Managing Expectations

In order to manage expectations you need to appreciate that you are a part in a game. If you are in control of the game you understand the game’s rules. If you understand the game’s rules you are in a position to manage the expectations of all of the players… including your own. So the…

Success

Earl Nightingale stated “Success is the progressive realization of a worthy goal or ideal.” This definition stands as one of the best definitions of success ever offered up because it incorporates the concepts of progressiveness, worthiness and goals or ideals. It also incorporates a quality of inevitability. People with goals succeed because they know where they…

Understanding ZOPA

Last week, in our series on negotiations, we discussed the concept of SAM. This week I’d like to address the concept of ZOPA (no it’s not a Greek dessert); ZOPA stands for Zone of Possible Agreement. One way of visualizing a ZOPA is as a timeline, with overlapping line segments. Dr. Jared Curhan (Professor, MIT Sloan Mgmt) states: “If…