Don’t worry, we’re not getting deep into algebra. This is just a simple formula to bear in mind: negotiation O (outcomes) is I (interests) multiplied by V (variables) and squared.

The I stands for “your interests, your bigger picture goals, your strategic objectives”. They’re the answer to the question of why you’re negotiating – what do you really want?

Then we have variables. These are the things you can negotiate. It’s not only about money – but it might also be, in the example of a job promotion, a title change or increased responsibilities. If you have no variables, you’ve “set it up as a fight”, Horton explained. “You want to identify as many variables as you possibly can.”

Finally, the ‘squared’ bit. That’s simple. You can’t only think of your interests and variables, you also need to think of the other person’s – and keep these in mind when you’re trying to get what you want.

“If you want to get your outcome, you need to understand the other person’s interests, their variables, their situation, and then put your outcome in terms of their interests,” Horton said.

How to negotiate at work: Simon Horton shares his top tips