[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.
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