Summary of A Winner’s Guide to Negotiating

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8 Overall

8 Applicability

7 Innovation

8 Style


Molly Fletcher knows how to get what she wants. She outlines the negotiation system she developed over a two-decade career as a professional sports agent and draws some of her examples from the world of sports. Her approach to getting your way in five major negotiating steps – prepare, “find common ground,” “ask confidently,” use pauses effectively and “know when to leave” – requires self-assurance. She describes how she persuades strangers to change seats with her family on airplanes and how she gets the Ritz to offer her free wine. However, when asking for free wine, the worst outcome is not getting any. When you’re negotiating for your dream job, however, risk taking requires guts because you have something to lose. Even if you don’t share Fletcher’s confidence, her system describes generally effective tactics and goals, so getAbstract recommends her method to anyone who has to build the skills to negotiate successfully.

In this summary, you will learn

  • How to prepare for a negotiation,
  • How to “find common ground” and what to do if you can’t find it,
  • How to “ask with confidence” for what you want, and
  • When to leave the table.

About the Author

Speaker and consultant Molly Fletcher spent two decades as a sports agent and wrote The Business of Being the Best.



“The Negotiation Conversation”
Effective negotiation is a conversation – a relationship that takes time to build. Study the other side’s decision makers to understand their fears and desires, and the limits of what they will or will not do.

Each stage of negotiation tests...

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    Birgit Viehof 4 years ago
    Dear madams, dear sirs,

    I have got questions regarding the XING Premium access:

    Yesterday I accepted GetAbstract via XING.
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    Perhaps you can change it for me.
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    Birgit Viehof
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      Carl Gatester 4 years ago
      Dear Birgit,
      Yes, this is possible.
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