In entrepreneurial settings, negotiation plays a central role in managing resources, forming partnerships, and navigating uncertain environments. However, entrepreneurs, especially negotiation novices, often lack structured preparation, leading to sub-optimal negotiation outcomes. While standard negotiation training programs exist, they are typically expensive and time-consuming, creating barriers for early-stage entrepreneurs. To address this gap, we designed a negotiation preparation card deck to support entrepreneurs with theoretical and practical negotiation knowledge in an accessible, interactive format. The card deck focuses on key preparation elements and negotiation styles, allowing entrepreneurs to adapt to different contexts. Following a design science research approach, our study focuses on creating a structured, visual tool that supports entrepreneurs in acquiring fundamental negotiation knowledge in a resource-saving way. By promoting effective negotiation preparation, our research aims to enhance entrepreneurial success in deal-making, stakeholder engagement, and resource acquisition, contributing to practical learning solutions.

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Dare to Prepare: Designing a Negotiation Preparation Card Deck

  • Eva-Maria Zahn,
  • Ernestine Dickhaut,
  • Matthias Söllner

摘要

In entrepreneurial settings, negotiation plays a central role in managing resources, forming partnerships, and navigating uncertain environments. However, entrepreneurs, especially negotiation novices, often lack structured preparation, leading to sub-optimal negotiation outcomes. While standard negotiation training programs exist, they are typically expensive and time-consuming, creating barriers for early-stage entrepreneurs. To address this gap, we designed a negotiation preparation card deck to support entrepreneurs with theoretical and practical negotiation knowledge in an accessible, interactive format. The card deck focuses on key preparation elements and negotiation styles, allowing entrepreneurs to adapt to different contexts. Following a design science research approach, our study focuses on creating a structured, visual tool that supports entrepreneurs in acquiring fundamental negotiation knowledge in a resource-saving way. By promoting effective negotiation preparation, our research aims to enhance entrepreneurial success in deal-making, stakeholder engagement, and resource acquisition, contributing to practical learning solutions.