Pocketing the concessions

One of the things you learn when you come here is that the region has a different 'negotiating style.' When I did business in the US, we would come down to the last few disagreements in a transaction and split the difference. My guy will concede a, b and c if yours will concede d, e and f. We'd agree, the clients would sign off (secretly, the clients didn't care about most of those issues anyway)