Card 15 / 40: Assume you have a maximum of $160 to spend but wish to spend no more than $130. The salesperson cites an initial price of $150. What is the term for the difference in your positions?
A) A BATNA
B) A ZOPA
C) A reservation point
D) A tactic

Answer:
B) A ZOPA

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Explanation:

B. Please refer to the Unit 2 introduction. See Section 3.1 of FAO's EASYPol: Tanya Alfredson and Azeta Cungu's "Negotiation Theory and Practice: A Review of the Literature: Section 3: Negotiation Theory: Foundations and Approaches," "Strategies and Tactics." When there is an overlap between the maximum price you are willing to pay ($150) and the minimum price the sales clerk is willing to accept ($140), you and the sales clerk have created a Zone of Possible Agreement (ZOPA). If you and the sales clerk are successful, you will come to an agreement within this overlapping range of reservation points.

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Negotiations & Conflict Management BUS210

Author:

Charles JumperProfessor

Saylor Foundation

USA

Access: Public Instant Grading

Attribution: Charles Jumper. Negotiations & Conflict Management (The Saylor Academy 2014), http://www.saylor.org/courses/bus403/

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