THE CHUTZPAH ADVANTAGE

A guide pays tribute to those with gumption.

Many Yiddish words do not translate perfectly into English because they carry nuances that are not always easy to define. Chutzpah is one of them. While widely recognized, chutzpah can have either positive or negative connotations depending on how it is used to describe the actions of an individual. According to Harris, “Chutzpah is a blend of personality traits and learned skills that combine to provide exceptional results.” He cleverly utilizes the word to form an acronym wrought with meaning: Each letter represents an area in a behavioral “model.” For example, C stands for “Carpe Diem” (Latin for “seize the moment”), a foundational pillar of CHUTZPAH, writes Harris. He relates a few intriguing anecdotes to illustrate carpe diem, including how he met his wife and how a simple note led to the acquisition of a company. H (“Handling Objections”), U (“Uncovering Need, Pain, and Opportunity”), and the rest of the letters follow suit. Harris clearly had to stretch his creativity to come up with Z (“Z is for Zigzag: Video Gaming and Life”). What makes the concept work, though, is the author’s liberal treatment of both the word chutzpah and the richness of context he derives from it. The areas associated with the eight letters in the word are common to other self-help works, but Harris manages to combine just enough good-natured humor with engaging anecdotes and folksy advice to make the book both enjoyable to read and a learning experience. He even comes up with the occasional verbal gem, referring, for example, to small-business owners as “chutzpahpreneurs.” But there is some serious messaging in the manual’s pages as well. “People who lack chutzpah tend to avoid making decisions,” the author warns. On the other hand, being humble is necessary, advises Harris: “Think of this as quiet chutzpah, the skill of balancing humility and people, not solely ambition.” The author himself has chutzpah: Where else would you find Mother Teresa and Steve Jobs mentioned in the same paragraph?

Charmingly amusing yet seriously enlightening advice.