Wes Unseld Case Study Essay

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Case Study Analysis Part B MGT/445 September 3, 2012 Case Study Analysis Part B 1. Introduction Wes Unseld’s job is to make sure Juwan Howard signs the contract with the Washington Bullets. Wes had to make a plan before negotiation with Juwan’s manager about the terms Washington is willing to accept for Juwan’s signature. Wes had to take into consideration all the issues that may come up with the negotiation as well as a backup plan in case negotiations fail. 2. Issues with the contract a. Terms of contract b. High stock and high demand c. Salary cap d. Not enough money e. Extras that Juwan requested 3. Bargaining Mix a. 7 year deal $105 million dollars b. No special perks such as limos or hotel…show more content…
Take a star player away from a rival team 9. What overall strategy do I want to select? 9.1 Active engagement a. Collaboration; The Bullets will pay a little less than another team, but Howard will get to stay and play in Washington b. Accommodation; If collaboration fails than the Bullets will offer Howard what he is asking for (Lewicki, Saunders, & Barry, p. 108, 2006). 10. Protocol for Wes Unseld a. The NBA needs to set limits b. Respect needs to be acknowledged for all people involved c. Team guidelines need to be discussed 11. Conclusion During this negotiation there are many things that were discussed. Changes that need made and decisions that need made. In the point of view of Wes Unseld, his team needs Juwan Howard for his team. Wes Unseld wanted Juwan Howard throughout the entire negotiation and in the he won the bidding References: Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation (5th ed.). Retrieved from The University of Phoenix eBook Collection. Lewicki, R. J., Barry, B., and Saunders, D. M. (2007). Negotiation: Readings, exercises, Cases (5th ed.). Retrieved from The University of Phoenix eBook Collection

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