What Is Zone Of Possible Agreement
The type of ZOPA depends on the type of trading.  In a distributive (competitive) negotiation, where participants try to share a «solid cake», it is more difficult to find mutually acceptable solutions because both parties want to claim as much cake as possible. Distribution negotiations on a single issue are usually zero sums – there is a winner and a loser. There is no overlap of interests between the parties; therefore, no mutually beneficial agreement is possible. The best thing to do – sometimes – is to divide the desired result in half. It is a great advantage to know the upper and lower limits of a ZOPA. A negotiator is naturally reluctant to disclose his departure or final outcome, as this is the least attractive deal he would accept before moving away from the negotiation. .