He will indicate to a keen
observer real intellect or mere intelligence. His emotions also may be
read. He reveals himself as generous or selfish; as an optimist or as a
skeptic. He shows that he is responsive to heart appeals or is hard
hearted, moral or immoral, artistic or lacking in appreciation of art,
cultured or boorish.
[Sidenote: Discriminative Restrictive Process]
To know the significance of your prospect's different _words, tones, and
movements--the only means he has for the expression of his ideas and
feelings_, just apply to _his_ case whatever you have learned in
studying _yourself_. Adapt your previous discriminative knowledge to the
prospect you are sizing up. Restrict your conclusions about him to the
significance of details you observe in his appearance, actions, and
speech.
After considerable practice in sizing up you will become familiar with
the indications of many different traits. _But in most cases it will be
sufficient if you can observe swiftly and interpret in a flash only a
few of the commonest character signs_.
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