re: How does one go about negotiating salary?

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every employer will say this but it NEVER happens. Get your money upfront. I have negotiated salary several times and I have always asked for Way more then I actually wanted, then they counter with more then I was trying to get.

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I'm getting ready to make my arguement for a promotion in a few weeks. I've been taking on more and more work for two years now and have been working at a level above my current pay grade for almost 2 years.

I have my arguement together showing what I've been working on, I hightlighted everything I do on my current job description as well as the job description that's one level up.

My arguement is very strong to be promoted, but my dilemma is what do I do if I'm not happy with the salary increase that's given? I've been working beyond my current grade for almost two years and haven't been getting what I feel like I deserved during that entire time. Is something like this negotiable? I do have a number in mind that I would be happy with, but what do I say to try to squeeze more out of them if they don't give me what I'm hoping for?