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Show L HOW TO JUDGE mm , ' A MAN YOU ARE DOING t ' BUSINES8 WITH I In the September American Magn- I zlne Edna Ferber writes another I story In her new series ot ndvortla- lng yarns in which "Emma and Jock I McChesney are the principal, charac-I charac-I ters. In the course ot the story Jock McChesney, who Is a young advertls-H advertls-H lng mun, tells as follows what ho H has learned about Judging men with H whom he does business: H "I've learned to watch a man's eyes H when I'm talking business to him. H It the pupils of his eyes dilate he's listening to you, and thinking about H what you're saying. Vben they con- tract It means that he's only .faking H Interest, even though he's looklflg straight at you and wearing rapt H expression. His thoughts are miles away. H "I've learned that one negative ar- H gument is-worth six positive ones; H that it never pays to knock your com petltor; that It's wise to fight shy H o( that Joker known as editorial co-H co-H operation." H "I've learned not to lose my tem H per when I'm In tho middle of a whtto H hot, Impassioned business appeal and H the olTlco boy bounces In to say to H the boss: "Mrs. Jones Is watting. H She says you were going to help her H pick out wall paper this morning;" ' H and Jones says, "Toll her I'll bo there H In ilvo minutes." H "And I've learned to let tho other H fellow think your argument Is his H own. He likes It. I'vo learned to H stand so thnt the light would not H shine in my client's eyes when I whs talking to him" I losUa big order H once because tho glare from tho win-H win-H dow Irrltatod tho man I was talk-H talk-H lng to." |
