What happens when a daughter writes two letters a week to her mom for ten years while breaking into one of the most male-dominated industries in America? You get a time-capsule memoir packed with real deals, real setbacks, and real strategies that still work. We’re joined by Dr. Mary Mitchell, who rose through the 1980s pulp, paper, and timber world negotiating 60 contracts at a time, feeding mills through strikes and shortages, and outmaneuvering intimidation with a calm, data-first style.

Mary walks us through the volatile market forces that defined the decade—interest rates near 20 percent, housing crashes, export booms—and how she turned chaos into leverage with scenario planning, meticulous market intel, and relentless relationship-building with everyone from tug dispatchers to scale houses. She unpacks her “plain vanilla” negotiation approach: ignore the theatrics, return to price and inventory, anticipate failure modes, and have ten counters ready when they hit. The stories are vivid: rescuing a mill with hog fuel dug from a forgotten valley, barging sawdust into San Francisco, and earning a rival’s backhanded compliment for never leaving a dime on the table.

We also talk about boundaries and resilience. Mary shares how she handled inappropriate advances by steering back to business, why preparation disarms bullies, and how confidence grows when you ask the “dumb” questions first. For students of negotiation, supply chain pros, and women navigating male-heavy fields, this conversation doubles as a practical playbook and a compelling narrative. Her letters are now a memoir, and her methods are as relevant to today’s complex markets as they were when strikes shut down mills and trucks lined the yard.

Grab the book on Kindle now, with paperback, hardback, and audio on the way. If the conversation helped you think sharper or negotiate braver, follow the show, share this episode with a friend, and leave a quick review so more listeners can find it.

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Elsa Kurt: You may know her for her uncanny, viral Kamala Harris impressions & conservative comedy skits, but she’s also a lifelong Patriot & longtime Police Wife. She has channeled her fierce love and passion for God, family, country, and those who serve as the creator, Executive Producer & Host of the Elsa Kurt Show with Clay Novak. Her show discusses today’s topics & news from a middle class/blue collar family & conservative perspective. The vocal LEOW’s career began as a multi-genre author who has penned over 25 books, including twelve contemporary women’s novels.

Clay Novak: Clay Novak was commissioned in 1995 as a Second Lieutenant of Infantry and served as an officer for twenty four years in Mechanized Infantry, Airborne Infantry, and Cavalry units . He retired as a Lieutenant Colonel in 2019. Clay is a graduate of the U.S. Army Ranger School and is a Master Rated Parachutist, serving for more th...