Test For Understanding

A little girl comes home from grade school and asks her mother: “Where did I come from?” The mother is shocked and embarrassed to have that conversation with her young daughter but proceeds into the whole “birds & bees” discussion. When she’s finished, she asks her daughter: “Do you understand better now where you came from?” The little girl…

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…