tough luck!" he said. "Know any men of your age that are doing +better?"</p> + +<p>"Sure, lots of 'em."</p> + +<p>"What's the reason?"</p> + +<p>"Well, they have had better luck."</p> + +<p>"How do you mean? Investments turned out better?"</p> + +<p>"No; I never had anything to invest."</p> + +<p>"How, then?"</p> + +<p>"Well, they had advantages."</p> + +<p>"What, for instance?"</p> + +<p>"Education."</p> + +<p>"Why didn't you get an education?"</p> + +<p>"Couldn't afford it."</p> + +<p>"Had some income, didn't you?"</p> + +<table> +<tr> + <td><!-- Page 277 --> <a name="fig49" id="fig49"></a> <img src="images/fig49.jpg" alt="Hon. John Walker" width="450" height="620" /> + </td> + <td> <strong>Fig. 49.</strong> Hon. Joseph Walker, of Massachusetts. Has good + degree of balance between practical and ideal tendencies. Is shrewd, + ambitious, determined, persistent, courageous, intellectual, oratorical, + dramatic, forceful, social, and optimistic. Excellent planner and schemer. + Note high, wide forehead, prominent at brows; keen, shrewd and determined + expression; high, wide head; height of head just above temples; square + jaw and chin; firm mouth; short upper lip, and well-built, prominent + nose. </td> +</tr> +<tr> + <td><!-- Page 278 --> <a name="fig50" id="fig50"></a> <img src="images/fig50.jpg" alt="Hon. Lon. V. Stephens" width="450" height="620" /> + </td> + <td> <strong>Fig. 50.</strong> Hon. Lon V. Stephens, former Governor of Missouri, + keenly observant, intensely practical, rather serious, ambitious energetic, + courageous, friendly, far-sighted. A public speaker of some dramatic + ability. Note great prominence of forehead at brows, depressed corners + of eyes and mouth and tip of nose, high, long head, medium-short upper + lip, and prominent chin. </td> +</tr> +<tr> + <td><!-- Page 279 --> <a name="fig51" id="fig51"></a> <img src="images/fig51.jpg" alt="Hon. Oscar Underwood" width="450" height="690" /> +</td> + <td> <em>Photo by Paul Thompson</em>. <strong>Fig. 51.</strong> Hon Oscar + Underwood, United States Senator from Alabama. Practical, energetic, + ambitious, courageous, determined, enduring. Note resemblance in profile + and head shape to Figs. 48, 50, and 52, also politicians. A public speaker + with considerable dramatic talent. </td> +</tr> +<tr> + <td><!-- Page 280 --> <a name="fig52" id="fig52"></a> <img src="images/fig52.jpg" alt="Hon. Victor Murdock" width="450" height="620" /> +</td> + <td> <em>Copyright by Harris & Ewing, Washington, D.C.</em>. <strong>Fig. + 52.</strong> Hon. Victor Murdock, Ex-Congressman, of Kansas. Practical, + alert, keen, ambitious, combative, courageous. Has considerable dramatic + talent, as shown by large nose, short upper lip and long, prominent + chin. Compare with Figs. 48, 50, and 51. </td> +</tr> +<tr> + <td><!-- Page 281 --> <a name="fig53" id="fig53"></a> <img src="images/fig53.jpg" alt="Hon. Lon. V. Stephens" width="450" height="630" /> + </td> + <td> <strong>Fig. 53.</strong> The late Robert C. Ogden, Merchant and Philanthropist. + A man of keen, practical, commercial judgment, high ambition, great + energy, strong determination, and strong sense of justice, together + with idealism, benevolence, optimism, and kindliness. Note large development + of brows; width of forehead across center; high head, domed above temples; + large, well-formed nose; long, straight upper lip; straight, firm mouth, + and poised, calm, kindly expression. </td> +</tr> +<tr> + <td><!-- Page 282 --> <a name="fig54" id="fig54"></a> <img src="images/fig54.jpg" alt="Prof. P.G. Holden" width="450" height="690" /> + </td> + <td> <strong>Fig. 54.</strong> Prof. P.G. Holden, Agricultural Expert and Teacher. + A fine admixture of the physically frail and bony and muscular type, + hence his intellectual interest and ability in agriculture. Has ambition, + energy, and great social and friendly qualities. Note height and length + of head, development of brows, and size and contour of nose. </td> +</tr> +<tr> + <td><!-- Page 283 --> <a name="fig55" id="fig55"></a> <img src="images/fig55.jpg" alt="W. Nelson Edelsten" width="450" height="630" /> + </td> + <td> <strong>Fig. 55.</strong> W. Nelson Edelsten, Insurance Special Agent. Keen, + observant, alert, ambitious, energetic, courageous, refined, sensitive, + emotional, enthusiastic, appreciative of approval, friendly. Note prominence + of brows, high head, large, well-formed nose, chin, and ears, fine texture, + high dome over temples, short upper lip, and alert, high-strung, friendly + expression. </td> +</tr> +<tr> + <td><!-- Page 284 --> <a name="fig56" id="fig56"></a> <img src="images/fig56.jpg" alt="Dr. Beverly T. Galloway" width="450" height="690" /> +</td> + <td> <em>Copyright by Harris & Ewing.</em> <strong>Fig. 56.</strong> + Dr. Beverly T. Galloway, Assistant Secretary of Agriculture of the United + States. Same as Fig. 8. Note high crown large prominent nose; very full + backhead.</td> +</tr> +</table> +<!-- Page 285 --> +<p>"Yes, but only enough to live on."</p> + +<p>"Had time to study, didn't you?"</p> + +<p>"No—always had to work."</p> + +<p>"What about your evenings? Have to work nights?"</p> + +<p>"No."</p> + +<p>"Had a pretty good time, didn't you?"</p> + +<p>"Oh, yes."</p> + +<p>"Out with the fellows and the girls about every night?"</p> + +<p>"Yes."</p> + +<p>"Wore good clothes, smoked good cigars, hired livery rigs, took in good +shows, lived pretty well, shook dice a little, risked a few dollars on the +ponies now and then?"</p> + +<p>"Oh, yes; I was no tight-wad."</p> + +<p>"You had to be a good fellow, eh?"</p> + +<p>"Sure, I am only going through this world once, so I have had a good time +as I've gone along."</p> + +<p>"You couldn't have put in two or three nights a week studying and still +have had a good time?"</p> + +<p>"Oh, I might have, I s'pose, but I didn't have the money to buy books."</p> + +<p>"How much do you figure you spent, on an average, on those nights you were +out with the boys?"</p> + +<p>"Oh, I don't know; sometimes a dime for a cigar, sometimes three or four +dollars for theater tickets, supper, and the trimmings."</p> + +<p>"Well, would it average two bits?"</p> + +<p>"Yes, I guess so; all of that. Maybe more."</p> + +<p>"If you had saved that for two nights a week, it would have counted up +about two and a quarter a month. Buy a pretty good book for that, couldn't +you?"</p> + +<p>"S'pose so."</p> + +<p>"And if you had been buying books and studying them, going to +night-school, or taking a correspondence course all these years, you would +have had an education by now, wouldn't you?"</p> + +<p>"Well, I don't know. Some men are born to succeed. They have more brains +than others."</p> +<!-- Page 286 --> +<p>"Who, for instance?"</p> + +<p>"Well, there's Edison."</p> + +<p>"Yes; and while you were having a good time with the boys, wearing good +clothes, and enjoying the comforts of life, Edison was working and +studying, wearing shabby clothes and patched shoes, so that he might buy +books. What right have you to say that Edison has a better head, +naturally, than you until you have done what Edison did to develop his?"</p> + +<p>"Well, if you put it that way—none, I guess."</p> + +<p>"Then you might have been an Edison if you had sacrificed, worked, and +studied as Edison did?"</p> + +<p>"Perhaps."</p> + +<p>"Then where does the 'hard luck' come in? While you were having a good +time, Edison was having a hard time. Isn't that so?"</p> + +<p>"Yes, and now Edison is on Easy Street and I am headed for the Bay. I see +your point, Mr. Socratic. I guess it isn't luck, after all. It's my fault. +But knowing that won't make it any easier for me when I get canned."</p> + +<p>"What's the use crossing the bridge before you get to it? I read the other +day of a man who studied law, was admitted to the bar, and made money on +it, all after he was seventy years old."</p> + +<p>"Think there's any chance for me? Can I learn anything at my age?"</p> + +<p>"You learned something just now, didn't you?" asked Socratic.</p> + +<p>"Yes, I guess I did."</p> + +<p>"Well, if you can learn one thing, you can learn a hundred, can't you?"</p> + +<p>"Guess so."</p> + +<p>"Will you?"</p> + +<p>"I sure will."</p> + +<p>If you are a worker and not a shirker—if you are a lifter and not a +leaner—if you have done your best to succeed in your present vocation, +and are still dissatisfied, and feel that you could do better in some +other line of work, we hope that <!-- Page 287 -->this book has been of some assistance to +you in determining your new line.</p> + +<p>If, however, you have never attempted your best—if you have never worked +your hardest—if you have grown weary, and laid down your burden in the +face of difficulties and obstacles—if you have neglected your education, +your training, your preparation for success, then, before you make a +change, before you seek vocational counsel, do your best to make good +where you are. It may be the one vocation in which you can succeed.</p> + + +<!-- Page 291 --> +<hr /> +<p><a name="pg291" id="pg291"></a></p> +<h2>PART TWO</h2> + +<h3>ANALYZING CHARACTER IN SELECTION OF EMPLOYEES</h3> + +<h2>CHAPTER I</h2> +<h3>THE COST OF UNSCIENTIFIC SELECTION</h3> + +<p>People used to thank God for their sickness and pain—at the same time +naively praying Him to take back His gift. This inconsistency was due to a +combination of ignorance and the good old human foible of blaming some one +else. Folks did not know then, as well as they do now, that they had the +stomachache because they were too fond of rich dainties. The cause of the +pain being mysterious, they went back to first principles and blamed (or +thanked) God for it. They believed that God afflicted them for their good +and His glory, but their belief was hardly practical enough to keep them +from praying Him not to do them too much good or Himself too much glory.</p> + +<p>Bodily ills are no different from our other troubles. In case of doubt as +to their origin, it is far more convenient to blame some supernatural +source for them than to take the blame upon ourselves. In support of this, +take the attitude of employers toward strikes and lockouts, their most +outbreaking and violent troubles. These are named in all of our contracts +along with lightning, tornadoes, floods, and other "acts of God," if not +directly, at least by inference It is plain enough, at any rate, that +those who draw up the contract consider strikes and lockouts as wholly +outside of their control, as they do the elements. It is the same old +ignorance, the same desire to shift the blame.</p> + +<p><strong>WHO IS TO BLAME?</strong></p> + +<p>Modern business common sense counts strikes and lockouts among preventable +industrial diseases, just as the modern science of medicine classes +smallpox, diphtheria, typhoid fever, the plague, tuberculosis, and the +hookworm amongst preventable bodily diseases. The strike is a violent +eruption, according to those who have made the closest study of the +situation, <!-- Page 292 --> +resulting from long-continued abuses of bad management, bad +selection, bad assignment of duties, and other vicious or ignorant +practices. So a fever is a kind of physical house cleaning for the removal +of debris of months or even years of foolish living.</p> + +<p>But persistent violation of the laws of health does not always lead to +acute disease. Seated in the office of a prominent and successful +physician in a Western city one day, we were discussing with him the true +nature of disease. "My patients," said he, "many of them are now lying on +beds of pain, burning with fever. They are called sick people. The folks +walking along the street out there are called well people. The terms are +inaccurate. Fever is the effort of nature to throw off poisons, poisons +which have been accumulating in the system for years as the result of +wrong ways of living. Many people suppose that fevers are caused by germs. +This is not true. No germ can harm or disturb a healthy body. It is only +when the body is depleted in vitality that its defenses come down and +germs find a ready soil in which to propagate. People who have fevers, +therefore, are only taking a violent manner of getting well, and, if +wisely treated and intelligently nursed, they do get well. As you know, it +is a very common experience for a person to feel far better after recovery +from a spell of sickness than he has for years previously. Now, nine out +of ten of the people going along the street who call themselves well are +not well. The majority of them are probably only 25 per cent, efficient +physically. They are loaded up with the debilitating consequences of their +own recklessness or ignorant manner of living."</p> + +<p><strong>A PROLIFIC CAUSE OF INEFFICIENCY</strong></p> + +<p>In the same way, there are latent illnesses and inefficiencies in many +commercial organizations which never reach the point of strikes and +lockouts. For some reason or other that lively germ, the walking delegate, +fails to get a foothold. Perhaps there would be a beneficial house +cleaning if he did. Discontent, dissatisfaction, unrest, and constant +changes in personnel <!-- Page 293 --> +load the body up with wastes, inefficiencies and +unnecessary expenses. Any employer who thinks at all, and who has any +basis for judgment as a result of observation, knows that what he desires +to purchase, when he pays wages, is not a prescribed number of days and +hours, is not a standard number of foot pounds of physical energy, but +rather human intelligence and human willingness and enthusiasm in the use +of that intelligence in his service. It is true that most employees do a +certain amount of physical work, but it is also true that the value of +that work depends entirely upon the amount of intelligence and good will +the employee puts into it. The employee who is doing work for which he is +not fitted and is unhappy and discontented is doubly inefficient. He is +inefficient because he is not well fitted for the work and could not do +his best even if he were perfectly satisfied and happy. And he is +inefficient because he is in a bad psychical state. With his mental +attitude, he could not do good work even if he were in the place for which +he was best fitted.</p> + +<p>Efficiency experts maintain that the average employee in our industrial +and commercial institutions is only from twenty-five to thirty-five per +cent, efficient. Sixty-five to seventy-five per cent, loss in productive +power on the part of the forty million workers in this country constitutes +an almost incalculable sum.</p> + +<p>Who is to blame for this loss? Are we not too intelligent, too well versed +in the laws of cause and effect and too courageous to try to blame the +Almighty for it or to lay it to the public schools or to hold the employee +accountable? As a matter of fact, no matter how we may try to shift the +blame, those of us who are executives know only too well that our board of +directors and stockholders hold us strictly responsible for results. What +they want is dividends, not excuses. They do not care to hear how hard it +is to find good men. They are not interested in the stories of employees +who are so ungrateful as to leave just when they have become most useful. +They will not permit you to shift any of the blame upon the shoulders of +the employee. They expect you to use methods in selecting and assigning +employees and handling them after <!-- Page 294 --> +they are selected that will yield the +largest possible permanent results.</p> + +<p><strong>HIGH COST OF HIRING AND FIRING</strong></p> + +<p>Employers who will take the trouble to study their records for some years +past, will, unless they are very exceptional, find that the average length +of service in their organization is much shorter than they would be +prepared to believe unless the actual figures were before them. We have +the word of its manager in regard to a certain foundry in the Middle West +that the average period of employment for any one man in that foundry is +only 30 days. We know a large steel mill employing 8,000 where the average +length of service per employee is a few days more than four months. These +figures were given to us by the employment manager of the mill. The head +of the employment department of a large electrical manufacturing company +stated to us that the average length of service per employee for his +organization was one year or a little less.</p> + +<p>From "Current Affairs," Boston, we quote the following significant +editorial:</p> + +<p>"Do employers realize the waste and extravagance and actual money loss due +to haphazard hiring and firing?</p> + +<p>"Twelve typical factories were recently investigated as to their +employment records by Mr. M.W. Alexander. He chose the normal industrial +year of 1912. He chose representative factories, big and little, in +several States. The results of this inquiry were reported in an address +before the National Association of Manufacturers.</p> + +<p>"Mr. Alexander found that this group of factories had 37,274 employees at +the beginning of 1912, and 43,971 at the end of the year—a net increase +of 6,697 workers. But the books showed that the factories had actually +hired 43,571 new hands, 35,874 having been dropped during the year Of +course, not all were fired. Some were absent because of sickness, some +died, some left voluntarily; but these were only a small proportion. And +the fact remains that in order to increase their <!-- Page 295 --> +working force by 6,697 +these twelve industries had to break in 42,571 new employees and suffer +the consequent extra expense of instruction cost, reduced production, and +beginners' spoiled work. Making liberal discounts for the workers +unavoidably withdrawn, it is estimated that these twelve factories +suffered a definite money loss of more than $831,000 during the year on +account of reckless hiring and firing.</p> + +<p>"The conclusion seems justified: 'The highest grade of judgment in the +hiring and discharging of employees is needed. The employment "clerk" of +to-day will have to be replaced by the employment "superintendent" of +to-morrow, not merely by changing the title and salary of the incumbent of +the office, but by placing in charge of this important branch of +management a man whose character, breadth of view, and capacity eminently +qualify him for the discharge of these duties.'"</p> + +<p>It is probable that most executives and employers do not know because they +have not fully considered what this rapid ratio of change costs. This +cost, of course, varies over a very wide range, according to the kind of +work to be done and the class of employees. The sales manager of one +organization told us that it cost his concern $3,000 to find, employ, +train, and break-in to his work a new salesman. The employment manager of +one of the largest corporations in the world in-forms us that it costs him +$10,000 in actual money to replace the head of a department. The +employment manager of a large factory employing people whose wages ran +from $5 a week up, told us that the records of his department showed that +it cost $70 to get the name of a departing employee off the payroll and to +substitute thereon the name of a new permanent employee to take his place. +But these are only costs that can be computed. There are other costs +perhaps even greater, records of which never reach the accounting +department or the employment department. Let us tell you a story:</p> + +<p><strong>A COMMONPLACE STORY</strong></p> + +<p>Joe Lathrop, foreman of the finishing room, had a bad headache. It had +been along toward the cool, clear dawn of that <!-- Page 296 --> +very morning when, having +tearfully assured Mrs. Lathrop for the twentieth time that he had taken +but "one li'l' drink," he sobbed himself to sleep. His ears still range +disconcertingly with the stinging echoes of his wife's all-too-frank and +truthful portrayal of his character, disposition, parentage, and future +prospects. His heart was still swollen and painful with the many things he +would like to have said in reply had he not been deterred by valor's +better part. It was a relief to him, therefore, to take advantage of his +monarchical prerogatives in the finishing department and give vent to his +hot and acrid feelings.</p> + +<p>With all his flaying irony and blundering invective, however, Joe Lathrop +never for a moment lost sight of the fact that there were some men upon +the finishing floor whom it was far better for him to let alone. With all +his truculence, he was too good a politician to lay his tongue to the man +tagged with an invisible, but none the less protective, tag of a man +higher up. And so Joe Lathrop let loose his vials of wrath upon those +whose continuance upon the payroll depended upon merit alone. One of these +was Robinson.</p> + +<p><strong>HATED FOR HIS EFFICIENCY</strong></p> + +<p>Robinson had been finishing piano frames upon this floor for twenty +months. He was a young married man, in good health, ambitious, faithful, +loyal, skilful, and efficient. He was a man who worked far more with his +brains than with his hands. He understood the principles of piano +construction, and was, therefore, no rule-of-thumb man. He had studied his +work and, as a result, had continually increased both its quantity and +quality Robinson was not self-assertive, perhaps a little taciturn, but +there was something about him which made people respect him. Over the +dinner pails at noon there had been many a conjecture on the part of +Robinson's fellow-workers that he was in line for promotion and that he +might be made assistant foreman at any time.</p> + +<p>Joe Lathrop knew that Robinson's quiet efficiency and attention to +business had not escaped the superintendent's eye. <!-- Page 297 --> +He felt that the day +might come almost any time when, on account of his "just one li'l' drink," +or its consequences, he might have to yield his scepter to the younger +man.</p> + +<p><strong>DISCHARGED WITHOUT CAUSE</strong></p> + +<p>Along about nine o'clock of this particular morning, Lathrop was +brow-beating one of the men for some fancied fault near the place where +Robinson was working. Seeing Robinson quietly doing his work, paying no +attention to the wrangle so near him, only further irritated the suffering +foreman.</p> + +<p>"Robinson," he yelled. "You have been here long enough to know better than +this. What do you mean by standing there like a wooden post right beside +this man and letting him make such a botch of these frames?"</p> + +<p>Robinson, of course, being a wise man, kept his own counsel, and went on +with his work. He could not acknowledge himself at fault when he was not +at fault. His manhood revolted. His business was to concentrate upon his +own work. Since he could not acknowledge the fault, he therefore said +nothing. This, of course, was just what Lathrop did not want.</p> + +<p>"Speak up," he bawled, "explain yourself."</p> + +<p>"I have my own work to attend to, Mr. Lathrop, as you know," he said +quietly.</p> + +<p>"I'll have no back talk from you, you sulky dough-face," roared Lathrop. +"Get to hell out of here. Go to the office and get your time."</p> + +<p>Robinson knew better than to protest. He even hesitated to go to the +superintendent, but finally decided to do so.</p> + +<p>"It's a shame, Robinson," admitted the superintendent, "but Joe is an +awfully good man when he is right, as you know, and as long as we keep him +in our service we have to stand behind him in order to maintain +discipline." And so Robinson walked out with half a week's pay in his +pocket.</p> + +<p><strong>THE BEGINNING OF LOSSES</strong></p> + +<p>Let us estimate roughly what Joe Lathrop's "one li'l' drink" and his +suspicious jealousy cost the piano company.</p> + +<p><!-- Page 298 --> +Of course, his first cost was the loss of time in the finishing room +while Robinson's place stood empty. It is fair to suppose that the company +was making some profit on Robinson. It, therefore, lost the profit of +those two days. Besides this, the machinery and the equipment Robinson +operated stood still for two days eating up, in the meantime, interest on +investment, rental of floor space, depreciation, light, heat, and all +other overhead charges that it ought to have been making products to pay. +In addition to all the overhead charges, the machinery ought also to have +been making a profit for the piano company.</p> + +<p>But there were other losses. Robinson's absence disorganized the shop +routine. There were delays, conflicts, piano parts piled up in one end of +the room while other departments clamored for finished frames at the other +end of the room. Then, at least one-half a day of Joe Lathrop's valuable +time went to waste while he was out trying to find some one to fill +Robinson's place. His first attempt was made at the gate of the factory, +where the sea of the unemployed threw up its flotsam and jetsam. But +finishing piano frames is rather a fine job and none of the willing and +eager applicants there could fill the bill. Joe then made the round of two +or three employment agencies who had helped him out in previous similar +emergencies. This time, however, they seemed to be without resource, so +far as he was concerned. Being in considerable perspiration and +desperation by this time, he was probably gladder than he ought to have +been to receive a summons to appear at the court of Terrence Mulvaney. +Terrence, who sat in judgment in the back room of his own beverage +emporium, the place where Lathrop secured his "li'l' drinks," had heard, +in the usual wireless way, that there was a finisher needed at the big +factory Lathrop still owed Terrence for a good many of his "li'l' drinks." +Furthermore, Terrence, by virtue of some mysterious underground +connection, pulled mysterious wires, so that an invitation from him was a +command. For these reasons, also, Joe Lathrop found it discreet in his own +eyes to engage on the spot Tim Murphy, a <!-- Page 299 --> +very dear friend of Mulvaney +and, according to Mulvaney's own impartial testimony, a very worthy and +deserving man.</p> + +<p><strong>BREAKING IN AN INCOMPETENT</strong></p> + +<p>Valuable hours and moments of the company's time were consumed in +initiating Tim Murphy into the employ of the company. There were certain +necessary processes in the paymaster's department, the accounting +department, the liability department, the tool room, and the medical +department.</p> + +<p>Now, while Murphy had had some experience in finishing piano frames, he +was utterly unfamiliar with the make of piano produced in this factory. +Likewise, he was ignorant of the customs, rules, and individual methods +which obtained in the factory. This meant that his employers paid him good +wages for five or six weeks while he was finding his way around. It was +good money spent without adequate return in the way of service. In fact, +during these weeks, the company would probably have been better off +without Tim Murphy than with him, for he spoiled a good deal of his work, +took up a great deal of his foreman's time which ought to have been +applied in other directions, broke and ruined a number of valuable tools +and otherwise manifested those symptoms which so often mark the entrance +into an organization of a man propelled by pull rather than push.</p> + +<p>The trouble in Tim Murphy's corner continued to halt and disorganize the +work in the department so that there were still further delays and losses +up and down the line. All this was bad enough, but by the end of five +weeks of Murphy's attachment to the payroll he had demonstrated that he +was not only incapable, indolent, careless, and unreliable, but that he +was a disorganizer, a gossip, and a trouble maker.</p> + +<p><strong>BAD EFFECT UPON OTHER EMPLOYEES</strong></p> + +<p>Finally the superintendent, who in some mysterious way had managed to +escape the entanglement of underground wires running from Terrence +Mulvaney's saloon, issued a direct, positive order to Foreman Lathrop, and +Murphy's place in <!-- Page 300 --> +that factory knew him no more. Nor was Murphy +astonished or disappointed. He had been expecting this very thing to +happen, and was prepared for it. So when he walked out, two skilful, but +easily influenced companions, walked out with him. Thus Joe Lathrop had, +added to one of his frequent early morning headaches, the serious trouble +of trying to find three men to fill yawning vacancies. The company was +faced with a new series of losses even greater than those which had +followed the discharge of Robinson. Furthermore, there was trouble and +disorganization among the men still remaining in the department. Every man +there had liked and respected the competent young worker, Robinson. They +all knew that he had been discharged largely because Joe Lathrop was +jealous and somewhat afraid of him, and because Joe had had a bad headache +and grouch. They resented the injustice. Their respect for their foreman +dropped several degrees. Their interest in their work slackened. "What is +the use," they thought, "to do our best when superior workmanship might +get us thrown out of here instead of promoted?"</p> + +<p>And so Joe Lathrop's series of "li'l' drinks" finally resulted in +decreasing the efficiency of his department to such an extent that the +superintendent was obliged to discharge him. Then the superintendent was +in for it. He had to find a new man. He had to take the time and the +trouble to break the new man in, and the company had to share the losses +resulting from disorganization until the new foreman was installed.</p> + +<p>This is not a fanciful story, but was told to us by a man who knew the +superintendent, Joe Lathrop, Robinson, Terrence Mulvaney, and Tim Murphy. +Nor is it an unusual story. Just such headaches, discharges, troubles, and +losses are occurring every day in the industrial and commercial +institutions of this country.</p> + +<p>This story illustrates not only the high cost of constant change in +personnel, but also the high cost of leaving the important matter of +hiring and firing to foremen. Where this is done, discharges without +cause, the selection of incompetents, <!-- Page 301 -->grafting on the payroll, inside and +outside politics, the indolent retention on the payroll of those who are +unfit, and many other abuses too numerous to mention, are bound to follow.</p> +<hr /> +<p><strong>ONLY ONE LEGITIMATE REASON FOR HIRING</strong></p> + +<p>There is only one legitimate reason for putting any man or woman on the +payroll, namely, that he or she is well fitted to perform the tasks +assigned, will perform them contentedly and happily and, therefore, be a +valuable asset to the concern. But with foremen, superintendents, and +other minor executives selecting employees, for any reason and every +reason except the legitimate reason, it is small wonder that employees +grow discontented and leave, are demoralized and incompetent so that they +are discharged. For these reasons it is an unusual organization which does +not turn over its entire working force every year. The average of the +concerns we have investigated shows much more frequent turnover than this.</p> + +<p>Under these circumstances, it should be easy to understand why our +efficiency engineers and scientific management experts find the average +organization only 25 per cent efficient. And this is not the only trouble +we make for ourselves as the result of unscientific selection in the rank +and file. In many cases we use no better judgment in the selection of even +our highest and most responsible executives. If it is true, as has been so +often stated, that a good general creates a good army and leads it to +victory, and a poor general demoralizes and leads to defeat the finest and +bravest army, then it is more disastrous for you to select one misfit +executive than a thousand misfits for your rank and file.</p> + +<p>In our next chapter we shall attempt to show some of the troubles which +overtake a man who selects the wrong kind of executives.</p> + + +<!-- Page 303 --> +<hr /> +<p><a name="pg303" id="pg303"></a></p> +<h2>CHAPTER II</h2> +<h3>THE SELECTION OF EXECUTIVES</h3> + +<p>The President and General Manager of a large manufacturing and sales +company, who, for the purpose of the present narrative, shall be called +Jessup, was making a trip from Chicago to New York on the Twentieth +Century Limited. In the smoking room of his car he met a gentleman whose +appearance and manner attracted him greatly. Acquaintanceship was a matter +of course, mutual admiration followed swift upon its heels, and friendship +soon began to crystallize in the association. As the train sped on through +the night, the Big Executive became more and more delighted with his +new-found acquaintance. The man agreed with him in many of his sentiments; +belonged to the same political party; was a member of the same fraternal +order; wore the same Greek letter society pin as his oldest son; and, what +was, perhaps, more important, entertained what seemed to him intelligent, +clean-cut, forceful, progressive ideas in regard to business.</p> + +<p>As their talk proceeded, President Jessup found that the gentleman was a +Mr. Lynch, advertising manager of a firm manufacturing jewelry, located in +Providence, Rhode Island. He had been in this position for five years and +during that time had planned, assisted in designing, and sold to a +national market several profitable jewelry specialties. Lynch's graphic +story of how these advertising campaigns had been planned, executed, and +carried through to success fascinated the President of the western +concern. To his mind, his own enterprise, the manufacture and sale of +steam and hot-water heating plants, had long been in the doldrums. He +himself had spent many sleepless nights trying to plan some way of +extending its business; of opening up new markets; of creating a wide new +patronage; of manufacturing something which would bring in more profits +than their regular line, and finding a successful <!-- Page 304 -->sale for it. It now +seemed to him that he had found just the man to assist him in carrying out +these vaguely formed plans, which as yet were little more than dreams. He +told Lynch something of his ideas and ideals, and, as the two men parted +for the night, he said:</p> + +<p>"I have just a glimmering of an idea, Mr. Lynch, that we might be able to +make an arrangement whereby you would be greatly profited in increased +opportunities and bigger income, and perhaps we also would reap an +advantage in increased business. Think it over."</p> + +<p><strong>SELECTION BY PERSONAL PLEASURE</strong></p> + +<p>Long after he had retired, President Jessup pondered over the situation, +and the more he pondered, the more he became convinced that he had found +just the man he wanted. True, he had not had in mind, during any of his +midnight vigils, the taking on of any new help—his payroll was already +heavy enough. He had a good advertising manager and a good sales manager, +men who were competent to take care of the business of the concern. In +response to their efforts, patronage was growing, not rapidly and +spectacularly, yet steadily and substantially. Now, however, he saw an +opportunity to produce something which would be different enough from the +product of any of his competitors to warrant him in undertaking a national +advertising campaign. Up to the present he had had only a local business. +A few hundred miles from his factory in all directions could be found all +the heating plants which he had manufactured and sold. His dream was to +produce some special form of apparatus which would sell wherever there +were homes, stores, offices, churches, theaters, and schools to be warmed. +Mr. Lynch was just the man to study their business carefully, decide upon +some such product, help to design it, and plan and execute the national +advertising campaign which would develop a local into a national business. +Jessup dropped to sleep with his mind made up.</p> + +<p>Next morning, as the train sped along between the Catskills and the +Hudson, the two men, over the breakfast table, began <!-- Page 305 -->negotiations. Jessup +was surprised, and somewhat disappointed to find what a large salary his +new friend was drawing in Providence. He was still more surprised and +disappointed to find that Lynch's future prospects in the jewelry business +were so bright that it would take a considerably larger salary to entice +him away. The Westerner's mind, however, was made up and the future +profits he saw arising from a national business were so attractive that he +finally threw aside caution and offered Lynch twelve thousand five hundred +dollars a year and moving expenses to the western city where his factory +was located. This offer was finally accepted, the two men shook hands, and +arrangements were made for Lynch to report for duty in the West within +thirty days.</p> + +<p><strong>THE NEW MAN IN A QUANDARY</strong></p> + +<p>Now, President Jessup had no intention of dismissing his advertising +manager and his sales manager. Each knew the business from beginning to +end; each was thoroughly familiar with the trade already built up and +personally acquainted with many dealers who handled the products, and +could be depended upon not only to hold the present trade, but to increase +it. Therefore it seemed good judgment to retain these two men on the local +trade while turning Lynch loose upon the campaign for the securing of a +national market. So it was decided to retain both of the old men and to +give the newcomer the title of sales promotion manager. There were some +heart-burnings on the part of those already in the office when the new man +came in and took charge. It was not pleasant for men who had been with the +business for years and served it faithfully and helped to build it up, to +have a man placed over them who knew nothing about it and whose salary was +more than their two salaries combined. However, Lynch's personality was so +pleasant and he was so tactful and agreeable that this little feeling of +inharmony seemed soon to disappear. Presently all were working together in +the happiest possible way toward the inauguration of the new policy of the +concern.</p> + +<p><!-- Page 306 -->As time went on, however, Lynch began to show signs of restlessness and +uneasiness. Being a man of keen, alert mind and quick intelligence, he had +quickly grasped the fundamentals of the heating business. He was soon able +to talk with the firm's designers and engineers in their own language. But +the more he studied boilers and radiators, the less interest he took in +them. He had sense enough to know that the only thing that would win in +the plan he had in mind was a radical change in design which would +increase the amount of heat delivered in proportion to the amount of fuel +burned, or the amount of heat delivered in proportion to the cost of fuel +burned, or would reduce the amount of supervision required, or would do +away with some of the long-standing sources of trouble and annoyance in +heating apparatus. Long and hard he thought and conjectured, and studied +statistics, and followed reports of experiments, but for the life of him +he could not take any interest in any such line of research. He hated the +gases, ashes, soot, smoke, and dirt generally. Huge rough castings of +steel and iron seemed gross and ugly to him, and the completed product +seemed coarse and unfinished. The only improvements he could think of were +improvements in beauty of line, in refinement of the design, in added +ornamentation, and other enhancements of the physical appearance of the +product. In these he took some interest, but he had the good sense to know +that no change of this kind would accomplish what they wished in the +matter of going after a national market.</p> + +<p><strong>THE HIGH-SALARIED ONE FAILS</strong></p> + +<p>For a while President Jessup waited patiently; then, as the big salary +checks came to him to be signed month after month, he began to grow +restless. No result had yet been announced and in his conferences with +Lynch, he could not determine that any hopeful progress was being made. +Finally, in desperation, he called his engineers and designers together. +For three weeks he worked with them night and day, studying, analyzing, +making records, and computing results. They took <!-- Page 307 -->cat-naps on benches in +the laboratory while waiting for fires to burn a standard number of hours; +ate out of lunch-boxes; and finally, unshaven and covered with soot and +ashes, they triumphantly produced a fire-box and boiler which would burn +the cheapest kind of coal screenings satisfactorily, with but little +supervision and a high degree of efficiency. This was the best thing they +had ever done in the laboratory. This was the attainment which he had so +long desired. This, properly advertised and handled, certainly ought to +revolutionize the steam and hot-water heating business. But it was not one +of Lynch's brain-children. However, Lynch would now have an opportunity to +prove his value and return to the concern large profits for the amount +they had spent and would spend upon him. At any rate, he knew how to plan +and conduct an advertising and selling campaign.</p> + +<p>Lynch, intensely relieved by the solving of this problem, the utility of +which he very readily saw, threw himself, heart and soul, into the +construction of the advertising campaign. As this work progressed, Jessup +began to have some misgivings. While the advertisements, circulars, +catalogues, and other literature were beautiful; while the English in them +was elegant, and the form of expression refined, somehow or other, they +seemed to lack the necessary punch or kick which Jessup knew they ought to +have. The two big things about the new product were, first, economy of +fuel; second, ease of operation and small demand for supervision. These +points were not brought out clearly enough. They did not grip. They did +not get home as they should. There was a good deal of talk in all the +advertising about the beauty of the new apparatus; about the refinement of +its finish; about its workmanship, and many other things which, to +Jessup's mind, detracted from the main issue. The one thing he wanted to +hammer into the minds of the readers of his advertising was the fact that +here was a heating apparatus for which fuel could be purchased in the +usual quantities and at half the regular price. What he wanted to do was +to make them actually see the dollars and cents saved, not only in fuel, +but also in <!-- Page 308 -->the cost of operation. He wanted suburbanites to see the fact +that they could attend to their furnaces each morning before going to +town, and that the fires would not need any further attention until the +following morning; but, somehow or other, the advertising did not seem to +picture this clearly enough. The statements were made, yes; there was +plenty of evidence produced to show this; but it was done in a way which, +somehow or other, did not produce an intense conviction.</p> + +<p>Jessup had secured from his board of directors an appropriation of fifty +thousand dollars for a national advertising campaign. Upon the result of +his first attempt would depend his securing a further appropriation for +such a campaign as he had planned and as he wanted to execute. This being +the case, he did not feel that he was justified in permitting Lynch's +advertising to go out as it was. The result was that, just before the time +came when copy must be sent to the magazines, newspapers, and street-car +advertising companies, Jessup called his old advertising manager into +conference and for a week they struggled together, revising the copy, +rewriting the selling argument, and placing emphasis in clear, strong, +unforgetable figures where it would do the most good.</p> + +<p><strong>WHY THE "GREAT FIND" WAS A DISAPPOINTMENT</strong></p> + +<p>The result of all this was that Lynch, seeing the writing on the wall, +tendered his resignation—which was all too gladly accepted. In offering +his resignation, however, Lynch had stipulated that he was to receive four +thousand dollars out of the six thousand five hundred still due him on his +year's contract. President Jessup's error in selecting an employee had +cost him ten thousand dollars in salary. Besides this was the still larger +sum in expenses, in wasted effort, and in the disorganization of his +entire factory and selling force as the result of the introduction of a +man who did not belong there.</p> + +<p>His mistake was due to two fundamental errors. In the first place, the +facts that a man is personally agreeable, that he belongs to the same +political party, that he belongs to the same lodge or fraternity, that his +ideas and opinion on <!-- Page 309 -->matters outside of business agree with his +employer's, are merely incidental and by no means adequate reasons for +employing him. Nor is the fact that he has made a good record, even an +extraordinary record, in some other line of business a good reason for +employing him. Perhaps, on the other hand, the fact that his record is +made in a totally different business is a good reason for not employing +him. It certainly was so in this case.</p> + +<p>In the second place, President Jessup did not take into consideration the +natural aptitudes of his man, natural aptitudes which he might very easily +have determined with a moment's casual observation. Lynch was exceedingly +fine in texture; his hair, his skin, his features, his hands, and his feet +were all fine and delicate. He, therefore, loved beauty, refinement, small +articles, fine lines, elegant designs. These things appealed to him +strongly, and because of this he was able to make them appeal to others. +Anything which was heavy, rough, coarse, crude, uncouth, or ugly repelled +him. He could not take an interest in it except in the most theoretical +way. For this reason he could not interest others in it. He had an unusual +knack for selling things to people which would appeal to their love of the +beautiful and their desire for adornment; in short, to their vanity; but +he had no qualifications for selling to people on a purely commercial +basis, and especially selling something which was so matter-of-fact and +commonplace in its character as the saving of coal and the freedom from +necessity of frequent attention.</p> + +<p><strong>A WEAK MAN AND HIS TEMPTATION</strong></p> + +<p>In the winter of 1914-1915, the people of New York were shocked at the +downfall of a man who had held a very high social, church, and business +position. He had a wife and two or three beautiful children; he occupied a +very prominent place in church and Sunday-school; he was well connected +socially; he was a prominent member of one of the more popular secret +fraternal organizations; he had a good position at a large salary, and +enjoyed the complete confidence and <!-- Page 310 -->respect of his employers and business +associates. Like a bolt out of a clear sky, therefore, came the revelation +that he had robbed his employers of more than a hundred thousand dollars. +This money he had lost in speculation.</p> + +<p>It was the old, old story. He had begun speculating with his own reserve; +this was quickly wiped out. Then, in order to win back what he had lost, +he had begun to borrow, little by little from his employer. He would win +for a little while; then he would lose, and, as a result, would have to +borrow more in an attempt to make good his losses and repay what he had +borrowed.</p> + +<p>This man's employers had to make good a loss of about one hundred and +twenty-two thousand dollars. In addition to this, they lost time, money, +service, energy, and physical well-being because of the upset in their +business and the bitter disappointment to them in the defalcation of their +trusted employee. They also spent money tracing him in his flight and +bringing him back to face trial and receive his penalty. More money was +spent trying to discover whether he had concealed any of the funds he had +stolen, so that they might be recovered. All of this might have been saved +and the man himself, perhaps, might have been protected from the fate +which overtook him, if, instead of judging him by his church record and +his pleasing personal appearance and manner, they had taken the trouble to +learn something about the external evidences of weaknesses which this man +possessed in such a marked degree.</p> + +<p><strong>WHY HE GAMBLED AND STOLE</strong></p> + +<p>If they had learned some very simple principles, they would have been able +to determine at a glance at his curly blond hair; by his secretively +veiled eyes; by his large, somewhat fleshy nose, not particularly high in +the bridge; by the weakness and looseness of his mouth, and the small and +retreating contour of his chin, and by other important indications, that +he was selfish by nature, grasping, extravagant, too hopeful, too +optimistic, too fond of money, too self-indulgent; that he lacked +conscientiousness; that he lacked caution; that he <!-- Page 311 -->lacked foresight; that +he lacked any very keen sense of distinction between what was his and what +belonged to others; that he lacked firmness, decision, self-control, +will-power. Notwithstanding his lack of all these things, he had made a +success for himself, up to the time of his defalcation, by means of a +keen, penetrating intellect, excellent powers of expression, the ability +to make himself agreeable, ease in mingling with strangers, a natural +talent for piety and pious profession, and considerable financial and +commercial shrewdness.</p> + +<p>A man of this type is nearly always a gambler if he has an opportunity; +but he ought to be placed in a position where there will be no temptation +to him to rob others to satisfy his gambling proclivities. He is one of +the last men in the world who ought to be placed in a position of +responsibility, trust, and confidence. For the protection of others and +for protection against himself, he ought to be under the most careful +supervision. His intellectual powers, his suavity, his ability to meet and +handle strangers, his commercial and financial shrewdness, ought all to be +given full scope by his employers, but any opportunity to handle money or +help himself to the funds of others should be carefully shut away from +him.</p> + +<p><strong>AN ENGINE WITHOUT A BALANCE WHEEL</strong></p> + +<p>Some years ago we had an opportunity to look into the affairs of a +mail-order house which had just failed for a large sum, so that its +creditors, in the final adjustment, received about eleven cents on a +dollar for their claims. The business had been established by a capitalist +of considerable wealth, who had made his money in an entirely different +line. For some years it was operated in a conservative way by a man who +had had years of experience in the mail-order business. The man was well +along in years and rather old-fashioned in his ideas. While his management +was safe and sane, it had not produced a very large return upon the +capital investment. For this reason, the owner determined to engage, as +advertising manager, a young man who had several years' successful +<!-- Page 312 -->experience in advertising, but no first-hand knowledge of the mail-order +business. The young man did brilliant work. The business of the house +began to grow, dividends began to come in, and the owner was delighted. +But the new advertising manager and the old general manager did not get +along well together. The young man was progressive, optimistic, had ideas +of expansion and growth, while the old man was conservative, careful, and +somewhat out of date in his ideas as to business.</p> + +<p>There could be no result of such a combination except the final +resignation of the old general manager. This was only too gladly accepted, +and the young man who had come in as advertising manager was placed in +full charge. Following his appointment there was a period of rapid +expansion. Many new lines were added; the concern rented two more floors +in the building where it was located, and eventually purchased ground and +built a fine new building. The payroll doubled, then trebled, then +quadrupled. All these things, of course, took more capital, and the owner +was compelled to add many thousands of dollars to his original investment, +first, for permanent improvement; then, from time to time, for working +capital. He was glad to do this, because the business was growing. There +seemed to be every prospect that in the near future there would be profits +far in excess of anything the owner had ever dreamed of under the old +management.</p> + +<p><strong>SUPERSTRUCTURE WITHOUT FOUNDATION</strong></p> + +<p>Then came a time when other ventures of the owner compelled the use of all +of his spare capital. He could no longer add to the funds invested in his +mail-order business. He called his new general manager in and said: "I +have put a great deal of money into this mail-order business. You have +your beautiful new building; you have a goodly amount of working capital; +you have expanded and added new lines; and I think the time has come when +you ought to be able not only to run along without any more investment on +my part, but very soon to show me a nice little profit. I assure you that +<!-- Page 313 -->it will come in exceedingly handy in the new venture which I have +undertaken."</p> + +<p>"Oh, certainly," the young man said, "there is no doubt that we shall soon +be paying you larger profits than any other enterprise you control, with +the new business we have secured and the splendid profits on all lines we +are now handling. There is no reason why we should need any more capital, +and I do not think it will be very long before we will have repaid you in +dividends for every penny of money you have recently put into the +business."</p> + +<p>And so the owner turned his back on his mail-order business and gave his +time, thought, and energy to his other ventures. Reports, of course, +reached him regularly, but he had full confidence in the manager, and he +was very busy, so he paid but little attention to them.</p> + +<p><strong>THE INEVITABLE COLLAPSE</strong></p> + +<p>A little more than a year had passed when the capitalist was profoundly +astonished and dismayed to have one of his best business friends call upon +him and request: "Charlie, I wish you could do something for me on that +account. It's long past due and it's getting altogether too large for me +to carry as business is now."</p> + +<p>"Why, what account is that? I didn't know I owed you a cent."</p> + +<p>"Why, for that mail-order business of yours. They've been ordering goods +from me for over a year now, and what they have ordered during the last +six months has not been paid for. I knew that you were good, of course, +and so was perfectly willing to extend the credit. But you know, as a +businessman, that there is a limit to such things, and I think it has +about been reached. I hope you can take care of it immediately, as I can +very readily use the funds."</p> + +<p>"Why, how much is this wretched account of mine, Will? I didn't know I +owed you a cent. It can't be very much."</p> + +<p>"Well, it all depends upon what you call very much. It's something like +thirty-five thousand dollars."</p> + +<p><!-- Page 314 -->"Thirty-five thousand dollars! Why, man, you must be dreaming," and the +capitalist turned to his telephone and called up the general manager of +his mail-order business.</p> + +<p>"Why, yes," came back the cheerful, confident tone of the optimistic young +manager, "we do owe them around thirty-five thousand, I think. I supposed, +of course, you knew all about it. I've been sending my reports in every +week."</p> + +<p>"But why haven't you paid it? Certainly your sales are big enough and your +income from them good enough for you to pay your bills."</p> + +<p>"Well, I'll tell you; it is taking us just a little longer for us to get +on our feet than I had expected. Then, after your decision not to put any +more money into the business, I found it necessary, in order to round out +and complete our line, to add some new items which cost us quite a little. +But we are in good shape now and the sales are increasing. We shall soon +be able to take care of all of our outstanding obligations."</p> + +<p>"How much are your outstanding obligations?" asked the capitalist, with a +sinking heart.</p> + +<p>"Well, about two hundred and fifty thousand dollars, I should say. But it +won't take us long to clean that up now that we've squared away."</p> + +<p>"You'd better come right over here and bring your books with you. I want +to go into this thing."</p> + +<p><strong>WHY HE FAILED</strong></p> + +<p>It took only a few hours' investigation of the books to convince the +capitalist that his mail-order business was hopelessly insolvent. It took +expert accountants to find out why it was insolvent. The trouble was that +the young manager had proceeded with only the vaguest and roughest kind of +an estimate of cost, based, not upon facts, but mostly upon his own superb +guesswork. New business had been brought in by reducing prices. "Low +prices" had been one of the slogans of the young man's campaign, and he +had cut under all of his competitors. On the other hand, there had been +the slackest kind of management inside. Overhead expenses had <!-- Page 315 -->mounted and +mounted. The young man had been altogether too easy and generous in fixing +salaries, granting promotions and increases, and in giving positions to +those who applied. He was really a splendid young fellow, with a +sympathetic heart and a generous hand, and it was very difficult for him +to turn away anyone who could tell an artistic hard-luck story. Expensive +equipment had been purchased which had far greater capacity than the needs +of the business required; therefore, many machines and other fixtures had +stood idle seventy-five per cent of the time, eating up money in interest +charges, depreciation, space, light, heat, and other expenses. In addition +to these out-and-out expenditures, there were dozens of little leaks in +all the departments of the business, all busily draining away not only +possible profits, but the working capital, and, finally, the limit of the +concern's credit.</p> + +<p>As a result of this kind of management, the final accounting showed the +liabilities of the concern to be in the neighborhood of four hundred +thousand dollars and its assets only about forty-five thousand. No one +could be found to take the business, even as a gift, and assume its +obligations. The owner himself had his capital so tightly involved in +other ventures that he was unable to save this concern, and it was +therefore sold under the hammer. The creditors received their little +eleven cents on the dollar. The owner's capital investment was, of course, +a total and complete loss.</p> + +<p>This man made his mistake in placing a business in which there is a +multitude of detail and a necessity for the closest possible scrutiny of +every cent of expenditure—a business which must be done upon the smallest +possible margin in order to be successful—in the hands of a man who could +look only outward and forward and upward. The young man was, indeed, a +splendid business getter. He was a natural-born advertiser, salesman, and +promoter. His personality was forceful, pleasing, and magnetic. In his +intentions and principles he was honest and highly honorable. He was keen, +positive, quick in thought, quick in action, progressive, eager, buoyant; +<!-- Page 316 -->he had a splendid grasp of large affairs, principles, and generalities. +But he had no mind for details; he rather scorned them. He was perfectly +willing to leave the details to someone else, and even then did not care +to hear any more about them himself. He never ought to have been placed in +charge of a business involving such minute carefulness as the mail-order +business. He was dangerous in any position of responsibility without a +partner or an auditor and treasurer competent to look after the finances +and all of the details of the accounting and administration. This young +man's function was getting in the business, but he was not equipped by +nature or by training to take care of the business after it came into the +house or to administer the funds which came in with it. The capitalist +would have known, if he had exercised one-half the care in choosing a +general manager that he did in selecting a driving horse, that the young +man was unfitted for the work he was expected to do.</p> + +<p><strong>A COMMON TYPE</strong></p> + +<p>He would have known that anyone as blonde in coloring and as round-headed +as this young man was unfit for a position which required the minutest and +most careful scrutiny of every detail of administration. He would also +have noticed his wide-open, credulous, and generous eye; the narrowness of +his head just behind the ears, indicating his inclination to side-step +anything in the nature of a disagreeable contest or combat. The high dome +of his head just above the temple and the turned up tip of his nose, both +indicating extreme optimism; his very short fingers, indicating dislike of +detail and the inability to handle it; his rather soft-elastic consistency +of hand, showing inability to bear down hard and firm in cutting expenses +and holding down salaries.</p> + +<p>This young man's type is very common. We meet it constantly in business, +and wherever we have met it, we have always found that, unless it was +associated with a man of dark complexion, hard consistency, keen, shrewd +eyes, the ability to fight and to stick, a sort of bull-dog tenacity, it +simply <!-- Page 325 -->ran away in over-optimistic ventures, dissipated its earnings, and +ended in dismal failure.</p> + +<!-- Illustrated Pages Moved to allow continuation of reading to end of segment +Commented Page Numbers are accurate with book source though appear out of order here --> + +<table> +<tr> + <td><!-- Page 317 --> <a name="fig57" id="fig57"></a> <img src="images/fig57.jpg" alt="Conical hands" width="600" height="250" /> + </td> + <td> <strong>Fig. 57.</strong> Conical hands, with conical finger tips. Indicate + refinement, responsiveness, sentiment, love of beauty in music and art, + and an emotional nature. This hand, however, is not very practical, + and is not the typical hand of the musical performer or creative artist. + May be the hand of an actor or singer. </td> +</tr> +<tr> + <td><!-- Page 317 --> <a name="fig58" id="fig58"></a> <img src="images/fig58.jpg" alt="Hands of Mrs. Flora E. Durand" width="600" height="250" /> + </td> + <td> <strong>Fig. 58.</strong> Back and front view of hand of Mrs. Flora E. Durand, + of Libertyville, Illinois, Pianiste and Pipe Organist. Mrs. Durand is + a performer of unusual skill and artistic feeling. Note squareness of + entire hand and of finger tips. </td> +</tr> +<tr> + <td><!-- Page 318 --> <a name="fig59" id="fig59"></a> <img src="images/fig59.jpg" alt="Hands of financier and administrator" width="600" height="250" /> + </td> + <td> <strong>Fig. 59.</strong> Back and front view of hands of financier and administrator. + Very practical, matter-of-fact, and sensible; not particularly fond + of detail, but can compel himself to do it. Note square hands and finger + tips and moderately short fingers. </td> +</tr> +<tr> + <td><!-- Page 318 --> <a name="fig60" id="fig60"></a> <img src="images/fig60.jpg" alt="Hands of mechanic and electrical engineer" width="600" height="250" /> + </td> + <td> <strong>Fig. 60.</strong> Front and back view of hands of a mechanical and + electrical engineer of some prominence. He is not only highly qualified, + intellectually, for engineering work, but is a mechanic of great expertness + and skill. All his work is beautifully finished and marvellously accurate. + Note long, square hands and fingers. </td> +</tr> +<tr> + <td><!-- Page 318 --> <a name="fig61" id="fig61"></a> <img src="images/fig61.jpg" alt="Long fingers" width="300" height="250" /> + </td> + <td> <strong>Fig. 61.</strong> Long fingers, indicating a tendency to capacity + for details. </td> +</tr> +<tr> + <td><!-- Page 319 --> <a name="fig62" id="fig62"></a> <img src="images/fig62.jpg" alt="Narrow Head" width="450" height="655" /> + </td> + <td> <strong>Fig. 62.</strong> An example of narrow head, indicating mildness + of disposition—an inclination to win way and secure ends by intellect, + tact, and diplomacy, rather than by direct conflict. </td> +</tr> +<tr> + <td><!-- Page 320 --> <a name="fig63" id="fig63"></a> <img src="images/fig63.jpg" alt="Sir Henry Fowler" width="450" height="630" /> + </td> + <td> <em>Copyright Ernest H. Mills.</em> <strong>Fig. 63.</strong> Sir Henry Fowler. + A splendid example of fine, enduring physical balance with excellent + intellectual equipment. Note large, long nose, ears, and chin; long, + straight upper lip; long, rather lean lines of cheeks and face in general, + flat-topped head; prominent brows, and square jaw, These are all typical + indications of calmness, practical judgment, prudence, shrewdness, moderation, + and, as a result, longevity. </td> +</tr> +<tr> + <td><!-- Page 321 --> <a name="fig64" id="fig64"></a> <img src="images/fig64.jpg" alt="Reginald D. Barry" width="450" height="610" /> + </td> + <td> <strong>Fig. 64.</strong> Reginald D. Barry, Engineer and Scientific Experimenter. + Interested in mechanics and engineering in an almost purely intellectual + manner. Ambitious, determined, optimistic. Note especially height and + width of upper part of cranium, with slender lower face; also rounded + dome above temples, and width and fulness back of upper corners of forehead. + </td> +</tr> +<tr> + <td><!-- Page 322 --> <a name="fig65" id="fig65"></a> <img src="images/fig65.jpg" alt="Colbert E. Lyon" width="450" height="670" /> + </td> + <td> <strong>Fig. 65.</strong> Colbert E. Lyon. Note especially high dome of head + above temples, indicating optimism, faith, hope, sympathy, generosity + and humanitarian leanings. Note also fine texture, indicating love of + beauty, refinement, and responsiveness. Practical judgment, energy and + determination are shown by prominent brows; large, high nose; and strong + chin; fine powers of expression by prominent eyes. </td> +</tr> +<tr> + <td><!-- Page 323 --> <a name="fig66" id="fig66"></a> <img src="images/fig66.jpg" alt="Dr. V. Stefansson" width="450" height="680" /> + </td> + <td> <strong>Fig. 66.</strong> Dr. V. Stefansson, Explorer. Of the active, restless, + eager, pioneering type, capable of enduring hardship. Note square jaw, + large nose, convex profile, blond color, high, wide cheekbones, strong + chin, and coarse texture. </td> +</tr> +<tr> + <td><!-- Page 324 --> <a name="fig67" id="fig67"></a> <img src="images/fig67.jpg" alt="High, Square head" width="290" height="350" /> + </td> + <td> <strong>Fig. 67.</strong> High, square head, indicating conscientiousness, + prudence, carefulness, dependability, and constancy. </td> +</tr> +<tr> + <td><!-- Page 324 --> <a name="fig68" id="fig68"></a> <img src="images/fig68.jpg" alt="High, Round head" width="290" height="350" /> + </td> + <td> <strong>Fig. 68.</strong> High, round head, indicating ambition, love of + adventure, and a certain degree of recklessness, carelessness, and irresponsibility. + </td> +</tr> +</table> + +<p><strong>ROOSEVELT AND TAFT CONTRASTED</strong></p> + +<p>When Mr. Roosevelt was about to end his term as President of the United +States in 1907, he and his more prudent advisors did not consider it good +political judgment for him to seek at that time nomination for what would +have been, in effect, a third term. He therefore began to cast about to +find a successor who would carry out his policies. As President, he had +inaugurated certain policies of administration which he regarded as being +of the highest possible importance to the country, and to the world at +large. We are not here discussing the common sense, wisdom, and +statesmanship of those policies. The fact to which we are calling +attention is that Mr. Roosevelt wished to use his influence as President +and as the leader of his party to have placed in nomination, as his +successor, a man upon whom he could rely to continue to administer the +office of President according to the policies he himself had inaugurated.</p> + +<p>Mr. Taft had long been a member of Mr. Roosevelt's cabinet and had also +been a very close personal friend. As Governor of the Philippines, and as +Secretary of War, he had made a splendid record and was considered to be +one of the most loyal and able of the President's official family. +Accordingly, he was selected by Mr. Roosevelt as his successor. In his +campaign for election, and in his inaugural address, Mr. Taft repeatedly +gave assurance to the voters that it was his intention to carry out the +Roosevelt policies. There is practically no one, even those who disapprove +most heartily of Mr. Taft's record in the Presidency, who thinks that he +was anything but sincere and honest in making these promises to the +voters.</p> + +<p><strong>HOW IT WORKED OUT</strong></p> + +<p>Now, without discussing for a moment Mr. Taft's administration as +President from the standpoint of its true value to <!-- Page 326 -->the country, or the +actual quality of his statesmanship, there is no question in the mind of +anyone that he signally failed to carry out the Roosevelt policies. In +fact, he became the titular leader of that faction of the Republican +party, before the end of his administration, most violently opposed to the +Roosevelt policies. He has subscribed to and preached a totally different +political doctrine from that of his former friend and chief ever since. +This course of action may have been right; it may have been wrong; it may +have been wise, or it may have been unwise. It may have been fully +justified, or it may not have been justified. These are not questions +which interest us here.</p> + +<p>The point is that Mr. Roosevelt, in all good faith, and believing in the +wisdom of his choice, selected Mr. Taft to carry out his policies in the +government, and that Mr. Taft, no doubt with the best of intentions, +failed to carry out those policies. The result was a split in the +Republican party, the election of a Democratic President and Congress, and +other far-reaching consequences, the full meaning of which we have not yet +begun to see. They may be good; they may be unfortunate. That is not the +question at issue. The question is, could Mr. Roosevelt, if he had had a +scientific understanding of human nature, have foretold Mr. Taft's course +of action?</p> + +<p><strong>INDICATIONS OF DIFFERENCES IN CHARACTER, IDEAS, IDEALS, AND ACTIONS</strong></p> + +<p>The Roosevelt policies were aggressive and bold, cutting across +traditions, flinging down the gauntlet, and throwing defiance into the +faces of powerful political and business interests. They assumed for the +executive office at least all of the powers which, according to the +Constitution, belong to it, working in harmony with a group of men who had +interested themselves in a number of progressive—perhaps some might say +radical—reform measures. Furthermore, these policies were a perfectly +natural expression of Mr. Roosevelt's personality.</p> + +<p>Do Mr. Taft's physical characteristics, as easily observable <!-- Page 327 -->indicate +that he is of a character, temperament and aptitude to continue such +policies as these. A comparison of the two men should give us the answer.</p> + +<p>Mr. Taft is very much lighter in color than Mr. Roosevelt. As a general +rule, the lighter blond coloring is an indication of mildness of +disposition, instead of the fierceness and eager determination to dominate +of the man who is as ruddy as Mr. Roosevelt.</p> + +<p>Mr. Taft's forehead is very much more practical in type than Mr. +Roosevelt's. He is, therefore, far more interested in the practical +application of such principles as he has than in theories, hypotheses, and +reform.</p> + +<p>Mr. Taft's nose, by its roundness and softness of contour, indicates +mildness, good nature, refinement, and delicacy of feeling, while Mr. +Roosevelt's is the large-tipped, bony-bridged nose of aggressiveness and +combativeness.</p> + +<p>Mr. Taft's mouth is a good-natured, smiling, laughing, jovial mouth, +instead of the grim, hard, fighting mouth as shown in Mr. Roosevelt's +type.</p> + +<p>Mr. Taft's chin is of the rounded and rather retreating type, an +indication that he is probably far better qualified by disposition to +follow a strong and aggressive leader than to take the aggressive, +dominating, fighting leadership himself.</p> + +<p>Mr. Taft is a very much larger man than Mr. Roosevelt. This, while not +particularly important, is just one more indication of his good nature and +his dislike for a hard, grueling fight. It is an interesting fact that +almost all of the great fighters of the world have been little men. +Alexander, Caesar, Napoleon, Grant, Lord Roberts, Sheridan, Sherman, +Wilhelm II, and many others have been below medium in stature. Of the +others, Kitchener, Wellington, Frederick the Great, Washington, and von +Hindenberg have been men of not more than medium size. It is almost +unprecedented to find a fighter in a man of Mr. Taft's huge size.</p> + +<p>In structure, Mr. Taft is essentially of the judicial type. This type is +always a defender of property, an upholder of the Constitution, a strong +advocate of making the best of <!-- Page 328 -->things as they are, rather than plunging +into violent innovations, the results of which are unknown and may very +easily prove to be disastrous. On the other hand, Mr. Roosevelt is of +restless, active, pioneering structure—the bony, muscular type of man who +has always led reform movements and led in fighting for changes he thought +would add to the freedom of humanity.</p> + +<p>Mr. Taft's texture is finer than that of Mr. Roosevelt. He is, therefore, +more interested in the refinements, the luxuries, and the delicacies of +life than is Mr. Roosevelt. He is also less vigorous, less virile, and +less insistent upon reform and the right of the people to rule. It is an +interesting fact that most of the great friends of the people, most of +those who are eager in demanding the rights of the proletariat, are men of +medium or coarse texture.</p> + +<p>Mr. Taft is soft elastic in consistency of fiber, while Mr. Roosevelt is +hard elastic. This indicates more impressionability or amenability to +influence, more desire for finding an easy and pleasant way to accomplish +his end on the part of Mr. Taft than on the part of Mr. Roosevelt.</p> + +<p>In Mr. Taft the vital element leads—in Mr. Roosevelt, the motive. The +vital element conduces to putting on of flesh, enjoys the good things of +life, loves an easy time, and naturally inclines to make the best of +things as they are. On the other hand, the motive element demands outdoor +activity, freedom, liberty of movement, and not only liberty for itself, +but liberty for everyone else.</p> + +<p>Mr. Roosevelt's jaw is square and determined, which shows an inclination +to push things through regardless of obstacles; to pursue his ends no +matter what difficulties stand in the way. Mr. Taft's jaw is rather +rounded and not so prominent. This indicates less determination, less +perseverance, less persistence in pushing against obstacles and +difficulties.</p> + +<p>Note the difference in width between Mr. Roosevelt's and Mr. Taft's head +just above the ears. Mr. Roosevelt is very wide-headed. This indicates +energy, aggressiveness, impatience, a certain amount of destructive +tendency. It is this <!-- Page 329 -->which not only makes Mr. Roosevelt an aggressive, +eager, fighting, dominating politician and statesman, but also a mighty +hunter.</p> + +<p>On the other hand, Mr. Taft's head is medium narrow just above the ears. +This indicates mildness, an inclination to use diplomacy rather than +force, and a tendency to take things as they are rather than to push ahead +aggressively and make radical changes.</p> + +<p>Mr. Roosevelt's head is high in the crown. Mr. Taft's head is low in the +crown. A high crown indicates firmness, decision, love of power, love of +authority, a demand to rule, and great ambition. A low crown, on the other +hand, indicates amenability to authority, a willingness to compromise, and +a lack of domineering quality.</p> + +<p>Compare the expression of the two men. Mr. Roosevelt's expression is +intense, vigorous, and almost belligerent. Mr. Taft's expression is mild, +calm, judicial, good-natured, and jovial.</p> + +<p>By what stretch of the imagination could anyone suppose that a man of Mr. +Taft's character and aptitudes, as shown by the indications pointed out in +the foregoing, could even begin to carry out the policies of a man of Mr. +Roosevelt's character, as shown by the indications we have pointed out? +And yet, all of the political history of the United States since 1909 has +been completely changed as the result of Mr. Roosevelt's lack of knowledge +of the plain facts of the science of human nature. Indeed, the result of +Mr. Roosevelt's choice of a successor is found in Mexico, in Germany, in +England, in France, and, in fact, throughout the world.</p> + +<p><strong>IF NOT SCIENTIFICALLY, HOW?</strong></p> + +<p>Woodrow Wilson has been criticized, perhaps, as severely for his selection +of men for various posts in his administration as for any other cause, if +reports are to be believed. He has probably suffered far more from +unfortunate selection of lieutenants and of men for special tasks, and has +more deeply regretted his mistakes of this nature, than any other thing in +<!-- Page 330 -->his administration up to the time that these lines are written.</p> + +<p>The few examples we have given in this chapter of men who gave excellent +promise and then failed to live up to their expectations are typical. They +are occurring every day in every line of business and industry, as well as +in politics and government. We are told by some who have made a study of +this subject that the only way to find out what a man can do, what his +aptitudes are, what are his abilities, his capacities, his type, and what +his performances will be, is to put him in a place where he will have an +opportunity to show what there is in him. If this is the best that science +can do for us, we are, then, groping in darkness through a tangled maze of +pitfalls. We have nothing left but to go on using disastrous and +impracticable methods in the selection of men for commerce, for industry, +for financial responsibility, and for the highest positions of honor, +responsibility, and power in the gift of the people.</p> + + +<!-- Page 331 --> +<hr /> +<p><a name="pg331" id="pg331"></a></p> +<h2>CHAPTER III</h2> +<h3>THE REMEDY</h3> + +<p>True, we can determine a man's fitness by giving him a trial. But, if he +is a failure, and we learn nothing by experience, the next incumbent may +be a hundred-fold worse. Furthermore, in many places, selection by trial +is an impossibility, as in marriage, in the presidency of a bank, or in a +general to lead a forlorn hope. There must be some better way.</p> + +<p>Some years ago we were asked to make an investigation at a printing and +publishing house. Two years before this time the proprietor had ceased to +receive any profits from the enterprise and, at this particular time, +complained that for months he had been putting money into the business in +order to keep it going. He himself was not a practical printer and was not +in immediate management of the concern. His manager, however, was an able +man, a good printer, and was considered to be a good business man.</p> + +<p>At the very outset of our investigation, we found that the foreman of the +composing-room purchased type, leads, and slugs, furniture, cases, and all +of the other materials used in his department. The foreman of the +press-room purchased paper, ink, rollers, twine, and other things. The +foreman of the shipping-room purchased packing-cases, wrapping paper, +twine, nails, hammers, marking ink, and other materials he used. The +foreman of the bindery purchased glue, cloth, leather, boards, paper, and +wire. The office manager purchased typewriter ribbons, carbon paper, +clips, paper fasteners, pins, mucilage, rulers, pens, and pencils. The +foreman of the electrotyping department purchased copper, acids, metal, +and tools. We were rather surprised to find that the coal and lubricating +oil for the engine room were purchased by the manager himself, but not at +all surprised to learn that he had never heard of such a quantity as a +British Thermal <!-- Page 332 -->unit and that he had absolutely no records to show the +kind of coal most efficient under his boilers. A little further +investigation showed that each head of department had charge of the stores +of materials and supplies for his department and gave them out to +employees upon a mere verbal request. We were not long in discovering that +the foreman of the composing-room received "tokens of regard" from +salesmen; that the foreman of the press-room was regularly on the payroll +of several companies furnishing inks and rollers, and had a brother-in-law +running a little print shop around the corner and spending very little +money for ink, paper, and other such materials. Each head of a department +also had full power to "hire and fire," as he called it. The foreman of +the composing-room said to us, when we questioned him in regard to this +matter, "Why, if I didn't have the power to hire and fire I could not +maintain discipline in my department; rather than give that up, I would +resign my position."</p> + +<p>As a result of this state of affairs, we found a brother of the foreman +occupying an easy position in the composing-room, a brother-in-law, two +nieces, two nephews, and a son occupying easy positions at good salaries +in the press-room and various other nephews and other semi-dependents +working away under foremen who were related to them in the various +departments. In the composing-room, also, we found, upon careful +investigation, that several of the employees were very heavily overpaid at +times and that they divided the surplus in their pay envelopes with the +foreman.</p> + +<p>When we called these things to the attention of the manager, he was deeply +surprised and pained. "Why," he said, "every head of a department in this +printing and publishing house is a personal friend of mine. I have the +highest regard for them and have held their honor and uprightness so high +in my estimation that it has never occurred to me to investigate their +administration in their several departments. You know, of course, that +this is the usual procedure in the printing business. The foremen regard +these prerogatives as being especially theirs and would very deeply and +bitterly <!-- Page 333 -->resent any attempt on the part of the management to take them +away." The manager was only partly right. It is true that these practices +have been followed in many printing and publishing houses; that they are +followed in some even to-day; but even in his time the most progressive +and successful had long ago abolished this inefficient and +dishonesty-breeding system.</p> + +<p><strong>SCIENTIFIC PURCHASING ENDS ABUSES</strong></p> + +<p>To-day in every well-managed printing office, as well as every other +industry, there is a purchasing department. Materials are purchased, not +through favors, or on account of bonus from the salesmen, but upon exact +specifications which are worked out in the laboratory. Materials are +accepted and paid for only after a laboratory analysis to ascertain their +true worth. Materials are kept in a stores department and are issued only +upon written requisitions. Requisitions are carefully checked up, records +kept to show that each department is using only its proper quota of +materials and supplies of all kinds.</p> + +<p>While the purchasing of mere inanimate material, which after all is only +secondary in importance, has thus been reduced to science and art in +charge of specialists, the methods of selection, assignment, and handling +of employees in nearly all industrial and commercial institutions +continues to-day on the same old dishonest basis as that which we found in +the printing and publishing house described. Foremen, superintendents, and +heads of departments still guard jealously their prerogatives of hiring +and firing. So deeply rooted is this prejudice in the minds of the +industrial and commercial world, that many managers have said to us in +horror, "Why, we can't take away the power to hire and fire from our +foremen. They couldn't maintain discipline. They would not consent to +remain in their executive positions if they did not have this power of +life and death, as it were, over their employees."</p> + +<p>Incidentally, we may say, that we have had almost no trouble in securing +the enthusiastic and loyal co-operation of <!-- Page 334 -->foremen and superintendents +where employment departments have been installed.</p> + +<p><strong>SCIENTIFIC EMPLOYMENT THE REMEDY</strong></p> + +<p>It is becoming increasingly clear to employers that, only by following the +example of the purchasing department, can industry and commerce cure the +evil which we have briefly described and exemplified in the two preceding +chapters. We find that employment, instead of being left to the tender +mercies of foremen, Tom, Dick, and Harry—who may or may not be good +judges of men, who may or may not be honest, who may or may not indulge in +nepotism, who may or may not pad the payroll; who may or may not be +unreasonable, tyrannical and otherwise inimical to the best interest of +the concern from whom they draw their living—selection of help is now +delegated to specialists and experts. Employment departments are now +established with more or less complete control over the selection and +assignment of men and women in the organization. In some of these +departments complete records are kept. Exact and painstaking care is used +in securing data, hunting up applicants, watching the actual performances +of those who are put to work, determining whether or not they live up to +their opportunities. In other employment departments this system is very +loose and the departments exist principally for the purpose of securing +applicants who are then turned over without recommendation to the foreman +who still has the power of employing and discharging.</p> + +<p>The remedy for which we have been looking is to be found in an employment +department, organized with a carefully selected personnel, which will +perform the same careful, analytical research and record-keeping functions +as a scientific purchasing department. Perhaps, for the sake of clearness, +it would be well for us to describe rather in detail the work of such a +department.</p> + +<p><strong>ORGANIZATION</strong></p> + +<p>The organization of such a department depends entirely upon the number of +applicants and employees with which <!-- Page 335 -->it must deal and the character of the +work to be done. Suppose, for example, we have a factory with two thousand +employees, seventy-five per cent of them skilled, fifteen per cent of them +unskilled, and ten per cent office employees. The work of such a +department could be very well carried on by one employment supervisor, one +assistant supervisor, one clerk and record-keeper, and part of the time of +one stenographer. The employment supervisor is a staff officer. His +position in the company is that of a member of the staff of the general +manager or president. His work should be subject to oversight by the +president or general manager alone, and he should not be answerable to any +other officer or member of the corporation. It is the function of the +employment supervisor to direct the work of his department, to conduct its +relations with all other departments of the business, to interview, +analyze, and recommend for employment all executives and employees of more +than ordinary importance; to hear and adjudicate all cases of complaint or +disagreement between executives or between executives and their employees +and also to review cases heard by his assistant in which there is any +degree of dissatisfaction with the settlement proposed.</p> + +<p>It is the duty of the assistant employment supervisor to interview and +analyze, select, and recommend for employment all applicants for minor +positions in the factory and office. It is also his duty, under direction +of the supervisor, to number and carefully analyze every position in the +organization, determining its requirements, and, having made a careful +list of these requirements in a card index, to keep it in the files of the +department where it can be readily consulted. It is the duty of the clerk +and record-keeper to make out all reports, to record all reports sent from +heads of departments, to keep the files, to make out notifications to the +paymaster and to other officers as occasion requires, and in general to +keep the records and files of the department in a neat, orderly condition, +up to date every moment of the day, and so managed as to yield readily and +instantly any information desired.</p> + +<p>It is the duty of the stenographer to attend to all <!-- Page 336 -->correspondence of the +department, including dictation from the supervisor and the assistant +supervisor.</p> + +<p><strong>FUNCTIONS OF AN EMPLOYMENT DEPARTMENT</strong></p> + +<p>Briefly, it is the function of the employment department to secure, +interview, analyze, select, and recommend for employment men and women who +will pre-eminently fit into the various positions in the organization; by +competent counsel, upon request, to assist the line executives in the +management of employees, and, in all its activities, to act in the +capacity of expert in human nature, conducting all phases of relationship +between the corporation and its employees.</p> + +<p>In detail, however, the functions of a well-organized and efficient +employment department are these:</p> + +<p><strong>ANALYSIS OF POSITIONS</strong></p> + +<p>1. Theoretically, the first function of an employment department is to +analyze carefully every position in the organization, listing its +requirements, noting the environment and other conditions which surround +it; in short, painting what will be to the members of the department a +clear and easily recognizable word-picture of the aptitudes and character +of the man or woman best fitted to fill that position. While this is the +theoretical first function of the department, in actual practice certain +conditions may arise which will make this inadvisable. But it ought to be +done as quickly as possible, and the records tabulated on cards in a +convenient way in a card file. These are the specifications for the human +material needed in each place. The method of making this analysis varies +under different circumstances.</p> + +<p><strong>ANALYSIS OF EXECUTIVES</strong></p> + +<p>2. The next step in the work of an employment department is the analysis +of all executives. Each executive is interviewed and carefully analyzed +for two purposes; first, to find whether he is indeed the right man in the +right place; second, to observe his characteristics, his peculiarities, +his <!-- Page 337 -->personality, and to learn from him his preferences. All of these are +carefully listed, and, in selecting employees, care is taken to select +only those who will work harmoniously and happily with the executives +under whom they are placed.</p> + +<p><strong>ANALYSIS OF EMPLOYEES</strong></p> + +<p>3. Employees in the organization at the time of the installation of the +employment department are analyzed as opportunity offers. In this way the +supervisor determines whether or not they are well placed as they are, or +whether they have talent and abilities which would make them far more +valuable in some other part of the institution. The analysis of each +employee is made out either completely and in detail or in a general way, +according to his importance, his future possibilities, his probable length +of service with the institution, and other conditions. Clearly a great +deal more time would be spent and a great deal more careful analysis made +in the case of an important executive, than in the case of a day laborer +engaged as a member of a temporary shoveling gang.</p> + +<p>These analyses, after having been written out, are filed in folders. Each +employee has a folder of his own, and in this are placed not only his +analysis, but a sheet for the keeping of his record and all letters and +papers referring to him.</p> + +<p><strong>SECURING OF APPLICANTS</strong></p> + +<p>4. Inasmuch as every live organization is always growing and, therefore, +taking on new employees, and inasmuch, also, as there is a state of flux +in every organization, vacancies occurring for one reason or another, it +is a function of the employment department to secure as many of the most +desirable applicants possible for all of the positions in the enterprise. +Some of these applicants come to the employment department in the natural +course of events, others come as the result of advertisements; still +others because the employment supervisor and his assistant take means to +ferret them out and send for them. Promising young men in schools <!-- Page 338 -->and +colleges and in the employ, perhaps, of other organizations are kept under +careful observation. Data in regard to them is listed in the reserve file, +and their records, as they come in various ways to the employment +supervisor, are filed with them.</p> + +<p>5. Applicants having been secured in these ways, the next step is +carefully to analyze them. Under ideal conditions this analysis is made by +observation, unknown to the applicant, during a pleasant interview. He may +be asked certain questions, not chiefly for the sake of bringing out +direct information, but for the sake of observing the effects of the +interrogations upon him.</p> + +<p>In some large organizations, in the rush season, 100 new employees may be +added every day. In order to select this number, perhaps several hundred +applicants may be interviewed. Obviously, a detailed and thorough analysis +of each cannot be made. Under such conditions, however, the work is +usually of such a character that the most casual observation on the part +of a trained interviewer will reveal at once the fact that the applicant +either is or is not fitted for the work to be done.</p> + +<p>As a result of the analyses made by the employment supervisor and his +staff, applicants are recommended to foremen who have made requisitions +for the filling of vacancies. Bear in mind, it is not the function of the +employment department arbitrarily to employ. When a desirable applicant +has been found, he is sent, with a recommendation, to the head of the +department which has made requisition for an employee. Then the foreman or +superintendent or the manager either rejects or accepts the applicant. In +case of rejection, the executive returns the applicant to the employment +department, stating his reason for his action.</p> + +<p>When an applicant is accepted, the employment department notifies the +paymaster, also places a folder for a new employee in the file. It is +often highly desirable, also, before sending an employee to a foreman to +inform him fully and in detail as to the work he is expected to do, the +conditions <!-- Page 339 -->under which he will be expected to work, the rate of pay he +will receive, the opportunities for advancement, and all other information +which may decide the applicant for or against accepting the position if it +is offered to him.</p> + +<p><strong>REPORTS AND RECORDS</strong></p> + +<p>6. The employment department organizes methods for receiving regular and +complete reports upon the performance and deportment of every employee in +the organization. These reports include punctuality, attendance, +efficiency, special ability, deportment, home environment, and habits, +companions, and other necessary and valuable information. Every employer +who has the good of his employees and their advancement at heart ought to +know these things. Reports are received from foremen and superintendents, +also from others who are especially assigned by the employment supervisor +to secure the information.</p> + +<p><strong>RECOMMENDATION FOR TRANSFER, PROMOTION AND INCREASE</strong></p> + +<p>7. As a result of these reports and of its own analysis, the employment +department recommends for transfer from one department to another, or for +promotion, or for increase of pay, such employees as merit these changes +in their positions and relationship with the company. In cases where +necessity seems to demand it, the employment department may also recommend +the discharge of an employee.</p> + +<p><strong>CONSULTATION ON RATES OF PAY</strong></p> + +<p>8. In co-operation with properly constituted authorities, and as the +result of careful, scientific study of the whole situation, the employment +department assists in establishing rates of pay commensurate with the work +done, with the conditions in the industry, and with their probable effect +upon the loyalty, happiness, and consequent efficiency of the employees.</p> + +<p><strong>SPECIAL INFORMATION TO MANAGEMENT</strong></p> + +<p>9. Upon request of the general manager or any other executive in the +organization, the employment supervisor may furnish complete information +as to any employee in the <!-- Page 340 -->organization when that information is +legitimately required. Oftentimes, also, there will be a call made upon +the employment department for some one with special ability to undertake a +certain task. It may be that the employment department has had under its +observation for months or even years some man already in the employ of the +company who will exactly fill the new position or the vacancy just +created. Or it may be that, upon consultation of the records, the +employment department will find just the man it is looking for. In case +neither of these things happen, then the right man may be found listed and +described in the reserve file.</p> + +<p><strong>TRANSFER AND DISCHARGE</strong></p> + +<p>10. When a foreman or other executive can no longer use any man in his +employ, he does not discharge him, but sends him instead to the employment +department with a report and recommendation. Oftentimes the employment +supervisor or his assistant can adjust the matter and return the man to +his position, better fitted than ever to perform his task. It may be that +the executive and not the employee is at fault. On the other hand, it is +often the case that the employment department can take the man so returned +and place him in another department, where he will be happy and efficient. +It may be that the work that he has been doing is suited to him, but that +his executive is not the right kind of personality for him. Whatever the +employment department finds in regard to the man, action is taken in +accordance therewith. In case there is real cause for it, the employee is +paid off and dropped from the rolls of the company.</p> + +<p><strong>AID IN MANAGEMENT AND DISCIPLINE</strong></p> + +<p>11. Owing to his peculiar knowledge of human nature, it is often possible +for the employment supervisor or his assistant to aid executives in +discipline in their several departments. It has been our experience that +an efficient employment department is not in existence very long before +many executives begin to come in for consultation and to ask the +<!-- Page 341 -->employment supervisor or his assistant what course to pursue in reference +to some particular man or some particular set of circumstances. This has +been found to be one of the most valuable functions of an employment +department.</p> + +<p><strong>SETTLEMENT OF DISPUTES</strong></p> + +<p>12. Also because of his expert knowledge of human nature, the employment +supervisor or his assistant is often called upon to adjudicate between +executives, between fellow-employees or between an executive and his +subordinate. Disputes and differences of opinion usually arise because +people fail to understand each other. The employment supervisor, +understanding both parties in the quarrel, is usually able to point out +some basis of amicable adjustment and the restoration of friendly +relationship.</p> + +<p><strong>EDUCATION OF EMPLOYEES</strong></p> + +<p>13. Employers are learning that the finest and most valuable assets in +their employees are not their bones and muscles; not their intelligence, +training, and experience when they enter the organization; but, rather, +the possibility of development of their intelligence, talents, and +aptitudes. Educators now almost entirely agree that the best and most +serviceable education possible is that afforded by work, provided the work +is intelligently directed and constantly used by those who direct it as an +educational force. Employers are also grasping the great possibilities for +them in this theory. Corporation schools, night schools, special classes, +and many other forms of education inside the walls of commercial and +industrial enterprises are being used to good advantage. In an ideal +economic system, every factory, every store, every shop, every place where +men and women are gathered together for employment should be, in the +higher sense of the word, a school for the development of the very best +human qualities.</p> + +<p>Since this is true, who is better qualified by training, by education, and +by experience to conduct this education than the employment supervisor and +his assistants? If he is properly chosen for his work, he has a special +scientific knowledge <!-- Page 342 -->of human nature; he knows not only the talents and +aptitudes of every member of the force, but also knows the best way for +developing and bringing out these talents and aptitudes. He knows for just +what vocation each one under his tutelage is suited. He knows just what +study and training each one ought to pursue in order to best fit himself +for that vocation.</p> + +<p><strong>WELFARE WORK</strong></p> + +<p>14. Because of its peculiar relationship to all the employees in the +organization, there is no department better fitted to undertake all of +that activity in connection with industrial life, which is known as +welfare work or social betterment, than that entrusted with employment.</p> + +<p><strong>ADAPTABILITY</strong></p> + +<p>The organization and plan of an employment department, as we have outlined +it, is, as we have said, for an institution employing two thousand men and +women. For larger organizations, of course, the employment supervisor must +have more assistants, there must be more clerks and stenographers, +according to the number of employees handled and the character of the work +to be done. There are some organizations in which there is very little +fluctuation in the personnel. In such cases a small employment department +is all that is necessary, even although a large number of employees may be +on the payroll. In other kinds of work there is a very large fluctuation, +under ordinary conditions, and in such cases it is necessary to have more +help in the employment department. In the case of small business, such as +retail stores, the employer himself is oftentimes the entire employment +department, except for such assistance as he may obtain from a clerk or +stenographer. In such a case, also, the records do not need to be so +complete and so voluminous, since the proprietor can carry a great deal in +regard to each one of his employees in his own mind. We know many +executives in large organizations, where employment departments have not +been established, who constitute, in themselves, employment departments +for <!-- Page 343 -->their own little corner of the industry. They may have only five or +six employees under their care, but they handle them according to +scientific principles, analyzing them and their work with just as great +care as if there were hundreds of them.</p> + +<p>The method, after all, is unimportant. It is the spirit of the work that +is all important. It does not matter whether you have a huge force of +clerks, assistants, interviewers, and stenographers, or whether you +yourself, in your little corner office with your three or four retail +clerks as a working force, constitute the whole organization. The spirit +of scientific analysis and the fitting of each man to his job in a common +sense, sane, practical way, instead of according to out-of-date methods, +is the important consideration in the remedy which we present. +</p> + + +<!-- Page 345 --> +<hr /> +<p><a name="pg345" id="pg345"></a></p> +<h2>CHAPTER IV</h2> +<h3>RESULTS OF SCIENTIFIC EMPLOYMENT</h3> + +<p>In a lecture to the students of the New York Edison Company Commercial +School, on January 20, 1915, afterward also presented at the Third Annual +Convention of the National Association of Corporation Schools at +Worcester, Mass., on June 9, 1915, Herman Schneider, Dean of the College +of Engineering of the University of Cincinnati, in discussing "The Problem +of Selecting the Right Job," made the following statement:</p> + +<p>"2. Physical Characteristics.</p> + +<p>"This seems to be a development of the old idea of phrenology. It is +claimed in this system that physical characteristics indicate certain +abilities. For example, a directive, money-making executive will have a +certain shaped head and hand. A number of money-making executives were +picked at random and their physical characteristics charted. We do not +find that they conform at all to any law. Also, we found men who had +physical characteristics that ought to make them executives, but they were +anything but executives. A number of tests of this kind gave negative +results. We were forced to the conclusion that this system was not +reliable."</p> + +<p>It is of exceeding great importance for us to know whether the conclusion +of Dean Schneider is to be accepted as final. He is a man of high +attainment and has done some most remarkable and highly commendable work +in connection with continuation schools in the city of Cincinnati. His +opinion and conclusion, therefore, are worthy of the most careful +consideration.</p> + +<p>At first glance, Dean Schneider's method of investigation seems sound and +his statement, therefore, conclusive. He examined actual cases; he +collected evidence, and he found that physical characteristics were not a +reliable guide to aptitudes and character. It is well for us, however, to +remember in <!-- Page 346 -->discussing problems of this kind, that every new scientific +discovery has always been rejected by many recognized authorities after +what they considered to be careful and convincing tests. Harvey nearly +died in trying to maintain his theory of the circulation of the blood; +Darwin's theory was insistently repudiated and rejected by many scientific +men of his day; Galilo, Columbus, Boillard, the discoverer of the +convolution of Broca, and Stevenson, the inventor of the steam locomotive +engine, failed to convince the recognized authorities of their times. +Gall, who localized the motor functions of the brain, a discovery +universally accepted by all brain physiologists today, was laughed out of +court by men of the highest scientific authority, who, by experiments, +"proved" that he was wrong. So great a mathematician and scientist as +Professor Simon Newcomb made the emphatic remark that the dream of flight +in a heavier-than-air machine was absurd and would never be realized. The +difficulty with all these conclusions lay in the fact that the +much-vaunted "proof" was negative in character. Nothing is easier—or more +fallacious, logically—than to "prove" that a thing is <em>not</em> so. The +difficulty lies in proving that it <em>is</em> so; therefore, logically sound.</p> + +<p>According to logicians, conclusions based upon negative premises are +inherently unsound. In order to reach reliable conclusions, we must first +have <em>all</em> of the essential facts in the case. We question seriously +whether this was possible in the course of such a brief investigation as +Dean Schneider made. Scientific selection of employees according to the +science of character analysis by the observational method was first +proposed in the summer of 1912, so that Dean Schneider has had only three +years, during which he was much occupied with other duties, in which to +make his observations. We only wish here to raise the question as to +whether, in that short time, he could obtain all of the facts necessary +for reaching a final conclusion. At any rate, other scientists have spent +at least fifteen or twenty years in the examination of the same facts +before reaching their conclusions.</p> + +<p>The method employed as outlined in the paragraph quote <!-- Page 347 -->does not seem to +fulfill all of the necessary requirements of a careful and complete +scientific investigation. Take, for example, the test of "directive +money-making executives." Would Dean Schneider, or any other engineer, +permit a layman, no matter how well qualified otherwise, to examine twenty +or thirty different pieces of engineering work for the purpose of +determining whether or not they "conform to any law." We acknowledge Dean +Schneider's ability as an engineer and as an educator, but until he has +submitted proof, we must question his ability and training as an observer +of physical characteristics as indicative of character and aptitudes.</p> + +<p>Again, take the test of those who have "the characteristics that ought to +make them executives." We should like to know what these physical +characteristics were. We should also like to know what other physical +characteristics these men had. Perhaps there were some which interfered +seriously with their becoming successful as executives.</p> + +<p>Still further, it would be illuminating to know whether the men so +examined had ever been properly trained for executive work; whether they +had had opportunities to become executives or whether some or all of them +may not have been misfits in whatever they were doing. Obviously, a sound, +scientific conclusion cannot be reached until all of the variables in the +problem have been adequately studied and brought under control. There is +no evidence in the paragraph that we have quoted that Dean Schneider had +done this.</p> + +<p>But, after all, we shall proceed very little, if any, with our inquiry as +to the reliability of Dean Schneider's conclusions if we content ourselves +merely with criticizing his methods of research and reason. Even if we +could prove beyond a doubt that the methods used were unscientific and the +reasoning unsound, we could go no further toward establishing the contrary +of Dean Schneider's conclusion than he has in establishing the +unreliability of determining mental aptitudes and character by an +observation of physical characteristics. The main question is not, "Is +Dean Schneider right or wrong?" but rather, "Is an employment department, +conducted along the <!-- Page 348 -->lines laid down in the preceding chapter, a +profitable investment, and, especially, is it possible to determine the +right job for any individual by observing his physical characteristics?"</p> + +<p><strong>BUT IT IS BEING DONE</strong></p> +<p>Fortunately, this question is no longer academic. There is no need for the +bringing up of arguments, the stating of theories, the quoting of +authorities, or any such controversial methods. Employment departments +<em>have</em> been established in a number of commercial and industrial +organizations, some very large—some small—and <em>are</em> being conducted, +with some variations, according to the plan outlined in the preceding +chapter. The science of character analysis by the observational method +<em>is</em> the basis of their work. In addition, this science is the basis of +employment work in several hundred other employment departments, large and +small, where the Blackford plan has not been adopted in its entirety. The +plan referred to was formulated in 1912. The fact that this method has +been in actual commercial use under widely varying conditions and in the +hands of many different individuals, for more than three years, is, on the +face of it, a reasonably fair presumption of its reliability. At any rate, +it is fully as convincing as Dean Schneider's purely negative "proof."</p> + +<p>The question remains as to whether the commercial applications of this +method are successful; whether the results obtained are reliable; whether +the inefficiencies and losses, to which we have referred in previous +chapters, are appreciably remedied by its use.</p> + +<p><strong>SOME PRACTICAL RESULTS</strong></p> + +<p>In one of the first organizations where the Blackford Employment Plan was +installed there were employed about 2,500 men and women. At the time of +the adoption of this plan the various foremen and superintendents in the +plant were hiring about 6,600 new employees each year in order to maintain +their regular working force of 2,500. Within six months new employees were +being taken on at the rate of only 4,080 a year—and <!-- Page 349 -->this notwithstanding +the fact that many changes were necessitated by sweeping reorganization +and adoption of new methods of manufacture in the industry.</p> + +<p>Excellent results were obtained in reassignment of executives as the +result of a careful analysis of those holding positions when the +department was installed. One executive instantly recognized as being +clever, designing, and essentially dishonest was replaced by another of a +reliable, efficient type. Under the new executive, the department more +than doubled its output, at the same time cutting the payroll of the +department down to 43 per cent of its former size. Still another +executive, holding a position of highest trust and responsibility, was +reported upon adversely after analysis by the employment department. An +investigation made as the result of this report revealed serious +irregularities covering a long period of months. Another man properly +qualified for the position was selected by the department, and immediately +began to effect noticeable savings, as well as greatly increasing the +value of the department's work in the institution. Still another executive +selected by this department increased the output of one of the shops by +120 per cent, with a very slight increase in the payroll. In another +organization, careful records showed that among employees selected +according to this plan, 90 per cent were efficient, satisfactory, and +permanent; 8 per cent fairly satisfactory but not permanent; and 2 per +cent unsatisfactory and discharged.</p> + +<p><strong>AN UNUSUAL HARMONY OF JUDGMENT</strong></p> + +<p>But these results, while desirable, are not wholly convincing. It is easy +enough to explain them on the ground that any man or woman of common +sense, keen observation and good judgment, devoting all his or her +intelligence and time to employment problems, might have gained the same +results without using a method for determining aptitudes and character +from an observation of physical characteristics.</p> + +<p>More specific and more convincing evidence may be found in a series of +incidents which occurred in connection with an <!-- Page 350 -->employment department +established in a textile factory, employing twelve hundred men, located in +New England. The supervisor of this department is a young man who has been +a student and practitioner of this method in employment work since August, +1912. Previously to taking up this work, he had taken an engineer's degree +and had some experience as an executive, in a large factory.</p> + +<p>In January, 1915, the supervisor analyzed carefully twenty executives then +at work in the plant, carefully wrote out the analyses and submitted them +to the management with recommendations for transfers and readjustments of +rather a sweeping nature. The management, wishing to make an experiment, +agreed to make the changes, provided we were also to analyze the +executives in question, submit our analyses in writing, and show agreement +as to the character and aptitudes of the men. We accordingly proceeded to +the factory, and there, without consultation with the supervisor or his +report, proceeded to analyze the twenty executives independently. It would +not be fair to the executives in question to publish all of these analyses +in full, but a comparison of the essential points in a few of them will be +instructive:</p> + +<p>Supervisor says of No. 1: "Sociable, scheming, secretive; poor judge of +men; lacking seriously in executive ability; decidedly a 'one-man-job' +man; does not plan ahead; clannish, narrow-minded; very low intelligence +for a foreman. Any organization he builds will be close-mouthed, +unreliable, and selfish in structure. Because of the technical knowledge +of the business which he has gained, and which can be gained only by long +experience, he should do good work in experimental lines. Any change made, +however, should separate him completely from the regular productive +organization."</p> + +<p>Dr. Blackford reports on No. 1: "He is, however, an undesirable man to be +in charge of others. He is far more destructive than constructive, more +disorganizing than organizing. He is ultra-conservative, non-progressive, +and is not disposed to take on any new methods unless he himself can get +the credit for their installation. In disposition he is stubborn and +<!-- Page 351 -->obstinate. He is also reserved and suspicious. Being of the selfish type, +he will look after his own interests first in all things. No. 1 lacks +straightforwardness and frankness of disposition, so he will be tricky, +slippery, and do things in an underhanded way. He has very great dislike +of detail and will have a tendency to procrastinate if given an +opportunity, I believe he has passed the age limit of mental growth."</p> + +<p>Supervisor thus summarizes No. 2: "A well-intentioned, honest and reliable +man, lacking absolutely in executive ability. Should have a job as +inspector or like, where he would have no one to look after but himself."</p> + +<p>Dr. Blackford says of No. 2: "No. 2 is a simple-hearted man of very +ordinary ability. He is not systematic or orderly; is very susceptible to +criticism; exceedingly emotional, apprehensive, and watchful. No doubt men +will like him because he is easy with them. However, he will not be a +particularly good executive, because he cannot maintain discipline."</p> + +<p>Supervisor thus analyzes No. 3: "Very clannish, lacking absolutely in +intelligence, executive ability, frankness; in fact, every attribute that +is necessary for a good foreman. Is wholly unfitted for an executive job +of any kind. Under very strict supervision, would make a fair workman."</p> + +<p>Dr. Blackford reports on No. 3: "He is easily influenced; too undependable +and too lax in discipline to make a good executive. He has a keen sense of +right and wrong, but will take on the color of his surroundings. If led by +an undesirable man, he will be a poor asset, and only a fair one even +under good influence."</p> + +<p>Supervisor, on No. 4: "An active, honest and frank man; a good boss for a +small gang of men. Limited somewhat by lack of education and medium +planning ability."</p> + +<p>Dr. Blackford, on No. 4: "An energetic, active man of only fair +intelligence and capability. He is sympathetic and generous to those he +likes, but his strongest quality is a desire to rule. He will enjoy +enforcing laws, rules and regulations, and will do this with a degree of +energy and watchfulness which probably results in good work on part of +those under him. He <!-- Page 352 -->is a fair executive. Under right influence, might +further develop."</p> + +<p>Supervisor reports on No. 5: "A capable man, secretive and somewhat +clannish; is susceptible, however, to other influences and can be +developed. A little quick-tempered in handling help; expects too much at +the outset. This man must be removed from the influence of No. 1 or he +will make no progress."</p> + +<p>Dr. Blackford, on No. 5: "A capable man, secretive in his work; careful, +conservative, and conservatively progressive. He is intelligent and +industrious. He is also ambitious, and has good artistic sense. He is the +type of man that takes pride in doing good work. He will prefer his work +to be perfect and finished rather than faulty. In disposition he is +usually mild, but has a very destructive temper when aroused; so he is +probably a little hot-headed with his workers. He is reserved and +secretive, but under encouragement will unfold whatever information he has +concerning the work. Perhaps his most negative point is a lack of courage +in his convictions, but with encouragement and proper support, he ought to +develop into a good executive."</p> + +<p>Supervisor says, briefly, of No. 6: "A very loyal, honest and painstaking +employee; very sincere and absolutely reliable; lacking somewhat in +executive ability to handle a large gang. Very desirable."</p> + +<p>Dr. Blackford says, more at length, of No. 6: "Industrious, energetic, +watchful, careful, dependable, and conscientious in her work. She is +sympathetic, but exacting with her workers. She has fair intelligence, is +teachable, and will give considerable thought to improving her work. She +is also a good critic and a good judge of values. If not given too large a +department or too great responsibility, she ought to be very valuable in +an executive position."</p> + +<p>Supervisor, on No. 7: "An active, reliable man; a good gang-boss or +leader; very susceptible to further training."</p> + +<p>Dr. Blackford, on No. 7: "Highest grade and finest-textured <!-- Page 353 -->of any of the +foremen yet considered. He is also intelligent, honest, industrious; has +high principles; is careful in his work, and will take very great pride in +it. He is naturally artistic and ought to turn out very beautiful work. He +is clean morally and physically, thorough, and will always prefer a fine +quality of goods and workmanship to coarse quality. He is distinctly a +quality man. With training and opportunity he ought to develop into a fine +man for greater responsibility than he now carries."</p> + +<p><strong>ANALYSES FROM PHOTOGRAPHS</strong></p> + +<p>Perhaps, in some ways, an even more convincing evidence of the reliability +and practicability of the observational method may be found in the results +obtainable by analysis from photographs. A photograph is, in a sense, a +purely mechanical product. It is, in graphic form, a record of the +subject's physical characteristics, stripped of all of the atmosphere, so +to speak, of his personality. A photograph cannot talk, cannot act, cannot +reveal the man within by any subtle appeal to what are called the +intuitions. Photographs as the basis of analysis are used extensively in +employment and vocational work. These analyses are usually written out in +detail and stand, in black and white, undeniable records of the analyst's +observations and conclusions. The analysis of Sidney Williams appearing on +pages 206 to 210 is a sample of the definite and specific manner in which +these analyses are made. It has been impossible for us to trace and verify +in detail every one of these records. They are being made all the time, +and in one form or another, by many of those who are now using this +method. But we have traced several hundred of them for purposes of +verification and have found amongst them only three which have differed +with the facts in the case in any essential particular. In fact, some +analysts are far more reliable in making analyses from photographs than in +personal interviews. In dealing with the photograph they apply the +principles and laws of the science relentlessly and almost mathematically, +while, in a personal interview, they are <!-- Page 354 -->irresistibly influenced by their +sympathies, their likes and their dislikes.</p> + +<p>As a test, we have had some analyses made without even a photograph as a +guide, using simply standard charts of the essential physical +characteristics of the subjects. For this test five subjects were chosen, +all of them unknown to the analysts. Their physical characteristics were +charted by those acquainted with the method and five copies were made of +each chart.</p> + +<p>In order to give the reader an idea of the nature of the data upon which +these analyses were made, we reproduce here, in ordinary language, the +information contained in the chart made out for Subject Number One:</p> + +<p>Sex—Male. +Nationality—Scotch. +Occupation—Teacher. +Date of Birth—March 19, 1891. +Color—Eyes, medium; hair, skin and beard, slightly brunette. +Form—Forehead, eyes, mouth and chin, plane; nose, strongly convex. +Height—5 ft. 9 1/2 in. +Weight—145 lbs. +Build—Square-shouldered, bony and muscular; lacking somewhat in +adipose. +Consistency of Flesh—Hard-elastic. +Flexibility of Joints—Rigid-elastic. +Long trunk, short legs. +Nose section, of face predominates, chin a close second, mouth third. +High, wide, long, medium-square head. +Middle division of cranium predominates, top second, base third. +Crown section of cranium largest; front section, second; back section, +third; temporal, fourth. +Square forehead, medium wide, more prominent at the brows than above. +Expression somewhat grim. +Health good; body, clothes, hands and mouth clean and in good condition. +Hands square. +Fingers medium long, with square tips, well-rounded, sensitive +pads and short nails. +Thumbs long and set low on hand.</p> + +<p><!-- Page 355 -->The information as to the other four subjects was similar in character. +One of these charts was then sent to Mr. G.C. B——, another to Mr. +C.F.R——, another to Miss E.W.R——, another to Mrs. A.W——, and the +fifth to Miss M.O.P——, students of this science—two of them having +studied it less than one year. Each analyst was asked to make his analysis +according to a definite plan, so that the results could be definitely +compared. These results are shown in the table on pages 356 and 357.</p> + +<p>Herein is the true answer to the serious question with which we opened +this chapter. Whether or not reliable analyses can be made by the +observation of physical characteristics is no longer debatable.</p> + +<p>Such analyses <em>are being made</em>.</p> + +<!-- Page 356 --> +<table border="1"> + <tr> + <td colspan="24"> + <div class="center">Subject Number One</div> </td> + </tr> + <tr> + <td rowspan="2">Analyst</td> + <td rowspan="2">Practical or Impractical</td> + <td rowspan="2">Mild or Aggressive</td> + <td rowspan="2">Quick or Slow</td> + <td rowspan="2">Active or Inactive</td> + <td rowspan="2">Variable or Constant</td> + <td rowspan="2">Variable or Constant</td> + <td rowspan="2">Energetic or Lazy</td> + <td rowspan="2">Dependable or Irresponsible</td> + <td rowspan="2">Speculative or Conservative </td> + <td rowspan="2">Ambitious or Unambitious </td> + <td rowspan="2">Social or Unsocial</td> + <td rowspan="2">Honest or Dishonest</td> + <td rowspan="2">Skillful or Awkward</td> + <td rowspan="2">General or Detail</td> + <td rowspan="2">Determined or Indecisive </td> + <td rowspan="2">Courageous or Fearful</td> + <td rowspan="2">Mechanical</td> + <td rowspan="2">Professional</td> + <td rowspan="2">Commercial</td> + <td rowspan="2">Artistic</td> + <td colspan="3"><div class="center">Vocation</div> + </td> + + </tr> + <tr> + <td>First Choice</td> + <td>Second Choice</td> + <td>Third Choice</td> + </tr> + <tr> + <td> + +G.C.B.</td><td>I</td><td>M</td><td>S</td><td>A</td><td>R</td><td>C</td><td>E +</td><td>D</td><td>C</td><td>A</td><td>U</td><td>H</td><td>S</td><td>D +</td><td>I</td><td>F</td><td> </td><td> </td><td>√</td><td> </td><td> +Clerical</td><td>Sell.</td><td> </td> + + </tr> + <tr> +<td> C.F.R.</td><td> I</td><td> M</td><td> S </td><td>A</td><td> +I</td><td> V</td><td> E</td><td> D</td><td> C</td><td> U</td><td> +U</td><td> H</td><td> A</td><td> G</td><td> I</td><td> F</td><td> </td><td> </td><td> +√</td><td> </td><td> Clerical</td><td> Research</td><td> Sell. </td> + </tr> + <tr> + <td> A.W.</td><td> I</td><td> A</td><td> S</td><td> A</td><td> R</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A</td><td> U</td><td> +H</td><td> S</td><td> D </td><td>I</td><td> F +</td><td> </td><td>√</td><td> </td><td> √</td><td> Sec.</td><td> +Law</td><td> Sell. </td> + </tr> + <tr> +<td> M.O.P. </td><td>P</td><td> M</td><td> S</td><td> A</td><td> +R</td><td> C</td><td> E</td><td> D</td><td> C</td><td> A</td><td> +U</td><td> H</td><td> S</td><td> D</td><td> D </td><td>F</td><td> </td><td> +√</td><td> √</td><td> √ </td><td>Office </td><td>Exec. </td><td>Sec. </td> + </tr> + <tr> +<td> E.W.R.</td><td> I</td><td> M</td><td> Q </td><td>A </td><td>R +</td><td>C</td><td> E</td><td> D</td><td> C</td><td> A</td><td> U</td><td> +H</td><td> A</td><td> D</td><td> I</td><td> F</td><td> </td><td> √ +</td><td>√ </td><td> </td><td>Educ.</td><td> Lit </td><td>Sec. </td> + </tr> + <tr> +<td> Record</td><td> I</td><td> M</td><td> S</td><td> A</td><td> R +</td><td>C</td><td> E </td><td>D </td><td>C </td><td>A </td><td>U</td><td> +H</td><td> S</td><td> D</td><td> I</td><td> F</td><td> </td><td> √</td><td> +√ </td><td> </td><td>Purch.</td><td> Bank </td><td>Sec. </td> +</tr> +<tr><td colspan="24"> +<div class="center">Subject Number Two</div></td> +</tr> +<tr> +<td> +G.C.B. </td><td> I</td><td> A</td><td> Q</td><td> A</td><td> R</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A </td><td> S </td><td> H +</td><td> S </td><td> D</td><td> D </td><td> C </td><td> </td><td> </td><td> +√ </td><td> </td><td> Sell.</td><td>Merch.</td><td>Pol.</td> +</tr> +<tr> +<td> +C.F.R.</td><td> P</td><td> A</td><td> Q</td><td> A</td><td> I</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A</td><td> U</td><td> +H</td><td> S </td><td> D </td><td> D </td><td> C +</td><td> </td><td> </td><td> √ +</td><td> </td><td>Ins.</td><td>Ace.</td><td>Stat.</td> +</tr> +<tr> +<td> +A.W. </td><td> P</td><td> A</td><td> S</td><td> A</td><td> R</td><td> +C</td><td> L</td><td> D</td><td> C</td><td> A </td><td> U</td><td> H +</td><td> S</td><td> D </td><td> D </td><td> C </td><td> </td><td> √ +</td><td> </td><td> √ </td><td>Phys.</td><td>Sell.</td><td>Clerk</td> +</tr> +<tr> +<td> +M.O.P. </td><td>P</td><td> A</td><td> Q</td><td> A</td><td> R</td><td> +C</td><td> E</td><td> D</td><td> S</td><td> A </td><td> S </td><td> +H</td><td> S </td><td> D </td><td> D </td><td> C </td><td> </td><td> √ +</td><td> √ </td><td> </td><td> Sell.</td><td>Pol.</td><td>Purch.</td> +</tr> +<tr> +<td> +E.W.R.</td><td> P</td><td> A</td><td> Q</td><td> A</td><td> R</td><td> C</td><td> +E</td><td> D</td><td> C</td><td> A </td><td> S </td><td> H </td><td> +A</td><td> D</td><td> D </td><td>C </td><td> </td><td> √ </td><td> √ +</td><td> </td><td> Sell.</td><td>Adm.</td><td> Pol.</td> +</tr> +<tr> +<td> +Record </td><td> P </td><td>A </td><td>Q</td><td> A</td><td> R</td><td> +V</td><td> E</td><td> D</td><td> S</td><td> A </td><td> S </td><td> H +</td><td> S</td><td> D </td><td> D </td><td> C </td><td> </td><td> √ +</td><td>√ </td><td> √</td><td> Adv.</td><td> Sell.</td><td>Jour. +</td></tr> +<tr><td colspan="24"> +<div class="center">Subject Number Three</div></td> +</tr> +<tr> +<td> +G.C.B. </td><td> I</td><td> M</td><td> Q</td><td> A</td><td> R</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A </td><td> U </td><td> H +</td><td> S</td><td> G </td><td>D </td><td> C </td><td> </td><td> </td><td> √ +</td><td> </td><td> Merch.</td><td>Finan.</td><td>Sell.</td> +</tr> +<tr> +<td> +C.F.R.</td><td> P</td><td> A</td><td> Q</td><td> A</td><td> R</td><td> +V</td><td> E</td><td> I </td><td>S</td><td> A </td><td> S </td><td> +D</td><td> S </td><td> D </td><td> D </td><td> F </td><td> </td><td> +</td><td> √ </td><td> </td><td> Comm.</td><td>Prom.</td><td>Adv.</td> +</tr> +<tr> +<td> +A.W. </td><td> P </td><td>A</td><td> Q</td><td> A</td><td> R </td><td>V +</td><td>E</td><td> D</td><td> S </td><td>A</td><td> U </td><td> H +</td><td> S </td><td> G </td><td>D </td><td> C </td><td> </td><td> +</td><td> √ </td><td> √</td><td> Org.</td><td>Sell.</td><td>Const.</td> +</tr> +<tr> +<td> +<!-- Page 357 -->M.O.P. </td><td> P</td><td> M</td><td> Q</td><td> +I</td><td> R</td><td> C</td><td> E</td><td> D</td><td> C</td><td> C +</td><td> S </td><td> H </td><td> S </td><td> D </td><td> D </td><td> C +</td><td> √ </td><td> √ </td><td> </td><td> √</td><td> Educ. +</td><td>Sell.</td><td>Exec.</td> +</tr> +<tr> +<td> +E.W.R. </td><td> P</td><td> A </td><td>Q </td><td>A</td><td> R</td><td> +V</td><td> E</td><td> I</td><td> S</td><td> A</td><td> U </td><td> +H</td><td> S </td><td> D </td><td>D </td><td> C </td><td> </td><td> √ +</td><td> √ </td><td> √ </td><td>Jour.</td><td>Adv.</td><td> Sell.</td> +</tr> +<tr> +<td> +Record</td><td> P</td><td> A</td><td> Q </td><td>A</td><td> R</td><td> +V</td><td> E</td><td> D</td><td> S</td><td> A </td><td> U </td><td> H +</td><td> S </td><td> D </td><td> D </td><td>F </td><td> </td><td> √ +</td><td> √ </td><td> √</td><td> Res.</td><td> Eng.</td><td>Sell. +</td></tr> +<tr><td colspan="24"> +<div class="center">Subject Number Four</div></td> +</tr> +<tr> +<td> +G.C.B. </td><td> I</td><td> A</td><td> Q</td><td> A</td><td> I +</td><td>C</td><td> E</td><td> D</td><td> C</td><td> A </td><td> S +</td><td> H </td><td> S</td><td> G</td><td> D </td><td> C +</td><td> </td><td> √ </td><td> </td><td> </td><td> Educ.</td><td>Pers. Serv.</td><td> +Sell.</td> +</tr> +<tr> +<td> +C.F.R.</td><td> P</td><td> A </td><td>S </td><td>A</td><td> I</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A </td><td> U </td><td> H +</td><td> S </td><td> D</td><td> D </td><td> C </td><td> √ </td><td> √ +</td><td> </td><td> </td><td> Eng.</td><td> Educ. </td><td>Research</td> +</tr> +<tr> +<td> +A.W. </td><td> P</td><td> A</td><td> S </td><td>A </td><td>R</td><td> +V</td><td> E</td><td> D</td><td> C</td><td> A</td><td> U </td><td> H +</td><td> S </td><td> D </td><td> D </td><td> F </td><td> </td><td> √ +</td><td> </td><td> √</td><td>Educ.</td><td> Jour.</td><td>Soc. Ser.</td> +</tr> +<tr> +<td> +M.O.P.</td><td> P</td><td> M</td><td> Q</td><td> A</td><td> R</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A </td><td> S </td><td> H +</td><td> S </td><td> D </td><td> D </td><td> C </td><td> √ +</td><td> √ </td><td> </td><td> </td><td> Educ.</td><td> Pol.</td><td>Sell.</td> +</tr> +<tr> +<td> +E.W.R. </td><td> P</td><td> A</td><td> Q</td><td> A</td><td> E</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A </td><td> U </td><td> H +</td><td> S</td><td> D</td><td> D </td><td> C </td><td> </td><td> √ +</td><td> </td><td> </td><td> Eng.</td><td>Agr.</td><td> Mfr.</td> +</tr> +<tr> +<td> +Record</td><td> P</td><td> M</td><td> S</td><td> A</td><td> R</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A</td><td> U </td><td> H +</td><td> S</td><td> D </td><td> D</td><td> F </td><td> √ +</td><td> √ </td><td> </td><td> </td><td> Agr.</td><td> Educ.</td><td>Eng. +</td></tr> +<tr><td colspan="24"> +<div class="center">Subject Number Five</div></td> +</tr> +<tr> +<td> +G.C.B. </td><td> I</td><td> A</td><td> Q</td><td> A</td><td> R</td><td> +V</td><td> E</td><td> D</td><td> C</td><td> A</td><td> S </td><td> H +</td><td> S </td><td> D </td><td> D </td><td>C </td><td> </td><td> </td><td> +√</td><td> </td><td>Agr.</td><td> Soc. Serv.</td><td>Educ.</td> +</tr> +<tr> +<td> +C.F.R. </td><td> P</td><td> A</td><td> Q</td><td> A</td><td> R</td><td> +C</td><td> E</td><td> D</td><td> S</td><td> A </td><td> S </td><td> +H</td><td> S</td><td> D</td><td> D </td><td> C </td><td> </td><td> </td><td> +√</td><td> </td><td>Exec.</td><td>Sell.</td><td> Educ.</td> +</tr> +<tr> +<td> +A.W. </td><td> P </td><td>A</td><td> Q</td><td> A</td><td> R</td><td> +V</td><td> E</td><td> D</td><td> C</td><td> A</td><td> U</td><td> H +</td><td> S</td><td> D </td><td> I </td><td> C </td><td> +√</td><td> </td><td> +√</td><td> </td><td>Mfr.</td><td>Org.</td><td>Sell.</td> +</tr> +<tr> +<td> +M.O.P. </td><td> P</td><td> A</td><td> Q</td><td> A</td><td> R</td><td> +C</td><td> E</td><td> D</td><td> C</td><td> A </td><td> S </td><td> H +</td><td> S</td><td> D </td><td> D </td><td> C +</td><td> </td><td> </td><td>√</td><td> </td><td>Org. </td><td>Exec. </td><td> Res.</td> +</tr> +<tr> +<td> +E.W.R. </td><td> P</td><td> A</td><td> Q</td><td> A</td><td> R</td><td> +V</td><td> E</td><td> D</td><td> S</td><td> A</td><td> S</td><td> H +</td><td> S </td><td> D </td><td> D </td><td> C </td><td> √ +</td><td> </td><td> √</td><td> </td><td>Agr.</td><td> Mfr.</td><td> Pol.</td> +</tr> +<tr> +<td> +Record </td><td> P</td><td> A</td><td> Q</td><td> A</td><td> R +</td><td>V</td><td> E </td><td>D</td><td> S</td><td> A </td><td> +S</td><td> H </td><td> S</td><td> D </td><td> D </td><td> C +</td><td> √</td><td> </td><td>√</td><td> </td><td> Agr.</td><td> Org.</td><td> Pol. +</td></tr></table> + +<p class="smallfont">Explanation of abbreviations: Sell., selling; Sec., secretarial work; +Exec., executive position; Lit., literature; Purch., purchasing; Merch., +merchandising; Pol., politics; Ins., insurance; Acc., accountant; Stat., +statistics; Phys., physician; Adm., administration; Adv., advertising; +Jour., journalism; Finan., financial; Comm., commerce; Prom., promoting; +Org., organizing; Const., construction; Educ., educating; Eng., +engineering; Pers. Serv., personal service; Soc. Serv., social service; +Agr., agriculture; Mfr., manufacturing.</p> + +<p class="smallfont">NOTE—An analysis of the foregoing record shows 82-1/4% of agreement with +the record in regard to the subjects' characteristics. This part of the +work depends upon an application of principles. In checking the four +classifications, Mechanical, Professional, Commercial and Artistic, the +element of individual judgment of the analyst entered into the problem; +yet here we have an agreement with the record amounting to 65-1/2%. +Naturally, choice of exact vocation offers an unusually wide field to the +personal equation, especially when the analyst has no data, as in this +case, in regard to early environment, education, training, residence, and +opportunities. But, even in this case, the students are, in general, in +marked agreement with the records. It is impossible to state this +agreement in percentages, since each was given a first, second, and third +choice, and since some of the vocations suggested are very nearly those +indicated in the record, yet not exactly the same. A study of these three +columns, however, will impress the reader with the accuracy of the +analysts' judgments.</p> + + +<!-- Page 359 --> +<hr /> +<p><a name="pg359" id="pg359"></a></p> +<h2>CHAPTER V</h2> +<h3>IDEAL EMPLOYMENT CONDITIONS</h3> + +<p>The progress of civilization and enlightment is a good deal like that in +the old riddle of the man who had a fox, a goose, and a basket of corn to +carry across the river and could carry only one at a time. If you +remember, he carried the goose across first, leaving the fox with the +corn, since the fox could not eat the corn. Then he went back, leaving the +goose, and got the corn; then, when he returned for the fox, he took the +goose back with him and left it alone on the bank, while he carried the +fox across to keep company with the corn. Then he returned once more and +brought the goose over, completing the transfer.</p> + +<p>So Civilization carries forward, for a time, one aspect of life. Then she +drops this and returns to bring up another. This, in turn, she drops again +and goes back once more, and when she goes back she is likely enough to +carry the first advance back with her. In the end, however, she finally +brings up all of the elements and factors in human life.</p> + +<p>For the last fifty years we have made great progress in the invention of +machinery, the development of new industries, the organization of great +financial and industrial institutions, and the volume of production in +nearly all lines. But, in the meantime, in order to make this advance, +Civilization has been required to carry back, some hundred of years, the +relationship between employer and employed. Now let us hope she is ready +to go back and bring this important factor up to date.</p> + +<p><strong>ANCIENT AND MODERN EMPLOYMENT CONDITIONS</strong></p> + +<p>In the old feudal days, the employee was a serf, bound to the soil of his +employer. He received a bare living and shared not at all in the gains of +the man whose chattel he was. In <!-- Page 360 -->the days of transition between ancient +feudalism and modern industrialism, Civilization greatly improved the +relationship between employer and employee. The proprietor and all his men +worked side by side in the same shop, performing the same tasks. Each was +proud of his skill. Each took delight in his work. Each understood the +other. Oftentimes the employee lived under the same roof with his +employer, enjoyed the same recreations, and ate at the same table. The +skilful, competent, shrewd employer gathered around him the best men in +the trade. He profited greatly and his men shared in his prosperity. The +invention of machinery and the great enlargement of industrial units makes +such relationship between employer and employee impossible. Yet, when +employment conditions are improved to match the improvements in machinery +and production, we shall go back to the ancient shop for the fundamental +principles upon which the new and better relationship will be built.</p> + +<p><strong>MUTUAL INTERESTS OF EMPLOYER AND EMPLOYEE</strong></p> + +<p>Observe carefully what these fundamental principles are. First, men who +love their work and take pride in it; second, mutuality of interests in +that work; third, mutual understanding between employer and employee. By +this we mean an understanding by each of the other's point of view, +personality, ability, motives, intentions, ambitions, and desires. Already +Civilization is groping toward the establishment of a new relation upon +this basis. Scientific methods of employment are being adopted in more and +more of our industrial and commercial plants. These insure the fitness of +the employee for his work and, because of his fitness, his love for it and +pride in it. They also insure a better understanding between employer and +employee, whose relationship to each other is guided and controlled by a +sympathetic and expert corps of men and women especially selected and +trained for just such work. Profit sharing, the bonus system, the premium +system, study clubs and classes, and many other forms of giving an +adequate day's pay for a day's <!-- Page 361 -->efficient work are all evidences of the +desire on the part of the employers and employees to mutualize their +interests.</p> + +<p>It is true that to-day, perhaps, we have reached the very flood-tide of +organization of employees into labor unions and employers into +associations, and that these organizations are frequently antagonistic. +But these are only evidences of our blind groping toward the ideal. These +movements show that we are awake to our needs, that we appreciate the +intolerable nature of present conditions and that we have determined to +better them. It is inevitable, when such an awakening comes, that we shall +eventually learn by our mistakes and direct our effort toward the true +solution of our problem.</p> + + +<p><strong>IDEAL CONDITIONS DIVERSE AS TO DETAIL</strong></p> + +<p>Just what would constitute the details of ideal employment conditions it +is impossible at this time to say. These will have to be worked out +painstakingly, carefully, and with a true appreciation of the fundamental +principles involved, by wise and competent employers and employees. It is +altogether likely that different conditions will be found to be ideal in +different industries and probably in different units of the same +industries. One man will maintain ideal conditions by the virtue of his +own magnetism and forceful personality, tying his men to himself with the +strong bonds of mutual admiration, mutual respect, mutual loyalty, and +mutual love. Another will create ideal conditions principally by the +magnificent exploits of his organization. It is human nature for a man to +like to belong to a winning team, to be proud of his connection with a +championship organization. Still, another institution may maintain ideal +employment conditions by the good judgment, efficiency, and sincere +motives with which it conducts its welfare work. Still another may +approach the ideal by means of profit sharing, bonuses, and other such +emoluments. We have seen and studied organizations in this country and in +Europe which very nearly approached the ideal for each of these reasons. +We have also seen some which took advantage of several or all of these.</p> + + + +<p><strong>THE EMPLOYER'S IDEAL</strong></p> + +<p><!-- Page 362 -->As time goes on, more effective methods of profit sharing will, no doubt, +be evolved, methods in which there is greater justice for both employer +and employee. New ideas will be developed in welfare work as the result of +scientific methods of employment. Employer and employee will learn to +understand each other better. The success of all of these methods of +organization, when they are adopted, will cause their spread throughout +the industrial world, and thus gradually, but surely, we shall approach +that ideal organization where every employee is looked upon as a bundle of +limitless latent possibilities; where training, education, and development +along lines of constructive thought and feeling are held to be of far more +importance than the invention of new machinery, the discovery of new +methods, or the opening of new markets. This is the reasonable mental +attitude. Some obscure employee, thus trained and educated, may invent +more wonder-working machinery, discover more efficient methods, and open +up wider and more profitable markets than any before dreamed. Even if no +such brilliant star arises, the increased efficiency, loyalty, and +enthusiasm of the whole mass of employees, lifted by its improved +relationships, will yield results far beyond any won by mechanical or +commercial exploitation.</p> + +<p><strong>THE EMPLOYEE'S IDEAL</strong></p> + +<p>The ideal for every employee, therefore, is that he should be employed in +that position which he is best fitted to fill, doing work which by natural +aptitudes, training, and experience he is best qualified to do, and +working under conditions of material environment—tools, rates of pay, +hours of labor, and periods of rest, superintendence and management, +future prospects, and education—which will develop and make useful to +himself and his employer his best and finest latent abilities and +capacities.</p> + +<p>We have seen that the ideal for the organization is that each man in it +shall be so selected, assigned, managed, and <!-- Page 363 -->educated, that he will +express for the organization his highest and best constructive thoughts +and feelings.</p> + +<p><strong>THE MUTUAL IDEAL—CO-OPERATION</strong></p> + +<p>There is one more step. That is, the mutual ideal. It is contained in the +other two—and the other two are essentially one. The mutual ideal is the +ideal of co-operation. There is no antagonism between these ideals. The +old fallacy that the boss must get just as much as possible out of the +workman and pay just as little as possible, and that the workman must do +just as little as he can and wring from the boss just as much pay as he +can for what he does, and that, therefore, their interests are +diametrically opposed, has been all but exploded. It was based upon +ignorance, upon prejudice, and upon privately interested +misrepresentation. The new scientific spirit, working side by side with +the new spirit of a broader and deeper humanity, has demonstrated, and is +demonstrating, the truth, that in no other union is there such great +strength as in the union of those who are working together, creating +wealth for themselves and serving humanity. This is the mutual, +co-operative ideal in employment.</p> + + + +<hr /> +<p><a name="pg367" id="pg367"></a></p> +<h2>PART THREE</h2> +<h3>ANALYZING CHARACTER IN PERSUASION</h3> + + +<!-- Page 367 --> + +<h2>CHAPTER I</h2> + +<h3>THE PSYCHOLOGY OF PERSUASION</h3> + +<p>The first act of practically every human being is to cry. This cry, +unconscious though it may be, is an eager, insistent demand for attention, +an appeal to the minds and the feelings of others, an attempt to persuade +others to act. Life itself and all that makes life worth living depends +upon the effectiveness of that cry.</p> + +<p>From the moment of birth, therefore, you are dependent upon your power to +persuade for the provision of all your necessities, the satisfaction of +all your desires, and the realization of all your ambitions. The human +race produces but few Robinson Crusoes, and even these must have their +Fridays. In infancy and early life we persuade our parents to supply our +necessities and grant us our privileges and luxuries. Most of us are wise +enough to appeal to the powerful sentiments of parental duty, parental +love, and parental pride, and, therefore, persuasion is not difficult. As +we grow older, we persuade our teachers that we understand our lessons. We +persuade our playmates to yield to us a share in their sports, and we +persuade our enemies in the boy and girl world to respect us and not to +persecute us. As we grow older, we persuade our husbands or our wives to +marry us. We persuade our children to grow up in the way they should. We +persuade our employers to give us an opportunity to work and to pay us +wages. We persuade our neighbors to yield us respect and social +privileges. We persuade our servants to render loyalty and efficient +service. We persuade dealers to sell us reliable goods at reasonable +prices. We persuade our friends to accept our hospitality, to join our +clubs, our lodges, and to come and live in our suburbs.</p> + +<p><strong>POWER TO PERSUADE ESSENTIAL TO SUCCESS</strong></p> + +<p>If we enter some profession, we find ourselves constantly faced by the +need of persuading our clients and patients, <!-- Page 368 -->witnesses, judges, juries, +opposing counsel and court officers, our congregations and executive +boards of our churches and schools, individual members of our parishes, +our partners and assistants, and, in fact, people above us, below us, and +all around us. The farmer must sell his produce, the manufacturer his +manufactured article, the railroad its transportation service, wholesale +and retail distributors their merchandise. Politics consists almost wholly +in persuasion. A congressman must persuade first his party leaders and +perhaps his competitor in the party; then the voters at the primaries; +then the voters at the election; then the speaker of the House; then the +members of his committee; then the President and many executives in the +administration; then, perhaps, the House itself in assembly; then, in +turn, his constituents and, perhaps, the entire nation.</p> + +<p>Wealth cannot be gained, social position cannot be attained, honor conies +not, power is impossible, authority is not conferred, pleasure cannot be +purchased, a happy and harmonious human life cannot be realized, spiritual +peace cannot be found, and happiness is forever beyond our reach, except +through the power of persuasion. By persuasion in prayer, we attempt to +move the very mind and heart of God Himself.</p> + +<p><strong>TWO CANONS OF SUCCESS</strong></p> + +<p>So all-inclusive is this power that if you will think the matter out +clearly, you will see that the answer to the problem of every human being, +diverse as these problems are, the gratification of every human desire, +the realization of every human ambition, may be summed up in two brief +colloquial injunctions, namely: first, have the goods; second, to be able +to sell them. Neither one of these is complete without the other. No man +can permanently succeed in any truly desirable way unless he has something +tangible or intangible, spiritual, intellectual, or material which he can +offer to others as compensation for that which he wishes to receive. And +no matter how valuable any man's offering, it must lie unnoticed in the +world's markets unless he can sell it—in other words, persuade others <!-- Page 369 -->to +exchange for it that which he desires. The thing he wants may be only an +opinion or a conviction, may be only of momentary value, or it may be gold +and silver coin.</p> + +<p>The air-brake is probably one of the most valuable inventions ever applied +to the railroad industry, and yet George Westinghouse, its inventor, found +it impossible even to give it away to railroad presidents until he had +learned how to sell it. The telephone, perhaps the greatest convenience, +luxury, and time and money saver of modern times, would have remained a +scientific toy unless the most astute and vigorous methods of persuasion +had been used to insure its almost universal adoption and use. We have +seen that Elias Howe built the first sewing machine so well that its +fundamentals have never been improved upon, and yet, despite his most +strenuous efforts and the efforts of his friends and associates, it +remained a mere mechanical curiosity until he had learned how to persuade +others to use it.</p> + +<p><strong>MUTUALITY OF ALL HUMAN INTERESTS</strong></p> + +<p>A.F. Sheldon has said, "Salesmanship is not conquest, but co-operation." +Salesmanship is only the commercial name for persuasion, therefore Mr. +Sheldon has uttered a great truth. Human interests do not clash, however +much they may appear to. All human interests are mutual. John D. +Rockefeller did not amass a fortune by making others poor. On the +contrary, in the building up of his hundreds of millions, he increased the +wealth of others by billions. The theory that there is not enough wealth +to go around, and that if one man has a great deal of money others must +therefore have too little, is a vicious and dangerous fallacy. The +resources of the universe are infinite. The possibilities of humanity are +unlimited. The interests of all lie, fundamentally, in the greater and +greater development of the latent possibilities in all men and the more +and more efficient exploitation and conservation of the resources of the +universe. This is philosophic. It is a generalization. It is a statement +of facts so tremendous in their scope and so deep in their significance +that it is <!-- Page 370 -->difficult to make a connection between them and the practical +details of every-day life.</p> + +<p><strong>PERSUASION REVEALS MUTUALITY OF INTERESTS</strong></p> + +<p>The very fact that human intercourse, in every aspect of its activity, +rests upon persuasion is an indication that all interests are mutual. The +persuader teaches the persuaded that their interest coincide. Take a +practical example: Salesmen have declared to us that life insurance +policies are the most difficult of all specialties to sell. Yet, in nine +cases out of ten, policyholders will agree that their benefits far exceed +those derived by the salesmen who persuade them to purchase. The life +insurance salesman is not attempting to hoodwink, hypnotize, cajole, or +browbeat his client in a case where their interests clash, but simply, by +skilful setting forth of facts and appeals to the feelings, to persuade +his client to act in his own interest.</p> + +<p>We have seen in this chapter that all individuals who succeed depend upon +their power of persuasion. We have seen, also, that persuasion is not +necessarily an attempt to advance the interests of one at the expense of +another, but essentially a process by means of which two or more minds +reach the conclusion that their interests coincide. Since these two +propositions are true, it follows that we shall be justified in laying +tribute upon every means within our power to increase our effectiveness in +persuasion.</p> + +<p><strong>PERSUASION A MENTAL ACT DEPENDING UPON INDIVIDUAL MENTAL RESPONSE</strong></p> + +<p>Persuasion has been defined as the meeting of minds. This is an excellent +definition, chiefly because it localizes the activities involved. It +identifies our problem as a purely mental or psychical one. The reason why +any two people disagree as to any truth is because their minds have no +common ground upon which to meet. Either the minds do not possess all the +facts, have not reasoned in accordance with the facts so as to reach a +sound conclusion, or, having the facts and having <!-- Page 371 -->reached the conclusion, +they are actuated by different motives. Or it may be a combination of both +of these conditions which prevents their meeting. Granting that it is to a +man's interest to buy a life insurance policy, the reason he and the +solicitor cannot get together on the proposition is either because he does +not know all of the facts involved or because the solicitor has not +appealed to motives strong enough to cause his prospective customer to +take action. To the insurance solicitor, the facts of the case may be so +clear and so easily grasped that he underestimates his prospective +client's opposition, and so does not present the facts in a convincing +manner or he himself may have such a confused idea of the factors in the +case that he cannot state them clearly. The prospective client may have a +remarkably quick, keen comprehension of the essential factors of any plan, +but may be unable to grasp details, while, on the other hand, the +solicitor, not knowing this, may present his proposition in such minute +detail as to confuse. Or the situation may be exactly reversed. The +client's mind may be very slow in action and demand the presentation of a +few essential facts with all of the reasons for them, or it may be very +quick in action and demand the presentation of many facts in rapid +succession, with no attempt to give reasons for them. It will thus be seen +that, even in getting down to a conclusive possession of facts, the +persuader and the persuaded may be greatly handicapped by +misunderstanding.</p> + +<p><strong>THE DIFFERENCE IN MOTIVES</strong></p> + +<p>When we proceed from fact to motive, we find even greater possibilities of +misunderstanding. To the solicitor the one all-powerful motive for the +purchase of a life insurance policy may lie in the fact that it is an +excellent investment. Unless, therefore, he understands psychology and his +client well enough to do otherwise, he may talk the investment feature and +appeal to the investment motive when dealing with a man who cares nothing +about the investment, but might respond readily and instantly if his +desire to provide for the future of his wife and children were appealed +to.</p> + +<p><!-- Page 372 -->Success in persuading, therefore, depends upon two things: First, +knowledge in general as to how the human mind works; how it receives its +knowledge; how it proceeds from facts and motives to conclusions; what its +ambitions, desires, and other feelings are; how these may be aroused and, +finally, how they may provide the motive power and induce favorable +action. Second, knowledge as to how each individual human mind works; what +it's particular methods are in the obtaining of information, in reasoning +upon that information, and forming its conclusions; what its motives are +and how these motives finally induce decision and action.</p> + +<p>The study of the first of these problems is a study of psychology. Because +knowledge in regard to it can be easily obtained in practically all of the +standard works of salesmanship, perhaps it is not necessary for us to go +into it more deeply here. Those who wish to pursue it further, may find an +exceedingly valuable discussion of it in "Influencing Men in Business," by +Walter Dill Scott; "The Art of Selling," by Arthur Frederick Sheldon, and +"The Science of Business Building," by Arthur Frederick Sheldon.</p> + +<p><strong>MANY DOMINATING MOTIVES</strong></p> + +<p>As we have already seen, one man gets his information very quickly, +another must get it slowly. One demands details, another cannot endure +them. But these are not the only differences. One man learns best through +his eyes, another through his ears, and still another by his sense of +touch. One man gets his facts most easily by reading about them, another +must see the actual production, while the third forms the most definite +and easily understandable mental picture of them as a result of hearing +them described. One man, in buying machinery, wants to examine carefully +every detail of its construction, another man wants only to see it in +action and examine its product, while still another man demands both.</p> + +<p>There is the same diversity in motives. One man's strongest motive is +vanity; another's, ambition, love of power; still another's, love of +beauty. One man responds most readily to <!-- Page 373 -->any appeal to his affections, +another to an appeal to his pride. So, amongst dominating motives in men, +we find also avarice, greed, parsimony, benevolence, progressiveness, love +of variety, love of the striking and unusual, love of pleasure, a love of +cleanliness, physical appetite, a desire for comfort, love of home, love +of family, love of friends, love of country, religion, philanthropy, +politics, and many others which will readily occur to the thinking reader.</p> + +<p><strong>DIFFICULTY OF DETERMINING MOTIVES</strong></p> + +<p>It will readily be seen that no study of psychology in the ordinary +acceptance of the term can give us any clue to these variations in +individuals. Yet successful persuasion depends upon as accurate a +knowledge as possible of these very differences among people. The +parsimonious salesman who takes it for granted that every one's motives +are the same as his own, and, therefore, talks to every prospect about the +money-saving possibilities of his commodity, will most certainly fail in +trying to persuade those to purchase who care nothing about saving a few +cents, but do care a great deal about the quality, style, and beauty of +the commodity. The attorney who makes his plea to the court on the basis +of technical justice in every case he pleads will lose many cases in those +courts where the presiding judge is rather impatient with technical +justice and may, perhaps, decide cases upon their merits or according to +his own sympathies. We once knew a learned, able, and conscientious judge +who, despite his many years' training in the law, was almost certain to +decide a case in favor of the litigant who made the strongest appeal to +his sympathies. The parent who knows nothing but the persuasive power of +corporal punishment, will have little success in disciplining a child +blessed with unusual fighting spirit, independence, and tenacity, just as +the parent who appeals only to a love of approval will fail in handling a +child who does not care what people think about him.</p> + +<p><strong>PERSUASION IN DISCIPLINE OF CHILDREN</strong></p> + +<p>We once knew a woman who lived near us who had two <!-- Page 374 -->little boys. One of +them was sensitive, timid, affectionate, and idealistic. Being a healthy, +active boy, there was a great deal of mischief in him, and in her attempts +to discipline him the mother scolded, berated, and often cuffed and +slapped him, occasionally administering a whipping. It was plain that the +scoldings and whippings only made the boy more shy, more self-conscious, +and less confident of himself, which, in one sense, was the worst thing +that could have happened to him. The qualities he most needed were courage +and self-confidence. With his ideals, his responsiveness, and his +affection, he could have been handled easily and would have developed a +splendid intellect and a fine character normally and healthfully.</p> + +<p>The other boy, although somewhat younger, was more than a match for his +older brother. He was practical, matter-of-fact, shrewd, courageous, too +self-confident if anything, always ready for a fight, aggressive and +wilful. The mother did not scold or whip this boy for the simple reason +that she could not. He was too active and too willing to fight. Being thus +deprived of the only means of discipline which seemed to her to be +effective, she permitted the boy principally to have his own way, her only +appeals being to his reason. Unfortunately, this is the very type of boy +who will not listen to reason. In this case, as in the first, she would +have been successful if she had appealed to the boy's affections, for he +had a very strong love nature and would have responded instantly.</p> + +<p>It is plain enough to any thoughtful mind that it is not safe to judge of +other people's motives by their conversation. "Language," said Talleyrand, +"was invented for the purpose of concealing thought." Many people conceal +their real motives under a very alluring curtain of language. It seems to +be the most natural thing in the world for the thief and swindler to talk +with the greatest apparent earnestness and sincerity and honesty. Pious +talk very frequently is the haze in which an avaricious and greedy soul +hides itself. Bluff, bluster, and boasting are the sops which the coward +throws <!-- Page 375 -->to his own vanity, while the quietest, sweetest, and gentlest +tones often sheath the fierce heart of the born fighter, as a velvet glove +is said to clothe a hand of steel.</p> + +<p><strong>HOW MOTIVES MAY BE KNOWN</strong></p> + +<p>Motives lie at the very foundation of being. They are deeply imbedded in +the very cells and fiber of the individual. They shape his thoughts, his +habits, and all of his actions. It is, therefore, impossible that they +should not show themselves to the practiced eye in every physical +characteristic, in the tones of the voice, in the handshake, in gestures, +in the walk, and in handwriting, in clothing, in the condition of the +body, and in the expression of the face. So the motives of man festoon his +personality with flaunting and infallible signs to be known and read by +all men who care to take the trouble to learn. Some of them are so plain +that there is scarcely any grown person so unobservant as not to have seen +them. Others are more elusive, but none the less legible to the practiced +eye.</p> + +<p>The simpler motives, after they have held sway for years, are easily +discernible. Sensuality, arrogance, vanity, coldness, benevolence, +sympathy, and others are easily determined. But, in order to be successful +in persuasion, you need to be able to trace all of the feelings both +permanent and transitory.</p> + +<p><strong>THE MENTAL LAW OF SALE</strong></p> + +<p>There is a great practical truth in the mental law of sale now generally +accepted by business psychologists and by practical men in the business +world. This mental law of sale holds true in all kinds of persuasion +because it describes the process of the human mind as it proceeds, step by +step, from indifference or antagonism to favorable action. It is, +therefore, impossible to discuss intelligently the ways and means of +successful persuasion, except upon a basis of this law. Here is the law: +<a name="FNanchor_10_10"></a><a href="#Footnote_10_10">[10]</a>"Favorable attention properly sustained changes into interest, +interest properly intensified changes into desire, desire properly +augmented ripens into decision and action."</p> + +<p><a name="Footnote_10_10"></a><a href="#FNanchor_10_10">[10]</a> From "The Science of Business Building," by A.F. Sheldon.</p> + + + +<p><strong>FAVORABLE ATTENTION</strong></p> + +<p><!-- Page 376 -->Now, it is known to psychologists that certain sensations attract +favorable attention in a larger number of cases than others. For example, +in an appeal to the eye, rectangular shape in proportion of three to five, +that is to say, three units of measurement wide by five units of +measurement long is more likely to attract favorable attention than a +square. Similarly, any object in motion or having the illusion of motion, +is more likely to attract favorable attention than an object at rest. +Black letters upon a white background attract more favorable attention +than white letters upon a black background. Many such psychological +problems have been worked out. They are valuable, but they have no place +in this work, since our task here is not to deal with averages, but rather +with variations in individuals—how to discern them and how to deal with +them.</p> + +<p><strong>INTEREST</strong></p> + +<p>In a similar way, psychologists have determined that the average +individual more quickly becomes interested in that which he can understand +than in that which he cannot understand, in that which appeals to +something in his own experience than in that which has no such appeal, in +that which appeals to his tastes and his feelings than in that which +appeals to his judgment. These are rules applicable to the average, but +they are very general and are of little use to you unless you add to them +specific knowledge of every individual whom you wish to persuade.</p> + +<p><strong>DESIRE</strong></p> + +<p>Desire, as you will see by the terms of the law of sale, is merely +interest intensified. Desire is the main spring of action. It is the real +force of every motive. Contradictory as it may seem at first sight, people +always do what they want to do even when they act most reluctantly. Their +action is inspired by a desire to escape what they believe to be the +certain penalty of inaction or of contrary action. The boy who <!-- Page 377 -->slowly +approaches his father to receive a promised whipping, does so because he +wants to. And he wants to because he knows he will be whipped so much +harder if he runs away. Desire is, therefore, the great citadel toward +which all of the campaign of the persuader must be directed. Given a +powerful enough desire, decision and action follow as a matter of course.</p> + +<p>Psychologists have determined that imagination is the most powerful mental +stimulus to desire. Imagination presents to the mind, as it were, a more +or less vivid mental picture of the individual enjoying the gratification +of his desire—be it physical, intellectual, or spiritual. The longer this +picture remains in the mind, the more vivid it becomes, the more it crowds +all other thoughts and feelings from the mind, the more powerful and +irresistible becomes the desire. It is the task of the persuader, +therefore, to stimulate the imagination to the painting of such mental +pictures. This we well know, but what we wish to know further is what are +the most powerful desires in the particular human mind with which we are +dealing. Obviously, the automobile salesman who vividly pictures to the +timid person the thrills of speeding around curves would be as far wrong +as if he were picturing the sedate, quiet luxury of his car to a speed +maniac. What he wants to know and what we all want to know in substance is +how to tell, at a glance, which is the timid, sedate person and which the +speed maniac.</p> + +<p><strong>DECISION AND ACTION</strong></p> + +<p>Perhaps the most delicate and most difficult process among all the four +steps of persuasion is inducing decision and action. When one reflects +upon the multitudinous important decisions made and actions taken every +hour, it hardly seems possible that it can be so difficult to induce our +fellow-men to make the short step from hesitant desire to definite +decision. The truth is, of course, that in the making of almost any +important decision there is a stern conflict between conflicting desires. +Take, for example, a man buying an automobile. +<!-- Page 378 -->Under the skilful persuasive power of the salesman, he has vividly +pictured to himself enjoying possession. But this is not his only mental +picture. Perhaps he has a picture of his old age, in which he might enjoy +the income from the money which would go into an automobile. There are +also in his mind mental pictures of half a dozen to a dozen or more other +makes of automobiles. In addition to these, there may be a mental picture +of a motor boat, a little cottage by the sea, a new set of furniture for +his house, new fittings for his store, an increased advertising +appropriation, a new insurance policy, a trip to California and return, +and goodness only knows how many other objects of desire. It is no wonder +he hesitates and that he must be very skilfully and deftly brought to the +point of decision.</p> + +<p><strong>WAYS OF INDUCING DECISION AND ACTION</strong></p> + +<p>For this reason, experience has shown that many people, perhaps the +majority of people, can be induced to decide whether they will have red +rubber or gray rubber tires on an automobile they contemplate purchasing +far more easily than they can be induced to decide definitely that they +will purchase the car. Having decided upon the tires, however, they can be +asked to decide upon other minor points, including the terms upon which +they intend to pay for the car, and thus eventually go through the entire +process of purchasing the car without ever giving their delicate mental +mechanism the severe shock and strain of deciding to purchase it at all. +As a general rule, such people are surprised and delighted to find that +they have made the decision so easily and with so little pain and +distress.</p> + +<p>But this method will not work with all people. There are some natures so +positive, so aggressive, so fond of taking the initiative, so determined +to make their own decisions without interference that the wise salesman or +persuader apparently permits them to have their own way, at the same time +skilfully guiding them in the way he wishes them to go by means of +indirect suggestion.</p> + + +<!-- Page 379 --> +<p><strong>INDUCING A POSITIVE NATURE TO PERSUADE HIMSELF</strong></p> + +<p>The story is told of an old-time, domineering railroad official, formerly +an army colonel, a great lover of horses, who was intensely prejudiced +against the automobile. During the days when carriages were favorite +conveyances of the wealthy, this man kept a magnificent stable and boasted +that no driver ever passed him on the road. With the coming in of +automobiles, he became accustomed to seeing the gasoline-drinking machines +flash by. They came up behind him with a honk. They rushed by with a roar +and they disappeared in the distance in a cloud of dust. He saw the +chauffeurs gripping their steering wheels and glaring intensely along the +road.</p> + +<p>"Humph!" he scorned, "those fellows work harder than an engineer for their +rattlety-bang speed. I had rather sit back and get some pleasure out of +riding, as I do behind my bays."</p> + +<p>Then one morning he noticed a car slip by him slowly, noiselessly, easily, +and with so little evidence of effort that the old man felt that by urging +his horses to just a little faster pace he might have kept ahead. The next +morning, the same thing happened again. It was the same car, and this time +the old man tightened his reins a little and sent his horses speeding +ahead. At first he gained a little on the car, but eventually it pulled +slowly and easily away from him. The third morning, there was another +little brush of speed on the boulevard. By this time the old railroad man +had noticed how luxurious the car was, how smoothly it rolled, how deeply +upholstered were the seats, how lustrous and satiny the finish.</p> + +<p>Finally, one morning, one of the old man's horses cast a shoe and the +courteous young driver of the automobile, coming along, kindly offered to +take the colonel on downtown. The offer was accepted, the team sent to a +horseshoer's in care of the coachman, and the colonel and his new friend +drove off still slowly, still quietly, and yet, one by one, they passed +other carriages on the road. Finally a trolley car was overtaken and left +behind.</p> + +<p><!-- Page 380 -->"See," said the young man modestly, "just the pressure of a finger on the +throttle."</p> + +<p>"Oh, do you call that a throttle?" asked the railroader. The word was a +familiar one to him, and being distinctly of the mechanical type, he was +easily interested in machinery. For the remainder of the journey the young +man talked quietly, but interestingly of the mechanism of the car, +emphasizing the need of skill, steadiness of eye, steadiness of hand, +coolness of nerve necessary to drive it. The colonel was deeply interested +and, just as the young man deposited him at his destination, he said, "It +is possible your horses may not be ready to come for you this evening. If +so, I should be delighted to call for you as I go out your way at about +the same time you go." The colonel graciously accepted the invitation and +at four o'clock of that same afternoon he was again seated along-side the +driver of the car. After they had drawn out of the congested streets onto +the wide boulevard, the young man again deftly turned the conversation to +the mechanism of the car and the skill necessary for driving it. This was +too much for the colonel.</p> + +<p>"Pshaw! I do not believe it takes so much skill. With what I know about +it, I believe I could drive the car."</p> + +<p>After some hesitation, the young man finally permitted the railroad +official to take the wheel. At first the colonel drove somewhat clumsily, +but this only increased his determination, and within an hour he was +sending the car along at a good clip. When finally they drove up to the +colonel's country home, the young man scarcely needed to invite his +passenger to accompany him to the city on the following morning. Before +the end of the week, the old man had purchased a magnificent high-powered +car. So skilfully did the young man handle his campaign that his customer +did not learn he was an automobile salesman until just a few hours before +the deal was consummated.</p> + +<p><strong>HANDLING THE INDECISIVE</strong></p> + +<p>If there are positive natures which must be permitted to <!-- Page 381 -->feel that the +decision is all their own, there are weak, indecisive natures, also, who +are rather grateful than otherwise for having important decisions taken +off of their hands. For such people, a direct, positive suggestion is +perhaps the most powerful and effective means of securing decision and +action. One of the favorite methods of dealing with them is to press a +fountain pen into their fingers with the definitely worded command, "Sign +your name right here, please."</p> + +<p>People are also brought to decide and act by being impressed with the fact +that delay may make it altogether too late or may possibly postpone part +of the advantage to be gained or may permit some one else to get ahead. +Decision oftentimes is also induced by a direct or indirect compliment to +the individual's decisiveness, positiveness, and ability to take action +when he sees that action is necessary. A very successful salesman often +used this method: "You say rightly that you want to think it over. That +shows that you are a wise man, because a man who acts without thinking is +foolish. On the other hand, the man who thinks without acting is a mere +dreamer, and I know you do not belong to that class. You have had the +evidence. You have weighed it. You have formed your conclusions, and now, +because you are a man of decision and action, you are ready to sign the +contract."</p> + +<p><strong>NEED FOR CHARACTER ANALYSIS</strong></p> + +<p>Here, again, the reader has already seen that we are dealing with +generalities. We have, as yet, no way of determining definitely and +quickly whether the individual with whom we are dealing will respond best +to that treatment which secures his decision upon minor points, or that +which permits him to make his own decision guided only by indirect +suggestions, or that which makes the decision for him, or that which +compliments him upon his decisiveness, or any one of many other methods of +closing. And so it is necessary to study humanity to learn to know just +what will gain favorable attention of each one individually, just which +one of a thousand possible motives to appeal to in order to arouse +interest, just <!-- Page 382 -->what kind of a desire to stimulate in order to intensify +it to that point where it becomes irresistible, just what method of +closing to use in order to bring about decision and action.</p> + +<p>In succeeding chapters of this part of the book, we shall give some +attention to these problems.</p> + + +<!-- Page 383 --> +<hr /> +<p><a name="pg383" id="pg383"></a></p> +<h2>CHAPTER II</h2> +<h3>SECURING FAVORABLE ATTENTION</h3> + +<p>You would find it an interesting study in human nature to stand in front +of different shop windows and record the types of people whose favorable +attention is drawn by each. Select, for example, a book-store window, a +jewelry display, a window full of tools and instruments, an offering of +meats and groceries, and a traction engine. You will find a description of +various types in the first few chapters of this book. Suppose you took +fifty, one hundred, one hundred and fifty, two hundred observations before +each display and then analyzed the records to find the percentage of each +type whose favorable attention was called to each window.</p> + +<p>Our own observations, taken in New York City, produced the following +results:</p> +<table border="1"><tr><td>Display </td><td>Phys.<br /> Frail </td><td>Fat +</td><td>Bone & <br /> Muscle </td><td>Impractical </td><td>Professional +</td><td>Vain </td><td>Mechanical </td><td>Total +</td></tr><tr><td> +Bookstore</td><td>30 </td><td>10</td><td> 12</td><td> 15</td><td> 20</td><td> 6</td><td> 7</td><td> 100 +</td></tr><tr><td> +Jewelry</td><td> 15</td><td> 20</td><td> 3</td><td> 12</td><td> 19</td><td> 35</td><td> 6</td><td> 100 +</td></tr><tr><td> +Tools & Instruments </td><td>8 </td><td> 12</td><td> 30</td><td> 6</td><td> 14</td><td> 4</td><td> 26</td><td> 100 +</td></tr><tr><td> +Meats & Groceries</td><td> 6</td><td> 42</td><td> 8</td><td> 8</td><td> 13</td><td> 11</td><td> 12</td><td> 100 +</td></tr><tr><td> +Traction Engine</td><td> 8</td><td> 16</td><td> 31</td><td> 9</td><td> 7</td><td> 3</td><td> 26</td><td> 100 +</td></tr></table> +<p><strong>THE PHYSICALLY FRAIL</strong></p> + +<p>These results show that the individual of the physically frail type, as +described in Chapter 2 of this book, is chiefly interested in books, in +beauty, ideas and ideals, elegance, and luxuries. His favorable attention +is caught by that which is beautiful. If the thing offered him has in it +or about it any elements of beauty, elegance, luxury, or idealism, this +should <!-- Page 384 -->first be presented, even if the true value of the article lies in +its utility. In the same way, this individual will respond most quickly +with his favorable attention to that which is intellectual, educational, +literary, scientific, or philosophic, unless he is also of the strictly +financial type which is sometimes, though not often, true of the +physically frail. Then his attention may be readily secured by an apt +quotation from a price list.</p> + +<p>Because the physically frail man does not like manual labor and cannot do +it well, his attention may be gained by any contrivance for saving labor, +making life easier physically, and substituting mental work for physical.</p> + +<p>"Let the Gold Dust Twins Do Your Work" is a headline which no doubt +attracts the favorable attention of many of this class, who might utterly +ignore "Let the Gold Dust Twins Save You Money."</p> + +<p><strong>THE FAT MAN</strong></p> + +<p>The favorable attention of the fat man is very evidently gained most +readily by that which appeals to his physical senses and appetites. This +is because the keynote of his nature is enjoyment. He is always on the +alert for anything which may contribute to his enjoyment. He is not fond +of physical or mental work, but he is interested in food products, +labor-saving devices, comforts, luxuries, finances, politics, +merchandizing, and, in fact, everything which contributes to his enjoyment +either directly or indirectly through his ability to command the mental +and physical services of others.</p> + +<p>He who would gain the favorable attention of a fat man, therefore, might +be most successful by beginning with inviting him to luncheon or dinner. +In the absence of this, he might begin conversation by a discreet question +or comment upon the political situation. The headline, "Let Me Show You +How To Make More Money" might appeal to the impractical man, but it is not +likely to gain the <!-- Page 385 -->favorable attention of the fat man. The fat man's +natural feeling about a request of that kind is: "If you know how to make +more money, why don't you use that knowledge for yourself?" Financially, +his favorable attention is much more likely to be secured by asking him +whether he believes real estate prices are going to advance or railroad +stocks are going to decline or interest rates are going to hold firm. +Unless he is of the highly speculative type, he is more than likely to be +suspicious of any financial proposition which offers large returns at the +outset. He usually has a shrewd way of unearthing propositions which will +pay him large returns; but, as a general rule, he would rather unearth +them himself than to have some interested party come and offer them to +him.</p> + +<p><strong>THE MAN OF BONE AND MUSCLE</strong></p> + +<p>The favorable attention of the man of bone and muscle is always most +quickly gained by something that moves, some piece of mechanism, or, +perhaps, by an object suggestive of outdoor sports. Many a salesman has +secured the favorable attention and gained his way into the good graces of +a man of this type by talking to him about hunting, fishing, golf or +baseball. If you take the fat man to luncheon with you, take this man out +to play golf or tennis or have a motor ride.</p> + +<p>A salesman of our acquaintance once determined to sell a full line of +school supplies to the superintendent of schools in a large western city. +The contract was a considerable one and meant a large commission to the +salesman. As he studied the situation, he learned that one of his +competitors had been furnishing all of the supplies for the schools in +this city for a number of years and that it was very difficult for the +salesmen from other business houses to get a hearing. The superintendent's +usual manner of rebuff was to say: "No, I do not care to look at your +line. We are being excellently served now, sir, and have no desire to make +a change."</p> + +<p>This salesman proceeded to the office of the superintendent early in the +morning, before that official arrived, and was waiting in the ante-room +when his prospective customer came in. Observing the man quickly, as he +walked through the ante-room into his private office, the salesman noted +that he was tall, square-shouldered, with a square face and jaw, wide +forehead <!-- Page 386 -->and a slow, elastic, graceful stride. In other words, he was +distinctly a man of the bony and muscular type. A few minutes later the +salesman was ushered into the superintendent's office. He carried with +him, instead of a huge sample case—this he left in the ante-room—an +ingenious little mechanical pencil sharpener. Stepping up to the +superintendent's desk, he set the machine down squarely in front of the +official and, without a word, picked up a pencil from the desk and +sharpened it.</p> + +<p>"How much by the dozen?" asked the superintendent.</p> + +<p>"Twenty-five dollars," replied the salesman.</p> + +<p>"Send me five dozen," said the superintendent, drawing towards him a +requisition blank.</p> + +<p>While the superintendent was writing the requisition, the salesman quietly +slipped out and brought in his sample case. When he returned, the +superintendent was sharpening a pencil for himself with much evident +enjoyment.</p> + +<p>"What else have you?" said he, without looking up.</p> + +<p>Of course that question opened up the salesman's sample case, and when he +left the office, he had at least broken down that ancient barrier and had +secured an order for considerably more than one-third of the year's +supplies.</p> + +<p>In our story of the railroad man who was induced to buy an automobile +without even suspecting that his patronage was being solicited, observe +how skillfully the salesman drew his customer's attention to the +mechanical features of the machine. The colonel, being a railroad man, +was, of course, of this bony and muscular type.</p> + +<p><strong>THE IMPRACTICAL MAN</strong></p> + +<p>The impractical man lives in a world of dreams, theories, hypotheses, and +philosophies. His favorable attention is immediately attracted to an +ingenious idea. If he is of the fine-textured, delicate-featured type, he +will give his favorable attention readily to that which is artistic, +poetical, musical, dramatic, or literary. Financially, he is far more +likely to give attention to a proposition which promises immense <!-- Page 387 -->returns +quickly than to one which is safe, solid and substantial, but promises +only small returns. His favorable attention cannot for long be sustained +by mere recitation of facts. He does not care much about facts and they +are likely to prove dry and uninteresting to him. Give him the theories; +show him the philosophy of the thing; appeal to his imagination, his sense +of beauty and his ideals, and he is ready to listen further.</p> + +<p><strong>THE PRACTICAL MAN</strong></p> + +<p>The practical man demands facts. Theories and abstractions worry him. Even +if you had his favorable attention and were to try to go too much into the +reasons for things, you would probably lose it. He is the kind of man who +wants to be shown, who demands that you place the actual object before +him, if possible, so that he can see it, taste it, smell it, feel of it. +His principal concern about any proposition is not, "Is it reasonable?" or +"Is it in accordance with theories?" but rather "Will it work?" "Is it +practical?" If you can show him the facts and can convince him by +demonstration, if possible, that the thing will work, you will secure his +very immediate attention.</p> + +<p><strong>THE VAIN</strong></p> + +<p>Those who are hungry for fame, who are eager for the limelight, whose ears +itch for the sound of applause, are, of course, quickly responsive to +flattery. If they are fine-textured and have delicate features, small +hands and feet, flattery must be of a refined and delicate nature. If, on +the other hand, they are of coarse texture, large, coarse features and big +hands and feet, they will, if their vanity be a ruling motive, eagerly +swallow the most atrocious and fulsome praises. Look for the extremely +short upper lip, for an excess of jewelry, a tendency to over-dress and +extreme foppish methods of arranging the hair. Where you find one or more +of these indications, you find the easiest road to favorable attention +through the appetite of the individual for praise. If he is of the +intellectual type, praise him for his smartness. If he is a fat man, +praise him for his popularity, his political astuteness, his financial +<!-- Page 388 -->acumen, his artistic ordering of a dinner, for his impartiality. If he is +of the bony and muscular type, praise him for his mechanical ability, for +his strength, skill and agility, for his love of freedom and independence. +If he is of the literary and artistic type, praise him for his art. If he +shows a fondness for dress, flatter him on his personal appearance. Watch +any man of this type carefully and you will soon discover his pet vanity, +and when you have discovered it, you have found an easy road to the +citadel of his desires.</p> + +<p><strong>THE MATTER-OF-FACT</strong></p> + +<p>If an individual has a long, straight upper lip, a keenly practical, +matter-of-fact type of forehead, long, severe lines of countenance and a +high crown, do not attempt flattery. Such a person is instantly suspicious +of anyone who flatters him. He keeps his feelings well under control. He +has very decided opinions and convictions of his own and it is difficult +to induce him to act except in accordance with them. Such a person gives +his favorable attention to fact and, usually, only to facts germane to the +proposition in hand. He does not care much for comments upon these facts +and is quite likely to refuse to listen to all appeals to his emotions. He +has, however, as a general rule, considerable love of power. He likes to +dominate, to rule, not so much for material personal advantage as for the +sake of imposing his opinions and convictions upon others and the +satisfaction of feeling that the power is in his hands. Show him facts +that will convince him that your proposition will increase his power and +you appeal to one of his strongest motives.</p> + +<p><strong>THE SOCIAL AND FRIENDLY</strong></p> + +<p>There is a very large class of people who are distinctly friendly and +social in type. A leading characteristic of this type is, as we have +stated already, the full, round back-head. The best, easiest and quickest +way to gain the favorable attention of such people is to develop your +relations with them upon a friendly and social basis. Indeed, a capacity +for <!-- Page 389 -->making friends and keeping them is one of the most valuable assets of +any human being, no matter what his ambitions and desires. As a general +rule, we can more easily persuade those who feel friendly toward us than +we can those who are indifferent. Observe the successful salesman and the +successful politician, those whose professional success depends upon the +power to persuade; they are nearly all of the social, friendly type.</p> + +<p><strong>THE VALUE OF FRIENDLINESS</strong></p> + +<p>For some men it comes natural to make friends with everyone with whom they +come in contact. Others make friends with few, but their friendships are +powerful and lasting. Still others are very social; they meet people +easily and are fairly successful in dealing with them; but they make few, +if any, intimate friends. Still others are neither social nor friendly. +They do not particularly care for people but rather enjoy solitude. No +matter which type a man may be, he will do well to cultivate true +friendliness. Our friends turn business to us. They give us important +information at the right time. They influence people in our favor. They +warn us of disasters. They come to our rescue in times of trouble and help +to protect us against our enemies. Finally, but perhaps most important of +all, they give us an opportunity to do all these things for them, and in +this service we find our highest and truest pleasure.</p> + +<p><strong>COMBINATION TYPES</strong></p> + +<p>We have suggested arbitrarily in this chapter a few of the types you will +meet and the best ways to gain the favorable attention of each. Naturally, +these types may overlap. For example, a man may be a fat man and also of +the exceedingly practical type. He is, therefore, approachable upon either +one of the two lines suggested or with something which appeals to both +elements in his nature at once. Plain, simple, easily recognized facts +about a sound financial proposition, for example, would combine the two +factors.</p> + +<p>There are, of course, many other types and combination <!-- Page 390 -->types. To treat +each one of them exhaustively would require, not a volume, but a library. +Yet there are certain fundamental principles by which all of them may be +known and in accordance with which each may be successfully persuaded. A +thorough scientific study of human nature will reveal them.</p> + + +<!-- Page 391 --> +<hr /> +<p><a name="pg391" id="pg391"></a></p> +<h2>CHAPTER III</h2> +<h3>AROUSING INTEREST AND CREATING DESIRE</h3> + +<p>Before the days of business psychology, form letters for the purpose of +securing business from those addressed used to begin something like this:</p> + +<p>"DEAR MR. BLANK:</p> + +<p>"We beg to announce that we have on hand a very large +stock of bicycles, which we desire to close out as early as possible."</p> + +<p>Consciously or unconsciously, the recipient of this letter would say to +himself: "What in thunder is that to me? I have no particular interest in +this fellow's stock of bicycles. I do not care whether his stock is large +or small, nor do I care whether he wants to sell it or not." And the form +letter would go into the waste basket. Nowadays, however, we have learned +better and our form letter would begin something like this:</p> + +<p>"DEAR MR. BLANK:</p> + +<p>"What would it be worth to you to have the freedom of +movement, the open air, the healthful exercise, and the enjoyment +of the beauties of nature which are all placed easily +within your reach by the possession of a bicycle?"</p> + +<p>The recipient of this letter immediately pictures to himself time saved in +going to and from work, in running errands, in paying visits. He also has +visions of increased health—perhaps freedom from the headaches that have +been troubling him—pictures of long rides upon air-shod wheels over +smooth boulevards and through leafy lanes.</p> + +<p><em>Himself!</em></p> + +<p>Do you get it? The writer of that letter makes the reader think about +<em>himself</em>. He knows that the latter is more interested in himself than in +any other human being in the world and that he is more interested in human +beings than he is in anything else. This is the key to the arousing of +interest. <!-- Page 392 -->Make the man think about himself in connection with what you +have to offer.</p> + +<p><strong>HOW PEOPLE THINK ABOUT THEMSELVES</strong></p> + +<p>But different people think about themselves in entirely different ways. +The glutton thinks of his stomach; the scholar of his knowledge; the +athlete of his prowess, and the seeker after power, of his ambitions. +Those who seek to persuade others by scientific means will learn to +determine in just what way each individual is most interested in himself. +Then his task will be to make every individual whom he seeks to persuade +think, as he best likes to think, of himself and, at the same time, in +close connection, think of the idea or the article or the proposition +offered.</p> + +<p><strong>INTERESTING THE INTELLECTUAL MAN</strong></p> + +<p>Suppose he were trying to persuade a man of the intellectual type to +purchase a life insurance policy. After having gained favorable attention, +his further argument might be along these lines: "Your greatest asset is +in your mental power. With your intellect you can accomplish what it would +take a hundred men a year to accomplish with their hands. In fact, with +your intellect you can accomplish what no number of men working throughout +eternity could accomplish by the mere toil of their hands. Intellectual +power depends upon the ability to concentrate and the freedom and health +of your intellectual faculties. Psychologists and physiologists both +agree, as you well know, that there is nothing which quite so quickly +upsets both your physical and your mental machinery as anxiety and worry. +With this policy in force, you are fortified—you are free to concentrate +upon your problems, your work, without anxiety as to the future of your +wife and children. Whatever happens to you, you know that they will be +provided for. Furthermore, if you should live twenty years from now, you +will receive ten thousand dollars in one lump sum. That is a provision +against the possible day when you may be weary and wish to rest, or it may +be just the endowment <!-- Page 393 -->which you need in order to carry on your researches +and investigations and, perhaps, find the solution to some of the +intellectual problems on which you have so long been working."</p> + +<p><strong>INTERESTING THE FAT MAN</strong></p> + +<p>The fat man likes to think of himself enjoying the good things of life as +to body and mind, comfort, luxury, a jovial good time with congenial +friends, the exercise of executive, financial or political power, or all +three. His interest, therefore, is readily aroused if you talk to him +about himself in connection with these things. There are many cases, of +course, in which this must be done indirectly rather than directly. The +effort should be not always to talk directly about the man to himself, but +to make him think about himself. It is usually not permissible to talk to +the judge on the bench about himself, but it is always permissible to +paint the picture in such a way that the judge, if he is a fat man, will +almost inevitably think of himself in connection with the matters +presented.</p> + +<p>For example, a lawyer friend of ours often appeared with cases before a +corpulent jurist. "If it is at all possible," he told us, "without +dragging the thing in too obviously by the ears, I always talk about food +in my summing up. If I want to get the sympathy of the judge, I try, +somehow or other, to make my client appear before the imagination as +suffering from want of nourishment. I can see that the judge always feels +those sufferings keenly himself. In one case, where I represented a woman +in a divorce case, I told, as graphically as I knew how, the excellence of +her cooking. I told about how her roast chicken and her pies tasted, and I +could actually see his Honor's mouth water. Of course, in addition to +that, I presented a good legal case. But I have always thought it was +those imaginary pies and roast chicken that got my client her decision."</p> + +<p><strong>INTERESTS OF THE ACTIVE MAN</strong></p> + +<p>The man of bone and muscle likes to think of himself in action. Muscular +exercise, out-of-doors freedom, skill, agility and strength—these are the +things in which he is interested. <!-- Page 394 -->You can also interest him in thoughts +of himself using tools, building or operating machinery, traveling or, +perhaps, working in his garden or amongst his fruit trees. By an easy step +in analogy this man is also interested in politics and religion, freedom +and reform, and in mechanical principles and construction. Notice how the +letter cited at the opening of this chapter makes the man who receives it +think of himself in motion, think of himself as enjoying freedom, the +outdoor air, exercise, the beauties of nature. All of these things appeal +to the man of bone and muscle, who is, by all odds, the most likely +purchaser of a bicycle.</p> + +<p><strong>THE IMPRACTICAL MAN'S INTEREST</strong></p> + +<p>The impractical man usually likes to think of himself as an ideal being, +living in an ideal world, surrounded by ideal people, associated together +under ideal conditions. In other words, he is a day-dreamer, dreaming of +those things which delight him most, without thought as to their +foundation in fact, or the possibility of putting them into practice. It +is usually easy enough for the eloquent salesman who understands him to +persuade such a man. He responds to eloquence. Since he doesn't demand +facts, his mind is soon soaring off into realms of fancy upon the wings of +the speaker's words. But since interests are all mutual, you will, if you +are wise, use your knowledge of this man's impractical nature to help to +persuade him to do for himself that which is practicable. Such a man ought +to have life insurance, for example, and to have it so protected that he +can do nothing visionary and impracticable with it. Make him think of +himself, if you can, conferring ideal benefits upon his wife and family. +You could never interest him in the bare, trite facts in the case, but +when you have gained his interest, see to it that you sell him an entirely +practicable life insurance policy for a man of his type. There is never +any ultimate advantage gained by using your knowledge of human nature to +persuade people to do anything which is not, in the long run, the best +thing for them to do.</p> + + +<!-- Page 395 --> +<p><strong>INTERESTING THE PRACTICAL MAN</strong></p> + +<p>The practical man likes to think of himself and others as doing things, as +saying things, accomplishing practical things, worth-while things. We +shall never forget the intensity with which one of the most practical +persons in our acquaintance says over and over again: "I like to see +things <em>done</em>" If your practical person is also of the financial type, he +likes to think of himself as doing things which will result in profit. +There is scarcely any proposition of any kind you may ever wish to present +to a practical financial person which cannot be presented in such a way as +to make that person think of himself as getting something done both +practical and profitable. If you can make him think of himself in this +way, you will have aroused his interest.</p> + +<p><strong>INTERESTS OF THE VAIN</strong></p> + +<p>Vain men and women, who live upon the praises, applause and approval of +others, like to think of themselves as being admired, courted, favored, +appreciated, and even flattered. Such a person once said to us: "I cannot +live without flattery. I want people to say nice things about me. I do not +care whether they mean them or not, if only they will say them to my +face." To interest such a person in himself is really a work of +supererogation—because he thinks of nothing else, and usually can talk of +nothing else. All you have to do to arouse his interest is to show him the +connection between his vanity and the proposition you have to offer, and +then heartily join in the applause.</p> + +<p><strong>GENERAL APPLICATIONS</strong></p> + +<p>In a similar way, the doting mother thinks about herself in connection +with her children. Make the devoted husband and father think about himself +in connection with his family. Make the social, friendly person think +about himself in connection with his acquaintances and friends. Make the +detail worker think of himself in connection with little intimate details. +Make the generalist think of himself in connection with large movements.</p> + +<p><!-- Page 396 -->The interest a person may feel is not always concerned with that which is +immediately and directly connected with himself. Just at present, for +example, we are all more or less interested in the war in Europe. We read +about it. We discuss and argue about it. We follow its moves of armies and +diplomacies. In one sense this interest is impersonal. Yet, +psychologically, our interest depends entirely upon our own connection +with the results. Through our sympathies we place ourselves either with +"the oppressed Belgian people whose homes have been ravished" or with "the +great German nation fighting for its existence against an iron ring of +enemies who enviously conspired for her downfall." We are also interested +in the war because it affects our business, our finances, our means of +travel and communication, and a thousand and one other matters which +directly concern us. Even a casual observer might be interested in a war +between two colonies of ants; but unless the outcome in some way directly +concerned him, his interest would be purely intellectual and by no means +strong enough to use as a basis for successful persuasion.</p> + +<p><strong>UNSELFISHNESS OF SELF-INTEREST</strong></p> + +<p>Some may object that in treating the subject of interest, we have made +human beings appear far more selfish and self-seeking than they really +are. Such is not our intention. The most unselfish acts of heroism that +can be performed result from intense personal interest aroused through +sympathy, generosity, duty, patriotism, or love. When a person capable of +one of these heroic acts thinks of himself, he is likely to think of +himself as sympathizing with those who suffer, as being generous to those +who are in need, as performing his duty without fear of consequences, as +loving his native land, or as pouring out his very soul for the benefit of +those who are dear to him.</p> + +<p><strong>DESIRE</strong></p> + +<p>According to the law of sale, desire is interest intensified. Interest may +be purely intellectual. Desire is a feeling. Interest may not even suggest +speech or action to the interested <!-- Page 397 -->person. Desire infallibly suggests +speech or action. The woman who stands before a magnificent window display +of the latest fashions in evening gowns may be deeply interested in them, +but if, perchance, she be a modest, retiring, home-keeping woman with no +social ambitions, she doesn't even think of purchasing one. In fact, the +chances are that she would not accept it as a gift. She would have no use +for it. As a result, her interest in the display begins to wane and soon +she passes on. How different is the case of the woman who loves +excitement, attends many evening functions, and is ambitious to outshine +her friends! She stops before the window. She also is interested. The +longer she stands before the window and the more interested she becomes, +the more certain is she to begin to think about purchasing one or more of +the gowns, or of having one or more made upon these models. If she stands +there long enough and her interest continues to increase, she will soon be +making definite plans for gaining possession. In other words, her desire +for an evening gown has been aroused.</p> + +<p><strong>MAKE THEM SEE THEMSELVES ENJOYING POSSESSION</strong></p> + +<p>Ask any successful clothing salesman or saleslady what is the best way to +arouse desire for a suit, a cloak or a gown. Almost without exception they +will answer: "Place the garment on the prospective customer and let him +see himself in a good mirror and in a good light." In this way the +individual actually sees himself enjoying possession. There is no stronger +stimulus to desire than this.</p> + +<p>A young man of our acquaintance had a great contempt for spring and fall +overcoats, and had never purchased one. One day, after he had ordered a +suit from his tailor, the salesman said: "Mr. Jenkins, you ought to have a +spring overcoat to wear with that suit."</p> + +<p>"A spring overcoat!" scoffed Jenkins. "I never wore a spring overcoat in +my life. When it is cold, I wear my winter overcoat. When it is too warm +for that, I am perfectly comfortable without an overcoat. Why should I +waste my <!-- Page 398 -->money in a thing which is only ornamental? If I am going to +spend any more money on overcoats, I should rather put it into an extra +fine winter overcoat."</p> + +<p>"Now, here is one of our very latest styles, Mr. Jenkins," went on the +salesman, ignoring the protest. "Just slip it on and see how it fits you."</p> + +<p>The salesman held the garment invitingly, and, with a grudging warning to +the salesman that he was wasting his time, Jenkins slipped it on. The +salesman settled it upon his broad shoulders, smoothly folded back the +rich, heavy silk facing, and deftly swung a mirror into position.</p> + +<p>"Fits as if it were made for you, Mr. Jenkins," he praised. "I tell you, +when you walk down the street in that overcoat in the bright, clear +sunlight of a spring morning, you look prosperous."</p> + +<p>In relating the incident afterward, Jenkins said: "Why, the fellow had me, +absolutely. I could see myself walking down Michigan Avenue to business, +and the sun shining on the lake, and the little shoots of grass beginning +to show in Grant Park. I did feel prosperous. I felt so prosperous that, +then and there, I bought that overcoat, the first spring overcoat I ever +owned and just exactly one more spring overcoat than I had ever had any +intention of owning."</p> + +<p><strong>AROUSE THEIR FEELINGS ABOUT THEMSELVES</strong></p> + +<p>If interest, therefore, is aroused by making a person think about himself, +desire is created by making a person feel about himself and feel about +himself in such a way that the feeling impels him to favorable decision +and action. The object of the man or woman who would persuade according to +scientific principles is to stimulate, through intensified thought, the +strongest and most easily aroused feelings of the person to be persuaded. +As you have already seen, we have been hammering upon those feelings from +the very beginning. In securing favorable attention, we appeal to them. In +arousing interest, we do our best to make the person to be persuaded think +of himself in connection with these feelings; and now, <!-- Page 399 -->in creating +desire, we simply are going a step further and by every possible means +intensifying the excitement of those feelings.</p> + +<p>For example, in selling a garment to an exceedingly utilitarian and +economical person, we secure his favorable attention, perhaps, by the +remark: "Let me show you something that will look as well as the best and +wear like iron, at a moderate price." We arouse his interest by showing +him the hard, close, wear-resisting weave of cloth, the tenacity with +which it holds its shape, and, at the same time, its neatness, +attractiveness, finish, and superior workmanship. We create a desire for +the possession of the garment by inducing him to put it on, at the same +time remarking: "You can see for yourself that this garment is +conservative and suitable in style. While not the extreme of fashion, it +is not out-of-date nor out of harmony with the prevailing mode. A year +from now you will be able to wear it with exactly the same feeling that +you are well and neatly dressed, as you feel in wearing it to-day. +Furthermore, because it is a standard style and not a novelty, it sells at +far below the cost of fancy garments, notwithstanding its superior quality +and workmanship. You will be proud to wear this garment when those who +have paid twice as much for the more extreme styles have been compelled to +discard them and purchase new."</p> + +<p><strong>THE PERSUASIVE POWER OF SUGGESTION</strong></p> + +<p>In his excellent scientific work, "Influencing Men in Business," Walter +Dill Scott says:</p> + +<p>"In persuading men, logical reasoning is practically never to be used +alone. After the arguments have been presented, skillful suggestions +should be used as a supplement. This supplement often changes threatened +defeat into success. The skillful pleader before a jury, the wise +politician, and the successful superintendent of men all alike are +compelled to resort to suggestion to supplement their arguments in their +attempts to influence men.</p> + +<p>"If we should divide all customers into the two classes, <!-- Page 400 -->professional +buyers and the general public, then, in appealing to this latter class, +special attention should be given to suggestion. In an advertisement +containing both a good suggestion and a good argument, the suggestion is +read often and the argument rarely. From infancy, we have been accustomed +to respond to suggestions so frequently that we follow this habit in +purchasing merchandise, even though we ought to make such purchases only +after due deliberation. Deliberation is a process of thought which is very +elaborate and very exhausting. The general purchaser—the housewife—does +not ordinarily rise to such an undertaking, but contents herself with a +process very closely approximating the working of pure suggestion. Even +though she begins to deliberate, the process is likely to be cut short by +the effect of a clever suggestion.</p> + +<p>"The general public responds more readily to suggestions than to +arguments; hence, in dealing with this large group, it is usually wise to +construct the copy according to this habitual method of response of the +general public. Immediate action is more often secured by suggestion than +by arguments."</p> + +<p>Since this is true, that person is most skillful in persuading who has +acquired the most skill in suggestion. He stimulates the imagination to +paint vivid and intensely-colored mental pictures of the gratification of +desire. Make desire strong enough, and, if you have correctly analyzed the +one to be persuaded, the rest follows.</p> + + +<!-- Page 401 --> +<hr /> +<p><a name="pg401" id="pg401"></a></p> +<h2>CHAPTER IV</h2> +<h3>INDUCING DECISION AND ACTION</h3> + +<p>"I want it," said a gentleman to us, speaking of a piece of property in +which he was contemplating investment. "I want it so bad that I can't +think of much else. I lie awake nights dreaming of myself in possession of +it, and yet, somehow or other, I can't make up my mind to buy it. I have +the money and have had the money in the bank for weeks. There is nothing +else I want to do with that money half as much as I want to buy that +property, but it is an important move and, somehow or other, I just can't +make the plunge."</p> + +<p>This gentleman's experience illustrates a psychological condition well +known to many of our readers, because they have been in substantially the +same situation—and well known to every salesman, because he has had to +meet and combat just such a situation many a time.</p> + +<p>Desire having been created, our law of sale states that desire, properly +augmented, ripens into decision and action. This is true. And yet the +ripening process is sometimes so slow that the frost of fear or the rot of +regret spoils the fruit. It is popularly supposed to be true that if a +person really desires to do a thing strongly enough, and it is within the +bounds of possibility, he will do it. Nine times out of ten, or perhaps +ninety-nine times out of a hundred, this is the case; but there are times +when the will simply refuses to respond to desire.</p> + +<p><strong>A BALKY WILL</strong></p> + +<p>A lady who was of an exceedingly stubborn nature once said to us: +"Ordinarily, I consider myself to be quite amenable to persuasion and +suggestion. I like to live peaceably with others. Occasionally, however, +someone, and perhaps someone whom I love very dearly, says something or +does something that makes me stubborn. Then I absolutely balk. Commands, +demands, appeals, cajoleries, every means thinkable, <!-- Page 402 -->are used, but the +more people attempt to influence my action, the more stubborn I become. If +then I am left alone to think it over for a few hours, very likely I shall +begin to think that it would be advisable, from every point of view, for +me to yield. My judgment is already convinced that to yield is the best +policy. My love for my friends, my desire for peace, my wish to be +accommodating and to have their approval all urge me to yield. I want to +yield. But, even then—how, I cannot explain—there is something inside +which absolutely forbids it. This is so strong that it feels stronger than +my judgment and all of my desires taken together. The only possible course +for me to pursue is to forget the entire matter for a few days, at the end +of which time, perhaps, the stubbornness has seemingly evaporated."</p> + +<p><strong>DECISION MAY WAIT UPON AN IRRELEVANT WORD</strong></p> + +<p>And so, merely augmenting desire oftentimes is not enough to bring about +decision and action, even in cases which are not so extreme as those which +we have just cited. The proposition may be of such a nature that it does +not admit of arousing desire to any very high pitch. In all such cases +what is needed is some special stimulus to the will. As every chemist +knows, sulphuric acid and alcohol, when mingled together in a glass +vessel, do not combine. They have an affinity for each other. All of the +necessary elements for active combination are present in that glass, and +yet they do not combine. But drop in a bit of platinum and instantly the +whole mass is boiling with energy let loose. In a similar way, oftentimes, +all the elements for decision and action are present in the mind, yet +nothing happens. But a word or a little act, seemingly insignificant in +itself, oftentimes breaks the spell, as it were, and decision and action +follow. In our first chapter of this part we described some of these +methods for ripening desire into decision and action. This chapter we +shall devote to a consideration of different classes of individuals and +the best methods of inducing in them favorable decision and action.</p> + + +<!-- Page 403 --> +<p><strong>THE IMPULSIVE MAN</strong></p> + +<p>The impulsive individual must be rushed. His emotions are very responsive, +easily aroused, and, as, a rule, when aroused take a strong hold upon him. +It is the impulsive person's tendency always to act quickly and to act in +response to his strong feelings. The impulsive man discharges his feelings +with speed in action, and they rapidly evaporate. Therefore, desire, when +aroused, must be quickly ripened into decision and action or it soon +cools, and it is too late. As a general rule, the impulsive person is well +supplied with fears, and if he is given time to think the matter over his +lack of courage begins to assert itself. Fears of possible or impossible +disaster begin to take form until the feelings of fear and apprehension +entirely overshadow the desires which have been created.</p> + +<p>Mark Twain's story of his attendance at a missionary meeting is typical. +After the speaker had been talking for half an hour, Mark was in such +hearty sympathy with him and the cause for which he plead that he decided +to put one dollar in the collection box when it came around—but the man +kept on talking. At the end of three-quarters of an hour, Mark decided he +would give only fifty cents. At the end of an hour, he decided that he +would give nothing, and when, at the end of an hour and a half, the +collection box finally did come around, Mark took out a dollar to pay +himself for his pains.</p> + +<p><strong>INDICATIONS OF IMPULSIVENESS</strong></p> + +<p>Here are some of the indications of impulsiveness: blonde coloring, +especially if accompanied by a florid skin; small, round, retreating chin; +small size; fineness of texture; elasticity of consistency; short head; +short, smooth fingers, with tapering tips; a keen, alert, intense +expression. The impulsive person's movements are also impulsive. He walks +with a quick step, sometimes almost jerky. His gestures are quick, and if +he is very impulsive, he always has the air of starting to do things +before he has properly considered what he is going to do.</p> + + +<!-- Page 404 --> +<p><strong>THE DELIBERATE MAN</strong></p> + +<p>The deliberate individual is the opposite of the impulsive. His feelings +may be strong, but he has them well under control. He may think slowly or +he may think quickly, but he always acts with deliberation and always +after he has thought very carefully. Once he has determined to act, he may +act far more energetically, and certainly more persistently, than the +impulsive person. The thing to remember about him is that he is +constitutionally opposed to hasty decision and action. Even when his mind +is made up and his desires are strong, he is very likely to postpone +action until his resolution has had an opportunity to harden. Oftentimes +these deliberate people are, or seem to be, incorrigible procrastinators. +It is useless to try to rush them. Give them time to think and consider.</p> + +<p><strong>INDICATIONS OF DELIBERATION</strong></p> + +<p>These are some of the indications of deliberation: dark coloring, with an +inclination to pallor; a long, strong, prominent chin and well-developed +jaw; large size; medium or coarse texture; hard consistency; a long, +square head; long, knotty fingers, with square tips; slow, deliberate, +rhythmical movements; a calm, poised expression, and either an absence of +gesture or gesture of a slow, graceful character.</p> + +<p>Looking around amongst your friends and acquaintances, you will readily +see that few, if any, have all of the characteristics of impulsiveness in +a marked degree, and an equally small number all of the characteristics of +deliberation in a marked degree. The majority of people probably have a +combination of these characteristics—some indications of impulsiveness +and some of deliberation. In such cases, the question is answered by a +preponderance of evidence.</p> + + +<p><strong>OBSTINATE PEOPLE</strong></p> + +<p>Some people are remarkably obstinate. If given their own way, they are +agreeable and amiable, but when opposed, they are exceedingly difficult to +persuade. If such persons are of the positive type and like to feel that +they are doing the thing <!-- Page 405 -->and that no one else is influencing or coercing +them, then they must be handled by an adroit suggestion similar in +principle to that described in the case of the automobile salesman on page +380. On the other hand, in case these obstinate people are somewhat +negative in character, without much initiative or aggressiveness but with +a very large degree of stubbornness, then care must be taken not to +antagonize them or to oppose them—always gently to lead them and never to +try to drive them.</p> + +<p>Argument is probably the most useless waste of energy possible in +attempting persuasion. Your own experience teaches you that argument only +leaves each party to the controversy more strongly convinced than ever +that he is right. This is true no matter what the character of the arguers +be. It is especially and most emphatically true when either one or the +other, or both, who participate in the argument are of the obstinate type.</p> + +<p>The obstinate person may be amenable to reason if reasons are stated +calmly, tactfully, and without arousing his opposition. His emotions of +love, sympathy, generosity, desire for power and authority may be +successfully appealed to and he may be gently led to a decision by way of +minor and seemingly insignificant points.</p> + +<p><strong>INDICATIONS OF OBSTINACY</strong></p> + +<p>These are the indications of obstinacy: dark coloring; a prominent chin; a +head high in the crown; hard consistency; a rigidity of the joints, +especially of the joints in the hands and fingers. Perhaps the most +important and most easily recognized indication of a domineering, +obstinate, determined will is the length of line from the point of the +chin to the crown of the head. When this line greatly exceeds in length +that from the nape of the neck to the hair line at the top of the +forehead, you have an individual who desires to rule and bitterly resents +any attempt on the part of others to rule him.</p> + +<p>The indications of a positive, aggressive, dominating will are these: +blonde color; prominent chin; a large, bony nose, <!-- Page 406 -->high in the bridge; +high forehead, prominent at the brows and retreating as it rises; medium +or small size; medium fine, medium or coarse texture; hard consistency, +rigid joints; a head wide just above and also behind the ears and high in +the crown; a keen, penetrating, intense expression of the eyes, and +positive, decided tones of voice, movements and gestures.</p> + +<p>The individual who is negatively stubborn may have a small or sway-back +nose; may have a high forehead, flat at the brows and prominent above; may +have elastic or soft consistency; may have a head narrow above and behind +the ears. Obstinacy will be shown in the length of line from the point of +chin to the crown of head and in the rigidity of the joints of the hands +and fingers.</p> + +<p><strong>THE INDECISIVE</strong></p> + +<p>The gentleman mentioned at the opening of this chapter belongs to the +indecisive class. They are like those of whom we sing in the old hymn:</p> + +<p>"But timorous mortals start and shrink +To cross that narrow sea<br /> +<span style="margin-left: 1em;">And linger, shivering, on the brink</span><br /> +<span style="margin-left: 1em;">And fear to launch away."</span></p> + +<p>We have often watched boys in swimming. In every crowd there are always a +few of these timorous mortals who "shiver on the brink and fear to launch +away." As a general rule, some of their companions usually come up behind +them and give them a strong push, after which they are pleased and happy +enough in the water. We have seen boys who seemed to be waiting for +someone to push them in. No doubt they were. Certain it is that grown up +men and women who suffer in an agony of indecision usually like to have +someone take the matter out of their hands.</p> + +<p>In the case of the gentleman to whom we have referred in the opening of +this chapter, the real estate agent one day walked into his office, laid a +contract down on the desk in front of him, and said, very impressively: +"This thing has got to <!-- Page 407 -->be settled up to-day. Just sign your name right +there." And, with a feeling of intense relief and satisfaction, our friend +did sign his name "right there." To the best of our knowledge and belief, +he has been glad of it ever since.</p> + +<p><strong>HOW ONE SALESMAN OVERCAME INDECISION</strong></p> + +<p>We once knew a salesman of the positive, domineering type. He was selling +an educational work. Now, education is a thing everyone needs but few will +take the trouble and find the money to purchase unless they are very +strongly persuaded. Men who would readily spend fifty or seventy-five +dollars for a night's carousal will hesitate, and find objections, and +back and fill for weeks, or even for months, before they spend thirty or +forty dollars on a bit of education which they well know they ought to +have. Our friend, therefore, was met over and over again with the +temporizing excuse: "Well, I will have to think this matter over. I cannot +decide it to-day, but you come in and see me again." Almost without +exception, this excuse means that the man who makes it knows, deep down in +his heart, that he ought to make his decision—that he will profit by it +in many ways. He fully intends to make his decision some time, or else he +would not ask the salesman to come back and see him again. But he is a +little weak-kneed. He lacks something in decisiveness. Our friend treated +practically all of these indecisive prospects of his in the same way.</p> + +<p>"I am sorry," he would say, "but I can't come back to see you again. My +time is limited. There are plenty of people who want to know about my +proposition and who are eager to take it. I must get around and see them. +I can't afford to go back on my track and spend time with people to whom I +have already explained the whole thing. You want this and you know you +want it. You intend to have it, or you would not ask me to come back and +see you again. There is no good reason why you should not have it now, and +you know there is not. Furthermore, if you do not take it now and I do not +come back to see you—and I won't—then you will never take <!-- Page 408 -->it. That's +plain enough. You feel more like taking it right now, to-day, while I am +talking to you, than you will later, when you have forgotten half of what +I have said. If there is any question you want to ask about this, ask me +now and I will answer it. But there isn't any, because I have already +answered your questions. You are satisfied. Your mind is made up. There is +no reason for delay—just sign your name right there, please." And only +about four per cent of those to whom he talked that way refused to sign +when he told them to.</p> + +<p>The indecisive person wants someone always to decide for him. If you are +trying to persuade such a person, then you must decide for him. Do it as +tactfully as you can. Sometimes these people want others to decide for +them and, at the same time, to make the situation look as if they had +decided for themselves. They realize their own indecisiveness. They are +ashamed of it, and they do not like to be reminded of it.</p> + +<p><strong>INDICATIONS OF INDECISION</strong></p> + +<p>These are the indications of indecisiveness: brunette coloring; moderately +square and prominent chin—sometimes a long, narrow chin; small, snub or +sway-back nose; high forehead, flat at the brows and prominent above; soft +consistency; great flexibility of the joints of hands and fingers; a head +narrow above and behind the ears and square in the back; a timid, +apprehensive expression; rather aimless movements and gestures, and a +small thumb, set high on the hand. Rare, indeed, is the person who has all +of these indications. So rare, in fact, that he is scarcely a normal being +if he has them all in a marked degree.</p> + +<p><strong>THE BALANCED TYPE</strong></p> + +<p>There are some people of an evenly balanced type. They are neither +violently impulsive nor ponderously deliberate. They are interested in +facts and pass their judgment upon them, but they are also interested in +theories and willing to listen to them. They are practical and +matter-of-fact, but they also have ideals. They have clean, powerful +emotions, fairly <!-- Page 409 -->controlled, and yet, when their judgment has been +satisfied, they are perfectly willing to act in response to their +feelings. They are neither easy, credulous and impulsive nor suspicious, +obstinate and procrastinating. The way to persuade them is first to +present the facts and show them the reasons why. Then, by suggestion and +word-painting, to stimulate their desire and give them an opportunity to +decide and act. Such people are medium in color, with forehead, nose, +mouth and chin inclining to the straight line; medium in size; medium in +build; fine or medium fine in texture; elastic in consistency; moderately +high, wide, long, square head; a pleasant but calm and sensible expression +of face and eyes; quiet, well-timed walk and gestures; well-modulated +voice.</p> + +<p><strong>THE EASY MARK</strong></p> + +<p>When the person to be persuaded is indecisive and also has large, +wide-open, credulous eyes; a hopeful, optimistic, turned-up nose, and a +large, round dome of a head just above the temples, he is the living image +of the champion easy mark. What he needs is not so much to be persuaded as +to be protected against himself. He, and the greedy, grasping, cunning but +short-sighted individual, who is always trying to get something for +nothing, constitute that very large class of people of whom it has been +said that there is one born every minute.</p> + +<p><strong>ADVANTAGE OF PERSUADER'S POSITION</strong></p> + +<p>In closing this chapter, we cannot forego the opportunity for a word of +counsel to you in your efforts to persuade others. Remember that if you do +your work well in securing favorable attention, arousing interest, and +creating desire, the person with whom you are dealing is like a man +standing on one foot, not quite knowing which way he will go. Even if he +is more or less obstinate and should be on both his feet, he is at least +standing still and considering which direction he will take. If this is +not true, then you have failed to create a desire, or, having created it, +have not augmented it until it is strong enough. But, granting that this +is true, do you not <!-- Page 410 -->see what an advantage it gives you? The man who is +standing on one foot, undecided, is quickly pulled or pushed in the way +you want him to go if you yourself vigorously desire it. Even the man who +stands obstinately on both feet is at a disadvantage if he does not know +which way to go, and you very decidedly know which way you want him to go.</p> + +<p><strong>THE VALUE OF COURAGE</strong></p> + +<p>We have seen more sales skillfully brought up to the point of desire and +then lost through the indecision, the wavering, the fear, or the +hesitation of the salesman than for any other one cause. Of all of the +qualities and characteristics which contribute to success in the +persuasion of others, there is, perhaps, none more powerful than that +courage which gives calmness, surety of touch, decisiveness, and +unwavering, unhesitating action.</p> + +<p>Some years ago we saw a huge mob surround a building in which a political +speaker was trying to talk upon an unpopular subject. The longer the mob +remained waiting for their victim to come out, the more violent and the +more abusive it became. There was an angry hum, sounding above the +occasional cries and shouts, which betokened trouble. Presently a large +man scrambled upon the pedestal of a statue in front of the building and +began to harangue the crowd. He argued with them, he pleaded with them, he +threatened them, he tried to cajole them. But through it all he could +scarcely make himself heard and the mob remained solidly packed about the +door. Then the police were brought and attempted to force a passageway for +the escape of the speaker, whose address inside the building was nearing a +close. But the police were powerless and some of them were badly hurt.</p> + +<p>Then a quiet little man came down the steps of the building. He was +dressed in ordinary clothing and was unarmed. His open hands hung idly at +his side. He stood near the bottom step, where he could just look over the +heads of the crowd. He stood perfectly still, perfectly calm, and yet with +a look of such iron resolution on his countenance as we have <!-- Page 411 -->seldom seen. +Those next him grew strangely quiet. Then the semi-circle of silence +spread until the entire mob stood as if holding its breath waiting to see +what this man would do.</p> + +<p>"Make a passageway there," he said in a matter-of-fact tone of voice; +"there is a carriage coming through."</p> + +<p>Instantly the crowd parted, a carriage was driven up to the steps, the +speaker came down and entered it, and it was driven rapidly away, followed +only by a few hisses and cat-calls.</p> + +<p>When all is said and done, that is the spirit which secures the decision +and action of others.</p> + + +<!-- Page 413 --> +<hr /> +<p><a name="pg413" id="pg413"></a></p> +<h2>CHAPTER V</h2> +<h3>EFFICIENT AND SATISFACTORY SERVICE</h3> + +<p>Marshall Nyall was an excellent workman. He was keen, quick of +comprehension, practical in his judgment, and unusually resourceful. He +was energetic, industrious, and skillful. Being blessed with considerable +idealism, he took pride and pleasure in putting a fine artistic finish on +everything he did. He studied his work in all its aspects and was alert in +finding ways of saving time, materials, energy, and money. He was, +therefore, personally efficient. As an employee of the Swift Motor +Company, he rose rapidly until he became superintendent. In that position +he made a good record. So valuable was he that the White Rapids Motor +Company coveted him and its president and general manager began to lay +plans to entice him away. Negotiations were begun and continued over a +period of weeks. Larger and larger grew the inducements offered by the +White Rapids Motor Company until, finally, Nyall's employers felt that +they could not afford to meet them any longer, and this highly efficient +man became works manager for the White Rapids Motor Company, at a very +greatly increased salary.</p> + +<p>Now, the White Rapids Motor Company was larger and wealthier than the +Swift Motor Company. The position of works manager was a more important +and responsible position than that of superintendent. Nyall was +accordingly delighted and had high ambitions as to his career with his new +employers.</p> + +<p><strong>HOW THE TROUBLE STARTED</strong></p> + +<p>"You have a reputation," said the president and general manager to Nyall, +"for efficiency. Efficiency is what we want in the works here, and if you +can put these factories on as efficient a basis as you did the shops of +the Swift Motor Company, your future is assured."</p> + +<p>"I can do that all right, Mr. Burton," Nyall replied confidently, +<!-- Page 414 -->"provided I get the right kind of co-operation from the front office."</p> + +<p>"Call on us for anything you want, Nyall," returned the president sharply. +He was a proud, positive man. He loved power. He had the ability to lead +and to rule, and he resented even the slightest imputation that any lack +of co-operation on his part might defeat his plans for efficient +management.</p> + +<p>A few days later Nyall made some changes in the plan of routing the work +through the factories. These changes were rather radical and sweeping and +necessitated a considerable initial expense. Naturally, Burton was not +long in hearing about it. Instantly he summoned his works manager.</p> + +<p>"Haven't you begun your work here in a rather drastic manner?" he +inquired. "Surely you have not studied this situation carefully enough in +a few days to justify you in making such sweeping changes in the system +which we have built up here after years of patient study and research. I +have given the routing of the work through the factories days and nights +of careful study, Nyall, during the years that we have been standardizing +it. I believe that it was just as nearly perfect as it can be just as we +had it."</p> + +<p>"Your system was all wrong, and I can prove it to you," returned Nyall. +"Just wait a minute until I bring you in my charts."</p> + +<p><strong>RUBBING IT IN</strong></p> + +<p>Stepping into his office, he secured a number of charts and also several +sheets of tabulated figures. The charts were beautifully executed and in a +most admirable manner made graphically clear the sound reasoning upon +which Nyall had ordered the changes made. The tabulated figures proved +that his reasoning had been correct. He was positive, forceful, and +insistent in driving home his argument and in compelling his superior to +admit their force and cogency. When it was all admitted and Burton, +fighting to the last ditch, had been over-whelmed, Nyall's unconcealed air +of triumph was keenly and painfully exasperating to the defeated man.</p> + +<p><!-- Page 415 -->This was only the first of the clashes between these two positive minds. +Ordinarily, perhaps, Burton would have preferred efficiency in the factory +to the triumph of his own opinions and ideas, much as it hurt him to be +found in error, But Nyall's disposition to wring the last drop of personal +triumph out of every victory was more than the good man could endure. With +his highly-strung nature, and goaded as he was by intense irritation, the +passion to prove Nyall in the wrong overrode all other considerations. +Thus he began to "cut off his nose to spite his face," as Nyall expressed +it—to conspire against Nyall's success.</p> + +<p>If you have ever witnessed a fight for supremacy between two positive, +powerful, high-strung natures, with unusual resources of intellect and +capacity on both sides, we do not need to describe to you what happened in +the White Rapids Motor Company during the months that followed. Nyall +simply could not understand why Burton should jeopardize the success, and +even the solvency, of his enterprise by plotting against his own works +manager. To his friends he confided: "Honestly, I think the old man is +going crazy. The things he says and the things he does are not the product +of a sane, normal mind." Similarly, Burton could not understand, to save +his life, why Nyall should jeopardize the brilliant future which lay +before him "by bucking his president and general manager," as he put it. +"It is rule or ruin with him," he told his friends. "I never saw a more +stubborn man in my life. He is crazy to have his own way. He wants to take +the bit in his teeth, and if he were permitted to do it, he would run away +and smash himself and everything else."</p> + +<p><strong>BOTH BELLIGERENT AND STUBBORN</strong></p> + +<p>Why did not Nyall resign or, in default of his resignation, why did not +Burton discharge him? Such action was obvious for both men from a mere +common sense point of view, under the circumstances. The answer is that +both men were so obstinate and so set upon winning the fight upon which +they had entered, that neither of them would give up. It all ended <!-- Page 416 -->when +the board of directors finally took a hand and removed Nyall in order to +save the institution from shipwreck.</p> + +<p>Naturally enough, the word went out that Nyall could not stand prosperity; +that when placed in a position of authority and responsibility, he had +lost his head and had nearly wrecked the concern for which he worked. He +found that he could not go back to his old position with the Swift Motor +Company and that his reputation had suffered so seriously that he had to +be satisfied for a long time with a minor position in a rather obscure +concern.</p> + +<p><strong>THE KEY TO THE DIFFICULTY</strong></p> + +<p>Nyall was efficient—unusually efficient—but he did not give satisfaction +with the White Rapids Motor Company. Perhaps we do not need to point to +the moral of this tale. If Nyall had understood his superior and had +conducted himself accordingly, he might himself have been president and +general manager of the White Rapids Motor Company to-day. He would have +known that Burton was not a man to be brow-beaten, not a man to be defied, +not a man to be proven in the wrong. With a little tact and diplomacy, he +could have effected all of the changes he wished without even the +semblance of a clash with his chief. He might even have insisted upon the +first ones he advocated without serious trouble if he had done it in the +right way and if he had not permitted his feeling of personal triumph to +show itself so plainly.</p> + +<p><strong>WHAT MIGHT HAVE BEEN</strong></p> + +<p>In the first place, if he had known Burton as he should, he would have +gone to him before making any changes and said: "Mr. Burton, I understand +that you have given a great deal of time and thought to the routing of +work through the factories; that you have personally directed the building +up of the present system. I usually begin my work by studying the routing, +but if you feel satisfied with this routing, as a result of your study; +and experience, I will devote my time to something else." Approached in +this way, Burton would unquestionably have directed the new works manager +to make a <!-- Page 417 -->complete study of the routing system and to suggest any +possible improvements.</p> + +<p>This story is typical of many others which we have observed more or less +in detail. Nyall was a great success in the Swift Motor Company because +the chief executive of that company was a little mild, good-natured, +easy-going fellow, who not only needed the spur and stimulus of a positive +nature like Nyall's, but was quite frankly delighted with it. If Nyall had +approached him with questions and suggestions and a spirit of constant +bowing to his authority, he would have been as exasperated in his own +quiet way as Burton was with the opposite treatment. His constant +injunction to his subordinates was: "Do not come to me with details. Use +your own judgment and initiative. Go ahead. Do it in your own way. I hold +you responsible only for results."</p> + +<p><strong>ALWAYS "SOME OTHER WAY"</strong></p> + +<p>In his "Message to Garcia," Elbert Hubbard has the following to say:</p> + +<p>"You, reader, put this matter to a test:</p> + +<p>"You are sitting now in your office—six clerks are within call. Summon +any one of them and make this request: 'Please look in the encyclopedia +and make a brief memorandum for me concerning the life of Correggio.'</p> + +<p>"Will the clerk quietly say, 'Yes, sir,' and go do the task?</p> + +<p>"On your life, he will not. He will look at you out of a fishy eye and ask +one or more of the following questions:</p> + +<p>"'Who was he?'</p> + +<p>"'Which encyclopedia?'</p> + +<p>"'Where is the encyclopedia?'</p> + +<p>"'Was I hired for that?'</p> + +<p>"'Don't you mean Bismarck?'</p> + +<p>"'What's the matter with Charlie doing it?'</p> + +<p>"'Is he dead?'</p> + +<p>"'Is there any hurry?'</p> + +<p>"'Shan't I bring you the book and let you look it up yourself?'</p> +<!-- Page 418 --> +<p>"'What do you want to know for?'</p> + +<p>"And I will lay you ten to one that after you have answered the questions, +and explained why you want it, the clerk will go off and get one of the +other clerks to help him try to find Garcia—and then come back and tell +you there is no such man. Of course, I may lose my bet, but, according to +the Law of Average, I will not."</p> + +<p>Now, there are many executives so constituted that they are not only +willing, but glad, to explain the why and the wherefore of the orders they +give. When they give the order, they are oftentimes willing to listen to +suggestions, and oftentimes to adopt them. These are men of the +deliberate, calm, reflective, rather mild type, with only a moderate +development of the crown of the head which shows a love of authority. +Oftentimes, also, they are men of the erratic, impulsive type who realize +their impulsiveness and are rather glad than otherwise to be picked up by +queries and suggestions from their subordinates. But for the man of the +positive, incisive, decided, domineering type these questions and +suggestions, this attitude which proposes that something else ought to be +done, or that the thing ought to be done in "some other way," are +exasperating in the extreme. Since this is the usual type of man to be +found in industrial business, it is not strange that so many employees, +perhaps efficient enough otherwise, fail to give satisfaction. It is +because they seemingly cannot overcome their itch to do the thing "some +other way." There is the best of all psychological reasons why every +employee should read and take to heart Elbert Hubband's "Message to +Garcia."</p> + +<p>Over and over again, young men and young women have come to us saying: "I +wish you would tell me why I cannot hold a position. I know I do the work +well enough, but, somehow or other, I seem to be unfortunate. I have +trouble with everyone I work for and cannot remain in any one position for +very long." In practically every case the trouble has been that the young +man or the young woman did not understand the simple principles of human +nature.</p> + + +<!-- Page 419 --> +<p><strong>HOW TO TAKE DISCIPLINE</strong></p> + +<p>Many sensitive souls do not understand that a wide-headed man of the bony +and muscular type, with high, retreating forehead, prominent brows, large +nose, high in the bridge, prominent teeth and mouth, and somewhat +retreating chin, is intensely energetic, practical and impatient—that he +wants to see things done—that he demands results and cannot wait for +them. He is inclined to be nervous and irritable. When things go wrong, or +he thinks they go wrong, he says things, says them with brutal frankness +and considerable vigor. He may even use profanity and call names. He is +especially impatient with and exasperated by excuses, since his passion is +for results. An excuse to him is like a red rag flaunted in a bull's face. +His irritation is relieved by speech. Afterward he passes on and probably +forgets all about the incident. Certainly he does not hold it against the +employee personally.</p> + +<p>If, in addition to his other characteristics, this man also has a high +crown, he is inclined to be domineering and exacting. Since his whole +intention in his sharp speeches is to stimulate his employees to greater +efficiency, and since the farthest thing from his thoughts or his +intentions is to hurt their personal feelings, there is probably nothing +that will so quickly and thoroughly arouse his resentment as any +expression, word or act of wounded pride on the part of his employee.</p> + +<p>Most employees make the serious mistake of taking criticism or censure as +a personal matter. They should reflect that their employer has no interest +in hurting their feelings—that what he wants is efficient service, +profitable not only to himself but to the employee, and that, according to +his type and his knowledge, he is taking the best possible means to secure +it.</p> + +<p>When an employee enters an organization, he becomes an integral part of a +complicated service-rendering and profit-making machine. If he has any +tender personal feelings, he should wrap them up carefully in an envelope +of indifference and lock them away safely in the strong box of ambition. +Then he is perfectly willing to let his employer call him a <!-- Page 420 -->blockhead, +provided the result is increased efficiency and profit.</p> + +<p><strong>TOO MUCH DIGNITY</strong></p> + +<p>A young man of our acquaintance once went to work as assistant to the +manager of an insurance company. This young man was quiet, hard-working, +dependable, and efficient. With his self-effacing modesty and the +remarkable accuracy and care with which he attended to every detail of his +work, he would have made an ideal assistant to most employers. The manager +of this insurance company, however, was jovial, friendly, social, witty, +and companionable. At first he was delighted with his new assistant. As +time went on, however, the young man's solemnity, his taciturnity, and the +quiet, dignified way in which he permitted all attempts at sociability and +jocularity to pass over his head, as it were, unnoticed, began to get on +his employer's nerves.</p> + +<p>"If I don't get that young man out of the office, I will either murder him +or commit suicide," he told us. "Efficient? Lord, yes! I never knew +anybody so damnably efficient. Dependable? He is so dependable that he is +uncanny. I would rather have a human being around who is willing to smoke +a cigar with me once in a while, to crack a joke, or at least to laugh at +my jokes. Just to break the monotony, I would be perfectly willing to have +him make a few mistakes, to forget something. I have lots of faults—too +many, I guess, to be comfortable around such a paragon of perfection as +that boy."</p> + +<p>Now, the truth of the matter was, as we well knew, that this young man, +while serious-minded and efficient, had a keen sense of humor, appreciated +a good joke, and was at times very merry with his own companions. He had +in his mind, however, a certain ideal conduct for a business man. And to +the best of his ability, he lived up to this ideal, no matter what the +personality of his employer.</p> + +<p><strong>"FAMILIARITY BREEDS CONTEMPT"</strong></p> + +<p>Many employees make the mistake of attempting familiarity with employers +whose dignity is largely developed and whose <!-- Page 421 -->sociability and sense of +humor are only moderate or even deficient. The man whose head shows its +longest line from point of chin to crown, who has a long face with long, +vertical lines, whose lips are rather thin, whose forehead is rather +narrow and somewhat retreating, and whose back-head is only moderately +developed or even deficient, is not a man to slap on the back. He will +resent any familiarity or any jocular attempt to draw him down on a plane +of equality with his employees. If such a man is also fine-textured, he is +very sensitive and must be treated with deference and respect. If he has a +short upper lip, he is amenable to flattery, but the flattery must be +delicate and deferential.</p> + +<p>Even when these characteristics are not extreme and the habitual attitude +of an employer is one of geniality, with a certain amount of jocularity, +employees should be on their guard, especially if the executive has a +square head behind. Such a man, like Cousin Egbert, in Harry Leon Wilson's +story, "Ruggles of Red Gap," "can be pushed just so far." It is dangerous +to try to push him any further. He has a very true and proper sense of +dignity and, while he is perfectly willing to be sociable and to live with +his employees upon terms of friendliness, he knows well how to check any +exuberance which tends to trench upon familiarity.</p> + +<p><strong>THE "NAPOLEONIC" EXECUTIVE</strong></p> + +<p>There is a type of employer who has a high, well-rounded, long head; his +head is also wide above the ears, but rather narrow back of the ears. He +is usually light in complexion, fine textured—a good combination of the +bony and muscular type and the fat man type. This man's eyes are the +neither round, wide-open eyes of simple credulity nor the long, narrow, +somewhat oblique slits of secretiveness, avarice, shrewdness and +suspicion. His face tends to roundness, curves and dimples, and his lips +are rather full. His head is especially high and dome-shaped just above +the temples and behind the hair line. His chin may be fairly well formed +or it may be <!-- Page 422 -->narrow and retreating. If it is of the narrow and retreating +variety, then some of the characteristics are accentuated.</p> + +<p>This man is a man of intense enthusiasm, great energy, a desire to +accomplish things and to be the head of whatever he undertakes. He is +eager, responsive, emotional, ambitious, and erratic. He is often +brilliant, nearly always resourceful, conceives large projects, attempts +big things, makes friends with important people, and often secures a very +enviable reputation, at least for a time. But this man has his faults. He +is emotional and enthusiastic. He throws himself intensely into the +accomplishment of one ambitious plan after another. He has not the +calmness of dispassionate judgment and the deliberateness necessary to be +a good judge of men. He lacks real courage and therefore attempts to cover +up his deficiency by bluff and bluster. Because of his poor judgment in +regard to human nature, he frequently selects employees on the impulse of +the moment, absolutely without reference to their fitness for the work he +wants them to do. The ruling emotion which prompts him in selection may be +any one of a dozen. We have seen men like this select important +lieutenants because of their personal attractiveness, because someone else +wanted them, because of similarity of tastes in matters wholly irrelevant, +because the fellows knew how to flatter, out of sympathy for their +families, and, in one pathetic case, because the young man thus chosen had +painstakingly read through an immense set of books supposed to be +representative of the world's best literature.</p> + +<p><strong>INJUSTICE TO EMPLOYEES</strong></p> + +<p>In many cases, enthusiasm and optimism on the part of such executives have +placed men in positions far beyond their capacity and loaded them with +responsibilities for which they had no aptitudes. Oftentimes such rapid +promotion and such sudden increase of income have utterly turned the head +of the victim, setting him back years in his normal development and his +pursuit of success.</p> + +<p>Because the sudden infatuations of such executives are <!-- Page 423 -->based upon emotion +and not judgment, they flicker out as quickly as the emotion evaporates. +Then ensues a period of suspicion, oftentimes wholly unjust. Because the +executive lacks real courage, every word and every act of the employee +makes him afraid that there is something sinister and dangerous behind it. +This is accentuated by the fact that, deep down in his own heart, the +executive knows that he does not understand men. When this condition of +affairs arises, both the executive and his employee are utterly miserable +unless the employee, being a man of judgment, and understanding the +situation in its essence, has the good sense either to bring the executive +willy-nilly to a complete readjustment of their relations or to resign. +Oftentimes, however, the employee has a larger salary than he ever +received before—he also feels certain that if he resigns, he cannot +secure so large a salary in any other place—and so he hangs on, hoping +against hope that the attitude of his superior will change. The executive, +on his part, feels that he ought to discharge the employee. He is not +satisfied with him. He is suspicious of him. He is afraid of him. He +realizes that he has used bad judgment in selecting him. But he lacks the +courage to discharge the man and oftentimes, for this reason, resorts to a +series of petty persecutions in an attempt to make him resign.</p> + +<p><strong>HOW TO STEER A DIFFICULT COURSE</strong></p> + +<p>The employee who is suddenly taken up, flattered, and offered an unusually +good position by a man of this type would do well to hesitate long before +accepting. If he does accept, he should take care that he does not attempt +anything beyond his powers and that he does not accept a larger salary +than he is able to earn. Once in his position, he should be modest, +efficient, and do his best to keep out of cliques and inside politics. At +the same time, he should take great care not to offend those who are +powerful. The employees of every "Napoleonic" executive are, by the very +nature of the organization, forced into politics. Tenure of office, +promotion, and increase in pay all depend, not upon real service—although +<!-- Page 424 -->real service counts; not upon efficiency and merit—although these also +count; but primarily upon the whims and caprices of an employer of this +type. Every employee of any importance, therefore, does his best, first, +to keep his own relations to his employer on a frank, easy, confidential +basis; second, in so far as in him lies, to be at peace with all his +fellow employees. We have seen some of the most valuable men of their kind +we have ever met suddenly discharged without a word of explanation by +employers of this type. The trouble was that someone who could get a +hearing carried a bit of scandal, perhaps without the slightest foundation +in fact, to the ever-suspicious ears of the boss. The boss, because he +lacked the courage to admit that he had listened to such gossip, removed a +man who had served him satisfactorily for years without a word of warning, +and without a hearing.</p> + +<p>Unless you understand human nature, and if you are at all responsive to +appreciation, there is probably no greater pleasure than to work for such +a man as we have described, so long as the sunshine of his favor falls +upon you. But, as a general rule, we find their employees anything but +happy. Almost without exception they feel that their tenure of office +hangs by the slenderest of threads and that it is necessary to regard all +of their fellow employees with suspicion. Some men enjoy working in this +fevered atmosphere. If you are one of them, there are excellent +opportunities for you in the employ of a man of this type. But you will do +well always to have a good safe place prepared in which to land if you +should suddenly be dropped.</p> + + +<p><strong>THE BLUFFER</strong></p> + +<p>In all of your dealings with the man who lacks real courage, remember that +his blustering and show of bravery is only an assumption to cover up his +deficiencies and that if you yourself have the courage to face him and, in +the language of the street, "to call his bluff," he will quiet down and be +perfectly amenable to reason. But be sure to observe your man carefully +and accurately before trying to call his bluff.</p> + + +<!-- Page 425 --> +<p><strong>SUCCESS AS AN EMPLOYEE</strong></p> + +<p>The ultimate success of every employee depends, first of all, upon his +selection of the kind of work for which he is pre-eminently fitted; +second, his selection, so far as possible, of the kind of employer and +superior executive under whom he can do his best work; third, upon his +study and mastery of every possible resource of knowledge and training +connected with the technical and practical aspects of his work; fourth, +upon his careful and scientific development of all of the best and most +valuable assets in his character; fifth, upon a thorough understanding and +application of the principles of personal efficiency; sixth, upon an +accurate knowledge of the character, disposition and personal +peculiarities of his employer or employers and superior executives; +seventh, upon an intelligent and diplomatic adjustment of his methods of +work, his personal appearance, his personal behavior, his relationship +with his fellow employees and with his employers, to the end of building +up and maintaining permanently the highest possible degree of confidence +in him and satisfaction with his service.</p> + + + +<hr /> +<p><a name="pg429" id="pg429"></a></p> +<h2>PART FOUR</h2> +<h3>PRINCIPLES AND PRACTICE OF CHARACTER ANALYSIS</h3> + + +<!-- Page 429 --> + +<h2>CHAPTER I</h2> + +<h3>THE SCIENTIFIC BASIS OF CHARACTER ANALYSIS</h3> + +<p>A few years ago we were content to guess, to follow tradition, and to +charge up to the caprices of fate or an all-wise Providence the failures +we experienced as a result of our ignorance. Then someone, less bound by +tradition than the average, discovered that exact knowledge was obtainable +about most subjects. Scientific research took the place of guess-work or +mere haphazard leaps in the dark. We began to observe, classify, measure, +weigh, test, and record, instead of guess. Thus science was born.</p> + +<p>As far back as human records go men have made observations upon others, +have formed certain conclusions as a result of these observations, and +have recorded them. Some were accurate and valuable; others merely +ludicrous and misleading. Tens of thousands of men and women have +attempted to analyze human character, but most of them became lost in a +maze of apparent contradictions and gave up in despair, content to follow +impression and intuition. Though they became discouraged and abandoned the +field, each of these workers contributed something of value to the +subject, and to-day we have a science of character analysis exact enough +to add very greatly to our wisdom in dealing with humanity and its +problems.</p> + +<p><strong>LIMITATIONS OF THE SCIENCE</strong></p> + +<p>We do not wish you to misunderstand our claims for the science. Character +analysis is not a science in the mathematical sense. As we said in our +introduction, we cannot place a man on the scales and determine that he +has so many milligrams of industry, or apply measurements and prove that +he has so many centimeters of talent for salesmanship. Nor can we, using +the method of the chemist, apply the litmus to his stream of consciousness +and get his psychical reaction in a demonstrable way. We are glad we +cannot, else humanity <!-- Page 430 -->might lose the fine arts of coquetry and conquest. +Perhaps we never shall be able to do these things, but that is small cause +for discouragement. What we do claim for the science of character analysis +is that it is classified knowledge based upon sound principles; that it is +as accurate as the science of medicine; that it can be imparted to others; +and, best of all, that anyone can test it for himself beyond any question +of doubt.</p> + +<p><strong>TESTS SHOW UNTRAINED JUDGMENT UNRELIABLE</strong></p> + +<p>"Oh, I'm a pretty good judge of men," people say to us. We have heard this +declaration thousands of times in the last seventeen years. Occasionally +it was, no doubt, true, but more often not, even when the statement was +made in the greatest sincerity. So we determined to test the ability of +the public to analyze men. The first test appeared in a number of +magazines, giving a profile and full-face view, showing the hands of a +young man. A few simple questions were asked concerning him, such as +these:</p> + +<p>"Would you employ this man?</p> + +<p>"If so, would you employ him as salesman, executive, cashier, clerk, +chemist, mechanic?</p> + +<p>"Is he healthy, honest, industrious, aggressive?</p> + +<p>"Would you choose him as a friend?"</p> + +<p>Of 5,000 replies but 4.1 per cent were right or nearly right. Some of the +replies were astounding. One manager of a big business wrote: "This man +would be an exceptionally honest and trustworthy cashier or treasurer." +One sales manager replied: "I would like to have this man on my sales +force. He would make a hummer of a salesman, if I am any judge of men. His +hands are identical with my own," etc., etc. But the climax was reached +with this letter from a young lady: "He would be a devoted husband and +father. I would like him as a friend."</p> + +<p>Our own analysis of this man, from photographs on a test, was as follows:</p> + +<p>"We would not employ this man.</p> +<!-- Page 431 --> +<p>"He is not healthy.</p> + +<p>"He is intelligent.</p> + +<p>"He is not honest.</p> + +<p>"He is not industrious.</p> + +<p>"He is aggressive in a disagreeable way.</p> + +<p>"We would not choose him as a friend.</p> + +<p>"John Doe is a natural mechanic who has had very little training in that +line of work. Being exceedingly keen and intelligent, without right moral +principles, he has used his natural mechanical ability in illegitimate +lines."</p> + +<p>Here is a brief sketch of John Doe, furnished by a gentleman who +befriended him and has followed his career for years:</p> + +<p>"John is thirty-one years of age and has just been released from a term in +Sing Sing Prison. The crime for which he served sentence was burglary. He +made a skeleton key with which he gained access to a loft where were +stored valuable goods. He stole three thousand dollars worth of these from +his employer. He admits that he has committed other crimes of forgery and +theft. Perhaps the cleverest of these was forgery which was never +discovered. He is exceedingly friendly and makes friends easily. He is, +however, very erratic and irritable in disposition and often quarrelsome. +He is a fair example of a common type which has intelligence and skill but +has not learned to direct his activities along constructive lines."</p> + +<p>A more complicated advertisement followed this first one, giving the +portraits of nine men, each successful in his chosen work because well +fitted for it by natural aptitude as well as by training. People were +asked to state the vocation of each. Out of 4,876 replies but three were +correct.</p> + +<p><strong>SOME FUNDAMENTAL TRUTHS</strong></p> + +<p>Surely, when the untrained judgment of intelligent people goes so wide of +the mark, it is worth while to inquire whether or not science can come to +the rescue. Perhaps a brief <!-- Page 432 -->examination of some well-established truths +about human beings will aid in finding an answer to our query.</p> + +<p>The science of character analysis by the observational method is based +upon three very simple scientific truths:</p> + +<p>First, man's body is the product of evolution through countless ages, and +is what it is to-day as the result of the combined effect upon it of +heredity and environment.</p> + +<p>Second, man's mind is also the product of evolution through countless +ages, and is what it is to-day as the result of the effect upon it of the +same heredity and the same environment as have affected his body.</p> + +<p>Third, man's body and man's mind profoundly affect each other in all of +their actions and reactions and have affected each other through all the +centuries of their simultaneous evolution.</p> + +<p><strong>EVOLUTION OF BLONDES AND BRUNETTES</strong></p> + +<p>Men's bodies differ from one another in many ways. A little scientific +investigation soon proves to us that these differences are the result of +differences in heredity and environment. Men's minds differ from one +another in countless ways. Scientific investigation also proves that these +mental differences, or differences in character, are also the result of +differences in heredity and environment.</p> + +<p>For example, people whose ancestors, through countless ages, lived in the +bright sunlight and tropical luxuriance of the warmer climes, have dark +eyes, dark hair, and dark skin because nature found it necessary to supply +an abundance of pigmentation in order to protect the delicate tissues of +the body from injury by the actinic rays of the sun. The same soft +luxuriance of their environment has made these people slow, easy-going, +hateful of change, introspective, philosophical and religious. On the +other hand, people whose ancestors dwelt for centuries in the cold, dark, +cloudy and foggy climate of Northwestern Europe have less need for +pigmentation and are, therefore, flaxen-haired, blue-eyed and +white-skinned.</p> + +<p>The hardships and rigors of this Northern climate made <!-- Page 433 -->these people +aggressive, active, restless, fond of variety, and, because of their +fierce struggle for existence, exceedingly practical, matter-of-fact, and +material.</p> + +<p><strong>WHY NOSES DIFFER IN SIZE AND SHAPE</strong></p> + +<p>Another example illustrates this truth clearly: The type of human nose +evolved in warm, humid climates is low and flat, with large, short +passageways directly to the lungs. People living in such a climate have +little need for great energy and activity, since there is food in +abundance all around them. On the other hand, the type of nose evolved in +a cold, dry climate is high in the bridge, with thin nostrils, so that the +air may be both warmed and moistened before reaching the lungs. People +living in such a climate have great need for activity, both in order to +secure the means of subsistence and in order to keep themselves warm. Thus +we find that the low, flat nose is everywhere the nose of indolence and +passivity, while the large nose, high in the bridge, is everywhere an +indication of energy and aggressiveness.</p> + +<p><strong>WHY SOME HEADS ARE HARD, OTHERS SOFT</strong></p> + +<p>In brief, then, darkness of color is not the cause of deliberation and +conservatism, but both darkness of color and conservatism are results of +the same causes, namely, a heredity and environment which produce these +characteristics. Blonde coloring is not a cause of restless activity, but +both the color and the activity are the result of evolution in a cold, +dark, rigorous climate.</p> + +<p>A striking example of the working out of the three truths which we have +given is seen in the consistency of the body. Hard hands, hard muscles, +and, in general, a dense, compact, unyielding consistency of fiber, are +both inherited and acquired as the result of hard physical labor and the +enduring of hardships. As is well known, those who spend their lives in +grinding toil in the midst of hard conditions care little for the finer +sentiments and sympathies of life. They have no time for them, no energy +left for them. By the very necessities <!-- Page 434 -->of their lot they are compelled to +be hostile to change, free from all extravagance, and largely impervious +to new ideas. Therefore, wherever we find hardness of consistency we find +a tendency to narrowness, parsimony, conservatism, and lack of sympathy. +Looking at this fact from a little different angle, we see that, since the +body affects the mind and the mind the body so profoundly, the body of +hard fiber, being impervious to physical impressions, will yield but +slowly and meagerly to those molecular changes which naturally accompany +emotional response and intellectual receptivity.</p> + +<p>These are but a few examples of the truths upon which the science of +character analysis by the observational method is based. Many others may +occur to you. Many others have been observed, traced and verified in our +work upon this science.</p> + +<p><strong>A BRIEF RECAPITULATION</strong></p> + +<p>Briefly recapitulating, we see that for every physical difference between +men there is a corresponding mental difference, because both the physical +differences and the mental differences are the result of the same heredity +and environment. We see, further, that these physical and mental +differences are not only results of the same environment affecting the +individual through his remote ancestry, but that they are tied together by +cause and effect in the individual as he stands to-day.</p> + +<p><strong>BASIS OF CLASSIFICATION</strong></p> + +<p>We have told you that the science of character analysis is classified +knowledge. It is clear to you by this time that the knowledge which lies +at the basis of this science is knowledge concerning physical and mental +differences and their correspondences. In this science, therefore, since +we are to observe physical differences and from them to determine +differences in intellect, in disposition, in natural talents, in character +in general, our first classification must deal with these physical +differences.</p> + +<p>Men differ from one another in nine fundamental ways <!-- Page 435 -->These ways are: +color, form, size, structure, texture, consistency, proportion, +expression, and condition. Let us consider each of them briefly.</p> + +<p><strong>COLOR</strong></p> + +<p>Color is, perhaps, the most striking variable. You instantly observe +whether a person is white or black, brown or yellow. Indeed, so striking +are these variations that they were formerly the basis upon which humanity +was divided into races.</p> + +<p>We have already briefly touched upon the cause for pigmentation and the +indications of differences in color. For many years anthropologists were +at a loss to understand exactly why some men were black and others white. +About twenty years ago, however, Von Schmaedel propounded the theory that +pigmentation in the hair, eyes and skin was Nature's way of protecting the +tissues from injury by the actinic or ultra-violet rays of the sun, which +destroy protoplasm. Following the enunciation of Von Schmaedel's theory, +prolonged experimentation was made by many anthropologists, chief among +whom was our own late Major Charles E. Woodruff, of the U.S. Army. In +Major Woodruff's book, "The Effects of Tropical Light Upon White Men," are +to be found, set forth in a most fascinating way, evidences amounting +almost to proof of the correctness of Von Schmaedel's theory.</p> + +<p>Since Major Woodruff's book appeared, many other anthropologists have +declared their acceptance of the theory, so that to-day we may assert with +confidence that the black man is black because of the excessive sunlight +of his environment, and that the white man is white because he and his +ancestors did not need protection from the sun. Mountain climbers cover +their faces and hands with a mixture of grease and lamp-black in order to +prevent sunburn. When in India we wore actinic underwear, dark glasses, +and solar topees to protect us from the excessive light.</p> + +<p><strong>DIFFERENCES BETWEEN BLONDES AND BRUNETTES</strong></p> + +<p>Now, in regard to differences in character between the dark races and the +white races, you have only to consider the <!-- Page 436 -->languorous air of the tropics +and sub-tropics, the abundance of food, the small need for fuel, clothing +and shelter—in general, everything in the environment which tends to make +man indolent and to give him plenty of time for introspection, philosophy, +theology, and the occult.</p> + +<p>The dweller in Northern climes has had to wrestle with rapid changes, +demands for food, clothing, shelter and fuel, relative scarcity of all +these and difficulty of securing them—in short, nearly every possible +element in his surroundings which would compel him to get out and hustle, +to take an active interest in material things, to be constantly on the +alert both mentally and physically—in a word, to master and conquer his +environment.</p> + +<p>These are some of the differences between the dark and the white races. We +find the same differences in proportion between blondes and brunettes in +the white races.</p> + +<p><strong>HAVELOCK ELLIS ON BLONDES AND BRUNETTES</strong></p> + +<p>The noted anthropologist Havelock Ellis says, in regard to this:</p> + +<p>"It is clear that a high index of pigmentation, or an excess of fairness, +prevails among the men of restless and ambitious temperament; the +sanguine, energetic men; the men who easily dominate their fellows and who +get on in life, and the men who recruit the aristocracy and who doubtless +largely form the plutocracy. It is significant that the group of low-class +men—artisans and peasants—and the men of religion, whose mission in life +it is to preach resignation to a higher will, are both notably of dark +complexion; while the men of action thus tend to be fair, men of thought, +it seems to me, show some tendency to be dark."</p> + +<p>The practical application of this truth is seen in the fact that the white +races of the earth seem to have a genius for government, for conquest, for +exploration, and for progress; while the dark races of the earth seem to +have a genius for art, for literature, for religion, and for conservatism. +Not long ago we read the conclusions of several anthropologists on <!-- Page 437 -->this +subject. One declared that the first men were undoubtedly brunette, and +that the blonde was an abnormality and rapidly becoming extinct. Another +was equally sure that the pure white blonde was a special creation but +little lower than the angels, and that all the dark races were so colored +by their sins. This is a matter upon which we hesitate to speculate. It +would, however, be of some interest to know the respective coloring of +these two investigators.</p> + +<p><strong>PRACTICAL APPLICATION OF LAW OF COLOR</strong></p> + +<p>Color has its commercial application. The active, restless, aggressive, +variety-loving blonde is found in large proportions amongst speculators, +promoters, organizers, advertising men, traveling salesmen; while the more +stable and constant brunette predominates amongst the plodders, the +planners, the scientists, the administrators, and the conservators. Even +the poets bring out the difference. They sing of the fickle, light-hearted +coquette with golden hair and azure eyes, and of the faithful, constant, +true, undying affection of the lady with soft, brown eyes.</p> + +<p><strong>FORM</strong></p> + +<p>The second variable—Form—refers to form of face and features as seen in +profile. The sharp face, with the long, pointed nose, prominent eyes, +retreating forehead, prominent teeth and retreating chin, is the extreme +convex form. The hammock-shaped face, with high, prominent forehead, flat +brows, deep-set eyes, small snubbed or sway-back nose, retreating teeth +and long, prominent chin, is the extreme concave in form of profile.</p> + +<p>It would involve much dry, technical writing to explain in detail the +scientific reasons why the extreme convex in profile indicates extreme +energy, quickness, impatience, impulsiveness, keenness and alertness of +intellect, and great rapidity in action. The large nose, high in the +bridge, however, indicating, as you have already seen, great energy, is +one of the scientific reasons for this. In a similar way it would take <!-- Page 438 -->me +too long to tell in detail why the extreme concave of profile indicates +just the opposite qualities.</p> + +<p>It is a scientific fact that that which is sharp is penetrating and moves +quickly; that which is blunt is non-penetrating and of necessity moves +slowly. The needle darts through the cloth more quickly than the bodkin. +The greyhound is swifter than the bulldog. The stiletto does quicker work +than the bludgeon. This, of course, is only a symbolism which may make +vivid the truth that the convex man works more rapidly than the concave.</p> + +<p>In commercial work, the man who is successful in positions requiring quick +decision and quick action has a convex profile, while the man whose duties +call for patience, deliberation, reflection, and the ability to plod +should have some modification of the concave form of profile.</p> + +<p><strong>SIZE</strong></p> + +<p>It is an old saying that large bodies move slowly. It would be more +scientifically correct to say that large bodies get under way slowly. +Difference in physical size between men is important in many ways. If, as +William James says, "the causes of emotion are indubitably physiological," +then the smaller the physical bulk which must be affected in order to have +an intense emotion, the more quickly and easily is that intense emotion +aroused.</p> + +<p>Other things being equal, the small man is more excitable and becomes +angry more easily than the large man. He also cools down more quickly. +When the huge bulk of the big man becomes thoroughly aroused, thoroughly +wrought up, it is time to get out of the way and stand from under.</p> + +<p><strong>STRUCTURE</strong></p> + +<p>Hall Caine, the novelist, has an immense head, a slender jaw, and a small, +fragile body. James J. Jeffries, the pugilist, has a comparatively small +head, a large jaw, and huge bones and muscles. Ex-President Taft has a +comparatively small head, round face, round body, round arms and legs. +These are differences in structure.</p> +<!-- Page 439 --> +<p>Hall Caine is of the mental type. He is by nature unfitted to be either a +pugilist, a hammer-thrower, an explorer, a banker, or a judge. He is, +however, pre-eminently fitted to dream dreams of truth and beauty, to +construct those dreams into stories and plays. James J. Jeffries is by +nature and physique fitted for the trade of boiler-maker, for the sport of +pugilism, and for physical and manual accomplishment in general. +Ex-President Taft is by nature and physique fitted to sit quietly in a big +chair and direct the work of others, to administer affairs, to sit upon +the bench and weigh impartially causes of dispute between his fellow men. +As you see, these three are our old friends, the physically frail, the man +of bone and muscle, and the fat man.</p> + +<p>The assignment of vocation according to structure is but common sense. The +dreamer has too slender a body for manual labor and is both too nervous +and too impatient of confinement to sit in an easy chair or on the bench. +The big, corpulent man enjoys the good things of life. He is well +nourished and free from anxiety. He is, therefore, especially well fitted +to judge calmly, deliberately and impartially. The man of bone and muscle +is too busy with his physical activities for dreams and too impatient of +confinement to sit in an easy chair or on the bench.</p> + +<p><strong>TEXTURE</strong></p> + +<p>Men also differ from one another very markedly in texture. This is easily +observable in the texture of hair, skin, features, general body build, +hands and feet. According to Prof. Ernst Haeckel, the skin is the first +and oldest sense organ. Indeed, all the other sense organs and the nervous +system and brain which have evolved in the use of them, are simply +inturned and specialized skin cells. This being true, the texture of the +entire organism, and especially the brain and nervous system, is +accurately indicated by the texture of the skin and its appendages, the +hair and nails.</p> + +<p>Even the most casual observer notes the differences between the man with +coarse hair, coarse skin, rugged features, <!-- Page 440 -->large, loosely-built limbs, +hands and feet, and the man with fine skin, silky hair, delicate, regular +features, slender limbs, and finely moulded hands and feet. The individual +of fine texture is sensitive and naturally refined. He loves beauty. He +does his best work when he is creating something or handling something +which is fine and beautiful. The coarse-textured individual is strong, +vigorous, virile, and enduring. He can do hard, unpleasant work, can go +through hardships, and can remain cheerful even in the midst of grimy, +unpleasant and unlovely surroundings. For these reasons, fine-textured +people do their best work in such lines as art, literature, music, +jewelry, dry goods, millinery, and fine, delicate tools, machinery and +materials; while we must rely upon coarse-textured people to do the heavy, +hard, rough, pioneering and constructive work of the world. Even in art +and literature coarse-textured people produce that which is either +vigorous and virile or gruesome and horrible.</p> + +<p>Because of their refined sensibilities, fine-textured people usually +sympathize with the classes, the aristocracy; the coarse-textured people +with the masses. It is a remarkable fact that practically all of our great +liberators, radicals and revolutionists have been and are men of coarse +texture. There is a great scientific truth underlying the saying amongst +the people that certain ideas or books are "too fine-haired" for them.</p> + +<p><strong>PROPORTION</strong></p> + +<p>One of the most important of all the nine fundamental variables is +proportion. This refers to proportion of one part of the body to another, +of one part of the head to another. Each part of the body and of the head +has its own particular function. Nature is orderly and systematic in all +her work. She does not, therefore, try to digest food with the feet or +pump blood with the hands. She does not try to use our stomachs as means +of locomotion. Neither does she try to make us think with the backs of our +heads.</p> + +<p>No one needs to be told that the long, slender, wiry legs of the deer were +made for swiftness, or that the huge, square, <!-- Page 441 -->powerful jaw of the bulldog +was made to shut down with a vise-like grip that death itself can scarcely +relax. These are crude examples of proportion. In our study and research +we have learned to associate many fine gradations of differences in +proportion with their corresponding differences in mental aptitudes and +character.</p> + +<p><strong>EXPRESSION</strong></p> + +<p>Everything about a man indicates his character. Color, form, size, +structure, texture, consistency, and proportion indicate almost entirely +the man's inherent qualities. It is important for us to determine, +however, in sizing up men, what they have done with their natural +qualifications. This we do by observing Expression and Condition.</p> + +<p>The cruder, simpler emotions are so frankly expressed that even a child or +an animal can tell instantly whether a man is happy or loving, grieved or +angry. These emotions show themselves in the voice, in the eyes, in the +expression of the mouth, in the very way the man stands or sits or walks, +in his gestures—in fact, in everything he does. In the same way, all of +the finer and more elusive thoughts and emotions express themselves in +everything a man says or does. Even when he does his best to mask his +feelings, he finds that, while he is controlling his eyes and his voice, +his posture, gestures, and even handwriting are giving him away. No living +man can give attention to all of the modes of expression at once, and the +trained observer quickly learns to discriminate between those which are +assumed for the purpose of deception and those which are perfectly +natural.</p> + +<p>Transient emotions have transient expression, but the prevailing modes of +thought and feeling leave their unmistakable impress just as surely as +does a prevailing wind mould the form of all the trees growing in its +path. The man who is sly, furtive, secretive, and fundamentally dishonest +need not deceive you with his carefully manufactured expression of +open-eyed frankness and honesty. If you have ever been "taken in" by a +confidence man or a swindler, you either gave <!-- Page 442 -->very slight attention to +his expression or, what is more likely, suspected him but hoped to "beat +him at his own game."</p> + +<p><strong>CONDITION</strong></p> + +<p>Discriminating employers long ago learned to observe carefully the +condition of every applicant. It is now a pretty well accepted fact that +the accountant who neglects his finger nails will probably also neglect +his entries; that the clerk who is slovenly about his clothes will also be +slovenly about his desk and his papers; that the man who cannot be relied +upon to keep his shoes shined and his collar clean is a very weak and +broken reed upon which to lean for anything requiring accuracy and +dependability.</p> + +<p><strong>HOW THE SCIENCE IS VERIFIED</strong></p> + +<p>We have presented to you, in a brief way, the fundamental principles of +the science of character analysis and the nine fundamental variables in +man to which those principles apply. Are we not justified in saying that a +body of knowledge which has been so classified and organized that the main +fundamental facts of it can be presented in a few pages, is, indeed, a +science? Add to this the fact that every conclusion is not only based upon +these fundamental scientific principles, but has been carefully verified +by investigation and observation in not only hundreds but thousands of +cases, and has been used daily for years under the trying conditions of +actual commercial practice, and this science has passed out of the merely +experimental stage.</p> + + +<!-- Page 443 --> +<hr /> +<p><a name="pg443" id="pg443"></a></p> +<h2>CHAPTER II</h2> + +<h3>HOW TO LEARN AND APPLY THE SCIENCE OF CHARACTER ANALYSIS</h3> + +<p>There are two ways to learn any science.</p> + +<p>The first is to begin by collecting all possible facts, recording them and +verifying them under all possible conditions, until they are as thoroughly +established as any facts can be in our imperfect human understanding. The +collection of facts in this way requires the most painstaking research, +oftentimes including many thousands of observations. When all the facts +have been thus collected and verified, they are classified. Then they are +carefully analyzed and an effort is made to find some of the laws which +underlie them. Perhaps, instead of a definite law, all that can be at +first advanced is a hypothesis or theory. This hypothesis or theory having +been formulated, many thousands of observations are taken in an effort to +establish it as a definite law or a principle. Oftentimes whole new realms +have to be explored before this can be determined. Sometimes, after a +theory is advanced, perhaps seems to be approaching complete +establishment, some fact or set of facts is discovered which compels the +setting aside of all old theories and the formulation of a new one. When a +theory has been definitely established as a law, other laws are sought in +the same way until, finally, there are enough laws established to form the +basis of a general principle. Then more laws and more principles are added +in the same way until, finally, the body of knowledge has become +sufficiently accurate, sufficiently definite and sufficiently organized +and classified to be called a science.</p> + +<p><strong>HOW SCIENCE SLOWLY EVOLVES</strong></p> + +<p>This is the way in which all of the sciences known to man were first +learned; that is to say, they were learned by their formulators coincident +with the process of their formulation. <!-- Page 444 -->This is a slow and laborious process +of learning. Few, if any, sciences have ever been thus mastered by any one +individual. Indeed, the certain establishment of a very few facts, or, +perhaps, only one important fact, the formulation of a theory, or the +final statement of a law is usually the limit of the contribution of any +one person to any science.</p> + +<p>No science is independent. The science of physics, for example, could +never have reached its present-day state of development if it had not laid +heavy tribute upon the sciences of mathematics, astronomy, chemistry, +geography, mechanics, optics, and others. In a similar way, the science of +character analysis has derived many of its facts, laws, and even +principles, from the sciences of physics, chemistry, biology, +anthropology, ethnology, geography, geology, anatomy, physiology, +histology, embryology, psychology, and others. Since this is true, it is +obvious that the work of collecting, verifying, classifying, analyzing, +and organizing the facts upon which the science of character analysis is +based has been going on from the very dawn of civilization. Many +investigators, students and scholars, in many branches of knowledge, have +labored, added their little mite to the sum total, and passed on. The net +result of all their work, all their thousands of years of research, +investigation, study and thought, can now be gathered together and +presented in so simple a form that it can be learned by anyone of +intelligence in a few months. It took humanity untold thousands of years +to learn the scientific truth that the earth is an oblate spheroid. Many +men gave their lives to establish the truth. As a result, to-day every +schoolboy learns and understands the fact within a very few days after his +first opening of a text book on geography. Thousands of scholars have been +working on the science of physics from the dawn of human intelligence down +to the present date. Now a high school student learns all of its +essentials and fundamentals in a short term of fourteen weeks.</p> + +<p><strong>A SHORT CUT TO KNOWLEDGE</strong></p> + +<p>The second method of learning a science, therefore, is to <!-- Page 445 -->take advantage +of all that has been done and, instead of beginning with facts and working +up to principles, begin with principles and work down to a practical +application amongst facts.</p> + +<p>There are many ways of learning principles. One may memorize them from +books, or have them set forth and explained by an instructor or lecturer, +or stumble upon them in general reading, or work out a series of carefully +prescribed experiments in a laboratory, leading up to an enunciation of +the principles or, through its intelligent application in the world of +work, establish it in one's consciousness.</p> + +<p>The student who learns his laws and principles out of books may have a +very clear and definite understanding of them. He may be able to add to +them or to teach them. But he has little skill in their practical +application as compared with the student who learns them in a laboratory. +Furthermore, the laboratory student is at a disadvantage, probably, as +compared with the man who makes intelligent application of the laws and +principles to his daily work. So well recognized by educators is this +truth that no attempt is made in our colleges and universities and, for +the most part, even in our high schools, to teach sciences involving +observation, logical reasoning and sound judgment purely out of books. +Medicine, surgery, agriculture, horticulture, mechanics and other such +sciences are now taught almost entirely by a combination of text books and +actual practice. This rule also applies to the science of character +analysis.</p> + +<p><strong>LEARN THE PRINCIPLES</strong></p> + +<p>The first step in the mastery and practical use of the science of +character analysis is to learn the principles and the laws which underlie +them. These principles and laws are comparatively few in number and +comparatively simple. They are all classified under and grouped around the +nine fundamental variables, a list of which was given in the preceding +chapter.</p> + +<p>The best way to learn a principle is not to memorize it, but <!-- Page 446 -->to +understand it. Learn, if possible, the reason for its existence, at least +in a general way; the laws which underlie it, and the facts upon which it +is based. The student who memorizes the words, "all bodies attract one +another directly in proportion to their mass and inversely in proportion +to the square of the distance between them," knows little or nothing about +the law of gravitation, while the student who understands just what those +words mean, whether he is able to repeat them correctly or not, does know +the law of gravitation, and, if necessary, can probably apply it. The boy +who learns that any object weighs less on a mountain-top than at the sea +level learns an interesting and perhaps valuable fact. The man who learns +that the law involved in this fact is the law of gravitation has learned +something which he may be able to apply in a thousand ways. The man who, +in the future, may learn <em>why</em> the law of gravitation operates as it does, +may open untapped reservoirs of power for himself, for all humanity, and +for all future generations. Therefore, in learning a principle, learn not +only to understand it, but, if possible, <em>why</em>.</p> + +<p><strong>DEMONSTRATE AND VERIFY</strong></p> + +<p>Having gained as complete as possible an understanding of the laws and +principles of the science of character analysis, the next step is to +demonstrate to your own satisfaction that they are sound. This process +will also enable you to understand them even more definitely and +specifically than before.</p> + +<p>When you learn, for example, that a blonde is more volatile, more fond of +change and variety, more inclined to pioneering and government, than the +brunette, you have learned an important law. When you study carefully the +history of the evolution of the blonde and brunette races, you know why +the law is as it is. But when you have gone out and observed several +hundred blondes and several hundred brunettes and have seen them manifest +dispositions, aptitudes and characteristics in accordance with the law, +you have not only demonstrated the law to your own satisfaction, but you +understand <!-- Page 447 -->it even better than before. Furthermore, you are far better +able than ever to determine the characteristics of the people you meet, as +indicated by their color.</p> + +<p><strong>ANALYZE YOURSELF</strong></p> + +<p>There are many good reasons why the very first application of the +knowledge of the principles and laws of character analysis should be to +yourself. While, in one sense, you know your own thoughts and feelings and +innermost desires and ambitions better than anyone else does, in another +and very important sense, your friends and relatives probably understand +you far better than you understand yourself. If you need any demonstration +of this truth, look for it amongst your relatives and friends. You may +have a relative, for example, who is very modest, retiring and diffident, +who lacks self-confidence, who imagines that he is unattractive, +unintelligent, and below the average in ability. You and all the rest of +his friends, on the other hand, know that he has genuine talent, that he +has an unusually attractive personality once his self-consciousness has +been laid aside, that he is intelligent and far above the average in +ability. Contrariwise, you may know someone who vastly over-estimates +himself, whose own opinion of himself is at least fifty per cent higher +than that of his relatives and immediate acquaintances. If other people, +therefore, do not understand themselves, is it not at least probable that +you do not understand yourself? So universal is this lack of self-under +standing that the poet expressed a real human longing when he said:</p> + +<p>"Oh, wad some power the giftie gie us +To see oursels as others see us! +It wad frae mony a blunder free us<br /> +<span style="margin-left: 3em;">And foolish notion:</span><br /> +What airs in dress and gait wad lea'e us<br /> +<span style="margin-left: 3em;">And even devotion!"</span></p> + +<p>Careful analysis of yourself, however, with your own intimate knowledge of +the depths of your being will do more than <!-- Page 448 -->give you an understanding of +your own character. It will give you a better understanding of some, at +least, of the laws and principles of character analysis. For this reason, +it will also give you a far more intimate understanding of others.</p> + +<p><strong>COMPARE INDICATIONS AND CHARACTERISTICS</strong></p> + +<p>When you have learned what certain physical characteristics indicate, +practise observing these indications amongst the people whom you know +well. Try your skill at making the connection between the indication and +the characteristics which, according to the science, it indicates. For +example, go over in your mind all of the blondes you know and trace in +their dispositions and characters, as you know them, the evidences of +volatility, love of variety, eagerness, exuberance, positiveness, and +other such characteristics. Take careful note as to how these qualities +manifest themselves; observe differences in degrees of blondness, and +corresponding differences in the degrees in which the characteristics +indicated show themselves. Observe, also, how the various characteristics +manifest themselves in combination. For example, note the difference +between a blonde with a big nose and a blonde with a small nose.</p> + +<p><strong>ANALYZE, CHECK UP AND VERIFY</strong></p> + +<p>When you have analyzed yourself and your relatives, friends and +acquaintances, you will be ready to begin on the analysis of people +previously unknown to you. You will find them everywhere—in street-cars, +in stores, on the streets, in churches and theaters, on athletic fields, +in offices, in factories, in schools and in colleges. When you have +analyzed them as carefully as you can and, if possible, have written down +a brief outline of your analysis of them, check up and verify; find out +how far you have been right. If, in any case, you find that you have been +mistaken, find out why—study the case further. You have already +demonstrated and verified your principles; therefore, either you have made +an error in your observation or you have reasoned illogically in drawing +your <!-- Page 449 -->conclusions. Find out which it is and correct your analyses—then +verify them.</p> + +<p>This is a practice which, if you are at all interested in human nature, +you will find intensely fascinating. It is one which you can pursue for +years and not find it monotonous. Not a day will pass, if you are diligent +in this practice, in which you will not learn something new, something +interesting, something valuable. Those who have studied and practised this +science for many years are, almost without exception, the ones who are +most eager and enthusiastic about making these observations, analyses and +verifications.</p> + +<p><strong>STUDY TYPES</strong></p> + +<p>Perhaps one of the most interesting and valuable forms of exercise in the +practical application of this science is the study of types and their +variations. Anyone who has observed humanity knows that, while no two +persons are exactly alike, practically all human beings can be classified +satisfactorily into comparatively a few general types. We have considered +some of these types at length in earlier chapters of this book. It is by a +study and comparison of people belonging to these general types, the +careful noting of resemblances and differences, that the science of +character analysis becomes almost as easy as the reading of a book. If you +see a man for the first time who resembles in many important particulars +of appearance some man you know well, study him to see whether he will not +manifest in much the same way the same characteristics as your friend. +This kind of observation, intelligently made, is the basis of accuracy and +swiftness in making analyses.</p> + +<p><strong>KEEP ACCURATE AND ADEQUATE RECORDS</strong></p> + +<p>The human mind is an excellent storehouse of knowledge, but it should not +be over-burdened. One of the first principles of efficiency as enunciated +by Mr. Harrington Emerson is: "If you would find the best, easiest and +quickest ways to the desirable things of life, keep and use immediate, +reliable, adequate, and permanent records."</p> +<!-- Page 450 --> +<p>The complete record of an analysis should show the name, address, sex, +exact age, height, weight, and all other essential physical +characteristics of the person analyzed, classified under the head of the +nine fundamental variables. It should show your conclusions as to his +ability, disposition, aptitudes and character in general. It should also +show the result of any further observations for the purpose of verifying +your conclusions, and should be so kept that, if, at any time in the +future, the individual should speak or act in any way which is either a +striking verification of the analysis or in striking disparity with it, +these incidents may be recorded and their relationship to what has gone +before on the record studied.</p> + +<p>Such records as these are valuable in many ways. When you have collected a +large number of them, they become the basis of statistics, averages, and +other interesting and important collections of facts.</p> + +<p><strong>STICK TO THE PRINCIPLES</strong></p> + +<p>It has been our universal experience amongst practitioners of this science +that those who adhere most closely and most faithfully to its principles +are most successful. There is always a strong inclination, especially on +the part of those who are just beginning and those who are unusually +emotional and sympathetic, to make exceptions. It is very difficult for +some people of exceedingly sympathetic and responsive natures to analyze +correctly. The personality of the individual being analyzed appeals to +them either favorably or unfavorably. Perhaps his words make a strong +impression upon them. All these things cloud the analyst's judgment and, +instead of applying the principles rigidly, he falls back upon the old, +unreliable method of analyzing by means of his "intuitions."</p> + +<p>The laws and principles of the science of character analysis are based +upon scientific truths regarding the development, evolution, history, +anatomy and psychology of the human race. They have been verified by +hundreds of thousands of careful observations. They have stood the test of +years of practical <!-- Page 451 -->use in the business world. They are now being +successfully applied in commerce, in industry, in education, and in the +professions, by thousands of people. They can be relied upon, therefore, +to give you an intimate knowledge of the ability, disposition, aptitudes, +and character in general of every human being who comes under your careful +observation.</p> + + +<!-- Page 453 --> +<hr /> +<p><a name="pg453" id="pg453"></a></p> +<h2>CHAPTER III</h2> + +<h3>USES OF CHARACTER ANALYSIS</h3> + +<p>The old-time farmer planted his potatoes "in the dark of the moon." He +probably took good care not to plant them on Friday, never planted a field +of thirteen rows, and would have been horrified at putting them into the +ground on the same day when he has spilled salt or broken a mirror. By +taking all of this superstitious care to insure a good crop, he probably +counted himself lucky if he got 100 bushels to the acre. Eugene Grubb, out +in Wyoming, by throwing superstition to the four winds and depending, +instead, upon exact scientific knowledge, leaves luck out of the question +and knows that he will net 1,000 bushels to the acre.</p> + +<p>One thousand years ago or more, our educational methods stiffened and set +in the rigid moulds of tradition. For nine hundred years civilization and +progress stood still. Then here and there men began to break the moulds +with hammers of scientific knowledge. Education, instead of blindly +following traditional forms, began to shape itself more and more to exact +knowledge of the child nature and its needs—very slowly, cautiously and +tentatively at first, but, as knowledge grew, with more and more boldness +and freedom. This is one of the reasons why the last one hundred years has +seen greater progress toward our dominion over the earth than all of the +thousand years before it.</p> + +<p>For more than four thousand years—perhaps more than five thousand—men +have been constructing buildings with bricks. Brick-laying was a trade, a +skilled occupation, almost a profession, but its methods were based upon +traditions handed down from father to son, from journeyman to apprentice, +unbroken throughout that entire four-thousand-year period.</p> + +<p>Then a bricklayer and his wife defied the heavens to fall, threw aside +traditions and began to apply exact knowledge <!-- Page 454 -->to brick-laying. As a +result, they learned how to lay bricks three times as rapidly as the best +workman had ever been able to before—and with less fatigue.</p> + +<p><strong>SCIENCE TAKES THE PLACE OF GUESSWORK</strong></p> + +<p>Fifty years ago, the merchant and the manufacturer guessed at their costs +and fixed their prices with shrewd estimates as to their probable profits. +They also guessed as to which departments of their business paid the most +profit, how much and what kind of material they should buy, where the best +markets were to be found, what would be the best location for their stores +and factories, and many other important factors of profitable enterprise. +Some of these old worthies were good guessers. They built up fairly large +business institutions and made some very comfortable fortunes.</p> + +<p>The business men of to-day—who are, indeed, of to-day and not a relic of +yesterday and the day before yesterday—have an exact and detailed +knowledge of their costs, determine prices scientifically, know definitely +where are the best markets and what are the best locations for their +factories, forecast with a reasonable degree of accuracy their need for +materials, determine in a laboratory just which materials will best supply +their needs, and in many other ways walk upon solid highways of exact +information rather than upon the quaking bog of guesswork. Partly because +of this, they have built up a multitude of institutions, each of them far +larger than the largest of the olden days and have made fortunes which +make the big accumulations of other days seem like mere pocket money. In +making these fortunes for themselves, they have enabled millions not only +to enjoy far larger incomes than people of their class and situation ever +received before, but to enjoy conveniences and luxuries beyond even the +dreams of the rich men and kings of olden days.</p> + +<p><strong>RANDOM METHODS YIELD TO SCIENTIFIC</strong></p> + +<p>In the old-time factories the various departments of work, machinery and +equipment in each of the departments were <!-- Page 455 -->arranged almost at random. Even +a few years ago we sometimes saw factories in which the materials worked +upon were moved upstairs, then downstairs, then back upstairs, hither and +yon, until a diagram of their wanderings looked like a tangle of yarn. +Even in offices, desks were placed at random and letters, orders, +memoranda, and other documents and papers were moved about with all of the +orderliness and method of a school-girl playing "pussy wants a corner." +Modern scientific management, horrified at the waste of time and energy, +makes accurate knowledge take the place of this random, helter-skelter, +hit-or-miss basis of action and multiplies profits.</p> + +<p>If the old-time farmer rotated his crops at all, he did it at random. He +was, therefore, a little more likely than not, perhaps, to put a crop into +a field which had been exhausted of the very elements that crop most +needed. By this method and by other superstitious, guesswork, traditional, +random, and neglectful methods, he struggled along on an average of about +twenty bushels of corn to the acre, proudly defying anybody to teach him +anything about farming out of books, or any white-collared dude from an +agricultural college to show him anything about raising corn. Hadn't he +been raising corn for nigh on forty years? How could there, then, be +anything more for him to learn about its production?</p> + +<p>But a little twelve-year-old boy down in what had always been supposed to +be the poor corn lands of Alabama, by the painstaking application of a +little simple knowledge, produced 232 and a fraction bushels of corn on +one acre of land. Other boys in all parts of the South and of the corn +belt began producing from 100 to 200 bushels of corn to the acre in the +same way.</p> + +<p><strong>SCIENCE TAKES THE PLACE OF SUPERSTITION</strong></p> + +<p>Because man has lacked accurate knowledge about the world around him, he +has been the credulous victim of countless generations of swindlers, +fakers, fortune-tellers, mountebanks, and others experienced in chicanery. +Speculators used to <!-- Page 456 -->consult clairvoyants, crystal gazers, astrologists +and card-readers for a forecast of business conditions. To-day, through +accurate knowledge based upon statistics relative to fundamental factors +in the business situation, they forecast the future with remarkable +accuracy.</p> + +<p>The practice of medicine was once a combination of superstition, +incantation, ignorance and chicanery. In those days people were swept into +eternity by the millions on account of plague, cholera, and other +pestilences. To-day medical practice is based upon knowledge, and people +who are willing to order their lives in accordance with that knowledge not +only recover from their illnesses, but are scarcely ever ill. The ignorant +man pays $1.00 for a small bottle of colored alcohol and water which some +mountebank has convinced him is a panacea for all ills. In his blindness +he hopes to drink health out of that bottle. The man who knows eats +moderately, drinks moderately—if at all—smokes moderately—if at +all—does work for which he is fitted and in which he can be happy, +secures recreation and exercise according to his own particular needs, and +almost never thinks of medicine. Should he need treatment, however, he +goes to a man who has scientific knowledge of diagnosis and materia +medica. The first man, in all likelihood, goes to an early grave, +"stricken down by the hand of a mysterious Providence." The second man +lives to a ripe old age and enjoys life more at eighty than he did at +eight or eighteen.</p> + +<p>Fifty years ago, mothers relied upon tradition and maternal instinct in +the care of their babies. More than one-half of all the babies born died +before they were five years old. The wise mother of to-day knows what she +is doing, and, as a result, infant mortality amongst the babies in her +hands becomes an almost negligible quantity.</p> + +<p><strong>NEGLECT YIELDS TO SCIENCE</strong></p> + +<p>Because we did not know how to take care of them, we neglected our forests +until they became well nigh extinct. To-day, by means of the science of +forestry, we are slowly <!-- Page 457 -->winning back the priceless heritage we almost +threw away. Because of our ignorance, we neglected the by-products of our +fields, our mines, and our industries, and no one can compute the fortunes +we lost. Through scientific knowledge, we have begun to utilize these +by-products. Some of the greatest of modern industries, and the fortunes +which have grown out of them, are the result.</p> + +<p>Selling and advertising used to be done partly by tradition and partly by +instinct, so called. To-day, while they have, perhaps, not been reduced to +exact sciences, they are based more and more upon exact knowledge, so that +merchandizing has become less and less a gamble and more and more a +satisfaction.</p> + +<p>Since, through scientific knowledge, man has wrought such miracles in +agriculture, construction, education, commerce, industry, finance, +medicine, war, mining, and practically all of his other activities, it is +time he applied the same scientific methods to that without which all +these wonderful things would never have been executed, namely, his mind +and soul.</p> + +<p><strong>SCIENTIFIC KNOWLEDGE OF SELF</strong></p> + +<p>In Part One of this book we have attempted to show the benefits which +follow upon self-knowledge as to vocation. But this is only one phase, +after all, of your life and activity. Obedience to the injunction, "know +thyself," will help, also, to solve many of the hard problems you meet in +education, social life, religion, morality, and family relations. The man +who, through character analysis, has a scientific knowledge of himself, +has therein a valuable guide to self-development and self-improvement. He +knows which qualities to cultivate and which to restrain. He knows what +situations and associations to avoid so that his frailties and weaknesses +will handicap him as little as possible.</p> + +<p><strong>SCIENTIFIC KNOWLEDGE IN EMPLOYMENT</strong></p> + +<p>In Part Two we have shown briefly the application of knowledge of human +nature to the selection, assignment and <!-- Page 458 -->management of employees. In +common with so many other important matters, this has been left in the +past very largely to superstitious traditions, guesswork, random, +hit-or-miss methods, chicanery, and so-called intuition. Now, for the sake +of his profits, and also for the sake of the fellow human beings with whom +he deals, the wise employer is seeking for and, in many cases, using exact +knowledge.</p> + +<p><strong>SCIENTIFIC KNOWLEDGE IN PERSUASION</strong></p> + +<p>In Part Three we have referred to the use of character analysis in +persuasion. Without this knowledge, it is the most natural thing in the +world for the man who seeks to persuade others to present to them the +arguments and suggestions which would appeal to him. Long ago some wise +man said: "If you would persuade another, put yourself in his place; look +at the matter through his eyes." 'Twas easier said than done. You cannot +put yourself in another's place or see things from his point of view +unless you know him accurately, which is possible only through the science +of character analysis. We have often found people who have lived together +for a lifetime who neither knew nor understood each other.</p> + +<p><strong>SCIENTIFIC KNOWLEDGE IN SOCIAL RELATIONS</strong></p> + +<p>Man's fundamental needs are food, drink, clothing, shelter, work, +companionship, and rest. If one of man's fundamental needs is +companionship, then he needs to know how to be successful socially. Most +people deeply feel this need. One of the most frequent questions we are +called upon to answer is: "How can I be a greater social success?" Social +success depends upon personal attractiveness in the broadest sense of that +term and upon a desire to make the most of that attractiveness. Many +people have great social ambitions but, for some reason or other, are so +unattractive that they are social failures. There are others who have +pleasant personalities but who, because of other interests, neglect their +social opportunities.</p> +<!-- Page 459 --> +<p>Personal attractiveness depends, first, upon the development of those +elements which are pleasing to others, such as intelligence, judgment, +reason, memory, sympathy, kindliness, courtesy, tactfulness, refinement, a +sense of humor, decision, adaptability, self-confidence, proper personal +pride, dignity, and perhaps others; second, upon a knowledge of each +individual with whom one comes in contact, so that one knows best how to +gain that person's favorable attention, to arouse his interest, and to +give him pleasure.</p> + +<p>Many people are shy, diffident, self-conscious, and painfully embarassed +in the presence of strangers. They feel these deficiencies keenly. They +long, perhaps with an intensity which the naturally self-possessed person +will never know, for that social ease which they so greatly admire. Their +self-consciousness, diffidence and timidity in the presence of others is +very largely the result, first, of a lack of knowledge of themselves and +how to make the most of their own good qualities socially; second, of a +lack of knowledge of other people. It is a human trait deeply ingrained +and going back to the very beginning of life to be afraid of that which we +do not understand. Courage, self-confidence, and self-possession always +come with complete understanding. Therefore, these timid, bashful ones may +find, and many of them have found, greater social ease through a knowledge +of themselves and of others, gained through a study of character analysis.</p> + +<p><strong>LOVE AND MARRIAGE</strong></p> + +<p>We shall probably not be disputed when we state that, aside from religion, +at least, the most momentous problem in the life of every man and woman is +that of love and marriage.</p> + +<p>Says Edward Carpenter: "That there should exist one other person in the +world toward whom all openness of interchange should establish itself, +from whom there should be no concealment; whose body should be as dear to +one, in every part, as one's own; with whom there should be no sense of +Mine or Thine, in property or possession; into whose mind one's <!-- Page 460 -->thoughts +should naturally flow, as it were, to know themselves and to receive a new +illumination; and between whom and one's self there should be a +spontaneous rebound of sympathy in all the joys and sorrows and +experiences of life; such is, perhaps, one of the dearest wishes of the +soul. For such a union Love must lay the foundation, but patience and +gentle consideration and self-control must work unremittingly to perfect +the structure. At length, each lover comes to know the complexion of the +other's mind; the wants, bodily and mental; the needs; the regrets; the +satisfactions of the other, almost as his or her own—and without +prejudice in favor of self rather than in favor of the other; above all, +both parties come to know, in course of time, and after, perhaps, some +doubts and trials, that the great want, the great need, which holds them +together is not going to fade away into thin air, but is going to become +stronger and more indefeasible as the years go on. There falls a sweet, an +irresistible trust over their relation to each other, which consecrates, +as it were, the double life, making both feel that nothing can now divide; +and robbing each of all desire to remain when death has, indeed (or at +least in outer semblance) removed the other.</p> + +<p>"So perfect and gracious a union—even if not always realized—is still, I +say, the bona fide desire of most of those who have ever thought about +such matters."</p> + +<p><strong>A HEAVEN ON EARTH</strong></p> + +<p>In such a union as the author quoted has here described men and women find +life's deepest and truest joys and satisfactions. In it there is solace +for every sorrow, balm for every wound, renewal of life for every +weariness, comfort for every affliction, a multiplication of every joy, a +doubling of every triumph, encouragement for every fond ambition, and an +inspiration for every struggle. Those who are thus mated and married have +found a true heaven on earth. But such a mating and such a marriage is +not, as many fondly suppose, based solely upon the incident of "falling in +love." If we have no other advice to give the young man or the young woman +than <!-- Page 461 -->that which has so often been given, "let your heart decide," we +have, indeed, little to offer.</p> + +<p><strong>MARRIAGE A PRACTICAL PARTNERSHIP</strong></p> + +<p>The marriage relationship is not wholly, or even chiefly, a romantic and +ethereal social union far above and unaffected by material and practical +considerations. While this spiritual union is an essential part of every +true marriage, it cannot exist unless there is also a true union upon +intellectual and physical planes. Marriage is, in one sense, a business +partnership. In another sense, it is an intellectual companionship, and in +still another sense, it is a friendly, social relationship.</p> + +<p>A man and a woman are, therefore, mated in the true sense of the word, not +alone by a mysterious and intangible spiritual identity, but by mutual +beliefs, mutual ideas and ideals, mutual or harmonious tastes, mutual +physical attractiveness, and mutual respect and admiration each for the +other's talents, disposition, aptitudes, and character in general. One of +the reasons why there are so many unhappy marriages is because a blind +instinct, which may be purely physical or purely intellectual or purely +psychical, which may be a mere passing fancy, which oftentimes is based +upon the flimsiest and shallowest possible knowledge of each other's +characteristics, is mistaken for love. Many marriages, of course, are +consummated without even the existence of an imagined love—marriages for +convenience, marriages because of pique, marriages arranged by parents or +others. When such a marriage is a happy one, it is, indeed, by virtue of +great good fortune, a happy accident.</p> + +<p><strong>KNOWLEDGE THE BASIS OF CHOICE</strong></p> + +<p>Since a true marriage, therefore, must encircle with its golden band and +harmonize all of the psychical, intellectual and physical qualities, +activities and interests of two people, it follows that it must be based +upon knowledge as well as intuition. He who would choose a mate must, +first of all, understand himself, so that he may know what qualities will +be most agreeable to him. This may seem unnecessary, but, <!-- Page 462 -->unfortunately, +it is not. Any man who will compare his youthful tastes and judgment in +regard to women with his mature inclinations will see the truth.</p> + +<p>Second, he ought to know before he reaches the point of falling in love, +the disposition and character of those to whom his fancy turns. When +propinquity and mere physical attraction have aroused the emotions of a +young couple, the ardor of their excitement so obscures observation and +judgment that any careful analysis of each other's characteristics is +impossible. Even if such an analysis were possible, one could not be +intelligently made by a mere observation of behavior and conversation, +even under the most advantageous circumstances. As a general rule, young +people associate together in their "company clothes and company manners." +Every possible endeavor is made to show forth that which is considered to +be most desirable and to conceal, so far as possible, that which may be +undesirable. Even traits and tendencies which do manifest themselves do so +under disguise, as it were, and their full seriousness is not recognized. +In fact, many a young man and young woman have found the very +characteristics which appeared most charming in a lover or sweetheart the +ugly rock upon which marital happiness was wrecked.</p> + +<p><strong>"CHARMS" WHICH PROVE DEADLY</strong></p> + +<p>For example, many girls admire rather fast young men. But few wives find +happiness with drunken, gambling, unfaithful husbands. Many young women +experience a delightful thrill of interest in the young man who is +inclined to be somewhat authoritative. But few wives submit with pleasure +to the exactions of a domineering husband. Some young women find a gay, +careless irresponsibility charming in a lover but bitterly resent having +to shoulder all the burdens of financing and maintaining a home.</p> + +<p>In a similar way, some men admire dimpled, pouting girls, but they +cordially detest whimpering, whining wives. Most men are flattered by an +air of helpless dependence in a sweetheart, but they soon grow tired of a +wife who cannot think <!-- Page 463 -->and act for herself and who is, perhaps, an +imaginary or real invalid.</p> + +<p>These characteristics in both men and women may be mere affectations and +mannerisms, assumed for the purpose of imagined allurement and charm. Or +they may be bedded deep in the character. Only a scientific knowledge of +human nature will reveal the truth.</p> + +<p><strong>KNOWLEDGE IN MARITAL RELATIONS</strong></p> + +<p>No matter how truly mated a man and woman may be, life-long happiness in +the marriage relation depends upon mutual understanding. Many a noble ship +of matrimony has been wrecked hopelessly upon the jagged rocks of +misunderstanding. Character analysis opens the eyes, reveals tendencies +and motives and offers true knowledge as a guide to the making of one's +self truly lovable, and the finding and bringing out in the other of +lovable qualities.</p> + +<p>An intelligent woman of thirty once said to us: "I could never get along +with my father. As soon as I began to have a mind of my own, he and I +clashed, notwithstanding the fact that I loved him and he idolized me. +After I had married and left home, my love for him frequently drew me back +under his roof for a visit. But before I had been there a week we had +somehow managed to have a bitter quarrel and separated in anger. After I +learned to apply the principles of character analysis, I returned home on +a visit and the first thing I did was to analyze father. For the first +time in my life I understood him. Since that time we have never clashed, +and my visits with him are a great joy to me as well as to him."</p> + +<p>We have in our files a sheaf of letters from both men and women telling of +the regaining of a lost paradise through mutual knowledge and mutual +understanding.</p> + +<p><strong>THE SCIENCE OF CHARACTER ANALYSIS NOT A CURE-ALL</strong></p> + +<p>We do not offer the science of character analysis as a panacea. We have +already emphasized the fact that mere knowledge of one's true vocation is +not enough for an unqualified <!-- Page 464 -->success in it. We do not believe that +character analysis alone will solve the age-long problem of capital and +labor, nor do we hold forth the promise that a scientific knowledge of +human nature will enable every individual who obtains it to be uniformly +successful in selling, advertising, public speaking legal practice, and +other forms of persuasion. The serious and intricate puzzles of social +life will find no golden key which unlocks them all in the science of +character analysis. The supreme problems of love, marriage, marital +relations, divorce, and family life are far beyond the limited scope of +character analysis for their complete solution. Human life; human +efficiency; human mental, moral, and physical development; human +civilization in all of its aspects, are a matter of slow evolution, with +many a slip backward. He is either self-deceived or a charlatan who claims +to have found that which will enable the race to arrive at perfection in a +single bound.</p> + +<p>On the other hand, just so far as even one spark of true knowledge is a +light on the way, to the degree in which one little adjustment helps men +to harmonize with nature and her eternal forces, and in the measure in +which one solid step adds to the causeway which man is building out of the +mire of ignorance to the heights of wisdom—in so much is the science of +character analysis an aid to man and his striving toward perfection and +happiness.</p> + +<p><strong>THE END</strong></p> + + +<!-- Page 465 --> +<hr /> +<p><a name="pg465" id="pg465"></a></p> +<h2>APPENDIX</h2> + +<p>REQUIREMENTS OF THE PRINCIPAL VOCATIONS</p> + +<p>NOTE.—In the following lists the principal physical, intellectual, +emotional and volitional qualifications needful for success in a number of +representative vocations are given. The list of vocations is general, not +detailed, and is by no means exhaustive. The qualifications suggested are +also somewhat general in their nature. The list, therefore, is a valuable +guide to the general vocation for which an individual may be fitted, but +should be supplemented with much more detailed and specific analysis in +order to determine his exact place in that vocation. We have used the +words "Activity" and "Inactivity" in listing physical requirements. These +refer to the man of bone and muscle, in the first case; to the physically +frail or the fat man, in the second.</p> + +<table width="80%" border="0"> + <tr> + <td colspan="2"> <strong>ADVERTISING</strong> </td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> +Good Health <br /> +Exuberant Vitality<br /> +Energy + </td> + </tr> + <tr> + <td>INTELLECTUAL </td> + <td> +Originality<br /> +Practical Judgment<br /> +Keen Observation<br /> +Appreciation of Form, Color, and Proportion<br /> +Resourcefulness<br /> +Mental Industry<br /> +Foresight<br /> +Knowledge of Human Nature<br /> +Constructive Ability<br /> +Command of Language<br /> +Analytical Powers<br /> +Critical Faculties<br /> +Method, Orderliness<br /> +Sense of Humor<br /> +<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> +Optimism<br /> +Ambition<br /> +Sympathy<br /> +Friendliness<br /> +Courage<br /> +Love of Beauty<br /> +Honesty<br /> +Enthusiasm<br /> +Ideals<br /> +<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> +Decision<br /> +Initiative<br /> +Persistence<br /> +Thoroughness<br /> +Aggressiveness<br /> +Self-control<br /> +<br /></td> +</tr> +</table> +<!-- Page 466 --> +<table width="80%" border="0"> + <tr> + <td colspan="2"><strong>AGRICULTURE</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Energy<br /> + Endurance<br /> + Skill<br /> + Strength<br /> + Activity<br /> + Medium or Medium Fine Texture<br /> + Elastic Consistency<br /><br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation<br /> + Practical Judgment<br /> + Analytical Ability<br /> + Accuracy<br /> + Foresight<br /> + Method, Order, System<br /> + Constructive Ability<br /> + Mechanical Ability<br /> + Imitativeness<br /> + Memory<br /> + Mastery of Detail<br /><br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty--Prudence<br /> + Love of Nature<br /> + Love of Beauty, Optimism<br /> + Obedience<br /> + Dependableness<br /> + Teachableness<br /><br /></td> +</tr> + <tr> + <td>VOLITIONAL </td> + <td> Industry, Perseverance<br /> + Thoroughness, Patience<br /> + Carefulness<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + <tr> + <td colspan="2"><strong>ARCHITECTURE</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Skill<br /> + Inactivity<br /> + Fine Texture<br /></td> +</tr> + <tr> + <td>INTELLECTUAL </td> + <td> Keen Observation<br /> + Appreciation of Form, Color, Proportion, Line Distance<br /> + Constructive Ability<br /> + Mathematics<br /> + Memory<br /> + Concentration, Language<br /> + Accuracy<br /> + Originality<br /> + System, Order, Plan, Method<br /> + Resourcefulness<br /> + Artistic Sense<br /></td> +</tr> + <tr><!-- Page 467 --> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Love of Beauty<br /> + Enthusiasm, Friendliness<br /> + Courage<br /> + Ambition<br /> + Dependability<br /> + Prudence<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Decision<br /> + Initiative<br /> + Persistence<br /> + Thoroughness<br /> + Carefulness<br /> + Patience<br /> + Executive Ability<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>ART</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td>Health<br /> + Skill<br /> + Nerve Control<br /> + Endurance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation<br /> + Fine Appreciation of Form, Color, Proportion<br /> + Memory<br /> + Originality<br /> + Concentration<br /> + Constructive Ability<br /> + Mental Industry<br /> + Mastery of Detail<br /> + Artistic Sense<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Love of Truth<br /> + Love of Beauty<br /> + Enthusiasm<br /> + Responsiveness<br /> + Courage<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Perseverance<br /> + Capacity for Taking Pains<br /> + Patience<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>ATHLETICS</strong></td> + </tr> + <tr> + <td>PHYSICAL </td> + <td> Health<br /> + Nerve Control<br /> + Vitality<br /> + Endurance<br /> + Strength, Energy<br /> + Skill<br /> + Activity, Agility<br /> + Speed<br /></td> +</tr> + <tr> <!-- Page 468 --> + <td>INTELLECTUAL</td> + <td> Keen Observation, Quick Thought<br /> + Appreciation of Weight, Size, Distance, Location<br /> + Practical Judgment<br /> + Foresight<br /> + Accuracy<br /> + Knowledge of Human Nature<br /> + Language<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Optimism<br /> + Ambition, Love of Applause<br /> + Enthusiasm<br /> + Loyalty, Obedience<br /> + Self Confidence<br /> + Poise<br /> + Self Control<br /></td> +</tr> + <tr> + <td>VOLITIONAL </td> + <td> Industry<br /> + Decision<br /> + Initiative<br /> + Aggressiveness<br /> + Co-operation<br /> + Perseverance<br /> + Patience<br /> + Carefulness<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>AUTHORSHIP</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Vigor<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Alertness<br /> + Keen Observation, Philosophy<br /> + Reason, Judgment<br /> + Criticism, Memory<br /> + Language, Analysis<br /> + Knowledge of Human Nature<br /> + Knowledge of Life<br /> + Originality, Constructiveness<br /> + Sense of Humor<br /> + Teachableness<br /> + Artistic Sense<br /></td> +</tr> + <tr> + <td>EMOTIONAL </td> + <td> Honesty<br /> + Optimism<br /> + Love of Truth<br /> + Enthusiasm<br /> + Strong Convictions<br /> + Impartiality<br /> + Love of Beauty<br /> + Courage (Not Easily Discouraged)<br /> + Ideals<br /> + Earnestness<br /> + Loyalty<br /> + Poise<br /> + Calmness<br /></td> +</tr> + <tr><!-- Page 469 --> + <td>VOLITIONAL </td> + <td> Industry, Perseverance<br /> + Accuracy, Patience<br /> + Capacity for Drudgery<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>CLERICAL WORK</strong> +</td> + </tr> + <tr> + <td>PHYSICAL </td> + <td> + Health<br /> + Endurance<br /> + Inactivity<br /> + Medium Fine to Fine Texture<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness, Quickness<br /> + Practical Judgment<br /> + Memory<br /> + Accuracy<br /> + Imitativeness<br /> + Mastery of Detail<br /> + Concentration<br /> + System, Order, Method<br /> + Teachableness<br /></td> +</tr> + <tr> + <td>EMOTIONAL </td> + <td> Honesty<br /> + Prudence<br /> + Loyalty<br /> + Obedience<br /> + Dependableness<br /> + Contentment<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Initiative<br /> + Thoroughness<br /> + Patience<br /> + Carefulness<br /> + Tactfulness<br /> + Economy<br /> + Punctuality<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>CONSTRUCTION</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Strength<br /> + Activity<br /> + Energy<br /> + Skill<br /> + Endurance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Practical Judgment<br /> + Appreciation of Weight, Size, Distance<br /> + Constructive Ability<br /> + Mathematics, Mechanical Sense<br /> + Knowledge of Human Nature<br /> + Memory, Accuracy <br /> + System, Order, Method, Plan<br /> + Imitativeness<br /></td> +</tr> + <tr> <!-- Page 470 --> + <td>EMOTIONAL </td> + <td> Honesty<br /> + Courage<br /> + Prudence<br /> + Dependableness<br /> + Enthusiasm<br /></td> +</tr> + <tr> + <td>VOLITIONAL </td> + <td> Industry<br /> + Initiative<br /> + Resourcefulness<br /> + Persistence<br /> + Thoroughness<br /> + Aggressiveness<br /> + Patience<br /> + Carefulness<br /> + Executive Ability<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>EDUCATION</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Good Appearance<br /> + Endurance<br /> + Inactivity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Fair to Keen Observation, Reason<br /> + Memory, Accuracy<br /> + Language, Knowledge of Human Nature<br /> + Logic, Analysis<br /> + Criticism, Sense of Humor<br /> + Concentration <br /> + Order, System, Plan<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Truthfulness<br /> + Love of Children, Sympathy<br /> + Justice, Loyalty, Friendliness<br /> + Enthusiasm, Courage<br /> + Faith, Ideals<br /> + Contentment<br /> + Earnestness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Perseverance<br /> + Thoroughness<br /> + Patience<br /> + Tactfulness<br /> + Executive Ability<br /> + Self Control<br /> + Patience<br /> + Punctuality<br /></td> +</tr> +</table> +<p><br /></p> +<!-- Page 471 --> +<table border="0"> + <tr> + <td colspan="2"><strong>ENGINEERING</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Skill<br /> + Endurance<br /> + Activity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Originality, Resourcefulness<br /> + Constructive Ability<br /> + Concentration, Mathematics<br /> + Mechanics, Practicality<br /> + Foresight, Analysis, Criticism, Exactitude<br /> + Mastery of Detail<br /> + Language, Accuracy<br /> + Order, System, Method, Plan<br /> + Inventiveness<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Enthusiasm<br /> + Courage<br /> + Calmness<br /> + Dependableness<br /> + Impartiality<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Tactfulness<br /> + Initiative, Executive Ability<br /> + Thoroughness<br /> + Perseverance, Ambition<br /> + Aggressiveness, Economy<br /> + Carefulness<br /> + Patience<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + <tr> + <td colspan="2"><strong>EXPLORATION</strong> +</td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Strength<br /> + Vitality, Coarse Texture<br /> + Endurance<br /> + Activity<br /> + Skill<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness, Quickness<br /> + Memory, Practicality<br /> + Originality, Resourcefulness<br /> + Foresight, Knowledge of Human Nature<br /> + Accuracy<br /></td> +</tr> + <tr> <!-- Page 472 --> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Love of Nature<br /> + Courage<br /> + Friendliness<br /> + Prudence<br /> + Enthusiasm<br /> + Optimism<br /> + Obedience<br /> + Dependableness<br /> + Justice<br /> + Ambition</td> + </tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Initiative<br /> + Decision<br /> + Thoroughness<br /> + Patience<br /> + Carefulness<br /> + Tactfulness<br /> + Executive<br /> + Ability<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>FINANCIAL</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Vitality<br /> + Endurance<br /> + Inactivity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Sound Practical Judgment<br /> + Financial Sense<br /> + Mathematics<br /> + Memory, Accuracy<br /> + Foresight, Knowledge of Human Nature<br /> + Imitativeness<br /> + Order, System, Method, Plan<br /> + Organizing Ability<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Dependableness<br /> + Conservatism<br /> + Prudence<br /> + Constancy<br /> + Justice<br /> + Courage<br /> + Faith<br /></td> +</tr> + <tr> <!-- Page 473 --> + <td>VOLITIONAL</td> + <td> Industry<br /> + Executive Ability<br /> + Initiative<br /> + Thoroughness<br /> + Patience<br /> + Carefulness<br /> + Tactfulness<br /> + Ambition<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>FISHING and HUNTING</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Nerve Control<br /> + Vitality<br /> + Skill<br /> + Strength<br /> + Activity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness, Quickness<br /> + Practicality, Memory<br /> + Appreciation of Weight, Size and Distance<br /> + Accuracy, Resourcefulness<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Courage<br /> + Love of Nature<br /> + Enthusiasm<br /> + Prudence<br /> + Love of Conquest<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Decision, Initiative<br /> + Thoroughness, Patience<br /> + Self-control, Carefulness<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>FORESTRY</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Strength<br /> + Endurance<br /> + Activity<br /> + Skill<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen<br /> + Observation, Alertness, Quickness<br /> + Analysis, Criticism<br /> + Concentration, Memory<br /> + Practicality, Accuracy<br /> + Initiativeness, Order, System, Method, Plan<br /> + Teachableness, Constructive Ability<br /></td> +</tr> + <tr> <!-- Page 474 --> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Love of Nature<br /> + Love of Beauty<br /> + Loyalty, Obedience<br /> + Dependableness<br /> + Enthusiasm, Love of Solitude<br /> + Optimism, Faith<br /> + Courage, Prudence<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Decision<br /> + Initiative<br /> + Patience<br /> + Perseverance<br /> + Self-control<br /> + Carefulness<br /> + Executive Ability<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>HOTEL AND RESTAURANT</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Vitality<br /> + Good Appearance<br /> + Inactivity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Keen Sense of Taste<br /> + Appreciation of Color, Form, Proportion, etc.<br /> + Practicality, Knowledge of Human Nature<br /> + Financial Judgment<br /> + System, Order, Method, Plan<br /> + Cleanliness, Neatness <br /> + Memory, Language<br /> + Originality, Constructive Ability<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Prudence<br /> + Friendliness<br /> + Obedience<br /> + Optimism<br /> + Desire to Please<br /> + Cheerfulness<br /> + Sympathy<br /> + Justice<br /> + Courage<br /></td> +</tr> + <tr> <!-- Page 475 --> + <td>VOLITIONAL</td> + <td> Industry<br /> + Tactfulness<br /> + Executive Ability<br /> + Economy<br /> + Initiative<br /> + Efficiency<br /> + Carefulness<br /> + Thoroughness<br /> + Patience<br /> + Self-control<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>INVENTION</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Skill<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen<br /> + Observation, Alertness<br /> + Constructive Ability, Accuracy<br /> + Originality, Resourcefulness<br /> + Concentration, Foresight<br /> + Practical Judgment Inventiveness<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Optimism<br /> + Courage<br /> + Enthusiasm<br /> + Faith<br /> + Ideals<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Perseverance<br /> + Initiative<br /> + Thoroughness<br /> + Patience<br /> + Carefulness<br /> + Self-control<br /> + Ambition<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>JOURNALISM</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Exuberant Vitality<br /> + Endurance<br /> + Activity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Knowledge of Human Nature<br /> + Memory, Language<br /> + Sense of Humor<br /> + Concentration, Judgment<br /> + Foresight, Accuracy<br /> + Originality, Constructive Ability<br /></td> +</tr> + <tr><!-- Page 476 --> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Courage<br /> + Sympathy<br /> + Love of Beauty<br /> + Enthusiasm<br /> + Self-Confidence<br /> + Friendliness<br /> + Love of People<br /> + Interest in People<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Initiative<br /> + Decision<br /> + Aggressiveness<br /> + Tactfulness<br /> + Diplomacy<br /> + Ambition<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>LAW</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Vitality<br /> + Endurance<br /> + Good Appearance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Observation, Alertness<br /> + Concentration, Practicality<br /> + Reason, Logic, Language<br /> + Memory, Foresight<br /> + Knowledge of Human Nature<br /> + Accuracy, Originality<br /> + Resourcefulness<br /> + Sense of Humor<br /> + Order, System, Method, Plan<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Courage<br /> + Fighting Ability, Love of Conquest<br /> + Justice<br /> + Enthusiasm, Loyalty<br /> + Dependableness, Prudence<br /> + Optimism, Friendliness<br /> + Impartiality<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Initiative<br /> + Persistence, Thoroughness<br /> + Carefulness, Patience<br /> + Tactfulness, Diplomacy<br /> + Ambition<br /></td> +</tr> +</table> +<p><br /></p> +<!-- +Page 477 --> +<table border="0"> + <tr> + <td colspan="2"><strong>MANUFACTURING</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Vitality<br /> + Activity<br /> + Skill<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Practicality, Judgment<br /> + Mechanical Sense<br /> + Financial Judgment<br /> + Foresight, Knowledge of Human Nature<br /> + Accuracy, Originality<br /> + Order, System, Method, Plan<br /> + Constructive Ability<br /> + Efficiency<br /></td> +</tr> + <tr><!-- Page 478 --> + <td>EMOTIONAL</td> + <td> Honesty, Courage<br /> + Justice, Loyalty, Co-operation<br /> + Prudence<br /> + Conservatism<br /> + Constancy<br /> + Love of Achievement<br /> + Dependableness<br /> + Optimism<br /> + Faith, Friendliness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Tactfulness<br /> + Initiative<br /> + Executive Ability<br /> + Thoroughness<br /> + Self-control<br /> + Patience<br /> + Ambition<br /> + Carefulness<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>MECHANICS</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Vitality<br /> + Activity<br /> + Skill<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Practicality, Judgment<br /> + Mechanical Sense<br /> + Financial Judgment<br /> + Foresight, Knowledge of Human Nature<br /> + Accuracy, Originality<br /> + Order, System, Method, Plan<br /> + Constructive Ability<br /> + Efficiency<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Courage<br /> + Justice, Loyalty, Co-operation<br /> + Prudence<br /> + Conservatism<br /> + Constancy<br /> + Love of Achievement<br /> + Dependableness<br /> + Optimism<br /> + Faith, Friendliness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Tactfulness<br /> + Initiative<br /> + Executive<br /> + Ability<br /> + Thoroughness<br /> + Self-control<br /> + Patience<br /> + Ambition<br /> + Carefulness<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>MEDICINE</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Vitality<br /> + Strength<br /> + Activity<br /> + Skill<br /> + Good Appearance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Criticism, Practicality, Accuracy<br /> + Common Sense<br /> + Knowledge of Human Nature<br /> + Analysis, Logic, Language<br /> + Memory, Intuition<br /> + Imitativeness, Sense of Humor<br /> + Resourcefulness<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Courage, Sympathy<br /> + Love of People, Love of Helping<br /> + Liking for Human Bodies<br /> + Loyalty, Dependableness<br /> + Constancy, Optimism<br /> + Cheerfulness, Faith<br /> + Secretiveness, Prudence<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Initiative Aggressiveness<br /> + Patience, Carefulness<br /> + Tactfulness, Diplomacy, Self-control<br /> + Calmness, Economy<br /></td> +</tr> +</table> +<p><br /></p> +<!-- +Page 479 --> +<table border="0"> + <tr> + <td colspan="2"><strong>MERCHANDISE</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health, Inactivity<br /> + Vitality<br /> + Good Appearance<br /> + Endurance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Commercial Sense<br /> + Knowledge of Human Nature<br /> + Appreciation of Color, Form, Size<br /> + Proportion and Taste<br /> + Memory, Practicality, Judgment<br /> + Financial Sense, Language<br /> + Foresight, Originality<br /> + Order, System, Method, Plan<br /> + Sense of Humor<br /> + Efficiency<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Justice, Kindness<br /> + Desire to Please, Friendliness<br /> + Prudence, Optimism, Cheerfulness<br /> + Enthusiasm, Self-confidence<br /> + Calmness in Emergencies, Service<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Patience<br /> + Decision<br /> + Self-control<br /> + Persistence<br /> + Thoroughness<br /> + Aggressiveness<br /> + Tactfulness<br /> + Executive Ability<br /> + Ambition<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>MINING</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Strength<br /> + Energy<br /> + Activity<br /> + Endurance<br /> + Skill<br /> + Coarse Texture<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Accuracy, Mathematics<br /> + Analysis, Practicality<br /></td> +</tr> + <tr><!-- Page 480 --> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Courage<br /> + Prudence<br /> + Dependableness<br /> + Optimism<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Decision<br /> + Initiative<br /> + Perseverance<br /> + Patience<br /> + Carefulness<br /> + Self-control<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>MINISTRY</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Vitality<br /> + Good Appearance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Thoughtfulness<br /> + Language<br /> + Knowledge of Human Nature<br /> + Logic, Reason<br /> + Memory<br /> + Sense of Humor<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Love of Truth<br /> + Love of Humanity, Friendliness<br /> + Optimism, Cheerfulness<br /> + Hope, Faith, Courage<br /> + Contentment, Unselfishness, Sympathy<br /> + Loyalty, Enthusiasm<br /> + Earnestness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Initiative<br /> + Perseverance<br /> + Patience<br /> + Tactfulness<br /> + Self-control<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>MUSIC</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Good Appearance<br /> + Vitality<br /> + Skill<br /></td> +</tr> + <tr> <!-- Page 481 --> + <td>INTELLECTUAL</td> + <td> Sense of Rhythm<br /> + Sense of Tune<br /> + Knowledge of Human Nature<br /> + Mathematics<br /> + Language<br /> + Accuracy<br /> + Originality<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Love, Sympathy<br /> + Love of Beauty<br /> + Enthusiasm<br /> + Responsiveness<br /> + Courage<br /> + Ambition<br /> + Love of Applause<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Perseverance<br /> + Patience<br /> + Tactfulness<br /> + Ambition<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>PERSONAL SERVICE</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Neatness<br /> + Good Appearance<br /> + Endurance, Activity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Observation, Alertness<br /> + Knowledge of Human<br /> + Nature Memory, Practicality<br /> + Foresight, Accuracy<br /> + Imitativeness<br /> + Order, System, Method, Plan<br /> + Judgment, Teachableness<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Respectfulness<br /> + Courtesy, Loyalty<br /> + Obedience, Dependableness<br /> + Prudence, Faith<br /> + Contentment, Friendliness<br /> + Desire to Please, Constancy<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Patience<br /> + Perseverance<br /> + Carefulness<br /> + Self-control<br /> + Tactfulness<br /> + Economy<br /> + Punctuality<br /></td> +</tr> +</table> +<p><br /></p> +<!-- +Page 482 --> +<table border="0"> + <tr> + <td colspan="2"><strong>PHILOSOPHY</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Vitality<br /> + Inactivity<br /> + Good Appearance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Reason, Logic, Analysis<br /> + Meditation, Reflection<br /> + Knowledge of Human Nature<br /> + Memory, Originality<br /> + Order<br /> + Constructive Ability<br /> + Language<br /> + Sense of Humor<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty<br /> + Truthfulness<br /> + Love of Humanity<br /> + Calmness<br /> + Impartiality<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Patience<br /> + Perseverance<br /> + Self-control<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>PLATFORM</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Vitality<br /> + Endurance<br /> + Energy<br /> + Good Appearance<br /> + Good Voice<br /> + Good Enunciation<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Memory, Logic<br /> + Language<br /> + Knowledge of Human Nature<br /> + Foresight, Originality<br /> + Dramatic Sense<br /> + Constructive Ability<br /> + Sense of Humor<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Truthfulness<br /> + Courage, Enthusiasm<br /> + Friendliness, Love of People<br /> + Self-possession, Self-confidence<br /> + Enthusiasm, Sympathy<br /> + Faith, Optimism<br /> + Love of Applause<br /> + Ideals, Earnestness<br /></td> +</tr> + <tr> <!-- Page 483 --> + <td>VOLITIONAL</td> + <td> Industry, Aggressiveness<br /> + Initiative, Diplomacy<br /> + Tact, Courtesy, Ambition<br /> + Patience, Self-control<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>POLITICS</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Vitality<br /> + Endurance<br /> + Good Appearance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation<br /> + Practical Judgment<br /> + Knowledge of Human Nature<br /> + Memory of Names and Faces<br /> + Foresight<br /> + Constructive Ability<br /> + Sense of Humor<br /> + Language, Commercial Sense<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Faithfulness to Promises<br /> + Courage, Justice<br /> + Loyalty, Obedience<br /> + Enthusiasm, Prudence<br /> + Love of Power, Faith<br /> + Optimism, Secretiveness<br /> + Love of Applause, Love of People<br /> + Friendliness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Aggressiveness<br /> + Initiative, Executive Ability<br /> + Ambition, Patience<br /> + Carefulness, Diplomacy, Courtesy, Tact<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>SCIENTIFIC RESEARCH</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Keen Eyesight<br /> + Good Hearing<br /> + Inactivity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Criticism<br /> + Analysis, Memory<br /> + Judgment, Accuracy, Concentration<br /> + Order, System, Method, Plan<br /> + Originality<br /></td> +</tr> + <tr> <!-- Page 484 --> + <td>EMOTIONAL</td> + <td> Honesty, Truthfulness<br /> + Love of Nature, Curiosity<br /> + Dependableness, Constancy<br /> + Prudence, Contentment<br /> + Earnestness<br /> + Calmness, Impartiality<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry<br /> + Patience<br /> + Perseverance<br /> + Initiative<br /> + Carefulness<br /> + Perseverance<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>SELLING</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Vitality<br /> + Endurance<br /> + Good Appearance<br /> + Neatness<br /> + Good Voice<br /> + Good Enunciation<br /> + Abundant Energy<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation<br /> + Practical Judgment<br /> + Knowledge of Human Nature<br /> + Memory, Logic<br /> + Language<br /> + Commercial Sense<br /> + Foresight, Originality<br /> + Order, System, Method, Plan<br /> + Constructive Ability Sense of Humor<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Truthfulness<br /> + Courage, Self-confidence<br /> + Love of People, Desire to Please<br /> + Sympathy, Loyalty<br /> + Justice, Dependableness<br /> + Enthusiasm, Faith Optimism, Cheerfulness<br /> + Ideals, Earnestness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Decision, Action, Industry<br /> + Perseverance, Aggressiveness<br /> + Patience, Self-control, Carefulness<br /> + Diplomacy, Tact, Courtesy, Ambition<br /></td> +</tr> +</table> +<p><br /></p> +<!-- +Page 485 --> +<table border="0"> + <tr> + <td colspan="2"><strong>SOCIAL SERVICE</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health + Vitality<br /> + Endurance<br /> + Activity<br /> + Good Appearance<br /><br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Knowledge of Human Nature<br /> + Language, Practical Judgment<br /> + Order, System, Method, Plan<br /> + Memory<br /> + Sense of Humor<br /> + Organizing Ability<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Love of Humanity<br /> + Friendliness<br /> + Honesty, Truthfulness<br /> + Sympathy, Justice <br /> + Loyalty, Courage<br /> + Faith, Optimism, Ideals<br /> + Contentment, Earnestness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Initiative<br /> + Persistence, Patience<br /> + Self-control, Diplomacy<br /> + Courtesy, Tact<br /> + Executive Ability<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>SURGERY</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health, Medium Fine Texture<br /> + Endurance<br /> + Skill<br /> + Activity<br /> + Good Appearance<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Practicality, Judgment<br /> + Memory, Concentration<br /> + Appreciation of Form, Distance, Location<br /> + Foresight, Accuracy<br /> + Imitativeness<br /> + Order, System, Method, Plan<br /> + Constructive Ability<br /> + Knowledge of Human Nature<br /> + Resourcefulness<br /></td> +</tr> + <tr> <!-- Page 486 --> + <td>EMOTIONAL</td> + <td> Honesty, Courage<br /> + Love of Humanity<br /> + Love of Healing<br /> + Prudence, Dependableness<br /> + Constancy, Self-confidence<br /> + Optimism, Cheerfulness<br /> + Faith, Hope, Friendliness<br /> + Calmness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Decision<br /> + Thoroughness, Carefulness<br /> + Tactfulness, Self-control<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>STAGE</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Vitality, Energy<br /> + Good Appearance<br /> + Good Voice<br /> + Good Enunciation<br /> + Gracefulness<br /> + Charm<br /> + Activity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Alertness<br /> + Memory, Language<br /> + Concentration<br /> + Judgment, Foresight<br /> + Knowledge of Human Nature<br /> + Dramatic Sense<br /> + Originality, Imitativeness<br /> + Sense of Humor<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Responsiveness, Courage<br /> + Sympathy, Love of Humanity<br /> + Self-confidence, Love of Applause<br /> + Enthusiasm, Faith<br /> + Optimism, Cheerfulness<br /> + Ideals, Earnestness<br /> + Love of Travel and Excitement<br /> + Friendliness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Perseverance<br /> + Initiative, Thoroughness<br /> + Patience, Carefulness<br /> + Mastery of Detail, Diplomacy<br /> + Ambition<br /></td> +</tr> +</table> +<p><br /></p> +<!-- +Page 487 --> +<table border="0"> + <tr> + <td colspan="2"><strong>STATISTICS</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Inactivity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Memory<br /> + Criticism, Analysis<br /> + Mathematics<br /> + Concentration<br /> + Accuracy<br /> + Order, System, Method, Plan<br /> + Practicality<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Truthfulness<br /> + Curiosity, Dependableness<br /> + Constancy, Prudence<br /> + Contentment<br /> + Earnestness<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Perseverance<br /> + Patience, Carefulness<br /> + Self-control<br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<table border="0"> + + <tr> + <td colspan="2"><strong>THEOLOGY</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Vitality<br /> + Good Appearance<br /> + Inactivity<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Thoughtfulness<br /> + Meditation, Memory<br /> + Language<br /> + Knowledge of Human Nature<br /> + Imitativeness<br /> + Constructive Ability<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Truthfulness<br /> + Justice, Loyalty<br /> + Love of Humanity<br /> + Love of Study<br /> + Religion, Faith<br /> + Ideals, Contentment<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry <br /> + Perseverance <br /> + Patience <br /> + Economy<br /></td> +</tr> +</table> +<p><br /></p> +<!-- +Page 488 --> +<table border="0"> + <tr> + <td colspan="2"><strong>TRANSPORTATION</strong></td> + </tr> + <tr> + <td>PHYSICAL</td> + <td> Health<br /> + Endurance<br /> + Vitality<br /> + Activity<br /> + Energy<br /> + Good Eyesight<br /> + Good Hearing<br /> + Skill<br /> + Quickness<br /> + Agility<br /></td> +</tr> + <tr> + <td>INTELLECTUAL</td> + <td> Keen Observation, Practicality<br /> + Alertness, Judgment<br /> + Memory, Foresight<br /> + Financial Sense<br /> + Accuracy, Originality<br /> + Order, System, Method, Plan<br /> + Constructive Ability<br /> + Knowledge of Human Nature<br /> + Teachableness, Organizing Ability<br /></td> +</tr> + <tr> + <td>EMOTIONAL</td> + <td> Honesty, Courage<br /> + Love of Travel, Desire to Please<br /> + Loyalty, Obedience<br /> + Dependableness<br /> + Prudence, Optimism<br /></td> +</tr> + <tr> + <td>VOLITIONAL</td> + <td> Industry, Persistence<br /> + Initiative, Executive<br /> + Ability Discipline, Ambition<br /> + Economy, Punctuality<br /></td> +</tr> +</table> +<p><br /> +<br /></p> +<p>The Job, the Man, the Boss by Katherine M.H. Blackford, M.D. and Arthur +Newcomb</p> + +<p>The book is <em>scientific</em>, because it is organized knowledge based upon +verified facts.</p> + +<p>It is <em>practical</em>, because it has grown out of fifteen years' experience +in advising young men and young women in the choice of their vocations; +counseling employers in choosing, placing, handling and training employes; +investigating industrial and commercial institutions for the purpose of +professional advice upon efficiency in general and increasing the +efficiency of employes in particular; in the installation, operation, and +supervision of employment departments under the <em>Blackford Employment +Plan</em>.</p> + +<p>It is <em>definite</em>, because it recounts in detail the operation of this +Plan, reproducing all forms and blanks used.</p> + +<p>It is <em>clear</em>, because the story is simply told and illustrated with many +reproductions of photographs.</p> + +<p><strong>Are you an Employer?</strong></p> + +<p>You will find here, fully explained, the scientific basis of +employment—the fundamental principles upon which an efficient working +force is organized. These are not mere theories but are the same +principles upon which all successful employers and managers have built.</p> + +<p>Here is a <em>plan</em>, too, fully tested in practice, and now in use by many +firms.</p> + +<p>Every phase of the relationship between employer and employe is treated +from the standpoint of sound theory and successful practice. These include +<em>analysing</em> the <em>job</em> and the <em>man</em>, <em>choosing executives</em>, the <em>art</em> of +<em>handling men</em>, and <em>educating employes</em>.</p> + +<p><strong>Are you an Employee?</strong></p> + +<p>You want a reliable basis for the analysis of your job, yourself, and your +boss.</p> + +<p>You want to know whether you are the man for your job—and, if not, why +not—and what is the remedy.</p> + +<p>You want to know why you don't get along with your boss—if you don't—and +what is the <em>right kind of boss for you.</em></p> + +<p><strong>Are you in Doubt about your Vocation?</strong></p> + +<p>You will find here much that will be helpful to you in solving the +problem.</p> + +<p><strong>Are you a Parent, a Teacher, a Social Worker?</strong></p> + +<p>This book analyzes clearly the <em>Vocational Problem,</em> and suggests a +practical and effective solution.</p> + +<p><strong>Are you a Student of Human Nature?</strong></p> + +<p>The Job, The Man, The Boss contains <em>much new material, </em> the result of +recent research and experimentation, NEVER BEFORE PUBLISHED. This throws +light upon some of the most important phases of the science of character +analysis.</p> + +<p>"A timely book is this volume of the Newcombs. It has been waited for by +students of management, who have recognized the need of all possible help +in placing the right man in the right job. . . . It is so rich in +suggestion that mere reading, let alone study of the book, is highly +profitable and not without its conviction that the authors have more than +an academic knowledge of the selection and placing of men in work and that +gradually we shall be evolving a science in analyzing 'human capabilities +so far as anything exact is possible in this realm."—Iron Age, July 2, +1914.</p> + +<p>There is something—perhaps many things—of vital importance to you in +this book.</p> + +<p>Price, bound in cloth, postpaid, $1.75.</p> + +<p>Blackford Publishers Inc. 50 East 42 St. New York</p> + +<p><em>The Science of</em> <em>Character Analysis</em> <em>By the Observational Method</em></p> + +<p>BY</p> + +<p>KATHERINE M.H. BLACKFORD, M.D.</p> + +<hr style="width: 45%;" /> + +<p>A complete course of 22 lessons.</p> + +<p>Illustrated with hundreds of halftones from photographs.</p> + +<p>Accompanied by charts.</p> + +<p>Thousands of students and graduates testify to practical and monetary +benefits from use of knowledge and skill in analyzing character resulting +from study of this course.</p> + +<p>The material in this course, together with Dr. Blackford's educational +service, is sufficient to make the student an expert judge of character. +Whether or not he becomes expert depends upon his natural ability and the +diligence with which he studies and practices. Certain it is that the +course will give any faithful student at least a better knowledge of his +fellow men.</p> + +<p>Write for complete information.</p> + +<hr style="width: 45%;" /> + +<p>Blackford Publishers Inc 50 East 42nd St. New York</p> + +<p>[Illustration: Character Craft-The Character Analysis Game]</p> + +<p><em>The NEW Character Analysis Game</em></p> + +<p>Character Craft, prepared under the direction of Dr. Katherine M.H. +Blackford, consists of countless sections of heads, eyes, noses, mouths, +chins, etc., from which you can build anybody's picture, and by referring +to the keybook you'll see what characteristics accompany such features.</p> + +<p>A character analysis party is a fascinating entertainment—the game is +helpful to students and constructive for children. Study and practice will +enable anybody to understand the characteristics of people they meet, and +form accurate impressions of their personalities.</p> + +<p>Sections made of coated 8-ply bristol; packed in attractive, well-built +box, six 18 x 12 inches, with handsome cover lithographed in 8 colors.</p> + +<p>Sent direct, charges prepaid, upon receipt of price, $2.00.</p> + +<p>Blackford Publishers Inc. 50 East 42nd St. New York</p> + +<p> </p> +<hr class="full" /> +<p>***END OF THE PROJECT GUTENBERG EBOOK ANALYZING CHARACTER***</p> +<p>******* This file should be named 12649-h.txt or 12649-h.zip *******</p> +<p>This and all associated files of various formats will be found in:<br /> +<a href="https://www.gutenberg.org/1/2/6/4/12649">https://www.gutenberg.org/1/2/6/4/12649</a></p> +<p>Updated editions will replace the previous one--the old editions +will be renamed.</p> + +<p>Creating the works from public domain print editions means that no +one owns a United States copyright in these works, so the Foundation +(and you!) can copy and distribute it in the United States without +permission and without paying copyright royalties. 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