ECONOMIC NEGOTIATIONS IN THE DIGITAL ERA: DEVELOPING AN INTEGRATED DIGITAL ECONOMIC NEGOTIATION FRAMEWORK BASED ON EIGHT GOVERNING PRINCIPLES

Abstract

Digital transformation is reshaping economic negotiations by changing how information is generated, processed, and used in strategic decision-making. Traditional negotiation theories, focused mainly on bargaining power, information asymmetry, and interpersonal interaction, do not fully capture the complexity of technology-mediated economic exchanges. This paper develops the Integrated Digital Economic Negotiation Framework (IDENF), a conceptual model explaining how digital capabilities influence negotiation effectiveness in the global economy. Based on the literature on negotiation theory, digital transformation, artificial intelligence, and information economics, the study proposes eight principles of economic negotiations in a digitalized world: data intelligence, AI-augmented decision-making, digital trust, technological adaptability, digital transparency, ethical digital governance, networked collaboration, and continuous digital learning. The framework contributes to the literature by reconceptualizing economic negotiations as hybrid socio-technological processes where human expertise and digital infrastructures jointly shape negotiation outcomes.

Note: The article was elaborated within the framework of Subprogram 030101 „Strengthening the resilience, competitiveness, and sustainability of the economy of the Republic of Moldova in the context of the accession process to the European Union”, institutional funding.