Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition

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Harper Collins, Mar 17, 2009 - Business & Economics - 288 pages
4 Reviews

This straight-from-the-hip handbook by bestselling author and self-made millionaire Harvey Mackay spells out the path to success for readers everywhere. They will learn how to:

  • Outsell by getting appointments with people who absolutely, positively do not want to see you, and then making them glad they said "yes!"
  • Outmanage by arming yourself with information on prospects, customers, and competitors that the CIA would envy - using a system called the "Mackay 66."
  • Outmotivate by using his insights to help yourself or your kids join the ranks of Amercia's one million millionaires.
  • Outnegotiate by knowing when to "smile and say no" and when to "send in the clones."

This one-of-a-kind book by a businessman who's seen it all and done it all has sold almost 2 million copies, and is the essential roadmap for everyone on the path to success.

 

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Swim with the sharks without being eaten alive: outsell, outmanage, outmotivate, & outnegotiate your competition

User Review  - Not Available - Book Verdict

First-time author Mackay has produced a "how-to'' book that is different. Offering a series of lessons with titles like, "If You Don't Have a Destination, You'll Never Get There,'' or "Make Decisions ... Read full review

User Review - Flag as inappropriate

First of all this book is a bit different from what I was expecting after reading of annotation. My expectation was "one more book about negotiations and surviving in complex situations".
Actually
"Swim with the Sharks" is rather brief handbook about everything (negotiations, management, decisions etc) rather then detailed paper about particular topic. I would recommend it to read for those people who has no idea how to be successful and not going to spend time to read many books.
For those who already read more deep explanations of negotiations, presentations, strategies, management etc there would be nothing new. May be just few real stories from "one more successful guy". Nothing more.
 

Contents

CHAPTER
3
There are Objections to Every Proposition
17
War Stories
32
Create Your Own Private Club
45
Short Notes Yield Long Results
47
The SecondBest Place to Look for New Business
49
What Every Salespersonand Not Enough EntrepreneursKnow
50
Keep Your Eye on Your Time Not on Your Watch
52
How Many Salespeople Do You Have?
159
Get Bored Easily
161
Ask an Old Grizzly
163
Knowing When Not to Work Hard Is as Important as Knowing When To
165
Owning 1 Percent of Something Is Worth More Than Managing 100 Percent of Anything
168
Dig Your Well Before Youre Thirsty
171
Treat Your Own People the Way You Treat Your Customers
172
How to Be Fired
176

If You Dont Have a Destination Youll Never Get There
55
Believe in Yourself Even When No One Else Does
58
Seek Role Models
60
Fantasize
62
The Easiest Least Expensive and Most Neglected Form of Advertising
65
Show Me a Guy Who Thinks Hes a SelfMade Man and Ill Show You the Easiest Sell in the World
66
CHAPTER THREE Harvey Mackays Short Course on Negotiation
67
Smile and Say No Until Your Tongue Bleeds
69
Send in the Clones
73
There Is No Such Thing as a SoldOut House
76
Understanding Your Banker
78
The Single Most Powerful Tool for Winning a Negotiation Is the Ability to Walk Away from the Table Without a Deal
81
Calling Mr Otis
84
The Most Important Term in Any Contract Isnt in the Contract
86
Agreements Prevent Disagreements
87
The Longer They Keep You Waiting the More They Want to Deal
89
He Who Burns His Bridges Better Be a Damn
92
The Single Greatest Mistake a Manager Can Make
109
Treat Your Suppliers the
123
How to Spot a Winner
138
Its Perfect Practice That Makes Perfect
146
Trust the Experts to Be Wrong
149
It Isnt the People You Fire Who Make Your Life Miserable Its the People You Dont
151
The Best Way to Chew Someone Out
152
Never Let Anyone Particularly a Superstar Pick His or Her Own Successor
154
Give More Conventions and You Can Give Fewer Raises
157
You Cant Solve a Problem Unless You First Admit You Have One
178
If You Can Afford to Buy Your Way Out of a Problem You Havent Got a Problem
180
John Y Brown
182
The Acid Test for Hiring
188
If You Want to Be Santa Claus Your Sled Better Be Able to Pull a Trailer
189
Whats the Best Way to Save Time?
190
Dont Get Mad and Dont Get Even Either
192
Know Thine Enemy
194
Dont Be Intimidated by a Reputation
204
CHAPTER FIVE Quickies
207
Its Not Your Last Good Idea
208
Buy Cheap Cars and Expensive Houses
209
The Best RD in the World Is Never More Than a Keystroke Away
212
Nothing Is Greater to One Than Ones Self IsWalt Whitman
213
There Is No Such Thing as a Bad Memory
214
Put Your Memory Where Your Mouth Is
215
Stay Sharp by Predicting the Future
216
It Usually Pays to Look Good but Sometimes It Pays a Lot More to Look Bad
217
Take a Multimillionaire to Lunch
218
To a Normal Person 10 Million Will Seem Like Enough
219
There Is a Place in the World for Anyone in the World Who Says Ill Take Care of It
220
Never Give the Same Speech Once
221
There Are Two Times in Life When
223
CHAPTER SEVEN
237
Index
249
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About the author (2009)

Harvey Mackey is a graduate of the University of Minnesota and of the Stanford Executive Program, Graduate School of Business, Stanford University. He is the chairman and chief executive officer of Mackey Envelope Corporation. He is an internationally renowned public speaker, an avid runner and marathoner, and a number-one-ranked tennis player in Minnesota.

He and his wife, Carol Ann, have three children and live in Shorewood, a suburb of Minneapolis, Minnesota.

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