Power Play for Juwan Howard Essay Example

Power Play for Juwan Howard Essay Example Power Play for Juwan Howard Essay Power Play for Juwan Howard Essay Power Play for Howard â€Å"Successful negotiation involves the management of tangibles (e. g. , the price or the terms of an agreement) and also the resolution of intangibles†. (Lewicki, Sanders, and Barry 2005 p. ) With regard to Juwan Howard, the Washington Bullets all-star free agent forward went into negotiation with David Falk over a $100 million contract that was offered by NBA. The negotiations that took place were complicated as all parties involved had to decide what the others move was going to produce. In the end Juwan Howard implemented value by comparing and contrasting the teams’ offers with respect to his personal value. Howard conducted integrative negotiation procedures to produce a â€Å"win-win† situation for all parties concerned. To follow in this case study Team A will evaluate the benefits, costs, and risks associated with the negotiation from the perspective of all parties involved. Brief Summary of Case Study The Juwan Howard case centers on knowing the engagement rules of negotiation. In this case, the rules were many and some rules were hidden. Juwan Howard was ready to test the free agent market. His contract with his current team the Bullets was ending and he was ready to see what the market had in store for him. He loved living and playing in Washington and the fans wanted to see him take the team to the NBA Title Playoff. Thinking of Washington as home and admiring the beaches of Miami. Juwan and his agents were looking for a specific amount for his contract. One thing Juwan Howard did in the negotiation process was to let the teams give him their offer first. Howard and his agents also did research on the market and knew what the fair market value was for a player of Howard’s caliber. The Bullets knew what they could afford. Miami knew what they could afford and it seemed as if Miami was willing to give more to have the Michigan star. The NBA has rules for salary cap for all teams as no team is allowed to exceed a certain amount on an annual basis in salary for the players. With this the teams need to do their research. Miami seemed to be in the driver’s seat in the Juwan Howard obtaining game. The Bullets had given what they could and the decision was up to Juwan. Miami came in and was willing to give Juwan what he wanted, which included luxury suites and limos to the games. Juwan was in heaven and ready to be part of the Heat organization. The NBA did all the calculations and found that Miami was not in compliance with the salary cap rules. At this point, Howard was flying to Miami to look for nice houses and dinner with Coach Riley. The shock came to Juwan when he discovered the Heat could not afford him. Juwan, as he has said all along, was willing to listen to his former team again. A rule that allowed Washington to spend whatever they wanted to obtain their superstar back on the roster was called, â€Å"the Bird rights. This rule gave Washington a chance to negotiate with Howard again and offer anything they wanted. Washington matched the Heat’s offer. Juwan decided to return to his former team as the NBA was going to arbitration with the Heat because of the salary cap violation that negates Howard’s contract with them. Managers Evaluation of Benefits Tangible and Intangible Juwan Howard thought that the negotiation of the contract me ant that he would get the full market value for the next seven years. His effort was at a high because this will enable him to get the most bangs for his buck. If he would have decided to stay with one team then he would not get as much as he would on the market. Also if he decided to go with a losing team then he must handle the losing and misery that goes along with that. Since he had been with Washington for so long he was emotionally attached to the city and people who make it even harder to leave. The Washington Bullets looked at getting Juwan Howard back on the team because he was a good player and this can help the team be better. The bond with the fans would not be broken, either. The intangible for the team would be a loss if he decided to leave. It is not easy to find a player of this caliber and the team would not be as strong. From the perspective of Miami Heat, they had not been able to sign a contract with Mourning, who was their first choice and now they focused on Juwan Howard. He would suit the team perfectly and would help Miami win. Wes Unseld the manager of the Washington Bullets wanted Juwan Howard back. This would lead to more wins for the team and more respect. The contract was a great deal of money and the risk for the manager is he may lose his job. Pat Riley the Heats manager believed that the contract would be a problem. He wanted Juwan Howard to be part of the team but he was investigated by the league because of empty promises that may not happen. This really hurt his reputation throughout the league and the offer for Juwan might not happen if the heat did not get Mourning on the team also. Juwan Howard’s Evaluation Juwan Howard is in an interesting situation in that he has to choose between money and loyalty to a team and fan base that he has grown accustomed. Finding a good player such as Howard is hard to do and the Bullets are very aware of this. They are also aware of the high offer that the Miami Heat has offered their star player. Putting all they have on the table the Bullets have made an offer to Howard hoping that they are playing on his heart strings and that his loyalty to the fans and the team will keep him in Washington. Howard is also looking out for himself and working toward getting the most he can out of these teams. He seems to be playing both sides of the fence by showing tears when the Bullets are coming back with lower offers but asking for more when higher offers from other teams are coming back with offers. Howard will not be satisfied unless he can attain the Heats offer in Washington. Even after he hears a final offer from the Bullets he has no issue going to Miami, who is offering a very high salary and asking for more. This shows a very selfish side of Howard and it also shows that Howard has no intention of being satisfied with Miami; he is just in it for the perks. It is very clear that Howard has chosen money over loyalty during this negotiation process. Conclusion When a relationship is not working individuals turn to negation to redefine their relationship. From the case study Power Play for Howard, one can conclude that to obtain positive results for all parties involved in the negotiation the representatives must define what the true problem is and understand what each party wants out of the negotiation. Howard implemented value by comparing and contrasting the teams’ offers with respect to his personal value. Howard conducted integrative negotiation procedures to produce a â€Å"win-win† situation for all parties concerned.