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New Leader Briefings 248 Standard Negotiation Ploys 249 Bluffing 249 Making concessions "piece by piece" / Incrementalism 250 Advantages Of"Piece By Piece" Negotiation 251 The Disadvantages of"piece by piece" Negotiation 251 How to Decide Which Approach to Follow 252 Guarding Against Mirage Concessions 253 Performance Incentives 254 Technical Incentives 254 Delivery Incentive '" 255 Cost Incentive 255 What To Consider When Using Incentives 255 Why You Must Not Push To Reach Conclusion 258 Deliberation Requirements 259 Outcome-based Evaluation ofNegotiation 259 Process-based Evaluation 260 Suggestions for Improved Negotiation Practice : 260 How To Stonewall Yourself 261 Losing control ofone's Emotions 261 Using Unrealistic Demands 263 Lowering Your Demands 264 Taking Advantage OfDivisions In The Opposition 266 How To Give Up Little And Get A Good Deal 266 How To Deal With Negative Negotiation Tactics 267 Evasiveness 268 "Moving Target Offers" 269 Interruptions 271 Bullying Tactics 272 Intimidating Behaviour 273 Negotiation Loopbacks 274 Testing The Validity OfThe Batna 274 Identifying "Ripe" Times For Negotiations 275 Humanisation 276 How To Cut Short Intimidation Tactics 276 "Turning Threats To Your Advantage" 277 Ignoring Them and Continuing With Discussions 278 Acknowledging The Threat As A Prerogative 278 Replying With Your Own Threat 278 Persistence 278 Dealing With Extremists 279 Socialising Before Negotiation 280 International Negotiation 280 How To Keep Negotiations From Stalling 28 I Coming Up With New Options 282 Last Minute Concessions 285 Using The Situation To Determine What Action To Take 285 Withdrawal ofan Offer 286 How To Involve The Real Decision Maker 286 How To Control the Use OfExperts by The Other Side 287 12
Imposing Deadlines 288 Using The Deadline AI; Pressure 289 Involving Higher Level Participation 290 Techniques for closing negotiations 290 Ending The Negotiation While In a Position ofStrength 290 Negotiating For The Future 291 Going Over the Limits 293 Solving Your Adversary's problem 293 The Importance ofTiming 294 Overcoming Internal Politics 294 Informing Your Opponent About Reaching Your Limit 297 The Truth And Reconciliation Commission 297 Democratic Process 299 Focus on Victims 300 Amnesty 300 Compensation / Restitution 30I Conciliatory Victory 30I Affect, Emotion And Mood 302 Affect 303 The Role OfAffect In Negotiation 305 Affect In The Preliminary Stage 307 Deciding To Negotiate 307 Selecting an Opponent or Choosing or Learning His Identity 309 Formulating Expectations 309 Affect in the Negotiation Process: Offers, Tactical Behaviour and Concessions ............................................................................................................................311 Initial Offers 311 Tactical Behaviour 311 Experienced Affect 312 Affect as Antecedent to Economic Outcomes 314 Affect as a Consequence ofEconomic Outcomes: Social-psychological Outcomes 315 Post-Settlement Implementation 316 Affect Intensity 317 Utilising Emotions during Negotiation 317 Positive emotions and goals 318 Negative Emotion 319 The Seven Propaganda Devices 320 Name-ealling 320 Glittering Generalities 321 Transfer 321 Card-stacking 322 The Bandwagon 322 The Bipolar Facilitator 323 Building Rapport 324 How To Achieve Rapport in negotiation 324 Social facilitation 324 Emotional contagion 325 Mimicry 325 Emotional Feedback Systems 327 13
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 and 12: Underlying Factors 135 Scope ofthe
Page 13: Distributive And Integrative Negoti
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
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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
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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
Page 263 and 264:
display one's frustration and emoti
Page 265 and 266:
suits you. It must be noted that du
Page 267 and 268:
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
Page 275 and 276:
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
Page 287 and 288:
in negotiations, it helps to shift
Page 289 and 290:
what they are saying during discuss
Page 291 and 292:
Involving Higher Level Participatio
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international law during the compro
Page 295 and 296:
what his problem is. If you succeed
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confederation ofhomelands each with
Page 299 and 300:
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
Page 319 and 320:
our behaviour during negotiation; w
Page 321 and 322:
In the same page Thompson (1998) sa
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accept." Jackall quotes an example
Page 325 and 326:
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
Page 331 and 332:
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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