The Detroit times., 1915-10-14
Learn to Handle Men
eY n. AppIhGToN BRUCE.
Author Of The Riddle Of Personality"
Psychology and Parenthood." ETC

4 One Of the frst essentials TO success In al
most every vocation is ability TO handle men.
/ This seems a truth too selfevident 10 require
emphasis. Yet. a. a matter Of fact. It Is fire.
eaently overlooked. -
Many a business man devotes long hours 70
the study OF market conditions. He 10 scrupu.
lousiy fnsistent on having the most uptodats
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
alI-important factor OF the mental processes OF
those who win handle his office equipment
those who viii 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 q professional career.
They study 10 become lawyers, doctors or
clergymen- Through their studies they acquire
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 to gain for
them client. patients. or satisfied congregations
Every man. in short. who depends for his
livelihood on his ability TO render service 10
other people. needs to learn how TO influence
the minds Of other people, so that they will be
favorabIy disposed to him and to the wares he
has to offer. This holds true whether these
wares cotton. medicines, legal arguments,
or theological ideas
There are two methods o. gaining this In
dispensable knowledge. One Is by profting
from the mistakes made In personal dealings
with customers, patients, clients, or parish
oners.
This Is the method OF experience An obser-
want man thus acquire an insight into
human nature that will win for him a splendid
success.
H. by Itself, however, the method OF experience
\ SLOW and costly l. ought 10 be sup
lpemented by careful study OF the laws OF men.
11. oehavior as established by certain scientists
80 nave made specially OF investigating ,ha
dl"wungs OF the human mind
- rsn.~S scientsts are known as psycholo04s.s
- nsry. Avs learned by many interesting ernayt.
ltbnras. NE conditions determining human
, =, $3.50, .nu Action, the most Influential MODE.
crease responsivenesx " hh' or IN
psyshoiogists have even been a, ,.,,.
u aya-y a. III ~ uscoveries TO the practical
j professional -TAey-h.yn .-a af. ana 1ne
books dealing, in a nontechn,c.i 80, .sns
the special problems Of different vocs;,an. "'H
1t mus there Is today a psycholo0v =, g..
4 Using. psychology OF salesmanshin -
" cholgy OF factory production a psvrho,ap' 10y
a public speaking. and so forth
The literature OF these special -sychotov,..
{ and shall be glad 70 name the more impor,ar
text books 10 any inquirer who inclosas
stamped and addressed envelope-shouid be
e the hands OF every seeker OF success
- II viii enable him to profit from the lessor
OF experience as he could not otherwise do
Il VIII help him 10 avoid mistakes tina, might
fatal 10 his prospects IL will assist him ,
steadily increasing appreciation OF all that \
n, must do 10 make success assured