How does using extreme offers or requests benefit a bargainer?

Using extreme offers or requests benefits a bargainer by signaling to the opponent that they are serious and not willing to be easily manipulated or taken advantage of during the negotiation process. This strategy sets a strong tone for the negotiation, establishing boundaries and expectations. When a bargainer presents an extreme request, it often serves to draw a clear line, allowing the opponent to understand the negotiator's values and priorities.

This approach can lead to a more equitable negotiation by encouraging the opponent to reassess their position and possibly make concessions in order to arrive at a more mutually agreeable outcome. It indicates that the bargainer has a solid basis for their demands, which can strengthen their position and negotiate from a place of confidence.