Great ideas and thoughts to make your job a little easier.

Get your way

10 tips from DK Essential Managers’ Negotiation Skills by Tim Hindle on how best to get what you want from the other party.

1. Learn to read the other party’s needs, body language and tone of voice. Watch for changes and adjust your tactics accordingly.

2. Visualise possible gains, not losses.

3. Be prepared to compromise but offer the smallest concessions first – you may not need to go any further.

4. Know who you are up against.

5. Look for similarities in your positions.

6. Indicate that every concession you make is a major loss to you.

7. Do not concede ground unless you receive something in return.

8. Make concessions on a minor issue to lessen intransigence on a major one.

9. Be assertive but not aggressive.

10. Emphasise the common ground you have found.