Can you imagine inviting a guest to a dinner party who shows up, walks in the door, sits at the dining room table, eats, and then leaves? That would be absurd. You would expect that the invited guest would socialize with you before as well as after the meal.
Usually, negotiators get the point of socializing before the negotiation. But, often, they truncate the conversation and immediately leave. Negotiation etiquette dictates beginnings, middles, and ends.
Successful postgames should serve two purposes in negotiation:
Howard Raiffa gives one postgame piece of advice in his book The Art and Science ...