Name it to tame it - address the emotions.
This will sound like a rather "Western" thing. In Asian culture, people usually don't talk about emotions. Certainly we don't consider it in business or work related negotiations. So this feels awkward to us.
Explicitly addressing an emotion can be an important step in preventing a negotiation from being derailed by impulse and ego.
"I sense you are frustrated when I ask that you provide ROI projections." Stating this makes your counterpart realise he doesn't need to get frustrated, or it allows him to express why he is frustrated, so that you can better understand his concerns.
"When I suggest this alternative, you reject it immediately before I explain the details. I feel disappointed and it seems to me you are not willing to hear my perspective." Stating this helps your counterpart see from your angle and empathise with your position. At the same time it anchors you to stay calm.
Naming the emotion resets and centres the negotiation to working out a win-win.
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