Table of contents

Hans Hass

The Semi-Predator

How to overcome our instincts and be more successful in business

Who overcomes the lion?
And who the giant?
Who the demons and the elves?
Only those who overcome themselves!

Walther von der Vogelweide

Translated from the German by Michael Stachowitsch

Originally published under the title
Der Hai im Management
(1988)

Table of contents

Part One: The psychosplit. Its origins and repercussions

1^st Premise: Gaining energy is the crucial function in all organisms

2^nd Premise: All animals rely on the organic structures of other organisms for energy

3^rd Premise: Predatory energy gain requires efficient movement control mechanisms

4^th Premise: The unique feature in humans – we develop additional organs

5^th Premise: Human intellect initially promoted our instincts

6^th Premise: Energy gain in sedentary societies involves transactions

7^th Premise: Energy gain via transactions calls for new strategies

8^th Premise: Conditioning makes the customer the key stimulus for predatory behavior

9^th Premise: Money, the universal mediator, heightens the chronic conflict in our control mechanisms

Conclusions: Overcoming the psychosplit would boost our success and quality of life

Part Two: OBS. Overcoming the psychosplit

1^st Consequence: If you seek profits, focus on the advantage of others

2^nd Consequence: Not only the trodden path leads to success

3^rd Consequence: Be the best possible key for the right lock

4^th Consequence: Seek our weak spots as a problem-solver rather than as a predator

5^th Consequence: Specialize and diversify your product – but correctly

6^th Consequence: Your success is determined by the target group whose problems you solve

7^th Consequence: Earnings and profits are by no means identical

8^th Consequence: Employees are not production means and employers not the horn-of-plenty

9^th Consequence: Set your sights on qualitative growth

Appendix

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