【案例名称】Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

【作者】Deepak Malhotra, Maly Hout

【页数】20

【格式】PDF

【语言】英语

【出版日期】2006年2月14日

【修订日期】2006年3月4日

【学科】谈判 (Negotiation)

【案例编号】906038-PDF-ENG

【来源】HBS Premier Case Collection

【网页】http://cb.hbsp.harvard.edu/cb/product/906038-PDF-ENG

【简介】

On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL Commissioner Gary Bettman locked out the players--no hockey would be played, no revenues would be collected, and no salaries would be paid. The key issues in the negotiation were the league's demand for a salary cap and for the linking of salaries to league revenues. The players opposed both of these demands. After months of near-fruitless negotiation, Bettman threatened to cancel the entire season, a move that would destroy billions in revenue. Provides a rich history of the two sides' relationship and an account of the negotiations that led up to the season cancellation threat. Asks students to analyze the power tactics that each side has used to its advantage in prior negotiations and to propose strategies that might help either side pull off a successful negotiation in the current context, which involves entrenched positions, complex issues, and severe distrust.

【学习目标】

To illustrate power moves, interest-based negotiations, issues of trust, etc., in the context of a high-stakes dispute.

【涉及课题】

Conflict; Labor negotiations; Labor relations; Labor unions; Negotiation; Power and influence; Profit sharing plans; Wages & salaries

【背景】

    * Geographic: Canada
    * Geographic: United States
    * Industry: Arts, entertainment & sports
    * Company Employee Count: 700
    * Company Revenue: $2 billion revenues
    * Event Year Begin: 2004
    * Event Year End: 2005

【下载】

http://www.mbabbs.com/thread-277-1-1.html