摘要：the adaptation of new technologies and their proper usage in business negotiations is essential for further development of this field. With an analysis of face to face and e-negotiations and by utilizing a combination of research methods such as:experiment, survey and interviewing,this paper proves that the usage of virtual communication tools in business negotiations influences the individual perception of the negotiation process,influences the ethics of the negotiators and the mutual trust,but also demonstrates the need of getting these tools professionally closer to the Macedonian business negotiators that lack sufficient interest for investing in such technologies.
关键词：Business communication;virtual negotiations;traditional negotiations;virtual communication tools.
