How can a bargainer use extreme offers to their advantage in negotiation?

Using extreme offers can be a strategic tool in negotiation, particularly when a bargainer aims to gauge their opponent's response patterns. When a negotiator presents an extreme offer, it often serves as a high anchor point in the discussion. This initial position can elicit important information regarding the other party's thresholds, preferences, and overall flexibility.

By analyzing how the opponent reacts to these extreme proposals, the bargainer can gain insights into what the opponent values most, their willingness to negotiate, and how far they might go in their concessions. This understanding can inform the negotiator’s subsequent moves, helping to tailor their strategy effectively to achieve a more favorable outcome.

In contrast, ending discussions quickly, asserting dominance, or isolating the opponent from necessary information may not leverage the full benefits of negotiation dynamics. These tactics could risk severing communication or fostering resentment, which potentially leads to a breakdown in negotiations rather than productive dialogue. Focusing on responses to extreme offers promotes a more interactive and insightful negotiation process.