A book on negotiation called “no” seemed intriguing so I grabbed it from the library. Professional negotiator Jim Camp has written this as a how-to guide for his own style of negotiation. Rather than wasting time with people-pleasing, but ultimately futile “yes-es” in the early stages of a negotiation, he advocates eliminating neediness and emotion from your negotiating process and giving the other person an invitation to say no at each step of the negotiation.
This “no” is not the end point of the discussion, but a chance to clarify, honestly, what’s acceptable to both parties. As you’d expect, he makes a solid case throughout, and the book is full of practical steps to try out each aspect of his approach. Worth a look.