In order to increase our efficacy with people we need to learn to broaden our range of behaviours to include those which generate results consistently. Learning to influence others requires that we accept that the way we currently engage with people may not be the most effective way. Becoming conscious of our behaviour and the impact that it has on others is one of the first steps to this process. The second step is the acquisition of influencing skills, thereby expanding our spheres of influence. Once we have the ability to influence others, we have multiplied our ability to achieve results. This will make negotiation skills even easier to develop. Negotiation is part of an interaction process that almost everyone within organisations is involved in. Managers negotiate with staff and vice versa; salespeople negotiate with customers and suppliers. These are just some of the interactions that occur in business. Whether with employees, customers, unions or colleagues, negotiation is a tactical and intrinsic part of day-to-day business life.