{"id":5610,"date":"2025-05-29T08:23:58","date_gmt":"2025-05-29T06:23:58","guid":{"rendered":"https:\/\/hovinghandpartners.com\/what-is\/zopa\/"},"modified":"2025-06-11T15:27:16","modified_gmt":"2025-06-11T13:27:16","slug":"zopa","status":"publish","type":"glossary","link":"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/","title":{"rendered":"ZOPA"},"content":{"rendered":"\n<p><strong>U\u017e jste se n\u011bkdy p\u0159i vyjedn\u00e1v\u00e1n\u00ed zasekli a nejste si jisti, zda je dohoda v\u016fbec mo\u017en\u00e1?<\/strong>  Tato nejistota \u010dasto spo\u010d\u00edv\u00e1 v tom, zda existuje z\u00f3na mo\u017en\u00e9 dohody (ZOPA). Znalost toho, jak tuto z\u00f3nu rozpoznat, definovat a roz\u0161\u00ed\u0159it, je kl\u00ed\u010dovou dovednost\u00ed ka\u017ed\u00e9ho profesion\u00e1ln\u00edho vyjednava\u010de. <\/p>\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_83 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Obsah<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/#Co_je_zona_mozne_dohody_ZOPA\" >Co je z\u00f3na mo\u017en\u00e9 dohody (ZOPA)?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/#Co_znamena_zkratka_ZOPA\" >Co znamen\u00e1 zkratka ZOPA?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/#Vyjednavani_ZOPA\" >Vyjedn\u00e1v\u00e1n\u00ed ZOPA<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/#ZOPA_a_BATNA\" >ZOPA a BATNA<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/#Porozumeni_zakonu_ZOPA_Zona_mozne_dohody\" >Porozum\u011bn\u00ed z\u00e1konu ZOPA: Z\u00f3na mo\u017en\u00e9 dohody<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\" id=\"h-what-is-a-zone-of-possible-agreement-zopa\"><span class=\"ez-toc-section\" id=\"Co_je_zona_mozne_dohody_ZOPA\"><\/span>Co je z\u00f3na mo\u017en\u00e9 dohody (ZOPA)?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>Z\u00f3na mo\u017en\u00e9 dohody (ZOPA) je oblast, kde se z\u00e1jmy obou stran jedn\u00e1n\u00ed p\u0159ekr\u00fdvaj\u00ed. Je to prostor, kde je dohoda mo\u017en\u00e1 &#8211; kdy\u017e se minimum kupuj\u00edc\u00edho a maximum prod\u00e1vaj\u00edc\u00edho shoduj\u00ed. Pokud takov\u00e9 rozmez\u00ed neexistuje, nelze dos\u00e1hnout oboustrann\u011b p\u0159ijateln\u00e9 dohody.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-what-does-zopa-stand-for\"><span class=\"ez-toc-section\" id=\"Co_znamena_zkratka_ZOPA\"><\/span>Co znamen\u00e1 zkratka ZOPA?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>ZOPA je zkratka pro <strong>z\u00f3nu mo\u017en\u00e9 dohody<\/strong>. Jedn\u00e1 se o kl\u00ed\u010dov\u00fd koncept v teorii vyjedn\u00e1v\u00e1n\u00ed, kter\u00fd ozna\u010duje oblast, kde se prot\u00ednaj\u00ed p\u0159ijateln\u00e9 v\u00fdsledky obou stran. ZOPA ur\u010duje, zda je dohoda v\u016fbec mo\u017en\u00e1 &#8211; a kde mohou ob\u011b strany vyhr\u00e1t.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-zopa-negotiation\"><span class=\"ez-toc-section\" id=\"Vyjednavani_ZOPA\"><\/span>Vyjedn\u00e1v\u00e1n\u00ed ZOPA<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>P\u0159i jedn\u00e1n\u00ed o dohod\u011b ZOPA je va\u0161\u00edm c\u00edlem zjistit, zda existuje spole\u010dn\u00fd z\u00e1klad &#8211; a jak ho roz\u0161\u00ed\u0159it. Efektivn\u00ed vyjednava\u010di pracuj\u00ed v r\u00e1mci ZOPA nebo ji posouvaj\u00ed \u00fapravou priorit, nab\u00eddkou kreativn\u00edch \u0159e\u0161en\u00ed nebo sdru\u017eov\u00e1n\u00edm hodnot. Znalost BATNA v\u00e1m pom\u016f\u017ee definovat bod, od kter\u00e9ho chcete odej\u00edt, a vyhodnotit, zda dohoda spad\u00e1 do ZOPA.  <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-zopa-and-batna\"><span class=\"ez-toc-section\" id=\"ZOPA_a_BATNA\"><\/span>ZOPA a BATNA<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>ZOPA a BATNA spolu \u00fazce souvisej\u00ed. Va\u0161e <strong>BATNA<\/strong> (Best Alternative to a Negotiated Agreement &#8211; nejlep\u0161\u00ed alternativa k vyjednan\u00e9 dohod\u011b) definuje nejni\u017e\u0161\u00ed hodnotu, kterou jste ochotni akceptovat. ZOPA existuje pouze tehdy, pokud se BATNA obou stran p\u0159ekr\u00fdvaj\u00ed. Pokud je nab\u00eddka hor\u0161\u00ed ne\u017e va\u0161e BATNA, le\u017e\u00ed mimo va\u0161i ZOPA a m\u011bla by b\u00fdt odm\u00edtnuta.   <\/p>\n\n<h2 class=\"wp-block-heading\" id=\"h-understanding-zopa-the-zone-of-possible-agreement\"><span class=\"ez-toc-section\" id=\"Porozumeni_zakonu_ZOPA_Zona_mozne_dohody\"><\/span>Porozum\u011bn\u00ed z\u00e1konu ZOPA: Z\u00f3na mo\u017en\u00e9 dohody<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n<p>P\u0159edstavte si, \u017ee prod\u00e1vaj\u00edc\u00ed nechce j\u00edt pod 100 tis\u00edc eur a kupuj\u00edc\u00ed nechce j\u00edt nad 90 tis\u00edc eur &#8211; \u017e\u00e1dn\u00e1 ZOPA neexistuje. Pokud je v\u0161ak prod\u00e1vaj\u00edc\u00ed flexibiln\u00ed do 95 tis\u00edc eur a kupuj\u00edc\u00ed se m\u016f\u017ee nat\u00e1hnout na 97 tis\u00edc eur, pak je dohoda mo\u017en\u00e1. <\/p>\n<p>V r\u00e1mci \u0161kolen\u00ed ENS u\u010d\u00edme vyjednava\u010de definovat, zkoumat a roz\u0161i\u0159ovat ZOPA prost\u0159ednictv\u00edm strukturovan\u00e9 p\u0159\u00edpravy a n\u00e1vrh\u016f zalo\u017een\u00fdch na hodnot\u00e1ch.<\/p>\n\n<p><strong>Metodika ENS: Jak se hod\u00ed ZOPA<\/strong><\/p>\n\n<p>Ve spole\u010dnosti Hovingh &amp; Partners je ZOPA \u00fast\u0159edn\u00edm prvkem r\u00e1mce <strong>ENS (Effective Negotiation Strategy)<\/strong>. U\u010d\u00edme odborn\u00edky: <\/p>\n\n<ul class=\"wp-block-list\">\n  <li>Definice ZOPA b\u011bhem strukturovan\u00e9 p\u0159\u00edpravy<\/li>\n  <li>Pou\u017eijte z\u00e1jmov\u00e9 techniky k jej\u00edmu roz\u0161\u00ed\u0159en\u00ed<\/li>\n  <li>Vyu\u017eit\u00ed jasnosti BATNA k utv\u00e1\u0159en\u00ed mocensk\u00e9 dynamiky<\/li>\n  <li>Prozkoumejte kompromisy a strategie balen\u00ed, kter\u00e9 roz\u0161i\u0159uj\u00ed oblast<\/li>\n<\/ul>\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity\"\/>\n\n<div class=\"glossary-cta\">\n  <p><strong>Zjist\u011bte, jak aplikovat ZOPA p\u0159i re\u00e1ln\u00fdch jedn\u00e1n\u00edch<\/strong> &#8211; prozkoumejte na\u0161i nab\u00eddku. <a href=\"https:\/\/hovinghandpartners.com\/cs\/vyjednavani\/\" target=\"_blank\" rel=\"noopener\"><strong>\u0161kolen\u00ed o vyjedn\u00e1v\u00e1n\u00ed<\/strong><\/a>.<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>U\u017e jste se n\u011bkdy p\u0159i vyjedn\u00e1v\u00e1n\u00ed zasekli a nejste si jisti, zda je dohoda v\u016fbec mo\u017en\u00e1? Tato nejistota \u010dasto spo\u010d\u00edv\u00e1 v tom, zda existuje z\u00f3na mo\u017en\u00e9 dohody (ZOPA). Znalost toho, jak tuto z\u00f3nu rozpoznat, definovat a roz\u0161\u00ed\u0159it, je kl\u00ed\u010dovou dovednost\u00ed ka\u017ed\u00e9ho profesion\u00e1ln\u00edho vyjednava\u010de. Co je z\u00f3na mo\u017en\u00e9 dohody (ZOPA)? Z\u00f3na mo\u017en\u00e9 dohody (ZOPA) je oblast, kde se z\u00e1jmy obou stran &#8230; <\/p>\n<div><a href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/\" class=\"more-link\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":5498,"template":"","glossary-cat":[125],"class_list":["post-5610","glossary","type-glossary","status-publish","has-post-thumbnail","hentry","glossary-cat-negotiation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.5 (Yoast SEO v27.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>ZOPA: Z\u00f3na mo\u017en\u00e9 dohody<\/title>\n<meta name=\"description\" content=\"Co je ZOPA, z\u00f3na mo\u017en\u00e9 dohody, a jej\u00ed v\u00fdznam p\u0159i strukturovan\u00e9m vyjedn\u00e1v\u00e1n\u00ed. nau\u010dte se ji definovat a roz\u0161\u00ed\u0159it.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/\" \/>\n<meta property=\"og:locale\" content=\"cs_CZ\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"ZOPA\" \/>\n<meta property=\"og:description\" content=\"Co je ZOPA, z\u00f3na mo\u017en\u00e9 dohody, a jej\u00ed v\u00fdznam p\u0159i strukturovan\u00e9m vyjedn\u00e1v\u00e1n\u00ed. nau\u010dte se ji definovat a roz\u0161\u00ed\u0159it.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/hovinghandpartners.com\/cs\/what-is\/zopa\/\" \/>\n<meta property=\"og:site_name\" content=\"Hovingh &amp; 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