” I’ve been in many negotiations where a party threatens to walk out and a revised offer is made by the other party.”
I am retired now, but for 35 years I was a litigation analyst in the insurance industry, and negotiations were a huge part of my job. There was no acceptance of an offer, and if there is no counter-offer there is no negotiation. Negotiation by its very definition means a process undertaken for the purpose of obtaining an agreement, or an acceptable conclusion or result. In the instant case, there was no such process.
Put another way: You go to a car dealership to look at cars. You look at the sticker price of one (an offer), shake your head and walk away and buy a bike. There is no negotiation, because there was no process towards an agreement. Now, if you had called over the salesperson and told him or her that if the sticker price is reduced by 10% a sale could be achieved, a negotiation would have commenced.
Interesting. Thanks for the benefit of your experience.
By those definitions I would posit that standing up and threatening to walk out is a counter offer. Then the negotiation continues.