| Summary: | Engaging in educational export negotiations online in English with German-speaking teaching professionals requires new kinds of competence compared to traditional business negotiations. In this study, the
focus is on participants’ agency in business negotiations between teachers in Germany and Austria and
Finnish service providers. The research strategy is nexus analysis, and the research materials include interviews, as well as observations and video footage from authentic business negotiations. The analysis
focuses on circulating discourses, participants’ positioning and the motives they provide for their perspectives on the digitalisation of school. The findings highlight the importance of strengthening participants’
agency and professional identity as well as providing opportunities for meaning making with their workplace community.
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