Power Play for Howard

"Power Play for Howard" Case Study

Week Three Team Assignment

University of Phoenix

Organizational Negotiations/MGT445

Group Number: Instructor Stack

Negotiating Tools

For successful negotiations, a comprehensive, detailed, planning process should be followed. By outlining and defining the factors that are involved in the negotiations assists in strategizing and mapping the direction of the process. Assessing and preparing for the proper audience, individual, or group sets the stage for strong, prepared foundation. Finally being flexible and ready to change tactics and direction in negotiating is strength that can make or break a deal. Below is a negotiation Planning Guide. Using this guide to dissect the negotiation plan that may have been used by the player's agent, David Falk, in the case study "power Play for Howard," the team will outline David Kalk's plan.

Negotiation Planning Guide

1. What are the issues in the upcoming negotiation?

There were several issues in the negotiation for Juwan Howard's contract. The first is the $100 million contract he was requesting. Second is the dye hard fans that wanted to keep Juwan in their home town team. Third is the National Basketball Association regulations that govern the legal and ethical guidelines in negotiations.

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?

AL

3. What are my interests?

AL

4. What