From Editors South Australia
Glin Bayley, founder of The Value Negotiator, has spent nearly 20 years mastering the art and science of negotiation. Today, she helps individuals and teams unlock their potential in this crucial skill. As a negotiation consultant and trainer, she’s worked with large global enterprises, guiding individuals and teams to achieve transformative results through value-driven strategies. Her new book, The negotiation playbook, teaches people how to recognise their own negotiating style and provides tips and tricks to maximise their skills when negotiating.
We asked her to reveal some of her secrets ahead of her speaker presentation for IPEd in April.
Can anyone be a great negotiator?
Absolutely. Negotiation is not an exclusive skill reserved for certain personalities or job roles; it’s a fundamental life skill that everyone can develop. We negotiate daily, often without realising it, whether it’s discussing workloads, managing relationships or making purchasing decisions.
The key is to shift your perspective: negotiation isn’t about being the most dominant voice in the room; it’s about being intentional in conversations to reach agreements. The negotiation playbook is built on the idea that negotiation is more than a skill, it’s about who you become in the process. With the right mindset, tools and practice, anyone can elevate their negotiation capabilities and achieve better outcomes, both professionally and personally.
What are the core skills needed to be an effective negotiator?
Great negotiation isn’t just about tactics or being the most persuasive person in the room. It’s about understanding yourself, the other party and the dynamics at play. At the heart of effective negotiation are six key values: creativity, connection, curiosity, compassion, care and contribution. These values shape how we approach conversations, whether we’re securing a big business deal or navigating everyday agreements.
Is negotiating about winning the argument every time?
Not at all. A common misconception is that negotiation is about winning at all costs. In reality, negotiation is about creating and exchanging value in a way that leads to better outcomes for all parties.
If negotiation were simply about winning arguments, relationships would suffer, trust would erode and long-term success would be compromised. The negotiation playbook teaches that the best negotiators don’t just think about what they can get, they think about how they can maximise the total value available. Sometimes, that means creating solutions that didn’t exist before the conversation started. True success in negotiation isn’t about overpowering the other party; it’s about influencing with clarity, confidence and purpose.
What would you say to editors who are living with impostor syndrome? How can they overcome this?
Impostor syndrome is something many professionals experience, no matter how talented or accomplished they are. Editors, in particular, often work behind the scenes, refining other people’s words, which can sometimes make it harder to see the value of their own contributions.
If you are battling impostor syndrome, it is likely that you are stuck in an internal negotiation with your Joker, the part of your ego that fixates on doubt, comparison and fear of being found out. But impostor syndrome is not proof that you are not good enough; it is proof that you care.
If you are feeling the weight of impostor syndrome, here are three negotiation principles to shift your mindset:
- Stop negotiating yourself down.
Impostor syndrome often leads people to undervalue themselves before they even step into a conversation. They assume others know more, are more experienced or are more deserving. But negotiation is about recognising and articulating your value. Instead of mentally lowering your worth, ask yourself, “If I were negotiating for someone else in my position, what would I fight for?” Then, apply that same advocacy to yourself. - Anchor your worth with evidence.
Just as you would prepare for a negotiation by gathering data, you can counter impostor syndrome by grounding yourself in facts. Keep a record of the value you bring – client feedback, successful projects, the impact of your work. When doubt creeps in, remind yourself that confidence is not about feeling certain all the time, it is about trusting in the results you have already delivered. - Negotiate for the terms you deserve, not just what is offered.
People with impostor syndrome tend to accept what they are given instead of asking for what they truly need. Whether you are seeking fair pay, clearer contracts or recognition for your contributions, negotiation is about making sure agreements reflect your value. You already negotiate for high standards in the work you edit – apply that same skill to advocating for yourself.
At the end of the day, impostor syndrome is just another negotiation. The question is this: are you going to negotiate yourself into playing small, or are you going to step up and claim your value? Who you choose to become is ultimately up to you.
Glin Bayley will present on negotiating 3 April 2025. Book your place now.