In general, all negotiations start with a ridiculous wish-list offer, as any further discussions sound more reasonable by comparison. Calling people on their B

In general, all negotiations start with a ridiculous wish-list offer, as any further discussions sound more reasonable by comparison. Calling people on their BS is sometimes an impulse control test, as perceived insults may not be necessarily intentional. Talk of legal what-ifs generally make people question if a deal is already going sideways. Negotiation of terms should be a paperwork revision process, and not something dropped on some company rep. If the key agreement terms are incompatible, just walk away... if people are interested, they may reevaluate the deal terms after the board cools off their egos for awhile. Best of luck, =)