ness, then care must be taken not to
antagonize them or to oppose them--always gently to lead them and never to
try to drive them.

Argument is probably the most useless waste of energy possible in
attempting persuasion. Your own experience teaches you that argument only
leaves each party to the controversy more strongly convinced than ever
that he is right. This is true no matter what the character of the arguers
be. It is especially and most emphatically true when either one or the
other, or both, who participate in the argument are of the obstinate type.

The obstinate person may be amenable to reason if reasons are stated
calmly, tactfully, and without arousing his opposition. His emotions of
love, sympathy, generosity, desire for power and authority may be
successfully appealed to and he may be gently led to a decision by way of
minor and seemingly insignificant points.

INDICATIONS OF OBSTINACY

These are the indications of obstinacy: dark coloring; a prominent chin; a
head high in the crown; hard consistency; a rigidity of the joints,
especially of the joints in the hands and fingers. Perhaps the most
important and most easily recognized indication of a domineering,
obstinate, determined will is the length of line from the point of the
chin to the crown of the head. When this line greatly exceeds in length
that from the nape of the neck to the hair line at the top of the
forehead, you have an individual who desires to rule and bitterly resents
any attempt on the part of others to rule him.

The indications of a positive, aggressive, dominating will are these:
blonde color; prominent chin; a large, bony nose, high in the bridge;
high forehead, prominent at the brows and retreating as it rises; medium
or small size; medium fine, medium or coarse texture; hard consistency,
rigid joints; a head wide just above and also behind the ears and high in
the crown; a keen, penetrating, intense expression of the eyes, and
positive, decided tones of voice, movements and gestures.

The individual who is negatively stubborn may have a small or sway-back
nose; may have a high forehead, flat at the brows and prominent above; may
have elastic or soft consistency; may have a head narrow above and behind
the ears. Obstinacy will be shown in the length of line from the point of
chin to the crown of head and in the rigidity of the joints of the hands
and fingers.

THE INDECISIVE

The gentleman mentioned at the opening of t