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According to Fuller (1991 :34) pre-negotiation meetings are necessary to discuss
the issues to be negotiated, the roles to be played and the strategy to be followed. Other
matters that can be discussed are that a spokesperson should be appointed, who is
uS1!ally the team leader, who will be the only person to make or respond to offers. Each
team member should be assigned responsibilities. Before negotiations take place there
should be a process where all the information relevant to the negotiation is reviewed
e.g. financial, administrative and technical information. This may take weeks or
months. Comments that may unnecessarily raise hopes must not be made. It must be
agreed what rules and procedures must be followed during the negotiation process or
when negotiations have to be interrupted if a caucus is needed and what strategies will
be resorted to if negotiations fail. Somebody must be assigned to take notes of the
proceedings.
It must be clear who will attend all the negotiation meetings, who will attend
only when certain topics are discussed, and who will be on-call if necessary. The
negotiation strategy must be planned i.e. the objectives and tactics to be used to achieve
it. The goals and strategy ofthe adversary must also be assessed.
Participants must not discuss the issues being negotiated with the adversary in
private in order not to advantage them; unless one is purposely leaking information to
obtain some advantage. Even if people belong to your side, if they have no reason to
know there should be no discussion with them.
Negotiation limits must be clear i.e. how much you are willing to give up to get
what you want, otherwise you may refuse an offer to your own disadvantage, or accept
an offer hastily leading to an unwise agreement. According to Harris and Reilly
(http://www.idea.int1publications!democracvanddeeprootedconflicthome.htm) if
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