First we will talk about common

• First we will talk about common fears of negotiating and some responses to those concerns.
• Next, we’ll compare the stories of two negotiators, Thomas and Stephan, and exactly what choices enabled one of them to get $30,000 more in salary for the same job.
• Third, I’ll present what I call the four bargaining factors. These are four things you need to do and/or decide before stepping up to the bargaining table.
• Next, we’ll analyze the technique of open-door negotiating, the surest way to bargain for a higher salary and more comprehensive benefits.
• Finally, we’ll observe blow-by-blow salary discussions of successful negotiators so that you can see the four bargaining factors and open-door negotiating techniques in action.

Common Fears about Negotiating
You might be hesitant to negotiate because of any one or all of the reasons listed below. Take an honest look at yourself now, before you go into an interview, to see if you are holding any of these ideas about earning money or negotiating a salary. Most people try to avoid salary negotiating. In fact, it’s not at all unusual for people to dread this part of the interview.

Taken from : Fearless Interviewing - How To Win The Job