What They Don't Teach You at Harvard Business School
by Mark H. McCormack · 1984
In a nutshell
A practical business book offering real-world lessons on sales, negotiation, and relationship management that are invaluable to startup founders.
What They Don't Teach You at Harvard Business School
Category: Marketing & Sales
Tags: sales, negotiation, relationships
Author: Mark H. McCormack
Publisher / Brand: Bantam
Format(s): Hardcover, eBook
ISBN-13: 9780553050615
ISBN-10: 0553050613
Pages: 256
Publication Year: 1984
Description
“What They Don't Teach You at Harvard Business School: Notes from a Street‑Smart Executive” is a practical business book focused on the real‑world side of doing business that often isn’t covered in formal education. Drawing on the author’s experience, it offers actionable lessons in sales, negotiation, and managing professional relationships—particularly valuable for entrepreneurs, startup founders, and managers who need pragmatic, experience‑based guidance rather than theory.
Features
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Real‑world, experience‑based insights
- Focuses on what the author calls “street‑smart” business skills learned in practice rather than in the classroom.
- Emphasizes how business is actually conducted in day‑to‑day situations.
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Sales know‑how for practitioners
- Covers practical techniques and attitudes for selling products, services, and ideas.
- Addresses how to present yourself and your offering effectively to prospects.
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Negotiation guidance
- Discusses how to approach and structure negotiations.
- Focuses on reading people, understanding leverage, and aiming for workable outcomes.
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Relationship and people management
- Stresses the importance of building and maintaining long‑term business relationships.
- Covers interpersonal skills that help in dealing with clients, partners, and colleagues.
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Relevance for startup founders and entrepreneurs
- Highlights lessons that are especially useful when resources are limited and every decision has high impact.
- Aims to complement, rather than duplicate, traditional business‑school content.
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Management & business focus
- Classified under Management and Business categories, situating it among general‑management and leadership titles.
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Physical and format details
- Hardcover edition available.
- Also listed as eBook format.
- Weight: 1.12 lbs.
- Dimensions: 0.8″ x 6″ x 9″.
- Hardcover (used) starting from: $2.06 USD
- Example listing: Hardcover, acceptable condition at $2.06 (limited stock indicated in source).
(Pricing and availability may vary over time and by seller.)
Reference
What They Don't Teach You at Harvard Business School — publisher / official page. Summary adapted from the Awesome Startup Books collection.
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