Not sure this view relates to any of the actual literature on negotiations outside of NVC (which is a cult), or any significant experience in negotiations. It is quite patronizing though. The game of putting a lack of virtuousness on others and transferring responsibility to others for the tone is not negotiation. I think psychologists call it gaslighting.

Telling the person you're negotiating with that they are just being confrontational is simple passive aggression.

After reading GTY, I recommend DeMesquita and Pfeffer, then, go back to Cialdini through a modern lens.