Mark H. Mc Cormark, the founder of IMG, the sports management company wrote the popular book, 'What They Don’t Teach You In Harvard Business School'. The title is self-explanatory. The key thing here is: Use common sense.

Main lessons from the book.

The book is divide into 3 major sections,
1. People.
2. Selling & Negotiation.
3. Building a business.

Seven Step Plan for Reading People:
1.Listen aggressively
2.Observe aggressively
3.Talk less
4.Take a second look at your first impressions
5.Take time to use whatever you have learnt.
6.Be discreet
7.Be detached

Taking the edge:
Know the particulars
Know the players
Turn crisis into opportunities
Learn to wait for the right time

"You get along by getting along."

Evaluation by the Boss

The CADIF framework:
Commitment,
Attention to details,
Immediate follow up & what you do beyond your job description.

Selling

Key things to remember:
1. Timing
2. Right self-timing and taking advantage of other’s bad timing.
3. Silence
4. Intelligent use of silence
5. Omitting extravenous negatives
6. Marketability
7. Know your product,
8. Believe in your product,
9. Sell it with enthusiasm.

Strategies for effective selling:
- No 's creates an environment for Yes 's ,so take no 's on your stride.
- Expose the product to the prospective buyer rather than sell
- Show up- put on a show to impress the buyer
- Divide and conquer
- Use visual aids properly

Successful Negotiation:
1. Let the other party take the first crack.
2. Don't deal in round numbers, be very specific.
3. Deal in psychological currencies.
4. Avoid show down, be optimistic.
5. Modify and then Mollify.
6. Deflect with a question- so that the other person may scrutinize his position.
7. Use emotions-- act in anger, never react in anger.

Building a business:
- Commit (early to) quality
- Start with the best ,it will get you started on the right foot .
- Grow slowly, take time to sit back and to analyze success.
- Diversify your expertise
- Start with the best,
- Expand slowly,
- Solidify your position,
- Horizontally diversify your experience.

Staying in business:
1. Think small- organize your company as a row of small pyramids rather than a single.
2. Think flexibly, manage unconventionally & manage with confidence.
3. Delegate "what you can & not what you want to".
4. Hire people smarter than yourself.

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