 You are in the Profile section and you are about to begin 
 a new session of What They Don't Teach You...

 1. Enter your first name so that it fits into the space provided. 
    Press [Enter].

 2. Enter your last name so that it fits into the space provided.
    Press [Enter].   

 3. Select the appropriate sex.  Use the right-arrow and left-arrow 
    keys to move between the choices.  Press [Enter].

 4. If all the information is correct, press the [Okay] command at 
    the bottom of the profile box.  If you want to cancel the 
    information and start again, press the [Cancel] command.  
*
 You are in the "" (Reality Technologies) pulldown menu in the 
 Desktop of the simulation.  

 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:


 ABOUT: Select this command to see a brief overview of the program
 and your objectives for the simulation.





 TURN COACH McCORMACK ON/TURN COACH McCORMACK OFF: Select this command
 to activate or deactivate Coach McCormack.  When you see TURN COACH
 ON under this menu, it means that the Coach McCormack feedback
 function is turned off.  Select Turn Coach On and you activate the
 Coach.  

 When you see Turn Coach Off, it means that the Coach McCormack
 function is turned on.  Select Turn Coach Off to deactivate the
 Coach.  
*
 You are in the FILE menu in the Desktop of the simulation. 

 Each command is activated by moving the highlight bar to the 
 command and pressing [ENTER].  When you are finished reading 
 this help explanation press [ESC] and you will return to the 
 original screen.  The following three choices are on the menu:

 LOAD SESSION: Select this command when you want to load a previously
 saved session.  You will be asked to select the name of the session.







 SAVE SESSION: Select this command when you want to leave the
 simulation and save your progress.  You will be asked to name 
 the saved session.

 QUIT: Select this command when you are ready to leave the simulation.
 Be sure that you have saved the session if you want to return to it.  
*
 You are in the MANAGE pulldown menu in the Desktop of the simulation.  

 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 YOUR TASKS tells you how you spend your time at the office.

 FORGE AHEAD advances time on the calendar and propels you forward to 
 the next appointment day you have scheduled or the next Monday. 




 HIRE lets you review resumes and hire employees.  

 DELEGATE lets you delegate work to your employees.

 FIRE lets you fire an employee.  
*
 YOUR TASKS-- 

 When you select the YOUR TASKS option from the manage menu, 
 you will see a breakdown of how you spend your time during 
 the week.  To return to the manage menu, press [ESC].

 Each time you sign a new client or sign a deal for a client 
 a series of tasks is generated.  The tasks appear on your 
 tasklist until you delegate them to your employees.  

 After you delegate a task the management of that task will 
 appear on your task list.  If you delegate Accounting for 
 Arnold Palmer to an employee, for example, you will see 
 Managing Accounting as a new task.  

 Thereafter, all subsequent accounting tasks will fall under 
 the Managing Accounting task.  You will not see the individual
 accounting tasks and you will not be required to delegate them. 

 This will occur for each task on your tasklist.  
*
 FORGE AHEAD--

 By selecting FORGE AHEAD from the manage menu, you will advance to
 the next activity on your calendar or the next Monday, whichever
 comes first.  You will see a box that tells you how you spent your
 time leading up to that day.  As the days go by, they will be marked
 by a slash on the calendar.  

 When you select FORGE AHEAD, you move ahead immediately on your
 calendar.  If select FORGE AHEAD on a Tuesday and you have a party
 scheduled for Thursday, you will advance to the party.  If you have
 nothing scheduled for the remainder of the week, you will advance to
 Monday of the next week.



 For this reason, it's important that you check your In-box, do all of
 your hiring, firing and delegating, read the papers and do anything 
 else before you select FORGE AHEAD. 
*
 HIRING--

 When you select HIRE from the manage menu, you will be presented with
 all available resumes and a selection bar.  Use the arrow keys to
 move through the options in the selection bar, and press [ENTER] on
 the desired option.  You can also use up-arrow to choose NEXT,
 down-arrow to choose PREVIOUS, 'h' to choose HIRE, and [ESC] to
 choose quit.

 When you choose hire from the selection bar, a box will appear asking
 you to verify whether you wish to hire the person.  Type 'y' to hire
 the person and 'n' to view more resumes.



 You need to hire people when your task load becomes too heavy and you
 don't have enough free days on the calendar.  Before you hire
 employees, you should review the items in your tasklist to determine
 what work there is to be done and what types of employees you should
 hire.  After hiring, you should select the 'DELEGATE' item from the
 manage menu in order to delegate tasks to your new employees.

 Like most resumes, these don't tell you all that you need to know.
 By looking at the person's degree and grade point average, however,
 you will have an understanding of the candidate's qualifications.  
*
 DELEGATING--

 Before you delegate tasks, you should review the tasks that remain to
 be delegated by selecting the YOUR TASKS option from the manage menu.

 It is also important to look at the resume of each employee before
 you delegate a task.  The resume will remind you of the employee's
 skills and allow you to assign the person appropriate tasks.

 When you select DELEGATE from the manage menu, you will see the file
 cabinet open to the employees drawer.  Use the up-arrow and
 down-arrow keys to scroll through your employees.  Press [ENTER] to
 select an employee.  If you wish to stop delegating, press [ESCAPE].


 After selecting an employee, you will see the person's file, and
 below the file a selector bar.  Use the right-arrow and left-arrow 
 keys to reach the Delegate option.  Press [ENTER]. 

 After hitting [ENTER], a menu will appear with a list of the tasks
 that you can delegate to the employee.  Use the up-arrow and
 down-arrow keys to move through the list.  Press [ENTER] to delegate
 the task.  To quit the task menu, press the Quit command at the 
 bottom of the employee folder or press [ESCAPE]. 

 After you delegate a task the management of that task will 
 appear on your task list.  If you delegate Accounting for 
 Arnold Palmer to an employee, for example, you will see 
 Managing Accounting as a new task.  

 Thereafter, all subsequent accounting tasks will fall under 
 the Managing Accounting task.  You will not see the individual
 accounting tasks and you will not be required to delegate them. 
 This will occur for each task on your tasklist.  
 
 The UNDELEGATE option is used when you want to take away a task from
 one of your employees.  When you move to the UNDELEGATE option, a
 menu will appear with a list of the tasks that you can undelegate.
 Use the up-arrow and down-arrow keys to select a task, and press
 [ENTER] to undelegate that task.  To quit the menu, press [ESCAPE].

 Delegation of tasks gives you more free time to spend finding new
 business for IMG.  You must select the best people to do the tasks.  
 If your employees mismanage the work that you give to them, it will 
 be reflected in Measurements.  
*
 FIRING --

 When you select FIRE from the Manage Menu, you will see your file
 cabinet open to the employees drawer.  Use the up-arrow and
 down-arrow keys to select an employee.  Press [ENTER] to fire the
 employee.  Press [ESCAPE] to return to the Manage Menu.

 You should fire an employee for the same reasons that you would 
 fire one in the "real world."  When you fire an employee, the 
 person's tasks revert back to your task list.  
*
 You are in the SCORE pulldown menu in the Desktop of the
 simulation.  You have the following menu option in this menu: 

 The MEASUREMENTS option is your scorecard for the simulation.  You
 should refer to it frequently to see your progress.  The 
 Measurements scorecard is a barometer of two things: IMG's
 success as a company and your performance in the simulation.  

 The Measurements Scorecard also contains your three performance
 indices: management, networking, and negotiation.  Each index is 
 directly affected by your performance in the simulation.  The 
 range of each index is 1...100.   An index of 50 is average.  



 In the simulation, you are not required to manage every problem or 
 negotiate every deal.  Instead, we are looking for a general 
 indication of your abilities in three different skill areas: 
 networking, negotiation, and management.  

 The financial success of IMG is affected by the following:

     1. Your three indices.

     2. The number of years that you have been in a particular 
        area of business (e.g. golf, tennis, production).

     3. The number of clients that you have signed.


 Another factor that comes into play is time.  The size of each 
 area of your business depends on how long IMG has been involved 
 in that area. 

 Once you have signed a few clients in Tactical Time, more clients 
 in that sport will be added to your client list.  These clients 
 will not be listed in your filing cabinet and you will not be 
 responsible for delegating tasks for their work.  Rather, the 
 inflated client base reflects the growth of your company over a 
 number of years.   
*
 You are now in the "" (Reality Technologies) menu.

 To activate the CONSULT COACH MCCORMACK command, press [ENTER].

 In CONSULT COACH McCORMACK, you see Coach McCormack's pointers to
 help you in the negotiation.  The Coach evaluates the negotiation.
 He gives you advice based on this information and tells you what 
 type of contract you should try to get out of the deal.  

 You should use the Consult Coach command if you're unsure about how
 to approach a negotiation and what type of contract you want to get.

*
 You are now in the NEGOTIATE pulldown menu.

 Each command is activated by moving the highlight bar to the 
 command and pressing [ENTER].  When you are finished reading 
 this help explanation press [ESC] and you will return to the 
 original screen.  The following choices are available:

 MAKE AN OFFER: Make a specific offer to your opponent on one 
 (or more) of the "Haggle Points" in the negotiation.

 DO IT FOR FREE: With DO IT FOR FREE, you can try to convince your
 opponent to start doing business without a signed contract.  This
 action is best used when you want to set the deal in motion but do
 not want to haggle over the details of the contract.  

 LET ME THINK: When you select LET ME THINK ABOUT IT you will be
 taken out of the negotiation.  This option allows you time to
 reevaluate your position before you make your decision.  You will be
 asked to schedule the follow-up negotiation.

 ACCEPT: Accept the deal as it stands, with no further negotiation.

 To close the negotiation, you must do one of the following things:
 accept the deal once all the haggle points are resolved; use the Do
 It For Free option; or use the Let Me Think About It option.   
*
You are now "Haggling" with your opponent, making
offers and counter-offers on the deals haggle points.

You should select a haggle point with the up and down cusor keys,
then press [Enter].  A menu of possible values will then be
presented; select the offer that you wish to make, then press
[Enter].  At this point you may either select another Haggle Point,
or press [Esc] to have the simulation accept your offer and react to
it.  


CONTRACT DURATION is the number of years an IMG client will be
committed to working for the opponent's company.  Contract duration
is measured in yearly units.  There are no half-year increments.  

Points to consider when negotiating the length of a contract:

	* The prestige of your client.  Will the client grow 
	  in prestige or decline in prestige over the coming 
	  years?  This should indicate to you how long you want 
	  the contrat to run.

UP-FRONT MONEY is the amount of cash that will be paid to IMG when
the business deal is signed.  The amount of up-front money for a deal
depends on the prestige of your opponent and the health of the
company's cash flow.  If a company has a poor level of cash flow, for
example, it will not be able to come up with a large amount of
up-front money.  

The ANNUAL FEE is the amount of money that IMG charges for the its
services.  The guaranteed minimum is an amount of money that IMG is
guaranteed to receive as a result of a business deal.  

 The PERCENTAGE OF GROSS is the amount of money that IMG will receive
from one of the following: a client's tournament winnings; sales of a
product which the client is supporting; or profit from an event which
IMG is producing.  

EXCLUSIVITY limits the availability of the client.  If exclusivity
is agreed upon, the client will not be able to sign other business
deals while under contract to the company.  Exclusivity is an
absolute term in the negotiation of the contract.  You will either
grant your opponent exlcuisivity or deny it.

CLIENT TIME is the number of days per year that an IMG client must
work for the company. Client time is measured in 1-day units only.
Resources Committed are the number of your employees that will be
assigned to work on a business deal for the duration of the contract.


VETO CONTROL is the power to approve a business arrangement which
involves an IMG client.  In an endorsement contract, for example, the
power of veto control would allow you or your client to refuse to
endorse the product if it did not meet certain standards of quality.
Veto control is an absolute term and must be negotiated with either a
yes or no.  
*
 You are now in the INITIATE TACTIC pulldown menu, selecting a tactic
 to use in this negotiation.  

 Tactics may be used after an offer has been rejected.

 1.  To select a tactic, use the up-arrow and down-arrow keys to 
     move the highlight bar to the desired tactic.  

 2.  Press [ENTER].  You will see your spoken dialogue in the 
     dialogue window at the bottom of the screen.  

 3.  If you want to use the tactic after reading the text, press 'y'.
     You will see your opponent's response in the dialogue window.

 4.  If you do not want to use the tactic, press 'n'.  

 The following tactics are available:

 The WALK WITH A STICK tactic allows you to use your weight against
 your opponent, intimidating the person so that he or she will give in
 to your demand. 

 The SHOTGUN tactic is used when you want to force your opponent into
 agreeing with your demand for a point.  The tactic usually includes a
 sanction, implying that unless your opponent agrees to your offer the
 negotiation will not continue.  




 You should use the SELL CHEAP, GET FAMOUS tactic when your opponent's
 power is not as great as your own and you want the person to agree to
 the haggle point on your terms.  The tactic implies that by selling
 cheap or making a sacrifice now, the person will get a bigger payoff
 in the future.  

 Use the POLITE IMPERTINENCE tactic when you want to subtly assert
 your power over your opponent.  If your opponent is intimidated by
 the maneuver, he or she will agree to your demand.  

 The NOAH'S ARK tactic implies that there are other people interested
 in the deal.  If you are successful, the opponent will not want to
 lose the chance to sign the deal and will agree to your demand on a
 particular point.  If the opponent calls your bluff, however, you may
 have lost a potential business contract.

 The QUIVERING QUILL tactic is a way for you to manipulate terms of
 the contract before the deal has been officially agreed upon but
 after your opponent has publicized the approved deal to outside
 parties.  The opponent will not want to lose the deal at this point
 and is likely to agree to whatever demands you make.  
*
 You have selected the Offer Command from the Negotiate Menu.  Follow
 the directions outlined below to make an offer:

 1. The Haggle Window will be activated after you select the Offer 
    command.  Use the up-arrow and down-arrow keys to move the 
    highlight bar to the haggle point on which you want to make 
    an offer.   

 2. When the highlight bar is on the correct haggle point, press 
    [ENTER] and the range of offers for that point will appear in 
    a menu on the left of the screen.  Use the up-arrow and down-
    arrow keys to move through the range of offers.  



 3. When the highlight bar is on the offer that you want to make, 
    press [ENTER] and that offer will appear in the Your Offer 
    column in the haggle window.  

 4. You now have 3 options: 

        * You may press [ENTER] to change the offer on the 
          highlighted haggle pointed. 

        * You may select one other haggle point on which to 
          make an offer.  Use the up-arrow and down-arrow 
          keys to select your other haggle point. 
 
        * You may process the offer you have made.  

 5. To process an offer, press [ESC] while in the haggle window.  
    You can read your opponent's response in the dialogue box, 
    and continue to negotiate from that point. 

 Conditional Offers:

 You may make offers on up to two haggle points at one time.  This is
 called a conditional offer. The haggle points will then be linked.

 One of the haggle points in a conditional offer must be the haggle
 point that your opponent asked you about.  You may not make an offer
 on more than two haggle points at one time.  



 If your opponent asked you about percentage of gross, you may make an
 offer on percentage of gross and the annual fee at the same time.
 Perhaps you want a high percentage of gross in return for a low
 annual fee on the deal.  You opponent may or may not accept your
 first conditional offer, but once you have linked two haggle points
 together in one offer they remain linked for the entire negotiation.  

 Each type of business contract carries different haggle points which
 must be negotiated.  Below are all the possible haggle points that
 you will encounter as you proceed through the simulation:





 CONTRACT DURATION is the number of years an IMG client will be
 committed to working for the opponent's company, or the number of
 years that an athlete will be signed as one of your clients.  

 Contract duration is measured in yearly units only.   

 UP-FRONT MONEY is the amount of cash that will be paid to IMG when
 the business deal is signed.  The amount of up-front money for a deal
 depends on the prestige of your opponent and the health of the
 company's cash flow.  If a company has a poor level of cash flow, for
 example, it will not be able to come up with a large amount of
 up-front money.  


 
 The ANNUAL FEE is the amount of money that IMG charges for the its
 services. 
 
 GUARANTEED MINIMUM is an amount of money that IMG is guaranteed to
 receive as a result of a business deal.  The guaranteed minimum is
 meant to be insurance if the deal is not as successful as planned.
 
 The PERCENTAGE OF GROSS is the amount of money that IMG will receive
 from one of the following: a client's tournament winnings; sales of a
 product which the client is supporting; or profit from an event which
 IMG is producing.  

 CLIENT TIME is the number of days per year that an IMG client must
 work for the company.  Client time is measured in 1-day units. 

 RESOURCES COMMITTED are the number of IMG employees and equipment
 that will be assigned to work on a business deal for the duration of
 the contract.  

 ADVERTISING TIME refers to the number of advertising minutes that an
 advertiser will be granted during one of your television productions.
 Advertising time is figured in minutes.

 COST PER MINUTE refers to the cost of each advertising minute that
 IMG will charge an advertiser on a television production.

 PUBLICITY is the amount of money that IMG is willing to spend to
 promote a television production.   

*
 You are selecting an offer for a haggle point in a negotiation. 
 Follow these steps to select an offer:

 1. Use the up-arrow and down-arrow keys to move the highlight bar 
    through the range of offers available. 

 2. When the highlight bar is on the offer that you want, press 
    ENTER.  That offer will then appear in the "Your Offer" 
    column next to the appropriate haggle point.  
*
 You are in the "" (Reality Technologies) Menu at a networking
 event. 

 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:


 CONSULT COACH updates you on your progress at the networking event.
 You may use the command  regardless of whether you have activated 
 the Coach McCormack feedback.





 Note that the Coach may say that you have met, for example, two 
 important people although you may not have actually met them at this 
 party.  This means that you already knew those two people.

 The WAIT menu option lets time pass.  WAIT is useful if you want to
 talk to someone but that person is doing something.  

 The LEAVE menu option must be used if you want to leave the event.  
*
 You are in the INTERACT pulldown menu at a networking event.

 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 The INTRODUCE... menu option lets you introduce yourself or others.

 SAY HELLO is used when you want to say hello to a person.

 EXCHANGE BUSINESS CARDS lets you give your business card to a person
 and in return receive that person's business card.


 EAVESDROP lets you listen to a conversation.  In order for EAVESDROP 
 to work, you must be positioned near the people on whom you want to 
 listen and the people must be talking.

 DANCE lets you dance with a person.  

 You may use WAVE TO PERSON to contact anyone at the networking event.

 You may use WAVE PERSON OVER to bring people to you.  
*
 You are in the MOVE Menu at a networking event. 

 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 EXCUSE YOURSELF is used when you want to move away from someone.

 GO TO PERSON moves you to a particular person.

 GO TO BAR moves you to the bar.



 GO TO BUFFET TABLE moves you to the food table.

 GO TO COUCH moves you to the couch at a networking party.

 If you want to get someone alone so that you can talk privately 
 with them, you should select one of the "go to" commands and 
 bring the person with you.

 When the screen indicates that you are in an area separately, 
 it means you are near people but not part of a group.  If someone
 is also in the same area as you, you may speak to that person 
 without first selecting the GO TO PERSON command.  If someone is 
 not on a "Go To" list, the person is in your area and you may 
 speak to the person directly. 
*
 You are in the TALK Menu at a networking event.  Commands are 
 activated pressing [ENTER] when the highlight bar is on the 
 command.  Press [ESC] to return to the the menu.  

 FLIRT allows you to test your skills as a red hot lover.

 TELL JOKES allows you to tell a joke of uncertain quality.

 GOSSIP lets you gossip with the person you are talking to.

 MAKE SMALL TALK lets you talk about something with a person.

 DISCUSS BUSINESS lets you talk business with a person.  This 
 option has progressive levels of conversation, and you should 
 be selective when you use this menu choice. 
*
 You are in the ASK Menu at a networking event.  

 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 WHO IS...? lets you determine the profession of a person.

 WHOM DO YOU KNOW...? lets you find out whom a person knows. 

 WILL YOU INTRODUCE ME TO...? lets you ask a person to introduce  
 you to someone that person knows.

 WHAT DO YOU DO? lets you ask a person about his or her occupation.  
*
 You are in the LOOK Menu at a networking event.  

 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 LOOK AROUND lets you scan the networking setting to see people.

 LOOK AT SOMEONE lets you see where a person is positioned.

 LOOK AT BAR lets you look at the bar to see what guests are there.  

 LOOK AT COUCH lets you look at the couch to see who is there.  


 LOOK AT BUFFET TABLE lets you see who is at the buffet table.

 LOOK AT DANCE FLOOR lets you see who is on the dance floor.  
*
 You are in the DRINK Menu at a networking event.   
 
 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 The GET DRINK menu choice can only be used when you are at the bar.

 The GIVE DRINK menu choice lets you give a drink to a person.  

 DRINK lets you drink something that you have from the bar.  
*
 You are in the "" (Reality Technologies) Menu at a golf match.  

 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 CONSULT COACH updates you on your progress at the golf match.  You 
 may use the command regardless of whether you have Coach McCormack 
 turned on.  

 The Coach may say you have met, for example, two people but you have 
 not met them at this party.  This means you already know them.



 The WAIT menu option lets time pass.  WAIT is useful if you want to
 talk to someone but that person is doing something.  

 The LEAVE menu option lets you leave the golf match early.  
*
 You are in the INTERACT pulldown menu at a networking event.  The
 following menu options are available:

 Each command is activated by moving the highlight bar to the 
 command and pressing [ENTER].  When you are finished reading 
 this help explanation press [ESC] and you will return to the 
 original screen.  The following choices available:


 The INTRODUCE... menu option lets you introduce yourself to a person.

 SAY HELLO is used when you want to say hello to a person.

 EXCHANGE BUSINESS CARDS lets you give your business card to a person  
 and in return receive that person's business card.

 EAVESDROP lets you listen to a conversation.  In order for EAVESDROP 
 to work, you must be near the people and the people must be talking.

 TEE OFF lets you drive a beautiful, clear, long shot straight down  
 the fairway.

 You may use WAVE TO PERSON to contact anyone at the networking event.

 You may use WAVE PERSON OVER to call people over to where you.  
*
 You are in the MOVE Menu at a networking event.  
  
 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 EXCUSE YOURSELF is used whenever you are with someone and you want to
 leave to go elsewhere.

 GO TO PERSON moves you to a particular person.

 GO TO BAR moves you to the bar.

 GO TO YOUR TABLE moves you to one of the tables in the Grille Room.

 GO TO GRILLE ROOM advances you to the Grille Room.

 GO TO LOCKER ROOM advances you to the locker room.

 GO TO GOLF COURSE advances you to the golf course.

 To get someone alone so that you can talk privately, you should 
 select one of the "go to" commands and bring the person with you.

 When the screen indicates that you are in an area separately, 
 this means that you are near people but not part of a group.  
 If someone is in the same area, you may speak to that person 
 without first selecting the GO TO PERSON command.  If someone 
 is not on a "Go To" list the person is already in your area.  
*
 You are in the TALK Menu at a networking event.  Each command is 
 activated by moving the highlight bar to the command and pressing 
 [ENTER].  When you are finished reading this help explanation 
 press [ESC] and you will return to the original screen.  The 
 following choices are available on the menu:

 TELL JOKES allows you to tell a joke of uncertain distinction.

 GOSSIP lets you gossip with the person to whom you are talking.

 MAKE SMALL TALK lets you talk about something with a person.

 DISCUSS BUSINESS lets you talk business with a person.  This menu
 option has progressive levels of conversation, and you should be
 selective when you use this menu choice. 
*
 You are in the ASK Menu at a networking event.  
 
 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC] and you will return to the original screen.  
 The following choices are available on the menu:

 WHO IS...? lets you determine the profession of a person.

 WHO DO YOU KNOW...? lets you find out whom a person knows.

 WILL YOU INTRODUCE ME TO...? lets you ask a person to introduce  
 you to someone that person knows.

 WHAT DO YOU DO? lets you ask a person about his or her occupation.  
*
 You are in the LOOK Menu at a networking event.  
 
 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC].  The following are available on the menu:

 LOOK AROUND lets you scan the networking setting to see where people 
 are positioned.

 LOOK AT SOMEONE lets you see where a person is positioned.

 LOOK AT TABLES lets you look at the tables in the Grille Room.

 LOOK AT BAR lets you look at the bar to see what guests are there.  
*
 You are in the FOOD/DRINK Menu at a networking event.   
 
 Each command is activated by moving the highlight bar to the command 
 and pressing [ENTER].  When you are finished reading this help 
 explanation press [ESC].  The following choices are available:

 EAT lets you eat the food once it has been brought to the table.  

 DRINK lets you whet your whistle with a little cheer from the bar.

 BUY A ROUND OF DRINKS lets you purchase drinks for people near you.

 ORDER FOOD lets you order food when the waiter is at your table.  
*
 You are at the MISCELLANEOUS Menu at a networking event.  The
 following options are available:

 Each command is activated by moving the highlight bar to the 
 command and pressing [ENTER].  When you are finished reading 
 this help explanation press [ESC] and you will return to the 
 original screen.  The following choices are on the menu:

 TIP allows you to give a tip to the bartender, waiter or waitress,
 locker room attendant, or caddie while at a golf match.

 GET SHOES POLISHED is used when you are in the locker room getting
 ready for the match and you want to look your sharpest on the course.
 This is especially useful when you want your opponent to keep his or
 her eyes on your shoes rather than on the ball.

 CALL WAITER (TRESS) is used when you are in the Grille Room.

 EXCUSE WAITER (TRESS) is used when you are in the Grille Room.  
*
 STRATEGIC TIME ---

 You are speeding through Strategic Time, and you must deal with 
 Management Challenges as they come up.  

 When you are finished reading this help explanation, press [ESC].

 Strategic Time for Act I runs for eight years; for Act II it runs 13
 years; and Act III it runs for two years.  






 Follow these steps as you deal with each Management Challenge:

 1.  Read the text screen of the Management Challenge carefully.  

 2.  Read the choices for action to deal with the situation.

 3.  To move between the choices, use the up-arrow and down-arrow 
     keys to move between the letters of each choice.

 4.  When you have selected an answer, move to the letter of that 
     choice and press [ENTER].  

 After making a decision, you will advance in Strategic Time.  It
 takes time to see the effects of your decisions in Strategic Time.  
*
 You are reacting to a Management Challenge concerning one of 
 your employees and you have four choices for action.  

 To select a choice, use the up-arrow and down-arrow keys to 
 move the answer you want and press [ENTER].  When you are 
 finished reading the help explanation press [ESC].

 The four choices for action are based on a management theory 
 developed by Dr. Paul Hersey in The Situational Leader, a book
 written by Dr. Hersey which fully explains his principles.  

 The four choices are based on the skill level of the employee.  

 The four choices correspond to the following four skill levels:

 1.  The first choice assumes that the employee is able to do the job
     but is not confident about doing it.

 2.  The second choice assumes that the employee has little or no 
     skills to get the job done.  By selecting this choice, you 
     are telling the employee how to complete the work.  

 3.  The third choice assumes that the employee has minimal skills.
     The person can get the job done but still needs your assistance. 


 4.  The fourth choice assumes that the person has both the capability 
     and the confidence to get the job done.  If you select this choice 
     the person will do the job without any assistance from you.  
*
 The MEASUREMENTS scorecard is a barometer of IMG's success as a 
 company and your performance in the simulation.  When you are 
 finished reading this help explanation press [ESC].

 During Strategic Time your company grows depending on your 
 performance.  The growth is reflected in Measurements.

 If Measurements indicates, for example, that you now have ten 
 clients and you only signed five during Tactical Time, the 
 additional five were added in Strategic Time.  These clients 
 are not "active" clients but represent the growth of IMG.




 The Measurements Scorecard also contains your three performance
 indices.  Each index is directly affected by your performance.  
 The range of each index is 1-100. A score of 50 is average.  

 The financial success of IMG is affected by the following:

     1. Your three indices.

     2. The number of years that you have been in a particular 
        area of business (e.g. golf, tennis, production).

     3. The number of clients that you have signed.
 
 Time is also important.  The size of each area of your business 
 depends on how long you have been involved in that area.  
*
   This test is an abbreviated version of Dr. David Keirsey's Type
   Sorter and is similar to the Myers Briggs Type Indicator 
   popularly used in business today.  

   Dr. Keirsey, a clinical psychologist of the gestalt-field-systems
   school, bases his work on Carl Jung's theory of personality.  He
   designed the test to assess the following: How people establish
   relationships; gather information; use that information; and 
   arrange priorities and time.  

   These areas are then defined according to four types:  Introversion
   vs. Extraversion; Sensation vs. Intuition; Thinking vs. Feeling; 
   and Perceiving vs. Judging.  


   Results can provide managers with an insight into how employees 
   will perform and help employees deal with managers.  Since 
   personality preferences are developmental, understanding them 
   can also help you change certain characteristics of your 
   personality type if you so wish.  

   For a more definitive and thorough analysis, we recommend you 
   read Please Understand Me by Dr. Keirsey and Dr. Marilyn Bates.

   The Keirsey Type Sorter focuses on four pairs of personality 
   indicators.  Everyone possesses characteristics of both types 
   in each pair, but one type is usually more dominant.  



   1. Introversion vs. Extraversion

      An introverted person shies away from people and excitement, 
      preferring solitude and isolation.  Situations which require 
      sociability tire the introverted person.

      The extraverted person, on the other hand, is drawn to people 
      and stimulating situations.  Without this interaction, the 
      extravert loses energy.






   2. Intuition vs. Sensation

      The intuitive person is speculative and can usually be found 
      looking ahead to the future to see what is possible.  

      The sensation preferring person relies on facts.  This person 
      relies on experience and what is actual rather than what is 
      possible.







   3. Thinking vs. Feeling

      The thinking person prefers the objective, rational basis of 
      choice.  This person relies on logic and established rules and 
      criteria to make decisions.

      The feeling person, however, is more comfortable with personal 
      judgments and decisions.  This person cares more about how a
      a decision will affect other people.  






   4. Judging vs. Perceiving

      The judging type is most comfortable with settled and fixed 
      situations.  This person follows deadlines closely and 
      is typically decisive.

      The perceiving person is more comfortable with flexible, 
      adaptable circumstances that may change.  This person prefers 
      to keep options open and watch situations as they unfold.



      


   What does all this have to do with business?  

   To succeed in business you have to understand yourself and you 
   have to understand your colleagues. Stress usually results from
   interaction with people with personalities unlike from your own.  

   Let's say, for example, that an intuitive, feeling manager has an 
   employee with introverted tendencies.  If that employee has a 
   problem, the manager's response is to try to help by talking about
   the problem.  But the person may not want to discuss it with the 
   manager, preferring to work it through without any help from others.

   Now the intuitive manager feels rejected; and the employee is 
   aggravated by the manager's actions.  If these people had a better
   understanding of the other person, this stress could be avoided. 

   As you continue in the simulation, you should be aware of the 
   different personalities you encounter.  This awareness will aid 
   you in your decision-making in the simulation and make you a more 
   street smart executive.   
*
 You are SAVING or LOADING a session of What They Don't Teach You...
 You must select the drive where you want to save the session to or 
 where you want to load the session from.  

 You may save or load to a floppy disk or to a hard disk.

 Use the left-arrow and right-arrow keys to select the appropriate 
 drive.
 
 Note that you are not allowed to save a session to or load a session 
 from Drive B. 

*
 You are saving a session or loading a session of What They Don't 
 Teach You...  Follow these steps to save the session:

 1. At the prompt, type in the name that you want to give to the 
    saved session.  The name can be no longer than eight characters.  

 2. After you have typed in the correct name, use the left-arrow 
    and right-arrow keys to highlight the Okay box.  Then press 
    [ENTER]. If you decide you do not want to save the session, 
    go to the Cancel box and press [ENTER].  






 To load a session follow these steps:

 1. Use the up-arrow and down-arrow keys to move the highlight bar 
    through the list of saved sessions.  

 2. When the highlight bar is on the saved session that you want to
    load, press [ENTER]. 

 Note that you are not allowed to save a session or load a session to 
 Drive B.

*
 You are at your electronic desk using the F2-Folders feature.  Follow
 these steps to access your filing cabinet:


 1. Press the F2 key on your keyboard.  

 2. Use the up-arrow and down-arrow keys to go to the drawer of the 
    filing cabinet that you want to open.  

 3. Press [ENTER] when you are at the drawer you want.  

 4. Use the up-arrow and down-arrow keys to page through the files in 
    the drawer.  Files are arranged alphabetically.  


 5. Press [ENTER] when the highlight bar is on the file that you want 
    to open.  The file will open and appear on the right side of the 
    screen.  Use the left-arrow and right-arrow keys to flip through 
    the pages of the file.  

 6. Press [ESC] when you are through reading the file and it will 
    file itself in the proper spot in the drawer.  

 7. To leave the file cabinet, use the down-arrow key to go to the 
    Quit command and press [ENTER].  
*
 You are at your electronic desk using the Rolodex feature.  Follow
 these steps to access your Rolodex:
 
 
 1. Press the F3 Key on your keyboard. 
 
 2. There are three ways to locate the Rolodex card you want:
 
    Use the up-arrow and down-arrow keys to locate a card.
 
    Use the [PgUp] and [PgDn] keys to move from letter to letter.
    
    Press the letter of the first letter of the last name of the 
    card you want.  Once you are at that letter, use the up-arrow
    and down-arrow keys to locate the exact card you want.
 
 3. Use the right-arrow and left-arrow keys to get to to the 
    Contact option located just below the Rolodex.  Press [ENTER]. 
 
 4. The conversation text will appear on the screen.  If the person 
    accepts your invitation to play golf or meet for a negotiation, 
    you will go into your calendar to schedule the date.  
 
 5. To close the Rolodex go to the Quit command located below the 
    Rolodex and press [ENTER].
 

           ROLODEX is a Trademark of Insilco Corporation.  
*
 You are at your electronic desk looking through your In-box.  Follow
 these steps to review the contents of the In-box:
 
 
 1. Press the F4 key on your keyboard.   
 
 2. Use the left-arrow and right-arrow keys to select a command from 
    the selection bar located below your In-box.  When the desired 
    command is highlighted, press [ENTER].  
 
 3. To leave your In-box go to the Quit command on the selection bar 
    and press [ENTER]. 



 If you schedule a negotiation or golf match on a day for which you 
 also have a party invitation, the invitation will remain in your In- 
 box.  On a color monitor the invitation will change to be yellow in 
 color.  The invitation remains in the In-box only to remind you that 
 you had a potential party for that day.  You should do nothing about 
 this invitation.  It will be taken away from the In-box after a few 
 days. 
*
 You are at your electronic desk looking through the latest copy of
 Business Week Magazine.  Follow these steps to peruse the magazine:
 
 
 1. Press the F5 key on your keyboard.
 
 2. Read each page of the magazine as it appears on the screen.  Use 
    the up-arrow and down-arrow keys to flip through the pages of 
    the magazine.  
 
 3. When you reach the last page of the newspaper and there are no 
    more pages to read, press [ESC].  
*
 You are at your electronic desk looking through the latest copy of
 Sports News.  Follow these steps to read the newspaper:
 
 
 1. Press the F6 key on your keyboard.  
 
 2. Read each page of the magazine as it appears on the screen.  Use
    the up-arrow and down-arrow keys to flip through the pages of 
    the magazine.  
 
 3. When you reach the last page of the newspaper and there are no 
    more pages to read, press [ESC].  
*
 You are at your electronic desk using your calendar.  

 There are three types of calendar days, and each day looks different 
 on the calendar.  

 An appointment day on the calendar looks like this after you 
 have scheduled an appointment: .  
                           
 A day which has a black background is a free day.  All other days 
 are work days.





 You may only schedule appointments, either networking events or 
 negotiations, on free days.  The number of work days you have 
 depends on how many tasks you have on your tasklist.  The more 
 tasks that you can delegate to employees, the more free days you 
 will have on the calendar.

 Follow these steps to schedule appointments and review your calendar:
 
 
 To Schedule a Negotiation or Golf Match --
 
 1. Use the left-arrow and right-arrow keys to move through your 
    free days on the calendar.  You will stop only on the free 
    days that from which you may select.  
 
 2. Press [ENTER] when you land on the day on which you want to 
    schedule the negotiation or golf match.  

 To Review Your Schedule --
 
 1. Press the F7 key on your keyboard.
 
 2. Use the left-arrow and right-arrow keys to move through the 
    appointment days on your calendar.  As you land on an 
    appointment day, you will see a brief summary of the event you 
    have scheduled for that day.  
*
