[emcrazyone]

100% agree with just about everything you said except if I may expand a bit.

"If someone comes in and their range doesn't overlap with mine"

Right there is where I think both sides need to do their homework. I have interviewed many candidates over the years that had no clue what the going rate was for a given market and given area.

Example: Oracle DBAs in New York and SanFran command more than the same Oracle DBA working in Detroit at one of the big 3 automotive companies. If you don't understand these dynamics, you're pretty much at a disadvantage and that goes for both sides.