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Process Of Negotiation Essay

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Negotiation is a fundamental process used in resolving conflicts, making business deals, and in managing working relationships with others. Negotiations occur for two reasons: (1) to resolve a problem or dispute between parties, or (2) to create something new that neither party could do on its own. Negotiating is a critical, every day skill that is essential anytime it is necessary to create short-term or long-lasting agreements. For example: In 1996, Juwan Howard signed a contract worth over $100 million with the Miami Heat and nearly became the highest paid NBA player during the '96-'97 NBA season. However, his contract was voided by the NBA citing that the Heat exceeded its salary cap. On August 5, 1996 Howard returned to the folds …show more content…

He was successful and over the next two season earned respect and his keep. As the next year approached, as a free agent, he was eligible to move and work to gain more respect and power through the process of being a free agent. The Miami Heat and President Pat Riley were looking to get a stab at getting him in Miami. Juwan’s Agent David Falk’s Job was to get the most for his client in the end no matter where he played. The Bullets had first crack at offers, ranging in the high 8 figures and actuals would change as the bidding continued, but the Bullets were not the only ones looking to Howard. The Miami Heat was also interested and would come into the play with their own offers to be considered by Howard. During these proceedings, Alonzo Mourning and many others were working their own deals with the Heat as well as the Bullets. During this time Pat Riley indicated to Mourning that he would eventually be the highest player in Miami. This statement would result in a complete unraveling of the most promised line up of players for this NBA team and a potential of huge success.
As the bidding war continued, Juwan Howard would eventually sign on with the Heat for over 100 million over seven years and various other perks. Mourning on a July 16th interview indicated his deal at over 100 Million. This caused NBA Officials to investigate over a potential violation of salary cap because of the

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