Negotiation
Flow
Most Desirable Outcome (MDO)
MDO = Most Desirable Outcome
The most desirable outcome is when the customer agrees with your initial argument (best case scenario).
Least Acceptable Agreement (LAA)
LAA = Least Acceptable Agreement
The least acceptable agreement is when the customer gives a counter-offer that meets their requirements (worst case scenario).
Best Alternative (BATNA)
BATNA = Best Alternative To a Negotiated Agreement
The best alternative to a negotiated agreement is the best outcome you can achieve if the negotiation fails (fallback scenario).
Zone Of Possible Agreement (ZOPA)
ZOPA = Zone Of Possible Agreement
The zone of possible agreement is the range of outcomes that both parties can agree to (negotiation range).
Example
Let assume a seller wants to sell a product for 1000. The buyer wants to purchase it at 1500.
Last updated on