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expenditure. In such a situation an unpriced option can be the solution for later
deliveries. Sometimes both parties may agree to make provision for options in an
agreement. If agreement is not reached on certain parts ofthe agreement, then one can
bargain by threatening to delete the option provision. It is important to remember that
short-term victories may not be ideal ifthey will increase the chance ofa future dispute.
It is therefore important to ensure that option provisions are made separately
from the written proposal so that they are not a hindrance when one wants to reconsider
the proposal. A revised proposal may take valuable time to reformulate. Therefore
option proposals should be in separate sections ofproposals.
Surprise as a Negotiation Tool
Surprise can also be used as a negotiation tool if it is used properly and when it
is really needed. Fuller (1991:106) mentions the following ways of using surprise as a
negotiating tool:
> Introducing a new element into the negotiation (The college will be
closed in two days' time if the students do not want to negotiate
with the administration)
> Adding competition (1 am leaving for company X if1 am not given
a salary raise)
> To undermine the other side's position (Mr F.W. De Klerk as the
last speaker employed surprise at the first session of CODESA at
the World Trade Centre in Kempton Park on 20 December 1991.
He attacked the ANC for refusing to hand over their weapons to the
government as a condition for negotiation and as proof of their
willingness for the peace process, His request had not been thought
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