The interviewer followed me, and asked in the stairwell what it would take to get me hired. I said that I had multiple opportunities in the Boston area north of $80k, but wanted to stay local. He countered with "I'll get you $35k, and review your compensation in 3 months". I kept walking.

In the parking lot, we reached an agreement. IMO, it was the first time someone had walked out on him, and he got flustered. I worked in a busy sales job when I was in college, so I was used to dealing with his style. Once they start following you, you've won the negotiation.

Basically, his strategy for any purchase was to dramatically low-ball and act very important. It worked enough that he was very proud of it -- he would extract huge concessions from unwary vendors.