The aim of the talks is not necessarily agreement. The fact that the agreement - it is only a means of satisfying interests. The purpose of the negotiations - to find out what is more for your benefit: an agreement or the best alternative to a negotiated agreement (NEA). NEA - an alternative exit from the game. This is the most rational course of action in the absence of an agreement. If you are negotiating with the chief of relatively higher wages, the best alternative for you can be a job in another company. If you haggle with the seller, the NEA can be considered as a conversation with the manager of a department or an appeal to the services of another store. In the case where the two countries dispute regarding the terms of trade, the best alternative may be an international court. As a rule, appeal to the NEA leads to additional costs and impairs relationships - that's why you are negotiating, pytayasnayti best solution.