What effect do extreme offers have on the opponent's views regarding a bargainer's preferences?

Extreme offers can significantly influence the opponent's perception of the bargainer's preferences. When one party presents an extreme offer, it suggests that they possess strong preferences or desires that are not in line with typical or moderate expectations. This can lead the opponent to reassess their understanding of what the bargainer truly values or is willing to accept.

The nature of an extreme offer often sends a clear message about the priorities and objectives of the offering party. It indicates a level of commitment to a particular outcome or goal that might not be present with more moderate offers. Consequently, the opponent may perceive the bargainer as having a greater stake in the negotiation, leading them to adjust their strategies and expectations accordingly. This can either prompt the opponent to negotiate more assertively or to rethink their own position based on these newfound insights into the bargainer’s preferences.

In contrast, a lack of significant effect, perception of inflexibility, or encouragement to accept lower offers does not accurately capture how extreme offers alter the landscape of negotiation and influence perspectives.