starting to work and at night after leaving. He also had the reputation
of being exceedingly "close," that is, of placing a very high value on a
dollar. As one man whom we talked to about him said, "A penny looks
about the size of a cart-wheel to him." This man we will call Schmidt.

The task before us, then, narrowed itself down to getting Schmidt to
handle 47 tons of pig iron per day and making him glad to do it. This
was done as follows. Schmidt was called out from among the gang of
pig-iron handlers and talked to somewhat in this way:

"Schmidt, are you a high-priced man?"

"Vell, I don't know vat you mean."

"Oh yes, you do. What I want to know is whether you are a high-priced
man or not."

"Vell, I don't know vat you mean."

"Oh, come now, you answer my questions. What I want to find out is
whether you are a high-priced man or one of these cheap fellows here.
What I want to find out is whether you want to earn $1.85 a day or
whether you are satisfied with $1.15, just the same as all those cheap
fellows are getting."

"Did I vant $1.85 a day? Vas dot a high-priced man? Vell, yes, I vas a
high-priced man."

"Oh, you're aggravating me. Of course you want $1.85 a day--every one
wants it! You know perfectly well that that has very little to do with