On 15 September 2004 was the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and National Hockey League Players’ Association (NHLPA). As the two sides had failed to negotiate a new CBA until that time, locked NHL Commissioner Gary Bettman, the players – would not play hockey, no turnover would be picked up, and no salaries are paid. The key issues in the negotiations were the league’s call for a salary cap, and for linking sal … Read more »

On 15 September 2004 was the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and National Hockey League Players’ Association (NHLPA). As the two sides had failed to negotiate a new CBA until that time, locked NHL Commissioner Gary Bettman, the players – would not play hockey, no turnover would be picked up, and no salaries are paid. The key issues in the negotiations were the league’s call for a salary cap, and for linking salaries to league revenues. The players on those two requirements. After months of near fruitless negotiations, Bettman threatened to cancel the entire season, a move that would destroy billions in revenue. Offers a rich history of the two sides’ relationship and an account of the negotiations that led to a threat to the season cancellation. Asks students to the power of tactics that each side has used to his advantage in previous negotiations and strategies that help to propose both sides pull a successful negotiation in the current context, the entrenched positions, complex issues and serious mistrust contains could be analyzed.
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from
Deepak Malhotra,
Maly Hout
Source: Harvard Business School
20 pages.
Release Date: 14 February 2006. Prod #: 906 038 PDF-ENG
Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A) HBR case solution

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