I'm trying to understand the principles of "Information Asymmetry and Salary Negotiation".  Has anyone read any new research on this topic which can prove one way or another whether the 'first person to name a number' loses?  I don't believe that entirely, although in some situations I do.  My client was upset that I told a candidate the top of the salary range, although the candidate was $100K per year above the salary range, but still interested in the job, even after I tried to discourage him (negative selling technique) ...  I guess the critical point is, should I have tried to discourage him even more, by naming a lower number?  I say no, but my client is skeptical.  A complex issue of game theory and economics, in my opinion, but common-sense should prevail, shouldn't it?  How much can I get away with 'pushing my luck' by trying to recruit a $200K+ per year candidate for $160K, when he's already over the top of the range, but still interested in the job despite a minimum $20K cut in earnings (at $180K, the number I provided)?