Mgt 445 Washington Bullets

The Washington Bullets wanted to retain Juwan Howard as a member of their team. The general manager's negotiation tactic for Juwan Howard was to focus on what Juwan valued the most; which was his commitment to charity events, the community, and to the team. Juwan Howard was a marketable commodity in his field. Wes Unseld, the Washington Bullets manager had to implement a negotiation plan or strategy, not only with Juwan Howard but with Juwan Howard's agent. Unseld tried to use a negotiation tactic called distributive bargaining with Juwan Howard (Lewicki, Barry, Sanders, 2007).

David Faulk, Juwan's agent felt in the initial negotiations with the Washington Bullets Juwan was worth 15-20 million a year.The Washington Bullets patiently waited July 11th...