Supporting value negotiation for collaborative business models: A guiding method to structure information exchange

Abstract

To deal with current market dynamics and complexity, organizations increasingly establish collaborative business models that enable value co-creation to achieve collective objectives. Practices of value negotiation are essential in developing these business models, enabling stakeholders to balance individual versus collective value capture. This calls for structured guidance on information exchange between stakeholders, operationalizing how stakeholders can achieve trade-offs, and how they may share but also withhold information during negotiations. Following the design science research methodology, we propose a method to structure value negotiation within collaborative business models, and apply it to a bike-sharing business scenario, evaluating its validity and utility.