When negotiating, there are two broad approaches, referred to as push and pull. The push approach is similar to negotiation between employers and trade unions. It's a way of demanding that the other side complies with your wishes. This approach only works if you are in a situation of power, or implied power, and is often associated with aggressive postures, gestures and tone of voice. The pull approach is much more subtle. It's like pulling the other person towards your way of thinking.

Pull behaviour uses relaxed and open body postures, facial expressions and tone of voice, as well as expressive gestures. It's a good example of being assertive, without being aggressive or passive.

Today's video looks at a subordinate asking for a promotion and how the right body language can give you a leg up the career ladder.

If you've enjoyed our body language video series you can find out more in Instant Manager: Body Language by Geoff Ribbens and Greg Whitear. It's available at the special price of £6.99 (RRP: £8.99) and can be purchased at www.pressoffers.co.uk/thetimes. Postage and packing is free.

How to read your colleagues

In the first of our five-part video series on body language we explore some of the postures seen in the workplace

• Video: Understanding body language - Part two

• Video: Understanding body language - Part three

Mind your body language: interviews

In the fourth of our five-part video series we look at some do's and don'ts in an interview situation

• Video: Understanding body language - Part five

Related Internet Links

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You can also call 0870 7552122, quoting offer code HOD215, or send a cheque, made payable to Bookshop Partnership Ltd, to Instant Manager, Offer Code HOD215, PO Box 104, Ludlow, SY8 1YB. Please allow 28 days for delivery.

Other titles in the Instant Manager series are available at the same special offer price.

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