if someone tells you their list of wants, you could just start replying to their wants or you could completely reframe the conversation in various ways

1) you could start off by saying this is the process you’d like to have for the negotiation. You don’t even have to respond to their first offer or a pitch or position.

2) you could list of all the things you think both parties agreed to. It’s called Bridge building start off telling them what you believe that both sides agreed to and that you certainly agree to and see if you can can’t start it with a bridge.

3) you could also start off by accepting some of the things that they offered and then come back with either a reframing of the method and process of your negotiation or a bridge building offer