If you’ve been head-hunted or approached by a recruiter and find yourself in sight of a new job, do what you can to stall salary discussions until the employer decides it needs you.
That way, once you know you are the person they want, you have negotiating leverage.
There’s a good chance recruiters and interviewers will pressure you to name your price before it gets to that stage. Politely decline and say you’ll be happy to discuss pay when you know more about the job.
When negotiations start, aim to get the employer to name their figure first. If the pay is what you expected or better — you are home and dry.
If the offer is not enough, just say “it is not enough” and let them come up with a better figure — though you’ll probably be asked “what is enough?”
Make sure you have an answer.