THE ROLE OF MINDFULNESS IN UNETHICAL PURCHASING NEGOTIATION

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.