long arm they're reachin' down this way, and I won't have to tread on
their fingers many times till they'll be mighty glad to pull back. It's
only a side issue with them, and they won't let a side issue keep 'em
awake too many nights when there's a way to get rid of the bother. When
they are discouraged enough to be willin' to sell the charter and the
stuff they've got on the spot--and under water," he added with a wicked
grin, "then I'll step in with the cash in my hand. I reckon we can
handle our own railroad build-in' down this way. If I ain't got you
discouraged already, young man, then I don't understand human natur'
as well as I think I do. So now I want to hire you in the discouragin'
business--you understand it fairly well. I need an assistant
discourager. And here's my proposition! I'll give ye five thousand
dollars bonus smack down in your fist and promise you in the name of
the Lumbermen's Association a steady job. We're goin' to build three big
dams along the West Branch and a four-mile canal cut-off at headwaters.
You'll find work enough, if that's what you're lookin' for."

"And you'll be looking for me to sell out your interests at my first
opportunity," said Parker.

"Ours is a different proposition--a different proposition," blurted Ward
earnestly. "Your men ain't got any right to be here on our own stamping
ground--not as bus'ness men. We ain't goin' down where they are to
bother them. They hadn't ought to be up here. If you leave 'em and come
with us we'll consider that it's showin' that you understand what a
square deal in bus'ness matters means. And furthermore," he said with a
certain air as tho he had reserved his trump card, "we'll make our trade
in black and white for a ten years' contract at a third more wages than
your railroad people are paying and tip you off regular on timber deals
where you can make an extry dollar. I don't mind tellin' ye, Parker,
that I've had ye looked up and I know that we ain't buyin' any gold
brick." This with a certain cordiality.

"I must say, Colonel Ward, that you have taken a rather peculiar method
of getting me interested in your enterprises." Parker's tone was a bit
resentful, but the old man believed he could understand that resentment,
and grew more cheerful and confident.

"You had to be discouraged," chuckled the colonel. "Didn't I tell you
that you had to be discouraged? Why, if you hadn't been shown what kind
of a proposition you were up against you m