Evening star. [volume] (Washington, D.C.) 1854-1972, 1913-07-27

Napoleon of business diplomacy. Yes, know
most folks call it graft; but business
diplomacy" doesn't sound quite so harsh. remember
very similar occasion, when was putting through
another sidewalk deal in small town. he local boss
this time happened to be the Mayor, and. although
hit town two or three days before the awarding OF the
contract wasn't able to get next to him until the morn
ing of the fateful day.
/ was surprised to find him apparently an ignoramus
of the first order who had seldom travelled more than
few hours journey from his native place, and knew
next to nothing about the outside world In TACT ne
seemed much interested in learning of the marvels
of New York. which he had visited. than IN lis
tening to what l had to say in business way. This
gave me cue. -,
and pay visit to little old Manhattan?'
@But, dear me" was his answer, Il couldn't afford
the expense. 1t would cost lot OF money"
proposition to make you. like your style and Id
like to have chance to show the sights of the great
metropolis If l convince you of the merits OF the
sdewalkng want to lay in your town. SO that you can
conscienously recommend it to the Council II prom
Use you, as the contract papers are signed,
weeks stay in New York without its costing you
penny. And, as an earnest that mean what say,
here's hundred dollars toward your travelling expenses
He took the money, and looked at it doubttully
"Bu would it be honest for me to accept th1s he OBJ
iected.
aWhy not?" asked "Isit dishonest for to want to
do you good turn you willing to do me ones And
let me tell you more about our sidewalks SO that
you can appreciate how good they are and be able to
impress your colleagues with their superior qualities
For more than an hour l talked with him, while he
took plenty of notes.
THEN strolled back to the hotel, where the first
man ran into rival contractor, Joe Stevens,
who had just come off the train.
Hello, Stevens" l greeted him. "A trifie late,
aren't your"
Better late than never" he flashed back. @Anyhow,
l believe in having the last word. If you've studied
any psychology, you'll know that last impressions are
always the most effective"
"Bah!" said I. "Come in and have drink"
Sorry, but I've got to attend to business hrst L m
off to the Mayor"
"Good luck to you!" chirruped derisively.
We took lunch together, and Stevens confded to me
his opinion that the Mayor was "dumb old thick
head" opinion with which cordially agreed; for
felt that it merely thrown out feeler to ascer
tain how had got along with him. Afterward we went
to the town hall to listen to the debate the bids
The Mayors speech. which came last. naturally IN
terested most. He had oratorical graces;
but he evidently had been studying up his notes. and
pumped out. after another the facts had given
him. Finally he wound up by saying:
"These Gentlemen, the qualities indispensable IN
a good sidewalk. AS you see have been giving
the matter much thought have also been conducting
a quiet inquiry into the work done by the various bid
ders. and have hesitation in saying that am con-
WINGED that, of them ALL will give more salts
factory article than the well known firm of Joseph
Stevens & Co."
1t came with the unexpectedness of collision in
fog. fairly gasped for breath. and remained like
man in trance while the Council, by unanimous vote.
awarded the contract to Stevens who sat grinning
malciousy at me. / spoke to him just once on the
way to the hotel, and that was to ask:
3How much did it cost your"
But Stevens only grinned more malicously than ever
7 FOUND my tongue fast enough little later, when
/ CHANGED to come face to face with the Mayor in
the street. To my stupefaction he greeted me wlth