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

by Molly Fletcher

You don't have to be an agent or a lawyer to negotiate. In fact, we all negotiate in every aspect of our lives. Every negotiation, however, is an obstacle course, with a specific set of goals and roadblocks. Understanding the psychology behind decision-making, the role gender plays in the conversation, the overall process and the key strategies that drive successful negotiation is critical. Each person I negotiated with is different and each and every situation presents a unique set of opportunities and challenges. The one constant is the gap that needs to be closed and the dynamic of human connection. Knowing how to negotiate can help you close deals, manage conflict, and strengthen relationships. It will give you an entirely new view on how to deal with conflict.

Genres: Nonfiction, Business, Self Help

224 pages, Paperback

First published September 16, 2014

About the author

Molly Fletcher is a trailblazer in every sense of the word. She is a rare talent of business wisdom, relationship brilliance and unwavering optimism. As a CEO, she shares her unconventional and unique techniques that made her one of the first female sports agents in the high stakes, big ego world of professional sports and now a successful entrepreneur. As president of client representation for sports and entertainment agency CSE, Molly spent two decades as one of the world’s only female sports agents. She was hailed as the “female Jerry Maguire” by CNN as she recruited and represented hundreds of sport’s biggest names, including Hall of Fame pitcher John Smoltz, PGA TOUR golfer Matt Kuchar, broadcaster Erin Andrews, and basketball championship coaches Tom Izzo and Doc Rivers. As she successfully negotiated over $500 million in contracts and built lasting relationships, she also observed and adopted the traits of those at the top of their game.

She has been featured in ESPN, Fast Company, Forbes and Sports Illustrated, and has energized organizations as diverse as AT&T, Bank of America, Michigan State, Georgia Tech, the PGA TOUR and Home Depot.

Molly is the author of three books: A Winner’s Guide to Negotiating; The Business of Being the Best; and The 5 Best Tools to Find Your Dream Career. She’s also the founder of The Betterment Institute, a series of online coaching courses for corporations and individuals. Molly has been recognized by Michigan State University with the Outstanding Alumni award and numerous other awards. She currently serves as a National Trustee member for the Boys & Girls Clubs of America, after serving on the Children’s Healthcare of Atlanta board and as a member of Young Presidents’ Organization (YPO).

Molly earned a bachelor’s degree in communications from Michigan State University while competing in tennis as an elite college athlete. Molly’s energy and passion for life shines through everything she does and shows mostly when she is home in Atlanta with her husband Fred and their three daughters.

Reviews

[Jennifer Lopez · Rating 2 out of 5]

Good, but not a step by step how-to.

[Phil Hurwitz · Rating 3 out of 5]

Some good takeaway advice (knowing when to walk away, embracing the pause), but other than her final chapter on the challenges that women face in the arena, none of the advice presented moved the needle for me.

[Paula · Rating 5 out of 5]

Ms. Fletcher does a wonderful job, with her own experiences as a very successful sports agent and supporting sources, in explaining the mastery of negotiation. I found the book to be useful, well-written and quite personable. Almost everyone negotiates something at sometime and this book expertly explains the ins and outs of successful negotiation.

Ms Fletcher illustrates many pertinent points with events from her career and personal life, triumphs and failures. That is one important reason that I really liked this book and enjoyed reading it. Failure is a great teacher and Ms. Fletcher explains how to use failures to lead to future successes.

[Heath Henwood · Rating 4 out of 5]

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

Easy to Read – Informative – Experienced

Written from her own experience, Molly Fletcher, shares from her wealth of success stories and failures.

It is an easy to read book, full of real life examples. It is suited to both business and personal use. It teachers the art of negotiation.

[Shuva · Rating 5 out of 5]

This was a great read. Great advice, easy fast read and full of wonderful examples.
Good to read whether you're negotiating a big business deal or day-to-day tasks at home.

[Leonardo Monteiro · Rating 5 out of 5]

A great book, full of stories that help exemplify what Molly wants to pass to us, readers.
I've learned a ton and hope to use all that knowledge right away.