The negotiations proceed formerly and respectfully. From the lack of hesitancy in which the conversation proceeds, coupled with the deference shown by each side to the other, it is apparent that they are proceeding along the lines of a well-established protocol.
Abraham is not reluctant to show great respect even for those who do not serve the Lord and we should always remember to be courteous in all our dealings with all men, and to respect those who are considered great in this world, even though in the world to come, all values will be changed. We are not revolutionaries who try to overthrow the order of this world just because all things will be different in the kingdom of God. The Lord has established the order of this world and we are to respect it.
But why did Abraham feel a need to purchase a burial plot? He was offered the choice of any of the burial sites that he wanted belonging to the Hittites. It is clear from what follows that he did not wish to take anything for nothing from them. He did not want to owe them anything or to need to say that they had enriched him. That this was on his mind is evident from what he says to the king of Sodom later, ‘I have raised my hand to the LORD, God Most High, the Possessor of heaven and earth, that I will take nothing, from a thread to a sandal strap, and that I will not take anything that is yours, lest you should say, “I have made Abram rich”’ (Genesis 14:22-23).