Don't use honesty as an excuse for letting someone pick your pocket. Here's what happens when Mr. Niceguy mentions his requirements first.
You: I'm looking for $90k
Boss: Oh I think we can get you there, we start everyone at $70k then adjust based on performance. Perform well and you'll get there (you won't).
You: Oh, well I'd prefer $90k to start, and the position is worth $90k.
Boss: We don't make exceptions, and you don't really meet requirements X and Y for the position. But we'd like to give you a chance to learn here.
You: No I really deserve 90k, I might go 85k with the proper benefits.
Boss: Ok so will start you at 75k, and our normal benefits package of barely subsidized medical/401k/2-weeks vacation is easily worth 10k. Glad we could come to an aggreement.
You can be tough and honest. Negotiation isn't about being dishonest. You can negoatiate very well and be honest the whole time.
You: I'm looking for $90k
Boss: Oh I think we can get you there, we start everyone at $70k then adjust based on performance. Perform well and you'll get there (you won't).
You: Oh, well I'd prefer $90k to start, and the position is worth $90k.
Boss: We don't make exceptions, and you don't really meet requirements X and Y for the position. But we'd like to give you a chance to learn here.
You: No I really deserve 90k, I might go 85k with the proper benefits.
Boss: Ok so will start you at 75k, and our normal benefits package of barely subsidized medical/401k/2-weeks vacation is easily worth 10k. Glad we could come to an aggreement.
You can be tough and honest. Negotiation isn't about being dishonest. You can negoatiate very well and be honest the whole time.