#1 Give a "range". When you are asked what your expectations are, it should be a single finite number. The minute you give a range - say 0.8X to 1.2X, you've just settled for the lowest number i.e. 0.8X. Why would any sane employer offer more?
#2 Give a quotation before they prove value. Always quote a price when all the interviews are done. At that time you are in a position of power.
#3 Price themselves based on what the market says and not on value provided. Think in terms of how much business you are bringing in, how much money you are saving them, how much would it cost if the employer got someone really bad.
#4 Not seeing the employers view point. The employer wants to get a "good deal". He wants to have saved money in the deal. If you ask for 2X and then settle for 1.5X, both parties leave the deal feeling like they have won.
I suggest giving a range but with a twist. The lower end should be what you ideally want so even if the employer gives you that amount, you will be ok. Now the point in my opinion is that you come off as "Flexible" while giving a range giving an impression that you can be negotiated with. But if you stick to a fixed number, then it sounds a little rigid. I think it is more psychological than anything.
You can say 0.8x salary + 1.5x equity or 1.2x salary + 1.1x equity, etc. That's where the range comes in. Not a range of salary, but a range of combinations of options.
In any case, as the weaker party in employment negotiates, it's best to never volunteer any concrete information yourself.
#1 Give a "range". When you are asked what your expectations are, it should be a single finite number. The minute you give a range - say 0.8X to 1.2X, you've just settled for the lowest number i.e. 0.8X. Why would any sane employer offer more?
#2 Give a quotation before they prove value. Always quote a price when all the interviews are done. At that time you are in a position of power.
#3 Price themselves based on what the market says and not on value provided. Think in terms of how much business you are bringing in, how much money you are saving them, how much would it cost if the employer got someone really bad.
#4 Not seeing the employers view point. The employer wants to get a "good deal". He wants to have saved money in the deal. If you ask for 2X and then settle for 1.5X, both parties leave the deal feeling like they have won.