Many negotiators react with disappointment, resignation or even anger to a negotiation course that they perceive as negative. Emotions, real or fake, almost always trigger a reaction from the other party.
An important investor welcomes you in a conference room and you sit opposite each other at the negotiating table. Twenty minutes later the conversation seems to go very well. Coincidentally, you notice that you and your potential investor are sitting in the same position, mimicking the hand gestures and leaning back with your legs crossed. You feel self-confident, in good spirits and wonder whether you should change your position.