Romanian Managers Perceptions of the Electronic Negotiations

In the present the field of the e-negotiation is in full development in the context of the changes from the communications industry. Besides the classical e-mails there are used modern techniques that make the computer mediated communication almost similar to the face- to- face one. However, the e-negotiation use confronts resistance from some managers. This paper explores the circumstances in which the e-negotiation is adopted by the Romanian managers. For this purpose we investigated a group of executives in order to find out their perceptions regarding this matter