Most negotiations start with both sides having a set of assumptions
regarding what the other side wants, needs, or are able to do, or not
do.  One of the purposes of the negotiating process is to discover if
your assumptions are valid.

Never trust your assumptions because they are likely to be as wrong as right.

Let’s look at some common assumptions many business people start with:

“They will never pay that much.?
“They don’t want to do business with us after the last mess-up.?
“We’ve got to have it done in 60-days.?
“There is a lot of competition.?
“They would never be interested in this option.?
“He doesn’t have enough money.?
“I’m sure we’re not the low bidder.?

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