By — on / Glossary

Zone of Possible Agreement: The bargaining range created by the two reservation values. The ZOPA defines a “surplus” that must be divided between the parties. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 19). See Also: Creating Value Through Haggling, Setting the Stage for Negotiation Success, Dealmaking: Six Strategies for Creating or Claiming Value Through Haggling, Conflict Management: Becoming a Team Player.

Related Posts


Leave a Reply

Your email address will not be published. Required fields are marked *