Analyses of others are actually expressions of our own needs and values.
Classifying and judging people promote violence.
Do not judge, and you will not be judged. For as you judge others, so you will yourself be judged. Matthew 7:1
We can never make people do anything.
Negotiation hard for your interests does not mean closed to the other side´s point of view. Quite the contrary. You can hardly expect other side to listen to your interests and discuss the options you suggest if you dont take their interests into account and show yourself to be open to their suggestions. Successful negotiation requires being both firm and open.