[Negotiation] How do you know when to negotiate harder and when to preserve the relationship?

I look at leverage, category importance, supplier performance, and what the relationship needs to deliver over time. Some situations justify pushing hard because the supplier is overearning, underperforming, or facing real competition. Other situations call for more care because continuity, collaboration, or capacity access matter more than squeezing the last concession out of the moment.

To me, preserving the relationship does not mean negotiating softly. It means knowing what...