Outline

 

Negotiation Planning Guide

 

1.       What are the issues in the upcoming negotiation?

 

 

The issues in the upcoming negotiation are:

 

a.       Discerning and obtaining Juwan Howard’s actual competitive value;

b.      Attempting to accommodate Howard’s intangible benefit of remaining with the Washington Bullets, and the priority of.

c.       Prioritizing additional amenities that come along with the signing of a contract in the order of which Howard considers key elements.

d.      The reputation of all involved, especially Howard and his relationship with his fans and the league.

 

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?)