This section of the Knowledge Base introduces several theoretical concepts that are important for understanding negotiation strategies. These include the difference between win-win, win-lose, and lose-lose situations, positive sum, zero-sum, and negative sum situations (which are similar to the former differentiation, but NOT QUITE!).

Also included are the related concepts of BATNA (Best Alternative to a Negotiated Agreement), ZOPA (Zone of Possible Agreement), and ripeness. Negotiation will not succeed unless there is a zone of possible agreement, which is related to what William Zartman refers to as a "Way Out." This is one of two requirements, Zatman maintains, for a conflict to be "ripe" for negotiation, the other being that the parties are in a "hurting stalemate," a concept discussed in the "stages" section. [1]

The last theoretical concept discussed in this section is compromise. Oftentimes conflicts become intractable because the parties see the issues as non-negotiable. In other words, they are unwilling to compromise. This is often a significant sticking point that has to be worked around if transformation is to occur.

More details on all of these topics are found in their associated essays.

[1] Zartman was the originator of the term "ripeness." His essay on that topic in this Knowledge Base explains it well, and gives numerous citations to print literature on the topic.