Negotiator’s Paradox: ‘Winning’ a Deal Risks Losing the Relationship

May 13, 2026

ISM® Supply Chain Capability Model Core Competency: Cost & Price Management

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By Lenora Sevillian, MBA, CIPP, CPPP, CPCM
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The tension between short-term transactional gains and long-term strategic viability is the “silent killer” of supply chain resilience. 

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