_Superficial_,
_assumed_ indications will not help you to comprehend the _inner_ man
you want to influence. _Restrict your size-up to the signs of that inner
man._ While the old gorgon you face is brow-beating you, he may be
planning in the back of his head an act of gentle kindness to some one.
If he is _habitually_ kind, there will be physical indications of that
characteristic; in his _tones_ and _acts_ if not in his _words_. Look
for these signs beneath his harsh manner, which is merely a disguise he
has put on. "Everett True" behaves like a domineering tyrant, but he
really is characterized by an acute sensitiveness to what is right and
just.
[Sidenote: Judge By Unconscious Appearance And Actions]
When sizing up a man, depend principally upon details of his
_appearance_ and _actions_. Translate whatever you see or hear into
definite discriminative judgments regarding him. His muscle structure
and movements indicate certain traits. Of course you should also observe
and size up the significance of the words and tones he uses.
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