Your best bet in negotiating is to keep as much uncertain as you can -- for example, you could say, "I can't commit to these more challenging work conditions until I see a solid salary offer." Or, "I'll have to assume that's not the final word on salary," and keep on going. I disagree that you harm yourself by appearing more interested in more $ than in the promotion. For god's sake, it's work... of COURSE you're interested primarily in the $. Don't undervalue your own time and commitment. Even though as an internal candidate they know your current salary, which is a negative in this negotiation, they also know your drive and talent -- and that is in your favor. You don't want to look like you are making your superiors jump through hoops for no reason, so you are best off stating at the outset and repeatedly, "I won't know if I can take the position until I see the full scope of what's being required me and the solid word on salary." It's difficult to negotiate for oneself, but you can do yourself a big favor by giving considerable thought up front to what terms you'd find acceptable, write down these terms, and then work from your head, not your heart. Refer to your written terms throughout the process. If your employer can't or won't meet your salary requirements, then perhaps you can't get an additional few weeks of vacation or some other substitute of value to you. Good luck.