A) How would you characterize the N. H.L negotiation as distributive or integrative? From what perspective (distributive or integrative) did the parties approach the negotiation? How might this approach have affected the outcome? How would you characterize the N. H.L negotiation as distributive or integrative? From what perspective (distributive or integrative) did the parties approach the negotiation? How might this approach have affected the outcome?
b). What factors do you believe led to the lack of a settlement in the N. H.L negotiations? How might you have handled the negotiation if you were a representative of the league?
c). Negotiation parties are often reluctant to reveal their BATNA (best alternative to a negotiated agreement) to the opposing party. Do you believe that parties in the N. H.L negotiation were aware of each other’s BATNA? How might this knowledge have affected the negotiation?
d). It appears that a point of compromise (a $45 million per team salary cap, for example) may have existed. What steps could both parties have taken to reach this point of compromise?
e). In line with the case above, discuss the following to the parties;