1 / 11

ZOPA – “Zone of Potential Agreement”

ZOPA – “Zone of Potential Agreement”. What is a ZOPA? The area where two or more parties to a negotiation have common ground, in which an agreement can be met. In other words, where a deal or settlement is possible. Outside of the zone, no amount of negotiation will yield an agreement.

jermaine-riviere
Télécharger la présentation

ZOPA – “Zone of Potential Agreement”

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. ZOPA – “Zone of Potential Agreement” • What is a ZOPA? • The area where two or more parties to a negotiation have common ground, in which an agreement can be met. In other words, where a deal or settlement is possible. • Outside of the zone, no amount of negotiation will yield an agreement.

  2. Example: Buying a car On one side, you have the seller On the other, you have the buyer The seller is looking to sell a car for $4,500 or more The buyer is looking to buy a car for $5,000 or less Notice that there is an area of overlap between the buyer and seller's interest. This overlap of $500 represents the "Zone of Potential Agreement."

  3. Interest Rate Seller’s Reservation Line Price

  4. Interest Rate Buyer’s Reservation Line Price

  5. Interest Rate ZOPA – “Zone of Potential Agreement” Price

  6. Seller’s First Offer Interest Rate Buyer’s First Offer Price

  7. Seller’s First Offer Feasible Deal Structures Interest Rate Happy Agreement Face Buyer’s First Offer Price

  8. Identifying the ZOPA is important for effectively reaching an agreement. Going into a negotiation, you probably have a good idea of how much or how little you are willing to spend; however, you need an idea of what your counterpart's highs and lows are to determine the ZOPA. Exploring or investigating your counterpart's interests or options will help you determine the ZOPA. Once the ZOPA is identified, the negotiation has a better chance of reaching an agreement. Consider the Following Video...

  9. WARNING: The follow video contains language that may be offensive. http://www.youtube.com/watch?v=MTf3YDNAT70

  10. ZOPA

More Related