Harvard Business School Confidential: Secrets of Success 9780470822395, 9781118583449, 1118583442

Table of contents :
Cover
Contents
Title page
Copyright page
Dedication
PART I: PERSONAL
CHAPTER 1: HOW MONEY WORKS
"GETTING A GOOD JOB IS A DUMB IDEA"
CASH AS YOUR ULTIMATE EMPLOYEE
POSSIBLE SOURCES OF INVESTMENT INCOME (I): REAL ESTATE
POSSIBLE SOURCES OF INVESTMENT INCOME (II): PUBLIC STOCKS
CHAPTER 2: YOU CAN NEGOTIATE ANYTHING
YOU ARE CONSTANTLY NEGOTIATING
UNDERSTAND THE OTHER PARTIES' REAL INTEREST
KNOW THE BATNA
REFRAME
LISTEN
BUILD A GOLDEN BRIDGE
CHAPTER 3: SPEAK SO PEOPLE WILL LISTEN
"A" FOR ARTICULATE
A PICTURE IS WORTH A THOUSAND WORDS
WHEN YOU'RE IN A HOLE, STOP DIGGING. Chapter 4: it's who you knowwhy network
who to network with
where to network
how to network
chapter 5: it is bigger than you
prioritize
plan b
ass-u-me-trite but true
part ii: operations
chapter 6: process
there is a process for everything
best practice principles
process mapping
chapter 7: human resources
aim to be the stupidest boss
hire slowly, fire decisively
don't play the slot machine
have a power trip
chapter 8: marketing
the fantastic four p's
product: better first best?
price: to fight or not to fight
promotion: where is the money?
place: what is the map like? Chapter 9: salespeople: born or made, or both?
perspective: don't lose it
process: make anyone a better sales rep
performance management: measure top, bottom, backward, forward ... all directions
chapter 10: finance
profit is not cash
let bygones be bygones
ask, nicely
ipo: the holy grail?
part iii: strategy
chapter 11: the big picture
what is strategy?
porter five forces framework
porter generic strategies and porter value chain
what gets measured gets done: the balanced scorecard
diy skeleton framework: the tree
chapter 12: filling in the blanks
what data?
where from? The ungettableslogical deduction using limited data
consistency and triangulation
law of accuracy
keep your sense of perspective
chapter 13: "plans are nothing. planning is everything"
be a storyteller
time line
the big picture
chapter 14: the classics
razor and blade
loss leader
southwest airlines
mergers and acquisitions
roll-up
ready, fire, aim
early mover
bundling
chapter 15: final words
only the paranoid survive
have the time of your life
stick to it
appendix a: ""why"" and "so what"
appendix b: key interviewing techniques for data collection. Setting up the interviewpreparing for the interview
conducting the interview
after the interview
appendix c: cagr shortcut
appendix d: change management tool: dice
index.

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