Winning too aggressively can destroy the relationship needed to collect the victory.

Nearly every agreement requires ongoing cooperation to be worth anything. Terms have to be delivered, problems have to be worked through, and someone has to answer the phone in six months. Extracting the last available point can cost you exactly the willingness that makes the deal function. The victory becomes theoretical.

Before pushing for the final concession, ask whether you will need this person’s goodwill during execution. If you will, leave something on the table deliberately and let them know you did. That gesture usually returns more than the point was worth.