At what stage should a Recruiter negotiate on the salary with the candidate?

I have a slightly different perspective to this question. Even before we think of salary negotiation, we should have these data points ready. Once we have the below data points ready and then comes the question when should you discuss about it.

1- What is the market benchmark for that role/skillset, what are your potential competitors offering?
2- Is your CTC lesser or below par from your competitors or its fairly competitive?
3- How good is the candidate according to your gut feeling?

Now comes, candidate fitment analysis

The best stage to start gauging salary expectations is in the First Call itself. But, it doesn’t stop there. I tell recruiters, try to engage with your candidates as much as possible, add fun/humor to your engagement. The more comfortable the candidate gets with you & sees you as a potential career advisor, than the one who is just wanting to fill his position. Then, the candidate will open up with you for sure.

Now, if you figure out candidate is attending interview in a company which offers slightly more than you, but you guys have better work environment or maybe he is staying nearby or any edge over the candidate. Then catch up with him for a coffee or anything that holds good for a casual conversation.

Try to speak for the candidate and try convincing why your opportunity is better, even though the other one is offering slightly more. When you are doing this, act like you dont own the Job Req for a while, coz if you dont do this then you will end up forcing the candidate. Try being the best buddy for the candidate & be a proper career advisor. Hitting a right balance on this, takes time & comes with practice.

Talking about CTC starts from the first discussion & goes until the candidate joins. That’s my perspective on it.

Hope this helps:)