Does negotiation theory say anything about the psychology of negotiating parties?
For example, are there any steps or stages in the negotiation process that help resolve psychological fears, anger and anxiety felt by the parties?
I had heard once that there was a negotiation meeting set up for two groups. They were longstanding rivals and had a lot of pain and anger associated with each other. The negotiators first spent several meetings having the two sides talk about their feelings, about how the other party has hurt them. Only after going through these discussions and emotions were the two groups ready to talk about reaching an agreement.
Is this the norm in negotiation theory?