What They Still Don't Teach You at Harvard Business School

The key to executive success is innovation, and if you want to keep up with today's fast-paced global economy, you'd better keep up with Mark McCormack. Now, one of Amerrica's hottest entrepreneurs teaches you how to sell more, manage better, and get the job done in the '90s.

What They Strill Don't Teach You at Harvard Business School is a straight-talking, hardhitting, practical guide to getting organized, moving ahead, and gaining the competitive edge. Here are a superstar businessman's powerful winning strategies for buying, selling, managing, and negotiating that will give you the advantage no matter what the situation-in even the toughest business environments.

• HOW TO LAND YOUR FIRST GREAT JOB — AND FOUR WAYS TO PROVE YOUR WORTH FOR A HIGHER SALARY.
• TEN WAYS CAREERS (AND COMPANIES) GET STALLED — AND HOW TO GET THEM STARTED AGAIN.
• THE FIVE ATTRIBUTES OF A WINNER: HOW TO MAKE THEMOST OF LIMITED OPPORTUNITIES.
• THE KEYS TO CORPORATE CULTURE: LEADERSHIP, MANAGEMENT, AND NETWORKING.
• THE TEN COMMANDMENTS OF STREET SMARTS.
• THE SEVEN MOST DANGEROUS PEOPLE IN YOUR COMPANY…AND MUCH MORE.

• Introduction
• The Ten Commandments of Street Smarts

1. Selling
• What Makes a Salesman?
• What Makes a Supersalesman?
• The Offer They Can't Refuse
• How to Prepare for a Sale: Five Overlooked Questions
• Taking Your Clients as Seriously as They Take Themselves
• Buying: The Forgotten Half of the Sales Equation
• Secrets of the Information Trade
• What the Other Guy's Expenses Should Say to You
• Don't Forget to Ask for the Order
• Never Leave a Sales Call Without Selling Something
• Should Your Friends Be Clients?
• My Favorite Sales Pitch
• The Best Technique to Win the Customer Over
• The Power of Being "Reasonable"
• Timing Phone Calls for Maximum Effect
• Making an Impression Through the Kids
• "No Brainers" I Have Known
• Signals You Should Be Reading When You Walk Into the Room
• So, the Client Wants to Cut Your Commission?
• The Best Closing Technique Might Be No Technique at All
• Find the Person Who Buys the Balloons
2. Negotiating
• "Match-Tough" Negotiating — And How to Get There
• When in Doubt, Delay
• The One Thing That Must Happen in Every Negotiation
• When Money Is the Least Important Part of a Transaction
• Three Reasons to Walk Away from a Sale (and One Reason to Stay)
• The Beauty of Barter
• If You Can't Make a Sale, Make a Buy — and Vice Versa
• How to Get More Information Than You Give
• Handling Questions You Can't or Don't Want to Answer
• How to Avoid the Violent Objection
• Little Choices That Can Mean Much More
• Developing a Killer Instinct — Without the Blood, Sweat, or Tears
• How to Deal with Their Superiority Complex
• You Can't Say Yes Until You've Learned to Say No
• Make It Personal, or What I Learned from The Godfather
• Beware the Dollar Anchor!
• Getting Your Money's Worth from a "Mediocre Deal"
• What Makes a World-Class Negotiator
3. Managing
• The Importance of Building Value, Not Profits
• Growing for the Right Reasons
• What to Do After "That's a Great Idea!"
• Management by Federal Express
• Why I Prefer Winners to Heroes
• Drawing the Career Curve
• Some Kind Words for "Corporate Cultures" — And How to Get One
• Break Their Life-Style, Make Their Career
• The Mixed Blessing of Superstars
• When Two Employees Disagree
• Understanding the Turf Around Your Relationships
• The Biggest Hiring Mistake You Can Make
• How to Pick the Right Talent
• Why Good Employees Go, and How to Keep Them
• How to Fire People Fairly
• Who's Driving the Company: Your Line or Your Staff?
• In Search of the Perfect Meeting
• Who's Who at Your Meetings
• Taking Your Hidden Agenda Out of Hiding
• What Small Companies Can Learn from Giant Corporations
• Controlling Expenses: How One Dollar Misspent Can Cost You Two
• Management by Phoning Around
• The Hidden Costs of Profit Centers
• Flexing Your Humility, Not Your Ego
• What the Boss Brings to the Party (or How to Be a More Perfect Leader)
4. Getting Ahead
• My Shortcomings
• Where Are You Now, and Where Are You Going?
• Finders, Minders, Binders: Which One Are You?
• Positioning Yourself Like a Pro
• Can You Be at One Company Too Long?
• Are You at Your Company's Core?
• Are You Resting Too Comfortably on Your Laurels?
• Are You Overestimating Your Strengths, or Ignoring Your Weaknesses?
• So, You Think You're Not Creative?
• Get Mad, Get Even, or Get Better: Which Would You Do?
• The Qualities of a Champion
• Five Winning Attributes
• Four Syndromes That Can Kill a Career
• Ten Ways Careers Get Stalled
• The Seven Most Dangerous People in Your Company
• How to Manage the Boss in the Real World
• Confrontation Without Tears
• Taking on the Boss
• Employment Contracts: How Good Are They?
• Salary Discussions I Can Do Without — and Two That I Can't
• The Double Life of Salaries
• How to Find Your First Great Job (or What Every Graduate Wants to Know)
• Working for Nothing
• What Really Happens to Resumes
• Make a Big Impact with Little Opportunities
• Fine-Tuning a Code of Ethics
• The Three Most Stressful Situations in Business
• The Good and the Bad of Doing Good
• It Isn't Just Business with the Japanese
• The Five Attributes of a Leader
5. Getting Organized
• Time Management to Tilt the Calendar in Your Favor
• A Week in My Life
• Time Bombs That Can Blow Up Your Carefully Structured Day
• Taking Control of "Transition Times"
• How to Dodge the Overprotective Secretary
• Breaking Through to Superbusy People
• What "Talk To" Files Tell Me and My Employees
• Getting On and Off the Phone
• Leisure Time: The Most Poorly Managed Time of the Day?
6. Communicating
• How to Write Persuasive Memos
• Great One-Line Memos
• A Tale of Two Memos
• Writing Proposals That Get Read
• The "Let's Not Bother the Boss" Syndrome
• "Let's See, What Did I Do Wrong?"
• Letters I'll Ignore
• Learn to Speak Less and You're Only Halfway Home
• Why We Misread Body Language
• Ending the Endless Conversation
• Perfect Pitch: Finding the Words That Sell
• How to Handle the Press on Your Terms
• How to Look Good on TV
• Where Do You Get Your Information?
• Rating the Medium, Not the Message
7. Getting the Job Done on the Road
• The World According to Clerks
• The Danger of "Junk Travel"
• Getting Your Money's Worth from Hotels
• A Code for Frequent Flyers
• Taking Control of Time Zones
• How to Tame a Rude Restaurant
• Finding the Power in the Power Lunch
• The Care and Feeding of Friends and Clients
8. Enterpreneuring
• The Entrepreneur Test
• Putting Reality Back into Business Plans
• What Do Successful Entrepreneurs Have In Common?
• When the Boss Should — and Should Not — Get Involved
• Line Extension: Growing Your "New, Improved" Company
• Acquiring Businesses That Will Help You Grow
• Coming in Loud and Clear to Your Employees
• Four Reasons Why Your Business Should Not Be Like Mine

• Epilogue
• Do I Follow My Own Advice?

No surprises, but a good book about real life.