I got that dreaded question "So, what do you think you are worth?"
I never answer that question because I think it is a trap. If I answer less than I'm not confident, if I answer more than I'm arrogant. So I tell them "I'm worth what you are willing to pay me" or something on those lines.
I generally answer with what I'm currently making. Admittedly, I make at the top end of my profession, but that establishes the fact that if someone is paying me that now, then I must be worth it or at least close to it. Inevitably that is followed by "Would you be willing to take less?", and to that my response is something along the lines of "I'd like similar compensation, but we can negotiate the particulars"
If it's a position I'm wanting, then I follow up with something like "I might be convinced to take less at the start, until you are comfortable with me".
That leaves me in the driver's seat, but also leaves the door open to discussion. In effect, I am establishing parameters, that I am willing to be reasonable but there are limits.
When I was unemployed for 5 months, I was getting desperate and basically saying "what are you offering?". Despite the fact that I NEEDED work, I now realize that was completely the wrong tactic. When I got the job I have now, I had the good fortune of having a recruiter who actually took the time to work WITH me (BTW, it was E2 Recruiting, pronounced "E squared", at
www.e2recruiting.com, those guys are AMAZING, Brian Abbot was the guy I worked with). The recruiter found me on Monster, and actually worked with me to build a resume that was targeted to the prospective employer, gave me all kinds of advice and coaching, and ultimately helped me land my current job. He convinced me to go back to the tactic I had used in the past, which I've outlined above. Obviously he wanted me to get as much as possible because he got a cut, but it was still good advice, IMO.
You're right, you can't appear too needy or you'll get raped, but you can't appear to arrogant either.