276 ANDREW CARNEGIE 



the better. There lie latent unsuspected powers in willing 

 men around us which only need appreciation and develop- 

 ment to produce surprising results. Money rewards alone 

 will not, however, insure these, for to the most sensitive and 

 ambitious natures there must be the note of sympathy, appre- 

 ciation, friendship. Genius is sensitive in all its forms, and 

 it is unusual, not ordinary, ability that tells even in practical 

 affairs. You must capture and keep the heart of the original 

 and supremely able man before his brain can do its best. In- 

 deed this law has no limits. Even the mere laborer becomes 

 more efficient as regard for his employer grows. Hand serv- 

 ice or head service, it is heart service that counts. 



One of the chief sources of whatever success may have 

 attended the Carnegie Steel company was undoubtedly their 

 policy of making numerous partners from among the ablest 

 of their men, and interesting so many others of ability in 

 results. I strongly recommend this plan, believing that in 

 these days of threatened exhausting competition it will be 

 the concerns which adopt this plan, other things being equal, 

 which will survive and flourish. 



In no field is the wise saying more amply verified than 

 in manufacturing: " There be those who gather, yet scatter 

 abroad, and there be those who scatter abroad, yet put into 

 barns." 



If the managing owners and officials of great corporations 

 could only be known to their men and, equally important, 

 their men known to their employers, and the hearts of each 

 exposed to the other, as well as their difficulties, we should 

 have in that troublesome field such harmony as delights us 

 in the field of domestic employment. It is mainly the ignor- 

 ance of contending parties of each other's virtues that breeds 

 quarrels everywhere throughout the world, between individ- 

 uals, between corporations and their men — and between na- 

 tions. "We only hate those we do not know" is a sound 

 maxim which we do well ever to bear in mind. 



In the progress toward more harmonious conditions be- 

 tween employer and employed we see that the system of pay- 

 ment by fixed wage has been largely supplanted by payment 

 according to value of service rendered by workmen in posi- 



