The goal of every negotiation isn’t to extract the theoretical maximum from the counterparty. The goal can be to reach a mutually agreeable solution as quickly

The goal of every negotiation isn’t to extract the theoretical maximum from the counterparty. The goal can be to reach a mutually agreeable solution as quickly as possible. In this case, saying “this is what I’ll agree to” up front works towards that goal even if it does leave some meat on the bone.