It is a question to always ask and one that all relies upon. If you are a professional you need to focus on the goal at all times and not be distracted by the small stuff or the things in a transaction that don't really matter. Early on I learned that if there wasn't a deal to be made the other stuff did not matter at all.
Once in awhile in the course of doing business we forget the bottom line, and when we do we sometimes focus on things that don't really make any difference. Bring yourself back and ask yourself.......is there a deal to be made.