Podcast: Molly Fletcher on Creating Winning Relationships
The ability to negotiate effectively takes skill, but no matter how practiced you are in it, your efforts are for naught if you ignore the one key element required for successful negotiation: relationship-building.
Relationship-building is at the cornerstone of all good negotiations. The better you are at developing business relationships, the more you’ll reap from your negotiations, and the more the other party will reap, too. It’s a two-way street.
In this episode of The Leadercast Podcast, Molly Fletcher—four-time author, CEO of The Molly Fletcher Company and speaker at Leadercast Women 2018 (taking place Oct. 12 in Atlanta and at a location near you!)—shares her insights on how to work a deal, and explains why creating winning relationships is an essential element to successful negotiation.
Good Deals Stem From Good Conversation
Molly spent 20 years in one of the most competitive workspaces in the world: the sports agency business. Molly says there’s a common misconception about the industry, though. People often think it’s space where everyone yells, screams, beats their chests and gets sideways at the drop of a hat, but that couldn’t be further from the truth, she says.
In her years negotiating contracts on behalf of big-time athletes, Molly found that the best deals stem from real conversation and authentic connections. "The best deals came from conversation, which is what negotiation is,” explains Molly. TWEET
Great negotiators ask themselves, “What kind of person am I dealing with?” and, based on that answer, “How can I adapt my style to facilitate a connection with this person?”
Communication Doesn’t Equal Connection
The world is full of lots of choices. There are a lot of places you can go for the same services and products, and there are three questions we ask ourselves before deciding on the company or individual we want to go with:
1. Can you help me?
2. Do I like you?
3. Can I trust you?
These same questions should run through your mind in negotiations as well to ensure you’re making a true connection with the person on the other side of the table. Negotiation requires more than just good communication; it’s about using communication as an avenue to create real connections with those around you.
“When we think about relationships, it's really about getting into the heads and the hearts of the people we want to connect with,” says Molly. TWEET
The next time you’re in a negotiation situation, stop and think about the relationship first. Ask yourself, “Am I really connecting with this person? Am I truly and authentically curious about what they’re worried about?”
Listen to the podcast to learn more from Molly about how connection and relationship-building are musts for successful negotiation.
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This post is based on an episode of The Leadercast Podcast with Molly Fletcher, author, speaker and CEO of The Molly Fletcher Company. Join her at Leadercast Women 2018, taking place Oct. 12 at the Georgia World Congress Center in Atlanta and broadcast to a location near you! Connect with Molly on Twitter, Facebook, Instagram or LinkedIn. To hear this episode, and many more like it, please subscribe to The Leadercast Podcast on iTunes, Spotify, Google Play or Stitcher.