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. [4] No physical place, the area of the agreement or the negotiating area is considered an area in which two or more parties to the negotiation can find a common basis. In this area, the parties will often compromise and reach an agreement. In order to reach an agreement or agreement, the negotiating parties must move towards a common goal and aim for an area that encompasses at least some of the ideas of each party. Tks the article. The concept of ZOPA is quite obvious. In a given negotiation, it is important to know when the debate has entered this area. Professional buyers or sellers will not tell you that « now » has reached a level they could accept.

To get the best result for your site, it`s important that you read the other part and conclude that you`re in the ZOPA, so you don`t need to make meaningful concessions now and you can more or less finish at the position you indicated last time. Body language is the key. I have observed that once you enter the ZOPA, you most often see it through a sense of relief and stress reduction. Of course, common sense dictates that if there is no overlap in the expectations of the seller and buyer, an agreement becomes highly unlikely. 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. Negotiation ZOPA stands for Zone of Possible Agreement. This is the blue area of the sky in which business is made, which both parties to the negotiations consider acceptable. Whether you`re buying something with a farm sale, a country house or a complex business, the Zone Of Possible is the place where an agreement is most likely. In the economy, bargaining capabilities are important for both daily informal interactions and formal transactions such as negotiating terms of sale, leasing, providing services and other legal contracts.