Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes. Recent research ... suggests a dark side to this generally sound negotiation advice.

...researchers provide evidence when we consider other people’s perspectives, we expect them to behave selfishly, which could cause us to counter by behaving more selfishly ourselves. “Care should be taken,” ... “when suggesting that people should look beyond their own perspective, as those who look into the minds of others may not like what they see.”

Keith Lutz published an article highlighting recent research by the University of Chicago and Harvard University, available on the website of Harvard's Program on Negotiation: http://www.pon.harvard.edu/daily/conflict-resolution/the-darker-sid...