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Pure Coordination , 167 Mixed-motive Negotiation 167 conflict resolution, conflict management, transformative approach 171 The Management Approach 171 The Transformative Approach 172 Peace, justice, truth and mercy 174 Transformative Mediation , 175 Empowerment 176 Constructive Confrontation 177 Alternative Dispute Resolution (ADR) 178 Conflict Management With Special Reference To The South African Situation ............................................................................................................................ 179 Formulating conflict transformation objectives 180 Rumours 181 Rumour Identification 181 Mechanism for Determining the Truthfulness ofthe Rumours 182 Rumour Correction 182 Crisis management during conflict transformation 183 Analysing the destination or recipient ofa communication 185 Reticence / Communication And Apprehension / Anxiety 185 Criteria To Consider When Selecting A Negotiating Team 186 The Skills Needed 186 Organisational Considerations 186 The Overall Negotiation Strategy 187 Team size 187 Qualities To Look For In A Negotiation Team Leader 187 Horses For Courses: The Best Negotiator For A Particular Agreement 189 The negotiation process 191 Preparation For Negotiation Or Pre-Negotiation Planning 193 Goals And Interests 195 Goal Clarification 196 Ambiguous Goals 196 Values 197 The Nuances OfNegotiation Meetings 197 The Venue 198 The Advantages ofa Home Site 199 Negotiating on the Enemy's Ground 199 Negotiating on Neutral Ground 200 Changing the Negotiation Venues 201 Using The Condition OfThe Venue 201 The Size OfYour Team And Other Negotiation Needs 202 Setting an Agenda for the Meeting , 204 Evaluating Your Negotiation Skills 207 Logic 208 Reasonableness 208 Persistence 208 Patience 208 Multiparty Negotiations 208 Researching your opponent... ' 209 Evaluating the Overall Negotiating Climate 210 10
Distributive And Integrative Negotiation 213 Distributive Negotiation 213 Integrative Negotiation 214 A Pyramid Model. 214 The Personalities ofTeam Members 215 The Five-Factor Model OfPersonality And Its Relevance In Negotiation 216 Extraversion , 216 Agreeableness 216 Conscientiousness 216 Emotional Stability 217 Openness to experience 217 Personality Effects In Distributive Or Hard Bargaining 217 Effects OfExtraversion And Agreeableness On Negotiation 218 The Effect OfMember Personality Factors In Group Negotiation 219 Conscientiousness at Individual LeveL 219 Extraversion at Group Level 220 Analysis OfCognitive Ability 220 Cognitive Ability And Its Relationship To Negotiation 220 Output 221 Objective 221 Input 222 Processing 222 The Need Or Aim For Negotiation And Persuasion 224 Stages OfNegotiation 225 Conditions OfNegotiation 225 Non-negotiable Items 225 Defending Non-negotiable Items 226 The Option Not To Negotiate 227 Standard Negotiation Strategies 229 The Win I Win Strategy 229 The Good Samaritan Approach 230 The take-it-or-leave-it approach 231 Splitting the Difference 232 The Item by Item Agreement Proposal 233 Valid Reasons for Negotiating Ambiguous Conditions 233 Selecting your Proper Strategic Approach 234 The Need for Flexibility During Negotiation 235 Projecting A Strong Negotiating Position 236 Common Negotiation Techniques 238 How to counteract "the good coplbad cop caper" 238 Adding or Deleting Options During Negotiations 239 Surprise as a Negotiation TooL 240 Avoiding Getting Locked in an Ego Contest... 242 Dealing With Threats 242 The Importance ofthe Right Physical and Mental Condition 244 How To Keep The Negotiation Session Successful 245 How to Dominate Meetings Without Anyone Realising It 245 Documentation To Support Your Position 246 Changing Your Negotiation Position 246 Guarding Against Making Concessions Early 247 11
Page 3 and 4: EXPRESSING EMOTION How emotion is e
Page 5 and 6: Abstract EXPRESSING EMOTION How emo
Page 7 and 8: Acknowledgement The NRF for the fun
Page 9 and 10: Chapter 4 49 The grammatical encodi
Page 11: Underlying Factors 135 Scope ofthe
Page 15 and 16: Imposing Deadlines 288 Using The De
Page 17 and 18: Chapter 1 INTRODUCTION OF My THESIS
Page 19 and 20: Chapter 2 ST.HEJ'.lENT OF PROBLEMS
Page 21 and 22: language; };> An outline will be gi
Page 23 and 24: Emotions are considered to be react
Page 25 and 26: exposing people to onions, which ma
Page 27 and 28: It still has to be resolved whether
Page 29 and 30: of activity, the overwhelming evide
Page 31 and 32: Sternberg (1998: 542), Robert Plutc
Page 33 and 34: pinpointed. Most people feel anxiet
Page 35 and 36: According to Bulmer (1975) hate is
Page 37 and 38: Brand and Graves (1994:165) describ
Page 39 and 40: Primary appraisal, which is about w
Page 41 and 42: Values and Value Systems Values are
Page 43 and 44: Sternberg (1998:551) makes the poin
Page 45 and 46: THE SOCIAL CONSTRUCTlVIST ApPROACH
Page 47 and 48: RATIONALISATION According to Bulmer
Page 49 and 50: Bulmer (1975:vi) defines empathy as
Page 51 and 52: Chapter 4 THE GRAM.\L\TIC\l. ENCODI
Page 53 and 54: SOCIAL EVENT DEMOTION ACTION RESPON
Page 55 and 56: from an anthropological point of vi
Page 57 and 58: symbolic reference is not understoo
Page 59 and 60: The role ofnouns in the expression
Page 61 and 62: In the choice ofa vocative Combrink
Page 63 and 64:
Class 3 singular: izimu (an ogre) >
Page 65 and 66:
Titles as vocatives Title vocatives
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"Jy. staan regop en trek in ;ou boe
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THE ROLE OF VERBS IN THE EXPRESSION
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Stre/ende woorde (Soothing words) W
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Eksaljou help. (I shall help you) D
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lsiZulu is said to have nine tone p
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CONCLUSION This chapter I demonstra
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organism to the world through such
Page 81 and 82:
with the latter "the state and what
Page 83 and 84:
(ii) The directive class of speech
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With Intentional states a belief is
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circumstances by those in certain i
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Directives: advising, admonishing,
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negotiation situations. Deterring,
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HI insist that you go to London. "
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deductions. Implications and inclus
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Secondly, there is a modal meaning
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When you permit a person bythe use
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These modals, like must, denote obl
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DISTAl FORMS OF THE ROOT MODAlS Cou
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He will buy a car next year. When s
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(He can play rugby well) Hulle kon
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(You only have to translate the fir
Page 111 and 112:
Werklikheid/ feitelikheid (Realityl
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According to Van Schoor (1982:271)
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MOET (must) is the central auxiliar
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(Will you help me?) Sal jy my nie h
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Chapter 6 EMOTION DURING CONFLICT T
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important to understand human needs
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Self-actualisation needs are the la
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pacts. Mersham and Skinner further
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station or going to a particular ch
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in each other's welfare negotiate,
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The scoping of a conflict is import
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may wish for or fight for the total
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}> How these groups mobilise i.e. i
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perceived goals and interests, cult
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Related to recognizing related disp
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egularly to see which ofthe factors
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eventually engaging in the armed st
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Stereotype-Breaking Action Using di
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that of Cyril Ramaphosa ofthe ANC a
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Mediation is usually successful in
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A mediator can also help the groups
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oth internally and externally. Thes
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this kind of narrative about the So
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ASSESSING YOUR OPPONENT'S POSITION
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SEARCHING FOR HIDDEN MOTIVES It has
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MOTIVATION Motivation and emotion o
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stress levels are still Iow. Andrea
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een violated like when one feels an
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Conflict Mapping Wehr states how th
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another instead of selfishly sticki
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Conflict Intrapersonal Interpersona
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government (KIug 2000:1) This happe
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Conflict transformation also means,
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empowennent or recognition ofoppone
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CONSTRUCTIVE CONFRONTATION Construc
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force in resolving the conflict. Ta
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etain the majority it gained in a p
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CRISIS MANAGEMENT DURING CONFLICT T
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It is advisable to be prepared for
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augment your team and to avoid this
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the factors that modifY the general
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Tuesday, September 30, 1997) Howeve
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e scrutinised as well as the role o
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pre-negotiation is handIed well it
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Third parties or intennediaries als
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epresentatives of the government an
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~ If the surroundings at the neutra
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will take longer. Therefore Fuller
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The agenda for the CODESA negotiati
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elections. After the elections the
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The disadvantage is that some offer
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struggle into dialogue leaving nega
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constituent assembly and an interim
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At level 2 integrative agreement is
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Insecure. Emotional Stability This
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THE EFFECT OF MEMBER PERSONALITY FA
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Barry and Friedman (1998:348) defin
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oute" and the "heuristic or periphe
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persistence of persuasion e.g. "inc
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fact that the people were being kil
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you want them to do and feel comfor
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Samaritan" (Fuller 1991:91) will ne
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that splitting the difference shoul
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The occurrence of violence before a
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person with real power, she is also
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to reason, then you will rather neg
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to be for that purpose. He had also
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You should also ask yourselfifthe o
Page 247 and 248:
unacceptable offer, do not be blunt
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and evaluation of the offer. Changi
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These people, therefore, need to be
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constituency by not agreeing to the
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your adversary may persuade you to
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If the criteria for detennining the
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services and other areas of public
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after the deal is reached, are over
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display one's frustration and emoti
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suits you. It must be noted that du
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TAKING ADVANTAGE OF DIVISIONS IN TH
Page 269 and 270:
(1992:196) recommends that one shou
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prisoners and other individuals. Th
Page 273 and 274:
Bullying Tactics It was discussed e
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Fuller (1992:206) mentions other ty
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- Do the parties all know their alt
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IGNORING THEM AND CONTINUING WITH D
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up in jail for human rights violati
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concessions have been made. However
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extremists were arrested. That made
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in negotiations, it helps to shift
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what they are saying during discuss
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Involving Higher Level Participatio
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international law during the compro
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what his problem is. If you succeed
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confederation ofhomelands each with
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apology and forgiveness and it cons
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Desmond Tutu as chairperson ofthe C
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long way towards promoting the clim
Page 305 and 306:
experiencing friendship, intimacy,
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ecause of the frequent exchange mak
Page 309 and 310:
in the case of a buyer who is only
Page 311 and 312:
limit". At a more complex level the
Page 313 and 314:
Barry and Oliver (1996) mention fiv
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AFFECT RELATED To SETTLEMENTS AND O
Page 317 and 318:
Both affect sequences are a result
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our behaviour during negotiation; w
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In the same page Thompson (1998) sa
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accept." Jackall quotes an example
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called "a manic-depressive," a term
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with pauses or whether he speaks co
Page 329 and 330:
Contagion According to an experimen
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Freedom To Express Emotion This dep
Page 333 and 334:
Controlled And Deliberate Emotional
Page 335 and 336:
who is perceived to be disliked by
Page 337 and 338:
especially in social contexts like
Page 339 and 340:
He also found that negotiators who
Page 341 and 342:
Ekman (1999) does not consider a br
Page 343 and 344:
There is also transactive memory wh
Page 345 and 346:
However, they can also enhance or w
Page 347 and 348:
Chapter 7 CONCLUSIONS This has been
Page 349 and 350:
BmLIOGRAPHY AUTHORED REFERENCES All
Page 351 and 352:
Barry, Bruce (with G.L. Stewart), 1
Page 353 and 354:
Fauconnier. Gilles 1995 Mental Spac
Page 355 and 356:
Langacker, Ronald W. 1993. Foundati
Page 357 and 358:
Taylor, John R. 1991 Linguistic Cat
Page 359 and 360:
NON-AuTHORED REFERENCES Conflict Re
Page 361 and 362:
Conflict Research Consortium 1998 I
Page 363 and 364:
Conflict Research Consortium 1998 R
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