Essay on 12 Angry Men: The Importance of Personality in Negotiation

Essay on 12 Angry Men: The Importance of Personality in Negotiation

Length: 1192 words (3.4 double-spaced pages)

Rating: Strong Essays

Open Document

Essay Preview

Personality can influence relationships, processes, style, and tactics during the negotiation process. Negotiating success can be attributed to the negotiator understanding his or her personality while being aware of the personalities of others (Budjac Corvette, 2007). Many times people understand themselves but do not fully understand their effect on others. A negotiator needs to take note of the common types of behaviors that people exhibit during negotiations when determining how the negotiation will unfold. In the movie “Twelve Angry Men”, juror number eight demonstrates an understanding of the effect of personality and behavior when building relationships, setting moods, and gaining power (Fonda & Rose, 1957).
To understand the effect personality has on negotiation one must first understand what personality is. According to Berens and Nardi, personality is both inborn and conditioned by the environment (1999). An individual’s personality consists of layers that build from the inside out. The core self exists from the day a person is born. The core self begins in a person’s DNA and defines ones predisposition to behave certain ways. The core tendencies one possesses can influence how one adapts, grows, and develops. This developed self is influenced by ones choices, interactions, and roles. The final layer of one’s personality is called the contextual self. This layer of one’s personality describes how one behaves in a given situation. Considering the interrelated layers that form an individual’s personality one can see that there are key components of personality that can affect a negotiators interaction (Budjac Corvette, 2007). Emotional stability, conscientiousness, locus of control, competitiveness, and se...


... middle of paper ...


...ming alliances and exposing bad behaviors a viable tactic for attaining juror number eights goal for the negotiation.



References
Berens, L. V. & Nardi, D. (1999). The sixteen personality types: Descriptions for self-discovery. Huntington Beach, CA: Telos Publications.
Budjac Corvette, B. A. (2007). Conflict management: A practical guide to developing negotiation strategies. Upper Saddle River, New Jersey: Pearson Education.
Flouri, E. & Fitsakis, Y. (October, 2007). Minority matters: 12 angry men as a case study of a successful negotiation against the odds. Negotiation Journal. doi: 10.1111/j.1571-9979.2007.00156.x
Johnson, R. A. (1993). Negotiation basics: Concepts, skills, and experiences. Newbury Park, CA. Sage Productions.
Fonda, H. & Rose, R. (Producers), & Lumet, S. (Director). (1957). Twelve angry men (Motion picture). United States: MGM Studios.

Need Writing Help?

Get feedback on grammar, clarity, concision and logic instantly.

Check your paper »

Negotiation Is The Golden Rule Of Negotiation Essay

- Final Reflection Paper Negotiation is a form of communication that happens almost every day. It is not only about fighting for what we want from the other side, but maximizing the interests of all parties and achieve an agreement that no alternative can. Learning from reading materials, practices and reflections, I believe that I have gained a deeper understanding of the logic and tactics in negotiations and I will be able to use them in my future life and careers. “Never negotiate unprepared” is the golden rule of negotiation....   [tags: Negotiation, Collective bargaining]

Strong Essays
1262 words (3.6 pages)

Essay on What Is Negotiation In Negotiation?

- Question 1: In understanding the way that people negotiate, I believe that men and women negotiate differently. After the Mark Trask negotiation during class, I noticed that women draw on more examples or comparisons when negotiating. The reason for comparisons or examples might be that women feel as though their counterpart might be more likely to understand a position or opinion if they hear something that is relatable to them. On the other hand, men might be more likely to not engage in this technique because they see that sticking to the relevant information and not elaborating will get them to an agreement quicker....   [tags: Negotiation, Bargaining, Collective bargaining]

Strong Essays
886 words (2.5 pages)

Negotiation : Achieving Effective Negotiation Essay

- Negotiation, competition is having a leader to propose solutions and resolve differences of ideas or opinions of the parties, based on sufficient authority and justice, focusing on common interests, trying to reconcile and mediate equitably to the parties, avoiding manipulation and bias of personal interest. The description of a work often includes negotiation skills as a desirable quality in applicants a fee list, however the ability to trade implies a set of communication and interpersonal skills to be used together to achieve a satisfactory result ....   [tags: Negotiation, Contract, Mediation]

Strong Essays
1504 words (4.3 pages)

The Essential Attributes Of Negotiation Essay

- The Essential Attributes of Negotiation Negotiation is a voluntary decision making process where two or more parties or groups come together to talk with one another in an attempt to reach an agreement on a disputed issue, opposing interests or future matters. Littlejohn and Domenici (2007) assert, “Negotiation can be formal or informal; it can occur in private or public; it can be direct or direct or conducted through a representative such as attorneys” (p. 18). Negotiation is a multifaceted process which functions to aid parties in reaching decisions on how to divide limited resources, to resolve problems between conflicting parties or to generate new solutions and satisfy joint interests....   [tags: Negotiation, Dispute resolution, Mediation]

Strong Essays
729 words (2.1 pages)

Essay about The Process of Negotiation

- Introduction: First of all Negotiation is in a simple way is the process by which we obtain what we want from someone who wants something from us, more like a win-win situation. Therefore in this seminar a lot of issues were discussed within the area of Negotiation. We were provided with illustrative explanations and detailed knowledge on how to go about with negotiation especially in the sales field. Among the many things on the agenda was the negotiation process, motivation sources for people, peoples buying behavior or decisions on buying or not buying....   [tags: Negotiation Essays]

Strong Essays
1378 words (3.9 pages)

Essay about The Negotiation Of A Negotiation Fallacy

- A negotiation fallacy happens when in a dispute one or more parts use deliberate or unconscious arguments that can lead to a false assumption. These arguments can relate to lies and omission of important data that would help achieve a fairer decision. Attacking someone and not the argument cause distraction to what really matters or using any other fallacies argument that will derive the attention from the focus point of a negotiation. Understanding negotiation fallacies is important to recognize when someone is trying to manipulate the outcome of a negotiation....   [tags: Negotiation, Dispute resolution, Win-win game]

Strong Essays
1056 words (3 pages)

Essay about Negotiation Process For A Competitive Business Environment

- Dirty tricks Since time immemorial, business activities have continuously been controlled by the forces of demand and supply. In light of this, it is evident that prices of commodities are achieved through an in-depth analysis of demand and supply. Nonetheless, driven by selfish reasons as well as in the quest to increase profits and consequently reduce losses, thus maintaining relevance in a competitive business environment, entrepreneurs’ apply dirty tricks as ingredients in the negotiation process....   [tags: Negotiation, Collective bargaining]

Strong Essays
1450 words (4.1 pages)

Negotiation Is A Part Of Everyday Life Negotiation Essay

- Negotiation is a part of everyday life, yet there is a very small amount of people who are comfortable when having a negotiation or difficult conversation. Some do not want to harm the relationship, so they just agree with the other party (soft-bargaining); and others love to get into the “game” and look for any situation to negotiate and win (hard-bargaining). I would say I fall somewhere in between because I care about the relationships for the most part; however I also love to negotiate and work the conversation....   [tags: Negotiation]

Strong Essays
1378 words (3.9 pages)

Essay on Negotiation In Negotiation

- Negotiation Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. This beneficial outcome can be for all of the parties involved, or just for one or some of them. It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making small concessions to achieve an agreement....   [tags: Negotiation, Dispute resolution]

Strong Essays
1439 words (4.1 pages)

Negotiation Essay

- Negotiation is a basic generic human activity. The world is a giant negotiating table such that a person can negotiate many different things in many different situations. Negotiations can occur over labor relations, buying purchases, salaries, strikes, international affairs such as war and freeing hostages as well as family issues such as divorce, child custody and even who gets the car keys. There are two common characteristics of a negotiation or bargaining situation. The first characteristic is that all negotiations have conflict inherently in them....   [tags: Business Negotiating]

Free Essays
1316 words (3.8 pages)