The Program on Negotiation 2003-2004 Film Series Presents A New Look At…
Film and Discussion with
Harvard Business School
Over 80 people joined PON and Harvard Business School professor Michael Wheeler for a screening of 12 Angry Men, the classic film about 12 jurors deliberating a seemingly open and shut murder case.
Guest speaker Professor Wheeler discussed the critical moments in the movie and what they can teach us about negotiation strategies. The only juror (Henry Fonda) to vote not guilty makes the question of guilt or innocence not about what he believes but reframes the question to ask “are we sure there’s no more to talk about here?” As they continue to talk, doubts about the defendant’s guilt are raised and the jurors slowly start to change their votes. In the chaos of the deliberations, he doesn’t attempt to sway those vehemently opposed to his vote, but rather uses their prejudices and misconceptions to change the votes of the other jurors. His actions are processed focused, showing that he has the capacity to navigate waters and build alliances.
pizza & drinks!