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them on condition that they renounce violence. This condition was also applied to Mr Mandela who rejected it. This offer was generally rejected and as a result by 1987 only 25 political prisoners had accepted it and had been subsequently released .In October 1989 another seven prisoners serving long sentences were released and in the following two months 50 prisoners were released. This led to 343 Robben Island prisoners to go on strike because they believed the process that was being followed was not according to the Harare Declaration ofunconditional release. The process was also delayed by the uncertain number ofpolitical prisoners still held because ofthe government's definition ofa political offence as a criminal offence. The government's stand that the release of the political prisoners must be negotiated delayed the start of serious negotiations. It was only after the agreement on what a political offence was, that the Indemnity Act was instituted in May 1990. The president could then indemnify or grant temporary immunity to certain individuals thus making it difficult for exiles to return not knowing whether they would be arrested once they entered the country. By 23 March 1991, amnesty had been granted to 4805 people but only 270 prisoners had been released. By 30 April 1991, 933 prisoners had been released. It was only after the release of the last political prisoner from Robben Island in November 1991 that formal negotiations in the form of CODESA were started, although Robert McBride and Barend Strydom were still held at Pretoria Central Prison. How TO DECIDE WHICH APPROACH TO FOLLOW Fuller (1992:180) says what happens at the beginning of the negotiation will determine which approach you will follow. !fyour opponent makes a reasonable initial 252
your adversary may persuade you to concede a rand for every rand he concedes. But if he is not prepared to drop the price you are prepared to pay, he might pretend to be making another concession by suggesting that you split the difference between the price that he is asking and the price that you are prepared to pay. Ifthe seller's asking price is R300 000, and your price is R150 000 (the maximum you are prepared to is R200 000) the difference will be R150 000. If you split it you will end up paying R225 000, which is not a concession for you in actual terms. Therefore, Fuller suggests that instead ofnegotiating for a "quid-pro-quo" exchange; rather negotiate for a whole package. 11. Lastly, it is suggested that if a concession has been made and accepted a part of the agreement, it must be recorded what will actually take place to ensure commitment to carry it out. Otherwise it may end up not being carried out. PERFORMANCEINCENTWES When concessIOns and prOlllises have been made, the negotiator can be persuaded to carry out his commitment through incentives because the execution of a project cannot be based on past performances ofother projects. There are three kinds of incentives: Technical Incentives These are incentives that are used, according Fuller (1992:182) "to encourage technical performance that meets or exceeds the agreed upon specifications" For 254
Page 3 and 4:
EXPRESSING EMOTION How emotion is e
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Abstract EXPRESSING EMOTION How emo
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Acknowledgement The NRF for the fun
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Chapter 4 49 The grammatical encodi
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Underlying Factors 135 Scope ofthe
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Distributive And Integrative Negoti
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Imposing Deadlines 288 Using The De
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Chapter 1 INTRODUCTION OF My THESIS
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Chapter 2 ST.HEJ'.lENT OF PROBLEMS
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language; };> An outline will be gi
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Emotions are considered to be react
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exposing people to onions, which ma
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It still has to be resolved whether
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of activity, the overwhelming evide
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Sternberg (1998: 542), Robert Plutc
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pinpointed. Most people feel anxiet
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According to Bulmer (1975) hate is
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Brand and Graves (1994:165) describ
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Primary appraisal, which is about w
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Values and Value Systems Values are
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Sternberg (1998:551) makes the poin
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THE SOCIAL CONSTRUCTlVIST ApPROACH
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RATIONALISATION According to Bulmer
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Bulmer (1975:vi) defines empathy as
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Chapter 4 THE GRAM.\L\TIC\l. ENCODI
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SOCIAL EVENT DEMOTION ACTION RESPON
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from an anthropological point of vi
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symbolic reference is not understoo
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The role ofnouns in the expression
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In the choice ofa vocative Combrink
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Class 3 singular: izimu (an ogre) >
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Titles as vocatives Title vocatives
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"Jy. staan regop en trek in ;ou boe
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THE ROLE OF VERBS IN THE EXPRESSION
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Stre/ende woorde (Soothing words) W
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Eksaljou help. (I shall help you) D
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lsiZulu is said to have nine tone p
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CONCLUSION This chapter I demonstra
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organism to the world through such
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with the latter "the state and what
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(ii) The directive class of speech
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With Intentional states a belief is
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circumstances by those in certain i
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Directives: advising, admonishing,
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negotiation situations. Deterring,
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HI insist that you go to London. "
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deductions. Implications and inclus
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Secondly, there is a modal meaning
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When you permit a person bythe use
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These modals, like must, denote obl
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DISTAl FORMS OF THE ROOT MODAlS Cou
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He will buy a car next year. When s
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(He can play rugby well) Hulle kon
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(You only have to translate the fir
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Werklikheid/ feitelikheid (Realityl
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According to Van Schoor (1982:271)
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MOET (must) is the central auxiliar
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(Will you help me?) Sal jy my nie h
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Chapter 6 EMOTION DURING CONFLICT T
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important to understand human needs
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Self-actualisation needs are the la
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pacts. Mersham and Skinner further
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station or going to a particular ch
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in each other's welfare negotiate,
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The scoping of a conflict is import
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may wish for or fight for the total
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}> How these groups mobilise i.e. i
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perceived goals and interests, cult
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Related to recognizing related disp
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egularly to see which ofthe factors
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eventually engaging in the armed st
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Stereotype-Breaking Action Using di
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that of Cyril Ramaphosa ofthe ANC a
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Mediation is usually successful in
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A mediator can also help the groups
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oth internally and externally. Thes
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this kind of narrative about the So
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ASSESSING YOUR OPPONENT'S POSITION
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SEARCHING FOR HIDDEN MOTIVES It has
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MOTIVATION Motivation and emotion o
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stress levels are still Iow. Andrea
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een violated like when one feels an
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Conflict Mapping Wehr states how th
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another instead of selfishly sticki
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Conflict Intrapersonal Interpersona
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government (KIug 2000:1) This happe
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Conflict transformation also means,
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empowennent or recognition ofoppone
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CONSTRUCTIVE CONFRONTATION Construc
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force in resolving the conflict. Ta
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etain the majority it gained in a p
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CRISIS MANAGEMENT DURING CONFLICT T
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It is advisable to be prepared for
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augment your team and to avoid this
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the factors that modifY the general
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Tuesday, September 30, 1997) Howeve
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e scrutinised as well as the role o
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pre-negotiation is handIed well it
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Third parties or intennediaries als
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epresentatives of the government an
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Page 205 and 206: will take longer. Therefore Fuller
Page 207 and 208: The agenda for the CODESA negotiati
Page 209 and 210: elections. After the elections the
Page 211 and 212: The disadvantage is that some offer
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Page 215 and 216: constituent assembly and an interim
Page 217 and 218: At level 2 integrative agreement is
Page 219 and 220: Insecure. Emotional Stability This
Page 221 and 222: THE EFFECT OF MEMBER PERSONALITY FA
Page 223 and 224: Barry and Friedman (1998:348) defin
Page 225 and 226: oute" and the "heuristic or periphe
Page 227 and 228: persistence of persuasion e.g. "inc
Page 229 and 230: fact that the people were being kil
Page 231 and 232: you want them to do and feel comfor
Page 233 and 234: Samaritan" (Fuller 1991:91) will ne
Page 235 and 236: that splitting the difference shoul
Page 237 and 238: The occurrence of violence before a
Page 239 and 240: person with real power, she is also
Page 241 and 242: to reason, then you will rather neg
Page 243 and 244: to be for that purpose. He had also
Page 245 and 246: You should also ask yourselfifthe o
Page 247 and 248: unacceptable offer, do not be blunt
Page 249 and 250: and evaluation of the offer. Changi
Page 251 and 252: These people, therefore, need to be
Page 253: constituency by not agreeing to the
Page 257 and 258: If the criteria for detennining the
Page 259 and 260: services and other areas of public
Page 261 and 262: after the deal is reached, are over
Page 263 and 264: display one's frustration and emoti
Page 265 and 266: suits you. It must be noted that du
Page 267 and 268: TAKING ADVANTAGE OF DIVISIONS IN TH
Page 269 and 270: (1992:196) recommends that one shou
Page 271 and 272: prisoners and other individuals. Th
Page 273 and 274: Bullying Tactics It was discussed e
Page 275 and 276: Fuller (1992:206) mentions other ty
Page 277 and 278: - Do the parties all know their alt
Page 279 and 280: IGNORING THEM AND CONTINUING WITH D
Page 281 and 282: up in jail for human rights violati
Page 283 and 284: concessions have been made. However
Page 285 and 286: extremists were arrested. That made
Page 287 and 288: in negotiations, it helps to shift
Page 289 and 290: what they are saying during discuss
Page 291 and 292: Involving Higher Level Participatio
Page 293 and 294: international law during the compro
Page 295 and 296: what his problem is. If you succeed
Page 297 and 298: confederation ofhomelands each with
Page 299 and 300: apology and forgiveness and it cons
Page 301 and 302: Desmond Tutu as chairperson ofthe C
Page 303 and 304: long way towards promoting the clim
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experiencing friendship, intimacy,
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ecause of the frequent exchange mak
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in the case of a buyer who is only
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limit". At a more complex level the
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Barry and Oliver (1996) mention fiv
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AFFECT RELATED To SETTLEMENTS AND O
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Both affect sequences are a result
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our behaviour during negotiation; w
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In the same page Thompson (1998) sa
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accept." Jackall quotes an example
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called "a manic-depressive," a term
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with pauses or whether he speaks co
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Contagion According to an experimen
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Freedom To Express Emotion This dep
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Controlled And Deliberate Emotional
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who is perceived to be disliked by
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especially in social contexts like
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He also found that negotiators who
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Ekman (1999) does not consider a br
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There is also transactive memory wh
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However, they can also enhance or w
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Chapter 7 CONCLUSIONS This has been
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BmLIOGRAPHY AUTHORED REFERENCES All
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Barry, Bruce (with G.L. Stewart), 1
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Fauconnier. Gilles 1995 Mental Spac
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Langacker, Ronald W. 1993. Foundati
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Taylor, John R. 1991 Linguistic Cat
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NON-AuTHORED REFERENCES Conflict Re
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Conflict Research Consortium 1998 I
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Conflict Research Consortium 1998 R
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