That signature is the habitual way that you go about a negotiation. Understanding your default signature helps you know what you're working with.

Some people try to go in and beat the other person up on price. Other people are really intimidated, reticent, and afraid to ask for anything. 

One of the most powerful things you can do in a negotiation is draw out why the other party wants to make a deal. You can do this by asking questions and building negotiating roots.

Asking questions about their competition and why they want to work with you -- what's in it for them -- builds your negotiating counterpart's motivation.

• Use your body language to communicate your reluctance, to communicate you're not really eager to make a deal: sit back from the table and keep the tension in your bodies low
• You can manipulate your voice to sound more reluctant: speak slowly and softly. 
• Reluctant parties qualify their language. They don't show excitement. Everything is qualified and subdued.