In a distributive negotiation, what is the 'Zone of Possible Agreement' (ZOPA)?

The Zone of Possible Agreement, or ZOPA, is the range in a distributive negotiation where two parties' interests overlap, making a deal theoretically possible. Distributive negotiation refers to a competitive scenario where one party's gain is directly at the expense of the other, often centered on a single issue like price. To identify the ZOPA, each side must define two critical va....