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The only thing that I think I can add is this..
In my last attempt to negotiate (which went well), I was asked about my salary expectation. I replied that I had been looking around, and had come to the view that the rates being offered for "skill X" were between nnnnn and nnnnn.
I got no negative reaction, so then I proceeded to say that given this range and my experience/history, as well as my ability to deliver X and Y for clients - I would be looking to a salary of around Z.
I think the key thing that worked for me, was not making it personal - and simply stating the market facts as I understood them.
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