The Negotiation Myths Costing Revenue Leaders Millions
Mon Feb 02 2026
What if the reason negotiations fail has nothing to do with tactics and everything to do with how we fundamentally misunderstand what negotiation actually is?
Most leaders think negotiation is reserved for deals, contracts, and salespeople. The reality is far more strategic.
Every conversation where you need alignment, buy-in, or agreement is a negotiation.
And it’s not all about "winning" against your counterpart!
The executives who master this skill create real value in every stakeholder interaction, from board rooms to supplier relationships to talent retention. Those who don't? They leave millions on the table.
In this Rebellious Ideas throwback episode from the full REV UP Rebellion conversation, Abbie White revisits her discussion with Glin Bayley, author of "The Negotiation Playbook," who has trained executives at Unilever, Lendlease, Woolworths, and Arnott's.
Glin dismantles the myths around negotiation and rebuilds it as the strategic superpower every revenue leader needs in their arsenal.
This is essential listening for CROs, Heads of Sales, GTM leaders, and any executive responsible for leading a sales team who might have historically negotiated on price or you’re creating commercial agreements that drive business outcomes.
Get ready for unfiltered insights on:
How negotiation is fundamentally misunderstood (and how that misconception costs you leverage, value, and outcomes)The critical negotiation skills that most leaders still overlook Glin's "Value" Framework for negotiation that transforms deals, relationships, and commercial outcomesLanguage patterns that unconsciously erode your position (and what to say instead to maintain strategic advantage)The negotiation mistakes that sabotage outcomes before the conversation even beginsPractical tactics to build negotiation capability across your revenue organisation starting todayIf you're leading revenue teams, driving GTM strategy, or responsible for commercial outcomes in 2026, this conversation will fundamentally shift how you think about creating value in every stakeholder interaction.
(00:00:00) - Introducing Glin Bayley and the REV UP System
(00:01:17) - Busting Myths About What Negotiation Actually Is (And Isn’t!)
(00:02:02) - The Value Framework: Creating Win-Win Outcomes Beyond Price
(00:06:36) - Language Patterns That Cost You Deals (And What to Do Instead)
(00:09:57) - Collaborative vs Competitive Negotiation
(00:13:33) - How Negotiation Skills Can Uplift Your Overall Performance
(00:15:18) - First Steps: Building Negotiation Capability Starting Today
Ready to Build Strategic Negotiation Capability Across Your Revenue Team?
Glin Bayley is one of 10 world-class experts delivering the REV UP System in 2026 - the professional development pathway designed specifically for B2B revenue teams in complex industries.
From negotiation and influence to AI strategy and GTM execution, get all the critical skills your team needs to win in 2026.
Live interactive masterclasses. AI-personalised learning. Immediate application.
Learn from Glin and 9 other global experts including Julie Masters (Influence), Chris Briest (AI for Sales), and Cian McLoughlin (Win/Loss Analysis) in our 12-month program trusted by leading ANZ organisations.
See the full program and line-up or join the REV UP 2026 waitlist: https://tinyurl.com/REV-UP-2026
Connect with Glin Bayley:
Website: https://simplyglin.com/homeLinkedIn: https://www.linkedin.com/in/glinbayleyBuy "The Negotiation Playbook": https://simplyglin.com/playbook
Connect with us:
Be an Insider and get the weekly inside track: https://tinyurl.com/be-an-insider-nowFollow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedInFollow Abbie for behind-the-scenes insights: https://tinyurl.com/Follow-Abbie-on-LinkedIn
More
What if the reason negotiations fail has nothing to do with tactics and everything to do with how we fundamentally misunderstand what negotiation actually is? Most leaders think negotiation is reserved for deals, contracts, and salespeople. The reality is far more strategic. Every conversation where you need alignment, buy-in, or agreement is a negotiation. And it’s not all about "winning" against your counterpart! The executives who master this skill create real value in every stakeholder interaction, from board rooms to supplier relationships to talent retention. Those who don't? They leave millions on the table. In this Rebellious Ideas throwback episode from the full REV UP Rebellion conversation, Abbie White revisits her discussion with Glin Bayley, author of "The Negotiation Playbook," who has trained executives at Unilever, Lendlease, Woolworths, and Arnott's. Glin dismantles the myths around negotiation and rebuilds it as the strategic superpower every revenue leader needs in their arsenal. This is essential listening for CROs, Heads of Sales, GTM leaders, and any executive responsible for leading a sales team who might have historically negotiated on price or you’re creating commercial agreements that drive business outcomes. Get ready for unfiltered insights on: How negotiation is fundamentally misunderstood (and how that misconception costs you leverage, value, and outcomes)The critical negotiation skills that most leaders still overlook Glin's "Value" Framework for negotiation that transforms deals, relationships, and commercial outcomesLanguage patterns that unconsciously erode your position (and what to say instead to maintain strategic advantage)The negotiation mistakes that sabotage outcomes before the conversation even beginsPractical tactics to build negotiation capability across your revenue organisation starting todayIf you're leading revenue teams, driving GTM strategy, or responsible for commercial outcomes in 2026, this conversation will fundamentally shift how you think about creating value in every stakeholder interaction. (00:00:00) - Introducing Glin Bayley and the REV UP System (00:01:17) - Busting Myths About What Negotiation Actually Is (And Isn’t!) (00:02:02) - The Value Framework: Creating Win-Win Outcomes Beyond Price (00:06:36) - Language Patterns That Cost You Deals (And What to Do Instead) (00:09:57) - Collaborative vs Competitive Negotiation (00:13:33) - How Negotiation Skills Can Uplift Your Overall Performance (00:15:18) - First Steps: Building Negotiation Capability Starting Today Ready to Build Strategic Negotiation Capability Across Your Revenue Team? Glin Bayley is one of 10 world-class experts delivering the REV UP System in 2026 - the professional development pathway designed specifically for B2B revenue teams in complex industries. From negotiation and influence to AI strategy and GTM execution, get all the critical skills your team needs to win in 2026. Live interactive masterclasses. AI-personalised learning. Immediate application. Learn from Glin and 9 other global experts including Julie Masters (Influence), Chris Briest (AI for Sales), and Cian McLoughlin (Win/Loss Analysis) in our 12-month program trusted by leading ANZ organisations. See the full program and line-up or join the REV UP 2026 waitlist: https://tinyurl.com/REV-UP-2026 Connect with Glin Bayley: Website: https://simplyglin.com/homeLinkedIn: https://www.linkedin.com/in/glinbayleyBuy "The Negotiation Playbook": https://simplyglin.com/playbook Connect with us: Be an Insider and get the weekly inside track: https://tinyurl.com/be-an-insider-nowFollow us on LinkedIn for educational bites: https://tinyurl.com/Follow-SR-on-LinkedInFollow Abbie for behind-the-scenes insights: https://tinyurl.com/Follow-Abbie-on-LinkedIn