Case | HBS Case Collection | January 2006 (Revised October 2009)

Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.

by Ian Larkin, James K. Sebenius and Guhan Subramanian

Abstract

In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a performance incentive. Each player (Jesse J, her agent, the Sharks general manager) has a confidential brief as the basis for the negotiation.

Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States;

Citation:

Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J." Harvard Business School Case 906-026, January 2006. (Revised October 2009.)