What are the best negotiation strategies for when you have little leverage?

1 Identify your interests

The first step in any negotiation is to identify your interests, or what you want to achieve from the situation. Your interests are not the same as your positions, or what you say you want. For example, your position may be to get a higher salary, but your interest may be to have more financial security, recognition, or flexibility. By identifying your interests, you can understand what is important to you and why, and also explore the interests of the other party. This can help you find common ground, generate creative options, and avoid getting stuck on a single issue.

2 Prepare alternatives

Another strategy is to prepare alternatives, or what you can do if the negotiation fails or reaches an impasse. Alternatives are also known as your BATNA, or best alternative to a negotiated agreement. Having a BATNA can increase your confidence and reduce your dependence on the other party, as well as help you evaluate any offers or proposals. To prepare a BATNA, you need to research and analyze your options, such as finding another supplier, customer, employer, or partner, and compare them to your interests and goals. You also need to communicate your BATNA to the other party, either directly or indirectly, to show them that you have other choices and that you are not desperate.

3 Build rapport

A third strategy is to build rapport, or a positive and trusting relationship with the other party. Rapport can help you overcome the lack of leverage by creating a cooperative and respectful atmosphere, where both parties are more willing to listen, understand, and compromise. To build rapport, you need to use effective communication skills, such as asking open-ended questions, showing empathy, acknowledging emotions, and using active listening. You also need to avoid using aggressive or defensive language, such as threats, ultimatums, accusations, or insults, as these can damage the rapport and escalate the conflict.

5 Seek leverage

A fifth strategy is to seek leverage, or to find or create sources of power or advantage that you can use in the negotiation. Seeking leverage can help you overcome the lack of leverage by changing the balance of power or the perception of the situation. To seek leverage, you need to look for opportunities to increase your value, credibility, or influence, such as by offering something that the other party wants or needs, by demonstrating your expertise or reputation, or by involving a third party, such as a mediator, a referee, or a supporter.

6 Be flexible

A sixth strategy is to be flexible, or to adapt to the changing circumstances and demands of the negotiation. Being flexible can help you overcome the lack of leverage by showing your willingness to cooperate, to explore different options, and to make concessions or trade-offs. To be flexible, you need to have a clear and realistic idea of your minimum and maximum expectations, and to prioritize your interests and goals. You also need to be open-minded and creative, and to avoid being rigid or stubborn, as these can prevent you from reaching a satisfactory agreement.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?