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speaks. This helps him to correct the direction of his speech; for he can always gauge, by the faces of his hearers, how far they follow and understand him, and whether his words are producing the desired effect. But the writer does not know his reader at all. Therefore, from the outset he does not address himself to a definite human group of persons which he has before his eyes but must write in a general way. Hence, up to a certain extent he must fail in psychological finesse and flexibility. Therefore, in general it may be said that a brilliant orator writes better than a brilliant writer can speak, unless the latter has continual practice in public speaking. One must also remember that of itself the multitude is mentally inert, that it remains attached to its old habits and that it is not naturally prone to read something which does not conform with its own pre-established beliefs when such writing does not contain what the multitude hopes to find there. Therefore, some piece of writing which has a particular tendency is for the most part read only by those who are in sympathy with it. Only a leaflet or a placard, on account of its brevity, can hope to arouse a momentary interest in those whose opinions differ from it. The picture, in all its forms, including the film, has better prospects. Here there is less need of elaborating the appeal to the intelligence. It is sufficient if one be careful to have quite short texts, because many people are more ready to accept a pictorial presentation than to read a long written description. In a much shorter time, at one stroke I might say, people will understand a pictorial presentation of something which it would take them a long and laborious effort of reading to understand.

The most important consideration, however, is that one never knows into what hands a piece of written material comes and yet the form in which its subject is presented must remain the same. In general the effect is greater when the form of treatment corresponds to the mental level of the reader and suits his nature. Therefore, a book which is meant for the broad masses of the people must try from the very start to gain its effects through a style and level of ideas which would be quite different from a book intended to be read by the higher intellectual classes.

Only through his capacity for adaptability does the force of the written word approach that of oral speech. The orator may deal with the same subject as a book deals with; but if he has the genius of a great and popular orator he will scarcely ever repeat the same argument or the same material in the same form on two consecutive occasions. He will always follow the lead of the great mass in such a way that from the living emotion of his hearers the apt word which he needs will be suggested to him and in its turn this will go straight to the hearts of his hearers. Should he make even a slight mistake he has the living correction before him. As I have already said, he can read the play of expression on the faces of his hearers, first to see if they understand what he says, secondly to see if they take in the whole of his argument, and, thirdly, in how far they are convinced of the justice of what has been placed before them. Should he observe, first, that his hearers do not understand him he will make his explanation so elementary and clear that they will be able to grasp it, even to the last individual. Secondly, if he feels that they are not capable of following him he will make one idea follow another carefully and slowly until the most slow-witted hearer no longer lags behind. Thirdly, as soon as he has the feeling that they do not seem convinced that he is right in the way he has put things to them he will repeat his argument over and over again, always giving fresh illustrations, and he himself will state their unspoken objection. He will repeat these objections, dissecting them and refuting them, until the last group of the opposition show him by their behaviour and play of expression that they have capitulated before his exposition of the case.

Not infrequently it is a case of overcoming ingrained prejudices which are mostly unconscious and are supported by sentiment rather than reason. It is a thousand times more difficult to overcome this barrier of instinctive aversion, emotional hatred and preventive dissent than to correct opinions which are founded on defective or erroneous knowledge. False ideas and ignorance may be set aside by means of instruction, but emotional resistance never can. Nothing