WHAT THEY DONT TEACH YOU AT HARVARD BUSINESS SCHOOL BY MARK H. McCORMACK

Key Concepts and Themes

• "Street Smarts" Over Book Smarts: The central argument is that while formal education provides a foundation, real-world success requires practical intelligence, intuition, and hands-on experience that you simply cannot learn in a classroom.
• The Primacy of People Skills: Business is fundamentally about human relationships. Success depends on the ability to read people, understand their motivations, and build genuine, long-lasting relationships based on trust and respect.
• Aggressive Observation and Active Listening: McCormack emphasizes talking less and listening more. By aggressively observing body language, tone, and what is not being said, you can gain invaluable insights into the true intentions of clients, colleagues, and competitors.
• Negotiation as an Art, Not a Science: The book provides practical negotiation tactics, emphasizing adaptability over rigid formulas. Key insights include the power of silence as a tool, knowing when to walk away, and leveraging timing and psychology to achieve mutually beneficial outcomes.
• Taking Initiative and Risks: Success often comes to those who proactively engage rather than react. McCormack encourages taking calculated risks, embracing opportunities, and not being afraid to step outside of one's comfort zone.
• Perception is Reality: How you dress, speak, and carry yourself significantly influences how others perceive you. Managing your professional image and personal brand meticulously is a key, practical skill for success.
• Focus on Results, Not Just Effort: In the business world, outcomes matter more than activity. The book advocates for a results-oriented mindset, prioritizing high-value tasks and setting clear goals to achieve tangible results.