Assess Leverage; Engage in Logrolling.
Much has been written on leverage. When one controls the counterparty’s access to a means of satisfying that counterparty’s need, or if one can impede the satisfaction of that need, one has bargaining power. It is important to be clear on what those levers are on both sides of the table. It is further helpful to see if there are alternative means of satisfying, or jeopardizing, the need or interest in question; this liberates one from being hung up on a particular risk or issue.