workmen and practical men with whom you have to do.

You are to be spared this evening any direct references to the
"conceit of learning," but you are asked and advised to bear with the
_conceit of ignorance_. You will find that practical men will be
jealous of you on account of your opportunities, and at the same time
jealous of their own practical information and experience, and that
they may take some pains to hinder rather than aid you in your
attempts to actively learn the practical details of the business. The
most disagreeable man about the establishment to persons like you, who
perhaps goes out of his way to insult you, and yet should be respected
for his age, may be one who can be of greatest use to you. Cultivate
his acquaintance. A kind word will generally be the best response to
an offensive remark, though gentlemanly words of resentment may be
necessary when others are present. Sometimes it will be sufficient to
say, "I wish a little talk with you by yourself," which will put the
bystanders at a distance and enable you to mature your plans.
Ascertain as soon as possible that man's tastes; what he reads and
what he delights in. Approach him as if you had no resentment and talk
on his favorite topic. If rebuffed, tell a pleasant story, and persist
from time to time in the attempt to please, until his hardened nature
relaxes and he begins to feel and perhaps speaks to others favorably
of you. St. Paul has said: "For though I be free from all men, yet
have I made myself servant of all that I might gain the more." This is
the keynote of policy, and though in humbling yourself you control and
hide your true feelings, recollect that all your faculties are given
you for proper use.

We have referred to some who have acquired the happy faculty of making
themselves immediately useful. This is a much more difficult matter