I do believe that in order to be a successful negotiator that as a diplomat, you have to be able to put yourself into the other person's shoes. Unless you can understand what is motivating them, you are never going to be able to figure out how to solve a particular problem.
“The same sort of thing happened in my dispute with the National Trust book: Follies: A National Trust Guide, which implied that the only pleasure you can get from Folly architecture is by calling the architect mad, and by laughing at the architecture.”