In the first example, if the company was willing to pay 100, why would they say 60? Because you've told them you want 100k, and they think by offering 60k, the

In the first example, if the company was willing to pay 100, why would they say 60? Because you've told them you want 100k, and they think by offering 60k, they might be able to (easily) get you down to 80k. If they were willing to pay 100k, this is a win for them.