You should start on the outer bounds of reasonable otherwise it's just posturing that's not taken seriously.
But yes, if you're negotiating with someone who takes an extreme position, you don't start with a compromise position. That's interpreted as weakness, and stiffens their resolve to maintain that position. You start with your own extreme position, and the natural tendency is to meet in the middle. Obviously political disputes are a lot more complicated than a business business one, but same general concept.
This btw drove me batty with Obama. He seemed to always want to appease and compromise. Find common ground with Republicans who said they'd oppose any legislation proposed from the start. He thought the public would respect that. I think they respect strong stands followed by compromise, not bending over.
Sanders was attractive that way. He proposed Scandinavian type tax increases on millionaires and billionaires. If he became president, that couldn't have happened. But wtf, if Republicans are going to oppose everything, you publicly oppose everything they offer. Then you budge a little and look like a hero. That forces them to budge or they look like dicks.