There are times, however, when it is necessary that you should
insist--briefly. If you do so _artistically_, and do not persist in the
high, mental, rasping tone; but change to the lower, emotive, chest tone
very soon after your insistence on the other man's attention, you will
not hurt your chances. It is the _continued_ use of the head tone that
is to be avoided.
[Sidenote: Emotive Pitch]
The _emotive_ (chest or heart) pitch dissipates opposition as naturally
as the mind tone provokes a quarrel. Even a hot argument can be ended
without any lasting ill-feeling if the disputants conclude with hearty
expressions of good will for one another. The same words spoken in head
tones would increase the antagonism by suggesting sarcasm or
insincerity. The resonant chest tone suggests that it comes from the
speaker's heart. The _hearer's_ heart makes _his_ mind believe the heart
message conveyed by the emotional pitch of the other man's voice.
Therefore if you want your ideas to penetrate a man's _heart_, don't aim
your tone _high_ at his head.
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