{"id":12729,"date":"2026-05-05T11:43:53","date_gmt":"2026-05-05T11:43:53","guid":{"rendered":"https:\/\/scotwork-e5h7gkdwh5fshkaz.ukwest-01.azurewebsites.net\/italy\/?post_type=glossario-della-nego&#038;p=12729"},"modified":"2026-05-15T09:04:37","modified_gmt":"2026-05-15T09:04:37","slug":"zopa-zone-of-possible-agreement","status":"publish","type":"glossary","link":"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/zopa-zone-of-possible-agreement\/","title":{"rendered":"ZOPA"},"content":{"rendered":"\n<p>Zona di Possibile Accordo<\/p>\n\n\n\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-caafa63\" id=\"strong-definizione-di-zopa-strong\" data-block-id=\"caafa63\"><h2 class=\"stk-block-heading__text\"><strong>Definizione di ZOPA<\/strong><\/h2><\/div>\n\n\n\n<p>ZOPA \u00e8 l&#8217;acronimo di &#8220;Zone Of Possible Agreement&#8221; (zona di possibile accordo) e si riferisce al punto di incrocio in cui due parti incontrano termini che possono accettare, raggiungendo cos\u00ec una conclusione che soddisfa tutte le parti coinvolte. Non tutte le trattative avranno una ZOPA, poich\u00e9 il punto a cui le due parti sono disposte ad arrivare potrebbe non essere abbastanza vicino. Se la trattativa si conclude con un accordo che rientra nello ZOPA, allora la trattativa ha avuto successo.<\/p>\n\n\n\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-7e1b0e3\" id=\"strong-che-cosa-e-lo-zopa-strong\" data-block-id=\"7e1b0e3\"><h2 class=\"stk-block-heading__text\"><strong>Che cosa \u00e8 lo ZOPA?<\/strong><\/h2><\/div>\n\n\n\n<p>Lo ZOPA \u00e8 l&#8217;intervallo di prezzo in una trattativa che copre un&#8217;area che entrambe le parti sono disposte ad accettare. Pu\u00f2 essere difficile raggiungere uno ZOPA senza sapere quale sia il punto di riserva fissato dalla controparte. Il significato di ZOPA pu\u00f2 essere pi\u00f9 facile da capire con un&#8217;illustrazione.<\/p>\n\n\n\n<p>Ad esempio, Carol vuole vendere la sua auto a 15.000 \u20ac, ma sarebbe disposta a venderla anche a 13.500 euro perch\u00e9 \u00e8 l&#8217;importo che deve versare come caparra per il suo nuovo veicolo. Jenny vuole acquistare l&#8217;auto di Carol. Idealmente Jenny vorrebbe ottenere l&#8217;auto per 13.000 euro, ma \u00e8 disposta a pagare un massimo di 13.800 euro. Ci\u00f2 significa che lo ZOPA per le trattative di Carol e Jenny \u00e8 compreso tra 13.500 e 13.800 euro. Se Carol e Jenny sono in grado di raggiungere un prezzo concordato all&#8217;interno di questa fascia di prezzo, entrambe usciranno dalla trattativa con un accordo di cui sono soddisfatte.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Cos&#8217;\u00e8 la ZOPA?<\/p>\n","protected":false},"featured_media":12730,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false},"categories":[28],"tags":[],"class_list":["post-12729","glossary","type-glossary","status-publish","format-standard","has-post-thumbnail","hentry","category-termini-della-negoziazione"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>ZOPA - Italy<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.scotwork.com\/it\/glossario-della-negoziazione\/zopa-zone-of-possible-agreement\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"ZOPA - 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