IS THAT YOUR HAND IN MY POCKET?

The world of buying and selling has undergone tremendous change in that last 20 years, and this book will help you stay on top of your game.

Buyers and sellers used to spend time and energy building rapport, establishing relationships and, ideally, undertaking deals based on trust and mutual gain. In today's sometimes ruthless global economy, a seller's traditional methods of negotiating can be out-of-date and ineffective. As an answer to this problem, experienced business negotiators Lambert and Parker have compiled a complete strategy for today's sales professionals. This important book contains techniques designed to help you sell at higher margins, use counter-tactics against typical buyer strategies, streamline your negotiations and allow you to clinch that important deal. You'll also learn how to recognize negotiation styles (yours and theirs), deal with buyer tactics, read nonverbal signals, understand gender differences in negotiation, employ a team for maximum impact and use creativity to break deadlocks. Particularly interesting is an illustrated chapter identifying the 16 most common nonverbal cues that occur in negotiations, what they mean and how to proceed when you see them.

Packed with information and tips that will help you become a more successful negotiator both inside and outside of your companies.