Asymmetric negotiation is an influence that occurs between counterparts of significantly different sizes as measured by the parties' relative resources and clout in a particular context.
The context for these negotiations or conflicts can range from mergers & acquisitions and international trade deals,[1] to hostage-takings and initiating change at a local school board.
Given the growing number of large corporations and government entities worldwide, and the corresponding growth in asymmetric negotiations, this phenomenon has received increasing attention in recent decades, with numerous journalists and academics addressing the subject in articles and journals.
In this 2008 book, Johnston studied more than 100 negotiations from across history to the present day, where smaller players got what they wanted from much larger players, with the author identifying unique strategies that worked for these "Davids" in their negotiations with wide-ranging giants or "Goliaths."
According to Johnston, successful smaller players should change the game on their larger counterparts by using seven distinct approaches given the unique challenges they face in asymmetric negotiations: