What They Don’t Teach You at Harvard Business School Book Summary - What They Don’t Teach You at Harvard Business School Book explained in key points
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What They Don’t Teach You at Harvard Business School summary

Mark H. McCormack

Notes From a Street-Smart Executive

3.9 (162 ratings)
14 mins

Brief summary

What They Don’t Teach You at Harvard Business School by Mark H. McCormack provides insights and practical tips to succeed in the business world. It offers valuable lessons on negotiation, sales, and communication skills that aren't taught in traditional business education.

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    What They Don’t Teach You at Harvard Business School
    Summary of 6 key ideas

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    Get insights from your business colleagues by listening to them closely.

    When it comes to business, it’s easy to buy into the misconception that it’s all about numbers and growth. But it’s not! It’s about people.

    It doesn’t matter if you’re selling a product or hiring someone; to get ahead in business, you have to know who exactly you’re doing business with. If you know their personality and what makes them tick, you’ll be able to predict their behavior.

    You’re probably used to the clichéd slick businessman facade. But remember, a businessman won’t fulfil that stereotype with everyone. He’ll talk to his boss, clients or employees in different ways.

    If you’re aware of these different fronts, you’ll know that there’s more to the “suit” than meets the eye. There will always be a lot going on beneath the surface.

    But how do you discover the richness of someone’s personality? You have to really listen.

    Listening isn’t a passive process – you have to actively take in what you’re hearing and make an effort to understand what people are telling you.

    Let’s take Pepsi as an example.

    For years, Pepsi tried unsuccessfully to court Burger King, urging them to sell their product alongside Coca-Cola and arguing that customers wanted options in their drink choices. But Burger King kept declining their proposal, claiming that they did offer a choice, as they had plenty of other types of soda on offer.

    It was only then Pepsi started listening to Burger King. They saw what was going on below the surface, so they changed tactics. In their next pitch, they took a novel approach.

    “Hey,” they said, “we’re both number twos.” After all, Burger King had long since played second fiddle to their rivals McDonald’s, just as Pepsi had to Coca-Cola. This convinced Burger King, and they switched to Pepsi in solidarity.

    Listening is one thing, but making a good impression is also important. Let’s look at that next.

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    What is What They Don’t Teach You at Harvard Business School about?

    What They Don’t Teach You at Harvard Business School (1984) is an introduction to everything your professors don’t and can’t teach you at business school. Learn tips and tricks that only people with real job-market experience have in their arsenal, like how to make a good impression and how to leverage the concept of fear when making sales.

    What They Don’t Teach You at Harvard Business School Review

    What They Don’t Teach You at Harvard Business School (1984) is an insightful book that offers practical advice on navigating the business world successfully. Here's why this book is worth reading:

    • It provides real-world wisdom and strategies from the author's personal experiences, which can be applied to various professional settings.
    • With its practical tips and techniques, it equips readers with the necessary tools to handle challenges and seize opportunities in the business realm.
    • The book's engaging anecdotes and examples keep readers captivated, ensuring that the topic of business remains interesting and accessible.

    Best quote from What They Don’t Teach You at Harvard Business School

    Selling is what they dont teach you at Harvard Business School.

    —Mark H. McCormack
    example alt text

    Who should read What They Don’t Teach You at Harvard Business School?

    • Entrepreneurs and small-business owners
    • Managers and executives
    • Business school students and graduates

    About the Author

    Mark H. McCormack (1930-2003) founded and for several years chaired the International Management Group (IMG), an international organization offering consulting, marketing and management services to prominent figures in sports, as well as other celebrities. McCormack was once an aspiring golfer himself, and later turned to the world of business. He was also a lawyer and writer, and penned several books, including The Terrible Truth About Lawyers.

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    What They Don’t Teach You at Harvard Business School FAQs 

    What is the main message of What They Don’t Teach You at Harvard Business School?

    The main message of What They Don’t Teach You at Harvard Business School is to provide practical advice and insights for success in the business world.

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    Is What They Don’t Teach You at Harvard Business School a good book? Is it worth reading?

    What They Don’t Teach You at Harvard Business School is worth reading for its valuable insights and practical tips that can benefit anyone in the business world. Highly recommended!

    Who is the author of What They Don’t Teach You at Harvard Business School?

    Mark H. McCormack is the author of What They Don’t Teach You at Harvard Business School.

    What to read after What They Don’t Teach You at Harvard Business School?

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