Body Language in Negotiations and Sales

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Summary: Body Language in Negotiations and Sales
Review: An excellent source and a must read for salesmen. Highly recommended!!

Rating:
Summary: Disappointing
Review: Could be me, could be the book, but I didn't find much here of use. I like jumping right in when reading technical stuff and the first chapter which is really just a hard sell for the book itself immediately put me on the wrong track. Apart from that, lots of stuff Rankin says is saying the obvious and the connection with negotiations is strained to say the least. I also find lots of the theory dubious. For example, just because 65% of communication is non-verbal (what communication? - chatting? news at 9? parent child? etc), it does not follow that, a) 65% is non-verbal in negotiations, and b) that even if it is, it makes a 65% difference in negotiation outcome. This needs to be demonstrated. Ranking also seems to be confusing sales with negotiations by talking confusedly about 'sales negotiation' throughout, now switching to sales mode, now to negotiation mode. Finally, for a book published in 2000, one can really expect the author to be aware that the win/win, win/lose idea of negotiations is dated to say the least. Anyway, as I said, it could me, it could be the book. Positive point - lots of nice quotes from various famous people speckled all over.

Rating:
Summary: Body Language in Negotiations & Sales
Review: This is definitely a good read for anyone who has just got into sales and also an eye-opener for those who already are.