The defense attorney is trained to immediately reject your initial settlement demand, no matter what it is. If your demand is exceedingly high, he will often make a comment or two that your demand is simply outrageous.
"Are you kidding me? That's your demand?"
"You're out of your mind...that will never happen..."
"What planet are you on?"
No defense attorney ever says "That's a very reasonable demand and maybe we can settle for that number."