Plaintiff: $1 million. Plaintiff begins high. The initial demand is the result of his decision tree analysis.
Defendant: $50,000. Defendant moves slowly. Defendant moves cautiously.
Plaintiff: $950,000. Plaintiff signals his unhappiness with defendant’s response.
Defendant: $75,000. Defendant plays by ear.
Plaintiff: $850,000. Plaintiff wants to understand the defendant’s behavior.
Defendant: $125,000. Defendant keeps playing his game.