Conflict can arise in procurement negotiations due to a power imbalance, which occurs when one party has more influence than the other, leading to potential exploitation or dissatisfaction. Differences in goals between parties-such as cost minimization for buyers and profit maximization for suppliers-also contribute to tension. Surprisingly, similar motives can lead to conflict as well, particularly when both parties are competing for limited benefits or market share.
Reference: L4M5 Commercial Negotiation 2nd edition (CORE), Section 1.3 - Understanding Conflict in Commercial Negotiations