This shouldn't be the case, the entire point of negotiation is to try to get to a place of equal leverage. Imagine this as a thought experiment: Walmart hands

This shouldn't be the case, the entire point of negotiation is to try to get to a place of equal leverage. Imagine this as a thought experiment: Walmart hands you a contract in which they have plenty of other suppliers they could go who would be eager to take your place if you reject the contract. In this case, Walmart is leaving money on the table and what they should have done is hand you a contract with lower prices that fewer companies are willing to compete for which gives you more leverage but gives them better terms.