Understand the Employer's Perspective
Two ideas are often misconstrued by employees when it comes to employers. If you carry either or both of these perspectives, you need to alter your thinking.
The first misconception is that businesses are out to squeeze employees. It certainly is true that a business is hoping to get as much production in the time allotted as possible. To do otherwise would be foolish and ultimately lead to failure. However, rarely is this done without regard to the employee.
The second misconception is that there is little or no room for negotiation with an employer. Often, the job seeker feels that the employer holds all the cards, that as a job seeker, he has no bargaining power. You must understand that every employment arrangement is a barter for things of value. Read Chapter 6, "Attitude." Good employees are a rare commodity, and business owners and management are more than happy to make concessions when they see value.
Remember: A business that fails due to lack of production is the same as being unemployed. Ultimately, you must understand that your employment is a cooperative agreement between you and the employer. You are there to provide value; the employer is there to provide a product or service. Both must take part in the success.
This idea should help you in negotiation. If you have a realistic sense of the value you bring to the table, you will be more likely to negotiate from a more powerful position.
This assumes that you are bringing value to the table and that your perspective and actual practice shows that you can produce.