Use ZOPA logic to decide whether to hold, package, or walk away from a discount gap.
The gap Buyer max is $210K. Seller floor is $235K. Everyone wants a clean answer. The right answer depends on whether the gap is a real no-zone or a packageable constraint. Negotiation diagnostic ZOPA Look for overlap across the whole package, not only across price. Do not split a number until you have tested the interests behind it. Test the constraint Step 1 The rep says the buyer's $210K cap is final, but has not asked why. What should the deal desk ask sales to learn first? Find package trades Step 2 The cap is a first-year budget issue. The…
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