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Zone Of Possible Agreement Francais

Non classé / No Comment / 19 octobre 2021

3. Imagining a wide range of solutions: It is a question of carefully examining the proposals of the other parties, so as to find the most complete solution possible. This includes avoiding hasty judgments and not just thinking that there is only one solution or that its potential benefits cannot exceed a given level. The term Possible Area of Agreement (ZOPA), also known as Potential Area of Agreement [1] or Margin of Negotiation[2], describes the range of options available to two parties involved in sales and negotiations, overlapping the parties` respective minimum objectives. If there is no such overlap, in other words, if there is no rational possibility of agreement, the inverse term noPA (no possible agreement) applies. When there is a ZOPA, an agreement within the area is rational for both parties. Outside the area, no negotiations should lead to an agreement. A negotiator should always start from the beginning of his preparations with the ZOPA of both parties and constantly refine and adjust these figures throughout the process. For each interest, there are often several possible solutions that could satisfy it. [4] An understanding of ZOPA is crucial for a successful negotiation,[2] but the negotiating parties must first know their BATNA (best alternative to a negotiated agreement) or their « starting positions ». [3] To determine whether an MPA exists, both parties must consider the interests and values of the other.

This should be done at the beginning of the negotiation and adjusted as more information is learned. The size of the ZOPA is also essential. If there is a broad ZOPA, parties can use strategies and tactics to influence distribution within ZOPA. If the parties have a small ZOPA, the difficulty lies in the search for pleasant conditions. The concept of BATNA also makes it possible to introduce the concept of ZOPA (Zone of Possible Agreement), located between the minimum acceptable for each party. It is indeed useful to realize that this area can be more or less wide, or even not exist at all! Regardless of the amount negotiated, an agreement can never be reached outside the area of a possible agreement. To reach an agreement, the parties to the negotiations must understand each other`s needs, values and interests. If the negotiating parties cannot reach the ZOPA, they are in a negative negotiating zone. An agreement cannot be reached in a negative negotiating area, as the needs and wishes of all parties cannot be satisfied by an agreement reached in these circumstances. A « possible area of agreement » (ZOPA) exists when there is a potential agreement that would benefit both parties more than their alternative options.

For example, if Fred wants to buy a used car for $5,000 or less, and Mary wants to sell one for $4,500, these two have a ZOPA. But if Mary doesn`t go below $7,000 and Fred doesn`t go above $5,000, they don`t have a possible area of agreement. For example, let`s say Dave wants to sell his mountain bike and equipment for $700 to buy new skis and ski equipment. Suzy wants to buy the bike and equipment for $400 and can`t go any higher. Dave and Suzy did not reach ZOPA; they are in a negative negotiating zone. The possible area of agreement or negotiation is not a physical place, but is considered an area where two or more parties to the negotiation can find common ground. .

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