Others have pointed out that your main point in negotiation is that you bring $X in value to the company so you should be paid something based on $X but I think

Others have pointed out that your main point in negotiation is that you bring $X in value to the company so you should be paid something based on $X but I think there are some other questions to be resolved too: - Does the company _need_ $X in value? That is, perhaps you're overqualified for the position and it's in their interests to employ a cheaper developer. You might need to convince them that they really do need (and need to pay for) the skills you have. - Is your desired hourly rate competitive globally? If they're looking at remote developers, perhaps you could be undercut by somebody in India or Eastern Europe or even somebody in your own country. - What is the position worth to _you_? If you reject their offer, what does it cost you? What's the delta between your current earnings and their proposal? How easy is it for you to find another job and do you expect similar pay?