Yes, don't offer a number. They might make you feel silly for you not offering one but that's part of their tactic. Just mention your qualifications and that yo

Yes, don't offer a number. They might make you feel silly for you not offering one but that's part of their tactic. Just mention your qualifications and that you want to be paid market rate or slightly above. Also, apply to several other jobs so you have competing offers. Do mention your other applications if specifically asked. And in end-stage negotiations feel free to play the companies off each other, such as "Sorry, I'd really love to accept, but I have a competing offer that makes much more financial sense for me at this point. I haven't firmly accepted the other offer yet, as it's been a very difficult decision since your company has such a wonderful opportunity." But don't bluff and don't act like you're taking a bank hostage; be civil, honest, and prepared to follow through on what you say. And at this point, Joel's advice applies: http://www.joelonsoftware.com/items/2008/11/26.html http://www.joelonsoftware.com/items/2008/11/26.html But at the end of the day don't get too wrapped up in money or extracting maximum value. You have years and years to climb the pay ladder.