One client was a general manager with Exxon, earning a substantial income, but wanting to win a new job at a 20 percent increase. At that point, having been encouraged, Bill explained his present income. To make a long story short, he accepted a position. However, he later found out that the last person had been paid 40 percent more, and that the company fully expected to match it. Now, the moral is simply that you should never negotiate based on where you've been.
Negotiation is like poker.
Premature discussions about money can be a real deal breaker. Besides, the more enthusiastic an employer becomes about you, the more likely he'll be willing to pay more. If we can agree that my experience fits your needs, I doubt we'll have a problem on compensation. My concern is whether your needs call for someone with my background. And while money is important, I'm not locked into a specific figure, because of these considerations.