I think you should approach it as their starting offer and negotiate from there, especially if you know people there and the payscale. If 200k is what you want

I think you should approach it as their starting offer and negotiate from there, especially if you know people there and the payscale. If 200k is what you want tell the recruiter "If you can get me to 200k its a done deal and I'll sign the offer." This makes it clear what you want, takes pressure off them because they know they have you for sure if they meet the number and can sell the hiring committee and if anything they will come back with a number somewhere in the middle. Oh and make sure you negotiate your benefits first, as it'll be harder for them to give your more once they've stretched themselves.