As negotiators, one of the key points about negotiating that has been drilled into our heads is that in order to be successful, we always have  to be able to use our negotiation styles and negotiating techniques to  reach a deal with the other side of the table. 

There has to be a common  middle ground that both of us can agree to. If we are not able to reach  this point, then we have failed as negotiators. Although this is classic  negotiating training, it turns out that in the real world things are a  bit different. 

There are situations in which reaching a lose-lose agreement might be in the best interests of both sides.