Analysis Of The Negotiation Process In 12 Angry Men

The Negotiation Process 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. Key aspects of the preparation stage, as defined by Budjac Corvette and utilized by juror 8, include preparation occurring prior to the negotiation meeting, research, and determining negotiation tactic and style. Throughout the jury deliberation, juror 8 disclosed information

Juror 8 utilized emotional intelligence in relating to the other 11 jurors and effectively influencing them to change their votes. Emotional intelligence is defined by Psychology Today as the "ability to identify and manage your own emotions and the emotions of others" ("Emotional Intelligence," n.d.). Using emotional intelligence, juror 8 maintained his own emotions and remained calm. He also used emotional intelligence to draw out the emotions in others, which ultimately led to influencing the jurors by creating doubts in their minds regarding the verdict. In "Minority Matters," the authors point out that juror 8 "senses that juror 3 is losing credibility with the others as well as his temper" (Flouri & Fitsakis, 2007, p. 459). Juror 8 began to antagonize juror 3, pushing him to angrily yell that he will kill juror 8. In response, juror 8 stated, "You don 't really mean that" (Flouri & Fitsakis, 2007, p. 459). Juror 8 used juror 3 's emotional outburst to prove the statement could be made without following through on the action. The results of this action caused juror 8 to gain more credibility and also more votes for not

However, juror 3 did not maintain control after discussions with juror 8. For example, when juror 8 made a personal attack on juror 3, juror 3 lost his cool, requiring restraint from the other jurors to the point of yelling, “Let me go! I’ll kill him! I’ll kill him!” (Flouri & Fitsakis, 2007, p.459). His emotional intelligence (Budjac Corvette, 2007, p. 29) was a superior negotiation tactic throughout the deliberation process.

The quietness and patience juror 8 displayed caused tension amongst the other jurors creating careful and adequate (Flouri & Fitsakis, 2007, p.453) deliberations. Juror 8 's circle of influence (Covey, 2013) directly influenced the other jurors’ circle of concern (Covey, 2013) when forcing them to question their thought process. Juror 8 chose a collaborative negotiation (Budjac Corvette, 2007, p. 63) method when deliberating with the other jurors immediately handing down guilty verdicts for the defendant. Furthermore, juror 8 used his ACES to help the other jurors cross the creek (Budjac Corvette, 2007, p.