Word: mccormacks
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...What They Don't Teach You at Harvard Business School, McCormack...
...McCormack's book emphasizes that businessmen must be able to "read" people, to find out if they are secure or uptight, honest or treacherous. McCormack says that a person reveals a lot in the way he treats a waiter at a business lunch, decorates his office or even plays a round of golf. Look out for someone who thinks that any putt of 6 ft. or less is a "gimme...
...book's strongest sections cover the arts of selling and negotiating. McCormack's skills in these areas are both revered and reviled: in siding circles he was once dubbed "the abominable snow-job man." A negotiator, says McCormack, should give in on minor points to soften up the opposition and ease the way for whining the important issues. Use silence as a stratagem, he urges. If a negotiator holds his tongue, the opposition may find the silence uncomfortable and volunteer information or make new concessions...
...McCormack gives detailed advice on how executives can save time. He says that a manager should rarely accept a phone call. That would interrupt his work flow. Instead, he should return the call at a convenient time. McCormack considers most staff meetings unproductive. Says he: "If more than four or five people are in attendance, decision making is probably next to impossible...
...book is sprinkled with lively anecdotes drawn from McCormack's experiences, from playing tennis against Bjorn Borg to convincing Andre Heiniger, managing director of Rolex, that his company should be a Wimbledon sponsor. To illustrate the importance of research and learning from mistakes, McCormack writes of an episode in which he tried to sell John De Lorean, then head of General Motors' Pontiac division, on a new promotional campaign tied to the company's Indianhead logo. De Lorean's bemused response...