It takes two to tango…

Recently, I was reading the excellent book from Clive Rich titled “The Yes Book” and was reminded of a simple truth.

It takes two to tango!



When entering a negotiation we sometimes carry certain preconceptions e.g. that the other party has an open mind about the result or that we know what the drivers, wants and needs the other party has.

Well, it would have been nice to live in an ideal world but unfortunately, reality is much more complicated.

As Clive mentions in his book:

“For a negotiation to take place the following elements must be present:

  • There must be two or more parties,
  • they must at least be prepared to reach agreement,
  • they must have some interests in common and some conflicting interests to resolve,
  • Those involved must have the freedoms to meet each other’s needs,
  • Those involved must be willing to be explicit to some degree about their wants and needs,
  • Those involved must be prepared to compromise to some degree.” Clive Rich (The Yes Book)

The above is a useful list to have when entering a negotiation.

As mentioned here, embracing the second position is the key to an effective negotiation. This means that you approach each occasion without misconceptions or false assumptions but explore interests, needs, wants and attitudes for what they really are.



[Image courtesy of Aracelota /]



About Geovrakas
George Vrakas (MBA, CCMP, CMILT) is highly reputed in the field of services procurement and logistics and has presented on topics such as, Globalisation, Services Procurement, Leadership, Continuous Improvement and Personal Productivity at various venues and Universities in Melbourne. He has also been the host at industry events and published articles on Procurement and Contract Management at various online publications. George was a Board member of the Chartered Institute of Logistics & Transport Australia (CILT Australia) from 2011 until 2016 and also a member of the International Association for Contract & Commercial Management (IACCM). George holds an MBA from Victoria University specializing in International Supply Chain Management and Applied Economics, he is also a certified Commercial Contract Management Practitioner (CCMP), a Green Belt Lean Six Sigma expert and holds a Lloyd's Maritime Academy certificate in KPIs for Ports and Terminals. He also holds certification on variety of topics primarily relating to Contract Management, Negotiations, International Regulations, Problem Solving and Change Management.

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