E98 | The Negotiation Playbook with Glin Bayley

Your results in negotiation are shaped long before you enter the room – the internal dialogue you carry determines whether you ask, hold firm, or settle early. That’s according to negotiation specialist Glin Bailey, whose background in commercial finance and two decades in multinational organisations brings a distinctive lens to negotiation.  Glin shares her belief that every negotiation happens twice: externally with others, and internally  within ourselves. She outlines how identity, emotional intelligence and self-awareness influence outcomes, and introduces her VALUE method for navigating power imbalances, reframing price-driven discussions, and consistently securing stronger, more considered agreements.  Takeaways  Your inner negotiation shapes every external negotiation long before words appear. Identity determines whether you ask boldly or settle far too early. Negotiation mastery begins with self-awareness, regulation and disciplined preparation. Price is rarely the whole story; value creates stronger leverage. Power often shifts through perception, not just size or status. The hardest question is usually the one most worth asking. Email can confirm agreements, but often weakens real negotiation outcomes. Better agreements with others begin with better agreements with yourself. Follow Glin Bayley https://simplyglin.com/ https://www.linkedin.com/in/glinbayley/ Glin’s book The Negotiation Playbook: Strategies That Work and Results That Last https://amzn.to/4sO7wyF  Books recommended The Science of Scaling by Ben Hardy https://amzn.to/47beAxb  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter  https://evolutionpartners.com.au/subscribe/  Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster. Bigger isn’t Better, Better is Better: Avoiding the pressure of endless growth to build a better business (and better life)  Follow me: on https://au.linkedin.com/in/bradleygiles  on https://twitter.com/Evolution_Perth  Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.