Zone of Possible Agreement
- Zone of Possible Agreement
The zone of possible agreement (ZOPA), in sales and negotiations, describes the intellectual zone between two parties where an agreement can be met which both parties can agree to. Within this zone, an agreement is possible. Outside of the zone, no amount of negotiation will yield an agreement.
For example, take a person willing to lend money at a certain interest rate over a certain period of time and a person wanting to borrow money at a certain rate. If both parties can agree a rate and period then a ZOPA can be established.
References
* Roy J. Lewicki, John Minton, David Saunders, "Zone of Potential Agreement" in Negotiation, 3rd Edition. Burr Ridge, IL: Irwin-McGraw Hill, 1999.
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