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Negotiations under digital economy. Continuation and change




        This work is devoted to the role of negotiations in the digital economy in its two fields: B2B (business-to-business) and B2C (business-to-consumer). Negotiations are a decision-making process aimed at setting bilateral cooperation rules in case there is a conflict of interests. The work mentions the most important characteristics of the digital economy. There are two trends of B2B negotiations presented here. The first one stands for the replacement of negotiations by auction systems where the buyer is able to define all the essential conditions of the delivery. All this stands for the decreasing importance of interpersonal skills leading to the overall elimination of representatives-sellers. The second trend is about the growing importance of negotiation skills in talks aimed at founding new e-business communities. In B2C negotiations, the technological development, companies' drive towards the individualisation of the offer and the enhancement of customers' loyalty will lead to the emergence of negotiations, likely through automatic mechanisms (software agents).