Negotiating: 05. BATNA and ZOPA

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.