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Negiotion Plan

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National Football League Negotiation
The National Football League (NFL) players is seeking help from a consultant of ConsultWorks Incorporated to create a negotiating plan for the division of revenue between the players and the owners. According to University of Phoenix Negotiation Plan , “The National Football League Players Association (NFLPA) acts as a labor union for NFL players by negotiating with owners.” The consultant will assist the NFLPA to resolve the negotiation issues between the owners and the players. The negotiation plan will be based on a analysis constructed with the information provided by both parties.
Issue, Bargaining, and Objective
According to Lewicki, Barry, and Saunders (2010), “This step itself usually begins with an analysis of what is to be discussed in the negotiation” . The issue for discussion is how the revenue of $9 billion should be divided per year among the players and the owners. The NFLPA proposal from the owners was 40 percent to 60 percent of football related income. The owners and players have not decided how to divide the revenue, however, the union is proposing a 50 percent split. The players, who received 54 percent under the old contract, are willing to settle on a 51 percent on football related income in return for the rights on rules governing the salary and movement.
Both sides are stumped on how to divide the $9 billion of the football league revenue. After review the information by both parties, the consultant understands that the review has to be divided between 16 teams and the owners, which collectively lost $100 million last season for performance. The players will be given up over several million for dropping from 54 percent to 51 percent. The season for the players cannot start until the agreement between the owners and players is finalized. “The number of issues in a negotiation, together with the relationship between the negotiator and the other party, are often the primary determinant of whether one uses a distributive or integrative strategy.” (Lewicki, Barry, & Saunders, 2010) In this case, the consultant will use the distributive strategy since this is a single-issue negotiation on price. The bargaining mix is large because there are many options of how the two parties should settle. The objective for the consultant is to help the union and the owners to reach a fair agreement for football related revenue.
Interests, Resistance Points, and Alternatives According to Lewicki, Barry, and Saunders (2010), “After defining the issues, the negotiator must proceed to define the underlying interest and needs” . The consultant target point of 50 percent split is the position; this is what the consultant hopes the two parties can agree. The interest would be to settle a fair revenue split and one that will not cost both parties to decrease the amount 10 percent more than the previous contract. “A resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue, because any settlement beyond this point is not minimally acceptable.” (Lewicki, Barry, & Saunders, 2010) The resistance point for both parties would be 40:60 percent. The players are set on not taking initial proposal from the owners. However, the alternative would be to settle for a 50/50 percent split. The objective is for both parties to leave with a win-win agreement.
Constituencies and the Social Context of Negotiations
Since the consultant is assisting the NFLPA, the union has the final decision on how the amount should be divided between the players and owners. The union understands that the consultant is there to help determine the amount of the division of revenue between the parties based on the information provided; therefore, the union will put an effort into meeting the solution the consultant provides. However, the consultant bargains on the behalf of the union and understands that he or she must regards in making decisions for the team.
Conclusion
The negotiation plan for the NFLPA between the players and the owners was a success. The players and the owners was able to agree on a 50 percent split of football related revenue. Although both parties took a lost compared to the last season contract, both parties realized the most important thing for the team and owners was the long-time relationship. Losing team members because of a difference in the amount of money divided was not as important as the long standing commitment both parties had developed over the years.

References
Lewicki, R. J., Barry, B., and Saunders, D. M. (2010). Negotiation (6th ed.). New York, NY: McGraw-Hill.
University of Phoenix. (n.d.). Negotiation Plan. Retrieved from University of Phoenix, MGT557 - Negotiation, Power, and Politics website.

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