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Power Play for Howard

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Power Play for Howard
Lisa Ramsey, Julie Logan, Johanna Gregory
MGT 445
October 6, 2011
Elie Azar

Power Play for Howard
Introduction
The case study “Power Play for Howard” provides the negotiation process that occurred between super star basketball player Juwan Howard and both NBA teams, the Miami Heat and the Washington Bullets. The case study also summaries the tangible and intangible benefits, risks, and costs associated with the negotiations that occurred while Howard as a free agent.
I. Issues in the negotiation
A. Multiple offers
1. NBA Teams: Washington Bullets and the Miami Heat
2. NBA spending Cap
3. Miami Heat bids and offers
4. Washington Bullets bids and offers
B. Team Loyalty
1. Juwan’s loyalty and commitment to the Bullets
II. Bargaining matrix and issues.
A. The bargaining Matrix include 3 parties;
1. Juwan Howard
2. The Washington Bullets
3. The Miami Heat

B. Issues to cover:
1. Win/win matrix, as well as win/lose. Juwan Howard and one team can both win, if they win the signing process, making the other team the loser.
2. The paramount issue is 100 million dollars, which is only connected to the other issue of Howard remaining in his home state and team, if the monetary offer of both teams was the same.
3. The issue of home state and team would be the deal winner for the Washington Bullets.
III. Interests
A. Major interest
1. To obtain the most about of money for Juwan Howard.
2. To have an undefeated team.
3. To make a profit.

IV. Limits and alternatives
A. Limits
1. $100 Million over seven years is the goal
2. The limitation of the offered bids
B. Walk away
1. The opposing team’s offer of incentives, and allowing flexibility
C. Alternatives
1. Weighing the pro and cons of each offer, and exhausting all options, before accepting the best offer.

V. Defining targets

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