usiness men have also learned that the only way to build a business
that will last is to lay its foundation on the Golden Rule, and many a
man who might otherwise sidetrack the principles of integrity holds by
them for this reason. "Honesty," declared one of the most insufferable
prigs America ever produced, "is the best policy." He was right. Prigs
usually are. It is only because they are so sure of it themselves that
they irritate us.

It is a fact, in spite of the difficulty Diogenes had when he took up
his lantern and set out to find an honest man, that most people like to
pay their way as they go, and the business men who recognize this are
the ones who come out on top. They do not say that the customer is
always right nor that he is perfect, but they assume that he is honest
and trust him until he has proved himself otherwise. The biggest mail
order house in America never questions a check. As soon as an order is
received they fill it and attend to the check afterward. Their
percentage of loss is extraordinarily small. Distrust begets distrust,
and the perversity of human nature is such that even an honest man will
be tempted to cheat if he knows another suspects him of it. The converse
is equally true. There are, of course, exceptions. But the only rule in
the world to which there are no exceptions is that there is no rule that
holds good under all conditions.

PART II

X

"BIG BUSINESS"

In the preceding pages we have looked over the field of etiquette in
business in a general way, and have come to the only conclusion
possible, namely, that the basis of courtesy in business is common
sense, and that whatever rules may be given must not be followed
slavishly, but must simply be used as guide posts. In the pages which
follow we shall go into detail and watch courtesy at work among certain
groups and individuals.

Let us take, for example, a big concern which employs a thousand or more
people. We shall begin with the president.

_President of a Big Organization._ Here is a man who bears a heavy
responsibility. He has not only his own welfare to look after but that
of the men and women who work _with_ (we like this word better than
_for_) him. His first duty is to them. How can he best perform it?

It is a matter of fact that few men rise to such positions who are not
innately courteous. It is one of the qualities which enable them to
rise. For this reason we shall take it for granted that th