essay regarding watching a film and applying business negotiations into it.
Management 434: Negotiation
Final Exam Instructions & Film Links
Due Date: Wednesday, March 13, 2024
No Later Than 23:00 PDT
SDSU Point Schedule to Letter Grade / 25% Graded Weight
Read the Instructions to “End of Instructions”
The goal of this final exam is to test your ability to integrate your knowledge of the basic
negotiation concepts presented in this course and your personal critical thinking skills.
Part A of the final exam itself is an exercise in the art of active listening, observation, persuasion,
empathy, and self-awareness as you absorb the film Twelve Angry Men. Filmed in black and white
the story set is a hot, sticky court jury room located in the Criminal Courthouse at 100 Center
Street, New York City during the dog days of August 1957 where 12 men are deliberating the fate
of a young man accused of murdering his father. If you are unfamiliar, the actors in this film were
all legends in their time and beyond. It is their acting prowess that makes this filmÂ’s story so
compelling.
If you think this film is not relevant to negotiation you would be mistakenÂ…this is the ultimate
negotiation…negotiating over whether to strip someone you do not know of their liberty and
possibly their life. The film is a portrait of how human attributes, frailties, bias, and self-interest
conspire during the decision-making process. To me, this is one of the most important
demonstrations on how critical thinking helps strip away the clutter interfering with focusing on
an objective. In this case, the truth.
Each of the 12 different jurors possesses their own personalities with their attendant idiosyncrasies
that they bring into the jury room. The film digs beneath the surface of the individual jurors and
does a great job of demonstrating how important it is to remember that facts are facts. No amount
of emotion or wishful thinking can change the nature of a fact. People can interpret facts
differently, but that interpretation may not be supported by the facts.
It is important to remember that the job of a jury in a criminal case is to determine whether or not
the facts presented by the prosecutor are accurate enough to be able to arrive at a unanimous
decision on the issue the jury is deliberating. The jury is the sole arbiter of the facts. In other
words, the jury determines if the story being told by the prosecutor is so believable that there is no
disagreement amongst the 12 jurors that the prosecutor proved its case beyond a reasonable
doubt.
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The judge applies the law. In other words, the judge is the umpire during the trial. The judge calls
the balls and strikes as to what witness testimony is heard by the jury. For purposes of this film, the
judge plays no real role, itÂ’s all about the jury.
If possible, watch the film and then step away. Have something to eat or go for a walk or just
change the environment from that of where you watched the film so you can think about what you
just watched and let it sink in before you sit down to write.
Part B asks you to use your critical thinking skills to analyze the interpersonal and group
interactions during the jury deliberation process. Your personal tool box includes, but is not
limited to, your life experience, critical thinking skills and the 15 chapters worth of information
that was presented throughout the course. Prepare an outline of the interactions you choose to
focus listing the specifics you would like to cover. The outline will serve as a check list and keep
you organized while you write by keeping each interaction separated from the others you are
writing about.
Remember, I am most interested in how you plan to integrate some of the basic types of
negotiation that were presented during the course. What I mean by that is how you use the
correct terminology in context when explaining an observed interaction and then applying the
appropriate concept to that interaction that supports your reasoning.
Do Not attempt to cover everything that transpires in the jury room. You have a word restriction.
Choose a few key interactions each having their own dynamic to write about.
Examples:
Was the interaction between these named characters distributive or integrative in nature? Why?
Or was it a combination of those types of negotiation or some other approach? Was persuasion
used to change anyoneÂ’s or the groups thinking? Provide an example to illustrate your reasoning.
Use your course materials for reference.
Deliverable:
Prepare a written analysis of interactions of your choice between jurors in both individual and
group format. Remember to choose a few scenes to focus your analysis. The document must
contain no less than 750 words and no more than 1000 words. Word Format, 1.5 Spacing, 12 pt.
Goudy Old Style which is the same font you are reading. Post the word count on the document.
If not, you will have 5 points deducted. The word count helps by constraining the writer to be as
concise as possible in their descriptions and thoughts regarding the point they are trying to make.
There is an enormous amount to write about so zero in on a few scenes and do your best work by
focusing on them in your analysis.
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Submission Requirements and Due Date:
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Rolling submissions begin no sooner than 06:00 PDT on Monday, March 11, 2024, and
No Later Than Wednesday, March 13, 2024 at 23:00 PDT.
All submissions must be sent directly to Dr. Patrick, [email protected], and me,
[email protected] as an email attachment to receive full credit.
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Must include your name, Mgt 434 Section [01, 02, 03, 04, or 05] that applies to you on
the top of your work product and in the Subject Line of the transmittal email. It is
important to include your section so that you are graded with your section.
Unless a cataclysmic event occurs, late submissions of the final exam will not be accepted. Plan
accordingly.
Click on the name of the film and you will be good to go. The first link is the original film. The
second link is the captioned version.
Remember that this film will be available for viewing until 18:00 PDT on Wednesday, March 13,
2024. After that time, you will not be able to watch the film and complete the written portion of
the final exam in enough time to meet that deadline.
Enjoy!
Link to Twelve Angry Men
Link to Captioned Version Twelve Angry Men
______________________________________________________________________________
Acknowledgement
The statement in quotes below should appear as the title of your written portion of the final.
“I have read and understand the instructions to the final exam and understand that if I do not
follow these instructions 10 points will be deducted from my overall final exam score.”
“End of Instructions”
