Izazovi elektroničkoga pregovaranja
Challenges of electronic negotiation

Summary/Abstract: Electronic negotiation is a complex issue whose exploration requires an interdisciplinary approach. In the framework of contemporary e-business, electronic negotiation has become an integral part of business communication, which differs from traditional face-to-face negotiation in its context. The main aim of this paper is to examine the key features of electronic negotiation, its advantages and disadvantages, as well as implications of negotiating through electronic communication channels. Despite the advantages of electronic negotiation, most managers still prefer face-to-face negotiations although they should combine the two. The conclusion is that negotiators need to understand and take into consideration the specific nature of electronic negotiation in order to improve and continually upgrade their negotiating skills. Such an approach can provide a good basis for the preparation of the negotiator, help in overcoming potential threats, facilitate a smooth electronic negotiation process, and lead to a successful outcome.

• Details
• Contents