Franklin argues that people negotiate poorly when necessity leaves them with little freedom to refuse. Someone who urgently needs money, goods or an agreement may have to accept terms they would reject under less pressing circumstances. The other party may also recognise that urgency and gain greater bargaining power.

The saying does not mean that every agreement made under pressure is necessarily bad. Its broader point is that choice strengthens negotiation, while dependence weakens it. A person who can wait, compare alternatives or walk away is generally in a better position to secure favourable terms. Franklin therefore presents preparation and independence as practical protections in bargaining: avoiding situations of extreme necessity can preserve options and reduce the risk of accepting an arrangement mainly because there is no realistic alternative.