William Atkinson - The Complete Works of William Walker Atkinson

The salesman who indulges in beautiful speech, but who fails to impress the prospective purchaser with the merits and desirability of his wares is not a successful salesman. The business correspondent, who is able to compose a letter which is a gem of literary style, but which, nevertheless, fails to convince the person addressed of the merit of the proposition discussed, is not a successful correspondent. The salesman is expected to “land the order;” the correspondent is expected to win over the persons to whom his letters are addressed; the advertising man is expected to attract the attention and awaken desire in the minds of those who see and read his advertisements; in fact, each and every person who has anything of importance to communicate hopes to convey his meaning to those with whom he communicates by word of speech or written lines. And so, while “style,” in the sense of beauty and literary merit, has its place, still it is not the important requisite in the practical communication of the world of men and women of affairs of to-day.

In order to apply the Art of Expression to meet the requirements of practical modern life, not only must the form and construction of sentences be considered, but much attention must be paid to the psychology of words and phrases. Psychology has invaded the realm of rhetoric, and is rapidly asserting its right to an important place in the practical management of affairs. Rhetoric asks: “Is this beautiful; is it technically faultless?” Psychology asks: “Will this awaken the requisite understanding and thought in the minds of those for whom it is intended; will it attract the attention, hold the interest, arouse the desire, convince the understanding, and arouse the will of those to whom it is addressed?” Therefore, the Art of Expression is closely connected with The New Psychology, and appropriately is included in the series of books upon the general subject of the latter. This is the keynote of our conception of the subject which we shall consider in this book. We strive not to teach expression for the sake of expression, but rather expression as a method of impression . We consider the subject from the viewpoint of psychology, rather than from that of rhetoric. And we make this statement as an explanation— not as an apology.

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THE SOCIAL instincts of animals and men have given rise to the necessity for methods and means of communication between individuals. The lower animals undoubtedly employ rudimentary forms of language by which they manage to communicate their feelings to others of their kind. They have their cries of alarm and danger; the food sounds; the love notes; the scream of jealousy. Those who have made a study of bird-life inform us that each species has a number of combinations of notes, each of which expresses some definite emotion or feeling. In some cases these sounds have been recorded so plainly that their reproduction on an appropriate musical instrument tends to inspire in birds hearing them the feelings which originally were expressed by them. Several naturalists have so cleverly recorded the various sounds of the monkey language that men have been able to reproduce them to the bewilderment of the monkey tribe. Those who have raised poultry are fully aware of the nature and meaning of the various sounds and notes of the common barnyard fowls. Lovers of dogs are able to distinguish the various whines, cries and barks of the dog, and to understand the wants or feelings of the animal when he sounds them.

Primitive tribes of men give utterance to crude sounds which serve them as a language. As the race advances in the scale of intelligence, its language evolves and develops accordingly; becomes more complex and complete as the thought of the race demands words by means of which it may be expressed. As the child grows in intelligence its vocabulary increases, and its use of words becomes more exact and comprehensive. The vocabulary of the ignorant man is confined to a comparatively few words, while that of the educated man necessarily is more extensive by reason of the requirements of his thought and his desire for clearer expression.

Perhaps the most elemental form of expression on the part of living creatures is that of gestures . Movements of the body, or of parts or members of the body, as unconscious expression of the emotions and feelings, are quite common. And even among men, one skilled in interpreting the bodily movements and facial changes may readily read the feelings or thoughts of the individual manifesting them. As the suggestionists say: “Thought takes form in action,” and every mental process is reproduced to some extent in outward physical motion. Among the animals these physical movements are of course most marked. The tossing of the mane, the lashing of the tail, the showing of the teeth, the unsheathing of the claws, the love-strut of the bird, the billing of the dove, the bushy tail and distended fur, are evidences of the existence of certain feelings on the part of the animal manifesting the physical signs which may be interpreted by those familiar with the animals, and by other animals.

We do not intend to intimate that these physical manifestations were, or are, intended as means of communication, for they are usually wholly unconscious and instinctive. But as other individuals of the species, and of other species, find a correspondence within themselves when they perceive these manifestations, it is readily seen that these gestures and movements, being capable of interpretation, serve as a form of language. Not only does man, or the animal, recognize these gestures by reason of having perceived them previously, and usually accompanied or followed by the appropriate and corresponding action, but they awaken in him an instinctive and involuntary imitative action or reaction which tends to produce in him an intimation of the mental feeling behind the physical movement or gesture. For not only does “thought take form in action,” but “action induces feeling” in return, and an instinctive imitation of the outward physical movement arising from a feeling or thought tends to reproduce in the mind feelings or emotions corresponding to those which originally gave rise to the movement or gesture.

Bain says: “Most of our emotions are so closely connected with their expression that they hardly exist if the body remains passive.” Maudsley says: “The specific muscular action is not merely an exponent of passion, but truly an essential part of it. If we try, while the features are fixed in the expression of one passion, to call up in the mind a different one, we shall find it impossible to do so.” Halleck says: “By restraining the expression of an emotion we can frequently throttle it; by inducing the expression of an emotion we can often cause its allied emotion.” James says: “Refuse to express an emotion and it dies. Count ten before venting your anger, and its occasion seems ridiculous. Whistling to keep up courage is no mere figure of speech. On the other hand, sit all day in a moping posture, sigh and reply to everything in a dismal voice, and your melancholy lingers.”

Dr. Woods Hutchinson says: “To what extent muscular contractions condition emotions, as Prof. James has suggested, may be easily tested by a quaint and simple little experiment upon a group of the smallest voluntary muscles in the body, those that move the eye-ball. Choose some time when you are sitting quietly in your room, free from all disturbing thoughts and influences. Then stand up, and assuming an easy position, cast the eyes upward and hold them in that position for thirty seconds. Instantly and involuntarily you will be conscious of a tendency toward reverential, devotional, contemplative ideas and thoughts. Then turn the eyes sideways, glancing directly to the right or left, through half-closed lids. Within thirty seconds images of suspicion, of uneasiness, or of dislike, will rise unbidden in the mind. Turn the eyes on one side and slightly downward, and suggestions of jealousy or coquetry will be apt to spring unbidden. Direct your gaze downward toward the floor, and you are likely to go off into a fit of reverie or abstraction.”