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What They Don’t Teach You at Harvard Business School

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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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Presentation Transcript
reading people
Reading People
  • Don’t take notions for an answer
  • Use your insight
  • Listen & Observe aggressively
  • Useful impressions
reading people1
Reading People
  • Take advantage of the venue
  • Observe fringe times
golf course insight
Golf Course Insight
  • The Gimme Putt
  • “What did you shoot?”
  • “What’s your handicap?”
  • Winter Rules
  • The Rules of Golf
watching people reading people
Watching People & Reading People
  • Listen aggressively
  • Observe aggressively
  • Talk less
  • Take a second look at first impressions
watching people reading people1
Watching People & Reading People
  • Take time to use what you’ve learned
  • Be discreet
  • Be detached
creating impressions
Creating Impressions
  • Play off preconceptions
  • Letters as emissaries
  • You’re known by the office company you keep
  • Dress as though you mean business
creating impressions1
Creating Impressions
  • Split some seconds
  • Don’t be a time thief
  • Your own turf
  • Mean what you say
making a notable gesture
Making a Notable Gesture
  • Do something for the kids
  • Let people off the hook
  • Drive a soft bargain
  • Flatter legitimately
making a notable gesture1
Making a Notable Gesture
  • Make friends
  • Make mentors: Make confidants
  • Be discreet
most important personal asset
Most Important Personal Asset
  • Common sense
  • Being yourself
  • Emotion management
  • You don’t have to be perfect
taking the edge
Taking the Edge
  • Know the particulars
  • Know the players
  • Size of the situation
  • Thinking on your feet
how to get lucky
How to Get Lucky
  • Turn crises into opportunities
  • Learn to wait
  • Discipline yourself
getting ahead
Getting Ahead
  • Know the Rules
    • Survival of the fittest
    • Your peers are your natural allies
    • There is always a system
getting ahead1
Getting Ahead
  • Making impressions in the long term
  • The Love-Me-for-Myself Syndrome
  • Get some new tricks
three hard to say phrases
Three Hard-to-Say Phrases
  • “I don’t know.”
  • “I need help.”
  • “I was wrong.”
criteria we re judged by
Criteria We’re Judged By
  • Commitment
  • Attention to detail
  • Immediate follow-up
the problems of selling
The Problems of Selling
  • Selling doesn’t seem important enough
  • Selling is an intrusion
  • Fear
the secret life of a deal
The Secret Life of a Deal
  • Listen to your common sense
  • Listen to your buyer
  • Follow the script
  • Make the other guy talk
  • Get information by not asking for it
  • Bite your tongue
  • The pregnant pause
  • Once you’ve sold, shut up
  • Know your product
  • Believe in your product
  • Sell with enthusiasm
  • Is it a Ford of a Mercedes?
  • Weighing the facts
  • Doing it with mirrors
  • Imaging
correspondence tools
Correspondence Tools
  • Open copies to the Boss
  • Blind copies to the Boss
  • “Dictated but not read”
  • Deal in psychological currencies
  • Avoid showdowns
  • Negotiate backwards
  • Trade places
  • Deflect with a question
  • Question positions but don’t ignore them
  • Sweeten with his self-interest
  • Keep your time frame to yourself
using emotion
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
building a business
Building a Business
  • Commit (early on) to quality
  • Be smart enough to know when you are lucky
  • Grow slowly
  • Diversify your expertise & talent
building a business1
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
staying in business
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
staying in business1
Staying in Business
  • Don’t let policies stifle the operation
  • Manage unconventionally
  • Manage with confidence
  • Delegate what you can, not what you want to
dealing with employees
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
getting things done
Getting Things Done
  • Time Management
  • An organization system
  • Stick to your schedule
  • Allocate personalities
how to handle phone calls
How to Handle Phone Calls
  • Pause to anticipate
  • Get to the point
  • Shorten the long maybe
  • Avoid phone tag
how to handle phone calls1
How to Handle Phone Calls
  • Making people take your call
  • Silence means consent
  • Who gets on first?
internal meetings
Internal Meetings
  • Who are these people & what are they doing in my meeting?
  • Fold in meetings
  • Run a successful meeting
  • Meet in hallways
external meetings
External Meetings
  • Where it’s best to go slow
  • Restaurant meetings
knowing your own work habits
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