12 ANGRY MEN
Jury Member No. 4
How would you describe this individual’s negotiation strategy and approach?
terminology defined from the text and how he implements that approach and strategy.
The first few minutes in the jury room give an indication to what type of person the juror
He is quiet and does not engage the other jurors, preferring instead to read his paper and see
how the market closed.
When the other jurors talk to him he gives short and to the point
answers, without providing any additional or amplifying information.
He appears to show little
interest in establishing any type of personal relationship or connection with the rest of the jurors.
He also seems like the type of person that wants to stick with customs, rules, and traditional
roles; this is demonstrated when he suggest that he, “thinks it is customary to take a preliminary
vote”, and again when he says that juror 8 is allowed to see exhibits and evidence [Lum57].
While all of this points to juror 4 being aloof and unconcerned with the others in the room; he
actually agreeable to open discussion.
He never once interrupts juror 8 or questions why he
wants to talk about the facts of the case.
As they are going around the table he listens to what the
other jurors have to say, only interjecting when he feels like he has something to add to the
conversation, or provide a clarifying point.
He appears to be a collaborative negotiator; someone
who cares about the outcome of the case and has some interest in the relationships with the other
It’s interesting because he does not appear to have an interest in any long term
relationships with his fellow juror.
When juror 3 attempts to give him his business card after
finding out that juror 4 is a broker; 4 basically ignores juror 3’s attempt to establish a business
In contrast to that, he is always civil, allows other to talk without interrupting, and