Negotiation

Lyubomir Filipov                                                           @FilipovG

ZOPA

You always need to know your Zone Of Possible Agreement.

ZOPA

Buyer

Seller

$0

$1000

$500

$1500

Research

Actual price of a product

Item Price Total
Laptop $600 $600
+8GB RAM $100 $700
+fast delivery $50 $750

Status quo -
are you happy with it?

Community

Compassion

BATNA

Best Alternative To a Negotiated Agreement.

Techniques

  • Valuation differences
  • Economies of scale
  • Time
  • Expectations
  • Risk tolerance

Valuation differencies

Economics of scale

Time

Expectations

Risk tolerance

Questions?

Negotiation

By Lyubomir Filipov

Negotiation

  • 468