From Wes Unselds perspective the issue of how much was Howard worth to the Washington Bullets? How much would the Bullets be willing to pay to keep Howard from going to another NBA team?
2. Based on a review of ALL the issues, what is the “bargaining mix”? (Which issues do we have to cover? Which issues are connected to other issues?) Juwan Howard’s future talent as an NBA player and how much money can he help bring to the Washington Bullets? 3. What are my interests? Unseld wanted to help keep Howard in Washington where he loved to play. Upon finding out that Howard had a tentative deal with Miami countered the Miami offer which was rejected and then announced they would part ways with Howard.
4. What are my limits—what is my walkaway? What is my alternative?
Unseld’s final offer was $100 Million which Howard took. The alternative was to cut Howard loose from the Washington Bullets.
5. Defining targets and openings—where will I start, what is my goal?
Howard was the target and an initial seven year $78 million contract.
6. Who are my constituents and what do they want me to do?
Wes Unseld’s constituents were Howards fan base in Washington as well as the Washington Bullets organization itself.
7. Who are the opposing negotiators and what do they want?
In the case of Howard the opposing negotiators were the Miami Heat organization and Howard’s agent Faulk.
8. What overall strategy do I want to select?
In Wes Unseld and the Washington Bullets case their strategy was to keep Howard in Washington because he had a fan base which meant higher ticket sales. The best strategy here was integrative negotiation or win/win.
9. What protocol needs to be followed in conducting this negotiation?
From Wes Unseld’s perspective after opening discussions formal negotiations in reaching a new contract for Howard to remain in Washington to play and provide revenue for the Bullets organization