A Winner's Guide to Negotiating: How Conversation Gets Deals Done

by Molly Fletcher

Overview

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:

• 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.

"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 road map for anyone who wants to learn how to win negotiations of any kind." — LARRY KRAMER, president and publisher of USA Today

"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

Product Details

ISBN-13:	9780071838788
Publisher:	McGraw-Hill Professional Publishing
Publication date:	09/19/2014
Pages:	224
Product dimensions:	5.90(w) x 8.90(h) x 0.50(d)

About the Author

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.

Table of Contents

Foreword Larry Kramer ix

Acknowledgments xi

Introduction 1

1 Setting the Stage 15

2 Finding Common Ground 43

3 Asking with Confidence 69

4 Embracing the Pause 101

5 Knowing When to Leave 127

6 The Power of Gender 151

7 Going Forward 177

Bibliography 199

Index 203