[ianmcgowan]

It's not crazy if you don't have a good idea of your market value. It's not "don't tell anyone what you want to be paid", it's "make the other side go first, just in case I'm wildly undervalued and the range is higher than I can imagine".

And I've been part of many enterprise software purchases where getting to a cost depends a lot on budget and perceived depth of pockets. Final prices are usually 50% of the first price you can drag out of the vendor, but I've seen up to 90% discounts.

You're right on both counts, as long as the market values are relatively well known to all parties. When it's murky, you're better off letting the other side go first. Sounds like you're very in touch with your own personal market value, so it's not an issue for you.