You will face many negotiations in your life, whether for a pay raise or the terms of a car purchase. What determines whether a negotiation is successful?
Skill enters in. So does relative bargaining position. But ultimately, when negotiations are prolonged, your willingness to continue is based on your level of self-confidence. No matter what your other advantages might be, you will end negotiations faster if you lack confidence, which means you’ll settle for a less advantageous resolution.