NEGOTIATION

interest

encompasses concerns, demands, desires and worries of negotiators.

top line

represents the maximum interests of each side,

bottom line

is the lowest point that each party is willing to accept in a negotiation

position

is what they decide to require, while interest is the pri

bargaining range

acceptance zone

is the zone between the top line and the bottom line. this represents the range of possibilitíe that each party could accept in a negotiation. this represents the range of possibilitíe that each party could accept in a negotiation.

ZOPA

the Acceptance zones of both side willl overlap and a zone calls zone of possible important (positive bargaining situation)

GAP

(negative bargaining situation) the Acceptance zones of both side do not over lap => the GAP betqeen their bottom lines.