This document summarizes key lessons from the book "What They Don't Teach You At Harvard Business School" by Mark McCormack. It discusses practical skills not covered in traditional business education, like creating good expressions, making useful connections, negotiating effectively, understanding proper timing, and managing relationships. Overall, the book suggests succeeding in business requires both smarts and wisdom, with a focus on real-world skills like sales, negotiations, relationships and taking advantage of opportunities.

1. Presented by –
Divyansh Jain
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2.  He was an American lawyer, sports agent and writer.
 He was the founder and chairman of International
Management Group, now IMG, an international
management organization serving sports figures and
celebrities.
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3.  Very interesting Title, moreover one of the National bestseller.
 What they really don’t teach you at Harvard Business School
?
 Practical aspects of human life- sales & negotiation,Human
expressions.
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4.  Creating Expressions
 Taking the Edge
 Getting Ahead
 Timing
 Marketability
 Negotiation
 Getting things done
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5.  Drive a soft bargain - by creating the right expression, you
make people want to deal with you again & again.
 Make friends – you don’t have to become close buddies with
everyone with whom you do business. But call them up
occasionally, find out what they are doing.
 Make mentors- matter of seeking advice & direction from
someone you trust and respect.
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6.  Be discreet – if you violate a confidence, the act will
eventually come back to haunt you.
 The most important personal asset in Business – common
sense aside, then the most important asset is Sense of humor.
It creates one of the most favorable long-term impressions.
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7. In the beginning it is a matter of doing your homework, knowing
the players & the knowable facts of the game and in the end it is
knowing how to play the game itself.
 Turn crisis into opportunities – when it occurs or in a process of
occurring, don’t react. Just say you’d like to think about it.
 Discipline yourself – wide gap between executives who are
street smart & who think they are street smart.
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8. Getting ahead is one of those real-world concerns of everyday
business life that no textbook can prepare you for.
 Know the rules –if you care about your career than you
should take the games seriously.
 Three hard-to-say phrases
1. “I Don’t know”
2. “I Need Help”
3. “I Was Wrong”
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9.  Trust – in a company there are certain employees who are
trusted more than others because of their character and
judgement are very solid.
 Don’t go One on One with the boss – If you win the battle
you’re probably going to lose the war.
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10. Many ideas fail not because they are bad, not because they
are poorly executed but because the timing is not correct.
 Listen to the buyer – the salesman controls the timing of a
sale, but he takes his cues from the buyer.
 Persistence – selling is strictly a numbers game, a question of
how many doors you knock on and how many times you go
back to knock again.
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11.  Take advantage of the Bad timing of others – the unfortunate
timing of others can create all sort of opportunities for you.
 Give someone the gift of time – one of the best ways to
impress a buyer is to take a half-hour of his time when he’s
expecting you to take an hour. One of the worst is to take an
hour and a half.
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12. It is knowing what business you are really in and understanding
the perceptions that connect your product to the people it is
being marketed to.
 Know your product, believe in your product and sell with
Enthusiasm. – how will it help the customer ? What problem is
it solving ?
 Beating Dead Horsemeat
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13.  Getting to the right guy – one of the biggest problem as a
sales organization is to figure out who within another
company will be making a decision on what.
 Don’t be misled by Titles
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14.  What, When, Where , How Exclusive, and How Much ?
 Don’t get Hung Up on “How Much” – when one party starts
out 20,other starts at 10, you both end up 15.
 Don’t deal in Round Numbers – odd numbers sound harder,
firmer, less negotiable.
 Are you Negotiating for your Strength or Weakness ?- how
badly the party want this deal to happen.
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15.  Time Management – try to be precise about everything that
by its nature is imprecise.
 Stick to your Schedule – to manage time well, you have to
believe in your own knowledge.
 Learn to say no even when it hurts – people are afraid that
they may offend someone.
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16.  Decision Maker – people are instant decision makers . They
don’t need to know every knowable fact first.
 They accept that they are going to make their share of
wrong decisions and are self-confident enough to know that
most of the time they are going to make the right one.
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17.  How can you be a winner without making the other person a
loser.
 Clear, Concise and Informative, the book will be a valuable
aid throughout your business career.
 Being smart alone is not just enough , one should be Wise as
well.
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18. Thank You
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