Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

The Role of Emotions & Personalities in Negotiation:

12 Angry Men
Katherine Schnake
University of North Carolina Wilmington
Lumet, S. (Director), Fonda, H., & Rose, R. (Producers), & Rose, R., & Hopkins, K.
(Writers). (1956). 12 angry men [Motion picture]. United States: United Artists Corp.

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

Introduction
In the following paper I will be analyzing the important role emotions play in successful
negotiations as well as the potential effect different types of negotiation personalities may have
on the outcome of a negotiation process. The main resource I will be using throughout this paper
is the 1957 film 12 Angry Men. This critically acclaimed film depicts the strong emotions that
may be associated with a high stakes negotiation. Throughout the film there is anger, passion,
sadness, comic relief, somberness and resentment. In this particular case, the negotiation process
is occurring within a jury deliberation and a young mans life is dependent on their final
negotiated agreement. This film also highlights the various personalities that have influence on
an individuals negotiation strategies. The 12 jurors help to represent an introvert, extrovert,
sensor, intuitor, thinker, feeler, judger and perceiver (Hames, 2012, p. 331).
The topic of my paper is significant as it will help give the reader a deeper understanding
of the role emotions take within the negotiation process. As we have discussed in class, when
emotions are not accurately managed and understood it is exceedingly difficult to negotiate in a
rational manner. It is sometimes difficult to be conscious of personal emotions and values which
can result in an individual lacking the ability and proper preparation to manage his or her own
emotions during a negotiation.
This also effects the negotiators ability to read and appropriately respond or react to the
other partys emotions and requests during the process. By delving into the concept of
personality this paper will help underscore how differing personalities play a significant role in
certain peoples bargaining styles. Understanding different personalities will help the reader gain

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

more knowledge on how to analyze his or her own personality as it applies to negotiation
strategies.
I hope that through my research I will further analyze the importance emotions play in
high stakes negotiations. I also hope to broaden my own understanding of the significant role
emotions have in negotiations. Furthermore, I hope to gain the ability to appropriately respond to
others emotions and mange my own emotions during negotiation processes in my future career
and personal life. At this point, I have not participated in many serious negotiations and I
strongly hope my research and analysis in this paper will help further prepare me for future
difficult negotiations.
Literature Review
12 Angry Men was written by Reginald Rose, directed by Sydney Lumet, produced by
Orion-Nova Productions and was released in 1957 (Dirks, 2016). This film effectively
demonstrates the techniques and strategies that occur during a high stakes jury deliberation. This
film also shows the strong influence emotions and personalities can have on the negotiation
process.
According to Hames (2012) negotiation is considered to be a social process by which
interdependent people with conflicting interests determine how they are going to allocate
resources or work together in the future (Hames, 2012, p. 5). Hames further explains that
negotiation is considered a social process since it requires people to interact with one another in
order to meet a mutual agreement. The plot of 12 Angry Men is centered around the interacts
occurring between the men on the jury. However, it is a slightly different type of negotiation

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

process since it is a one time negotiation between those specific men and it is not for certain
resources, it is for deciding another individuals fate.
Hames (2012) also states that the main characteristics of negotiation are sequential
issue settlement and it is a competitive activity (Hames, 2012, p. 5). These characteristics are
prevalent in the negotiation process in the film since the men must come to a settlement that is
entirely unanimous. Furthermore, they must take part in a competitive debate attempting to
convince one another to consider the other side of the negotiation in order to reach a mutual
agreement.
The plot of 12 Angry Men is the jury deliberation that unfolds between the 12 white men
that compose the jury sitting on the murder trial of a 17 year old boy. Before the jury is sent to
deliberate, the judge reminds them that it must be a unanimous decision. He also explains that if
any of the jurors has reasonable doubt that the boy is guilty of the murder then they must vote
not guilty. However, if the jury unanimously decides that the boy is guilty then he will be
sentenced to death and sent to the electric chair.
The boy is presented as a poor Puerto Rican who has been convicted of crimes before and
lives in the slums of the city. These 11 jurors believe that the boy murdered his father with a
switchblade knife. 11 of the jurors believe that the evidence presented during the trial is
sufficient enough to prove the boy is guilty. Thus they feel there is no need for further discussion
on the subject. However, there is a single juror, Juror 8, who believes that there is reasonable
doubt that the boy is guilty of the crime. As soon as there is one juror that votes the boy is
innocent, emotions begin rising and the atmosphere of the deliberation becomes highly tense.

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

Significant Findings
The film unfolds as the jurors review the information they were given in trial and consists
of highly emotional discussions [which] involve such deeply felt issues as civic duty (Flouri
& Fitsakis, 2007, p. 450). Instead of being an easy agreement, the jury must now negotiate with
one another and figure out how to come to an agreeable vote, since a unanimous vote is
necessary one way or the other. In order to reach this agreement, the Foreman decides they will
go around the table and each explain to the single juror why he should change his verdict to
guilty. The negotiation is driven by personalities and conscience and each juror encompasses
different personalities that help deonstrate the impact varying personalities can have on a
negotiation process (2007, p. 450). During their first explanations, each jurors personality is
slightly demonstrated. Thus, the viewer is able to begin analyzing how these unique personalities
may influence each mans negotiation strategy.
The Myers-Briggs Inventory approach can be applied here to help understand the
behavior [people] tend toward and are most comfortable with in most situations (Hames et al.,
2012, p. 330). For example, Juror 4 is extremely logical and explains that he is only focusing on
the facts. This juror appears to have taken particular care to not bring his personal feelings into
his decision. This establishes Juror 4 as a Thinker. People with this dominant trait tend to think
objectively and are usually swayed by logical arguments (2012).
Juror 2 is timid and requests to pass on explaining his decision during the initial
deliberation. This jurors personality demonstrates the traits of a Intuitor. Later in the film,
Juror 2 cannot give a precise explanation to his choice of guilty but does state that he just has a

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

feeling that is the right decision. Intuitors tend to trust their gut instincts which is just what
Juror 2 seems to do in his original decision (2012, p. 331).
At first, Juror 3 appears to have no personal feelings toward the case and strongly
believes the boy on trial is guilty. This jurors actions connect to the traits of a Perceiver.
Perceivers do not need much information to come to his or her own decisions and usually want
to be in control (2012, p.331). From the moment Juror 3 begins speaking, it is evident that he
wishes to take charge of the situation and wants to finish the negotiation quickly. Juror 10 also
seems to lean toward the personality traits of a Perceiver. However, as the film progresses we
realize that Juror 3 may actually be considered a Feeler since he is emotionally biased due to
his damaged relationship with his own son. This bad personal relationship is causing Juror 3 to
make decisions based on how [he] feel[s] about an issue (2012, p. 331).
The only juror to go against the rest of the jury is Juror 8, who explains that he is unsure
that the boy on trial is guilty and wants more time to discuss the case. According to the MyersBriggs Types, Juror 8 seems to have the traits of a Judger. Although Juror 8 may not be uneasy
and uncertain in all decision making, he is definitely conflicted about making a rash decision on
this deliberation (Halmes, 2012, p. 331). Similar to Judgers, Juror 8 wants to have more
information and knowledge on the case before coming to a concrete decision. He does not
necessarily view the boy on trail as guilty or not guilty, he simply wants to leave options
open in case something unexpected arises; which occurs a few times during the extended
deliberation (2012, p. 331).
Leary, Pillemer, and Wheeler (2013) explain how important emotions truly are when it
comes to real-life negotiation decisions. It is necessary to understand, channel, and learn

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

from...emotions in order to adapt to the situation at hand and engage others successfully (Leary,
Pillemer, & Wheeler, 2013, para. 12). This directly correlates with the concept of managing
perceptual errors (Halmes, 2012). This is the idea that in order to effectively minimize or deter
negative consequences from occurring due to an individuals perceptual biases, said individual
must [gather] accurate and objective information about [themselves], others, and the
situation (2012, p. 216). By engaging in effective observations and analysis of an individuals
own emotions and those of the other party, both parties should be able to have a better
understanding of one another and the situation as a whole. This will give each party deeper
insight into the needs and concerns of one another which should open the door to more
appropriate solutions to the issue at hand.
Both of these ideas further connect with the negotiation process that takes place in the
film 12 Angry Men. Juror 8 is extremely observant and thoughtful throughout the entire jury
deliberation. During majority of the process, he is able to keep his own emotions efficiently
managed and does not lash out at the other jurors that are becoming aggressive and arguing
against him. Furthermore, Juror 8 is able to realize that Juror 3 has an emotional bias toward the
situation due to his relationship with his own son. Juror 8s negotiating abilities and (mostly)
calm emotional state give him the advantage in persuading the other jurors to understand and
relate to his viewpoint of the matter at hand.
This directly connects with the idea of managing emotional biases (Halmes, 2012, p.
220) . Toward the very end of the film, Juror 8 is able to effectively engage Juror 3 in order to
exhibit his personal emotions to himself and the rest of the jury. Juror 8 used the concept of

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

framing options to induce optimal decisions in order to help Juror 3 with his sense-making
process for the negotiation (2012, p. 220).
By directly engaging with Juror 3 and addressing his broken relationship with his son,
Juror 8 is able to aid the other juror in realizing how his personal perceptions are effecting his
decision making ability. Without the proper observations, Juror 8 may not have been able to
gauge the other jurors emotional state and thus the deliberation may have ended differently.
Leary, Pillemer, and Wheeler (2013) emphasize the importance of being properly
preparing emotionally before taking part in a negotiation process. Even if the process is expected
to go quickly and smoothly, it is critical for participants to have managed and assessed their
personal emotions. However, in 12 Angry Men, majority of the men were not expecting the jury
deliberation to become a negotiation process. This caused most of the jurors to be improperly
prepared for the process and many did not have a firm grasp on their own emotions. This led to
heated arguments, tense situations, and a few nearly violent moments.
Additionally, Juror 3 was not ready for the negotiation process that ensued and thus was
unable to govern his personal emotions. Leary, Pillemer, and Wheeler (2013) explain that an
individual must sense his or her own feelings in order to avoid tensing up or even exploding.
Which is exactly what happens to Juror 3; he explodes multiple times due to his own festering
emotions and seems to nearly lose control of himself while holding a knife against Juror 8. Many
studies have been conducted on the relationship between decision making and human emotions.
For example, neurobiologist Antonio Damasio has found that people with damage to the right
hemisphere of the brain (the emotional side) have great difficulty making decisions (Leary,
Pillemer, & Wheeler, 2013). This further supports the explanation as to why Juror 3 was unable

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

to control his anger and frustration throughout the negotiation process, since he was projecting
his own issues onto the deliberation.
In the article Role of Emotions in Negotiation, MSG Experts (2016) further explain how
anger is considered to be one of the most negative emotions acting as a hurdle to an effective
negotiation (MSG Experts, 2016). When feeling strong anger toward a situation, an individual
is not in a position to think constructively and only leads to conflicts and misunderstandings
which impede the negotiations from coming to any agreements (2016). This directly connects
with how difficult it was for Juror 3 to understand the view point of Juror 8. His ability to make
conclusive and appropriate decisions id clouded by his extreme emotional state. This further
demonstrates just how essential it is for negotiators to utilize the ability to harness their emotions
and to make effective decisions during negotiation processes.
During the jury deliberation of 12 Angry Men, there are a few moments in which the
tension between the negotiators is palpable. Juror 8 is aware that the other negotiators have
certain emotional susceptibilities and that some of the discussions that take place is pushing
these hot buttons in the other jurors (Halmes, 2012, p. 392). Juror 8 as well as the Foreman do
an efficient job of realizing when emotions are running too high and they are unable to negotiate
in a productive manner. Thus, they each call for short breaks and Juror 8 also slows down the
conversation by playing it back (2012, p. 393).
This strategy allows some of the more frustrated jurors to calm down and manage their
own emotions. Replaying and reviewing all of the information also allows the jurors to see the
evidence in a different light and to better understand why Juror 8 holds a reasonable doubt
about the trial. These negotiation methods help to control certain personalities and to help

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

10

emotions cool in this highly tense deliberation. Had Juror 8 been less of an extroverted Feeler,
the jury deliberation may have ended much sooner and much differently. In the end Juror 8s
emotional control and keen ability to observe the other negotiators emotions were the main
factors that spurred the negotiation process to end with a unanimous not guilty verdict.
Conclusions and Future Study
Overall, I believe the topic I have discussed holds extreme significants in regards to
properly preparing oneself for a high stakes negotiation. If an individual is unaware of his or her
own emotional state, difficulties and conflicts may arise if he or she has emotional biases to the
issue at hand. Thus, the individual will struggle to make effective and appropriate decisions for
the situation which may lead to a negative impact on other parties involved.
From the research I have conducted, I feel that more research on the psychological links
between emotions and certain decision making abilities should be conducted. I also think more
case studies need to be conducted and documented for people to better understand their own
emotions and personalties and the effects they may have on negotiation strategies. I think it
would be extremely effective for more students to be taught the negotiation process and to learn
more about their own abilities in order to assess themselves during future high stakes
negotiations. I think the research on this topic helped me to gain a much deeper understanding of
my own biased emotions and personalities which will help me be more aware of these feelings
and thus be able to properly prepare for future real-life negotiations.

Running Head: THE ROLE OF EMOTIONS & PERSONALITIES IN NEGOTIATION!

11

References
Dirks,T., 2016. 12 Angry Men (review and synopsis). Available from http://
www.filmsite.org
Flouri, E., & Fitsakis, Y. (2007). Minority Matters: 12 Angry Men as a Case Study of a
Successful Negotiation against the Odds. Negotiation Journal, 23(4), 449-462. Retrieved April 4,
2016.
Hames, D. (2012). Negotiation: Closing deals, settling disputes, and making team
decisions. Thousand Oaks, CA: SAGE Publications
Leary, K., Pillemer, J., & Wheeler, M. (2013). Negotiating with Emotion. Retrieved April
04, 2016, from https://hbr.org/2013/01/negotiating-with-emotion
Lumet, S. (Director), Fonda, H., & Rose, R. (Producers), & Rose, R., & Hopkins, K.
(Writers). (1956). 12 angry men [Motion picture]. United States: United Artists Corp.
MSG Experts. (2016). Role of Emotions in Negotiation. MSG Presentations, 12.
Retrieved April 05, 2016, from http://www.managementstudyguide.com/role-of-emotions-innegotiation.htm