A city council is negotiating with a real estate developer to build a complex downtown. The project includes apartments, retail shops, and green spaces. For the economic impact of the project, the city council believes the development should generate at least $$1$ million to maintain profitability. However, the average comparisons of nearby cities with similar projects has been roughly $$1\mathrm{.}2$ million in tax revenue. On previous projects, the developer has witnessed projects that gross roughly $$800k$ in tak revenue. What terminology best describes this use of multiple reference points of comparison?

Framing of negotiator judgment

Self$-$serving reasoning in negotiations

Contingent contracts

Overestimating your value in negotiation

BATNA