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WHAT THEY DONT TEACH YOU AT HARVARD BUSINESS SCHOOL

Notes From a Street-Smart Executive by Mark H. McCormack, Bantam Books, 1984

cCormacks best-seller has become the prototype manual for teaching executives the ne points of leadership.

I. PEOPLE
Reading People Business situations always come down to people situations. The more you learn about the person you are dealing with, and the sooner you learn it, the more effective you are going to be. Reading people comes down to opening your senses to what is going on around you, the whole level of personal dynamics operating just beneath the surface, and converting this knowledge to your advantage. Insight demands . . . talking less and listening more. I believe you can learn almost everything you need to knowand more than other people would like you to knowsimply by watching and listening . . . The seven steps to build your people-reading skills are: listen aggressively; observe aggressively; talk less; take a second look at rst impressions; take time to use what you have learned; be discreet; and be detached (emotional involvement blurs your vision of reality). Aggressive observation means going after the big picture, [weighing] conscious and unconscious signals . . . and converting them into usable perceptions. Observing aggressively does not mean jumping to conclusions. Learn to read egos. If you can read ego, understand its impact on business events, then control it by either stroking it, poking at it, or minimizing its damage, you can be the beneciary. . . But remember, nothing blocks your insight more than your own ego. Observe people wherever you happen to meet them, not just in business situations. You can learn a great deal about a person at a restaurant or on a golf course. Creating Impressions The right impression may be created simply by treating someone the way he or she wants to be treated. This applies to your correspondence, phone conversations and face to face meetings. Be your best self. To impart a positive impression, do exactly what you say you will do exactly when you say you will do it. And dont be a time thief. Common sense is the most important personal asset in business. Additionally, the ability to laugh at yourself is a plus that will create positive, lasting impressions.

Everyone has, or should have, principles that govern his business conduct. However, claiming too often that this is a matter of principle is usually a cover-up for a bruised ego. Taking the Edge Taking the edge is the gamesmanship of business. It is taking everything you know about others and everything you have allowed them to know about yourself and using this information to load the deckto tilt a business situation slightly to your advantage. It is winning through intuition. To take the edge requires preparation. Know the facts of your deal, and know them well. Be familiar with the other parties; learn as much as you can about them and their company. The next step is backward: take a step back and size up the situation. See what opportunities exist. A situation that might allow either one of the negotiators an edge is considered a crisis. When a crisisor what other people may perceive as a crisisarises, take time to examine whats happening. Dont respond immediately. Look, listenobserve aggressivelyand decide on a response that will sway things your way. Should you use discreet questions, a humorous rejoinder, or an honest reply? Acting rather than reacting to the situation will pay off. Getting Ahead Climbing the corporate ladder is a game. In order to move up you must learn the system and discover how to use it. Your peers are your best allies; you get along by getting along. In business there are three hard-to-say but extremely useful phrases: (1) I dont know. If you dont know a thing, say so, then nd out; (2) I need help. The other side of this is knowing when and how to give help; (3) I was wrong. It is not the mistake itself but how a mistake is handled that forms the lasting impression. Likewise, your boss (shareholders, voters or manager) will judge you by three criteria: (1) Your commitment, (2) Your attention to detail, and (3) Your ability to follow up on tasks. To make a positive and lasting impression you need to excel in all three areas. Prevent boredom and burnoutkeep the edge. One way to prevent burnout is to schedule time for exercise and relaxation. Boredom occurs when your learning curve goes at. Never quit learning about your job and the ways you can do it better.

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