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~ If the surroundings at the neutral venue are pleasant that will make the
atmosphere "more conducive to reaching agreement". This implies mixing
business and pleasure.
~ Sometimes a third party that has a vested interest in the deal may want that
negotiations be held at his location.
However, ifthe venue is neutral Fuller (1992:125) suggests that you familiarise
yourselfwith it and feel comfortable so that you concentrate during negotiation.
Changing the Negotiation Venues
Sometimes negotiations start and do not progress satisfactorily because of a
stalemate. One way to break the stalemate would be to, according to Fuller (1992:125),
change the venue. Although this does not guarantee that the crisis will be resolved, it
will create a situation in which the participants will take a fresh look at the issues in
question. It can also avert a break-offin negotiations.
The venue may also be changed if the facts, documents and personnel needed
for the negotiation process are at the other venue, or if one ofthe parties needs to view
the facilities. On the other hand, it may be necessary to switch to your venue ifyou are
both resident locally.. However, it may not be easy to convince your opponent about
that, so you may initially settle with his location until you can justify why the
negotiation should move to your home turf. But it should be made clear that it is to his
benefit.
Using The Condition Of The Venue
The condition ofthe venue can be used to contribute to the success or failure of
the negotiation. If the seating is comfortable and the lighting is good, then the
participants can concentrate and the contribution can be positive. If the conditions of
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