298 THROUGH THE HEART OF PATAGONIA 



But in cases where adhesion to the methods of the country to 

 which he has migrrated touches not himself but his ^oods and his 

 work he needlessly — indeed, almost mischievously — handicaps 

 himself. He takes pride in occupying a position of more or less 

 splendid isolation. 



The Britisher lacks adaptability. He lacks suavity. He often 

 lacks common politeness. In fact, he is a good fellow when you 

 know him, but you have got to know him first. An excellent 

 reputation to possess, perhaps, apart from business, and when your 

 position is assured. But in foreign countries, and in the case of 

 dealing" with strangers of other nations, who are very apt to like 

 or dislike at first sight, its results are disastrous, for they rarely 

 reconsider their first opinion. 



The Continental races, on the other hand, aim at merging their 

 individuality in that of their temporary hosts. Actuated by a 

 sense of politeness or of self-interest— I do not know which — these 

 peoples do not thrust forward the fact that they are aliens, but 

 rather try to foster the idea that the land of their adoption is their 

 own. But when the young Englishman comes along, his manner 

 placards him with his nationality. He seems to say, " You fellows, 

 I've got to live here. Fate orders it. But I am not of you. Apart 

 from business, leave me alone." 



He and his compatriots are sufficient unto themselves. And 

 not infrequently also, though strangers in a strange land, they are 

 a law unto themselves. Now this is all very well in its way, and 

 we would not, I suppose, have it otherwise ; yet, if the English 

 youth abroad would modify their attitude towards the works of the 

 alien, even while, if they so choose, preserving it towards the alien 

 himself, they would rise to greater heights of success than they at 

 present touch. 



The fact is that the alien thinks the Englishman is a fool of a 

 very notable kind, and in many cases he is right. 



It is not in the excellence of their goods, or even in the 

 cheapness of their tariff, that the Germans are forging ahead of 

 us in trade. It is in their attitude towards those with whom 

 they deal. They make an art of selling a yard of red flannel 

 to an elderly negress. The negress feels the compliment, rather 



