Reservation Value Quotes

“An analysis of your BATNA is critical because it allows you to calculate your reservation value (RV), or your walk-away point in the current negotiation.”
― Deepak Malhotra, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

“People who were instructed to focus on their targets in practice negotiations consistently negotiated better agreements than people who focused on their reservation values instead. The people who focused on their targets did two things differently. They asked for more at the outset, and they hung in there a little longer. They resisted agreeing until they received an offer that was close to their goal. In one study, participants who focused on their targets reached agreements that were 13 percent higher than those achieved by people negotiating about the same issues who focused instead on the minimum they would accept.”
― Linda Babcock, Women Don't Ask: Negotiation and the Gender Divide