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Margaret Thatcher

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  • October 2011
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Negotiating on Thin Ice
Doris Green
LDR-610 Pwr, Politcs and Infl. Grand Canyon University September 28, 2011

Negotiation is a critical skill needed for effective management. Essential to any negotiated business venture is the need to prepare properly before embarking on getting into the nitty-gritty of any joint partnership. As in any endeavor, there are always a number of barriers that might prevent or hinder a negotiation. Once the reader understands how to prepare prior to a negotiation, the authors then examine the various tactics that can be employed from getting your counterpart to the table, and also examines the various tactics that can be employed as a basis for any successful negotiation. In the case of the dispute the National Hockey League (NHL) and CBA and National Hockey League Players' Association (NHLPA) the bargaining agreement had expired and caused a lot of misconception with the players and the CBA. NHL neglected to get back with the CBA in a timely manner which caused the CBA not to be renewed. Because the two sides had failed to negotiate a new CBA by that date, NHL Commissioner Gary Bettman locked out the players--no hockey would be played, no revenues would be collected, and no salaries would be paid. (Harvard 2005) The key issues in the negotiation were the league's demand for a salary cap and for the linking of salaries to league revenues. The players opposed both of these demands. After months of near-fruitless negotiation, Bettman threatened to cancel the entire season, a move that would destroy billions in revenue. With the lock out and the history of the two sides' relationship and an account of the negotiations this led up to the season cancellation threat. (Harvard 2005) The...

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