PART FOUR

PRINCIPLES AND PRACTICE OF CHARACTER ANALYSIS

## CHAPTER I

THE SCIENTIFIC BASIS OF CHARACTER ANALYSIS

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.

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.

LIMITATIONS OF THE SCIENCE

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 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.

TESTS SHOW UNTRAINED JUDGMENT UNRELIABLE

"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:

"Would you employ this man?

"If so, would you employ him as salesman, executive, cashier, clerk, chemist, mechanic?

"Is he healthy, honest, industrious, aggressive?

"Would you choose him as a friend?"

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."

Our own analysis of this man, from photographs on a test, was as follows:

"We would not employ this man.

"He is not healthy.

"He is intelligent.

"He is not honest.

"He is not industrious.

"He is aggressive in a disagreeable way.

"We would not choose him as a friend.

"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."

Here is a brief sketch of John Doe, furnished by a gentleman who befriended him and has followed his career for years:

"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."

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.

SOME FUNDAMENTAL TRUTHS

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 examination of some well-established truths about human beings will aid in finding an answer to our query.

The science of character analysis by the observational method is based upon three very simple scientific truths:

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.

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.

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.

EVOLUTION OF BLONDES AND BRUNETTES

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.

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.

The hardships and rigors of this Northern climate made these people aggressive, active, restless, fond of variety, and, because of their fierce struggle for existence, exceedingly practical, matter-of-fact, and material.

WHY NOSES DIFFER IN SIZE AND SHAPE

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.

WHY SOME HEADS ARE HARD, OTHERS SOFT

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.

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 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.

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.

A BRIEF RECAPITULATION

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.

BASIS OF CLASSIFICATION

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.

Men differ from one another in nine fundamental ways These ways are: color, form, size, structure, texture, consistency, proportion, expression, and condition. Let us consider each of them briefly.

COLOR

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.

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.

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.

DIFFERENCES BETWEEN BLONDES AND BRUNETTES

Now, in regard to differences in character between the dark races and the white races, you have only to consider the 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.

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.

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.

HAVELOCK ELLIS ON BLONDES AND BRUNETTES

The noted anthropologist Havelock Ellis says, in regard to this:

"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."

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 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.

PRACTICAL APPLICATION OF LAW OF COLOR

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.

FORM

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.

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 me too long to tell in detail why the extreme concave of profile indicates just the opposite qualities.

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.

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.

SIZE

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.

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.

STRUCTURE

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.

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.

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.

TEXTURE

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.

Even the most casual observer notes the differences between the man with coarse hair, coarse skin, rugged features, 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.

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.

PROPORTION

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.

No one needs to be told that the long, slender, wiry legs of the deer were made for swiftness, or that the huge, square, 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.

EXPRESSION

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.

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.

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 very slight attention to his expression or, what is more likely, suspected him but hoped to "beat him at his own game."

CONDITION

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.

HOW THE SCIENCE IS VERIFIED

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.

## CHAPTER II

HOW TO LEARN AND APPLY THE SCIENCE OF CHARACTER ANALYSIS

There are two ways to learn any science.

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.

HOW SCIENCE SLOWLY EVOLVES

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. 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.

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.

A SHORT CUT TO KNOWLEDGE

The second method of learning a science, therefore, is to 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.

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.

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.

LEARN THE PRINCIPLES

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.

The best way to learn a principle is not to memorize it, but 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 _why_ 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, _why_.

DEMONSTRATE AND VERIFY

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.

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 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.

ANALYZE YOURSELF

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:

"Oh, wad some power the giftie gie us To see oursels as others see us! It wad frae mony a blunder free us And foolish notion: What airs in dress and gait wad lea'e us And even devotion!"

Careful analysis of yourself, however, with your own intimate knowledge of the depths of your being will do more than 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.

COMPARE INDICATIONS AND CHARACTERISTICS

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.

ANALYZE, CHECK UP AND VERIFY

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 conclusions. Find out which it is and correct your analyses--then verify them.

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.

STUDY TYPES

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.

KEEP ACCURATE AND ADEQUATE RECORDS

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."

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.

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.

STICK TO THE PRINCIPLES

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."

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 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.

## CHAPTER III

USES OF CHARACTER ANALYSIS

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.

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.

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.

Then a bricklayer and his wife defied the heavens to fall, threw aside traditions and began to apply exact knowledge 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.

SCIENCE TAKES THE PLACE OF GUESSWORK

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.

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.

RANDOM METHODS YIELD TO SCIENTIFIC

In the old-time factories the various departments of work, machinery and equipment in each of the departments were 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.

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?

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.

SCIENCE TAKES THE PLACE OF SUPERSTITION

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 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.

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.

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.

NEGLECT YIELDS TO SCIENCE

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 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.

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.

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.

SCIENTIFIC KNOWLEDGE OF SELF

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.

SCIENTIFIC KNOWLEDGE IN EMPLOYMENT

In Part Two we have shown briefly the application of knowledge of human nature to the selection, assignment and 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.

SCIENTIFIC KNOWLEDGE IN PERSUASION

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.

SCIENTIFIC KNOWLEDGE IN SOCIAL RELATIONS

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.

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.

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.

LOVE AND MARRIAGE

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.

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 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.

"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."

A HEAVEN ON EARTH

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 that which has so often been given, "let your heart decide," we have, indeed, little to offer.

MARRIAGE A PRACTICAL PARTNERSHIP

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.

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.

KNOWLEDGE THE BASIS OF CHOICE

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, 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.

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.

"CHARMS" WHICH PROVE DEADLY

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.

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 and act for herself and who is, perhaps, an imaginary or real invalid.

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.

KNOWLEDGE IN MARITAL RELATIONS

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.

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."

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.

THE SCIENCE OF CHARACTER ANALYSIS NOT A CURE-ALL

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 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.

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.

THE END

APPENDIX

REQUIREMENTS OF THE PRINCIPAL VOCATIONS

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.

ADVERTISING

Good Health PHYSICAL Exuberant Vitality Energy

Originality Practical Judgment Keen Observation Appreciation of Form, Color, and Proportion Resourcefulness Mental Industry INTELLECTUAL Foresight Knowledge of Human Nature Constructive Ability Command of Language Analytical Powers Critical Faculties Method, Orderliness Sense of Humor

Optimism Ambition Sympathy Friendliness EMOTIONAL Courage Love of Beauty Honesty Enthusiasm Ideals

Decision Initiative VOLITIONAL Persistence Thoroughness Aggressiveness Self-control

AGRICULTURE

Health Energy Endurance PHYSICAL Skill Strength

## Activity

Medium or Medium Fine Texture Elastic Consistency

Keen Observation Practical Judgment Analytical Ability Accuracy Foresight INTELLECTUAL Method, Order, System Constructive Ability Mechanical Ability Imitativeness Memory Mastery of Detail

Honesty--Prudence Love of Nature EMOTIONAL Love of Beauty, Optimism Obedience Dependableness Teachableness

Industry, Perseverance VOLITIONAL Thoroughness, Patience Carefulness

ARCHITECTURE

Health PHYSICAL Skill Inactivity Fine Texture

Keen Observation Appreciation of Form, Color, Proportion, Line Distance Constructive Ability Mathematics Memory INTELLECTUAL Concentration, Language Accuracy Originality System, Order, Plan, Method Resourcefulness Artistic Sense

Honesty Love of Beauty Enthusiasm, Friendliness EMOTIONAL Courage Ambition Dependability Prudence

Decision Initiative Persistence VOLITIONAL Thoroughness Carefulness Patience Executive Ability

ART

Health PHYSICAL Skill Nerve Control Endurance

Keen Observation Fine Appreciation of Form, Color, Proportion Memory Originality INTELLECTUAL Concentration Constructive Ability Mental Industry Mastery of Detail Artistic Sense

Honesty Love of Truth EMOTIONAL Love of Beauty Enthusiasm Responsiveness Courage

Industry VOLITIONAL Perseverance Capacity for Taking Pains Patience

ATHLETICS

Health Nerve Control Vitality PHYSICAL Endurance Strength, Energy Skill

## Activity, Agility

Speed

Keen Observation, Quick Thought Appreciation of Weight, Size, Distance, Location Practical Judgment INTELLECTUAL Foresight Accuracy Knowledge of Human Nature Language

Honesty Optimism Ambition, Love of Applause EMOTIONAL Enthusiasm Loyalty, Obedience Self Confidence Poise Self Control

Industry Decision Initiative VOLITIONAL Aggressiveness Co-operation Perseverance Patience Carefulness

AUTHORSHIP

Health PHYSICAL Endurance Vigor

Alertness Keen Observation, Philosophy Reason, Judgment Criticism, Memory Language, Analysis INTELLECTUAL Knowledge of Human Nature Knowledge of Life Originality, Constructiveness Sense of Humor Teachableness Artistic Sense

Honesty Optimism Love of Truth Enthusiasm Strong Convictions Impartiality EMOTIONAL Love of Beauty Courage (Not Easily Discouraged) Ideals Earnestness Loyalty Poise Calmness

Industry, Perseverance VOLITIONAL Accuracy, Patience Capacity for Drudgery

CLERICAL WORK

Health PHYSICAL Endurance Inactivity Medium Fine to Fine Texture

Keen Observation, Alertness, Quickness Practical Judgment Memory Accuracy INTELLECTUAL Imitativeness Mastery of Detail Concentration System, Order, Method Teachableness

Honesty Prudence EMOTIONAL Loyalty Obedience Dependableness Contentment

Industry Initiative Thoroughness VOLITIONAL Patience Carefulness Tactfulness Economy Punctuality

CONSTRUCTION

Health Strength PHYSICAL Activity Energy Skill Endurance

Keen Observation, Alertness Practical Judgment Appreciation of Weight, Size, Distance Constructive Ability INTELLECTUAL Mathematics, Mechanical Sense Knowledge of Human Nature Memory, Accuracy System, Order, Method, Plan Imitativeness

Honesty Courage EMOTIONAL Prudence Dependableness Enthusiasm

Industry Initiative Resourcefulness Persistence VOLITIONAL Thoroughness Aggressiveness Patience Carefulness Executive Ability Economy

EDUCATION

Health PHYSICAL Good Appearance Endurance Inactivity

Fair to Keen Observation, Reason Memory, Accuracy Language, Knowledge of Human Nature INTELLECTUAL Logic, Analysis Criticism, Sense of Humor Concentration Order, System, Plan

Honesty Truthfulness Love of Children, Sympathy EMOTIONAL Justice, Loyalty, Friendliness Enthusiasm, Courage Faith, Ideals Contentment Earnestness

Industry Perseverance Thoroughness Patience VOLITIONAL Tactfulness Executive Ability Self Control Patience Punctuality

ENGINEERING

Health PHYSICAL Skill Endurance

## Activity

Keen Observation, Alertness Originality, Resourcefulness Constructive Ability Concentration, Mathematics INTELLECTUAL Mechanics, Practicality Foresight, Analysis, Criticism, Exactitude Mastery of Detail Language, Accuracy Order, System, Method, Plan Inventiveness

Honesty Enthusiasm EMOTIONAL Courage Calmness Dependableness Impartiality

Industry, Tactfulness Initiative, Executive Ability Thoroughness VOLITIONAL Perseverance, Ambition Aggressiveness, Economy Carefulness Patience

EXPLORATION

Health Strength PHYSICAL Vitality, Coarse Texture Endurance

## Activity

Skill

Keen Observation, Alertness, Quickness Memory, Practicality INTELLECTUAL Originality, Resourcefulness Foresight, Knowledge of Human Nature Accuracy

Honesty Love of Nature Courage Friendliness Prudence EMOTIONAL Enthusiasm Optimism Obedience Dependableness Justice Ambition

Industry Initiative Decision VOLITIONAL Thoroughness Patience Carefulness Tactfulness Executive Ability

FINANCIAL

Health PHYSICAL Vitality Endurance Inactivity

Keen Observation, Alertness Sound Practical Judgment Financial Sense Mathematics INTELLECTUAL Memory, Accuracy Foresight, Knowledge of Human Nature Imitativeness Order, System, Method, Plan Organizing Ability

Honesty Dependableness Conservatism Prudence EMOTIONAL Constancy Justice Courage Faith

Industry Executive Ability Initiative Thoroughness VOLITIONAL Patience Carefulness Tactfulness Ambition Economy

FISHING and HUNTING

Health Endurance Nerve Control PHYSICAL Vitality Skill Strength

## Activity

Keen Observation, Alertness, Quickness INTELLECTUAL Practicality, Memory Appreciation of Weight, Size and Distance Accuracy, Resourcefulness

Courage Love of Nature EMOTIONAL Enthusiasm Prudence Love of Conquest

Decision, Initiative VOLITIONAL Thoroughness, Patience Self-control, Carefulness

FORESTRY

Health Strength PHYSICAL Endurance

## Activity

Skill

Keen Observation, Alertness, Quickness Analysis, Criticism INTELLECTUAL Concentration, Memory Practicality, Accuracy Initiativeness, Order, System, Method, Plan Teachableness, Constructive Ability

Honesty Love of Nature Love of Beauty EMOTIONAL Loyalty, Obedience Dependableness Enthusiasm, Love of Solitude Optimism, Faith Courage, Prudence

Industry Decision Initiative Patience VOLITIONAL Perseverance Self-control Carefulness Executive Ability Economy

HOTEL AND RESTAURANT

Health PHYSICAL Vitality Good Appearance Inactivity

Keen Observation, Alertness Keen Sense of Taste Appreciation of Color, Form, Proportion, etc. Practicality, Knowledge of Human Nature INTELLECTUAL Financial Judgment System, Order, Method, Plan Cleanliness, Neatness Memory, Language Originality, Constructive Ability

Honesty Prudence Friendliness Obedience EMOTIONAL Optimism Desire to Please Cheerfulness Sympathy Justice Courage

Industry Tactfulness Executive Ability Economy VOLITIONAL Initiative Efficiency Carefulness Thoroughness Patience Self-control

INVENTION

Health PHYSICAL Endurance Skill

Keen Observation, Alertness Constructive Ability, Accuracy INTELLECTUAL Originality, Resourcefulness Concentration, Foresight Practical Judgment Inventiveness

Honesty Optimism EMOTIONAL Courage Enthusiasm Faith Ideals

Industry Perseverance Initiative Thoroughness VOLITIONAL Patience Carefulness Self-control Ambition Economy

JOURNALISM

Health PHYSICAL Exuberant Vitality Endurance

## Activity

Keen Observation, Alertness Knowledge of Human Nature Memory, Language INTELLECTUAL Sense of Humor Concentration, Judgment Foresight, Accuracy Originality, Constructive Ability

Honesty Courage Sympathy Love of Beauty EMOTIONAL Enthusiasm Self-Confidence Friendliness Love of People Interest in People

Industry Initiative Decision VOLITIONAL Aggressiveness Tactfulness Diplomacy Ambition

LAW

Health Vitality PHYSICAL Endurance Good Appearance

Observation, Alertness Concentration, Practicality Reason, Logic, Language Memory, Foresight INTELLECTUAL Knowledge of Human Nature Accuracy, Originality Resourcefulness Sense of Humor Order, System, Method, Plan

Honesty, Courage Fighting Ability, Love of Conquest Justice EMOTIONAL Enthusiasm, Loyalty Dependableness, Prudence Optimism, Friendliness Impartiality

Industry, Initiative Persistence, Thoroughness VOLITIONAL Carefulness, Patience Tactfulness, Diplomacy Ambition

MANUFACTURING

Health Endurance PHYSICAL Vitality

## Activity

Skill

Keen Observation, Alertness Practicality, Judgment Mechanical Sense Financial Judgment INTELLECTUAL Foresight, Knowledge of Human Nature Accuracy, Originality Order, System, Method, Plan Constructive Ability Efficiency

Honesty, Courage Justice, Loyalty, Co-operation Prudence Conservatism EMOTIONAL Constancy Love of Achievement Dependableness Optimism Faith, Friendliness

Industry Tactfulness Initiative Executive Ability VOLITIONAL Thoroughness Self-control Patience Ambition Carefulness Economy

MECHANICS

Health Endurance PHYSICAL Vitality

## Activity

Skill

Keen Observation, Alertness Practicality, Judgment Mechanical Sense Financial Judgment INTELLECTUAL Foresight, Knowledge of Human Nature Accuracy, Originality Order, System, Method, Plan Constructive Ability Efficiency

Honesty, Courage Justice, Loyalty, Co-operation Prudence Conservatism EMOTIONAL Constancy Love of Achievement Dependableness Optimism Faith, Friendliness

Industry Tactfulness Initiative Executive Ability VOLITIONAL Thoroughness Self-control Patience Ambition Carefulness Economy

MEDICINE

Health Endurance Vitality PHYSICAL Strength

## Activity

Skill Good Appearance

Keen Observation, Alertness Criticism, Practicality, Accuracy Common Sense INTELLECTUAL Knowledge of Human Nature Analysis, Logic, Language Memory, Intuition Imitativeness, Sense of Humor Resourcefulness

Honesty, Courage, Sympathy Love of People, Love of Helping Liking for Human Bodies EMOTIONAL Loyalty, Dependableness Constancy, Optimism Cheerfulness, Faith Secretiveness, Prudence

Industry, Initiative Aggressiveness VOLITIONAL Patience, Carefulness Tactfulness, Diplomacy, Self-control Calmness, Economy

MERCHANDISE

Health, Inactivity Vitality PHYSICAL Good Appearance Endurance

Commercial Sense Knowledge of Human Nature Appreciation of Color, Form, Size Proportion and Taste INTELLECTUAL Memory, Practicality, Judgment Financial Sense, Language Foresight, Originality Order, System, Method, Plan Sense of Humor Efficiency

Honesty, Justice, Kindness Desire to Please, Friendliness EMOTIONAL Prudence, Optimism, Cheerfulness Enthusiasm, Self-confidence Calmness in Emergencies, Service

Industry Patience Decision Self-control Persistence VOLITIONAL Thoroughness Aggressiveness Tactfulness Executive Ability Ambition Economy

MINING

Health Strength Energy PHYSICAL Activity Endurance Skill Coarse Texture

Keen Observation, Alertness INTELLECTUAL Accuracy, Mathematics Analysis, Practicality

Honesty Courage EMOTIONAL Prudence Dependableness Optimism

Industry Decision Initiative VOLITIONAL Perseverance Patience Carefulness Self-control

MINISTRY

Health PHYSICAL Endurance Vitality Good Appearance

Thoughtfulness Language INTELLECTUAL Knowledge of Human Nature Logic, Reason Memory Sense of Humor

Honesty, Love of Truth Love of Humanity, Friendliness Optimism, Cheerfulness EMOTIONAL Hope, Faith, Courage Contentment, Unselfishness, Sympathy Loyalty, Enthusiasm Earnestness

Initiative Perseverance VOLITIONAL Patience Tactfulness Self-control Economy

MUSIC

Health Endurance PHYSICAL Good Appearance Vitality Skill

Sense of Rhythm Sense of Tune Knowledge of Human Nature INTELLECTUAL Mathematics Language Accuracy Originality

Love, Sympathy Love of Beauty Enthusiasm EMOTIONAL Responsiveness Courage Ambition Love of Applause

Industry Perseverance VOLITIONAL Patience Tactfulness Ambition

PERSONAL SERVICE

Health PHYSICAL Neatness Good Appearance Endurance, Activity

Observation, Alertness Knowledge of Human Nature Memory, Practicality INTELLECTUAL Foresight, Accuracy Imitativeness Order, System, Method, Plan Judgment, Teachableness

Honesty, Respectfulness Courtesy, Loyalty EMOTIONAL Obedience, Dependableness Prudence, Faith Contentment, Friendliness Desire to Please, Constancy

Industry Patience Perseverance VOLITIONAL Carefulness Self-control Tactfulness Economy Punctuality

PHILOSOPHY

Health PHYSICAL Vitality Inactivity Good Appearance

Reason, Logic, Analysis Meditation, Reflection Knowledge of Human Nature INTELLECTUAL Memory, Originality Order Constructive Ability Language Sense of Humor

Honesty Truthfulness EMOTIONAL Love of Humanity Calmness Impartiality

Industry VOLITIONAL Patience Perseverance Self-control

PLATFORM

Health Vitality Endurance PHYSICAL Energy Good Appearance Good Voice Good Enunciation

Memory, Logic Language Knowledge of Human Nature INTELLECTUAL Foresight, Originality Dramatic Sense Constructive Ability Sense of Humor

Honesty, Truthfulness Courage, Enthusiasm Friendliness, Love of People EMOTIONAL Self-possession, Self-confidence Enthusiasm, Sympathy Faith, Optimism Love of Applause Ideals, Earnestness

Industry, Aggressiveness VOLITIONAL Initiative, Diplomacy Tact, Courtesy, Ambition Patience, Self-control

POLITICS

Health PHYSICAL Vitality Endurance Good Appearance

Keen Observation Practical Judgment Knowledge of Human Nature INTELLECTUAL Memory of Names and Faces Foresight Constructive Ability Sense of Humor Language, Commercial Sense

Faithfulness to Promises Courage, Justice Loyalty, Obedience EMOTIONAL Enthusiasm, Prudence Love of Power, Faith Optimism, Secretiveness Love of Applause, Love of People Friendliness

Industry, Aggressiveness VOLITIONAL Initiative, Executive Ability Ambition, Patience Carefulness, Diplomacy, Courtesy, Tact

SCIENTIFIC RESEARCH

Health Endurance PHYSICAL Keen Eyesight Good Hearing Inactivity

Keen Observation, Criticism Analysis, Memory INTELLECTUAL Judgment, Accuracy, Concentration Order, System, Method, Plan Originality

Honesty, Truthfulness Love of Nature, Curiosity EMOTIONAL Dependableness, Constancy Prudence, Contentment Earnestness Calmness, Impartiality

Industry Patience Perseverance VOLITIONAL Initiative Carefulness Perseverance Economy

SELLING

Health Vitality Endurance PHYSICAL Good Appearance Neatness Good Voice Good Enunciation Abundant Energy

Keen Observation Practical Judgment Knowledge of Human Nature Memory, Logic INTELLECTUAL Language Commercial Sense Foresight, Originality Order, System, Method, Plan Constructive Ability Sense of Humor

Honesty, Truthfulness Courage, Self-confidence Love of People, Desire to Please EMOTIONAL Sympathy, Loyalty Justice, Dependableness Enthusiasm, Faith Optimism, Cheerfulness Ideals, Earnestness

Decision, Action, Industry VOLITIONAL Perseverance, Aggressiveness Patience, Self-control, Carefulness Diplomacy, Tact, Courtesy, Ambition

SOCIAL SERVICE

Health Vitality PHYSICAL Endurance

## Activity

Good Appearance

Knowledge of Human Nature Language, Practical Judgment INTELLECTUAL Order, System, Method, Plan Memory Sense of Humor Organizing Ability

Love of Humanity Friendliness Honesty, Truthfulness EMOTIONAL Sympathy, Justice Loyalty, Courage Faith, Optimism, Ideals Contentment, Earnestness

Industry, Initiative Persistence, Patience VOLITIONAL Self-control, Diplomacy Courtesy, Tact Executive Ability Economy

SURGERY

Health, Medium Fine Texture Endurance PHYSICAL Skill

## Activity

Good Appearance

Keen Observation, Alertness Practicality, Judgment Memory, Concentration Appreciation of Form, Distance, Location INTELLECTUAL Foresight, Accuracy Imitativeness Order, System, Method, Plan Constructive Ability Knowledge of Human Nature Resourcefulness

Honesty, Courage Love of Humanity Love of Healing EMOTIONAL Prudence, Dependableness Constancy, Self-confidence Optimism, Cheerfulness Faith, Hope, Friendliness Calmness

Industry, Decision VOLITIONAL Thoroughness, Carefulness Tactfulness, Self-control Economy

STAGE

Health Endurance Vitality, Energy Good Appearance PHYSICAL Good Voice Good Enunciation Gracefulness Charm

## Activity

Keen Observation, Alertness Memory, Language Concentration INTELLECTUAL Judgment, Foresight Knowledge of Human Nature Dramatic Sense Originality, Imitativeness Sense of Humor

Responsiveness, Courage Sympathy, Love of Humanity Self-confidence, Love of Applause EMOTIONAL Enthusiasm, Faith Optimism, Cheerfulness Ideals, Earnestness Love of Travel and Excitement Friendliness

Industry, Perseverance Initiative, Thoroughness VOLITIONAL Patience, Carefulness Mastery of Detail, Diplomacy Ambition

STATISTICS

Health PHYSICAL Endurance Inactivity

Keen Observation, Memory Criticism, Analysis Mathematics INTELLECTUAL Concentration Accuracy Order, System, Method, Plan Practicality

Honesty, Truthfulness Curiosity, Dependableness EMOTIONAL Constancy, Prudence Contentment Earnestness

Industry, Perseverance VOLITIONAL Patience, Carefulness Self-control Economy

THEOLOGY

Health PHYSICAL Vitality Good Appearance Inactivity

Thoughtfulness Meditation, Memory INTELLECTUAL Language Knowledge of Human Nature Imitativeness Constructive Ability

Honesty, Truthfulness Justice, Loyalty EMOTIONAL Love of Humanity Love of Study Religion, Faith Ideals, Contentment

Industry VOLITIONAL Perseverance Patience Economy

TRANSPORTATION

Health Endurance Vitality

## Activity

PHYSICAL Energy Good Eyesight Good Hearing Skill Quickness Agility

Keen Observation, Practicality Alertness, Judgment Memory, Foresight Financial Sense INTELLECTUAL Accuracy, Originality Order, System, Method, Plan Constructive Ability Knowledge of Human Nature Teachableness, Organizing Ability

Honesty, Courage Love of Travel, Desire to Please EMOTIONAL Loyalty, Obedience Dependableness Prudence, Optimism

Industry, Persistence VOLITIONAL Initiative, Executive Ability Discipline, Ambition Economy, Punctuality

The Job, the Man, the Boss by Katherine M.H. Blackford, M.D. and Arthur Newcomb

The book is _scientific_, because it is organized knowledge based upon verified facts.

It is _practical_, 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 employees; investigating industrial and commercial institutions for the purpose of professional advice upon efficiency in general and increasing the efficiency of employees in particular; in the installation, operation, and supervision of employment departments under the _Blackford Employment Plan_.

It is _definite_, because it recounts in detail the operation of this Plan, reproducing all forms and blanks used.

It is _clear_, because the story is simply told and illustrated with many reproductions of photographs.

ARE YOU AN EMPLOYER?

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.

Here is a _plan_, too, fully tested in practice, and now in use by many firms.

Every phase of the relationship between employer and employee is treated from the standpoint of sound theory and successful practice. These include _analysing_ the _job_ and the _man_, _choosing executives_, the _art_ of _handling men_, and _educating employees_.

ARE YOU AN EMPLOYEE?

You want a reliable basis for the analysis of your job, yourself, and your boss.

You want to know whether you are the man for your job--and, if not, why not--and what is the remedy.

You want to know why you don't get along with your boss--if you don't--and what is the _right kind of boss for you._

ARE YOU IN DOUBT ABOUT YOUR VOCATION?

You will find here much that will be helpful to you in solving the problem.

ARE YOU A PARENT, A TEACHER, A SOCIAL WORKER?

This book analyzes clearly the _Vocational Problem_, and suggests a practical and effective solution.

ARE YOU A STUDENT OF HUMAN NATURE?

The Job, The Man, The Boss contains _much new material_, 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.

"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.

There is something--perhaps many things--of vital importance to you in this book.

Price, bound in cloth, postpaid, $1.75.

Blackford Publishers Inc. 50 East 42 St. New York

_The Science of_ _Character Analysis_ _By the Observational Method_

BY

KATHERINE M.H. BLACKFORD, M.D.

* * * * *

A complete course of 22 lessons.

Illustrated with hundreds of halftones from photographs.

Accompanied by charts.

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.

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.

Write for complete information.

* * * * *

Blackford Publishers Inc 50 East 42nd St. New York

[Illustration: Character Craft-The Character Analysis Game]

_The NEW Character Analysis Game_

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.

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.

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.

Sent direct, charges prepaid, upon receipt of price, $2.00.

Blackford Publishers Inc. 50 East 42nd St. New York