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.

We have seen that the ideal for the organization is that each man in it shall be so selected, assigned, managed, and educated, that he will express for the organization his highest and best constructive thoughts and feelings.

THE MUTUAL IDEAL—­CO-OPERATION

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.

PART THREE

ANALYZING CHARACTER IN PERSUASION

CHAPTER I

THE PSYCHOLOGY OF PERSUASION

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.

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.