Verhandlungen (Harvard-Konzept)

Question 1

Was ist BATNA?

Answer 1

Nr. 306:
„Best Alternative To a Negotiated Agreement“ ist ein im Bereich derVerhandlungsstrategie vorkommendesAkronym und steht für die beste Alternativoption, falls es bei einer Verhandlung nicht zu einer Einigung kommt.

Question 2

Was ist ZOPA?

Answer 2

Nr. 307:
ZOPA: TheZone of Possible Agreement, is the range in a negotiation in which two or more parties can find common ground.
Here, the negotiating parties can work toward a common goal and reach a potential agreement that incorporates at least some of the other’s ideas. ZOPA is also sometimes referred to as the “bargaining range” or “bargaining zone.”