and strength. A skillful size-up will determine that he is either
eccentric or well balanced mentally, that he is thrifty or extravagant,
that he is disposed to take comprehensive views or is inclined to give
undue attention to trifles and details. He will indicate to a keen
observer real intellect or mere intelligence. His emotions also may be
read. He reveals himself as generous or selfish; as an optimist or as a
skeptic. He shows that he is responsive to heart appeals or is hard
hearted, moral or immoral, artistic or lacking in appreciation of art,
cultured or boorish.

[Sidenote: Discriminative Restrictive Process]

To know the significance of your prospect's different _words, tones, and
movements--the only means he has for the expression of his ideas and
feelings_, just apply to _his_ case whatever you have learned in
studying _yourself_. Adapt your previous discriminative knowledge to the
prospect you are sizing up. Restrict your conclusions about him to the
significance of details you observe in his appearance, actions, and
speech.

After considerable practice in sizing up you will become familiar with
the indications of many different traits. _But in most cases it will be
sufficient if you can observe swiftly and interpret in a flash only a
few of the commonest character signs_. We will touch briefly upon some
of these.

[Sidenote: Facial Muscles]

Tense jaw muscles, whether large or small, denote the characteristic of
persistence. But loose, flabby cheek muscles do not necessarily prove
the habit of over-eating, or of sensuality. They may mean that the man
who has them does not habitually allow his feelings to show in his face.
When the muscles of facial expression are flabby they prove only that
they are slightly used. Therefore when you encounter a man with loose
cheeks read his characteristics from other muscle-structure signs, and
from his actions. Do not misjudge the heavy face as a sign of grossness.

[Sidenote: Courage And Bluff]

If a man holds his head up easily, and moves it in this upright position
without stiffness or effort, you may be sure his back neck and shoulder
muscles are strongly developed. Such strong development suggests that he
is courageous, for these muscles are directly co-ordinated with the mind
center of bravery. Therefore the head and shoulders easily held back and
up; not a high chest, signify courage. The bulging chest often indicates
no more than pouter-pigeon bluff te