talked with him and his men together, felt and saw the
unconscious natural and human way conversations were conducted between
them, saw ten dollars a day and a hundred dollars a day talking and
laughing together and believing and working together, it did not leave
very much doubt in my mind as to what the essential qualities are that
business men to-day--employers and workingmen--are going to have and have
to have to make them successful in producing goods, in leading their
rivals in business and in getting their way with one another.

Naturally as a matter of convenience and a short cut for all of us, I
would like to see Capital take what is supposed to be its initiative--be
the side that leads off and makes the start in the self-discipline,
self-confession and conscious control of its own class, which it thinks
Labor ought to.

Whichever side in our present desperate crisis attains self-discipline
and the full power in sight of the people not to be fooled about itself
first, will win the leadership first, and win the loyalty and gratitude
and partiality and enthusiasm of the American people for a hundred years.

* * * * *

The first thing for a man to do to get his way with another man--install
a new brain track with him that they can use together, is to surprise the
man by picking out for him and doing to him the one thing that he knows
that you of all others would be the last man to do.

It looks as if the second thing to do is to surprise the man into doing
something himself that he knew that he himself anyway of all people in
the world, is the last man to do.

First you surprise him with you. Then with himself. After this of course
with new people to do things, both on the premises, the habit soon sets
in of starting with people all manner of things that everybody knew--who
knew anything--knew the people could not do.

This is what the President of the factory not a thousand miles away
accomplished all in twenty-four hours by not being fooled about himself.
He took a short cut to getting what he wanted to get with his employees,
which if ten thousand other employers could hear of and could take
to-morrow would make several million American wage earners feel they were
in a new world before night.

* * * * *

The thing that seemed to me the most significant and that I liked best
about the President of the Company who listened