Primal Management

or
 
Primal Management

Review in the Journal of Personnel Psychology:  

"The book is clearly written, strongly and convincingly argued, insightful, provocative, stimulating, and interesting to read."

Paul's Blog

Are decisions really 80% emotional?
 
As some of you know, I'm a graduate of the University of Chicago, a very rational place where, according to legend, "Fun goes to die."  I expect to be tarred and feathered at the next U of C management conference  for this provocative and contrarian post.  
 
Advertisers, like Kevin Roberts, CEO of Saatchi and Saatchi, claim that the buying decision is 80% emotional and 20% rational.  According to Roberts, "Reason leads to conclusions.  Emotion leads to action."  What about other decisions, like the decision on the part of our employees to work hard?  Is this also 80% emotional?  What is going on here?  If emotions are so important in decision making, why was the word never uttered in any of my econ classes?
Read more...
Praise PDF Print E-mail

Professor William Frederick, PhD - often referred to as the father of American business ethics

Paul Herr’s insights into emotions in the workplace are stunning, astonishing, and original—likely to revolutionize the way managers motivate and lead their organizations.

Feed the five key socio-emotional appetites; heed the emotional physics driving a company’s workforce; let emotional intelligence share organizational space with pragmatic rationality—then stand back and watch your company soar far beyond its competitors.  Primal Management is one of those rare jewels that will be coveted by managers and scholars alike, as much for its practical usefulness as for its dazzling applications of affective neuroscience, behavioral economics, and evolutionary psychology.

Dr. John Gibbons - a prominent scientist at The Conference Board--a New York based management think tank--where he specializes in employee engagement research.

Paul Herr’s approach to employee motivation and engagement is revolutionary.  Over the past few decades we have seen the emergence of neurological explanations of human behavior in the realm of clinical psychology.  This book represents a bold advancement of this movement into applied organizational psychology.  Managers should take note that the social, biological, and financial worlds are, indeed, connected.

Ross Smith - an enlightened manager who is creating a human-friendly ecosystem inside his corner of Microsoft

As the world economy looks to regain its footing, this book provides some scientific scaffolding with which to rebuild employer/employee relationships and a human-oriented agenda to bring profits, optimism, and success back to organizations everywhere.

Ross Smith, Director of Testing, Windows Security, Microsoft Corporation

Dave Logan, coauthor, "The Three Laws of Performance" and "Tribal Leadership"; faculty member, Marshall School of Business, University of Southern California.

Primal Management conveys knowledge of how human beings actually work and inspires the reader to do something with this new-found information.  A satisfying read for anyone who wants to lead others.