Molly Fletcher has been compared to Jerry Maguire, with experience working with big names in sports - Izzo, John Smoltz, and more. She's written a book, A Winner’s Guide to Negotiating: How Conversation Gets Deals Done.
Here are the five big steps for successful negotiating:
- Set the stage
- Find common ground
- Ask with confidence
- Embrace the pause
- Know when to leave
Molly does a great job going into depth with each of these steps. The "find common ground" is, I think, an often overlooked step, but important. By finding common ground, you can establish a bit of relationship and trust, and come at the negotiation from a collaborative, win-win approach, instead of a competitive winner-take-all approach, which can be much more successful in the long run.
If you want to learn more, download the intro chapter for free.