12 Angry Men: The Importance of Personality in Negotiation Essay

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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 …show more content…
Negotiators who are aware of their own personality characteristics can adjust their behaviors to create favorable negotiations. Negotiators learn to observe and understand others’ personality characteristics begin to know what behaviors to expect and can make strategic adjustments. The personality characteristics and behavior strategies of juror number eight become apparent as the deliberations begin. Juror eight is calm, collected, and confident as he casts his dissenting vote. This behavior suggests that he might have a Type B personality with a high emotional stability. He begins to organize his thoughts about the evidence and appears to be careful yet thorough, showing a high conscientiousness in his style. The juror displays an internal locus of control, which makes one believe he is in control of his life and the circumstances that arise. Juror eight shows a high level of self-monitoring as he begins to adjust his behavior in the jury room to suit the other jurors and the situation. The Type B character can be described as coming form the core self of Juror eight. Emotional stability and internal locus of control are characteristics that developed over time. High self-monitoring describes the contextual layer of juror eight’s personality. All of these characteristics play a part in juror number eight’s behavioral strategy during the negotiation process. Juror eight begins his behavioral

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