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Negotiation Case Study Analysis Part B:
A Power Play for Howard
Ben Wihebrink, Rich Graham, Regina Cobbs-Johnson, and Jackie Wright
MGT/445
May 23, 2011
Valarie Patterson
Negotiation Case Study Analysis Part B:
A Power Play for Howard
Negotiation Planning Guide Outline
1. What are the issues in the upcoming negotiation?
* Price or Rate
* Player Value
* Club Value
* Contract Term
* Championship Potential
2. Based on a review of ALL the issues, what is the “bargaining mix”? (Which issues do we have to cover? Which issues are connected to other issues?)
* Salary Cap (connected to Mourning’s Agreement)
* Contract Salary (connected to salary cap)
* Bonuses (connected to salary cap)
* Perks (hotels and limos)
3. What are my interests?
* 4th ranked player
* Building a Champion Team
* Fan and club hero in Miami
4. What are my limits—what is my walk away? What is my alternative?
* (Identified later by frustration) - $100.8 million (including bonus), $5000 charity, hotel suites, and limos.
* Alternative would be let Howard sign elsewhere.
5. Defining targets and openings—where will I start, what is my goal?
* $84 million open bid
* Goal is get Howard at Fair Market Value and stay under salary cap.
6. Who are my constituents and what do they want me to do?
* Heat Owners – win championships and get value for money
* Fans – gain star players to win championships
* NBA – conform with CBA rules and regs
* Teammates – gain mature, talented players to win championships
7. Who are the opposing negotiators and what do they want?
* Washington Bullets – want to retain Howard
* Bullets do not have resources to match Miami’s bid under salary cap
* Falk represents Howard, wants highest price to increase commission
8. What overall strategy do I want to select?
* Integrative negotiating strategy
* Show teammate caliber and championship potential
*...