"We established that your CARD is your objective power-the "ace up your sleeve" that exists away from the table. Today, we're stripping the politeness from another negotiation staple: the "bottom line." In academic circles, we call this the reservation point or resistance price."
"Imagine your next-door neighbor puts his car up for sale. You aren't in the market, but your curiosity is piqued. You saunter over and ask, "Just out of curiosity, what's your number?" He replies with confidence: "I'd love $15,000, but just between you and me, I'd go as low as $13,000. Not a penny less. I've maintained this baby really well. If I can't get $13,000, I'll just hang onto it and gift it to my nephew when he gets his license next month. He'd be thrilled.""
Set a concrete reservation point — the worst deal one will accept — to serve as a psychological anchor and prevent acceptance of substandard agreements. Rebranding BATNA as CARD emphasizes the need for credible, actionable alternatives that exist outside the bargaining table and provide objective power. Euphemisms like "bottom line" mask mediocre outcomes and encourage satisficing through cognitive dissonance, exemplified by the neighbor's car anecdote where stated walk-away values drift downward in practice. Guarding one's reputation motivates stronger alternatives and reduces the tendency to rationalize inferior deals, preserving long-term negotiation leverage.
Read at Psychology Today
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