With startups, I disclose a target comp that's in the mid $200k range (I truly believe that's market rate at BigCo). They then make their best salary offer and

With startups, I disclose a target comp that's in the mid $200k range (I truly believe that's market rate at BigCo). They then make their best salary offer and try to convince me that the equity makes up for the difference. Since equity is funny money, they tend to overvalue it and it's really easy to discount its value and say the offer isn't high enough. I get a serious offer plus lots of negotiating wiggle room.