employers and employees. The
disturbances and inharmony which mark this relationship, and have marked
it throughout human history, are due as much, perhaps, to misunderstanding
of human nature as to any one other cause. When employers select men
unfitted for their tasks, assign them to work in environments where they
are handicapped from the start, and associate them together and with
executives in combinations which are inherently inharmonious, it is
inevitable that trouble should follow.

The larger aspects of the employment problem are treated in the second
part of this book. Inasmuch, however, as the subject has been more fully
discussed in another volume,[1] no attempt is made to go into details.

Adjustment to environment means very largely the ability successfully to
associate with, cooperate with, and secure one's way among one's fellow
men. In order to be successful in life, we must first live on terms of
mutual cooperation with our parents; second, secure the best instruction
possible from our teachers; third, make social progress; fourth, secure
gainful employment, either from one employer, as in the case of the
laborer and the executive, or from several, as in the cases of
professional men. Having secured employment, our progress depends upon our
ability to attain promotion, to increase our business or our practice, to
add to our patrons. Salesmen must sell more, and more advantageously.
Attorneys must convince judges and juries, as well as obtain desired
testimony from witnesses. Preachers and other public speakers of all
classes must entertain, interest, arouse, and convince their audiences.
Writers must each appeal successfully to his particular public as well as
to his publisher. Engineers must establish and sustain successful
relationship with clients, employers, and employees.

In the third part of this book, therefore, we deal more or less at length
with the psychological processes of persuasion and their application in
various forms and to the varied personalities of those whom we wish to
persuade.

Finally, in the fourth part, we devote three chapters to a consideration
of the Science of Character Analysis by the Observational Method, the
principles of which underlie all of the observations and suggestions
appearing in the first three parts.

In presenting the material in this volume, our aim has been not to
propound a theory, but merely to make practical, for the use of our
readers, so far as