Sales and Negotiating Skills are not talents that everyone is born with. Contrary to popular belief, they are skills that can be both taught and learned. This HUB will focus on a few key points teaching you to negotiate like a professional.

The art of negotiation

I submit this information to offer resolve in everyday situations that frequently transpire into confrontations as a result of people not being able to communicate on a level that will ease potentially hostile work environments.

With the best will in the world, there will still be times when you disagree with someone at work, and one or both of you will need to climb down or compromise.

Whether to benefit your career, the business or even to minimise risk, the art of negotiation will stand you in good stead. The trick is to make sure that both sides feel they have got something worthwhile out of the negotiation, this is not about one side winning and the other losing, but about compromise.

Any OH professional can benefit from honing this skill. Get it right, and you will get a better deal from managers and peers alike.

Don't be intimidated

Remember that you have every right to negotiate for a fair deal, and that this is essential to working effectively. If the HR manager, for example, requests a detailed report in an unrealistic timeframe, don't attempt to meet this demand - negotiate for time, and explain why you need it.

Do your homework

Ensure that you understand the context of the negotiation, as well as the person you are negotiating with. Know your own position and rights, but be aware of what they want and need as well. A common cause of breakdowns in communication between OH and HR, for example, is when the HR manager feels the OH adviser is being obstructive in withholding information on an employee's medical history, while the OH adviser feels that HR is demanding access to confidential information. A stand-off between the two sides can be avoided by understanding what information HR specifically needs to make a decision, while ensuring confidentiality is maintained.

Have an objective

Decide in advance what compromise you are prepared to settle for, and try to anticipate what their bottom line will be. Be ready to be flexible, and make a list of smaller points that you will be happy to concede. Equally, be clear about what is non-negotiable as far as you are concerned.

Keep it positive

Whether the negotiation is with a colleague or someone outside the organisation, you should try to keep the conversation positive, and aim to have as good a relationship with the person after the negotiation as you did beforehand. If appropriate, start by showing you understand what their requirements are and aiming to support them. Building good will at the outset should stand you in good stead later on.

Be reasonable

Taking an intransigent line is unlikely to get you very far. So be open to suggestion, and remember that the other person must also benefit from the negotiation. They need to be just as reasonably satisfied with the outcome as you do.

Get a second opinion

It's a good idea to use a colleague or superior as a sounding board to check that what you are asking for is reasonable, and also to assess your case. They may have suggestions about how to put your request more persuasively. If you do not have a colleague to hand, try using an occupational health online forum to ask for advice from peers.

Hone your skills

Being a good negotiator is all about using your interpersonal skills. An ability to empathise and put yourself in the other person's shoes will stand you in good stead, as will listening skills and a readiness to react flexibly to what the other person suggests.

Put it on paper

A negotiation does not necessarily have to be conducted face to face. It can be easier to put your point across on paper - and also to make clear what you are prepared to negotiate on. Equally important, it may make it easier to be dispassionate and professional.

If the meeting is undertaken face to face, make sure you write down what was discussed and agreed as soon as the meeting is over, so that you are clear about the outcome, and the conclusions are available to both sides for future reference.

Stay calm

Whatever happens - and however the other person behaves - make sure you keep your cool and have the end goal in mind. As an OH professional, the last thing you want is to get labelled as a difficult customer, even if this label is undeserved. Avoid getting over-emotional and upset.

Think politically

Instead of seeing this as a one-off which you need to get through as quickly as possible, look at the exchange as a chance to build strong, long-term relationships for future negotiations.

Putting yourself across effectively in this situation will do you no harm, even if you don't get exactly what you want on this particular occasion.

If you only do five things

Know you own goals and what you will settle for.

Be reasonable and understanding.

Analyse body language and tone of voice.

Get a second opinion.

Put any agreement in writing.