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Body Language Predicts Success or Failure of Sales Pitch

Scientists have proven statistically what many of us have known for a long time. Non-verbal communication (body language and tone of voice) is critical to building trust, and without trust, there is no sale. Researches at MIT’s Media Lab found that body language, vocal pattern and vocal pitch are so critical to human trust that the researchers could predict the success of a sales pitch by reading body language alone. (The Washington Post February 15, 2009.) They didn’t even have to hear the content of the pitch.

Cash Flow Tight?

Cash today is better than the promise of more cash tomorrow. This was my motto as a bankruptcy litigator in Chicago, Illinois representing corporate debtors. I would get outstanding deals for my clients with that one line. In an economic downturn everyone wants the real deal – cash today. Tomorrow is a long way off and you might not get there. 

7 Pearls of Unconventional Wisdom

Seven business men and women gathered recently in Seattle over an early morning breakfast to discuss negotiation best practices. Over the course of two hours they discussed a wide variety of negotiations that they had been a part of over the years. The seven best practices that follow share one thing in common: Much of the advice is unconventional.

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Reprint permission is granted when the following credit appears: "© Jeanette Nyden, JD, 2006-2009. Reprinted with permission from Jeanette Nyden and J. Nyden & Co., Inc."