We recently were in the throes of trying to close deal with a client software company. The position was Software Manager with growth to Director of Engineering. The technology was Java, Hadoop, HBase, Spring, Hibernate, Multi-threaded, Concurrent, Distributed, Big data. For example purposes, the company offered 127K and the candidate wanted 130K. From my experience, the best way to go is to make your best offer. In a competitive job market, your offer creates feelings of value and good will. While companies and candidates do sometimes negotiate, you may lose the battle by not making your best offer first. Good many times will goes a long way to help you close the deal.