https://www.amazon.com/Start-Negotiating-Tools-that-Pros/dp/...

You would probably enjoy "Start with No" [0] referenced in the book. I took away a few lessons from this book :)

[0] https://www.amazon.com.au/Start-No-Jim-Camp/dp/0609608002/re...

Never split the difference : Chris Voss [0] & Start with No : Jim Camp [1] opened my eyes to tactics used by sales/"business" folks when they negotiate with me and provided some tips which help me in my own negotiations. Case in point: A car dealer mentioned to me casually that a car whose MRP is AUD 38800 would never be discounted below 34000. I took it as a psychological "anchor" that had to be explored and negotiated rather than agreed upon without discussion. Started with a random figure of 32349 and ended up with getting the car for 33500 ( given that it was my first negotiation, I think it's a win :-) )

Influence by Cialdini is a timeless classic that helps me appreciate the fascinating world of human psychology

[0] https://www.amazon.in/Never-Split-Difference-Negotiating-Dep...

[1] https://www.amazon.in/Start-No-Negotiating-Tools-That/dp/060...

Start with No

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.

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.

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.