View/Open - University of Zululand Institutional Repository

win/win strategy means that both parties will only succeed by working together to
identify and solve problems that stifle progress. In the adversarial strategy each party
serves its own interests.
However, there are hindrances to a winlwin situation. Firstly, both parties need
to be "open and honest" about their negotiation (Fuller 1991 :87) otherwise ifonly one
ofthe parties is open, then negotiation is hampered because the other party's tactics are
known early in the process ofnegotiation.
The other problem is that agreement must be reached as in any negotiation
process, on the deal to be closed. However, this may not be easy because ofthe absence
of a criterion on which the right terms suitable for both parties can be based. It must
also be remembered that in most negotiations the self-interests of both parties are
served. That leads to mutual benefit where each ofthe parties gets the best deal. Ifsuch
a situation prevails then we have a win/win situation.
It is important to clarify that adversarial negotiations are not necessarily about
hostilities as may be portrayed in labour disputes. According to Fuller (1991:88) many
such negotiations are conducted "in a business-like manner without animosity or anger
entering into the picture" with the aim of overcoming any obstacles that might hinder
progress. However, it should not be forgotten that people enter into negotiation
primarily to protect their own interests. And if during the process it is possible to gain
the cooperation ofthe other party, then that opportunity must be used fruitfully.
The Good Samaritan Approach
This approach is used to make you realise that you are being done a favour;
therefore you must accept your opponent's terms and conditions. The "Good
230