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Negotiating is the art of convincing the other side that you should get what you want. Knowing what you want from a negotiation is only a small part of what it takes to be prepared. The key to success is knowing how you are going to get what you want (Egan, 2008). This outline will indicate a negotion plan from the position of Washington Bullets Manager, Wes Unseld, in the negotiation battle between NBA Basketball Star, Juwan Howard, Miami Heat General Manager, Pat Riley, and Howards agent, David Falk.
I.Issues in the Negotiation A.Offers from other teamsB.Keeping Fans/Supporters happyC.Howards personal interestsII.Bargaining MixA.Howard loved the city, team and fansB.New Arena to play inIII.What are Wes Unselds interestA.Having a winnning basketball teamB.Having enough funds to bring other talented players on (Ex. Rod Strikland, one of NBAs top point guards.
IV.What are the limitsA. The walk way amount of $78,000,000.00B. Loose Howard while simultaniously disappointing fans and playersV.Defining targets and openingsA. Initial offerB. Gradualy work up an increase in salary and benifits package.
C. Follow National Basketball Association rules and regulationsVI.Opposing NegotiatorsA.The Miami HeatVII.What is the strategyA.Integrative barganingVIII.Protocol followed in this negotiationA.To follow the NBA rules and regulationsB.The CBA needs to approve for any bonuses and has to give the NBA commissioner authority to be in fact probable.
In conclusion, the outline covered the negotion plan from the position of Washington Bullets Manager, Wes Unseld, in the negotiation battle between NBA Basketball Star, Juwan Howard, Miami Heat General Manager, Pat Riley, and Howards agent, David Falk. The objective of this outline was to summarize the negotiations between the free-agents Juwan Howard services between the Washington Bullets and Miami Heat. In the end, Howard was able to play for a team that he loved and felt valued as a basketball player.
Egan, B. (2008, October 1). Effective Negotiation Strategies – Being Prepared. RetrievedDecember 8, 2007, from