This is called the "Door in the face method" of bargaining. Start with a request so high and absurd that you "slam the door in their face" because it's so absurd.

The next time they try, they'll come back with an offer that sounds far more reasonable than the original request. Since you're still primed with the previous context, your brain makes it sound less bad than it probably is ("At least it's not the first offer!). You're more likely to accept after this.

The opposite technique is called "foot in the door", start with a small request (get your foot in the door) and then increase the ask after the small request goes over.