BATNA is an acronym that stands for the Best Alternative to a Negotiated Agreement. You can't learn about the negotiation process without learning about BATNA. ZOPA is an acronym that stands for the Zone of Possible Agreement. This zone is the overlap in between the seller's and buyer's settlement ranges. This course teaches these two important fundamentals of negotiation theory. Understanding these two concepts is a prerequisite to the overall learning progression of negotiation skills