This page contains affiliate links. If you purchase a product through one of them, I will receive a commission (at no additional cost to you). I only ever recommend products that I have personally used and loved. Thank you for your support!
Do you want more tips to succeed in the business world? This ‘What They Don’t Teach You At Harvard’ book review will give you just that.
Getting a business degree is great, but there are some things only experience can teach you. Here are lessons from the book.
Book Review
Since the book is much older than its current edition suggests, many of its lessons surround more traditional business topics like strategies and psychology tips to apply when trying to close a deal or organize efficient and effective meetings.
However, there were also more timeless lessons that can be helpful for online business owners as well – for example, how to make the most of your time or how to take advantage of the right business opportunities.
Overall it wasn’t the most exciting book for me to read, but I do think that it taught me quite a few things that usually would take many years to figure out on my own.
Lessons
1. Meet potential business partners in casual locations to make them show their true self
“What people say and do in the most innocent situations can speak volumes about their real selves.”
– Mark McCormack
“People often reveal their innermost selves in the most innocent of situations. How they deal with a waiter or an airline attendant can provide a fascinating glimpse beneath the surface. How impatient they are in a particular situation, or how upset they get over a minor error can prove invaluable knowledge later on.”
– Mark McCormack
Everyone shows up at a business negotiation as their best self and wears their prettiest mask to make the deal turn in their favor.
However, depending on the kind of deal you are trying to make, you may not only want a good contract but, more importantly, a good long-term relationship with the other party.
And for a harmonious business relationship, you need someone honest, reliable, competent, loyal, and somewhat predictable.
You don’t want just a pretty mask. Instead, you want an appealing personality that matches yours.
That’s why you should experience your potential business partner out of his business model.
One way to do this is by meeting him in casual locations and getting him to relax.
Then, observe how they behave:
- How do they treat the waiter at the restaurant?
- Does she gossip about the people and businesses she knows?
- Does he cheat at golf because his ego is too big?
All these casual observations can help you make a more informed business decision.
2. Observe more, speak less.
“I believe you can learn almost everything you need to know – and more than other people would like you to know – simply by watching and listening, keeping your eyes peeled, your ears open. And your mouth closed.”
– Mark McCormack
Observing your surroundings and analyzing the microdetails of somebody’s reactions is difficult if you are busy speaking.
And most people are either busy speaking or busy thinking about what they will say next.
You will benefit hugely from being one of the few who stays quiet and puts most of their focus into observing.
You’ll notice the things others miss and gain a powerful advantage in any negotiation if you do that.
3. Don’t just be aware of other peoples’ egos but most importantly, be mindful of your own
“Nothing blocks insight into other people more than your own ego. Be aware of your strengths and weaknesses, and how these are likely to slant your reaction to others. It is difficult to be effective if your conclusions about what makes someone tick are based on your ego rather than on his.”
– Mark McCormack
Self-awareness seems the most difficult thing if you don’t have it already.
You might think it’s impossible to notice your own patterns, psychoanalyze your emotions and recognize when your ego is in control.
But with enough practice and help, everyone can gain enough self-awareness to make sure their ego isn’t sabotaging their daily interactions.
So find yourself a therapist, course, book, or podcast that can help you with your personal growth.
Because despite what most people think, self-improvement is not just some niche interest but the key to greater success in every area of life, business included.
4. The beginning, end, or in between of negotiations can be far more telling than the actual meeting
“Formal business situations, highly structured meetings, negotiating sessions or other forms of business interaction are likely to be the least revealing because these are the times when people are most likely to have their’ game faces’ on. So, consciously tune in to the fringe times, the beginnings and endings, the periods of transition, which are when people are most likely to let their guard down.”
– Mark McCormack
Putting on your business mask takes effort, firstly to recognize when it is necessary to do so and secondly, to maintain it.
So naturally, most people tend to slip out of their hard-core business persona once the actual meeting is over or paused.
Those in-between moments can tell you about what’s going on behind the scenes.
It works similar to meeting business partners in casual locations, as mentioned in the first point.
5. Make the uncomfortable silence your best friend
“Keep pausing – a slightly uncomfortable silence will make them say even more.”
– Mark McCormack
“If you don’t react you will never over-react. You will be the controller rather than the controlled.”
– Mark McCormack
Silent moments in a conversation quickly become awkward if you are not entirely comfortable with others.
Most people squirm within a few heartbeats and try to fill it with nervous chatter.
If you manage to endure this silence and get the other person to speak first, they might just blurt out additional information you wouldn’t have obtained otherwise.
So learn to enjoy the silence and the results it can bring.
6. Negotiation is an important skill you should practice early on
The biggest lesson that I got out of the whole book was the importance of negotiation.
I know it’s easy to dismiss this skill as old-fashioned since it doesn’t seem necessary in the online business.
But the bigger and more successful your business gets, the more likely you will have to negotiate some kind of deal.
Unless you want to stay at the beginners’ level, you’re at and stunt your growth.
And even if you don’t have your own business, being able to negotiate a good deal is a valuable skill to have.
It can help you get that pay raise or promotion.
It can also help you to get a good car deal.
So take advantage of any chance at negotiation that presents itself to you.
And make sure to continue consuming books and videos about the topic.
Acquire the knowledge and put it into action when the opportunity presents itself.
For the ‘What They Don’t Teach You At Harvard’ book review, that’s it.
Have you read the book already? If so, what was your favorite lesson?
And also, what book is next on your reading list?
Until next time, Felicity Seeker.
