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concessions have been made. However, talks can be kept going either by coming up
with a creative tactic or sticking to your decision. This can be done in the following
ways:
Coming Up With New Options
When negotiations stall because a stalemate has been reached, it is advisable to
look for alternatives to solve the problerus. Both parties should engage in this exercise
unless the other party is no more willing to do this. Then you should come up with an
alternative. Such a problem is caused by the fact that during the planning stage it is not
easy to foresee and plan for such a situation.
In the case of a difference of opinion because of price, Fuller (1992) suggests
that delivery dates should be stretched out and product and packaging specifications
relaxed. The quantities ofitems bought should be decreased or increased and provision
made for additional quantities. Performance, cost and delivery incentives should be
increased as well as more favourable items. Sometimes it may be necessary to
restructure the negotiation so that the final agreement is quite different from the original
plan. It may also be necessary to agree to what may be important to another party,
although it may not mean much to you. Fuller (1992) makes an example ofa seller who
agrees to sell his property but keeps remembering how he enjoyed owning the property.
The buyer then agrees to make him a manager ofthe property ifhe sells it. In this way a
deal is struck.
During the negotiations towards democracy in South Africa a similar situation
developed where options had to be modified. After the March 17,1992 referendum
where Mr De Klerk obtained majority support to continue negotiating with the ANC, he
presented to CODESA a proposal for a two-phase transition where CODESA would
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