One effective strategy in uneven negotiations is to leverage mutual dependencies—areas where both parties benefit from collaboration. For example, if you’re negotiating with a supplier who has more power due to market demand, identify how your partnership benefits their long-term goals. Emphasize your company’s potential for a stable, high-volume purchase agreement, which can help secure their future revenue. By reframing the negotiation as a strategic alliance rather than a transaction, you create a value-driven partnership that encourages flexibility and strengthens your position.

Most negotiators have the tendency to give the other party more power than they deserve. This comes from focusing too much on their own situation rather than analyzing the other parties. Besides that, negotiators often only focus on a limited number of power factors instead of making a complete assessment. Overly focus on one factor thus make negotiators conclude they lack power. Together with someone not involved in the negotiation power needs to be assessed based on the following factors: Time, dependency, constraints, market dynamics, precedents, alternatives, information available, criticality, relationships, and experience. Assessing these individually will often give you insights in where you have more power.

When facing a negotiation with uneven leverage, start by understanding what the other party values most. Highlight solutions that meet their needs, supported by data that backs your position. Be flexible on minor concessions, but stay firm on critical objectives. Foster a cooperative tone, which can help reduce the impact of power imbalances. This approach often leads to a balanced and mutually beneficial outcome, even when leverage is uneven.

Power is a direct result of the relevant strength of each side's best alternative. Improve yours or weaken theirs. That's it.

Here is what I recommend: 1- Do your homework: Deep dive into their needs and pain points to uncover leverage that might not be obvious. 2- Show your unique value: Highlight what you offer that no one else can, making yourself indispensable.