Ich muss schmunzeln. Nicht zu ihrem Job stehen "Ich will Ihnen nichts verkaufen, ich will Sie nur beraten. Stehen Sie sich nicht im Weg. Stehen Sie zu Ihrem Job.

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This is the best course of action that a party can pursue if no negotiated agreement is reached. Mary is now negotiating with Fred. So, a zone of possible agreement exists if there is an overlap between these walk away positions. If there is not, negotiation is very unlikely to succeed. This often happens when parties do not explore or understand their BATNAs well enough, therefore settling for less than they could have gotten elsewhere.

Often parties may pretend they have a better alternative than they really do, as good alternatives usually translate into more power in the negotiations. The best one can do--sometimes--is split the desired outcome in half. For example, two people may be competing for one job. In the simplest case, there is no ZOPA because both people want the full-time job and either they or the boss is unwilling to offer them each a half time job instead.

So this is the prototypical win-lose outcome. One person wins, the other loses. On the other hand, integrative negotiations involve creating value or "enlarging the pie. That way both parties can "win," even though neither gets all that they originally thought they wanted. 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.

If both applicants are qualified, now they may both get jobs. The ZOPA, in this case, exists when two jobs are created and each applicant prefers a different one of the two. New York: Penguin Books, Use the following to cite this article: Spangler, Brad.

Guy Burgess and Heidi Burgess.


Zone of Possible Agreement (ZOPA)

Igor Gorlatov Every negotiator should understand at least three basic terms about negotiations. When used together, they can create a powerful framework to help you view each negotiation more analytically. The weakness of your own BATNA might not matter that much if the other side has no good alternative to doing business with you. For example, for a seller, this means the minimum amount they would be prepared to accept, while for a buyer it would mean the maximum that they would be prepared to pay.


Selbstbewusst in die Gehaltsverhandlung mit BATNA, WATNA, ZOPA


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