I agree with you and have actually seen this in action. Another effect I've seen is with someone whose reputation precedes them -- their reputation for always negotiating piecemeal. No one wants to deal with this person, but since the person is important enough to the negotiated deal that people often compromise without too much effort just to avoid the unpleasantness of dealing with this. So in effect, the piecemeal negotiator has won all their points of negotiation in advance!