Who gets the best negotiated deals: strangers, friends or romantic partners? In a role-play simulation negotiated in 1993, Margaret Neale of Stanford University and Kathleen McGinn found that couples of friends earn more benefits in common than married couples and couples of strangers. … Read more Leave a comment below and let us know if searching for your ZOPA in the economy has helped you find an agreement. The Concept Zone of a Possible Agreement (ZOPA), also known as the Zone of Potential Agreement  or bargaining margin, describes the range of options available to two parties in the sale and negotiations when the respective minimum objectives of the parties overlap. In the absence of such an overlap, i.e. in the absence of a possibility of rational agreement, the opposite concept of noPA (no possible agreement) applies. Where there is a ZOPA, an agreement within the area is reasonable for both parties. Outside the zone, no trading volume should result in an agreement. Of course, common sense dictates that if there is no overlap in the expectations of the seller and buyer, an agreement becomes highly unlikely. Similarly, even if ZOPA exists, the agreement still cannot be reached if, regardless of that, the parties are unable to reach an agreement. The letter “P” in ZOPA, which means a possible agreement, will be more likely, but it is not final. The area of the eventual agreement (ZOPA) or the negotiating margin describes the intellectual area in negotiations between two parties in which an agreement can be reached, to which both parties can give their consent. An agreement is possible within this area.
Outside the zone, no trading volume will result in an agreement. Understanding ZOPA is essential for a successful negotiation, but negotiators must first know their BATNA (best alternative to a negotiated agreement) or “from positions”.  To determine whether there is a ZOPA, both parties must consider each other`s interests and values. This should be done at the early start of negotiations and should be adapted if more information is learned. The size of the ZOPA is also essential. If a broad APA is given, the parties could use strategies and tactics to influence distribution within the ZOPA. If the parties have a small ZOPA, the difficulty is to find pleasant conditions. BATNA represents “the best alternative to a negotiated agreement.” Unlike the price of the reservation, it is not expressed as a number, but as a scenario in which you settle for a “Plan B”. Imagine selling your car for $18,000, but you only save $15,000. Your younger sister recently got her driver`s license and your parents are looking for a cheap used car to give them away for their birthday.
The negotiating strategies for a great negotiation is: prepare in depth. One of the most fundamental mistakes you can make in negotiations is to get to the negotiations without proper preparation, set clear goals, set your BATNA, understand how the other party works, choose when and negotiate, you know what you want to negotiate and consult everything in writing.