From: Caitlin Wilterdink (edited)
If your candidate is also interviewing at other companies she sees different compensation plans and that might make her demands go higher.
So have the comp conversation more than once.
I ask these questions before, during or after an onsite interview
1. Do you have other offers? If yes, what companies and how much?
2. How do you feel about our company. What do you like about the opportunity?
3. Have your compensation expectations changed since we first started speaking? If yes, what's changed?
You have to know this. You want your candidate to be excited about your offer.
If you come in too low it’s a huge let down. The candidate now has doubts about your ability to please her.