The Young Man's Guide, William Andrus Alcott [best business books of all time txt] 📗

few remarks on one particular species of trading. I refer to the conduct of many persons, with large capitals, who, for the sake of adding to a heap already too large, monopolize the market,—or trade for a profit which they know dealers of smaller fortunes cannot possibly live by. If such men really think that raising themselves on the ruin of others, in this manner, is justifiable, and that riches obtained in this manner are fairly earned, they must certainly have either neglected to inform themselves, or stifled the remonstrances of conscience, and bid defiance to the laws of God.

Section IX. Making Contracts beforehand.

In making bargains—with workmen, for example—always do it beforehand, and never suffer the matter to be deferred by their saying they will leave it to your discretion.

There are several reasons why this ought to be done. 1st. It prevents any difficulty afterward; and does no harm, even when the intentions of both parties are perfectly good. 2d. If you are dealing with a knave, it prevents him from accomplishing any evil designs he may have upon you. 3d. Young people are apt to be deceived by appearances, both from a credulity common to their youth and inexperience, and because neither the young nor the old have any certain method of knowing human character by externals. The most open hearted are the most liable to be imposed upon by the designing.

It will be well to have all your business—of course all contracts—as far as may be practicable, in writing. And it would be well if men of business would make it a constant rule, whenever and wherever it is possible, to draw up a minute or memorial of every transaction, subscribed by both, with a clause signifying that in case of any difference, they would submit the matter to arbitration.

Nothing is more common than for a designing person to put off the individual he wishes to take advantage of, by saying; We shan't disagree. I'll do what's right about it; I won't wrong you, &c. And then when accounts come to be settled, and the party who thinks himself aggrieved, says that he made the bargain with the expectation of having such and such advantages allowed him, No, says the sharper, I never told you any such thing.

It is on this account that you cannot be too exact in making contracts; nor is there indeed any safety in dealing with deceitful and avaricious people, after you have taken all the precaution in your power.

Section X. How to know with whom to deal.

There are two maxims in common life that seem to clash with each other, most pointedly. The first is, 'Use every precaution with a stranger, that you would wish you had done, should he turn out to be a villain;' and secondly, 'Treat every man as an honest man, until he proves to be otherwise.'

Now there is good advice in both these maxims. By this I mean that they may both be observed, to a certain extent, without interfering with each other. You may be cautious about hastily becoming acquainted with a stranger, and yet so far as you have any concern with him, treat him like an honest man. No reasonable person will complain if you do not unbosom yourself to him at once. And if he is unreasonable, you will not wish for an intimate acquaintance with him.

My present purpose is to offer a few hints, with a view to assist you in judging of the characters of those with whom it may be your lot to deal. Remember, however, that like all things human, they are imperfect. All I can say is that they are the best I can offer.

There is something in knavery that will hardly bear the inspection of a piercing eye; and you may, more generally, observe in a sharper an unsteady and confused look. If a person is persuaded of the uncommon sagacity of one before whom he is to appear, he will hardly succeed in mustering impudence and artifice enough to bear him through without faltering. It will, therefore, be a good way to try one whom you have reason to suspect of a design upon you, by fixing your eyes upon his, and bringing up a supposition of your having to do with one whose integrity you suspected; stating what you would do in such a case. If the person you are talking with be really what you expect, he will hardly be able to keep his countenance.

It will be a safe rule,—though doubtless there are exceptions to it,—to take mankind to be more or less avaricious. Yet a great love of money is a great enemy to honesty. The aged are, in this respect, more dangerous than the young. It will be your wisdom ever to be cautious of aged avarice; and especially of those who, in an affected and forced manner, bring in religion, and talk much of duty on all occasions; of all smooth and fawning people; of those who are very talkative, and who, in dealing with you, endeavor to draw off your attention from the point in hand by incoherent or random expressions.

I have already advised you how to proceed with those of whom you have good reason to be suspicious. But by all means avoid entertaining unnecessary suspicions of your fellow beings; for it will usually render both you and them the more miserable. It is often owing to a consciousness of a designing temper, in ourselves, that we are led to suspect others.

If you hear a person boasting of having got a remarkably good bargain, you may generally conclude him by no means too honest; for almost always where one gains much in a bargain, the other loses. I know well that cases occur where both parties are gainers, but not greatly so. And when you hear a man triumph in gaining by another's loss, you may easily judge of his character.

Let me warn you against the sanguine promisers. Of these there are two sorts. The first are those who from a foolish custom of fawning upon all those whom they meet with in company, have acquired a habit of promising great favors which they have no idea of performing. The second are a sort of warm hearted people, who while they lavish their promises have some thoughts of performing them; but when the time comes, and the sanguine fit is worn off, the trouble or expense appears in another light; the promiser cools, and the expectant is disappointed.

Be cautious of dealing with an avaricious and cruel man, for if it should happen by an unlucky turn of trade that you should come into the power of such a person, you have nothing to expect but the utmost rigor of the law.

In negotiating, there are a number of circumstances to be considered; the neglect of any of which may defeat your whole scheme. These will be mentioned in the next section.

Section XI. How to take Men as they are.

Such a knowledge of human character as will enable us to treat mankind according to their dispositions, circumstances, and modes of thinking, so as to secure their aid in all our laudable purposes, is absolutely indispensable. And while all men boast of their knowledge of human nature, and would rather be thought ignorant of almost every thing else than this, how obvious it is that there is nothing in regard to which there exists so much ignorance!

A miser is by no means a proper person to apply to for a favor that will cost him any thing. But if he chance to be a man of principle, he may make an excellent partner in trade, or arbitrator in a dispute about property; for he will have patience to investigate little things, and to stand about trifles, which a generous man would scorn. Still, as an honest man, and above all as a Christian, I doubt whether it would be quite right thus to derive advantage from the vices of another. In employing the miser, you give scope to his particular vice.

A passionate man will fly into a rage at the most trifling affront, but he will generally forget it nearly as soon, and be glad to do any thing in his power to make up with you. It is not therefore so dangerous to disoblige him, as the gloomy, sullen mortal, who will wait seven years for an opportunity to do you mischief.

A cool, slow man, who is somewhat advanced in age, is generally the best person to advise with. For despatch of business, however, make use of the young, the warm, and the sanguine. Some men are of no character at all; but always take a tinge from the last company they were in. Their advice, as well as their assistance, is usually good for nothing.

It is in vain to think of finding any thing very valuable in the mind of a covetous man. Avarice is generally the vice of abject spirits. Men who have a very great talent at making money, commonly have no other; for the man who began with nothing, and has accumulated wealth, has been too busy to think of improving his mind; or indeed, to think of any thing else but property.

A boaster is always to be suspected. His is a natural infirmity, which makes him forget what he is about, and run into a thousand extravagances that have no connection with the truth. With those who have a tolerable knowledge of the world, all his assertions, professions of friendship, promises, and threatenings, go for nothing. Trust him with a secret, and he will surely discover it, either through vanity or levity.

A meek tempered man is not quite the proper person for you; his modesty will be easily confounded.—The talkative man will be apt to forget himself, and blunder out something that will give you trouble.

A man's ruling passion is the key by which you may come at his character, and pretty nearly guess how he will act in any given circumstances, unless he is a wit or a fool; they act chiefly from caprice.

There are likewise connections between the different parts of men's characters, which it will be useful for you to study. For example, if you find a man to be hasty and passionate, you may generally take it for granted he is open and artless, and so on. Like other general rules, however, this admits of many exceptions.

A bully is usually a coward. When, therefore, you unluckily have to deal with such a man, the best way is to make up to him boldly, and answer him with firmness. If you show the least sign of submission, he will take advantage of it to use you ill.

There are six sorts of people, at whose hands you need not expect much kindness. The sordid and narrow minded, think of nobody but themselves. The lazy will not take the trouble to oblige you. The busy have not time to think of you. The overgrown rich man, is above regarding any one, how much soever he may stand in need of assistance. The poor and unhappy often have not the ability. The good natured simpleton, however willing, is incapable of serving you.[7]

The age of the person you are to deal with is also to be considered. Young people are easily drawn into any scheme, merely from its being new, especially if it falls in with their love of pleasure; but they are almost as easily discouraged from it by the next person they meet with. They are not good counsellors, for they are apt to be precipitate and thoughtless; but are very fit for action, where you prescribe them a track from which they know they must not vary. Old age, on the contrary, is slow but sure; very cautious; opposed to new schemes and ways of life; inclining, generally, to covetousness; fitter to consult with you,