How to Negotiate When You Have “No Leverage”
Inspired by Never Split the Difference by Chris Voss
Part 8 of 10 | Published by Open to Work Now
What do you do when you have nothing to offer?
No other interviews. No competing offers. A résumé gap.
You’re scared, you’re unemployed, and you need this job.
How do you negotiate when you feel like you have no leverage?
According to FBI negotiator Chris Voss, this is exactly when your mindset matters most.
Because leverage isn’t just about power: it’s about perception.
And the most overlooked source of leverage?
👉 Emotional control, curiosity, and preparation.
First, Let’s Redefine Leverage
In Never Split the Difference, Voss breaks leverage into three types:
Positive leverage – you have something they want
Negative leverage – you can make something they don’t want happen
Normative leverage – you appeal to shared values, expectations, or fairness
Most job seekers fixate on positive leverage (“I have another offer!”).
But what if you don’t?
You can still use normative leverage by aligning with values:
“I know your team values clarity and accountability. That’s exactly where I thrive.”
You can use emotional discipline to slow down the conversation:
“I’m excited about this opportunity, and I’d love to take a bit of time to consider how it aligns with my long-term goals.”
You can even create perceived leverage through confidence, curiosity, and questions.
What to Do When You Feel Powerless in a Negotiation
1. Stop Trying to “Win”
If you approach the conversation with fear or scarcity, it shows. Instead, shift your goal:
From: “How do I get what I want?”
To: “How can I create mutual understanding and clarity?”
This immediately reduces pressure, and opens space for collaboration.
2. Use Calibrated Questions
Calibrated questions are a signature Voss technique. They’re open-ended, non-threatening, and invite the other person to solve the problem with you.
Try:
“How can we make this offer feel more balanced on both sides?”
“What’s the flexibility on compensation for someone with my background?”
“How does the team handle professional development or growth conversations once someone is hired?”
These aren’t demands. They’re invitations to dialogue.
3. Signal Long-Term Value
When you don’t have leverage right now, focus on the future value you bring.
Example:
“While I may be returning to the workforce after some time off, I bring [insert strength] that directly aligns with what you’ve described. I’d love to contribute in a way that supports both short- and long-term priorities.”
It shows strategic thinking, even in vulnerability.
4. Don’t Reveal More Than You Need To
Yes, honesty matters. But desperation doesn’t belong in your negotiation script.
If asked directly:
“Are you considering other opportunities?”
Try:
“I’m focused on finding the right fit, and I’m excited by what I’ve learned here so far.”
This protects your position without lying or oversharing.
A Real-World Example
Let’s say you’re offered $65K, but were hoping for $75K. You have no other offers and haven’t worked in 9 months.
You could say:
“Thank you so much for the offer; I appreciate the team’s time and the transparency throughout this process.
I’d love to understand how flexible the team is on base salary, given the depth of experience I bring in [insert area].”
Even if they say no, you’ve opened the door for:
A sign-on bonus
An earlier performance review
Extra PTO
A stronger benefits package
No leverage ≠ no options.
Why This Matters for You
At Open to Work Now, we know that many job seekers feel like they’re negotiating from the bottom. But that’s the wrong mental model.
Your attitude is part of your leverage.
Your curiosity is part of your leverage.
Your professionalism under pressure is part of your leverage.
Voss reminds us:
“He who has learned to disagree without being disagreeable has discovered the most valuable secret of negotiation.”
Even when you’re job searching with nothing in your back pocket, you still bring something powerful to the table: yourself.
📚 Want to dive deeper into these strategies?
You can purchase Never Split the Difference by Chris Voss through our Amazon Storefront.
Your support helps keep all OTWN resources 100% free for job seekers, always.
Next Up:
Part 9 – Turn an Interview Into a Two-Way Conversation Using Labeling Techniques
We’ll explore how simple, emotionally intelligent phrases can help you steer the interview, without taking over.
