According to Barbara A. Budjac Corvette, the author of Conflict Management A practical guide to Developing Negotiation Strategies there are five phases in the negotiation process: preparation, introduction, initiation, intensification, and closing. In this paper I will define the five phases of the negotiation process, describe an observation of that development from a scene in the movie 12 Angry Men, what I have learned from Juror #8, and how I can apply this knowledge to my professional and personal negotiation strategies.
The first phase of the negotiation process is known as the preparation phase, it can be defined as when you acquire all the documentation, facts, data and information necessary to bring others into agreement (Karim, 2013). The trial of the accused murderer in the movie is the preparation phase. During this phase juror #8 learned who committed the crime, what crime was committed, where the crime was committed, when the crime was committed, the motives concerning why the crime was committed, and lastly how the crime was committed. What I learned from observing juror #8 is the importance of gathering accurate information pertaining to who, what, where, when, why, and how of the subject being negotiated. I can apply this to my professional and personal negotiations by following juror #8’s example and learning all of the key facts surrounding the subject of my negotiations.
The second phase of the negotiation process is the introduction phase. During the introduction phase of the negotiation process the negotiator attempts to define the rules and set the tone of the negotiations. This is done by focusing on the issues and persuading your counterpart with a style and technique that suits your strategy and personal...
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...ody language was a clear indication of how others were receiving the message ("Body Language - Communication Skills Training From MindTools.com”, n.d.).
Works Cited
Body Language - Communication Skills Training From MindTools.com. (n.d.). Retrieved from http://www.mindtools.com/pages/article/Body_Language.htm
Corvette, B.A.B. (2007). Conflict management a practical guide to developing negotiation strategies. Upper Saddle River: Pearson Prentice Hall.
Hackman, M. Z., & Johnson, C. E. (2009). Public Leadership. In Leadership, A Communication Perspective (5th ed., pp. 312-313). Long Grove, IL: Waveland Press, INC.
Karim, Saira. (2013). The four phases of negotiation. Newtown Square: PMI.
Twelve Angry Men. Dir. Sidney Lumet.1957. Metro Goldwyn Mayer.
Patterson, K. (2002). Crucial conversations: Tools for talking when stakes are high. New York: McGraw-Hill.
Stone, D., Patton, B., & Heen, S. (1999). Difficult conversations: How to discuss what matters most. New York, NY: Viking Press.
Stop for a moment and think how many times have you said “I'll kill you” to a person and actually killed that person? Two times? Three times? We all know that the answer is never unless of course you're actually a killer. This is what might or might not have happened with the boy who was accused of killing his father in the movie 12 Angry Men. Firstly, let's consider on the title of the movie itself which says “12 Angry Men.” Twelve is indicating the number of group members, angry is indicating the state of their temper, and men indicating their gender. So the title of the movie strongly connects to the name of the class “Group Communication Studies” because both involve a group, a goal and communication among the group members in order to achieve a common goal. The 96 minute film is all about a group of jurors sitting in a room on a very hot day to decide the fate of an 18 year old boy. Each judge had to come up with a decision— either the boy is guilty or not guilty of killing his father with a switch blade knife. The entire movie theme revolves around the group and how it completes its task. The group is so much involved in the discussion and there are so many conflicts that the members even forget to introduce themselves, hence the audience has to remember them by numbers of the order of their seating arrangement. This movie is a perfect detailed and visual example of how a group forms and develops over time, and most importantly the personality and approach of Jury number 8 gives an idea about how important it is to participate, speak up, and take a stance even in the early stages of the group formation. Each member's involvement and contribution to the group goal is important as it can reshape and change the dimensions of o...
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
McCarthy, A. (n.d.). 10 rules of negotiation. Negotiation Skills. Retrieved March 31, 2014, from http://www.negotiation-skills.org
Negotiations styles are scholastically recognized as being broken down into two general categories and those are distributive bargaining styles and integrative negotiation styles. Distributive bargaining styles of negotiation are understood to be a competitive type of negotiation. “Distributive bargaining, also known as positional bargaining, negotiating zero-sum, competitive negotiation, or win-lose negotiation, is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value” (Business Blog Reviews, 2011). This type of negotiation skill or style approach might be best represented in professional areas such as the stock market where there is a fixed goal in mind or even in a garage sale negotiation where the owner would have a specific value of which he/she would not go below. In contrast, an integrative negotiation approach/style is that of cooperative bargaining, or win-win types ...
As the book suggests, for people to have a crucial conversation, they need to feel safe, people’s opinions should also be heard and understood. Likewise, people should look at their own faults, and try to fix them. It’s not a black or white situation, if we blame one another without critically evaluating our own behavior as well as the situation, it would lead to chaos. There is an art to a crucial conversation, why is it an art? Because few people master it, however I learned important lessons from the book that will transform me from a “good conversationalist” to a master of crucial conversations. Gathering information, focusing on what matters, and avoiding the fool’s choice are steps that I will follow in my personal, and professional life to avoid devastating
In viewing 12 Angry Men, we see face to face exactly what man really is capable of being. We see different views, different opinions of men such as altruism, egoism, good and evil. It is no doubt that human beings possess either one or any of these characteristics, which make them unique. It is safe to say that our actions, beliefs, and choices separate us from animals and non-livings. The 20th century English philosopher, Martin Hollis, once said, “Free will – the ability to make decisions about how to act – is what distinguishes people from non-human animals and machines 1”. He went to describe human beings as “self conscious, rational, creative. We can fall in love, write sonnets or plan for tomorrow. We are capable of faith, hope and charity, and for that matter, of envy, hated and malice. We know truth from error, right from wrong 2.” Human nature by definition is “Characteristics or qualities that make human beings different from anything else”. With this said, the topic of human nature has been around for a very long time, it is a complex subject with no right or wrong answer. An American rabbi, Samuel Umen, gave examples of contradictions of human nature in his book, Images of Man. “He is compassionate, generous, loving and forgiving, but also cruel, vengeful, selfish and vindictive 3”. Existentialism by definition is, “The belief that existence comes before essence, that is, that who you are is only determined by you yourself, and not merely an accident of birth”. A French philosopher, Jean-Paul Sartre, is the most famous and influential 20th - century existentialist. He summed up human nature as “existence precedes essence”. In his book, Existentialism and Human Emotions, he explained what he meant by this. “It means that, first of all, man exists, turns up, appears on the scene, and, only afterwards, defines himself. If man, as the existentialist conceives him, is indefinable, it is because at first he is nothing. Only afterward will be something, and he himself will have made what he will be 4”. After watching 12 Angry Men, the prominent view on human nature that is best portrayed in the movie is that people are free to be whatever they want because as Sartre said, “people create themselves every moment of everyday according to the choices they make 5”.
Negotiation, as we’ve learned, is the process of communicating where parties can discuss problems and/or targets and attempt to solve them via dialogue in order to reach a resolution. While many individuals feel successful negotiations are due to a natural skill, the truth behind reaching a prime agreement is preparation. You need to know the issue, know yourself, and know your party. This type of preparation also includes knowing your needs and limits, understanding what the other party wants and anticipating their limits, asking the right questions, and being creative in your counteroffers.
Juror 8 's success in persuading the other 11 jurors was a direct result of his having effectively followed the stages of the negotiation process. In Conflict Management, five stages of the negotiation process were identified as preparation, introduction, initiation, intensification, and closing (Budjac Corvette, 2007). In 12 Angry Men, juror 8 utilized preparation, introduction, and intensification stages to effectively persuade the other jurors.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
We’ve all been there at some point in our lives, and the mere thought of it creates anxiety for many of us. Those “crucial conversations” with your boss about how you feel like he’s unfairly assigning you excessive work, or that moment when your best friend finds out you’re not using her husband as your real estate agent. These moments, painful, awkward, and annoying as they are, are an unfortunate byproduct of our daily existence in the 21st century and are best left avoided at all possible costs. Or, they can be the conversations that matter the most, and the “results could have a huge impact on the quality of your life ”. That’s what the authors of “Crucial Conversations: Tools for Talking when the Stakes are high” think, and believe they can offer the tools to better navigate these conversations and provide the opportunity for people to thrive.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin
12 Angry Men was a social reflection; it placed people from all walks of American life into one heavy stress setting. It takes a look at different forms of prejudice, different forms of anger and frustration, as well as different forms of selfishness. Each character had their own reasons to be who they were based on how they were raised and how they lived their life. Henry Fonda, juror number 8, and Lee J Cobb, juror number 3, both played men on the opposite side of a spectrum. Fonda’s character didn’t presume anything about the boy on trial, while Cobb’s character carried the assumption that all kids disliked their fathers like his son did. Fonda was eager to listen, while Cobb was stuck in his prejudice.
There is no substitute for thorough preparation when individuals have to negotiate. Information is power, and the person who is better prepared will enjoy an inner confidence that is likely to undermine the confidence of her less prepared adversary. People must know the relevant facts, economic issues, and, where applicable, any legal or political issues. Someone planning to buy a piece of land needs to know what the dealer paid for the land in question. The best way to obtain such information is to do some small research to search for information to equip yourself before the negotiations start. Someone negotiating the sala...
Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is concerned that his new business will prevent him from taking care of his lawn, which has strict requirements under neighborhood rules. Not wanted to upset his neighbors, Chris decides to hire Matt to cut his grass.