ComputerWorld's write up on negotiation offers some pointers that can help consultants, not just IT jobseekers. The main ideas I gained from the piece include:

• Preconditioning the client
• Strategically selecting target clients
• Doing a self-assessment and filling in the gaps
• Learning the client's industry
• Creating a great set of marketing tools

As I've said before, negotiation is one of the most important tools in a consultant's toolbox. As part of your personal development, look for ways to hone your negotiation skills. If nothing else, it will help with negotiating your fees.