Ask the head of any important business
what is the first qualification of a foreman

or manager, and he will tell you ``ability to
handle men.''

_Men who know how to get maximum results
out of machines are common; the power to get
the maximum of work out of subordinates or out
of yourself is a much rarer possession_.

Yet this power is not necessarily a sixth
sense or a fixed attribute of personality.
It is based on knowledge of the workings of
the other man's mind, either intuitive or
acquired. It is the purpose of this and
succeeding chapters to consider some of the
aspects of human nature that can be turned
to advantage in the cultivation of individual
efficiency and the elimination of lost motion
and wasted effort.

In a thousand instances, in factory and
market place, unrecognized use has been made
of the principles of psychology by business
men to influence other men and to attain their
ends.

_For the science of psychology is in respect