Molly Fletcher - A Winners Guide to Negotiating

Molly Fletcher is a trailblazer within the sports industry. As one of the first female sports agents, she built a client base that includes some of the biggest names in sports both on and off the field. Molly has had a positive influence on her clients and on the many who look up to her.

Molly has been a hit as a speaker at many PGA TOUR Executive Womens Days, sharing her powerful message with executives at PGA TOUR events around the country. A Winners Guide to Negotiating: How Conversation Gets Deals Done shares her unique perspective and insight gleaned from years of successful negotiating. This book is a useful tool to help you prepare for this important skill.

Tim Finchem, commissioner of 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 cofounder of Changers of Commerce

For Molly, negotiating breakout wins is muscle memory from honed fundamentals. This book provides useful tools to those who want to learn how to get dramatic deals done. A must-read.

Sarah Palisi Chapin, partner and CEO of Hail Merry Snack Foods

In A Winners 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 didnt 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

Copyright 2015 Molly Fletcher by McGraw-Hill Education. All rights reserved. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a data base or retrieval system, without the prior written permission of the publisher.

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To Fred, Emma, Meg, Kate,
Mom, Dad, Jim, and John

G reat negotiators understand the power of stories. Stories connect us, and connection is at the heart of successful negotiations. The more you know peoples stories, the more you see what they want and fear, what they will give up, and what they need to protect. Stories cut through the noise of daily life and constant information to provide understanding and meaning. The very best storytellers have always been the people with the greatest reach and influence.

In our dramatically changing digital world of multiple platforms and technology, storytelling is morphing. The speed and urgency of business is increasing. Now more than ever, a negotiators success depends on integrity. There is so much information and data available to everyone today that it is even more critical to be a trusted source. Negotiating well depends on trust.

In this book, a great negotiator and a great storyteller has mined her deep experience in one of the most pressurized arenas of American businessnegotiating professional sports contracts. Molly Fletcher understands the narrative of a successful deal and moves fluidly between five transparent, powerful steps. These steps are her code that helps her see the next possible move in a negotiation, prepare well, and maximize the results. Her personal anecdotesoften fascinating situations from her real-life experiences involving well-known sports figuresmake these lessons easy to learn. This book is a prime example of storytelling to demystify a skill that is critical for success in business and relationships. It uses the case method to teach its lessons.

Great negotiators aspire to Mollys reputation for impeccable reliability, influence, and leadership. This is far from easy among wary clients like those in pro sports. Often, their careers are relatively brief. A lot of money is at stake. She faced another challenge: her clients were used to seeing men in her role. Creating the emotional attachments necessary for success takes a lot of guts; double that for a groundbreaking pioneer like Molly.