Negotiation is a matter of finding an outcome that works for both sides. Perhaps one side gains a bit more than the other, but working to squeeze money out of one party is sure to eventually backfire.<p>The issue that you&#x27;re trying to solve here is that you&#x27;re wasting time. The solution to that is simple: go in with a salary that would make you happy&#x2F;delighted. Sure, is it <i>possible</i> that you might be leaving money on the table? Yes. But, that&#x27;s not the problem we&#x27;re trying to solve here. This is an expectations problem where the two sides expect severely different outcomes. Those need to be aligned before negotiations can really even take place.<p>If the issue was that you thought you were constantly leaving money on the table, then yes, perhaps a different approach would be necessary.