Salary tips from our TRN staff...

Listen first, negotiate second. Decide if the position is good fit. Establish a base pay, then wait.
Demonstrate excitement for the position BUT do not discuss your personal need for it. Once an offer is made, be prepared to walk away. Don't be afraid to pause if the offer is good. Take a moment to accept.

Remember that negotiations are creative collaborations. They are not confrontations. "Salary levels are largely dictated by market forces (notably the cost of replacing the employee), and the contribution that the employee makes to organizational performance (which is particularly relevant for roles which directly impact on profitability). When you acknowledge this principle you begin to take control of your earnings." (http://www.businessballs.com/payrise.htm)

Leverage what you bring as a means to helping your future employer get what they need. Always negotiate from a position of confidence, not arrogance. Work towards a win-win, not a victory that leaves you on an island.