That's why, if possible, you negotiate when you already have another offer. I negotiated a +50% annual pay raise at my last job because I was completely willing to walk away for another job.

I also got the raise because I was playing an important part in a high value project at that time. I felt a bit guilty about the possibility of leaving the project in the lurch, or negotiating when my value was at its highest. I thought it would lead to resentment from my managers if they thought I was strong-arming them.

But they agreed to the rate, and never showed resentment. Every successful business person or trader knows to sell high, but sometimes the rest of us forget.

> If hirer has an equally good candidate or consultant who quotes a lower rate: you're out of the running.

If you can easily be replaced by a new hire or a consultant, you don't deserve the higher salary.