Problem
Are the Parties making accurate judgments about each other? How are emotions possibly interfering with accurate perceptions?
In your previous life experiences in Negotiation, what affect has human emotion or the perceptions of the various parties played in the result of the negotiation? Think of any conflicts with persons with whom you are in sustained relationships - are those dust-ups ever really about whatever precipitated the argument? Are there interventions you can employ that will serve to focus or defuse the conflict?