BATNA - ZOPA --- This reminded me of the terminolgy I learned in a previous negociation course: in negotiation, the parties needs to know their BATNA which stands for 'Best Alternative to a Negotiated Agreement'. BATNA answers the question: 'What would you do if you were not able to agree to a deal with your negotiation partner?' It might be useful to know/guess the BATNA of the other negociation party. The space of possibilities between the two BATNA is called the ZOPA "zone of possible agreement", basically the array of possible negotiatied outcomes that would fit both parties.

Source author: Fanny Charmey fanny.charmey@eda.admin.ch