The negotiating margin is not static and is based on BATNA, the best alternative to negotiations and WATNA, the worst alternative to a negotiated agreement. 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.) Not all potential stores will have areas that have a potential deal. If you formulate your BATNA, it is important to try to make a guess about your other BATNA. The ability to accurately identify your BATNA should allow you to anticipate your potential trading margin. From there, you can draw a path to negotiate a deal with maximum value for you. ZOPA`s negotiating room is essential to the success of the negotiations. However, it may take some time for a ZOPA to be found; it can only be known when the parties consider their different interests and options.
If contestants can identify ZOPA, there is a good chance they will reach an agreement. The nature of ZOPA depends on the nature of the negotiations.  In a (competitive) negotiation where participants try to share a “solid cake,” it is more difficult to find solutions acceptable to both parties because both parties want to claim the cake as much as possible. Distribution negotiations on a single topic tend to be zero sums — there is a winner and a loser. There is no overlap between the parties; Therefore, no mutually beneficial agreement is possible. The best thing to do – sometimes – is to split the desired result in half. For example, Mary might have two potential buyers for her car. Georgio is willing to pay $6,950.
Mary`s negotiating with Fred. If Fred pays more than Georgio (Mary`s BATNA), she will sell him. If Fred doesn`t pay that much, she`ll sell to Georgio. Similarly, if Fred has found another car he likes for $5,500, he won`t pay more than that for Mary`s car… Maybe even a little less. Fred`s BATNA is $5,500. It is not a physical place, the area of possible agreement or the margin of negotiation that is seen as an area in which two or more parties to the negotiation can find a common basis. In this area, the parties will often compromise and reach an agreement. In order to reach an agreement or agreement, the negotiating parties must move towards a common goal and aim for an area that encompasses at least some of the ideas of each party. 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. For example, a lender wants to borrow money at a certain interest rate for a certain period of time. A borrower who is willing to pay this rate and accept the repayment period shares a CCA with the lender, and both parties can reach an agreement.