In negotiations from a psychological point of view, there is the "boomerang effect" Technic . What is this Technic?

TO understand  the boomerang Technic we must first explain what a boomerang is .

A Boomerang is a wooden device( mainly used in Australia ) that is thrown, primarily for the purposes of hunting . It is a popular misconception that all boomerangs, when thrown, return to you.

In social psychology, the boomerang effect refers to the unintended consequences of an attempt to persuade resulting in the adoption of an opposing position instead. 

According to the Yen and Yang theory:a small discrepancy in opinions between recipients and persuaders will cause boomerang effects, whereas a large discrepancy will produce attitude changes in the advocated direction,The theory of psychological reluctance  specifies the conditions under which persuasive attempts are likely to be effective, and when such strategies may actually boomerang.

The boomerang approach/technique in negotiations  is  the psychological influence in negotiation”( used to  determine  effective means of influencing your counter part' behaviors and choices. 

Negotiation is a social interaction between two (or more) parties who provide arguments in an attempt to influence each other to accept their view regarding the value of the negotiated object. In this sense, negotiation is a mutual persuasion process. 

For example:Consumers certainly feel free to choose between a large variety of products and any attempt to alter these behaviors may be perceived as a threat to these established freedoms. In general, any persuasive communication can be expected to create two opposite forces: A force leading to positive change (i.e., in the direction advocated by the persuasive communication) and a force leading to resistance . If a persuasive communication is worded strongly enough (and the freedom not to comply is sufficiently important to the target of the communication), reactance motivation, the force directed at non-compliance. may be aroused. Under these conditions a persuasive communication can cause subsequent changes in behavior or attitudes away from the position advocated in the persuasive communication. This effect which has been labeled the "boomerang effect").

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There are two distinctive approaches here. From psychological stand point Boomerang effect deals with the oppositionism as a side effect response to an imposed task or message. In fact, people tend to respond better to persuasive message that apparently let them think they have options to choose upon than to more directive and imposed message that affect their percieved fredona of choice.

on the other side, emplouing a Boomerang tactic in negotiation is basically to use your counterpart arguments for enforcing your own arguments. For example if someone argue that your price is 10 percents hingher than your main competitor you agree and add that you appreciate the fact that he decided for the valuable things (yours) not the chep one (your competitor's)  because he is a smart and educated guy. Boomerang tactic with a bit of flatery could result in succesful negotiation.

I would like to second Ms. suha abu-ghosh's opinion.