This corporate point of initial exaggeration is what I posted about before.
In short: An offer must be believable. Other the other party will think you are a fool.
If you want $100,000 in salary, you should ask for as much as you possibly can – without it sounding like you are being disingenuous.
Don’t go over the invisible line. But get as close as you can. For the anchor amount is almost just as important…
The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.
-Robert Cialdini, Influence