mporarily put on.

[Sidenote: Indications Of Intellect And Power]

A man's high chest, however, is a sign that his predominant
characteristics are intellectual; because his chest has been developed
by the student's habit of upper-lung breathing. The nerves running from
the upper part of the lungs are directly connected with the brain
centers of _intellect_. On the contrary the nerves that lead from the
lower portions of the lungs center first in the plexus through which are
manifested the _vital emotions_ and the emotions of _sex_. Hence the man
who breathes deeply by habit indicates a great deal of vitality and has
marked "he-man" traits. He is not of the intellectual type so markedly
as he is a man of _power_. The man who breathes only from the upper part
of his lungs is not a man of power, but may have a fine intellect.

[Sidenote: Significance Of Postures]

The postures of the body are significant of characteristics. If your
prospect stands with his feet wide apart and his arms folded
conspicuously across his high-held chest, he probably has a habit of
bluffing. His widely spread feet indicate that he has to prop himself in
that physical posture; so it is unnatural to him. Similarly he has had
to prop himself in his mental posture. _Push your ideas hard and he will
lose his mental balance;_ just as he would lose his physical balance if
you were to jolt him. He is obliged to prop himself. He is bluffing. You
can make him quit. The folded arms and expanded chest of the bluffer
mean no more than the high-arched back of a cat. Stroke "Tom"
soothingly, and he stops bristling. Stroke the human bluffer tactfully
with persuasion, and he will not act pugnacious for long.

[Sidenote: The Balanced Body]

But if, when making a statement, your prospect stands or walks about
easily with his feet close together; if he balances his body without
difficulty or artificial postures--it is certain that he has a good
deal of determination in his make-up. You cannot influence him to change
his mind by making emotional appeals to him. In order to secure the
favorable decision of such a man, you will need to use the most
conclusive, solid evidence of your capabilities.

[Sidenote: Wavering Minds]

Suppose your prospect shifts his feet continually and rather jerkily.
While you are talking with him, he frequently changes his weight from
one foot to the other. He is suggesting that he has little confidence in
his own judgment, that he