knowing that kindness begets kindness and that the other fellow, if
approached rightly, will respond in the end to his own mood.

=71. Asking Questions.=--Concerning the second requirement for
interviewing, judicious questioning, only general precepts can be given.
The reporter must rely largely on himself. As a rule, however, the
personal equation should be considered. Every man is interested in
himself and his work, and the interviewer often may start him talking by
beginning on work. The essential thing is to get some topic that will
launch him into easy, natural conversation. Then, with his man started,
the interviewer may well keep silent. Only a cub reporter will interrupt
the natural flow of conversation for the sake merely of giving his own
views. If the man runs too far afield, the reporter may guide the
conversation back to the original topic; but he may well subject himself
to much irrelevant talk for the sake of guiding his informer back
gracefully to the topic of interest.

=72. Persons Seeking Advertisement.=--From the standpoint of the
newspaper man, there are three classes of persons one encounters in
interviewing: those who talk, those who will not, and those who do not
know they are divulging secrets. Concerning the first little need be
said. Such persons talk because they enjoy seeing their names in print.
It is a marvel how many men and women object with seeming sincerity to
their names being made public property, yet at the same time give the
reporter full details for the story he wishes and hand him their cards
so that he may spell their names correctly. Many such celebrities will
stand for any kind of interview, so that the reporter need only
determine in advance what he would have them say to make a good story.
With them advertisement is so much personal gain; they are glad to
accede to any sort of odd statement for the sake of possible public
notice. Such persons are to be avoided; advertisements are written by
the advertising manager or his helpers and fixed prices are charged.

=73. Persons Refusing to Talk.=--With the second and third classes,
however, the interviewer must be careful, particularly with the second.
Men who will not talk are usually well acquainted with the world.
Sometimes they may be forced into making statements by asking them
questions that will almost certainly arouse their anger and so make them
speak hastily, but the reporter himself must be doubly careful in such
cas