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and playing a double game, which was why the Conservative Party was making such
inroads into the National Party.
Mr Mandela then told of how the futile it was for both the National Party and
the ANC to undermine each other, or for the National Party to look at things from their
point ofview and that ofthe White minority. He also said that the ANC had initiated
these negotiations with the help ofthe pressure from the people inside South Afiica and
the international community. He reminded the audience of the Declaration of Intent
which was found to have loopholes, but which the ANC committee had accepted in
order that the peace process should succeed. The armed struggle had been suspended,
but the weapons would not be handed over to the government. He would still hold
discussions with Mr de Klerk if he wanted, but Mr De Klerk would never impose any
conditions on the ANC.
SPLlTIlNG THE DIFFERENCE
In some negotiation situations a negotiator will suggest splitting the difference,
whether it is wide or small in order to reach a midpoint. To Fuller (1991) this can be
ignored, but there can also be demerits attached to it. Fuller (1991) makes an example
ofa situation where you as a buyer are prepared to pay a maximum of$1 ,3m. You have
offered up to $lm. The asking price is $1,8m. The suggestion is to split the difference
of$800, which, although it would be less for the other negotiator, it would be $100,000
more than your walk away price.
Fuller (1991) says skilled negotiators use this tactic if they cannot support the
merits of their position. Inexperienced negotiators use it when they are not certain of
their act, and end up suggesting splitting the difference. The point being made here is
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