[jreeve]

Just being honest has worked for me.

I'm a freelancer, and over the last couple of years I've transitioned over several positions. It is much easier to negotiate a new salary when you have a job offer in hand, though I've never taken a counter offer.

It helps to know that there is usually a large-ish cost in acquiring a new hire that most folks want to avoid... and that just because you have a job offer from someone else you don't necessarily have to take it.

The last two clients I worked with were quite flattered when I asked for a counter offer, though because a) I'm still kind of new as a developer and b) it's my second career neither of these folks were paying half what my new offer was neither could really match the newer offer.

Perhaps it would be different if I were a w2 employee (and I believe that I only have one or two more transitions to make before I top out at what I can effectively earn, though I am quite good at what I do).... but having a job offer in hand doesn't mean that you can't or shouldn't specifically ask your current employers to make a counter offer.