In this episode, Roslyn gets together with Glin Bayley from The Value Negotiator for a heart-to-heart discussion. They kicked off the talk highlighting the difference between arguing a point and reaching a deal. Glin makes it clear that negotiation isn't about sticking to your guns, but about finding a common ground and building shared value.

Glin emphasises the importance of focusing on value rather than price.

She gives some great advice to travel experts, encouraging them to really get to know their clients' needs and wishes, and shift the conversation towards what value they're offering, not just what price they're asking.

The goal is to help clients see all the value they're getting, which makes them more at ease with the price tag. Glin believes that when you provide real value, customers are happier and more likely to come back.

Glin also encourages travel professionals to get clear on their goals and their own reasons for doing what they do. She calls for a fresh view of negotiation, urging us all to see it not as a chore, but as a positive and strategic way to build thriving travel businesses that focus on mutual benefits.

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