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The disadvantage is that some offers might be unrealistically low. In this case
Fuller feels it is important to monitor the bidder's performance to make sure that
quality has not been compromised. Many resources have to be employed to review the
proposals and this may also be time-consuming. Sometimes no-one will bid from
among the many would-be bidders, and if you start negotiating with one party then it
may be difficult to get the price or reaction you want because they may state that after
all nobody was interested in your proposal. To Fuller (1991:36) it is best to use
multiparty negotiations when you want to buy a commodity-type item from many
suppliers or when as a seller you have a unique product or service to offer.
Fuller (1991 :37) feels that the important point to make here is that during multiparty
negotiations all participants should be given the same guidelines and the same
opportunity " to revise their offers." No preferential treatment should be given to
certain people.
Researching your opponent
It is very important to do research about the party you are going to negotiate
with. This helps you to be better prepared for any problem that may arise during
negotiation. The type of information you need, will depend on the kind of negotiation
you will be engaged in and it may be time-consuming. Fuller (1992:46-47) mentions
the following categories ofinformation you may want to acquire:
~ "Company-specific information on the organisation you are dealing
with"
~ Industry-wide information on business trends III the company's
area ofbusiness
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