Case Study Analysis Part A “Power Play for Howard”

Negotiation can be complex and involve a difficult process for both parties.  The negotiation process involves the elements of relationship, communication, interests, options, standards, alternatives, and commitments.  Both parties must have a checklist before starting a negotiation to help to organize the flow of the negotiation process.  Juwan Howard is a 23-year-old athlete who plays basketball for Washington Bullets.  The negotiation between the Miami Heat and the Washington Bullets over Juwan Howard’s free agent contract was intense and difficult.  The integrative bargaining had both parties use different approaches to the negotiation process to reach the most profitable agreement.  Juwan Howard’s contract between the Miami Heat and the Washington Bullets shows how Juwan Howard was the first national basketball association player to sign a contract making over a $100 million dollars between intangible and tangible benefits (Lewicki, Saunders, & Barry, 2006).  Learning Team A will summarize and discuss Juwan’s case by evaluating the intangible and tangible benefits, and evaluate the costs and risks in association with negotiating the contract of Juwan Howard and both teams’ general managers.