View/Open - University of Zululand Institutional Repository

Avoiding Getting Locked in an Ego Contest
Sometimes two people with strong personalities get into negotiation and will
end up in a contest about who the best negotiator is, with neither willing to reach
mutual agreement. This proves that both parties are unsuccessful as negotiators.
Fuller (1991:109) suggests that it is better in this case to concentrate on the
issue at table and not on the person. If you really want the deal concluded, you will
have to make emotional concessions, which may yield substantial dividends later.
It may also be necessary to halt the proceedings temporarily for a tea or lunch
break, for the day or even to discontinue the negotiations. This offers time for a mental
break and also an opportunity to negotiators, even superiors, to tone down their hardwilled
companion. This can be better done by bringing in either party's superiors to
find out what is causing the delay in reaching agreement. Sometimes it may be
necessary to change one or both clashing parties, although this should be avoided at all
costs because it means starting from scratch updating the new negotiator.
Dealing With Threats
Sometimes when people negotiate they may even go to the extent ofthreatening
their opponents either to genuinely conclude a deal, or just to satisfY their egos. If the
aim is to conclude the best deal one should resist even the biggest threats.
However, to directly repUdiate the threat is not wise. It is better to get time to
analyse the threat maybe by asking for a break and asking yourselfwhat you will lose if
the negotiation does not succeed. To Fuller this is the time to refer to your prenegotiation
preparation about your alternatives.
242