When i use probing and testing with my wife i am

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When I use probing and testing with my wife I am trying to give myself an advantage in the negotiation process by getting a better understanding of her emotional state. Did she have a good day at work, has she been arguing with our daughter, or is she feeling in an especially good mood due to some good news. Knowing her emotional state lets me know how receptive she will be to what I have to say. Section 2 of the book talks about the power of persuasion and how relationships affect the negotiation process; “a positive relationship favorable predisposes an audience toward your message”[Lew15]. Knowing her emotional starting point is an indicator of how positively or negatively she is going to view our relationship in the moment. Any upper hand I can get in that will tilt the negotiation in my favor. By thinking before I speak and evaluating the driver behind what I am saying I can ensure the motivation for my decision making is being driven by the needs of the situation and not by my preconceived notions of the situation.
12 ANGRY MEN 18
12 ANGRY MEN 19 Jury Member No. 4 How would you describe this individual’s negotiation strategy and approach? Use the 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 4 is. 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 jurors involved. 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 relationship. In contrast to that, he is always civil, allows other to talk without interrupting, and

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