In our previous post, we strategically rebranded the jargon-heavy BATNA (the Best Alternative to a Negotiated Agreement) into a CARD (Credible Alternative Readily Doable). 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. In the boardroom, it’s your "walk-away." But let’s be blunt about what we’re actually discussing: the worst possible deal you will take.

While that phrasing might feel harsh, it is a necessary psychological anchor. Without it, you are susceptible to a phenomenon that derails even seasoned negotiators: the "slippery slope of satisficing."

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........

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