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 before him pleasantly, and he will do the rest. Unless we have never ourselves made mistakes we should not fly into a rage when other people do so.

In the writing of any sort of business letter, and there are a great many special kinds which I have not mentioned, we should be helped in determining what line of procedure to follow if, for a moment, we attempted to put ourselves into the position of the man to whom we are writing. It is largely a matter of psychology, of trying to understand how men's minds work, how they are most easily affected, what appeals to them most. If we would study ourselves more carefully we should know better how to appeal to other men, for in a very large degree we are all alike.