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The strategic guide to getting the most out of every negotiation from "the female Jerry Maguire" (CNN) Effective negotiation is rooted in establishing trust and building relationships--one conversation at a time. In this practical guide, trailblazing sports agent Molly Fletcher reveals her proven approach to landing more than $500 million worth of deals throughout her career. It all comes down to doing five things well:
Master these steps and you'll not only close more deals--you'll be setting yourself up for the next big one.
- Setting the Stage
- Finding Common Ground
- Asking with Confidence
- Embracing the Pause
- Knowing When to Leave
Master these steps and you'll not only close more deals--you'll be setting yourself up for the next big one.
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A top sports agent with two decades of experience, MOLLY FLETCHER represented some of the biggest names in sports, including Doc Rivers, Billy Donovan, Tom Izzo, John Smoltz, and Matt Kuchar. She is now a professional speaker and runs her own consulting firm in Atlanta, Georgia.
"Many assume strong negotiations are only conducted adversarially, nose-to-nose. Molly Fletcher demonstrates how a shoulder-to-shoulder approach, rooted in trust, giving, communication, and relationships drives ideal outcomes while building sustainable benefit and positive reputations. This book is a must-read and a must-follow for anyone who wants to be more effective."
-Kat Cole, president of Cinnabon, Inc., and co-founder of Changers of Commerce
"In A Winner's Guide to Negotiating, Molly Fletcher proves that successful negotiation is not an accident. Fresh, highly relevant, and easy to read, this book will be a game-changer for anyone who negotiates anything. A must-read for you and everyone on your team!"
-Tommy Newberry, New York Times bestselling author of The 4:8 Principle and Success is Not an Accident
"Powerful lessons told in an incredibly engaging way through stories we can all relate to. I didn't want to stop reading. I wanted to absorb every single lesson!"
-Debbie Storey, senior vice president of talent development and chief diversity officer at AT&T
"Negotiating well is indispensable to success. Whether from the stage or in this book, Molly will inspire you. A Winner's Guide to Negotiating will change your life by changing your conversations. A must-read for every business professional."
-Donna Fiedorowicz, senior vice president at the PGA TOUR
"A great negotiator and a great storyteller has mined her deep experience in one of the most pressurized arenas of American business. This book is a roadmap for anyone who wants to learn how to win negotiations of any kind."
-Larry Kramer, president and publisher of USA Today
-Kat Cole, president of Cinnabon, Inc., and co-founder of Changers of Commerce
"In A Winner's Guide to Negotiating, Molly Fletcher proves that successful negotiation is not an accident. Fresh, highly relevant, and easy to read, this book will be a game-changer for anyone who negotiates anything. A must-read for you and everyone on your team!"
-Tommy Newberry, New York Times bestselling author of The 4:8 Principle and Success is Not an Accident
"Powerful lessons told in an incredibly engaging way through stories we can all relate to. I didn't want to stop reading. I wanted to absorb every single lesson!"
-Debbie Storey, senior vice president of talent development and chief diversity officer at AT&T
"Negotiating well is indispensable to success. Whether from the stage or in this book, Molly will inspire you. A Winner's Guide to Negotiating will change your life by changing your conversations. A must-read for every business professional."
-Donna Fiedorowicz, senior vice president at the PGA TOUR
"A great negotiator and a great storyteller has mined her deep experience in one of the most pressurized arenas of American business. This book is a roadmap for anyone who wants to learn how to win negotiations of any kind."
-Larry Kramer, president and publisher of USA Today
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- PublisherMcGraw Hill
- Publication date2014
- ISBN 10 0071838783
- ISBN 13 9780071838788
- BindingPaperback
- Edition number1
- Number of pages224
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