BATNA/ZOPA Field Cards
Recall the key negotiation terms and when to use them.
What does BATNA mean in a live negotiation? Your best actionable alternative if no agreement is reached. Use it to judge whether the live deal is better than walking away. What does reservation value tell you? Your private worst acceptable package, translated from your BATNA. It is not your opening offer; it is your boundary. What does ZOPA tell you about possible agreement? The range of packages both sides prefer to their alternatives. If no package beats both BATNAs, there is no rational agreement yet. What is an interest behind a position? The reason a position matters: risk, timing, approval,…
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