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