Chapter XXXI: 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, than to _act_ for you; not so easily won by fair speeches or long reasonings; tenacious of old opinions, customs, and formalities; apt to be displeased with those, especially younger people, who pretend to question their judgment; fond of deference, and of being listened to. Young people, in their anger, mean less than they say; old people more. You may make up for an injury with most young men; the old are generally more slow in forgiving.

The fittest character to be concerned with in business, is, that in which are united an inviolable integrity, founded upon rational principles of virtue and religion, a cool but determined temper, a friendly heart, a ready hand, long experience and extensive knowledge of the world; with a solid reputation of many years' standing, and easy circumstances.

[7] These statements may seem to require a little qualification.
There are _two sorts_ of _busy_ men. One sort are busy, as the
result of _benevolent purpose_. These are often among the best of
mankind; and though always _busy_ in carrying out their plans,
they find time to perform a thousand little acts of goodness,
notwithstanding.--It has, indeed, been sometimes said, that when
a great public enterprise is about to be undertaken, which
requires the aid of individual contributions, either of time or
money, those who are most busy, and from whom we might naturally
expect the least, often do the _most_. It is also said that men
of business have the most leisure; and it sometimes seems to be
true, where they methodize their plans properly. These maxims,
however, apply with the most force to men devoted to a higher
purpose than the worship of this world--men who live for God,
and the good of his universe, generally.

There are also two sorts of _rich_ men. Some men may have
property in their hands to an immense amount, without possessing
a worldly spirit. The _rich_ man referred to above, is of another
sort. He is the man who '_gets all he can_, and _keeps_ all he
can _get_.' This is probably the gospel definition of the term,
a _rich man_, who, it is said, can no more enter a world of
spiritual enjoyment than a camel or a cable can go through 'the
eye of a needle.'