Nice thought, but unfortunately both sides of the table are usually waiting for the other one to pour the drink. Sometimes you gotta be the bartender.

I like to be the first to start with a number. When you let the other person speak, you let them dictate the value. As a business owner, I know mu numbers including what I am able to pay staff and what I need to charge partners so that I can keep the lights on. I always like to give them the ballpark first (then wait for the 10 second silence as their chin drops on the floor – I've come to expect it), and then proceed. However, this only works when you have effectively conveyed your value to the other party first. If you've done that, the number should feel like a no-brainer... even if they can't afford it, they can understand how you came to it. Bottom line: don't put yourself on the clearance rack.

Great reminder! As a small business owner, in the beginning, there were times I was afraid I wasn't going to get the business and undersold my services. I keep a note by my desk to remind me if I owned an ice cream shop - would I give away free ice cream cones? Know your value and be in a position to walk away.

Thanks for sharing this advise - it's always a fear that I'll say a figure that's too high and the offer will be taken back. It makes sense to let those hiring take the first pass. Any tips on how to respond if they ask first?

This is great advice! I worked with a recruiter on my current position. She had my salary range in her files; I was always upfront with recruiters regarding my requirements. When the job was offered, the company presented a significantly higher salary than I was asking. Had I given my range, I would have low-balled myself. I accepted immediately.

Perhaps I'm not as nice as most of you! If it's a recruiter call, I ask for salary range up front, and tell them it's because I don't want to waste either party's time if we wouldn't be able to make it work later. :)

Unfortunately in a job interview scenario 99% of the time the candidate must supply a specific answer to the question of salary so while a range gets the conversation or negotiation started, a company usually doesn't volunteer much in the way of negotiation.

"Let them pour the first glass" What a great analogy! I'll jump in and answer @meg durcan's question of "What are your salary requirements?" This is how I answer that question: <side note: if you are changing industries or job titles or geographic settings (you are moving to a new city), do your research so you know the average wage range for the specific job you are applying for> Interviewer: What are you salary requirements? Me: "My skill set and proven ability to impact <whatever you impact> has proven that I'm worth between $XXX and $XXX dollars a year. I'm excited about this opportunity with <insert company's name> and I'm willing to discuss a compensation package that includes wages, bonuses and other benefits. Are we in the right ballpark? " and then I stop talking

I couldn’t agree more! How would you recommend candidates answer the question, “What are you salary requirements?” during the phone screen?