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Classic

Negotiation

Flow

Negotiation Flow 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).

MDO Example Image MDO Example Image

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).

LAA Example Image LAA Example Image

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).

BATNA Example Image BATNA Example Image

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).

ZOPA Example Image ZOPA Example Image

Example

Let assume a seller wants to sell a product for 2000.Thesellerdoesnotwanttobelow2000. The seller does not want to below 1000. The buyer wants to purchase it at 500andthebuyerdoesnotwanttogoabove500 and the buyer does not want to go above 1500.

Example Flow Image Example Flow Image

Example ZOPA Image Example ZOPA Image

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