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…