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possibility to see a demonstration ofequipment that you might be interested to buy, or a
tour of facilities where a certain product is produced. Ifpossible such a tour should be
arranged well in advance.
Negotiating at your enemy's home turf also makes it possible to get the
information you need, without being told that it is not available. Ifyou have to suspend
the negotiations, it is more dramatic to leave than when you are at your place. The
tactic of leaving can be emphasised by pretending to have return travel arrangements
already made, so that negotiations have to be concluded. However, one has to be
careful that the opponent does not use this situation to force one to make last minute
concessions in order to avoid extending one's stay.
Fuller (1992:125) also advises that travel arrangements should be such that one
arrives fresh at the negotiation table. One should also bring along one's personal
necessities to avoid the frustration of looking for places where one can buy them. One
should have one's own transport available. Relying on the opponent's transport may
compromise your negotiating position.
Negotiating on Neutral Ground
Sometimes negotiations are better held at a neutral venue e.g. labour and
international negotiations. Business negotiations can also be held on neutral ground
depending on the specifics of the negotiation. Fuller (1992:125) gives the following
reasons for holding negotiations at a neutral venue:
> One or both parties may refuse to hold negotiations at the other party's
venue
> Circumstances, like the convenience for both parties, to negotiate away
from their respective locations.
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