What They Dont Teach You at Harvard Business School - PowerPoint PPT Presentation

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What They Dont Teach You at Harvard Business School

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Don't take notions for an answer. Use your insight. Listen ... Don't let policies stifle the operation. Manage unconventionally. Manage with confidence ... – PowerPoint PPT presentation

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Title: What They Dont Teach You at Harvard Business School


1
What They Dont Teach You at Harvard Business
School
  • Mark H. McCormack

2
Reading People
  • Dont 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?
  • Whats 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 youve learned
  • Be discreet
  • Be detached

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

8
Creating Impressions
  • Split some seconds
  • Dont 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 dont 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 dont know.
  • I need help.
  • I was wrong.

17
Criteria Were Judged By
  • Commitment
  • Attention to detail
  • Immediate follow-up

18
The Problems of Selling
  • Selling doesnt 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 youve 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 dont 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 dont know
  • Take a second look at timing
  • Short-term can be terminal

29
Staying in Business
  • Think small
  • Dont let structures run the operation
  • Think flexibility
  • Reserve the right to be arbitrary
  • Hire people smarter than yourself

30
Staying in Business
  • Dont 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 its 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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