The Book of Business Etiquette by Nella Braddy Henney (readict books .txt) 📖

Among business men it is often perplexing to know whom and when to invite. Generally speaking, the older man or the man with the superior position takes the initiative, but there are an infinite number of exceptions. Generally speaking, also, the man who is resident in a place entertains the one who is visiting, but there are infinite exceptions to this as well, especially in the case of traveling salesman. All courtesy is mutual, and it is almost obligatory upon the salesman who has been entertained to return the courtesy in kind. Such invitations should be tendered after a transaction is completed rather than before. The burden of table courtesy falls upon the man who is selling rather than the one who is buying, probably because he is the one to whom the obvious profit accrues.

Social affairs among the wives of business men which grow out of the business relations of their husbands follow the same rules as almost any other social affairs. Nearly always it is the wife of the man with the higher position who issues the first invitation, and it is permissible for her to invite a woman whom she does not know personally if she is the wife of a business friend of her husband.

The biggest hindrance to the establishment of good manners among business men is the everlasting hurry in which they (and all the rest of us) live. There must first of all be leisure, not perhaps to the extent advocated by a delightful literary gentleman of having three hours for lunch every day, but time enough to sit down and relax. Thousands of business men dash out to lunch—bad manners are at their worst in the middle of the day—as if they were stopping off at a railroad junction with twenty minutes to catch a train and had used ten of them checking baggage. And they do not always do it because they are in a hurry. They have so thoroughly developed the habit of living in a frenzied rush that even when they have time to spare they cannot slow down.

Pleasant surroundings are desirable. It is much easier to dine in a quiet spacious room where the linen is white and the china is thin, the silver is genuine silver, and the service is irreproachable, than in a crowded restaurant where thick dishes rattle down on white-tiled tables from the steaming arms of the flurried waitress, where there is no linen, but only flimsy paper napkins (which either go fluttering to the floor or else form themselves into damp wads on the table), where the patrons eat ravenously and untidily, and where the atmosphere is dense with the fumes of soup and cigarettes. But luxury in eating is expensive and most of us must, perforce, go to the white-tiled places. And the art of dining is not a question of what one has to eat—it may be beans or truffles—or where one eats it—from a tin bucket or a mahogany table—it all depends upon how; and the man who can eat in a “hash-house,” an “arm-chair joint,” a “beanerie,” a cafeteria, a three-minute doughnut stand or any of the other quick-lunch places in as mannerly a way as if he were dining in a hotel de luxe has, we think, a pretty fair claim to the title of gentleman.

The responsibility for a dinner lies with the host. If his guest has had the same social training that he has or is accustomed to better things he will have comparatively little trouble. All he can do is to give him the best within his means without apology. We like to present ourselves in the best possible light (it is only human) and for this reason often carry our friends to places we cannot afford. This imposes upon them the necessity of returning the dinner in kind, and the vicious circle swings around, each person in it grinding his teeth with rage but not able to find his way out. Entertaining is all right so long as it is a useful adjunct to business, but when it becomes a burden in itself it is time to call a halt.

Smoking during and immediately after a meal is very pleasing to the man who likes tobacco, but if he has a guest (man or woman) who objects to the smell of it he must wait until later. On the other hand if his guest likes to smoke and he does not he should insist upon his doing so. It is a trifling thing but politeness consists largely of yielding gracefully in trifles.

Old-fashioned gentlemen held it discourteous to mention money at table, but in this degenerate age no subject is taboo except those that would be taboo in any decent society. Obviously when men meet to talk over business they cannot leave money out of the discussion. In a number of firms the executives have lunch together, meeting in a group for perhaps the only time during the day. It helps immeasurably to coördinate effort, but it sometimes fails to make the lunch hour the restful break in the middle of the day which it should be. It is generally much more fun and of much more benefit to swap fish stories and hunting yarns than to go over the details of the work in the publicity department or to formulate the plans for handling the Smith and Smith proposition. Momentous questions should be thrust aside until later, and the talk should be—well, talk, not arguing, quarreling, or scandal-mongering. The subject does not greatly matter except that it should be something in which all of the people at the table are interested. Whistler was once asked what he would do if he were out at dinner and the conversation turned to the Mexican War, and some one asked him the date of a certain battle. “Do?” he replied. “Why, I would refuse to associate with people who could talk of such things at dinner!”

Polite society has always placed a high value on table manners, but it is only recently that they have come to play so large a part in business. Some one has said that you cannot mix business and friendship. It would be nearer the truth to say that you cannot separate them. More and more it is becoming the habit to transact affairs over the table, and a very pleasant thing it is, too. Aside from the coziness and warmth which comes from breaking bread together one is free from the interruptions and noise of the office, and many a commercial acquaintance has ripened into a friend and many a business connection has been cemented into something stronger through the genial influence of something good to eat and drink. It is, of course, a mistake to depend too much upon one's social gifts. They are very pleasant and helpful but the work of the world is done in offices, not on golf links or in dining rooms. We have little patience with the man who sets his nose to the grindstone and does not take it away until death comes in between, but we have just as little with the man who has never touched the grindstone.

Stories go the rounds of executives who choose their subordinates by asking them out to lunch and watching the way they eat. One man always calls for celery and judges his applicant by what he does with it. If he eats only the tender parts the executive decides that he is extravagant, at least with other people's money, but if he eats the whole stalk, green leaves and all, he feels sure that he has before him a man of economy, common sense, and good judgment! The story does not say what happens when the young man refuses celery altogether. Another uses cherry pie as his standard and judges the young man by what he does with the pits. There are three ways to dispose of them. They may be lowered from the mouth with the spoon, they may be allowed to drop unaided, or they may be swallowed. The last course is not recommended. The first is the only one that will land a job. But tests like this work both ways and one is rather inclined to congratulate the young men who were turned down than those who were accepted.

All this aside, an employer does want to know something about the table manners of an employee who is to meet and dine with his customers. An excellent salesman may be able to convince a man of good breeding and wide social training if he tucks his napkin into his bosom, drinks his soup with a noise, and eats