A man explains a key principle of negotiation, stating that in life, "we don't get what we deserve, we get what we negotiate." He argues that in any negotiation, the party that is more eager to close the deal and less willing to walk away holds less power.

This eagerness communicates that you need the other party more than they need you, which weakens your position. The speaker emphasizes that this is true regardless of the objective value of the offer. He advises against being overeager and acknowledges that while this approach may cause some attractive options to be lost, it is better than securing a deal on unfavorable terms.