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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So in the negotiation I was supposed to sell my parcel of land zoa Easterly in order to buy some other parcel somewhere else. New to the site? Newer Post Older Post Home.

BATNA answers the question: In order for disputing parties to identify the ZOPA, they must first know their alternatives, and thus their “bottom line” or “walk away position. Use the following to cite this article: The nature of the ZOPA depends on the type of negotiation. On the other hand, integrative negotiations involve creating value or “enlarging the pie. Guy Burgess and Heidi Burgess.

Negotiating Agreement Without Giving In xopa, 3rd ed. Popular posts from this blog Salt Harbor: 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. That way both parties can “win,” even though neither gets all that they originally thought they wanted.

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.


The ZOPA, in this case, exists when two jobs are created and each applicant prefers a different one of the two. However, there were no stakes.

Zone of Possible Agreement (ZOPA)

Don’t miss upcoming posts, signup for the Newsletter. It was fairly calm and both parties got a good deal.

For example, Mary might have two potential buyers for her car. Citing Beyond Intractability resources. The weakness of your own BATNA might not matter batnw much if the other side has no good alternative to doing business with you.

Colleague Activities Find out about the intractable conflict-related work that others in the peace and conflict field are doing. So this is the prototypical win-lose outcome.

When used together, they can create a powerful framework to help you view each negotiation more analytically. I also want to be able to use them freely here, so I’m going to explain them up front.

Zone of Possible Agreement (ZOPA) | Beyond Intractability

This brings me to our solution: I’m not a huge fan of jargon or acronyms but there are two that are so handy and so important that baatna doing negotiations should know them. In this role play I was representing Brims, a chain of coffee shops. It can be the same number that you can get without the negotiation, but it can also mean a different number.

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If both applicants are qualified, now they may both get jobs. Guidelines for Using Beyond Intractability resources. 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 zoopa can do–sometimes–is split the desired outcome in zipa. Please keep updating with your authentic point of view. 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. Preparation time was very helpful; time flew by when we were trying to guess what both party’s positions and interests were. Thanks for your appreciation. Try to visualize them in the same way as is shown above.


Find out what you can do to help society more constructively handle the intractable conflicts that are making so many problems insoluble. Jossey-Bass Publishers, But it is not all.

Your BATNA is very important because it defines what deals are worth considering and what deals aren’t. I was Chris Batnna, senior VP. On the basis of the information you collected, make your preliminary assumptions. Bata you end up in the ZOPA assuming you don’t negotiate yourself out zpa a deal altogether reflects how much of the value you capture for yourself. Since both of us wanted the same amount and because we wanted to reach some sort of deal, my partner suggested an exchange: Collect all the information you can from open sources and from experts you know.

One person wins, the other loses.

Clarifying BATNA, MLATNA, WATNA, ZOPA and More

If there is not, negotiation is very unlikely to succeed. 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. Every negotiator should understand at least three basic terms about negotiations.