Glin Bayley is a negotiation specialist, coach, and author of The Negotiation Playbook. Glin shares her insights into the power of negotiation for both small and large businesses. We explore the dynamics of negotiation, from avoiding common pitfalls like focusing solely on price, to embracing a framework that enhances personal and mutual value. Glin uncovers the significance of character, integrity, and collaboration in negotiations, offering guidance on preparing for success and managing unexpected challenges. Whether you're a business owner, aspiring negotiator, or simply looking to improve your negotiation skills, this episode promises valuable takeaways for enhancing both business growth and personal development.

KEY TOPICS

Power and Potential of Small Business

• Customization opportunities for employee growth and development.
• Win-win situations through creativity, curiosity, and collaboration.
• Small business influence by understanding perceived versus actual power.

Negotiation Dynamics and Strategies

• Avoid oversimplifying negotiations to just price, which leads to competition rather than collaboration.
• Successful negotiations involve multiple variables to create mutual value.
• Embrace discomfort as a sign of effective negotiation and personal growth.

The Negotiation Playbook and VALUE Framework

• Book inspired by overcoming personal negotiation challenges to empower others.
• Identify value, Analyze data, Leverage points, Embrace discomfort, Execute strategically.
• Aimed at enhancing negotiation skills for personal and mutual value creation.

Integrity, Persuasion, and Collaboration

• Maintain integrity and character to achieve outcomes and preserve relationships.
• Differentiate between coercion (power over) and persuasion (power with).
• Collaboration as a means to create value and balance results with relationship preservation.

Preparation and Personal Growth in Negotiation

• Successful negotiation akin to planning a clear business vision.
• Adapt and manage breakdowns using emotional intelligence and reassessing objectives.
• Continuous improvement through resources, understanding value, and cultivating courage.

Timestamped overview

04:15 Coaching and negotiation skills enable personal growth.

09:19 Negotiation depends on character and collaboration integrity.

15:24 Develop negotiation skills to enhance perceived power.

18:06 Consider 3-year growth pathway over fixed role.

22:04 True value creation involves adding negotiation levers.

25:53 Negotiation centers on exchanging value and leverage.

27:23 Step outside comfort zone; plan and execute.

31:15 Emotional intelligence helps navigate negotiations effectively.

34:47 Master negotiation through understanding, emotional management, and value.

38:26 Check out "The Negotiation Playbook" book.

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