deal fatigue

Definition

The emotional and mental exhaustion that sets in during prolonged negotiations, causing parties to make concessions just to end the process. It's why closing dates keep getting extended and everyone starts hating everyone else.

Example Usage

After three months of back-and-forth, we're all suffering from deal fatigue—at this point I'd agree to almost anything just to close.

Origin

Negotiation psychology terminology adopted by real estate professionals

Fun Fact

Studies show that deal fatigue is why sellers often accept lower offers late in negotiations—the psychological cost of continuing becomes greater than the financial cost of conceding.

Source: Real estate negotiation and transaction psychology

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