At no time

At no time, especially during salary negotiations, do you want the employer to think of you as simply “filling a position.” Rather, you need to be thought of as an individual with special
talents who can help the employer solve problems and who can add value to the bottom-line profits of the company.

So few people actually do a thorough inventory of their abilities and are able to communicate them. I’m certain that after doing the exercises in the previous seven chapters, you’ll be able to absolutely shine as that ideal candidate who brings extra value
to the organization. With extra value comes a higher salary. Let’s continue with the last two bargaining factors.

3. Determine your target salary and benefits. Your target salary should always be 15 to 20 percent more than what the employer initially offers. Learn to quickly multiply by 15 or 20 percent and add it to your salary figure on the spot if you need to. Distinguish between the benefits you absolutely need and those you want. (See page 139 for a list of benefits.)

Taken from : Fearless Interviewing - How To Win The Job