This is really framing negotiations as a conflict and emotional. It doesn't have to be. There's plenty of data out there to make a data based case for a certain salary. There can be a lot stress depending on an individuals situation (currently no job, first job, new role, etc). For the most part I believe this stress during negotiations come from information asymmetry. Educating oneself is the best way to deal with this.
I have never seen a highly emotional negotiation tactic work. Screaming / demanding will more likely get an offer rescinded. Best negotiations I see usually go "market pays X for Y, here's the data to prove it from multiple sources", "competitor is paying X+Y%", "This job requires X% more time than stated, I have done this before. Here is the proportional increase I should get for the extra time."
The example with the competitor might seem as a one off. But market rate has a range, and it changes. Whatever competitors offers will eventually become market rate, if all else being equal (location, company prospects, coworkers, etc).
I have never seen a highly emotional negotiation tactic work. Screaming / demanding will more likely get an offer rescinded. Best negotiations I see usually go "market pays X for Y, here's the data to prove it from multiple sources", "competitor is paying X+Y%", "This job requires X% more time than stated, I have done this before. Here is the proportional increase I should get for the extra time."
The example with the competitor might seem as a one off. But market rate has a range, and it changes. Whatever competitors offers will eventually become market rate, if all else being equal (location, company prospects, coworkers, etc).