Full Spectrum Negotiation: Why It Starts With You (and How It Impacts Everyone Around You)

Have you ever found yourself second-guessing your own value before even entering a conversation?

Whether you're leading a team, serving customers, or steering your own business, you’ve likely experienced that inner chatter. You know, the one that whispers, “Can I really ask for that?” or “Am I enough?” That voice often gets louder during high-stakes moments – like negotiating a deal, setting boundaries, or even handling difficult customers.

This week I spoke with strategist and negotiation consultant Glin Bayley and explored the concept of full spectrum negotiation – and spoiler alert – it begins with the relationship you have with yourself.

Let’s unpack how self-leadership and inner alignment play a critical role in how we show up in our external negotiations, whether you're managing a hospitality venue, running a business, or leading a team.

What Is Full Spectrum Negotiation?

Glin describes it best: full spectrum negotiation is the intersection between your internal self-dialogue and external negotiation skills. It's not just about getting the best deal on paper. It's about negotiating with clarity, presence, and alignment – because when your inner world is chaotic, your outer results will often reflect that.

She shared how years in commercial finance and running multiple businesses eventually brought her back full circle to her original brand: Simply Glin. Why? Because the heart of her work was always about integrating identity, values, and communication.

The Inner Negotiation: Why It Matters More Than You Think

Before you walk into any negotiation or high-stakes situation, you’ve already had the most important conversation — the one with yourself.

Here are a few tell-tale signs you might be losing that inner negotiation:

• You hesitate to speak up for what you need
• You worry what others will think if you "ask too much"
• You second-guess your pricing, your value, or your time

Sound familiar?

Glin pointed out that when we let that inner dialogue dominate, it leaks into our posture, our tone, and our presence — especially in customer service settings. And guess what? People can tell.

5 Ways to Negotiate With Yourself Before You Negotiate With Others

Before you step into that meeting, set that price, or resolve a customer complaint, pause.

Here's how Glin suggests preparing from the inside out:

1. Identify Your Chatter

Ask: “Is this voice from fear or from love?” If it's fear-based (e.g. “Who do I think I am?”), it's worth replacing.

2. Get Clear on What You Value

What’s truly important to you — being authentic, fair, successful, respected? Start there and let that guide your actions.

3. Pause Before Reacting

Whether it’s a heated customer moment or a challenging team discussion, a deep breath buys you time — and access to your logic brain.

4. Practice Presence

Your presence is your power. If you’re distracted by doubt, people can feel it. Especially in hospitality, presence = trust.

5. Choose Congruence Over Performance

Say what you mean, with tone and body language that match. Authenticity builds trust faster than any script. As Glin said, “Your environment is always giving you clues – if you’re present enough to notice”.

Negotiation in Hospitality: It’s Not Just About the Guest

Whether you’re behind the bar or in the boardroom, negotiation is happening all the time. Glin’s perspective really struck a chord when she shared her experience with a cafe that changed its policy due to dine-and-dash incidents. While well-intentioned, the policy was rolled out with poor communication and assumptions – leading to a breakdown in customer experience.

Want to dive deeper into full spectrum negotiation? Click HERE to watch the full video or listen to The Michelle Pascoe Hospitality Podcast.

Looking for bespoke workshops for your frontline team, or to equip your middle managers with practical leadership tools for 2025 and beyond, click HERE to book a call.

Not sure how you negotiate? One of the most insightful tools Glin offers is her free quiz to discover your negotiator type, which can help you adapt your approach in high-pressure situations. Click HERE to take the quiz.

Your negotiation power lies in how well you read the room, explain policies, and show presence. Guests can handle rules — they just want to feel heard and respected.