Summary of A Winner’s Guide to Negotiating

How Conversation Gets Deals Done

McGraw-Hill, more...

Buy the book

A Winner’s Guide to Negotiating book summary
Learn how to connect with the other side, confidently ask for what you want and succeed in any negotiation.

Rating

8 Overall

8 Applicability

7 Innovation

8 Style

Recommendation

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
  • When to leave the table
 

Summary

“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...
Get the key points from this book in less than 10 minutes. Learn more about our products or log in

About the Author

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


Comment on this summary

  • Avatar
  • Avatar
    Birgit Viehof 2 years ago
    Dear madams, dear sirs,

    I have got questions regarding the XING Premium access:

    Yesterday I accepted GetAbstract via XING.
    Unfortunately my „Konto“ says my favourite language is English. This is not correct.
    My favourite language is German.

    The question is: How can I change my favourite language into German? I don’t want to change my password or my access.
    Perhaps you can change it for me.
    I would be pleased to get my the welcome-summary „Die Kunst des klugen Fragens“ via E-Mail in German.

    I’m looking forward receiving your answer.

    Best regards

    Birgit Viehof
    • Avatar
      Carl Gatester 2 years ago
      Dear Birgit,
      Yes, this is possible.
      We will send you an email with instructions shortly.

More on this topic

Contained in Knowledge Pack:

Customers who read this summary also read

More by category