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What They Don’t Teach You at Harvard Business School

What They Don’t Teach You at Harvard Business School. Mark H. McCormack. Reading People. Don’t take notions for an answer Use your insight Listen & Observe aggressively Useful impressions. Reading People. Take advantage of the venue Observe fringe times. Golf Course Insight.

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What They Don’t Teach You at Harvard Business School

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  1. What They Don’t Teach You at Harvard Business School Mark H. McCormack

  2. Reading People • Don’t take notions for an answer • Use your insight • Listen & Observe aggressively • Useful impressions

  3. Reading People • Take advantage of the venue • Observe fringe times

  4. Golf Course Insight • The Gimme Putt • “What did you shoot?” • “What’s your handicap?” • Winter Rules • The Rules of Golf

  5. Watching People & Reading People • Listen aggressively • Observe aggressively • Talk less • Take a second look at first impressions

  6. Watching People & Reading People • Take time to use what you’ve learned • Be discreet • Be detached

  7. Creating Impressions • Play off preconceptions • Letters as emissaries • You’re known by the office company you keep • Dress as though you mean business

  8. Creating Impressions • Split some seconds • Don’t be a time thief • Your own turf • Mean what you say

  9. Making a Notable Gesture • Do something for the kids • Let people off the hook • Drive a soft bargain • Flatter legitimately

  10. Making a Notable Gesture • Make friends • Make mentors: Make confidants • Be discreet

  11. Most Important Personal Asset • Common sense • Being yourself • Emotion management • You don’t have to be perfect

  12. Taking the Edge • Know the particulars • Know the players • Size of the situation • Thinking on your feet

  13. How to Get Lucky • Turn crises into opportunities • Learn to wait • Discipline yourself

  14. Getting Ahead • Know the Rules • Survival of the fittest • Your peers are your natural allies • There is always a system

  15. Getting Ahead • Making impressions in the long term • The Love-Me-for-Myself Syndrome • Get some new tricks

  16. Three Hard-to-Say Phrases • “I don’t know.” • “I need help.” • “I was wrong.”

  17. Criteria We’re Judged By • Commitment • Attention to detail • Immediate follow-up

  18. The Problems of Selling • Selling doesn’t seem important enough • Selling is an intrusion • Fear

  19. The Secret Life of a Deal • Listen to your common sense • Listen to your buyer • Follow the script

  20. Silence • Make the other guy talk • Get information by not asking for it • Bite your tongue • The pregnant pause • Once you’ve sold, shut up

  21. Marketability • Know your product • Believe in your product • Sell with enthusiasm

  22. Positioning • Is it a Ford of a Mercedes? • Weighing the facts • Doing it with mirrors • Imaging

  23. Correspondence Tools • Open copies to the Boss • Blind copies to the Boss • “Dictated but not read”

  24. Negotiating • Deal in psychological currencies • Avoid showdowns • Negotiate backwards • Trade places

  25. Negotiating • Deflect with a question • Question positions but don’t ignore them • Sweeten with his self-interest • Keep your time frame to yourself

  26. Using Emotion • Perceive any business dispute as the beginning of a negotiation • Step back and relax • See emotional outbursts as opportunities • Act in anger, but never react in anger • Get them charged up about side issues

  27. Building a Business • Commit (early on) to quality • Be smart enough to know when you are lucky • Grow slowly • Diversify your expertise & talent

  28. Building a Business • Charge for your expertise • Hire the best to teach you what you don’t know • Take a second look at timing • Short-term can be terminal

  29. Staying in Business • Think small • Don’t let structures run the operation • Think flexibility • Reserve the right to be arbitrary • Hire people smarter than yourself

  30. Staying in Business • Don’t let policies stifle the operation • Manage unconventionally • Manage with confidence • Delegate what you can, not what you want to

  31. Dealing with Employees • Pay them what they are worth • Make them feel that they are important; yet motivate positively & negatively • Make them think for themselves • Separate office life from social life

  32. Getting Things Done • Time Management • An organization system • Stick to your schedule • Allocate personalities

  33. How to Handle Phone Calls • Pause to anticipate • Get to the point • Shorten the long maybe • Avoid phone tag

  34. How to Handle Phone Calls • Making people take your call • Silence means consent • Who gets on first?

  35. Internal Meetings • Who are these people & what are they doing in my meeting? • Fold in meetings • Run a successful meeting • Meet in hallways

  36. External Meetings • Where it’s best to go slow • Restaurant meetings

  37. Knowing Your Own Work Habits • Learn to say “no” even when it hurts • Decision making • Office communication • To write or not write • Streamline your office space

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