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5 Business Skills Every IT Pro Must Master (Collection) by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

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Truth 16Beware of ZOPA myopia

Now, let's put together what you've learned so far. If I have a BATNA, so do you. If I have a reservation point, so do you. The $64 million dollar question (inflation), then, is whether there's a positive overlap between my reservation point and yours.

The bargaining zone represents the overlap (or lack thereof) between your reservation point and mine. The zone of possible agreement, or ZOPA, represents the overlap between the most the buyer is willing to pay and the least the seller is willing to accept.

I always think of ZOPAs like a "dance floor." I envision two negotiators dancing, each trying to lead the other to his reservation point. It's possible that there's no space on the dance floor, meaning that the ...

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