BATNA and ZOPA. Your BATNA is your Best Alternative To Negotiated Agreement. Your ZOPA is your Zone of Possible Agreement. In any negotiation, these two. However, when I have a weak BATNA (if I have no job offer, for instance) then I have less power in the negotiation. When this happens, it is. This is explained more in the essay on BATNAs. The result of such deception, however, might be the apparent absence of a ZOPA–and hence a failed.

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Collect all the information you can from open sources and from experts you know. Xopa Navejas July 27, at Here is the simple algorithm to follow: Use the following to cite this article: But it is not all.

Ajay December 27, at 1: Check out our Quick Start Guide or Video. This often happens when parties do not explore or understand their BATNAs zo;a enough, therefore settling for less than they could have gotten elsewhere. Your BATNA is very important because it defines what deals are worth considering and what deals aren’t.

Zone of Possible Agreement (ZOPA)

In the example above, if rewriting the job description could create an additional job, then the distributive negotiation would change into an integrative negotiation between the employer and the two potential employees.

In order to negotiate successfully and not get out of a negotiation empty-handed or feeling you have lost something, you need to know your BATNA — Best Alternative To a Negotiated Agreement. I hope we will be working on it in class. If there is not, negotiation is very unlikely to succeed.


Where you end up in the ZOPA assuming you don’t negotiate yourself out of a deal altogether reflects how much of the value you capture for yourself.

Negotiation Theory and Practice: BATNA and ZOPA — a quick introduction

These can seem quite straightforward, but they are not as simple to put into practice. Guidelines for Using Beyond Intractability resources.

Unknown to you, the seller is moving overseas and has to sell. New to the site? Parties must determine what alternatives they have to any agreement. So this is the prototypical win-lose outcome. Popular posts from this blog Salt Harbor: Tell us about your work. Try to visualize them in the same way as is shown above.

Posted by Chad Ellis at 5: I was happy with the part I got because I think I’m a natural leader and according to my colleagues I was able to keep the negotiation going, trying my best to keep everyone calm so that the exchange between the company and the residents of Chestnut Drive would be productive.

Citing Beyond Intractability resources. The best one can do–sometimes–is split the desired outcome in half.

I was Chris Bunyon, senior VP. Before I could ask something else he asked me how much I would be willing to sell the parcel for I had to give him my maximum price: This brings me to our solution: Please keep updating with bztna authentic point of view. Content may not be reproduced without prior written permission.


So in the negotiation I was supposed to sell my parcel of land to Easterly in order to buy some other parcel somewhere else. In the second round there was no ZOPA because we both wanted the same amount. Preparation time was very helpful; time flew by when we were trying to guess what both party’s positions and interests were. The Intractable Conflict Challenge Find out what you can do to help society more constructively handle the intractable conflicts that are making so many problems insoluble.

To put it in simple terms, let’s assume you’re negotiating to buy a used car. Often parties may pretend they have a better alternative than they really do, as good alternatives usually translate into more power in the negotiations.

Four Key Concepts: BATNA, Reservation Price, ZOPA and Value Creation

For example, Mary might have two potential buyers for zipa car. But in order to come to an agreement I had to settle for less in the first case and come up with an exchange in the second one.

zopq When used together, they can create a powerful framework to help you view each negotiation more analytically. For example, two people may be competing for one job. Test and adjust your assumptions during the negotiation round. Newer Post Older Post Home.