Setting the prime objective of a negotiation as just “closing a deal (any deal)” is not negotiating. However many may say that they are negotiating to get the best deal. It is not. It is giving in to the other side before you start. It puts all the control in the hands of the other party and you get what others are prepared to give you / let you have, and you get what you deserve.
Being seen to negotiate by going through the motions of negotiating – meetings, discussions, arguments, – may just be grandstanding for the audience. Trying to make it look tough and difficult to get an agreement are old games which have been played out many times over hundreds of years which should not fool anyone these days. However, these little dramas are still attempted by the inexperienced, less skilled and under-prepared performers.
Often the other side will go along with this game. Why? Well because they may have to protect the relationship between the parties by playing along so as to humour them and keep them from embarrassing themselves. Protecting the other side’s “face” is often important – especially in the world of politics and international affairs.
Anyone can say “yes” just to get a deal, but it will be a deal on the other party’s terms.
Negotiation Lessons from Scott Roberts Negotiating 