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 o

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. The issue that you're trying to solve here is that you're wasting time. The solution to that is simple: go in with a salary that would make you happy/delighted. Sure, is it possible that you might be leaving money on the table? Yes. But, that's not the problem we'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. If the issue was that you thought you were constantly leaving money on the table, then yes, perhaps a different approach would be necessary.