Whichever side in our present desperate crisis attains self-discipline and the full power in sight of the people not to be fooled about itself first, will win the leadership first, and win the loyalty and gratitude and partiality and enthusiasm of the American people for a hundred years. * * * * * The first thing for a man to do to get his way with another man--install a new brain track with him that they can use together, is to surprise the man by picking out for him and doing to him the one thing that he knows that you of all others would be the last man to do. It looks as if the second thing to do is to surprise the man into doing something himself that he knew that he himself anyway of all people in the world, is the last man to do. First you surprise him with you. Then with himself. After this of course with new people to do things, both on the premises, the habit soon sets in of starting with people all manner of things that everybody knew--who knew anything--knew the people could not do. This is what the President of the factory not a thousand miles away accomplished all in twenty-four hours by not being fooled about himself. He took a short cut to getting what he wanted to get with his employees, which if ten thousand other employers could hear of and could take to-morrow would make several million American wage earners feel they were in a new world before night. * * * * * The thing that seemed to me the most significant and that I liked best about the President of the Company who listened to Jim, was the discovery I made in a few minutes, when I met him, that unlike Henry Ford, whom I met for the first time the same week, he was not a genius. He was a man with a hundred thousand duplicates in America. Any one of a hundred thousand men we all know in this country would do what he did if he happened on it, if just the right Jim, just the right moment, stuck his head in the door. Here's to Jim, of course. But after all not so much credit to Jim. There are more of us probably who could have stuck our heads in the door. The greater credit should go to the lying awake in the night, to the man who was practical enough to be inspired by a chance to quit and quit sharply in his own business, being fooled by himself and who got four hundred men to help. Incidentally of course though he did not think of it, and they did not think of it, the four hundred men all in the same tight place he was in of course, of trying not to be fooled about themselves, asked him to help them. Of course with both sides in a factory in this way pursuing the other side and asking it to help it not to be fooled, everything everybody says counts. There is less waste in truth in a factory. Truth that is asked for and thirsted for, is drunk up. The refreshment of it, the efficiency of it which the people get, goes on the job at once. XIII LISTENING TO JIM