There is ground for belief (and this is what I am trying to have a plan to meet, in these chapters) that the reason that most of us find talking with people and arguing with them and trying to change their minds so unsatisfactory, is that we are not really thorough with them. What we really need to do with people is to go deeper, excavate their sensory impressions, play on their subconscious nerves, use liver pills or have a kidney taken out to convince them. Talk with almost any man of a certain type, no matter what he is, a banker, a lawyer, or a mechanic, after he is thirty years old, and his mind cannot really be budged. He is not really listening to you when you criticize him or differ with him.
The soul—the shrewder further-sighted part of a man, up in his periscope has a tendency to want to think twice, to make a man value you and like you for criticizing him and defend himself from you by at least knowing all you know and keep still and listen to you until he does, but his body all in a flash tries to keep him from doing this, hardens over his mind, claps itself down with its lid of habit over him. Then he automatically defends himself with you, starts up his anger-machine, and nothing more can be said.
What a man does his not-listening with is not with his soul, but with his machine. The very essence of anger is that it is unspirited and automatic. The spirited man is the man who has the gusto in him to listen, in spite of himself to what his fists and his stomach do not want to let him hear.
Of course when a man keeps up a thing of this sort for a few years—say for twenty or thirty years—the inevitable happens and one soon sees why it is that the majority of people—even very attractive people one goes around talking with and living with, after thirty years, become just splendid painted-over effigies of themselves. One has no new way of being fond of them. One looks for nothing one has not had before. They go about—even the most elegant of them—thinking with their stomachs.
Thoughts they get off to us sweetly and unconsciously as if they were fresh from heaven—as if they had just been caught passing from the music of the spheres, are all handed up to them on dumb waiters from below.
V
BEING HELPED UP THE CELLAR STAIRS
Most of us feel that the national crisis that lies just ahead calls in a singular degree for new and creative ideas and brain paths, both for our leaders and our people.
We realize—whatever our personal habits may be that the great mass of the driving ahead that is to be done in this nation in its new opportunity, must come whether in business, invention or affairs, from picked men here and there in every business and in every calling, who insist on thinking with their heads instead of with their stomachs.