There are times that the popular expression “The Buck Stops Here” coined by President Harry Truman doesn’t apply in negotiations. For example, in rejecting an offer, there are times where passing the “blame” onto someone else serves a very useful purpose. In this way, you’re not the enemy and you may then be able to find common ground.
Also, it helps to put yourself in the other guy’s shoes. Consider what he’s thinking and why he wants to make a deal, then try to align his incentives with your own.
By always asking for more than you really want, you have the chance to make sacrifices and still accomplish your goals.