If you're really good at what you do, and have a unique skill set, you can be more forceful in your salary requirements.
That's what happened to me here, anyway. They had tried to fill a similiar position for a couple years...and when I applied it became a professional level position with appropriate pay. (I'm bragging a little. It's not the first time a position was "created" with me in mind. OK, I'm bragging a lot.)
So, I guess you want to keep in mind what Pie said: if you have unique skills you are marketable. If you have the skills of a hundred other people, you have less room for negotiation.
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A word to the wise ain't necessary - it's the stupid ones who need the advice.
--Bill Cosby
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