Case_Study

Part B: Case Study Analysis From Point of View of Pat Riley – General Manager of Miami Heat A. Introduction – Negotiating is trying to convince the other side to give you what you want. The key to success is knowing how you are going to get what you want (Egan, 2008). Included in this outline will be the negotiation steps from the view point of Miami Heat General Manager, Pat Riley and his clash between Washington Bullets Manager, NBA Star Juwan Howard, and Howard’s agent, David Falk. B. Issues a. Signing the best players in the league for the Miami Heat b. Having enough money in the salary cap to buy out player’s contracts i. Alonzo Mourning ii. Juwan Howard c. Abiding by NBA and CBA rules and regulations d. Verbal promises/contracts C. The “Bargaining Mix”' e. Which issues do we have to cover' iii. Salary Cap iv. Player’s contracts 1. Staying within budget 2. Giving player’s what they want v. Rules and Regulations f. Which issues are connected to other issues' vi. Player’s contract/Salary cap vii. Rules and regulations/Salary cap D. Interests g. Getting the best players for the Miami Heat h. Alonzo Mourning (rated #3 as most desirable by the Miami Heat) i. Juwan Howard (rated #4 most desirable by Miami Heat) E. Limits j. Walk away viii. What is the maximum the Heat is willing to offer to get the players wanted' 3. Teams payrolls to be capped at $24.3 million ix. Howard 4. Limit ended at $95.2 million plus 6 million in bonuses and perks a. Total amount ended in $100.8 million k. Alternatives x. What other incentives can be offered instead of salaries' xi. What other players are available to produce for the Heat' F. Defining targets l. What is my goal' xii. To obtain the all-star free agent forward, Juwan Howard, thus enhancing teams resume. G. Constituents - "bosses, superiors who made the final decision or other parties who will evaluate and critique the solution made" (Lewicki, Saunders, & Barry, 2006, p. 121). m. Mickey Arison - Owner of the Miami Heat n. Alonzo Mourning - Heat's free-agent center o. David Stern - NBA Commissioner p. Jeffrey Mishkin - NBA's chief legal officer q. Robert Del Tufo - Former New Jersey Attorney General hired by the NBA H. Opposing negotiators r. What do they want – The Washington Bullets want to keep Juwan Howard their most promising player. s. What do they want – Juwan Howard wants to stay with the bullets but for $100.8 million plus bonuses. I. Overall Strategy - To make sure that they sign Juwan Howard without being find for breaking any rules and regulations and without other players feeling like they aren’t important. J. Protocol – The protocols that need to be followed are negotiation documents or agreements. An approval of documents preceding the contract or agreement according to the National Basketball Association rules and regulations.. In cooperation the parties sign the set of formulas of documents. K. Conclusion – The outline included the negotiation plan from the position of Miami Heat General Manager, Pat Riley in the negotiation encounter between Washington Bullets Manger, Wes Unseld, NBA star Juwan Howard, and Howard’s agent, David Falk. This outline summarized the negotiations amongst the free-agent Juwan Howard services between Miami Heat and Washington Bullets. At the completion, Juwan Howard was able to get a contract that satisfied his wants and desires. References: Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Retrieved from https://portal.phoenix.edu/classroom/coursematerials/mgt_445/20120501/