when negotiating parties cannot reach a zopa they are in a negative bargaining zone a deal cannot be reached in a negative bargaining zone as the needs and desires of all parties cannot be met by a deal made under such circumstances 
for example let s say that dave wants to sell his mountain bike and gear for 700 to buy new skis and ski gear suzy wants to buy the bike and gear for 400 and can t go any higher dave and suzy have not reached a zopa they are in a negative bargaining zone however negative bargaining zones can be overcome if negotiating parties are willing to learn about one another s desires and needs for example let s say dave explains to suzy that he wants to use the proceeds from the sale of the bike to buy new skis and ski gear suzy has a pair of gently used high quality skis that she is willing to part with dave is willing to take less cash for the mountain bike if suzy throws the used skis in the two parties have reached a zopa and can therefore make a successful deal 