NEGOTIATION5 MIN READ
Procurement dashboard: read the ZOPA under the anchor
Diagnose a negative price-only ZOPA and identify the package move that creates overlap.
The vendor anchored at $210,000, but Chen needs to diagnose whether a real agreement exists below the surface. Anchor to ZOPA diagnosis Vendor opening anchor First salient reference point $210k Buyer BATNA equivalent Internal fallback after delay and risk $168k Buyer reservation max Worst acceptable current-scope deal $176k Seller reservation min Lowest viable current-scope deal $182k Price-only overlap Current package ZOPA $0 Redesigned package overlap
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