Published: June 23, 2011
Successful Negotiation Strategies Lead to Bright Future for Boston Bruins, 2011 Stanley Cup Champions
CAMBRIDGE, Mass. - (BUSINESS WIRE) - As Zdeno Chara, the captain of the Boston Bruins, hoisted the Stanley
Cup at the conclusion of the 2011 Stanley Cup playoffs, hockey fans
could celebrate with abandon, secure in the knowledge that their star
defenseman will be wearing black and gold through the 2017-2018 NHL
season. Without the last minute contract extension signed days before
the season began, however, the outcome might have been very different.
Chara would have become a free agent in July, and all of Boston might
have been wondering if this were his last game in a Bruins uniform. As
it is, the Bruins and their fans not only have cause to celebrate, but
also the expectation of many more years of championship-caliber hockey
to come. The
Program on Negotiation (PON) at Harvard Law School, a university
consortium dedicated to developing the theory and practice of
negotiation and dispute resolution, reviews the details
of this pivotal negotiation between Chara and the Boston Bruins
management in a recent posting available for viewing on the PON Web site www.pon.harvard.edu.
Not all sports contract negotiations end quite so happily. As the NFL
season hangs in the balance mired in an impasse between owners and
players, sports contract negotiations can teach vivid negotiating
lessons of what works and what doesn't. In the just-released free
report, "Win-win
or Hardball? Learn Top Strategies from Sports Contract Negotiations,"
faculty from the Program on Negotiation at Harvard Law School examine
professional sports negotiation strategies that proved successful while
analyzing the reasons others failed. "Win-win
or Hardball? Learn Top Strategies from Sports Contract Negotiations"
features the case of Matt Harrington, a promising young pitcher in
baseball who opted not to sign with the Colorado Rockies after the 2000
draft. Harrington continued to turn down contracts in subsequent years,
becoming the longest holdout in the history of Major League Baseball.
His greatest mistake? Choosing to approach his contract negotiation as a
competition between opposing interests, rather than seeking to find a
win-win solution that would benefit all parties. In contrast, Bruins
ownership, GM Peter Chiarelli, agent Matt Keator, and Zdeno Chara
skillfully negotiated their way to a "win-win" agreement for all
involved.
To download the free report, please visit: www.pon.harvard.edu
Program on Negotiation at Harvard Law School
Polly Hamlen,
617-496-9383
phamlen@gmail.com
or
Sparkatects,
Inc.
Tricia Woods, 617-325-5850
tricia@sparkatects.com
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