search query: @indexterm NEGOTIATION / total: 621
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| Author: | Hackley, S. |
| Title: | One reasonable and inquiring man: 12 Angry Men as a negotiation-teaching tool |
| Journal: | Negotiation Journal
2007 : VOL. 23:4. p. 463-468 |
| Index terms: | negotiation |
| Freeterms: | film pedagogy |
| Language: | eng |
| Abstract: | The paper discusses the film 12 Angry Men and how it can be used as a teaching tool. It is often showed in law schools and business schools to teach about negotiation, group process, communication, decision making, team building, leadership and critical thinking. The film depicts the ways in which a successful negotiator can make critical moves and capitalize on turning points in a negotiation. It also illustrates the concepts as the difference between positions and interests and the role of such skills as coalition building, framing and active listening. |
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