Power Play for Howard

Power Play for Howard

University of Phoenix

MGT/445

Negotiation is a strategy that individuals use to make decisions and manage arguments. In negotiating, parties must prepare properly for successful bargaining. “Power Play for Howard” represents a stretched out negotiation for a new contract for 23-year-old Juwan Howard. A Power Play for Howard dealt with Juwan Howard negotiating between the Washington Bullets and the Miami Heat. In the case study, Juwan Howard who became a free agent after his two years with the Washington Bullets, wants to negotiate to receive a $100 million dollar contract (Lewicki, Saunders, & Barry, 2006). Each party involved in negotiating Juwan Howards NBA contract has different viewpoints. Juwan Howard became a wanted man because he excelled and charted record numbers.

When agents and managers negotiate NBA contracts, the negotiation process can be lengthy and difficult, and takes bargaining to accomplish certain goals and objectives (Lewicki, Saunders, & Barry, 2006). A number of factors contributed to the case with Howard. Howard received, a salary increase because the establishment of a collective bargain agreement. Howard wanted to stay with the Washington Bullets and was not going to settle for the offer provided by the bullets to remain on the team. Howard knew what he was worth, and he knew a negotiation had to take place. Team A will take the initiative to discuss the negotiation process, tangible, intangible benefits, cost, and risks through the outlook of player Juwan Howard, and general managers Wes Unseld and Pat Riley.

Case Summary

Washington Bullets was a NBA team that had not won a game in nine years. Washington did not want to lose Juwan Howard as a player. The proposal the Washington Bullets offered Howard was below his market value. Howard contemplated the move to play for the Miami Heat

because the offer the Heat proposed trumped the Washington Bullets proposal. The proposal was the biggest in...