Juwan Howard Case Summary

Power Play for Howard “Successful negotiation involves the management of tangibles (e.g., the price or the terms of an agreement) and also the resolution of intangibles”. (Lewicki, Sanders, and Barry 2005 p. ) With regard to Juwan Howard, the Washington Bullets all-star free agent forward went into negotiation with David Falk over a $100 million contract that was offered by NBA. The negotiations that took place were complicated as all parties involved had to decide what the others move was going to produce. In the end Juwan Howard implemented value by comparing and contrasting the teams’ offers with respect to his personal value. Howard conducted integrative negotiation procedures to produce a “win-win” situation for all parties concerned.
To follow in this case study Team A will
The bond with the fans would not be broken, either. The intangible for the team would be a loss if he decided to leave. It is not easy to find a player of this caliber and the team would not be as strong.
From the perspective of Miami Heat, they had not been able to sign a contract with Mourning, who was their first choice and now they focused on Juwan Howard. He would suit the team perfectly and would help Miami win. Wes Unseld the manager of the Washington Bullets wanted Juwan Howard back. This would lead to more wins for the team and more respect. The contract was a great deal of money and the risk for the manager is he may lose his job. Pat Riley the Heats manager believed that the contract would be a problem. He wanted Juwan Howard to be part of the team but he was investigated by the league because of empty promises that may not happen. This really hurt his reputation throughout the league and the offer for Juwan might not happen if the heat did not get Mourning on the team also.
Juwan Howard’s