John and a supplier agree on a long-term relationship based on trust, respect, and shared...

A partnership is characterised by trust, mutual respect, and joint sharing of risks and rewards. Both sides collaborate on innovation and improvement. In contrast, transactional or arm’s-length relationships are short-term and price-driven, while outsourcing simply transfers responsibility without guaranteeing collaboration. CIPS emphasises partnerships as enablers of integrative negotiations, where joint value and long-term benefits can be achieved.