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to be for that purpose. He had also thought that as the last speaker
there would be no reply to his speech, and that would be an ideal
situation to make his point and gain support.)
> Bringing in an expert to contradict the other side's position. (The
person should be a real expert to support your arguments) Mr
Mandela replied immediately to prove how dishonest Mr F.W. De
KIerk was by using the opportunity that had been afforded to him
for "petty political gains" (Response by Nelson Mandela: 2) He
also mentioned how the ANe had proved its willingness to engage
in peace talks by suspending the armed struggle, and by signing the
Declaration of Intent. On the other hand the government was
unwilling to stop the violence that was killing many people and this
showed a lack ofsincerity on Mr de Klerk's part.
> To signal a shift in your thinking (By tabling an alternative
attractive offer)
> To escalate the level of negotiations (Threatening to involve both
your seniors ifthe agreement is not reached)
> To create a sense of urgency (Saying if the deal is not concluded
shortly, another commitment will stall the whole process)
It must, however, be stressed that surprise should only be used when there is no
prospect for further progress. You must also be in a position to support your surprise
assertion otherwise you will lose credibility. In this case it would appear that Mr De
Klerk had not calculated his action well because he was proved wrong by Mr
Mandela's statement.
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