When negotiating, you don’t want to over-shoot and end up in the realm of diminishing returns.
During negotiations, you need to keep in mind the distance between you and the other party and check: Is it more than what you’ll spend or lose if you don’t settle?
This question can come up right away, or as far in as impasse. Beware, though, it’s typically clouded by a fight over principles. Certainly, principles have their value, but principles aren’t negotiable. Negotiation occurs over pragmatics.
I encourage you to keep your eyes on your objective – your achievable objective – and carefully recognize when you might be about to exceed the point of maximal opportunity. Decide what you want to pay for, or not.