If more Realtors and buyers and sellers could or would recognize these simple facts, we would all be better off.
Good negotiations are not personal. When buyers and sellers focus on what the other person is getting, negotiations deteriorate.
I remember the conversation during the hot market about how the “seller shouldn’t make that much!” quite well – and each time it was irrelevant, but important to the buyer to have – if only to work through it.
Focus on what matters. Standing on principle and positions is a failing stance.