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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Posted by Chad Ellis at 5: Guidelines for Using Beyond Intractability resources. Collect all the information you can from open sources and from experts you know. Negotiating Agreement Without Giving In3rd ed.

Ajay December 27, at 1: You have shared such impressive blog article with us. 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. Often parties may pretend they have a better alternative than they really do, as good alternatives usually translate into more power in the negotiations.

This brings me to our solution: In the second round there was no ZOPA because we both wanted the same amount. The nature of the ZOPA depends on the type of negotiation. Any deal within that range is possible. A negotiation is zopz the try whenever the possible outcome of the exchange is better than any other option you have.


To put it in simple terms, let’s assume you’re negotiating to buy a used car. Content may not be reproduced without prior written permission.

But in order to come to an agreement I had to settle for less in the first case and come up with an exchange zopw the second one.

Clarifying BATNA, MLATNA, WATNA, ZOPA and More | Indisputably

I also want to be able to use them freely here, so I’m going to explain them up front. But it is not all. It can be the same number that you can get without the negotiation, but it can also mean a different number. On the other hand, integrative negotiations involve creating value or “enlarging the pie.

Clarifying BATNA, MLATNA, WATNA, ZOPA and More

So in the negotiation I was supposed to sell my parcel of land to Easterly in order to buy some other parcel somewhere else. This is the best course of action that a party can pursue if no negotiated agreement is reached.

Sopa Post Older Post Home. Tell us about your work.

Zone of Possible Agreement (ZOPA)

It could be “go to court” if you’re trying to settle a legal dispute, it could be zipa the money organically” or “buy a different company” if you’re negotiating an acquisition or zpa could be, “stay home and watch TV” if you’re negotiating with your parents for permission to go with your friends to a party.


I’m not a huge fan of jargon or acronyms but there are two that are so handy and so important that anyone doing negotiations should know them. A free and open online seminar that takes a complexity-oriented approach to frontier-of-the-field issues related to intractable conflict. New to the site? Unknown to you, the seller is moving overseas and has to sell.

It was fairly calm and both parties got a good deal. Use the following batnq cite this article: Don’t miss upcoming posts, signup for the Newsletter. Mary is now negotiating with Fred. For example, imagine you are selling your car. For example, Mary might have two potential buyers for her car. BATNAs determine each side’s bottom lines. If you don’t do better than that in the negotiation, you’ll walk away.

Check out our Quick Start Guide or Zpa. That way both parties can “win,” even though neither gets all that they originally thought they wanted.

Citing Beyond Intractability resources.