OVERCOMING CONSTRAINTS BY NEGOTIATING
FOR MORE RESOURCES
There are two primary for an entrepreneur negotiating with another party for access to an external growth mechanism. The distribution task is the first-how the benefits of the relationship are distributed between the parties. That is, given a certain sized pie, the parties work out gest what proportion of that pie. Second is the integration task, in which mutual benefits from the relationship are explored. This requires a collaborative mind-set so that the “size of the pie” can be increased.
Often people focus on the first task and ignore the second. However, making the pie bigger before distribution provides the opportunity to generate greater benefits for both parties and increases the likelihood of an agreement being reached.