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constituent assembly and an interim constitution, which would result III national
elections, and a final constitution.
An unfavourable negotiating climate can also be prevented by not engaging a
person as a negotiator who has crossed paths in the past with your adversary. It is
recommended that even a person with lesser negotiating skills substitute such a person
ifhe is not going to cause animosity to flare up.
It is also important not to let outside influences affect your negotiations e.g. the
media or government attention. Once negotiations go public one of the negotiating
parties may be pressurised into accepting an unsatisfactory settlement. In the long term
this may become a disaster. Therefore it is recommended that negotiations should, as
far as possible, be settled at the negotiating table.
DISTRIBUTIVE AND INTEGRATIVE NEGOTIATION
Negotiation can start between two people, but as the parties to the negotiation
increase, the skills become more complex. Negotiation also involves building and
maintaining relationships and making good use of feedback and experience. Barry and
Friedman (1998) mention two kinds of negotiation:
distributive and integrative
negotiation.
Distributive Negotiation
In distributive negotiation resources are divided or distributed among the
negotiators and what is important is how much a negotiator gets for himself. Each party
tries to get the best deal for himself. According to Thompson (1998) in any negotiation
no matter who is our opponent and no matter how considerate we may be, we want the
best deal for ourselves. This is also referred to as the "fixed-pie perception" (or) "the
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