#54: What is your ZOPA and why you need one now Artwork

The Persuasion Lab with Martin Medeiros

We communicate our needs to the world using negotiation, persuasion, and influence. And how effective we are, determines if our needs are in fact met. Join us as our host Martin Medeiros reviews the latest research on these high forms of communication. This research gives you the agency and the power of living a future of your design.

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The Persuasion Lab with Martin Medeiros

#54: What is your ZOPA and why you need one now

December 21, 2020 • Martin Medeiros

This week we will teach the five-step process to obtain a Zone of Possible Negotiation - the ZOPA- and its utility and failings. This appears in the book Negotiation Genius by Deepak Malhotra and Max Bazerman of Harvard Business School. This book is used by many MBA programs.

We discuss how this is very different than the "best alternative to a negotiated agreement "(BATNA), but uses the BATNA concept in the ZOPA formula. The ZOPA relies on intelligence we don't always get to have in practice.

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