The main goal of this thesis was to explore the effects of the COVID-19 pandemic on the negotiation process. The market situation was unpredictable in most industries, but this paper focuses on the oil industry. The research was personally conducted with 13 respondents who are the lead buyers in the company INA d.d. - the national oil company in Croatia. Respondents answered on 15 questions related to changes that happened during pandemic in INA d.d. negotiation process. Two lead points are comparing the content of pre-pandemic and pandemic negotiations and comparing electronic negotiations with live negotiations. The content of negotiations during the pandemic changed in a way that companies have been forced to cut their costs and revise existing contracts with suppliers to try to get more favorable business conditions. INA d.d. is a company that is successfully working for many years and makes significant profits. This is the reason why suppliers consider that doing business with INA d.d. guarantees security. The respondents pointed out that in some negotiations they were in a favorable situation comparing to the supplier. On the other hand, the pandemic in most cases equalized the bargaining power because the situation for everyone in the market was very uncertain and here the interlocutors emphasized the importance of mutual understanding in the negotiations. Another big change was the transition to e-business. Employees in INA d.d. even before the pandemic used various electronic systems and tools to make their business easier. With the arrival of the pandemic, the biggest change was felt by the respondents who led large and complex negotiations. Switching to virtual negotiation makes it difficult to make personal contact with the supplier - non-business-related conversations are omitted, which were used to give them an opportunity to get to know the other negotiator better. Also, non-verbal communication and signal reading was reduced. While on the other hand, virtual negotiations reduce travel costs and speed up the whole negotiation process.