Using reverse psychology to get someone to agree to move from a firm position. This technique is based upon the human need to assert one's individual freedom when it is challenged. A negotiator achieves the desired 'reaction' from the other party by paraphrasing their negotiating position in a way that makes it sound more extreme that it actually is; then inferring that they do not personally have the power to change their position. This negotiating approach sometimes results in a compromised position. The other party needs to prove they have the power to modify their position and that their position is not 'fixed in stone.' See Reactance Technique.
