The Humm Handbook: Lifting Your Level of Emotional Intelligence

Survey results constantly show that experienced directors consider people skills by far the most important characteristic of the consummate manager, outweighing such factors such as strategic thinking or vision. Yet few managers have knowledge in this critical area and what they have read is often lightweight and based on flimsy psychological theory. The Humm Handbook: Lifting Your Level of Emotional Intelligence is different; its platform is a scientifically valid technology. In the perfect world all decisions would be made logically and all people would act rationally. Unfortunately in the real world emotions play a key role in determining how we look at things, how we deal with issues and how we relate to other people. While our non-logical emotional behaviour is a result of a dynamic mix of up to thirty temperament factors, you can explain 90% of emotional behaviour using The Humm Handbook s basic desires: communication, security, material success, winning, creation, completion of projects and order. The two or three dominant desires of most people may be hidden from view but the way we talk, dress, buy, choose our careers, and treat other people provide significant clues. By gaining insight into these dominant desires and adjusting one's behaviour to the situation accordingly, managers will dramatically improve their EQ or Emotional Intelligence. After reading The Humm Handbook you will: Improve your observation skills as a basis for understanding people. Learn to identify what motivates yourself and those around you. Develop strategies for working more effectively with others. Increase your capacity to influence people. Discover how to control your own emotions. Any one wishing to lift their level of emotional intelligence will find this book useful especially: All levels of general, operations, administration and sales management (especially those with some previous management training) Project managers and team leaders Human resource and personnel managers Prospective high achievers About the book (RRP $39.95) The Humm Handbook is 192 pages long and is divided into three parts. 1. Part 1, The Seven Components, describes the Humm technology. 2. Part II, The Emotionally Intelligent Manager, works though each four stages of emotional intelligence: self-awareness, self-management, social awareness or empathy, and relationship management using the Humm technology. The reader then learns how the Humm technology can help you as a manager succeed in a number of areas such as team building, management style and leadership. 3. Part III, The Art of Decision Making, comprises the five case studies: Antigone, Julius Caesar, Hamlet, King Lear and Death of a Salesman. After a plot summary, the main characters in the play are analysed using the Humm technology. Did they succeed or fail and if so, how and why? Then the book looks at the key decisions made in each play and what it reveals about the emotional drivers of the various characters. Finally each case study concludes by drawing some business lessons from the characters and the play.

Chris began his working career with IBM in 1967 after graduating from Cambridge University where he studied Experimental Psychology. He then did a full-time MBA at the London Business School where he graduated with a distinction. On the advice of his tutor, the well-known management author, Charles Handy, he became a salesperson with ICL Australia. There he attended the first sales-training course ever run by Chandler & Macleod and learned about the Humm Technology. It was both a moment of epiphany and very profitable. He achieved $1.35 million sales his first year on quota and in his last 18 months as General Manager of TNT s Payroll Services Division his sales force won every one of the 15 major tenders in which they competed. He subsequently used the Humm Technology very successfully in business career ranging from a merchant banker with Bankers Trust Australia to a venture capitalist for 25 years. During that time he was a director of some 30 companies where he gained a solid and practical grounding in dealing with people, particularly in high pressure, conflict situations. The Humm Handbook is Chris s third book. Enterprise & Venture Capital A Business Builders and Investors Handbook was first published by Allen & Unwin in 1989. It is now in the second reprint of the fourth edition, having sold over 15,000 copies and is the handbook of the Australian Venture Capital industry. Empathy Selling The New Sales Technique for the 21st Century was first published by Lothian in 1991 and subsequently published by Kogan Page in the UK and McGraw-Hill in Australia. Over 12,000 copies have been sold. Public Speaking and Training Based on his books, Chris has developed seminars and training courses on people skills for technical managers, venture capital, and business planning. Since 1990 he has trained some 5,000 people and the courses he developed some 15,000 more.. Among his clients are the Australian Venture Capital Association, Citicorp Asia, Euromoney Institute of Finance, IIR, Islamic Development Bank, National Science & Technology Board, Singapore, New York Institute of Finance, PricewaterhouseCoopers, Securities Institute of Australia, Securities Institute of Malaysia, the Singapore Venture Capital Association, and Terrapin. Chris is available for training and public speaking.