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Need some assistance answering 3 questions for a case study on Power Play for Howard - based on the viewpoint of General Manager Wes Unseld.
1. 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?)
2. Defining targets and openings-where will I start, what is my goal?
3. What protocol needs to be followed in conducting this negotiation?
APPRECIATE THE ASSISTANCE!!
Case study is attached.
A Power Play for Howard
Bill Brubaker
Mark Asher
Nothing less than the future of the Washington Bullets hung in the balance on the
evening of July 11 when Juwan Howard, the club`s all-star free agent forward, arrived at
agent David Falk`s headquarters in Chevy Chase Pavilion to solicit $100 million contract
offers from National Basketball Association team executives.
Outside, on Wisconsin Avenue NW, the Bullets held a We-Love-Juwan rally for
rabid fans desperate to keep their young star in Washington-a city that hasn`t had a
winning NBA team in nine years. Inside, in Falk`s private office-adorned with Michael
Jordan-autographed basketballs and other client memorabilia-Howard braced himself
for a long night of high-stakes negotiating.
Bullets General Manager Wes Unseld got first crack at Howard-a courtesy Falk said
he was extending to the club as "the incumbents." It soon became clear, however, that incumbency,