Acronym for Zone Of Possible Agreement, a negotiation term that describes establishing the parameters that parties are able to agree to, be it price, liability or other key deal elements so that proposals made are inherently viable. Making proposals outside the ZOPA is essentially a waste of time. One of the flaws of Maximalist Negotiators is that they tend to advance proposals that are far outside the other side’s ZOPA.

Related Terms

Term posted by Origin on in ,