Negotiation—it’s a word that fills most of us with dread.
It conjures up images of high-stakes boardroom confrontations or uncomfortable salary discussions. But what if I told you that negotiation is a skill we wield more frequently than we realise, and that mastering it could unlock immense value in our lives?
I had the pleasure of diving into this very topic with the fascinating Glin Bayley, known as the Value Negotiator. Glin isn’t just any expert; she’s a negotiation specialist, non-exec board director, self-leadership coach, author and an inspiring speaker.
Her approach is unique, focusing not just on the tactics of negotiation but on the transformative process of understanding who you become along the journey.
Her new book, The Negotiation Playbook, is a treasure trove of insights into value-driven negotiations, and I was thrilled to have her share some of her wisdom with us.
Negotiation as a Daily Dialogue
The truth is, we are negotiating constantly—not just in those big discussions over contracts or salaries. Whether it’s convincing a friend to meet closer to your side of town or reaching an agreement on shared household chores, negotiation is at its core about having conversations to reach an agreement. The key lies in recognising these everyday interactions for what they are and approaching them with intention.
Glin explains that many of us feel discomfort during negotiations because we lack relatable role models. We’ve grown up watching dramatic portrayals of hostage situations or corporate manipulations. Instead, Glin encourages us to see negotiation as a natural, authentic dialogue where understanding both your value and the other party’s needs leads to better outcomes.
The Value-Based Negotiation Framework
A major highlight of my conversation with Glin was her five-step framework for successful negotiation. She breaks it down into clear steps that can apply to any interaction where you seek to create value:
- Identify Value: Understand what’s important to both you and the other party, and recognise potential exchanges of high perceived value.
- Data Analysis: Gather pertinent information from both published sources and personal insights to understand your position.
- Understand Leverage: Assess the power dynamics at play. Often, we have more influence than we realise.
- Embrace Discomfort: Preparation can minimise nerves, but embracing discomfort is crucial. Confidence stems from being at ease with negotiating.
- Execute the Plan: Design an optimal deal, understand your walkaway points, and stay poised throughout the process.
This structured approach isn’t just for securing deals but is applicable in leadership situations and personal growth efforts. It encourages leaders to create value through empathic understanding and effective communication.
Transforming Through Negotiation
What I love about Glin’s teachings is how negotiation becomes a pathway to self-understanding, rather than just a transactional skill. By facing our fears of rejection or inadequacy, we grow into more confident communicators and leaders.
Glin’s insights left me with a renewed perspective on negotiation: it’s all about unlocking our own value, understanding others and developing a framework that can transform both professional and personal arenas. Whether you’re a leader, collaborator, or even a friend, the ability to negotiate with confidence is invaluable.
I highly recommend Glin’s book for anyone looking to delve deeper into these concepts. You’ll find the tools and inspiration to negotiate not just effectively, but authentically.
LINKS
Connect with Glin:
Book: The Negotiation Playbook
Website: https://www.heartofhuman.com/
Instagram: @heartofhumanofficial
LinkedIn: https://www.linkedin.com/company/heartofhuman/
LINKS
Order My New Book “You Always Have A Choice” here
Connect with Julie:
LinkedIn: https://www.linkedin.com/in/julie-hyde/
Instagram: @juliehydeleads
Website: https://juliehyde.com.au