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Hagerty, Serena
Leveraging the Zone of Possible Agreement (ZOPA) to Make Pricing Decisions
Hagerty, Serena; Maiden, Stephen E.; Whitler, Kimberly; Zhang, Zhihao
M-1045 | Published February 28, 2024 | 4 pages. Technical Note
Collection: Indian Institute of Management, Ahmedabad
A key negotiating concept, the Zone of Possible Agreement (ZOPA), allows a buyer and seller to reach a mutually acceptable price. This technical note provides an overview of ZOPA for both individual-l... Read More