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Negotiating the Impossible by Deepak Malhotra

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1THE POWER OF FRAMING

Negotiating in the NFL

“YOU’VE GOT TO COME up with some new idea. You guys keep talking past each other instead of to each other.”1 These were the exasperated words of United States Magistrate Judge Arthur Boylan, who had been tasked with helping to end an escalating conflict between players and owners in the National Football League (NFL). It was May 2011, and team owners had already locked out the players. Much of the action was taking place in courtrooms, as each side tried to gain leverage through legal maneuverings. Ultimately, if a deal could not be struck, the coming season would be in jeopardy. This was not just a theoretical possibility: in 2005, a prolonged dispute between owners and players had decimated an entire ...

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