Indeed, the coherent analysis of your best alternative to a negotiated agreement or BATNA, the evaluation of the possible agreement area and the study of all the issues involved are three complementary steps that you can take to get the best results. There is therefore a possible area of agreement if there is an overlap between these outgoing positions. If not, it is very unlikely that the negotiations will succeed. In fact, this will only succeed if one party realizes that its BATNA is not as good as it thought, or that it decides to accept the agreement for another reason, although another option may lead to better results. (This is often the case when the parties do not explore or understand their BATNA well enough and therefore commit to less than they could have obtained elsewhere.) No matter how important the negotiations are, it is never possible to reach an agreement outside the zone of a possible agreement. To reach an agreement, the parties to the negotiations must understand each other`s needs, values and interests. Negotiation ZOPA stands for Zone of Possible Agreement. This is the blue area of the sky in which business is made, which both parties to the negotiations consider acceptable. Whether you`re buying something with a farm sale, a country house or a complex business, the Zone Of Possible is the place where an agreement is most likely. Have you ever wondered what it takes to prepare effectively for the success of the negotiations? Understanding the Area of Agreement of Possibles (ZOPA) is essential for the result to be successful. Where there is a ZOPA, an agreement is usually reached. Successful negotiators work hard to ensure that both sides are satisfied with the agreement when they and their counterparts leave the negotiations.
Why don`t you care whether or not the other side is satisfied with the negotiations? … Read more The area of possible agreement (ZOPA), or the margin of negotiation, describes the intellectual area in negotiations between two parties, where an agreement can be respected, which both parties can agree. An agreement is possible within this area. Outside the zone, no trading volume will result in an agreement. According to researchers Taya R. Cohen (Carnegie Mellon University), Geoffrey J. Leonardelli (University of Toronto) and Leigh Thompson (Northwestern University), negotiators can fall victim to the unification trap for a number of reasons. First, one party might be able to hide the fact that a proposed agreement would not be in the best interests of the other party. For example, a contractor might try to overload an owner when bidding for a renovation project. A negative trading area can be overcome by “cake enlargement.” In integration negotiations, when it comes to a large number of issues and interests, parties who associate interests with value creation enter into a much more rewarding agreement. Behind each position, there are generally more common interests than opposing interests.  The seller wishes to receive the maximum possible amount for his proposal, but he can generally set a ceiling for the smallest amount he will accept.