Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Collins Business Essentials) (Paperback)

by Harvey B. Mackay (Author) "The fifteen minutes of fame that the late Andy Warhol promised each of us came to me in the spring of 1984..." (more)
Key Phrases: New York, United States, Gary Player (more...)

Editorial Reviews

Review
"A must for everyone and anyone entering the business world." -- Donald Trump

"Harvey Mackay is a master of brief, biting, and brilliant business wit and wisdom." -- Tom Peters

"Harvey Mackay may be the most talented man I have met." -- Lou Holtz

"His book gives to-the-point parables about making your business and personal life a success." -- USA Today

"It's one of the best self-help books I have ever read." -- Larry King

"Super-Salesman's Secrets." -- Wall Street Journal

"Swim With The Sharks is an extraordinary treasure chest of information." -- Ken Blanchard

Review
"Super-Salesman's Secrets." (Wall Street Journal )

". . . easy reader ride to success in the business world" (Ted Koppel )

". . .extraordinary intelligence and profound wisdom." (Governor Mario Cuomo )

"Swim With The Sharks is an extraordinary treasure chest of information." (Ken Blanchard )

"Harvey Mackay is a master of brief, biting, and brilliant business wit and wisdom." (Tom Peters )

"It's one of the best self-help books I've ever read." (Larry King )

"It's beautifully written, witty, riveting, and the best book about achieving your goals since Dale Carnegie wrote his masterpiece." (Warren Bennis )

"His own story shows that his tips on salesmanship can work." (Newsweek )

"A must for everyone and anyone entering the business world." (Donald Trump )

"It's one of the best self-help books I have ever read." (Larry King )

"Harvey Mackay may be the most talented man I have met." (Lou Holtz )

"His book gives to-the-point parables about making your business and personal life a success." (USA Today )

". . .I wouldn't hesitate a minute in taking his advice." (Charles R. Schwab )

See all Editorial Reviews

Product Details

• Paperback: 288 pages
• Publisher: Harper Paperbacks (January 18, 2005)
• Language: English
• ISBN-10: 006074281X
• ISBN-13: 978-0060742812
• Product Dimensions: 7.9 x 5.3 x 0.8 inches
• Shipping Weight: 8 ounces (View shipping rates and policies)
• Average Customer Review: 4.6 out of 5 stars See all reviews (46 customer reviews)
• Amazon.com Sales Rank: #16,371 in Books (See Bestsellers in Books)

  Popular in this category: (What's this?)

  #73 in

  Books > Business & Investing > Management & Leadership > Motivational

Customer Reviews

Most Helpful Customer Reviews

13 of 13 people found the following review helpful:

4.0 out of 5 stars Excellent Sales Primer, July 29, 1999

By	[e-mail] (Chicago) - See all my reviews

This review is from: Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Paperback)

Anyone interested in making sales (Any type of sales) their career, would benefit from reading this book. Much of the text borders on the obvious, however it's strange how often we neglect the obvious. I first read this book (9) years ago. I continue to pick it up to this date as a refresher. Harvey Mackey does an excellent job of making this a "I can't put it down book" Non-avid readers will breese through the pages. Must read!

12 of 14 people found the following review helpful:

5.0 out of 5 stars Harvey's Take On Things, July 14, 2004

By	K. Johnson (US/Asia) - See all my reviews (TOP 1000 REVIEWER)    (REAL NAME)

This review is from: Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Paperback)

Some worthy information about particular business issues are raised and noted, and for the most part this is an off-the-cuff soliloquy talk about how Harvey views business, and the world. There is nothing more amusing than some wealthy person in business who thinks they have the answers and the remedies for the rest of us. Written in the late 1980s, some of the attitudes presented towards hiring potential employees will become evident. All in all, this is an easy and quick-read.

I read "Swim With The Sharks" front-to-back, however each chapter concerns a different topic, so one does not have to read this book straight through from page 1 to the end.

One thing I found a bit quirky were the consistent references to allegedly "successful" collegiate and professional sports coaches. I don't feel it's an appropriate analogy to commonly equate coaches with the situations outside of the sports world. The sports culture is often not applicable to making a business deal, dealing with corporate culture, and/or avoiding mistakes with people socially. The sports in itself is a microcosm of society, but a separate world within its own. Time and time again I would chuckle to myself as I would read a quote made by Vince Lambardi, some NBA coach, or read a personal anecdote from the now disgraced coach Lou Holtz. Having to read Yogi Berra's lobotomy-like quotes and philosophy was quite dull, and not very informative.

Some helpful and practical information is the "66 question customer profile," as well as the "12P Competitor profile." I liked his noting (book written 1988) of how people who usually don't have money go out and buy a brand new "prestigious" car that depreciates.

Mackay also reminds us (or me atleast) of the importance of writing small yet important things down on paper and/or notepads.

One of his tips on how to save time is to drive near the front of a grocery store you plan on shopping in. Then look for how many people are in line. If its too crowded don't go in. Thanks Harvey. You've changed my life with your insights.

He also tried to break an attempt by his employees to form a union, which he lost. He openly stated how he conned very employee into thinking they were "special" and "important" with his one-to-one meetings with them. It didn't work. They didn't buy it.

He does understand (see "Dig You Well Before Your Thirsty") the art of the schmooze in talking with celebrities such as O.J. and world figures such as Castro about things that they do, and interest them in their free time and NOT about what they do for work.

All in all, useful things can be gleaned from "Swim With The Sharks," and it's a very quick read.

9 of 10 people found the following review helpful:

5.0 out of 5 stars Despite some dating, a true classic for business and life, August 18, 2003

By	John Grabowski (USA) - See all my reviews (TOP 500 REVIEWER)

This review is from: Swim with the Sharks Without Being Eaten Alive: Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition (Paperback)

This is a great book, whether you're an MBA or just someone trying to get an advantage in everyday life. Harvey Mackay's lessons are to be treasured--he was way ahead of the curve in the mid-1980s. It may be hard to appreciate this today because some of the advice isn't fresh anymore: we all have phones in our cars and we all use answering machines to screen calls and we all take notes on the run on little portable recorders. --Well, many of us do, at any rate. Hardly revolutionary advice anymore, but that's only because we listened to Harvey in the first place.

Some of the chapters contain gold that will always be valuable, however. One of my favorites involves the phrase "Dusseldorf passes." I won't spoil it for the unread, but I will say the lesson from that chapter is one everyone should take with them through life. It will save you a lot of money and regret.

And the Mackay hiring process. So thorough it seems to border on the obsurd, but the more I work at various companies the more I wish all businesses were as picky about acquiring workers. Harvey shows you that even "lowly" positions such as the receptionist or secretary are among your company's most critical, for 99% of your customers will get their first impression of your company--and in some cases the *only* impression of your company--through this crucial individual. Yet many companies get some 18-year-old part-timer to answer the phones and file valuable company documents--*and they're proud of this cost-cutting maneuver!* They consider this smart management. Harvey explains why this is actually a very dumb move.

He also shows you how to get "impossible" tickets to the big game and how to get a reservation at virtually any hotel, even ones that are "completely booked." And no, these are not devious ways. They're just common sense, actually.

Whether you're an ambitious manager at a Fortune 500 company or an owner of a small businesses on the corner, this book has nuggets. So grab it. And then read the other books Harvey Mackay has written. While they didn't have the freshness or the impact of this first one (is that possible?) they are still well worth your time.