The main purpose of being a negotiator is to get the best settlement possible for yourself or for the person or group that you are representing. To do this, a negotiator needs certain skills such as:
Example:
A union official negotiates with the manager of a farm about the right of employees to join the union. The union official is very emotional because the manager is threatening to dismiss the employees. The union official also believes that the manager is not concerned about the employees and that he is cruel and immoral.
The manager is also very emotional. He believes that the union official is trying to take over the farm. He is worried about financial losses, and believes that as soon as employees join a union they will go on strike. He believes that all employees are lazy and only want money to spend on alcohol.
In this example there are many conflicting emotions, prejudices, and values between the two sides. This will affect negotiations between the two parties.