DEVELOPMENT
Great negotiators also pay close attention to the unspoken dynamics in the room . Body language , tone , and phrasing reveal as much as the words being said .
Leverage data
2 Negotiation is part science , part art . The science lies in analysing data — the “ people data ” you gather through observation and interaction and the “ hard data ” you glean from reports , documents , and other published sources . As an EA , you ’ re uniquely positioned to access both types of information , making you a valuable asset in any negotiation .
When preparing , think like a detective . What does the other party value most ? What are their priorities ? Are there external pressures or deadlines they ’ re dealing with ? The more you know , the more leverage you have .
Build relationships and navigate egos
3 Negotiation is as much about managing relationships as it is about securing agreements . In your role , you ’ ll often need to navigate egos — whether it ’ s a senior executive , a demanding client , or a peer in another department . Empathy and diplomacy are your greatest tools here .
When EAs don ’ t know how to be the diplomat , they often take the approach of a general – commanding and rigid . While this might make people fear you and give you a sense of power , it doesn ’ t serve the goal of achieving the best outcomes . The true power in negotiation comes from being approachable , building trust , and fostering collaboration .
Approach conversations with curiosity and a collaborative mindset . You can diffuse tension and build trust by framing negotiations as a way to solve problems together rather than a battle of wills . This doesn ’ t mean conceding everything ; instead , it means finding ways to align interests where possible .
Tactics and techniques for success Once you ’ ve mastered the foundational skills , you can apply tactical strategies to elevate your negotiation game :
w Start with clarity . Set clear intentions before entering a negotiation . What is your ideal outcome ? What are your non-negotiables ? As an EA , clarity is your power . You can steer conversations effectively if you know what you ’ re aiming for .
w Ask powerful questions . The best negotiators don ’ t dominate the conversation — they guide it . Use open-ended questions to uncover the other party ’ s true motivations . For example : “ What ’ s most important to you in this agreement ?” or “ How can we work together to meet both our goals ?”
By listening more than you speak , you ’ ll gather valuable insights and position yourself as a collaborative partner .
w Anchor and frame the discussion . In negotiation , the person who sets the tone often holds the advantage . If you ’ re negotiating deadlines , resources , or access , present your case confidently and frame your requests for mutual benefit . For instance : “ To ensure this project is completed successfully , I recommend prioritising securing [ specific resource ]. Does that align with your goals ?”
This approach shows that you ’ re not just asking for something but contributing to a shared success .
w Stay calm under pressure . Negotiations can sometimes become tense , especially when egos are involved . Your ability to remain composed is a superpower . If emotions run high , take a moment to pause , breathe , and refocus on the bigger picture . This signals confidence and keeps the conversation productive .
Listen and adapt Your greatest asset to any negotiation is your ability to listen actively and adapt strategically . As an EA , you already excel at juggling competing priorities , reading between the lines , and anticipating needs — skills directly transferable to negotiation .
Negotiation is not about manipulation but finding the best path forward for all parties involved . When you approach each conversation with intention , empathy , and strategic thinking , you ’ ll achieve better outcomes and reinforce your reputation as an indispensable professional .
Bottom line Negotiation is essential for EAs who want to excel in their roles and expand their influence . By understanding the principles , honing your skills , and applying strategic tactics , you can transform every conversation into an opportunity to create value – for yourself , your executive , and your organisation .
Whether it ’ s managing egos , securing resources , or aligning priorities , the ability to negotiate effectively will set you apart as a true strategic partner . So , channel your inner Donna , step confidently into the conversation , and remember that negotiation is not just a skill – it ’ s your superpower . S thevaluenegotiator . com
THE EXPERT
Glin is a negotiation specialist , a non-executive board director , speaker and author of The Negotiation Playbook . Her unique approach to negotiation is centred around a powerful belief : it ’ s not what you do , but who you become in the process , that truly unlocks success .
Autumn Issue 2025 | Executive PA 59