How to influence men : the use of psychology in business / by Edgar James Swift.

  • Swift, Edgar James, 1860-1932.
Date:
1927
Catalogue details

Licence: In copyright

Credit: How to influence men : the use of psychology in business / by Edgar James Swift. Source: Wellcome Collection.

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    ever seen,” said Stanton in his eulogy of Lincoln. And Stanton had reason to know. Several times in the past he had referred to Lincoln as the ‘‘original gorilla,” and he was once heard to say that Paul du Chaillu was a fool to go to Africa to look for what he might have found in Springfield, Illinois. “Some of [Stanton’s] personal prejudices would not have been pounded out of him if he had been brayed in a mor- tar. Even when shown that he had erred, he could only with difficulty be induced to modify his antagonisms. He rarely made amends, and it may be doubted whether he ever brought himself to say, ‘I am sorry.’ His firmness degenerated, at times, into sheer obstinacy; his enthusi- asm, his intolerance, his strength of will, into arrogance. No one who knew the man courted an encounter with him. Only a master of masters could control such an embodi- ment of force.” ^ But Lincoln knew Stanton’s ability and wanted to use it. He did not fear him. He managed him, and in his managing he won his respect. One more quality of a good manager of men stands out conspicuously. It is the willingness to hear criticism of oneself. Men of small mental stature fear criticism. Great men seek it that they may recover from their faults. A letter from Washington to Joseph Reed, dated January 14, 1776, shows the feeling of this great business manager in regard to criticism. “You cannot render a more accept- able service, nor, in my estimation, give a more convinc- ing proof of your friendship,” wrote Washington, “than by a free, open, and undisguised account of every matter rela- tive to myself or conduct. I can bear to hear of real or im- puted errors. The man who wishes to stand well in the opinion of others must do this, because he is thereby en- abled to correct his faults or remove the prejudice* which are imbibed against him.” ^Lincoln, MasUr of Men, by Alonzo Rothchild, p. 231. (Houghton