THE ROLE OF MINDFULNESS IN UNETHICAL PURCHASING NEGOTIATION

Year 2017, , 427 - 433, 30.09.2017

Yi-hui Ho Chieh-yu Lin

https://doi.org/10.17261/Pressacademia.2017.720

Abstract

Purpose- Negotiation occurs all the time in purchasing practices of
businesses, and is inevitable for purchasing professionals when encountering
purchasing conflict. Ethical negotiation is considered the vital requirement in
maintaining long-term and close buyer-supplier relationships. This study aims
to explore the relationship between mindfulness and unethical negotiation.

Methodology- This study will take purchasing professionals in
Taiwan as research subjects to investigate the relationship between mindfulness
and unethical negotiation.

Findings-  Research
findings reveal that there is a significant negative relationship between mindfulness
and unethical negotiation. Purchasing professionals with different mindfulness
are expected to exhibit different purchasing negotiation behaviors.

Conclusion- Mindfulness refers to self-awareness of one’s present
experience including his/her own thoughts and what is happening in the
environment. While the process of negotiation contains a series of judgment and
decision-making, mindfulness may possibly influence purchasing professionals’ unethical
negotiation.  

Keywords

Mindfulness, unethical negotiation, purchasing professionals, Taiwan

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