The team manager wanted to determine the future of NBA in Falk on the July 11 evening convention at the Chevy Chase Pavilion. With a negotiation target of $100 million, this evening, National Basketball Association desperately needed a win in Washington. As Howard commenced his negotiation for the deal, he invoked the incumbency as the first intangible benefit of taking the contract from NBA executives. In the meantime, Bullets General Manager maintained a seven-year contract offered at $78.4 million. This transpired through the 7 pm negotiation. However, in the view of Howard, the offer would possibly yield $136,000 per match in the tournament season (Lewicki, Saunders & Barry, 2006, p. 412).
While Howard remain nostalgic about rejecting Wes Unseld’s offer, his primary concern centered on leaving Bullets for another team because he wanted to achieve his target. Coincidentally, Howard already had a seven-year guaranteed contract of $100.8 million. This thought influenced his views through the negotiation especially when he considered a $78.4 million offered to him earlier by the Bullets Boss as below the market value of the team. By dawn, it drew clear that Howard who was a star in Bullets would quit for a better deal after all. Little did Juwan Howard Considered the level of commitment of the new team after signing the agreement. Since Howard Signed the deal at the eve of the season’s tournament, the following Friday he had already began to suffer the consequences of rash decision, taking on money and luxury instead of choosing the tangible benefits offered in Bullets previously (Patton, Ury & Fisher, 1981, p.13).
As Howard is close associates explain, he became subject of manipulation often tossed in the between the judicial systems due to his financial deal fiasco. Without his foreknowledge, Howard found the assistance of key NBA enthusiasts who jealously sought him in vain. Probably, they thought, given a second chance they would succeed in hiring him. Up to this point, Howard had made for himself a name; as NBA changed its name to Wizards in a 20, 600-seater court, He would ultimately settle for NBA with a higher pay. In addition, He would already have made stressful money from the abandoned Miami Heat’s flawed transfer. As tangible benefit to his well thought negotiations, Howard could now count on his newly bought $230, 000 Ferrari, a mansionette with swimming pool. In the full glare of his view of the manager’s decisions, Howards considered only important challenges in his life for consideration for the matches (Lewicki, Saunders & Barry, 2006, p. 467).
Besides the costs on his head by managers held central position in his negotiations. Having gone through college, Howard negotiated for a $34 million deal with the bullets after rejecting offers valued at $24 with the same club. Through his criteria of the market value, Howard managed to improve his negotiation s for higher wages (Patton, Ury & Fisher, 1981, p.36).
Given Howards knowledge in all the negotiation processes, His maneuvers through negotiations with some of the people involved as his employers helped him air his motives and make celebrations to mark his achievement at each stage. Howards acts in challenging the managers on the night of June 11 and before, contributed to improving his general knowledge in the negotiation process across the board. From NBA to Washington bullet, Howard’s approach to negotiations indicated the potential of both tangible and non tangible benefits when used as motivations to negotiations.
Reference List
- Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th Ed.). New York: McGraw Hill.
- Patton, B., Ury. W. & Fisher, R. (1981). Getting to yes negotiating agreement without giving in. New YorK: Houghton Mifflin Harcourt