What are power moves?

Identify and explain the power moves being used by

each negotiating party?
The parties using power moves tend to claim the pie, thus practicing distributive bargaining
rather than expanding the pie or finding another way of doing it. Power moves can bring
reluctant bargainers to the realization that they must negotiate: they will be better off if they do
and worse off if they dont. In this case study we have witnessed that National Hockey League, is
being more focused on using different kind of power moves to bring the reluctant players come
to table and decide on the terms and conditions that NHL wants to be accepted. There are
different types of power moves:
1. Offer incentives
2. Put a price on status quo
3. Enlist support
The facts evident in the case represent the use of enlist support more than rest of the two
moves.

Power moves by NHL:

Only one person, Commissioner Battmen was given full authority to initiate a lockout in
case agreement is not reached within time, rather than having a simple majority to draw
the solution, this acted as a power move because for NHLPA, it was difficult to deal with
the rigid personality of that one person which was the only way they could get out of this

situation, no other team member from NHL could give decision in their favor.
Battmen highlighted 19 additional aspects of CBA that the league would like to modify
including salary guarantees the rookie salary cap, salary arbitration etc which was
expanding the issue rather than sticking to main two bones of contention, salary cap and
linking salary to revenues earned. This act was the evidence of power move because NHL
rather than accepting the terms magnified the issue so that other party feels more

concerned about the number of issues increased.

The league advised team owners to allow other interested parties to book their sports
arenas for non-NHL events on a 45 day rolling basis, two weeks longer than the previous
allowance of 30 days, this helped NHL to put pressure on players that even without them,

team owners can make their money and book their sport arenas and its players side which
is going to be worse off it they dont negotiate, so here maintaining the status quo was of

no use so players should have reconsidered their terms of contracts.

Fan poll majority was in favor of NHL (94% from Cnada, 70% from US) this majority
gave NHL a supporting hand to be stick with their arguments about salary cap thus

representing Enlist Support move for NHL.

On the other hand Comparison of players salaries as a percentage of revenue was
much higher in contrast to major sports showing that the Hockey league is already paying

more than other sports and this survey helped NHL for the salary cap to be introduced.
Another pressure tactic used was in 15 sep, 2004 after the expiration of CBA, when

Battmen announced the total lock out to the players (salary payment suspended)
In Feb,2005 Battmen threatened to cancel the entire season, this was a power move
because this would be causing loss to player and fan base would also be shifted toward

other professional sports

During negotiation, 14 feb, 2005 Saskin and Daly met secretly and agreed on salary cap
in principal & league relinquished its demand for linking salary to revenue but the
amount of salary cap was the issue left. Battment offered $42.5 Million salary cap as a
take it or leave it offer to be accepted by 11 am the following day, as a pressure tactic
but Goodenow countered offer with $49 Million salary cap. As a result Battmen cancelled

2004-05 seasons.
By-law introduced: League introduces a by-law that prohibited team owners from
speaking out against the lockout which helped in a way that no one from the union could
approach team owners for breaking the deadlock and they could only do so by
negotiating with Battment, the only authority. On the other hand no restriction of this type
was introduced by union for its stance, as it was evident from the statement given by
Calgory flames Defencemen mike commodore, all they wanted to do was, to Play.

NHLPA power moves:

Initially in 1992 Goodenow had led the players in a strike, which ultimately won them
full control over the marketing rights to their images because due to strike Leagues
reputation was damaged because this was moral right of player that their identities needs
to be promoted.

Union asked the Players to be ready for a longer period lock down, thus preparing their
minds for being firm to their terms and conditions until they are accepted, this was kind
of a power move because out of 700 players, 393 went to play European Hockey
leagues (BATNA) though they didnt want to play there but this wasnt in the notice of
NHL, so they used it as power move.