The Negotiator Magazine

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Mounting an effective advocacy involves three distinct stages:

Homework

A lot of homework goes into being an effective advocate. The task requires recognition of the value one brings to the table. It means, in essence, making one's case to oneself. It is all too easy to read weakness into a situation and an effective advocate must take steps to block these tendencies.

Strategizing

Effective advocacy requires you to be clear going into the negotiation on what you want in terms of results. It also requires that the other party be interested in negotiating with you.

Mutual gains outcomes are only possible when both parties are motivated to deal seriously with each other. They have to realize that it is in their best interests to negotiate. They will be better off if they do and worse off if they don't. Without that realization, negotiations are likely to be one sided or stall completely.

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