Make them an Offer they Must Refuse: A negotiator starts off the negotiation by asking for a very large concession or favor from the other party—one that the other party is almost certain to refuse. When the request is refused, the negotiator makes a much smaller request, which was the option they wanted all along. Begin negotiations with high aspirations. A high aspiration creates a contrast effect so that the other party views any following request that is less extreme to be more reasonable.