ABSTRACT
This chapter provides an overview and a discussion on elements, negotiation application, and limitations of zone of possible agreement (ZOPA). ZOPA is about setting targets of a negotiation and minimum 'fall-back' positions. The limits of ZOPA represent each party's fall-back position, which either party would 'walk away'. Therefore it is suggested that once both sides have moved into their respective zones, then it is more probable that consensus will be reached. The range of options within the ZOPA is as follows: reasonable zone, credible zone, extreme zone, and insult zone. The ZOPA demonstrates the various positions that can be taken when attempting to reach agreement. This can provide a platform for offer and concession in order to obtain a mutually acceptable resolution.
