[Carth]

I think you'll find it's called 'negotiating' . . or bartering as us old ones know it.

It works like this:
A) Put an offer on the table wanting much more than you're willing to accept.

B) Discuss terms with the 'opponent' until you get to the stage where both are happy.

C) Shake hands, walk away satisfied with the deal, knowing you got exactly what you wanted, but gave the impression you had to 'give up' some things to get it.

No matter who wrote the first list of demands, it was never going anywhere but the bin.