‘BATNA’ AND ‘ZOPA’

If you are wondering whether BATNA and ZOPA are connected, the answer is yes. Here’s how.

1. BATNA and ZOPA are directly connected concepts. ZOPA tells each party to a negotiation or mediation the effective zone for workable options. These is no point to overshooting the mark by considering unworkable proposals.
2. BATNA tells you whether your ZOPA is large enough  to encompass the options that could make a deal possible. If your ZOPA is too small, you may be wasting your time negotiating and need to seek another alternative.
3. The trick is to redefine your ZOPA as often as reasonably possible as you accumulate more data about the other party.
4. Then work out your BATNA and decide whether your efforts are likely to produce an acceptable result.