You will do well to follow the example of the President of the United States.

1. Speak frankly and fully of formal, routine work.

2. Be circumspect concerning what is confidential.

3. Be secretive concerning what is purely private. 4. Speak as you would to a good friend.

5. Maintain a degree of reserve.

PROBLEM.

You have been obliged to borrow a large sum of money in order to carry on your business. Knowledge of your borrowing might seriously injure your business. How will you speak of the matter with your private secretary?

LESSON 71.

How to Conduct Interviews

KEY WORDS: IN ALL INTERVIEWS ESTABLISH A DEFINITE NEED FOR THE INTERVIEW.

On

Your request for an interview has been granted. the success of your interview depends a contract, a concession, or a position. What method will be successful?

Imagine that you have made an invention that would be of benefit to the Corbale Company. If the company is at all interested, you will carry on a series of expensive steps. If the company is not interested, you will drop the matter.

Stop now, and think: What should you say first?

Study the conditions of the problem. The Corbale Company is carrying on its work without your invention. It does not miss it. You have the invention. You know it should be used. If you were to carry on the work of the Corbale Company you would miss the invention.

Psychologically, then, the step to take is to put the Corbale Company into the frame of mind you would be in if you were head of the company. Make the need felt. Speak somewhat as follows:

"You carry on six different operations in the twilling process. If that could be done in two operations, how many men would it save you?"

"Four."

"That is, in a plant the size of yours, you would save the wages of twenty or thirty men."

And so on until you have fully established the need, for need creates demand.

Now you are ready to put forward your plans somewhat in detail, and to carry on the interview.

In other words, when you are granted an interview on any subject, establish immediately a definite reason for the interview. Make a need felt.

Second. Be the leader in the interview. Take the commanding position, turn the thought when necessary, and master the situation quietly and without bumptious

ness.

Be quick to accept new suggestions, and absolutely certain to avoid all contradiction, opposition, or vexation. Allow the person to whom you speak full time for thought and for questions, but be sure to mould the entire interview.

1. Establish a reason, a need, for the interview.

2. Be the leader.

3. Accept suggestions.

4. Avoid contradiction or vexation.

5. Allow time for thought and for questions.

PROBLEM.

Think out the steps of an interview in which you propose a series of special articles for a Sunday newspaper.

LESSON 72.

How to Give Suggestions

KEY WORDS: IN GIVING SUGGESTIONS BE CLEAR AND LOGICAL.

You are an employee, and you aim to be faithful to your employers, and helpful in advancing the interests of their business.

As you go about your daily work you notice various ways in which money may be saved, or in which work may be done to better advantage.

You would like to present the matter to your employHow shall you go about it?

ers.

In the first place, make sure that your suggestion is a good one, that it is practicable, and that it will not interfere with the happiness of any of your fellow workers.

Most people who offer suggestions fail to consider all sides of the matter. They have vague ideas, but not practical ideas.

Make up your mind to be different. Be careful in thinking.

Do not offer suggestions unless you know absolutely that they are practicable.

Having thought the matter out clearly, put your thoughts into one good coherent sentence, but, before