It is a well established principle of negotiation strategy that the one who has the most urgent need to finalise an agreement is at a disadvantage while patience and skill with willingness to wait for the best outcome can reward the party with the least urgent desire to complete.
I may have cited previously the legend surrounding the peace talks at the end of the Vietnam War. For the peace talks in Paris the Americans supposedly booked a luxury hotel in Paris for a weekend. The Viet Cong were said to have rented a small house in the Paris suburbs for six months.
Having successfully kicked the American out of Vietnam the Viet Cong were willing to wait for as long at it took to secure the best peace terms. The Americans typically wanted quick answers and were frustrated.
ASM Price at posting:
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