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In spite of that it may be important also to be flexible and make some
adjustments to your approach. However, enough time should be given to such a
thought, especially if it is a point that was not originally meant for discussion. That
would be negotiating in good faith.
Before the start of negotiations for democracy in South Africa the government
had been vilifYing the ANC as communists and terrorists. But for the sake of the
negotiations they had to change their stance and accept them as legitimate role-players
in the process.
PROJECTING A STRONG NEGOTIATING POSITION
In a negotiation situation it is always advisable to project a strong negotiating
position without using bullying tactics or being pushy because if you are not what you
are projecting, then your opponents can easily see through that. However, if you are
negotiating from a weak position you may be forced to accept unreasonable offers. In
such a situation it may be better not to enter into negotiation at all. A situation may
arise when one goes into negotiation with an opponent that has a distinct advantage e.g.
going to seek a loan from a bank or negotiating with a big organisation. Even in such a
case, if you do not show confidence in yourself and what you to do, you do not stand a
big chance to have your request granted. However, self-confidence alone without good
negotiation skills and a well-planned strategy will not take you far.
Projecting a strong bargaining position IS
about projecting power. Fuller
(1992:27) mentions two kinds ofpower: real power and perceived power. An example
of a person with real power is a CEO of a company who has the power to hire and fire
employees. His secretary does not have real power, but by virtue of being close to the
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