I've seen that, but that hypothetical game isn't even close to a good model for the typical real life negotiation. Basically, it models a negotiation that stops

I've seen that, but that hypothetical game isn't even close to a good model for the typical real life negotiation. Basically, it models a negotiation that stops at the first disagreement! The argument also implicitly depends on several dubious assumptions: -- that the odds of the company choosing L is only 50% when going first; -- that I will accept an L offer (not the case if I'm currently employed, then I just want to go for H or bust); -- or that I value H significantly more than L (not the case when I'm unemployed, then I just want to increase the chance of getting the job), etc.