A comparative study on purchasing professionals’ Perceptions of unethical negotiation tactics

Negotiation is inevitable for purchasing professionals when encountering purchasing conflicts. Each purchasing professional may possibly perceive questionable negotiations in different ways. It is essential to understand purchasing professionals’ perceptions of unethical negotiation tactics for those who want to build reciprocal buyer-supplier relationships. Issues on ethical purchasing negotiation have gained growing attention; nevertheless, little attention was paid on the study of purchasing professionals’ perception of unethical negotiation tactics. Therefore, this paper attempts to examine Taiwanese and Chinese purchasing professionals’ perceptions of inappropriate negotiation strategies. Research findings reveal that significant differences in perception of unethical negotiation tactics exist between purchasing professionals in Taiwan and China. Findings of this paper can contribute to the research on the unethical negotiation tactics of purchasing professionals, promote further understanding of the different perceptions of purchasing professionals in Taiwanand China.