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

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

By: Ian Larkin, James K. Sebenius and Guhan Subramanian
  • Format:Print
  • | Pages:5
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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.)
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About The Authors

James K. Sebenius

Negotiation, Organizations & Markets
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Guhan Subramanian

Negotiation, Organizations & Markets
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More from the Authors
  • Freezeouts in Delaware and Around the World By: Guhan Subramanian
  • Pills in a World of Activism and ESG By: Guhan Subramanian and Caley Petrucci
  • Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B) By: James K. Sebenius and Alex Green
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