Mastering negotiation : a guide for executive assistants
Negotiation is essentially a conversation between two parties to reach an agreement . The difference between a regular conversation and a negotiation is the level of your intention . Glin Bayley , negotiation specialist , reveals key skills and techniques .
As an EA , you are often the gatekeeper to senior executives and people of significance within an organisation . This means others are constantly working to influence you , whether to gain access to the person you represent or to acquire valuable information you hold due to your role . Your ability to navigate these dynamics strategically is what sets exceptional EAs apart .
Whenever I imagine the EA role , I picture Donna from Suits — the superhuman powerhouse behind the high-powered lawyer , Harvey Specter . Donna embodies the strategic mindset of a great negotiator . She doesn ’ t just react ; she anticipates , positions , and plays the long game . She understands the difference between being tactical — responding to immediate demands — and being strategic — thinking several moves ahead to achieve the best outcomes for herself and her organisation .
The difference between good negotiators and great negotiators lies in their understanding of the deeper principles of negotiation . Great negotiators operate strategically , aligning their actions with overarching goals and adapting their tactics to suit the environment when required . For an EA , mastering these principles can elevate your ability to influence outcomes and add immense value to your role .
The core skills of negotiation for EAs You need a combination of skills to negotiate effectively , some of which you might already use daily without realising . Here ’ s a closer look at the key areas :
Understand yourself and the other party
1 Negotiation begins with self-awareness . What do you bring to the table ? What value do you offer ? As an EA , your position often gives you key insights into your executive ’ s goals and preferences . Use this knowledge to understand what the other party is trying to achieve and where your interests align or diverge .
58 Executive PA | Autumn Issue 2025