h to Monty. I've made other people play the game square with
me, but I've always played it square with them. My principle has been to
fix things so that the other fellow would do right because he had to,
and I would do right because I wanted to. You have to do that because
the other fellow doesn't always want to. Take one case for example: I
had a contract for a number of years with a house to supply them with
goods of a certain standard, made in accord with a fixed formula. Six
months ago my superintendent told me that by some mistake at the factory
these goods had been ten per cent. below the standard called for,
covering a period of nearly five years. My customer had made no
complaint--he supposed he was getting what the contract called for, and
so did I. The natural thing to do was to make all future deliveries up
to standard and to let it go at that; but that isn't my way. The man had
paid for something he hadn't received, and it was up to me to make good.
So I figured out the difference between the two grades, and the volume
of business, and sent him an explanation and a check for $6500."

"That must have been a pleasant surprise for him, and you made a
customer for life."

"Yes," Cosden replied, with a queer expression on his face: "it was a
pleasant surprise for him all right. He wrote me a beautiful letter,
telling me what a noble, upright thing it was to do, and that he didn't
believe another man in the trade would have done it. He even expressed
his deep appreciation. Last month the contract came up to be renewed,
and he canceled it because another house cut me a quarter of a cent a
pound, and I wouldn't meet it."

"I never heard of such a thing!" Edith cried indignantly. "But you have
the satisfaction of knowing that you did the right thing."

"Yes; I have the satisfaction and the other fellow has the contract. But
I am only telling you about it to show you why I can't understand Monty.
I thought I was showing some of those finer things he says I don't
possess. The man who canceled that contract was born with those
wonderful 'instincts,' and exhales them with every breath."

"I don't believe you do understand just what Mr. Huntington means," she
said quietly.

"Let me tell you something more," Cosden went on. "There is many a
corporation right in the city of Boston that spends more money in
lobbying at the State House than it does in producing its goods, yet
the officers of those same corporations go a