INDICATIONS OF DELIBERATION
These are some of the indications of deliberation: dark coloring, with an inclination to pallor; a long, strong, prominent chin and well-developed jaw; large size; medium or coarse texture; hard consistency; a long, square head; long, knotty fingers, with square tips; slow, deliberate, rhythmical movements; a calm, poised expression, and either an absence of gesture or gesture of a slow, graceful character.
Looking around amongst your friends and acquaintances, you will readily see that few, if any, have all of the characteristics of impulsiveness in a marked degree, and an equally small number all of the characteristics of deliberation in a marked degree. The majority of people probably have a combination of these characteristics—some indications of impulsiveness and some of deliberation. In such cases, the question is answered by a preponderance of evidence.
Some people are remarkably obstinate. If given their own way, they are agreeable and amiable, but when opposed, they are exceedingly difficult to persuade. If such persons are of the positive type and like to feel that they are doing the thing and that no one else is influencing or coercing them, then they must be handled by an adroit suggestion similar in principle to that described in the case of the automobile salesman on page 380. On the other hand, in case these obstinate people are somewhat negative in character, without much initiative or aggressiveness but with a very large degree of stubbornness, then care must be taken not to antagonize them or to oppose them—always gently to lead them and never to try to drive them.
Argument is probably the most useless waste of energy possible in attempting persuasion. Your own experience teaches you that argument only leaves each party to the controversy more strongly convinced than ever that he is right. This is true no matter what the character of the arguers be. It is especially and most emphatically true when either one or the other, or both, who participate in the argument are of the obstinate type.
The obstinate person may be amenable to reason if reasons are stated calmly, tactfully, and without arousing his opposition. His emotions of love, sympathy, generosity, desire for power and authority may be successfully appealed to and he may be gently led to a decision by way of minor and seemingly insignificant points.
INDICATIONS OF OBSTINACY
These are the indications of obstinacy: dark coloring; a prominent chin; a head high in the crown; hard consistency; a rigidity of the joints, especially of the joints in the hands and fingers. Perhaps the most important and most easily recognized indication of a domineering, obstinate, determined will is the length of line from the point of the chin to the crown of the head. When this line greatly exceeds in length that from the nape of the neck to the hair line at the top of the forehead, you have an individual who desires to rule and bitterly resents any attempt on the part of others to rule him.