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A Winner's Guide to Negotiating: How Conversation Gets Deals Done by Molly Fletcher

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6

The Power of Gender

It’s almost dinnertime, and as I hurry out of the office, I am grateful that my commute home takes only five minutes. On this night, ESPN broadcaster Erin Andrews and a girlfriend are coming over to hang out with my family. My daughters love Erin.

As she is showing them some moves from her days with the University of Florida’s Gators Dazzlers basketball dance team, my phone rings. It’s an endorsement deal I had been working on for her. I break from the fun to step into my home office to work out some of the details for a women’s health product. The deal will involve a daylong appearance, a production day, and the rights to Erin’s name and likeness throughout the country for 12 months.

“Come on, girls, you can do it!” I hear ...

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