So it turns out that every negotiation that we are in has two different  conversations going on at the same time. 

The one that we are most  familiar with is the one that comes out of our mouth and we can follow  along with using our ears. The one that you may not be aware of and  which has nothing to do with the negotiation styles and negotiating  techniques that are being used has to do with body language.  The other side of the table is always sending you clear messages about  how they are feeling. Likewise, you are sending them messages also. 

In  order to be an effective negotiator, you need to be able to read the other side’s body language and understand what they are saying.