Found in 3 comments on Hacker News
draz · 2013-04-10 · Original thread
for those looking for the adversarial approach, there's also Start with No (http://amzn.to/16QO6sO). While I haven't really used those tactics, I did find many of the strategies outlined employed in the corporate environment.
zby · 2009-02-04 · Original thread
In a way this is very similar to the 'Start with NO' http://www.amazon.com/Start-NO-Negotiating-Tools-that/dp/060... negotiating technique. The idea is that when people say no they will feel obliged to give you the reasons why and then you can adjust your proposal, if they answer 'maybe' then you'll not get any information from them.
https://www.amazon.com/Start-Negotiating-Tools-that-Pros/dp/...
Contradicts conventional wisdom about negotiation goals and tactics. Very actionable advice about using interrogative led questions and avoiding the pitfalls of making assumptions during negotiations.