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MGT 445 Week 3 Learning Team Assignment Case Study Analysis Part B GÇ£Power Play for HowardGÇ¥


MGT 445 Week 3 Learning Team Assignment Case Study Analysis Part B GÇ£Power Play for HowardGÇ¥ fin571

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MGT 445 Week 3 Learning Team Assignment Case Study Analysis Part B GÇ£Power Play for HowardGÇ¥
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This 0 page Study Guide was uploaded by an elite notetaker on Tuesday November 10, 2015. The Study Guide belongs to fin571 at Kaplan University taught by in Fall 2015. Since its upload, it has received 25 views.


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Date Created: 11/10/15
July 31 2011 Week 3 Learning Team Assignment Learning Team A Team Members Page 1 of 3 Outline Negotiation Planning Guide 1 What are the issues in the upcoming negotiation The issues in the upcoming negotiation are C d a Discerning and obtaining Juwan Howard39s actual competitive value b Attempting to accommodate Howard39s intangible bene t of remaining with the Washington Bullets and the priority of Prioritizing additional amenities that come along with the signing of a contract in the order of which Howard considers key elements The reputation of all involved especially Howard and his relationship with his fans and the league 2 Based on a review of ALL the issues what is the quotbargaining mixquot Which issues do we have to cover Which issues are connected to other issues The issues that we have to cover are a b c d e The legal mandates and guidelines that govern contract negotiations The needs and guidelines of those offering the contracts vs the needs and guidelines of Howard and Falk Reputation vs pay of Howard How the fan39s view and feel about Howard Past and potential fans This negotiation will determine future relationships with Howard other agents and the league 3 What are my interests a b As Falk is acting as Howard39s agent the interests are for Howard besides Falk39s commission andor the intangible bene ts associated with Falk39s representation i e his continued relationship with Howard and the other quotopposingquot representatives and league reputation Securing an optimal offer of tangible and intangible bene ts for Howard 4 What are my limits what is my walkaway What is my alternative July 31 2011 Week 3 Learning Team Assignment Learning Team A Team Members Page 2 of 3 a b C 5 a 6 a 7 a 8 What a 9 What a Based on Howard39s competitive value a baseline of a top salary and how much above that is to be considered and any and all amenities that come with a player of his caliber Alternative concerns itself with what Howard will giveup or into in order to accommodate his own tangible and intangible needs quotThe key to interestbased concessions is to trade items of less importance in order to secure items of more importancequot CroninHarris C 2011 p 2 All of the above with a limit to compliance of any and all legal issues associated with process and consummation of a deal for Howard De ning targets and openingswhere will I start what is my goal The target is to obtain the most optimal salary and perk bene ts for Howard which will also bene t Falk in regards to his needs Openings will be based on a determination of Howard39s competitive value and will proceed to include any and all perks andor amenities that are comfortable to Howard but not above league rules and considered by the league to be unfair to comparable players in its super uity Who are my constituents and what do they want me to do Being that Howard is such a hot commodity constituents are all of the representatives of the different teams in the league in this case speci cally the Washington Bullets and the Miami Heat and of course the fans As the stakes are so high all will attempt to maneuver a decision in their favor Who are the opposing negotiators and what do they want The representatives of the league agents and the association are the opposing negotiators Representatives of the leagues and agents want Howard as he is such a pro table commodity in that he is an Ivy League player with the potential of bringing a team to a championship The league association demands legal compliance in all facets of the game from negotiating to playing basketball overall strategy do I want to select Gaining optimal competitive value and then some in regards to Howard although legally compliant in its regard Procuring positive continued relationships amongst agents league representatives Howard and his fans protocol needs to be followed in conducting this negotiation As there is so much money to be earned by the quotwinnerquot of this negotiation the protocol that needs to be followed is a focal point on quotlegalitiesquot continued amicable relations for future dealings and the paci cation as they are also very important the fans July 31 2011 Week 3 Learning Team Assignment Learning Team A Team Members Page 3 of 3 References CroninHarris Cathy 2011 The CPA Online Journal Negotiation Strategy Planning is Critical Retrieved from httpwwwnysscpaorgcpajournal20041204essentialsp44htm


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