12 Angry Men - Thao Nguyen - Final.docx - PROC 5840...

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PROC 5840 Negotiations - 12 Angry Men Analysis 1 12 Angry Men Analysis Webster University Professor Jay Bitner Thao Nguyen PROC 5840, Negotiations September 09, 2019
PROC 5840 Negotiations - 12 Angry Men Analysis 2 Table of Contents Major Case Issues (List) .............................................................................................................................. 3 Juror number 8 ............................................................................................................................................ 4 a. How would you describe his negotiations approach? ...................................................................... 4 b. Identify at least ten negotiation techniques that Juror No. 8 used during this movie. Describe the circumstance where in the movie he used them, then describe the result ................................................. 6 c. Identify at least two compromises that he had made? Explain what they were and the effective result of each. .......................................................................................................................................... 9 From the ten selected negotiations techniques that Juror number 8 used ................................................... 10 d. Select five negotiation techniques and write a detailed explanation of how your use of these techniques could be applied in your personal and business life. ............................................................ 10 a. For each of the five chosen techniques, write and explain the result you would hope to achieve by use of that technique. ............................................................................................................................. 13 Juror Number 4 .......................................................................................................................................... 15 a. How would you describe this individual’s negotiations strategy and approach? Use the terminology defined from the text and how he implements that approach and strategy. ........................ 15 b. What was the basis of his “guilty” analysis? Explain his justification for each point. ................... 16 c. What negotiations techniques were employed by Juror No. 8 to change Juror No. 4's mind and vote differently? Explain the circumstances and detail involved. .......................................................... 17 Juror Number 3 .......................................................................................................................................... 18 a. What is the strategy of Juror No. 3?
b. What is Juror No. 3’s style and approach with the other Juror members? Please explain and give examples as part of your response. Be specific. ..................................................................................... 18 c. Towards the end of the movie, when there were only three (3) jurors remaining that were voting guilty, what role did juror No. 3 play in changing the vote position of the last three jurors. Explain the incident, circumstances and the influence that juror no. 3 had on these three (3) jurors to change their mind. ...................................................................................................................................................... 19 References ................................................................................................................................................. 20
PROC 5840 Negotiations - 12 Angry Men Analysis 3 Major Case Issues (List) The major case issues that are instrumental in deciding the jury conclusion are as listed as follows: The 12 jurors were instructed by the Judge to deliberate the case of an 18-year-old for allegedly killing his father with a switchblade. Jurors are to return a verdict of not guilty if there is any reasonable doubt. If found guilty, the defendant will receive a death sentence . A 45-year old woman living in the building across the train track with her window facing the window of the 18-year-old was an eye witness. She claimed she witnessed the murder taking place when she looked through her window and when the last two cars of the L train passed by. Another eye witness was an old man with a severe limp living downstairs below the defendant’s apartment. He claimed that he heard the defendant yell at his father “I will kill you,” followed by a “thump” and what he thought was a body falling on the floor. He also claimed that he ran to the door and witnessed the 18-year old was running away from

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