NEGOTIATING ON THIN ICENHL

Preparation

Parties:i) NHL - Gary Bettman, Bill Dalyii) NHLPA - Bob Goodenow, TakSashiniii) Players

Interests:i) Minimum salary cap for playersii) Salary to revenue tie up.iii) Added benefitsiv) Maximum compensation for players

Value:Increase no of game.

BATNAi) NHL- Close operationsii) NHLPA- agreement on present dealiii) Players- Move to other clubs.

ZOPA:$43 million to $50 Million

During Negotiation

We opened our negotiation by identifying the key issues in the negotiation.I. Salary Cap

II. Salary to revenue relationship

Anchored Price- $43 Million Agreed Price- $ 46.5 Million 65% revenue to salary linkage

Key Learnings By adding more value, both the parties can be satisfied as they are more likely to

accept one or the other value proposition. In order to reach on a common solution, it is important to empathize with other

party.