oves he is
_willing to meet you face to face_ regarding the idea presented. But
when a man gestures _slightly_ to one side or the other, he is not
dodging. His movement denotes only that he is _thinking seriously_.
However, if you present ideas to a man who gestures _far_ to the right
or left, you may feel certain that he is not giving his thoughts in
harmony with yours, but probably is trying to get your ideas out of his
mind.

[Sidenote: Study Tones]

While we have emphasized that "muscular indications" are of principal
importance in making a certain size-up, the tones and words of the
prospect should not be altogether neglected. Often a man will
unintentionally reveal in his tones the very things he means his words
to conceal. You would not depend on the words of a person if they were
contradicted by his acts and tones.

Mental, emotive, and power characteristics are signified by various tone
pitches. _The degree of a man's determination_ and his _persistence in
thought_ are denoted by the _number of tone units_ he habitually employs
when speaking. The _genuineness_ of a statement is suggested or
disproved by the tone _intervals_ in the statement. "Yes" spoken in one
unit without inflection means unqualified assent. "Y-es" in two tones
may mean doubtful assent, or false agreement, or even a contradiction.
The _middle-of-the-mouth_ tone proves a _well balanced_ mind, in
contrast with the _unreliable_ mind that is denoted by the _lip_ tone,
and the _secretive_ mind which is suggested by the tone that comes from
_far back_ in the mouth.

In a five minute conversation an alert observer who has studied a few of
the elemental principles of tone analysis can size up a great many of
the most pronounced characteristics of a prospect.

[Sidenote: Don't Offend By Scrutiny]

It is better to make no size-up at all than to _strain_ in observing the
other man and make him aware of your close scrutiny. Such an inartistic
size-up impresses a prospect disagreeably. He feels that you are prying
into his personal characteristics. Therefore _teach yourself to observe
without seeming to look closely at the object of your size-up_. Learn to
observe unobserved; especially to perceive details without looking
_sharply_. Your eyes and ears can take in specific points about your
prospect without making their keen activity apparent.

[Sidenote: Two Parts of Sizing-up Process]

When you have learned how to see and hear many details clea