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

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Book Summary

From the “female Jerry Maguire” comes the strategic guide to getting the most out of every negotiation. Effective negotiation is rooted in establishing trust and building relationships—one conversation at a time. In this practical guide, trailblazing sports agent Molly Fletcher shows her proven approach to landing more than $500 million worth of deals throughout her career. It all comes down to doing five things well:

  • Set the Stage
  • Find Common Ground
  • Ask with Confidence
  • Embrace the Pause
  • Know 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.


Download A Free Chapter

Get a behind the scenes look at the world of high stakes negotiation from top sports agent Molly Fletcher, and learn how you can apply her approach to your own deals.  Click here to download the introduction to A Winner’s Guide to Negotiating: How Conversation Gets Deals Done (McGraw-Hill, September 19, 2014). 


“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 roadmap 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

“Many assume strong negotiations are only conducted adversarially, nose-to-nose. Molly Fletcher demonstrates how a shoulder-to-shoulder approach, rooted in trust, giving, communication, and relationships drives ideal outcomes while building sustainable benefit and positive reputations. This book is a must-read and a must-follow for anyone who wants to be more effective.”
Kat Cole, president of Cinnabon, Inc., and co-founder of Changers of Commerce

“In A Winner’s Guide to Negotiating, Molly Fletcher proves that successful negotiation is not an accident. Fresh, highly relevant, and easy to read, this book will be a game-changer for anyone who negotiates anything. A must-read for you and everyone on your team!”
Tommy Newberry, New York Times bestselling author of The 4:8 Principle and Success is Not an Accident

“Powerful lessons told in an incredibly engaging way through stories we can all relate to. I didn’t want to stop reading. I wanted to absorb every single lesson!”
—Debbie Storey, senior vice president of talent development and chief diversity officer at AT&T

Discussion Guide

Want to take an even deeper look at the content from A Winner’s Guide to Negotiating? Download our discussion guide for a series of questions and thought starters. Whether you are reading on your own, with your book club, or your organization, this is a great resource to continue the conversation.