Identify whether a negotiation has a positive, narrow, or negative ZOPA.
A gap between anchors is not proof that no deal exists. A gap between reservation values is. Positive ZOPA A positive ZOPA exists when both sides can rationally prefer the same package to their BATNAs. This is where value claiming happens: price, scope, timing, risk, support, and guarantees are allocated. Narrow ZOPA A narrow ZOPA exists when overlap is small or hidden inside tradeoffs. This is where interest questions matter most. Ask what drives cost, risk, timing, or approval. You are looking for differences in what each side values. Negative ZOPA A negative ZOPA exists when no available package beats…
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