Yesterday I was speaking with a chess player and he was telling me that one of his weaknesses used to be that he only looked at things from his own perspective while playing chess so he would make a move expecting the opponent to respond the way he would have responded. His instructor suggested that he literally walk around the table and look at the board from his opponents side so he could get a better idea of what his opponent is seeing. By doing this, it enabled him to understand how others would respond to a situation as opposed to assuming they would all respond the way he would.
When negotiating with someone else, do you try to look at things from their perspective or do you assume they will see things the same way you do?
Be willing to look at things from their point of value (figuratively if not literally).
Have a great day!