Leverage is often created before anyone sits down to negotiate.

By the time people sit down, most of the strength in the room has already been determined. It came from the alternatives that were built, the relationships that were maintained, the reputation that preceded everyone, and the timing that was arranged. What happens at the table is mostly the discovery of a position that already exists. Very little of it is created in the conversation.

If a negotiation matters, start working on it weeks before the meeting. Line up an option, do the research, talk to the people who know. The table is where the preparation gets counted.