The Power Play

Often in negotiations,one side positions themselves as the ones who are in the driver's seat.  It may be because they have a larger bank roll or their company is larger than yours - what it all comes down to is similar to what we often see in the game of poker.  The one with all the chips usually dominates the table. 

If you are on the power team, then great.  But having that power has responsibilties.  It can backfire on you if you abuse it, maybe not at the current negotiation, but maybe at the next.  Remember every company has a network, and they talk.  So, being on the power team has its perks, but use it wisely to get what you want in a fair manner.

Now if you are on the other side of the table in this scenario, you don't have to raise the white flag and give in to every demand.  Yes, you realize that you are on the lower side of this negotiation, but you can still fight to get what you want.  You probably will not get everything, but you can manage to walk away satisfied.

Try a one-for-one approach.  They get something, and you get something.  Granted, their piece will be bigger, but getting something is always better than getting nothing.

Or, you may want to try an alternative item approach.  Yes, they receive exactly what they want, but when you want something they won't budge.   So, think in terms of equal value rather than losing out on one of your demands.  Instead of a 5% discount, why not free shipping?  Things may not add up exactly, but you can try to make up for the items you did not receive.  Sometimes this approach may actually be worth more than the original demand.  Do your homework, expect your demands not to be met - but have an alternative that might just please the other side (and you).