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If the criteria for detennining the payment of incentives are "wrong or too
lenient" then the incentive may be paid wrongfully. Ifthe criteria are unattainable the
adversary may be demotivated.
The language used in the contract should clearly and comprehensively or
unambiguously state how the performance will be measured before incentives can be
paid. The language should also be easy to interpret in order to avoid confusion
Fuller (1992:184) also adds that incentives can also be used during negotiation
as a tactic to get concessions in other areas of the negotiation, or "in exchange for
dropping your performance incentive demands." But you must ensure that your
incentives can be used to achieve what you want, otherwise you will lose credibility.
In South Africa the ANC had called for international sanctions against the
apartheid regime. They would be lifted once progress towards democracy had been
witnessed. When Mr Nelson Mande1a had been released from prison in February 1990,
some countries, like the United States, were under pressure to lift the sanctions. It was
as if the release of political prisoners would act as an incentive for the lifting of
sanctions. In the United States the Comprehensive Antiapartheid Act of 1986 stipulated
five conditions that would first have to be met before sanctions could be lifted. By late
1990 only three ofthem had been met i.e. "the government had entered into multiracial
negotiations, had removed bans on multiracial political organisations, and had lifted the
state ofemergency in NataL" (History of South Africa 1990-1994:2) Therefore that was
not sufficient as an incentive. However, in July 1991, the remaining sanctions were
lifted, except for the laws restricting commercial ties with South Africa.
Several African countries visited by Mr Mandela shortly after his release form
prison waited for a signal from him to lift the sanctions. It was in 1992 that many
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