Partners to find a solution --- In negotiations, it is important to keep in mind that our counterpart is not an enemy, the latter is a partner in finding solutions together. In the negotiation process, the needs of the two partners are important and need to be satisfied in order to reach what we call the ZOPA (zone of possible agreement) that is where our needs and the needs of our counterpart can be meet.

Source author: María Romero Pardo sohi1z1@hotmail.com