19—BATNA and ZOPA

Question 1

What does BATNA stand for?

Answer 1

• It stands for Best Alternative to a Negotiated Agreement. It was first introduced by Roger Fisher and William Ury in their book Getting to Yes: Negotiating Agreement Without Giving In, published in 1981
  
  • It links to the question: what is your best alternative option if the current negotiation reaches an impasse and you do not reach an agreement?

Question 2

What does ZOPA stand for?

Answer 2

It stands for Zone of Possible Agreement. It refers to the bargaining range or area where two or more negotiating parties may find common ground. It is the area where parties will often compromise and come to an agreement