First conduct the quiz; then talk about Discussion Case 3 Juwan Howard Blackboard/Discussion Cases. As you prepare for our discussion, please consider the following questions:
1.Relative to alternatives:
A.What does the WAP stand for in BATNAWAP?
B.What does it mean when it is said that an offer is on the table.
C.Generally, what is the relationship between the number of ATNAWAPs and having an opportunity to reach your negotiation target?
2.Juwan Howard felt like he accepted a bad deal in the Summer of 1994. What were his ATNAWAPS to the offer from the Bullets of $37.5 million over 11 years with a free agent option after his second year?
3.In the Summer of 1996, Juwans offer from the Heat of $100.8 million over a 7 year contract was much higher than his 1994 offer. Why would the Heat be willing to pay so much more only two years later? Please be sure to include some consideration for the role of ATNAWAPs in your response.
4.In Chapter 1, there is a discussion of tangible and intangible issues in negotiation.
A.Please identify at least 5 tangible issues involved in this case.
B.Please identify at least 3 intangible issues involved in this case.
5.Please evaluate the negotiation performance of David Falk, the agent for Juwan Howard, by identifying and discussing three things he did well along with three mistakes that should not be repeated in the future.
6.Who won this very distributive negotiation and please explain your logic.
7.What are your thoughtful reflections on this negotiation?