> The first question is necessary since the numbers have to start somewhere.
It’s not, though. The only thing asking the candidate for a number specifically generates is leverage for the company performing the interview. The company can just as easily provide a range to start “the numbers” and display good will to boot.
I’m sure they do that somewhere. Most places it’s a simple “this chart shows industry salaries favor the employer by some percentage when the following question is asked” during training.
It’s not, though. The only thing asking the candidate for a number specifically generates is leverage for the company performing the interview. The company can just as easily provide a range to start “the numbers” and display good will to boot.