Case Analysis

Use the video “Twelve Angry Men” as a case study and analyze how influence and persuasion played a role in the outcome of this trial. Henry Fonda negotiates with each of the 11 jurors. Pick three pairs of negotiations and analyze the dynamics. Fonda should be in two of the pairs. Write a three-to-four page paper that addresses at least the following:

• The interests of the parties involved
• What negotiation styles are used?

• The relationship dynamics (emotions, face, and ethics)
• The resources and constraints
• The bargaining objectives and issues (interests)
• The BATNA
• The issue of social influence and persuasion