I'll tell you something. Next time I am negotiating I will start HIGH and go LOW. It won't work, but I would love to see the face of the sales guy.

I am the WORST negotiator one earth. I learned that a long time ago, hence I go in with what I have in mind and I do not budge.

But why? It's the same number in the end. Is my willingness to play this type of game worth $500 to the sales person?

It shows good faith. It shows your willingness to negotiate.

You can go through life upset that the world doesn't work the way it "should" - you can even refuse to participate like the original poster. But you will generally have a worse outcome, so is it worth it? Why not play along, just a little?

Same thing goes for: dressing up (why should it matter if I'm in a suit?), sending thank yous (why should it matter if I already said thank you?), and just about any other social grace.

I don't think this matters as much when dealing with a professional negotiator. He has less feeling involved.

With a private party, I agree with you.

I completely agree with your type of thinking. I've always thought the negotiation game ($9500 + $0 != $9000 + $500), while sensible from a psychological perspective, is downright silly. I'd probably act the same as rokhayakebe. Sure, it isn't a negotiation, but perhaps I don't need to negotiate. If I've got a price and I'm settled on it, we may as well get down to business. After all, my time is worth something as well, and six-hour battles at car dealerships sound like a waste of it to me.

You confuse negotiation with compromise. They're not the same thing.