Juwan Howard was deemed to be the future of the Washington Bullets organization. Without him, the Bullets were destined for failure. In order to keep him though, the Bullets were facing a do-or-die situation. Howard felt that the $78.4 million contract, offered by the Bullet’s GM Wes Unseld, was too low for his liking and began deals with the Miami Heat. After a bunch of back-and-forth between Miami and Washington, sneaky coaches, invalid contracts, very little sleep and dealing with agents, league officials, union representatives, and team executives, Howard would end up back in Washington after all, with more money, a nice car, and dreams of a dream house.
First, we look at the negotiating styles of the parties involved. Negotiators often choose between one of two completely different styles or approaches: being tough or being soft (LLT, p. 91). Juwan Howard is the epitome of one who chose the “being tough” approach. "The tough negotiator is unflinching, makes high demands, concedes little, holds out till the very end, and often rejects offers that are within the bargaining zone" (LLT, p91). Pat Riley, head coach of the Miami Heat, would be considered somewhat of a soft negotiator. "This is one who typically offers too many and too-generous concessions, reveals his reservation point, and is so concerned that the other party feels good about the negotiation that he gives away too much of the bargaining pie to the other party" (LLT, p. 91).
Howard said from the beginning, he wanted to stay in Washington, but he wanted at least a $100 million contract and he was leaving if he didn’t get it. He stood strong against the Heat though, holding out on the first offer of $91 million from Pat Riley to see what Unseld and the Bullets could do for him. They came in with an $84 million deal, but again Howard held-out and said, “I guess there’s no more to talk about. Thank you for two great years. And good luck to you guys.” He then called Pat Riley, and told him...