Assumptions lead to compromise base

Assumptions lead to compromise based on fear, which is driven by emotions. We assume if we don’t compromise then (a) we will loose everything or (b) the person we are negotiating with will become angry, upset or even disappointed with us – all are fear-based assumptions. On the other hand, some of the best negotiators have an “I don’t know” mind-set; a blank sheet.
The truth is you don’t know the answer to your request unless you ask and then listen. In other words, you may be able to get what you want by simply asking and then listening to the response.
The most powerful negotiating skill is listening. Once you ask for what you want and then listen to the response, you will hear the acceptance or objections to your request. Here is where you can clearly understand, and not assume, what the other person is thinking and feeling.