This paper deals with electronic negotiations in the Republic of Croatia. The reason for the selection of the thesis topic lies in the fact that information and communication technology shapes and changes the nature of a significant number of business processes, including the negotiation process. The need for electronic negotiations becomes particularly emphasized with the globalization of business activities. The aim of the research is to determine the features of electronic negotiations and its frequency in the Republic of Croatia. The results of the theoretical framework of research show that the communication context in which negotiation takes place has been changing under the influence of information and communication technology. Negotiations are marked with significant speed and efficiency compared to traditional ones, but also with the challenge of lack of trust and antagonism resulting from a reduced communication context. These challenges need to be dealt with by reciprocal and open exchange of information in an e-environment. The results of the primary research show that respondents in the hotel sector occasionally use electronic bargaining. The most significant advantages of e-negotiation are the global reach and cost rationalization, and the disadvantages are the tendency towards distributive negotiation and the lack of emotional and interpersonal context of negotiation. Based on the obtained results, it can be concluded that significant investments are needed in the development of e-negotiation skills.