Positioning for Easy Acceptance
The Positioning for Easy Acceptance Gambit is very important, particularly if you're dealing with buyers who have studied negotiating. If they're proud of their ability to negotiate, you can get ridiculously close to agreement and the entire negotiation will still fall apart on you. When it does, it's probably not the price or terms of the agreement that caused the problem, it's the ego of the buyer as a negotiator.
What you may not realize is that just before you showed up in his office, he said to the person in charge of the purchasing department, “You just watch me negotiate with this salesperson. I know what I'm doing and I'll get us a good price.”
Now he's not doing as well as he hoped in the negotiation, ...