A winner's guide to negotiating : how conversation gets deals done
Molly Fletcher
- New York : McGraw-Hill Education, c2015.
- xii, 210 p. ; 23 cm.
Setting the stage -- Finding common ground -- Asking with confidence -- Embracing the pause -- Knowing when to leave -- The power of gender -- Going forward.
The strategic guide to getting the most out of everynegotiation 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 MollyFletcher 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