{
  "schema": "vedokrok.public-item.v1",
  "release_id": "MHC-RPUB-20260920-75ad787a",
  "url": "/knowledge/set-the-walk-away-point-before-the-room-gets-persuasive",
  "id": "MHC-D-RESEARCH-0325",
  "version": "0.1.0",
  "title": "Set the walk-away point before the room gets persuasive",
  "summary": "The hardest time to invent your limit is five concessions after you crossed it.",
  "kind": "protocol",
  "body": "Translate your BATNA and constraints into a reservation point: the boundary where the negotiated package stops being preferable to no deal. For multi-issue negotiations, define the unacceptable combinations rather than forcing everything into one price. Revisit the boundary only when new factual information changes the alternatives or constraints.",
  "limits": [
    "Do not confuse a preparation boundary with a threat you must disclose to the other side."
  ],
  "topics": [
    "union-negotiation-deal-design"
  ],
  "intents": [],
  "source_ids": [
    "RS-AD8C9A4D5490AE7D"
  ],
  "evidence": [
    {
      "claim": "The Program on Negotiation defines a reservation point as the indifference point between accepting a deal and pursuing the no-deal alternative.",
      "source_id": "RS-AD8C9A4D5490AE7D",
      "role": "supports",
      "note": "Multi-issue deals may not reduce cleanly to one numeric threshold; the walk-away logic still needs to be explicit.",
      "locator": "Question 10"
    }
  ],
  "use_when": [
    "A deal can gradually become worse while momentum, time pressure or sunk effort makes walking away harder."
  ],
  "avoid_when": [
    "Do not confuse a preparation boundary with a threat you must disclose to the other side."
  ],
  "example": "A contract may be acceptable at one price only if notice period, travel and payment timing also stay within defined limits.",
  "check": "You can recognize an unacceptable package before the social pressure of the negotiation begins.",
  "steps": [
    "You can recognize an unacceptable package before the social pressure of the negotiation begins."
  ],
  "sources": [
    {
      "id": "RS-AD8C9A4D5490AE7D",
      "title": "A Negotiation Preparation Checklist",
      "url": "https://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-preparation-checklist/"
    }
  ],
  "relations": [
    {
      "from": "MHC-D-RESEARCH-0325",
      "to": "MHC-D-RESEARCH-0326",
      "type": "useful_with",
      "url": "/knowledge/set-an-ambition-point-separately-from-the-walk-away"
    }
  ],
  "collections": [
    {
      "id": "RC-4FEE20A8D0BD67A8",
      "title": "Prepare the walk-away, then negotiate the whole package",
      "url": "/collections/prepare-the-walk-away-then-negotiate-the-whole-package"
    }
  ]
}