Power Play for Howard Part, B

I. Issues concerning negotiation

A. Juwan Howard is a free agent.

B. Unseld needs a superstar in Washington.

C. Unseld needs to make a fair offer to keep Howard.

1. As a free agent, Howard can join another team.

2. To keep Howard, the organization must meet his requirements.

3. The organization cannot afford Howard's demand of $100 Million

II. Bargaining mix and connection of issues.

A. The Washington Bullets had a losing team for the past nine years.

B. Unseld needs to remain within the salary cap.

C. Unseld made a generous offer to Howard.

1. A young superstar like Howard could bring in more fans to stimulate the team.

2. Unseld could not compromise the financial future of the organization.

3. Another team with more funds made a counter offer to Howard.

III. Interests of Unseld.

A. Keeping Howard with the Washington Bullets.

B. Keeping the fans and the organization happy.

C. Making a fair offer within the salary cap.

IV. Limits, walkways, and alternative for Unseld

A. Cannot offer more than $100 million contract or perks.

B. Must walk away if Howard does not accept $100 million offer.

C. Alternative is losing Howard to another team.

V. Targets and openings for Unseld

A. Initial offer of $50 million.

B. Target contract of $78 million.

VI. Who are my constituents and what do they want me to do?

A. Washington Bullets Franchise, and owner

B. To Sign Juwan Howard to the Washington Bullets Basketball team

C. For a seven-year, $78.4 million dollar contract

VII. Who are the opposing negotiators and what do they want?

A. Miami Heat Club , owner, and manager Pat Riley

B. To sign Juwan Howard to the Miami Heat

C. For a seven-year guaranteed, $100.8 million contract

VIII. Selecting the overall strategy

A.

...