Is That Your Hand in My Pocket?: The Sales Professional's Guide to Negotiating

by Ron J. Lambert and Tom Parker

Book Overview

Is That Your Hand in My Pocket? teaches the secrets of negotiation, addressing the the process from the establishment of power to closing a deal. This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 159555226X
• ISBN13: 9781595552266
• Release Date: June 2008
• Publisher: Thomas Nelson
• Length: 256 Pages
• Weight: 0.65 lbs.
• Dimensions: 0.9" x 5.5" x 8.4"

Customer Reviews

Negotiating Skills Not Just for Business Managers

I must make a disclaimer up front. One of the authors of this book was my business partner before I retired in 1999; maybe I am a little prejudiced. On the other hand, besides a spouse, who knows someone better than a partner in business. Let me get the syrupy stuff out of the way--Ron is a great guy, an honest-as-the-day-is-long person in all aspects of his life, AND a master negotiator. The skills he and Tom teach in this book are about winning the right way. They will help any organization improve its chances of winning in today's highly competitive marketplace. But then, good negotiating skills, are important in every relationship, especially those in which we can't afford to get it wrong--with our spouses and children. I have seen the results--and have experienced some personally--that have been obtained following the principles of MY POCKET. So whether you will be trying to help determine how much to pay for a turbine for your power plant or where the family goes on vacation, this book is well worth your time.

Indispensable

It is rare that I find a book that teaches me something new and consistently executable. This book will help you move your agenda forward with every contact and build win-win solutions. The author claims he doesn't teach theory - it's real world. He is right and he delivers. I've used two of the techniques in the book over the past two days with staggering success. This books covers everything from non-verbals to planning, tactics, turning confrontation into collaboration, and appropriate taking. My copy is already highlighted and I'll be going back through it prior to big conversations.

Excellent submission

This book will give you insights that will move you from "sales" to "sales excellence". I purchased the book today and have already read 9 chapters nonstop! Thanks for providing real life scenarios with real life solutions.

Breaks the Mold

I was fortunate enough to have read an advance copy of "Is That Your Hand in My Pocket?". At first, I was apprehensive about reading yet another business book. It seems like they all follow the same mold these days. This book, however, is different. Mr. Lambert and Mr. Parker convey the message in a friendly, conversational tone. I particularly enjoyed the section dealing with how to read a buyer's body language. Too often we forget to watch for these subtle clues into how the buyer is feeling. The book not only provides pictures of common cues, but also details how to adjust your tactics accordingly. I have recommended that my company provide this book as a tool to all new hires and as a refresher to our seasoned sales professionals. I have also shared the book with my family who is bound to benefit from it as I have. Kudos to Mr. Lambert and Mr. Parker for a great book all around.

Sr. Director, Corporate Training & Development

This real-world "how to" guide is a refreshing approach for all types of negotiations. Excellent insight into communications, both verbal and non-verbal and how to win and clsoe the deal. Very helpful. A must for all business people.