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The zone of possible agreement (ZOPA), or "bargaining range",〔Spangler, Brad. "Zone of Possible Agreement (ZOPA)." Beyond Intractability. Eds. Guy Burgess and Heidi Burgess. Conflict Information Consortium, University of Colorado, Boulder. Posted: June 2003 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. An understanding of your ZOPA is critical for a successful negotiation. To determine whether there is a ZOPA both parties must explore each other’s interests and values. This should be done early in the negotiation and be adjusted as more information is learned. Once you discover your ZOPA there is a great chance you’ll come to an agreement. ==Identifying a ZOPA== To determine whether there is a positive bargaining zone each party must understand their bottom line or worst case price. For example, Paul is selling his car and refuses to sell it for less than $5,000 (his worst case price). Sarah is interested and negotiates with Paul. If she offers him anything higher than $5,000 there is a positive bargaining zone, if she is unwilling to pay more than $4,500 there is a negative bargaining zone. A ZOPA exists if there is an overlap between each party’s reservation price (bottom line). A negative bargaining zone is when there is no overlap. With a negative bargaining zone both parties may (and should) walk away. 抄文引用元・出典: フリー百科事典『 ウィキペディア（Wikipedia）』 ■ウィキペディアで「Zone of possible agreement」の詳細全文を読む スポンサード リンク
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