Use ZOPA thinking to decide whether to counter, trade, or walk from a commercial offer.
Negotiation map The buyer's number is below your floor for the full package, but not necessarily below every viable agreement. You need to test agreement space without giving away margin. ZOPA Find overlap across terms A zone of possible agreement may appear when you change scope, risk, timing, or commitments. Split the gap Counter at the midpoint and hope. A viable agreement or a clean walk-away. No overlap means no deal on those terms; it does not always mean no deal at all. Set floor Reservation point You know full package economics require at least $105,000. What is the first…
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