The Detroit times. [volume] (Detroit, Mich.) 1903-1920, 1915-10-14
Learn to Handle Men
BY n. ApDlNoroN BRUCE,
Author Of The Riddle Of Personality
Psychology and Parenthood," etc.

One OF the first essentials to success in al
most every vocation Is ability 10 handle men.
This seems a truth too self-evident to require
emphasis. Yet. as matter Of fact, It is fire.
qrestly- overlooked
Many a business man devotes long hours to
the study of market conditions. He is scrupu-
lousy insistent on having the most up-to-date
machinery in his factory. the most scientific
equipment In his office and store.
But this same business man too often makes
far less effort TO familiarize himself with the
all-important factor OF the mental processes OF
those who will handle his office equipment
those who will operate his machinery. those
who will sell his goods, and those who he
hopes will buy them.
There are other men who give years OF their
lives TO preparation for a professional career
They study to become lawyers doctors, or
clergymen. Through their studies they acquire
a profound knowledge OF the law OF medicine
or OF theology.
Yet. failing to acquire anything like equal
knowledge OF the ways mems minds work. their
technical ability proves insufficient 10 gain for
them client, patients. or satisfied congregations
Every man, in short, who depends for his
livelihood on his ability TO render service TO
other people. needs to learn how 10 influence
the minds OF other people, so that they will be
favoraby disposed TO him and 10 the ne
has to offer This holds true whether these
wares are cotton. medicines, legal arguments,
or theological ideas.
There are two methods o. gaining this in.
dispensable knowledge. One Is by profi,ing
from the mistakes made in personal dealing q
with customers patients, clients, parish
oners.
This Is the method OF experience An obser.
want man can thus acquire an insight into
human nature that will win for him splendid
success
BY Itself. however, the method OF experience
is slow and costly one II ought TO be sup
plemented by careful study OF the laws OF men
tai behavior established by certain scientists
who have made speciality OF investigating the
workings OF the human mind.
/ These scientists are known psychologists
| They have learned, by many interesting expert
ments, the conditions determining human
thoughts and action. the most influential modes
OF appeal, the elements entering 10 limit or in
crease responsiveness.
Some psychologists have even heen ar pains
to apply their discoveries TO the practical
professional man. They have written text
books dealing. in non-technical style. with
the special problems OF different vacations
Thus there is today a psychology OF adyer
Using. psychology OF salesmanship. psy
chogy OF factory production, a Psychology OF
public speaking, and so forth.
The literature OF these special E,ychologes-
end shall be glad 10 name the more important
text books 10 any inquirer who incloses a
stamped and addressed envelope-should be In
the hands OF every seeker OF success
IL viii enable him 10 profit from the lessons
OF experience as he could not otherwise do. n
VIII help him 10 avoid mistakes that might be
fatal 10 his prospects. II will assist him TO
steadily increasing appreciation OF all that he
must do TO make success assured.