What They Don’t What They Don’t Teach You In Teach You In

Harvard Harvard Business School.Business School.

By: Mark H. Mc By: Mark H. Mc Cormark.Cormark.

Book Review:

About Author:About Author:Mark H. McCormack was once named as the most

powerful man in sports by the sports illustrated. He was educated at the Yale law school & started his career as an associate with a Cleveland law firm where he represented Arnold Palmer (Golf player).

He then diversified into merchandising, licensing and T.V programming.

McCormack has never studied in Harvard Business school (HBS) but his success story has been taught there as a case study and he is a frequent lecturer to HBS

IntroductionIntroductionBasically the book is all about the ability to

use instincts, insights , perceptions to read people and used that knowledge to achieve your wants.

In Mc Cormark’s words:"My main purpose in writing this book is to

fill in many of the gaps - the gaps between a business school education and the street knowledge that comes from day-to-day experience of running a business and managing people."

Organization of the book: Organization of the book:

The book is divide into 3 major sections,

• People.• Selling & Negotiation.• Building a business.

Seven Step Plan for Reading PeopleSeven Step Plan for Reading People

1.Listen aggressively2.Observe aggressively3.Talk less4.Take a second look at your first

impressions5.Take time to use whatever you have

learnt.6.Be discreet7.Be detached

TAKING THE EDGETAKING THE EDGE

• Know the particulars • Know the players • Turn crisis into opportunities • Learn to wait for the right time

“YOU GET ALONG ONLY BY GETTING ALONG”

EVALUATION by BossEVALUATION by Boss

CADIF• Commitment, • Attention to details, • Immediate follow up & what you do

beyond your job description.

SELLINGSELLING

THRUST AREAS:• Timing

– Right self-timing and taking advantage of other’s bad timing.

• Silence – Intelligent use of silence– omitting extravenous negatives

• Marketability – know your product,– believe in your product,– sell it with enthusiasm.

STRATEGIES FOR EFFECTIVE SELLINGSTRATEGIES FOR EFFECTIVE SELLING

• No 's creates an environment for Yes 's ,so take no 's on your stride.

• Expose the product to the prospective buyer rather than sell

• Show up- put on a show to impress the buyer • Divide and conquer • Use visual aids properly

SUCCESSFUL NEGOTIATIONSUCCESSFUL NEGOTIATION • Let the other party take the first crack.• Don't deal in round numbers, be very specific. • Deal in psychological currencies.• Avoid show down, be optimistic.• Modify and then Mollify.• Deflect with a question- so that the other person

may scrutinize his position. • Use emotions-- act in anger, never react in anger.

BUILDING A BUSINESSBUILDING A BUSINESS

• Commit (early to) quality– start with the best ,it will get you started on

the right foot .

• Grow slowly, take time to sit back and to analyze success.

• Diversify your expertise– start with the best,– expand slowly,– solidify your position,– horizontally diversify your experience.

STAYING IN BUSINESSSTAYING IN BUSINESS

• Think small-– organize your company as a row of small

pyramids rather than a single.

• Think flexibly, manage unconventionally & manage with confidence.– Delegate" what you can & not what you want

to" – hire people smarter than yourself

Positive AspectsPositive Aspects

• Something that cannot be taught but is learnt.

• It is a great complement to the traditional business school-education.

• The approach given is general in nature and can be applied to more or less any business situation.

• A recommended One time Reading.

For ENTREPRENEURS

Ask hard questions

Start small and keep it simple

Be flexible

Share your success

Epilogue-the inner game of bussiness

ThanksThanks