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Mgt 445 Washington Bullets

In: Business and Management

Submitted By sandra814
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The Washington Bullets wanted to retain Juwan Howard as a member of their team. The general manager’s negotiation tactic for Juwan Howard was to focus on what Juwan valued the most; which was his commitment to charity events, the community, and to the team. Juwan Howard was a marketable commodity in his field. Wes Unseld, the Washington Bullets manager had to implement a negotiation plan or strategy, not only with Juwan Howard but with Juwan Howard’s agent. Unseld tried to use a negotiation tactic called distributive bargaining with Juwan Howard (Lewicki, Barry, Sanders, 2007). David Faulk, Juwan’s agent felt in the initial negotiations with the Washington Bullets Juwan was worth $15-$20 million a year. The Washington Bullets patiently waited July 11th for the free agent Juwan Howard, to arrive at his agent David Falk's office to propose a $100 million dollar contract offer from National Basketball Association team executives (Competitive and Integrative Approaches, 2011). The most effective bargaining strategy preferred by Juwan and his agent is the integrative bargaining tactic. The integrative tactic is a long negotiation process, but yet a “win-win” solution for Juwan and his agent. In Howard’s case, by prolonging his decision could have had some adverse effect on the result on outcome of his negotiation strategy. Integrative bargaining brings tangible and intangible benefits to the table which poses a “win-win” result (Lewicki, Barry, Sanders, 2007).

Reference
Lewicki,R. J., Barry,B., Saunders, D.M.,(2007). Negotiation: Readings, Exercises, and Cases, 5e. Boston, MA: McGraw Hill.
Competitive and Integrative Approaches; The Oregon Mediation Center,. Inc. Retrieved April 19, 2011…...

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