Never be the first person to name a figure
This is an expensive lesson to have to learn, but a good one. I do a lot of contract work, and one of the first questions I'm usually asked is "What's your hourly rate?". This is a high pressure question, and I often found myself blurting out a figure that was lower than what I really wanted.
These days, I've learned the importance of getting the other person to say a number first. Now, I respond to that question by asking "What's the budget for this contract? Or, what were you expecting to get for this....". Often, I'm surprised to discover they're offering me a better deal than I thought they were.
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