One of the main principles to undertake efficient negotiations is to negotiate based on interests and to avoid making it over positions.
Negotiations are taken as “battles” with each side places their conditions upfront; only, if agreement is not reached, they adjust those conditions along the negotiating process. Since most negotiators think negotiations are a sum-zero game -that is, moving initial positions are interpreted as a lose- none wants to make any movement that could be used against their initial conditions. This feeling of potential lose unfreezes our brains and constricts the views on other alternatives. Human beings are highly reluctant to changes and the only possibility of changing our initial condition causes us anxiety and panic; so we prefer insisting over and over expecting the other side get tired before us. It is more a fatigue game than an efficient negotiation.