So you want a higher salary, you want the best deal possible. How are you going to achieve that? How are you going to make them give you what you want? How are you going to get optimal results out of your negotiations?
In a negotiation it’s you working with the other party. So do you know what type of negotiator you are? What type do you want to be? What triggers the other party, how do they function?
Separating the problem from the people is one of the ground rules in Harvard Negotiating. So what is the problem? What is it you want to achieve and what is your best alternative to a negotiated agreement (your BATNA). What is theirs?