In this episode, Cec Busby sits down with negotiation whiz Glin Bailey. Glin's a coach, author, speaker, and all-around professional who has helped everyone from big-name executives to small business owners sharpen their negotiating skills.
Today, Glin is sharing all her best advice from her book, The Negotiation Playbook, and breaking down simple, practical ways you can get better results in your business—whether you’re trying to land a new client, hire your first team member, or just want the confidence to ask for what you deserve. Cec and Glin talk about why negotiation is really all about creating value, how to get comfortable with feeling uncomfortable, and why a little planning goes a long way.
Key Topics
1. Why Negotiation Really Matters
Negotiation pops up everywhere in business—whether you’re closing a deal or hiring someone new.
If you actually want to get better results, you need to get good at it—and be bold enough to ask for what you want.
Having solid negotiation skills means you’re way more confident and don’t leave value on the table.
2. Getting Comfortable with the Awkward Stuff
Most of us talk ourselves out of asking for more before the real negotiation even starts.
Negotiation can (and probably should) feel uncomfortable—if it doesn’t, you’re playing it too safe.
Growth happens when you push yourself out of your comfort zone, even if it feels a bit cringey.
3. Working Together Beats Going to Battle
You can negotiate by trying to “win” everything or by working with the other person to find a sweet spot.
The best deals actually come from working together, not just trying to one-up someone.
It pays off to be a “diplomat”—aiming for both a great result and a good relationship.
4. How to Actually Get Better at Negotiation
Glynn’s VALUE framework lays it out: know your Value, Analyse the info, find your Leverage, accept being Uncomfortable, and Execute your plan.
Prep is everything—don’t just wing it, know what you want before you start.
Don’t just focus on price; add more things to the conversation (like timing, flexibility, perks) so there are more ways for everyone to win.
Timestamped overview
00:00 Kid Negotiators: From Fearless to Shy
03:42 Career Shift: Finance to Coaching
09:19 Negotiation: Character & Teamwork
10:55 Collaboration: Balancing Winning and Relationships
15:13 Boosting Your Negotiation Game
18:06 Rethink Hiring: Plan a 3-Year Journey
22:34 "Negotiation: More Than Just Price"
24:03 "From Shy Teen to Deal-Maker"
27:39 "Negotiation: Plan Like a Dinner Party"
31:45 Negotiation Tips for Success
34:52 Boosting Growth with Better Conversations
38:26 "Boost Your Negotiation Game"
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