There is a concept in psychology called anchoring. This is used to advantage by persuasion professionals such as negotiators, salespeople, and other compliance seekers.
Basically, it means presenting the initial offer for negotiations and having the right ones ready for the rest of the negotiations.
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For example, if you're applying for a new job and the recruiter asks what salary you'd like, your answer will determine the rest of the tone of the negotiation. Say 100,000, stick to that number, and if your recruiter is flexible, they might stick to that number, or at least be swayed by it.
If they know he's offering 60,000 but the max is he's 80,000 and they're trying to get to 70,000 maybe they're starting at 70,000 right now so they're saying 100,000 It's not that bad for them. Basically, it creates a psychological sandbox that you can play in to progress. Give power.
Of course, it's worth noting that you'll be more successful if you do your research beforehand. Figure out what the other side can offer and where the high end of their comfort zone is. If you're too high, they'll probably think you're out of touch and crazy. My rule of thumb is to push your opponent to the top of their comfort zone. To this extent, I do not spoil the relationship at all. The other person knows I have enough self-respect to ask what I want and bargain hard to get it. that.
But I want to build and maintain good working relationships, so I don't want to squeeze them down to the last gram.
Anchors are important because they set the foundation for the rest of your relationship. Make sure you do it on purpose. That way, you can unlock a whole new set of personal powers.