The scope of this research is to perform a comprehensive exploration of the dynamics of online business negotiations within the context of contemporary business practices and education. It seeks to understand the contextual nuances and subjective experiences of professionals navigating organizational negotiations during recent periods of crisis.
This research used content analysis based on natural language processing (NLP) techniques to examine feedback from 36 representatives of organizations from different sectors regarding online business negotiations. The data were analysed using the NLTK library in Python to extract keywords and identify recurring themes in participants' responses.
The results highlight three primary analytical trajectories: the current level of engagement in online formats, the underlying motivations driving this shift, and the evolving strategic importance of online negotiation.
By extending cognitive load theory (CLT) and media richness theory (MRT) to online business negotiations, the paper argues that “digital friction” can impede information processing and strategic decision-making. These insights are critical for both organizations and higher education institutions, underscoring the systematic investment in human capital and technological infrastructure is vital for maintaining competitive advantage in an increasingly digitalized global economy.
The paper confirms a profound shift from traditional paradigms towards a “digital-first” organizational logic, driven by benefits such as enhanced time efficiency, expanded accessibility and the maintenance of organizational continuity regardless of geographical constraints. The study further emphasizes that high performance in online negotiations requires an integrated set of competencies, including technological literacy, synthetic communication, active listening and the ability to build trust despite the limitations of a digital interface.
