It's also because others will keep holding out for more if they think they can get it, even if what's currently on offer is a good deal for them. Once you give

It's also because others will keep holding out for more if they think they can get it, even if what's currently on offer is a good deal for them. Once you give up it becomes clear that any negotiation (as they saw it) is over and they need to scramble to get the last terms offered. You can work this against them, I don't recommend this for relationships, don't build them on deception, but corporate power games are another matter: - Start super enthusiastic and they think "I've got them hooked, now lets run the game and see what concessions we can get". - Play along a bit, gather information, and then, without breaking comms, "give up". - Now it's them that's hooked, they're invested in getting a "win" which they can't get if you walk away, so if they can rationalize it as a win, they need to "seal the deal".