We are continually negotiating. It may be a small issue, like where to go for lunch. It could be a larger concern, like setting business goals and strategy. Or maybe it’s a matter with immense long-term impact, like policy terms, coverage and rates.

Most of us don't have time to read the volumes and volumes that have been written on productive negotiating skills. Here are some quick pointers on how to enhance yours.

1. Know your desired outcome. Is it money? Time? Guarantees? Additional services? Upgraded product? Whatever your goal, it's imperative to know your requirements and your negotiable points.
2. Do your homework. You should be able to refer to facts, figures and history—proof trumps hearsay. It's hard to argue with solid evidence.
3. Be prepared. Have your list of facts and questions at the ready.
4. Find out as much as you can about the individual on the other side of the table. Get a feel for what's at stake for him or her.
5. Ask about the decision-making process. Who has the authority? How will the decision be made?
6. Look beyond the present. How will the outcome play out in the future? It may be a good move now, but what about further down the road? If it's a sacrifice now, the long-term payoff could be tremendous.
7. Use language of personal responsibility—not accusation. Say "I need" instead of "you need to."
8. Create a friendly atmosphere. Sitting on opposite sides of the table indicates a more combative exchange. Sitting on the same side of the table or on adjoining sides signifies a more collaborative exchange.
9. Talk less. Let the other person talk about his or her position, and really listen to what’s being said.
10. Pay attention to the other person's body language. Does it align with the words you're hearing? Is the person nervous even though his or her words are persuasive?
11. Mind your own body language. Your expression should be pleasant, but don't smile excessively. Avoid nodding your head. Show you're paying attention with your eyes.
12. Learn when and how to appropriately interrupt. A simple, "I hear what you're saying and I'd like to share some ideas" is an effective tactic.
13. Consider the emotional impact on the other person. What’s at stake on a personal level?
14. Be open to the other person’s proposition. Put yourself in their shoes—empathy is a powerful tool.
15. Help the other side convince a higher authority. "It sounds like we're in agreement. How can I help you sell this to your boss?"
16. Continually summarize the conversation and confirm agreements: "So if I understand what you're telling me..." A periodic assessment of the idea exchange will help you close the deal more smoothly.
17. Expect a positive outcome. That applies to both the specifics of the agreement and the relationship moving forward.

Emily Huling, CIC, CMC, is the author of “Selling from the Inside,” “Great Service Sells,” and “Kick Your ‘But.’”