Imagine that you were thinking of hiring someone and after the candidate sensed you were hesitating, or you told them that you were still considering several candidates, they began to lower their salary “requirements.”
How can you not think that they were devaluing themselves upon the slightest pressure or that, under pressure, they are willing to discount themselves. And if they are sales people, if they have so little confidence in themselves, what confidence will they have in your products?
Imagine in the above situations that you had not even thought that salary was an issue at all. After all, you had not asked them to lower their price. Yet, this is what whole categories of software companies do — what they push their reps to do!
The software industry often does the silliest things.