The common assumption is that a reasonable opening position signals weakness, so people anchor high and expect to be met in the middle. In practice, opposing counsel prices your position against what a judge would actually do, and a demand outside that range mostly costs you credibility on the issues you care about most.
Take a defensible position and make it clear you are prepared to try the case if it is not accepted. Readiness, not volume, is what moves the other side, and cases prepared for trial settle on better terms than cases that were never going to see a courtroom.