Negotiating: 05. BATNA and ZOPA
Learning objectives
- Explore BATNA's significance and function in negotiations. Learn about ZOPA, or Zone of Possible Agreement, and uncover why these strategies can help improve the terms of a negotiation.
Course overview
In the book, "Getting to Yes," Harvard Program on Negotiation's Roger Fisher and William Ury introduced BATNA, meaning Best Alternative to a Negotiated Agreement. Mastery of bargaining requires understanding this concept. This course explores BATNA's significance and function in negotiations. We'll also discuss ZOPA, or Zone of Possible Agreement, and uncover why these strategies can help improve the terms of a negotiation.
The individuals involved in the development and promotion of this course do not receive any compensation or financial benefits outside of their regular employment for their work on this course.
