What is Zopa and Batna?
The terms are BATNA and ZOPA.
BATNA stands for Best Alternative To Negotiated Agreement.
Your BATNA is what you’ll do if you don’t reach a deal.
The ZOPA is the set of all deals that are at least as good for each party in a negotiation as their respective BATNAs..
How is ZOPA calculated?
Identifying a ZOPA If she offers him anything higher than $5,000 there is a positive bargaining zone, if she is unwilling to pay more than $4,500 there is a negative bargaining zone. A ZOPA exists if there is an overlap between each party’s reservation price (bottom line).
What are the 5 stages of negotiation?
Negotiation Stages IntroductionThere are five collaborative stages of the negotiation process: Prepare, Information Exchange, Bargain, Conclude, Execute.There is no shortcut to negotiation preparation.Building trust in negotiations is key.Communication skills are critical during bargaining.
What are the four principles of negotiation?
The book advocates four fundamental principles of negotiation: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; and 4) insist on objective criteria.
What is a Batna and why is it important?
In essence, it sets out the agreed elements of the deal, includes a number of important protections to all the parties involved and provides the legal framework to complete the sale of a property. cannot be made. In other words, a party’s BATNA is what a party’s alternative is if negotiations are unsuccessful.
What does Zopa mean in negotiation?
zone of possible agreementA zone of possible agreement (ZOPA) is a bargaining range in an area where two or more negotiating parties may find common ground. … If negotiating parties cannot reach a ZOPA, they are in a negative bargaining zone.