Reservation Point, Resistance Point

The point at which a party can no longer make concessions without being worse off than with its alternative. Those who know and define their reservation point in advance protect themselves from unfavorable concessions and preserve their decisiveness.

The reservation point is the threshold beyond which an agreement is no longer beneficial for a party. It lies between one’s aspiration level (target) and one’s BATNA and marks the point at which it is preferable to leave the negotiation or turn to alternative options.

Unlike the BATNA, the reservation point does not describe the alternative itself, but rather the maximum acceptable price or the lowest still acceptable set of terms. It serves as a critical anchor for rational negotiation. Knowing one’s reservation point supports composure, helps prevent premature concessions, and enables decisions based on strategic clarity rather than situational emotion or pressure.

Effective negotiators define their reservation point before the negotiation, keep it confidential during the process, and use it as an internal reference for their tactical choices without becoming mentally rigid too early. This strengthens focus, protects against manipulative tactics, and enhances the ability to consciously say “no” when an offer does not meet minimum criteria.