PLT Paper Case Study of 12 Angry Men

1601 Words4 Pages

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.

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