Better Negotiating At The Movies- 12 Angry Men

Several negotiation instructors use 12 Angry Men as a case study in persuasion. Here’s why…^^

In the film, Henry Fonda stars as the sole juror who wants to acquit a defendant in a capital trial. How can he convince the other jurors to change their votes? Fonda uses a variety of persuasion techniques to win one juror after another as the movie reaches its dramatic climax. While some of the techniques and some of the plot twists are questionable (after all- it is a Hollywood picture), the film does demonstrate the importance of matching the persuasion strategy to the person.