1

Book Review

Presented by – Divyansh Jain 1421002Cim,Gzb

Cim,Gzb 2

Author 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.

3

Why This Book ? 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.

Cim,Gzb

Cim,Gzb 4

Contents

Creating Expressions Taking the Edge Getting Ahead Timing Marketability Negotiation Getting things done

Cim,Gzb 5

Creating Expressions 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.

Cim,Gzb 6

Creating Expressions

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.

Cim,Gzb 7

Taking the EdgeIn 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.

8

Getting AheadGetting 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”

Cim,Gzb

9

Getting Ahead 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.

Cim,Gzb

Cim,Gzb 10

Timing 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.

Cim,Gzb 11

Timing 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.

12

MarketabilityIt 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

Cim,Gzb

Cim,Gzb 13

Marketability 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

14

Negotiating 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.

Cim,Gzb

Cim,Gzb 15

Getting Things Done 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.

16

Getting Things Done 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.

Cim,Gzb

Cim,Gzb 17

Conclusion 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.

Cim,Gzb 18

Thank You

Cim,Gzb 19