I’ve always found this scene from Better Call Saul very interesting.
The way that Mike tips the negotiation in his favor (at 2:41) is by saying “maybe I need the $50 thousand more than you do”.
Conventional wisdom for negotiation would say to never reveal information that puts you at a disadvantage.
And yet by revealing that he is desperate for the money, he actually gains position.
I think this relates to the fight or flight phenomenon. Kind of like “a cornered animal is more dangerous than a free one”
I think it’s also why a homeless guy with a limp is more scary than one without one.
You know he’s desperate.