not going to stand the ghost of a
chance.

People will not believe you if you tell them what the world was like when
he did.

* * * * *

Mastering others so that they have to do what one says is superficial,
merely a momentarily successful-looking way a man has of being a failure.
This master has been tried. He has failed. He is the half-inventor of
Bolshevism.

The real master is not the man who masters men, but who makes them master
themselves. The masterful man in getting out of people what he wants, is
the man who makes the people want him to have what he wants--makes them
keep giving it to him fresh out of their hearts every day.

The wholesale national and international criticism the Red Cross workers
made in the latter months of the Red Cross activities, of the
touch-the-button and hand-down-the-order methods of many of the business
men who controlled the activities at home and abroad--of the millions of
workers in the Red Cross, has been itself a kind of national education in
what certain types of American business men placed in power fell
inadvertently into, in trying to treat millions of free people on the
employer and employee plan.

But these men and their whole idea are going by. We are getting down to
the quick, to the personal and the human, to the sense all good workers
have of listening and being listened to and of not being overridden. Big
business after this is going to be big in proportion as it makes people
feel--employees and customers both, that they are listened to, that they
are being dealt with as individual human beings and not as fractions of
individuals, or as part of some big vague bloodless lump of humanity.

Studying one's customers so as to make them want to trade with one is
here to stay.

To speak of studying with the best expert skill in the country one's
employees so as to make them want to work, as humanity, is not quite
bright. It is not humanity. It is business.

Making people trade with one instead of making them want to trade with
one is recognized as second-rate business. So is making people work for
one instead of making them want to work. The business man who depends for
his business, on customers, or on workers who want to get away and are
going to the first minute they can, naturally goes under first.

VI

THE PUT-THROUGH CLAN PUTS THROUGH

Sec. 1. _What._

We are a people who think in action. Our way of maki