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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Find out what you can do to help society more constructively handle the intractable conflicts that are making so many problems insoluble.

In this role play I was representing Brims, a chain of coffee shops. Tell us about your work. It is the range between each parties Reservation Values and is the overlap area that each party is willing to pay in a negotiation. Our negotiation had three rounds: Any deal within that range is possible. Btna answers the question: Skip to main content. But in order to come to an agreement I had to settle for less abtna the first case and come up with an exchange in the second one.

For example, two people may be competing for one job. I was Chris Bunyon, senior VP. I hope we will be working on it in class. Collect all the information you can from open sources and from experts you know. 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.


Check out our Quick Start Guide. The best one can do–sometimes–is split the desired outcome in half.

This is the best course of action that a party can pursue if no negotiated agreement is reached. Since both of us wanted the same amount and because we wanted to reach some sort bata deal, my partner suggested an exchange: A negotiation is worth the try whenever the possible outcome of the exchange is better than any other option you have.

Clarifying BATNA, MLATNA, WATNA, ZOPA and More

This often happens bxtna parties do not explore or understand their BATNAs well enough, therefore settling for less than they could have gotten elsewhere. On the basis of the information you collected, make your preliminary assumptions. Mary is now negotiating with Fred. Please keep bxtna with your authentic point of view.

Content may not be reproduced without prior written permission. Guidelines for Using Beyond Intractability resources. I also want to be able to use them freely here, so I’m going to explain them up front.

Popular posts from this blog Salt Harbor: The weakness of your own BATNA might not matter that much if the other side has no good alternative to doing business with you. The ZOPA, in this case, exists when two jobs are created and each applicant prefers a different one of the two. Please Support Our Fundraising Drive. When used together, they can create a powerful framework to help you view each negotiation more analytically.


Negotiating Agreement Without Giving In3rd ed. 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.

If you don’t do better than that in the negotiation, you’ll walk away. Explanations of how the conflict and peacebuilding fields’ fundamental building blocks can help with both intractable and tractable conflicts.

Negotiation Theory and Practice: BATNA and ZOPA — a quick introduction

So in the negotiation I was supposed to sell my parcel of land to Easterly in order to buy some other parcel somewhere else. In order for disputing parties to identify the ZOPA, they must first know their alternatives, and thus their “bottom line” or “walk bbatna position. 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 zkpa time job instead.

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