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you want them to do and feel comfortable. It approaches people from a positive point of
VIew.
The negotiation process, also known as the negotiation dance, is the events and
interaction that occur between parties before the outcome, including all the verbal and
nonverbal interchange, bargaining strategies, external or situational events affecting the
negotiators, the degree and level ofconcessions, the use ofthreats and promises and the
medium of communication. Thompson (1998:10) also suggests three ways to control
the process of negotiation. The first one is to plan the opening statement or offer,
though sometimes it is preferable to let the opponent make the first offer Next, the
medium of communication should be selected among those already mentioned. Lastly,
although it is not possible to predict how the process will take place, it is advisable to
have an idea of how the process will unfold and the pace it will take. Sometimes we
should guard against wanting to solve the problem immediately because ofthe pressure.
STANDARD NEGOTIATION STRATEGIES
Every negotiation is done with the aim of achieving a certain goal or goals. For
this reason there are various strategies that are used to achieve this goal at the
bargaining table. However, they should all be preceded by good preparation. Good
strategies can facilitate your success while the wrong ones will make negotiation
difficult. Therefore it is important to know the strategies because they may be used
against you.
The Win / Win Strategy
Fuller (1991 :86) says, "General negotiation strategy is usually classified as
being a winlwinjoint problem-solving approach or a strict adversarial proceeding." The
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