Most people head into a negotiation figuring out what they need to compromise on. They do their best to try and determine what little material thing they need to give up in order to get what they want.
That approach is based on compromising your position—selling out in the moment to get some sort of short or long-term gain.
Contrary to what many people think, the fact of the matter is that you don’t have to give up much of anything to get what you want in a negotiation. And what you do have to give up is something intangible, which comes in the form of empathy.