A negative trading area can be overcome by « cake enlargement. » In integration negotiations, when it comes to a large number of issues and interests, parties who associate interests with value creation enter into a much more rewarding agreement. Behind each position, there are generally more common interests than opposing interests.  On the other hand, the buyer wishes to pay the smallest possible amount, but may consider a higher amount than he may be willing to pay. The maximum amount they are willing to pay is also called « booking price » or « departure » from the point of the buyer`s agreement. ZOPA`s negotiating room is essential to the success of the negotiations. However, it may take some time for a ZOPA to be found; it can only be known when the parties consider their different interests and options. If contestants can identify ZOPA, there is a good chance they will reach an agreement. The nature of ZOPA depends on the nature of the negotiations.  In a (competitive) negotiation where participants try to share a « solid cake, » it is more difficult to find solutions acceptable to both parties because both parties want to claim the cake as much as possible.
Distribution negotiations on a single topic tend to be zero sums — there is a winner and a loser. There is no overlap between the parties; Therefore, no mutually beneficial agreement is possible. The best thing to do – sometimes – is to split the desired result in half. In the case of the used car, there would be a negative bargaining area if the buyer and seller do not reach an agreement. If the buyer is willing not to pay more than $3000, but the seller is willing to accept no less than $3,500, then the conditions cannot be met any of the parties. Tags: BATNA, batna and zopa, best alternative to a negotiated agreement, patton bruce, business negotiations, business negotiations, ury fishing, fixed cake, always yes, always negotiation agreement, in negotiation, favorable to both parties, negotiated agreement, negotiation agreement without bids, negotiation, negotiator, negotiator, reservation point, Roger Fischer, ouy, william ury, area of the possible agreement Of course, common sense dictates that if there is no overlap in the expectations of the seller and the buyer , agreements. Similarly, even if ZOPA exists, the agreement still cannot be reached if, regardless of that, the parties are unable to reach an agreement. The letter « P » in ZOPA, which means a possible agreement, will be more likely, but it is not final. Finding the area of a possible agreement in negotiations can be difficult, especially in relationships with friends and family. We all know people who have « alligator arms. » When the check-restaurant arrives, they can`t reach their wallets, or they doubt they had the little tomato juice, and you got the fat one.