Two concepts that are helpful to know at the negotiations phase are:

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The two concepts that are helpful to know during the negotiations phase are BATNA and ZOPA. BATNA (Best Alternative to a Negotiated Agreement) refers to the best possible outcome that can be achieved if the negotiation fails. Knowing your BATNA gives you leverage and helps you determine whether a proposed agreement is favorable or not. ZOPA (Zone of Possible Agreement) is the range of options that are mutually acceptable to both parties. Knowing the ZOPA helps you identify areas where both parties can compromise and agree upon a mutually beneficial deal.

Two Concepts That Are Helpful to Know at the Negotiations