Negotiating possible futures

Surprisingly, few entrepreneurship courses deal with negotiations, even though both concepts aim for value creation. In this paper, I relate negotiations to effectuation, and through these means, I show that individuals have the potential to leverage contingencies and create significant transformations through negotiations. When creating significant transformations, stakeholders likely draw on either “serendipity,” Putnam's “transformational moments,” Koestler's “bi-sociation,” or Dew et al.'s concept of “exaptation.” Implications for theory and practice are also discussed.