In a way this is very similar to the 'Start with NO' http://www.amazon.com/Start-NO-Negotiating-Tools-that/dp/0609608002 http://www.amazon.com/Start-NO-Negotiat

In a way this is very similar to the 'Start with NO' http://www.amazon.com/Start-NO-Negotiating-Tools-that/dp/0609608002 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.